Getting the Most out of your CRM Data Thomas Tobin, Salesforce.com Product Manager Darren Cunningham, LucidEra Product Mar...
Today’s Agenda <ul><li>Overview of Salesforce.com Winter ‘08 Analytics </li></ul><ul><ul><li>Tom Tobin, salesforce.com </l...
Winter’08 Analytics Features Further with Custom Report Types Thomas Tobin Product Manager Salesforce.com
Job #1 - Security <ul><li>We are aware of the phising attacks, and attempts to steal data </li></ul><ul><li>We will be mak...
Winter ’08 Builds on a String of Innovations <ul><li>Easy to use reporting infrastructure  </li></ul><ul><li>Reporting tha...
In Summer <ul><li>Custom Report Types </li></ul><ul><ul><li>Choose the columns available in the report wizard </li></ul></...
Change your Users’ Experience with Reporting <ul><li>Go from the automatically generated </li></ul><ul><li>  To a custom e...
Winter ’08
New Features <ul><li>Dynamic report headers </li></ul>
New Features <ul><li>Dynamic report headers </li></ul><ul><li>Not seen in on-premise or other on-demand BI tools </li></ul>
New Features <ul><li>Report on Reports and Dashboards </li></ul><ul><ul><li>Using a Custom Report Type report on report da...
Salesforce.com Reporting <ul><li>Easy for you and your users to use </li></ul><ul><li>Part of salesforce.com – for field c...
Today’s Agenda <ul><li>Overview of Salesforce.com Winter ‘08 Analytics </li></ul><ul><ul><li>Tom Tobin, salesforce.com </l...
Why Did You Invest in CRM?  Copyright © 2007 LucidEra – All rights reserved
Where Most Companies Have Ended Up… <ul><li>Sales efficiency, not necessary effectiveness </li></ul>Copyright © 2007 Lucid...
Business Analytics: Getting the Value Out Copyright © 2007 LucidEra – All rights reserved
SaaS is Disrupting Traditional Approaches to BI Copyright © 2007 LucidEra – All rights reserved Emerging BI tools delivere...
Following the Path of Salesforce.com in CRM Copyright © 2007 LucidEra – All rights reserved Traditional CRM Traditional BI...
So Where do you Begin?  <ul><li>50+ “analytic” applications to choose from on the AppExchange </li></ul><ul><li>Native Sal...
#1) Understand Your Analytic Requirements <ul><li>Are you taking advantage of Salesforce reports and dashboards? </li></ul...
#2) Understand the Different Options Copyright © 2007 LucidEra – All rights reserved Copyright © 2007 LucidEra – All right...
The LucidEra Approach Copyright © 2007 LucidEra – All rights reserved With LucidEra, all I have to do now is login and see...
#3) Don’t Wait for Business Analytics <ul><li>Make it a  business initiative </li></ul><ul><ul><li>Determine the metrics t...
On-Demand Business Analytics Resources <ul><li>http://www.lucidera.com/resources/whitepapers.php </li></ul><ul><li>LucidEr...
Today’s Agenda <ul><li>Overview of Salesforce.com Winter ‘08 Analytics </li></ul><ul><ul><li>Tom Tobin </li></ul></ul><ul>...
Aruba Networks Case Study Copyright © 2007 LucidEra – All rights reserved <ul><ul><li>INDUSTRY : Networking </li></ul></ul...
Challenges Faced <ul><li>Did the current metrics work? </li></ul><ul><ul><li>Sort of </li></ul></ul><ul><ul><li>Metrics ha...
How Aruba found LucidEra <ul><li>AppExchange </li></ul><ul><li>Industry Counterparts </li></ul><ul><ul><li>Sales Operation...
How did the Sales Process go? <ul><li>Sales process with LucidEra was “stress free” and focused on functionality </li></ul...
What We Can Do Now? <ul><li>Snapshots are key </li></ul><ul><ul><li>Opportunity Snapshot functionality is providing a high...
Next Steps <ul><li>Continued use of LucidEra for pipeline development metrics </li></ul><ul><ul><li>LucidEra reports serve...
Today’s Agenda <ul><li>Overview of Salesforce.com Winter ‘08 Analytics </li></ul><ul><ul><li>Tom Tobin, salesforce.com </l...
Contact Information <ul><li>Tom Tobin </li></ul><ul><ul><li>[email_address] </li></ul></ul><ul><ul><li>http://blogs.salesf...
Upcoming SlideShare
Loading in...5
×

Getting More From Your CRM Investment

3,151

Published on

This presentation provides an overview of what’s new in the salesforce.com Winter ‘08 release in the area of dashboards and reporting. You’ll also learn about the different approaches your organization should be considering when it comes to on-demand business analytics, and find out how Aruba Networks gets more value out of their Salesforce implementation with on-demand business analytics from LucidEra.

