The Year of Selling Dangerously
Greater insight into your sales organization’s performance
is more critical than ever before
Paul Staelin
VP of Sales and Operations

Agenda
• 2009 – A Very Dangerous Year
• Meeting the Challenge
• Capabilities Required
• Birst Best Practices

2009 – A Challenging Market
Dow Jones Industrial Average, last 6 months

2009 – Credit Crisis Squeezes Budgets
New York Times – Credit Crisis page

2009 – Layoffs Abound
Recent Layoffs from http://news.cnet.com/tech-layoffs/
Company Date Layoff Amount In the press
NEC 01/30 20,000 (13%) NEC to cut workforce by 20,000
Novell 01/30 100 (3%) Novell lays off just under 100 workers
Teradyne 01/30 532 Boston.com: Teradyne will shed 532 jobs
Citrix Systems 01/30 490 (10%) Citrix to reduce staff by 10 percent
STMicroelectronics 01/28 4,500 STMicro reports loss, lays off 4,500
AOL 01/28 700 AOL to lay off 700 employees
SAP 01/28 3,000 SAP plans job cuts, despite solid earnings
News Corp. 01/26 100 News Corp. lays off 5 percent at digital unit
Texas Instruments 01/26 12 % Texas Instruments cutting jobs as profits plunge

2009 – How can you meet sales goals in this environment?
• Challenging Market
• Budgets are tight
• Capital is scarce
• Layoffs abound

How can you meet your goals?
1. Fill your funnel
In order to meet goals this year, you will need a bigger
pipeline than you did last year
Leads
Leads
Leads
Business

Fill Your Funnel with the Right Leads
To grow leads without growing marketing budget, you
have to focus on the most effective campaigns
Leads
Leads
Leads
Results

Focus on those activities most likely to drive results
2. Focus on Effectiveness
– Measure performance across
both marketing and sales
• Average Deal Size
• Close rate
• Sales cycle
– Focus marketing and sales on
generating revenue quickly
• High close rates
• Short sales cycles
– Make first downs!

Where can I find more quick deals?
3. Cross-sell existing
customers
– Growing existing relationships
takes less time & effort
• Higher win rate
• Shorter Sales Cycle
– Find “White Space” and focus

How do you know if that’s good enough?
4. Predict & Track Performance
– Predict performance based on
fact, not feeling
• Pipeline
• Average Sales Cycle
• Close rate
• Average Discount
• Measured by industry, region, etc.
– Check point progress each week
– Don’t use a crystal ball – focus, not
hocus pocus

Capabilities required: data aggregation and analysis
Ability to aggregate and analyze
marketing, sales, and customer data
in one place

Capabilities required: sharing the insight
Ability to share that insight with the entire sales
organization
Execs
Management
Sales Reps

Capabilities required: finding opportunities and
responding quickly
Ability to interact with the information to find areas
of opportunity and react to trends quickly
Target
Assess Sell

Introducing Birst: Fast, Easy, Affordable BI
Analysis and reporting made easy.
• Fast
– Can be deployed in days
• Easy
– Easy to use
– Easy to share
– Easy to modify and expand over time
• Affordable
– Buy only what you need, when you need it
– Save time and resources
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Birst key to success: automated BI is fast, affordable
Quick
Finance Dashboards
Data FULLY AUTOMATED
(automatically created)
CRM
Data
ETL Data Warehouse OLAP Engine Reporting Engine
Operations Dashboards
Data
More
Data Ad Hoc
Reporting
• Entire stack integrated and automated Users
• Simpler to implement and use
• Dramatically lower cost
• Rapid time-to-value Printed
Reports
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Birst has the right solution to fit your organization
users
Groups Enterprise
Professional 1GB account 1GB – 1TB+ account
100MB account 50 invitations Unlimited users
20 invitations All of “Professional,” All of “Groups,” plus
Basic All of “Basic,” plus
plus - Managed deployment
25MB account - Report delivery - Data aggregation
- Copy space
10 invitations - Phone support - Predictive analytics
- Test mode
All of “Free,” plus - Optional dedicated - Custom chart types
- Catalog mgmt
disk and I/O
Free - Advanced chart - Web folders - Implementation &
types consulting services
10MB account - Custom formulas
- Email support
5 invitations - Group management
- Optional account
- Basic chart types space expansions - Optional Phone
Support
- Dashboards - Optional Invitation
- Custom reporting expansions
- Moderated forum data volume
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Go see for yourself: birst.com
For more information:
www.birst.com
Contact us:
sales@birst.com
866-940-1496
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