LucidEra and Aruba Networks

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Overview of how Aruba Networks is driving sales performance with on-demand business analytics from LucidEra.

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LucidEra and Aruba Networks

  1. 1. Copyright © 2008 LucidEra – All rights reserved <ul><li>Aruba Networks and LucidEra </li></ul><ul><li>Accelerating Sales Performance with On-Demand Business Analytics for Salesforce.com </li></ul>
  2. 2. Introducing Aruba Networks Copyright © 2008 LucidEra – All rights reserved Aruba securely delivers the enterprise network to users, wherever they work or roam, with user-centric networks that significantly expand the reach of traditional port-centric networks.
  3. 3. Introducing LucidEra Copyright © 2008 LucidEra – All rights reserved Recognized as the leader in business analytics as a service LucidEra has taken the complexity out of analytics so that more people and companies can take advantage of analytical insights. Denis Pombriant, Beagle Research ” “
  4. 4. Business 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>Copyright © 2008 LucidEra – All rights reserved
  5. 5. 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>Copyright © 2008 LucidEra – All rights reserved
  6. 6. 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>Copyright © 2008 LucidEra – All rights reserved
  7. 7. 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><ul><ul><li>All scenario analysis done in LucidEra. Excel export used only as means of distribution. </li></ul></ul>Copyright © 2008 LucidEra – All rights reserved
  8. 8. Next Steps <ul><li>Continued use of LucidEra for pipeline development metrics </li></ul><ul><ul><li>LucidEra reports serve as main source of information for weekly and monthly meetings </li></ul></ul><ul><ul><li>Email Scheduling for reports will be a huge help </li></ul></ul>Copyright © 2008 LucidEra – All rights reserved www.lucidera.com <ul><li>Potential roll-out to a wider audience </li></ul><ul><ul><li>Debating value of making LucidEra available to outside sales reps </li></ul></ul><ul><ul><li>Other orgs want to use LucidEra to track other metrics (Leads, etc) </li></ul></ul>

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