Published in: Business, Technology
0 Comments
3 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
3,151
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
0
Comments
0
Likes
3
Embeds 0
No embeds

No notes for slide
  • Transcript of "Getting More From Your CRM Investment"

    1. 1. Getting the Most out of your CRM Data Thomas Tobin, Salesforce.com Product Manager Darren Cunningham, LucidEra Product Marketing Franco Anzini, Aruba Sales Operations Manager
    2. 2. Today’s Agenda <ul><li>Overview of Salesforce.com Winter ‘08 Analytics </li></ul><ul><ul><li>Tom Tobin, salesforce.com </li></ul></ul><ul><li>Overview of Business Analytics Choices </li></ul><ul><ul><li>Darren Cunningham, LucidEra </li></ul></ul><ul><li>Overview of Aruba’s Implementation of LucidEra </li></ul><ul><ul><li>Franco Anzini, Aruba Networks </li></ul></ul><ul><li>Q & A </li></ul>Copyright © 2007 LucidEra – All rights reserved
    3. 3. Winter’08 Analytics Features Further with Custom Report Types Thomas Tobin Product Manager Salesforce.com
    4. 4. Job #1 - Security <ul><li>We are aware of the phising attacks, and attempts to steal data </li></ul><ul><li>We will be making changes in the product to harden it against attempted misuse </li></ul><ul><li>Phishing protection is mostly about user education </li></ul><ul><ul><li>Changes in software can only go so far if an employee has given away their username/password </li></ul></ul><ul><li>http://trust.salesforce.com/security.html </li></ul>
    5. 5. Winter ’08 Builds on a String of Innovations <ul><li>Easy to use reporting infrastructure </li></ul><ul><li>Reporting that adapts as you change your objects </li></ul><ul><li>2-click dashboard building </li></ul><ul><li>Personal and Corporate report catalog </li></ul><ul><li>Trade reports through AppExchange </li></ul>salesforce.com reporting is production reporting for all your employees
    6. 6. In Summer <ul><li>Custom Report Types </li></ul><ul><ul><li>Choose the columns available in the report wizard </li></ul></ul><ul><ul><li>Order columns to make them easy to find </li></ul></ul><ul><ul><li>Relate your set of custom objects </li></ul></ul><ul><ul><li>Use the standard-standard lookups to relate objects </li></ul></ul><ul><ul><li>Bring in extra lookup data (e.g. owner role) </li></ul></ul>
    7. 7. Change your Users’ Experience with Reporting <ul><li>Go from the automatically generated </li></ul><ul><li> To a custom experience </li></ul>
    8. 8. Winter ’08
    9. 9. New Features <ul><li>Dynamic report headers </li></ul>
    10. 10. New Features <ul><li>Dynamic report headers </li></ul><ul><li>Not seen in on-premise or other on-demand BI tools </li></ul>
    11. 11. New Features <ul><li>Report on Reports and Dashboards </li></ul><ul><ul><li>Using a Custom Report Type report on report data </li></ul></ul><ul><ul><ul><li>Source of report, report type used </li></ul></ul></ul><ul><ul><li>Report on dashboard data </li></ul></ul><ul><ul><ul><li>Which reports are in this dashboard? </li></ul></ul></ul><ul><ul><ul><li>Are dashboard “running users” active? </li></ul></ul></ul>
    12. 12. Salesforce.com Reporting <ul><li>Easy for you and your users to use </li></ul><ul><li>Part of salesforce.com – for field control, visibility, sharing </li></ul><ul><li>Open to partners to extend: </li></ul><ul><ul><li>Features (like historical analysis) </li></ul></ul><ul><ul><li>Reach (email/message) </li></ul></ul><ul><ul><li>Data available (import/view) </li></ul></ul>
    13. 13. Today’s Agenda <ul><li>Overview of Salesforce.com Winter ‘08 Analytics </li></ul><ul><ul><li>Tom Tobin, salesforce.com </li></ul></ul><ul><li>Overview of Business Analytics Choices </li></ul><ul><ul><li>Darren Cunningham, LucidEra </li></ul></ul><ul><li>Overview of Aruba’s Implementation of LucidEra </li></ul><ul><ul><li>Franco Anzini, Aruba Networks </li></ul></ul><ul><li>Q & A </li></ul>Copyright © 2007 LucidEra – All rights reserved
    14. 14. Why Did You Invest in CRM? Copyright © 2007 LucidEra – All rights reserved
    15. 15. Where Most Companies Have Ended Up… <ul><li>Sales efficiency, not necessary effectiveness </li></ul>Copyright © 2007 LucidEra – All rights reserved Benefits Resulting from CRM
    16. 16. Business Analytics: Getting the Value Out Copyright © 2007 LucidEra – All rights reserved
    17. 17. SaaS is Disrupting Traditional Approaches to BI Copyright © 2007 LucidEra – All rights reserved Emerging BI tools delivered on the software as a service (SaaS) model have the opportunity to both influence the price of BI tools per user and influence the broader deployment of such tools. “ ” Business users are becoming increasingly frustrated with the long deployment cycles, high costs, complicated upgrade processes and IT infrastructure demanded by traditional BI solutions. “ ” Sources: Wor ldwi de Business I n t e l l igence Tools 2006 Vendor S ha re s Dan Vesset, Brian McDonough, IDC Hype Cycle for Business Intelligence and Performance Management, 2007, Gartner
    18. 18. Following the Path of Salesforce.com in CRM Copyright © 2007 LucidEra – All rights reserved Traditional CRM Traditional BI Expensive ($millions) Requires specialized skills Long deployments (months) Difficult to maintain Prof. services centric Hard to use High up-front risk ~$70 / user / month No coding skills required Deployed in weeks No upgrade hassles Self-service configuration Intuitive UI Pay as you go Salesforce.com ~$2-3K / application / month No implementation skills Deployed in weeks Solutions, not systems Self-service integration Intuitive reporting/analysis Pay as you go On-Demand Analytics
    19. 19. So Where do you Begin? <ul><li>50+ “analytic” applications to choose from on the AppExchange </li></ul><ul><li>Native Salesforce transactional reporting features are improving </li></ul><ul><li>ERP and database vendors are pushing their own on-premise dashboard and reporting tools </li></ul><ul><li>… and there’s always Excel </li></ul>Copyright © 2007 LucidEra – All rights reserved
    20. 20. #1) Understand Your Analytic Requirements <ul><li>Are you taking advantage of Salesforce reports and dashboards? </li></ul><ul><li>Who needs access to historical data? </li></ul><ul><ul><li>For example, trend analysis and pipeline snapshots </li></ul></ul><ul><li>How is Excel being used today? </li></ul><ul><ul><li>Is it good, bad, or ugly? </li></ul></ul><ul><li>What other sources would you like to analyze? </li></ul><ul><ul><li>Sales orders, bookings, commissions, quotas, commissions, etc. </li></ul></ul>Copyright © 2007 LucidEra – All rights reserved If you’re a salesforce.com customer…
    21. 21. #2) Understand the Different Options Copyright © 2007 LucidEra – All rights reserved Copyright © 2007 LucidEra – All rights reserved Traditional CRM Stay in Excel On-premise Solves tactical challenges Difficult to set up Difficult to maintain Can be difficult to use Some analytical power Can manage multi-source On-premise Solves tactical challenges Difficult to set up Difficult to maintain Requires specialized skills No analytical power Optimized for 1 source Production Reporting On-demand Solve tactical challenges Easy to set up Easy to maintain Should be easy to use Limited analytical power Single source Native Applications
    22. 22. The LucidEra Approach Copyright © 2007 LucidEra – All rights reserved With LucidEra, all I have to do now is login and see where we were at a given time and to do some trending on what deals have changed …. ” “ 5-Star AppExchange customer reviews or LucidEra Sales Analysis 100% on-demand Focus strategic analytics Simple to set up Simple to maintain Simple to use Apps on a powerful platform Analyze multiple sources LucidEra
    23. 23. #3) Don’t Wait for Business Analytics <ul><li>Make it a business initiative </li></ul><ul><ul><li>Determine the metrics that matter and build a plan </li></ul></ul><ul><li>Make it about business process </li></ul><ul><ul><li>Sales analytics and the lead-to-cash cycle is a great place to start </li></ul></ul><ul><li>Make it a business priority </li></ul><ul><ul><li>Don’t wait until 2008…your competition isn’t! </li></ul></ul>Copyright © 2007 LucidEra – All rights reserved Get more out of your CRM data
    24. 24. On-Demand Business Analytics Resources <ul><li>http://www.lucidera.com/resources/whitepapers.php </li></ul><ul><li>LucidEra blog </li></ul><ul><ul><li>http://www.lucidera.com/blog/ </li></ul></ul>Copyright © 2007 LucidEra – All rights reserved
    25. 25. Today’s Agenda <ul><li>Overview of Salesforce.com Winter ‘08 Analytics </li></ul><ul><ul><li>Tom Tobin </li></ul></ul><ul><li>Overview of Business Analytics Choices </li></ul><ul><ul><li>Darren Cunningham </li></ul></ul><ul><li>Overview of Aruba’s Implementation of LucidEra </li></ul><ul><ul><li>Franco Anzini </li></ul></ul><ul><li>Q & A </li></ul>Copyright © 2007 LucidEra – All rights reserved
    26. 26. Aruba Networks Case Study Copyright © 2007 LucidEra – All rights reserved <ul><ul><li>INDUSTRY : Networking </li></ul></ul><ul><ul><li>EMPLOYEES : 450 </li></ul></ul><ul><ul><li>GEOGRAPHY : Global </li></ul></ul><ul><ul><li># USERS : Salesforce: 250 + Partners; LucidEra: 10 (Business Operations and Finance) </li></ul></ul>Aruba Networks delivers an enterprise mobility solution that enables secure access to data, voice and video applications across wireless and wireline enterprise networks. The Aruba Mobile Edge Architecture allows end-users to seamlessly roam to different locations within an enterprise campus or office building while maintaining secure and consistent access to all of their network resources.
    27. 27. Challenges Faced <ul><li>Did the current metrics work? </li></ul><ul><ul><li>Sort of </li></ul></ul><ul><ul><li>Metrics had less value because there was nothing to compare them to </li></ul></ul><ul><li>How can we accurately compare and measure pipeline? </li></ul><ul><ul><li>Opportunity “SnapShots” would be great </li></ul></ul><ul><li>“ Pipeline is everything” </li></ul><ul><ul><li>Aruba drives many key business decision based on pipeline metrics </li></ul></ul>
    28. 28. How Aruba found LucidEra <ul><li>AppExchange </li></ul><ul><li>Industry Counterparts </li></ul><ul><ul><li>Sales Operations and Business Analysts in our industry </li></ul></ul><ul><li>Venture Capital </li></ul><ul><ul><li>Aruba Networks and LucidEra share venture capital connections </li></ul></ul>
    29. 29. How did the Sales Process go? <ul><li>Sales process with LucidEra was “stress free” and focused on functionality </li></ul><ul><ul><li>Flexible pilot project </li></ul></ul><ul><ul><li>High level of interaction and personalization </li></ul></ul><ul><ul><li>Focused on best practices and generating “useful” data </li></ul></ul><ul><li>6 week evaluation period </li></ul><ul><ul><li>Simulated month and quarter end requirements </li></ul></ul><ul><li>Purchase in September 2007 </li></ul>
    30. 30. What We Can Do Now? <ul><li>Snapshots are key </li></ul><ul><ul><li>Opportunity Snapshot functionality is providing a high level of insight into pipeline development </li></ul></ul><ul><li>Reporting Flexibility </li></ul><ul><ul><li>Flexible “on the fly” reporting is great for weekly meetings </li></ul></ul><ul><li>Saving Time </li></ul><ul><ul><li>Analysis now skips the “create report and export to Excel” step </li></ul></ul>
    31. 31. Next Steps <ul><li>Continued use of LucidEra for pipeline development metrics </li></ul><ul><ul><li>LucidEra reports serve are main source of information for weekly and monthly meetings </li></ul></ul><ul><li>Potential roll-out to a wider audience </li></ul><ul><ul><li>Debating value of making LucidEra tool available to outside sales reps </li></ul></ul>
    32. 32. Today’s Agenda <ul><li>Overview of Salesforce.com Winter ‘08 Analytics </li></ul><ul><ul><li>Tom Tobin, salesforce.com </li></ul></ul><ul><li>Overview of Business Analytics Choices </li></ul><ul><ul><li>Darren Cunningham, LucidEra </li></ul></ul><ul><li>Overview of Aruba’s Implementation of LucidEra </li></ul><ul><ul><li>Franco Anzini, Aruba Networks </li></ul></ul><ul><li>Q & A </li></ul>Copyright © 2007 LucidEra – All rights reserved
    33. 33. Contact Information <ul><li>Tom Tobin </li></ul><ul><ul><li>[email_address] </li></ul></ul><ul><ul><li>http://blogs.salesforce.com/analytics/ </li></ul></ul><ul><li>Darren Cunningham </li></ul><ul><ul><li>[email_address] </li></ul></ul><ul><ul><li>http://www.lucidera.com/blog/ </li></ul></ul><ul><li>Franco Anzini </li></ul><ul><ul><li>[email_address] </li></ul></ul>Copyright © 2007 LucidEra – All rights reserved

    ×