The W5 of Sales Analytics

What
Wher
Why
When
Copyright © 2008 LucidEra – All rights reserved
The of Sales Analytics

Historically This is Where BI Has Failed Copyright © 2008 LucidEra – All rights reserved Historically this is where BI has run into challenges… Business? Different Departments… IT? Different Languages…

The Traditional Business Intelligence Approach Copyright © 2008 LucidEra – All rights reserved On-Premise Pre-deployment IT planning/design costs Upfront, perpetual license fee Additional hardware/database investments Additional SI/consulting costs Extensive customization required Limited availability beyond firewall Batch processing, standardized reporting Limited adoption, unable to measure

The SaaS Approach Copyright © 2008 LucidEra – All rights reserved
LucidEra really simplifies the overhead required of IT when rolling out a BI solution.
“ ” LucidEra AppExchange customer review SaaS Business planning & analysis focus Pay-as-you-go subscription fee No additional servers, database, etc. Embedded APIs, web services User-friendly configurations available Secure, web access anywhere, anytime Real-time & batch, user-config’d reporting High adoption, easily measured

So Who is Sales Analytics For? Copyright © 2008 LucidEra – All rights reserved
Business intelligence is less about technology than about creativity, culture, and whether people view information as a critical asset .
“ ”

Copyright © 2008 LucidEra – All rights reserved Service Requests Telesales Calls Billings Bookings Backlogs Pipeline Campaigns Service Contracts D&B Prospects Quota Forecast Expenses Product Configurations For most companies data is scattered… Leads

Copyright © 2008 LucidEra – All rights reserved Service Requests Telesales Calls Billings Bookings Backlogs Pipeline Service Contracts D&B Prospects Quota Forecast Expenses Product Configurations For most companies data is scattered… Campaigns Leads SFA

Copyright © 2008 LucidEra – All rights reserved Service Requests Telesales Calls Bookings Pipeline Service Contracts D&B Prospects Quota Forecast Expenses Product Configurations For most companies data is scattered… Campaigns Leads ERP SFA Billings Backlogs

Copyright © 2008 LucidEra – All rights reserved Telesales Calls Bookings Pipeline D&B Prospects Quota Forecast Expenses Product Configurations For most companies data is scattered… Service Contracts Service Requests Campaigns Leads ERP SFA Support Billings Backlogs

Copyright © 2008 LucidEra – All rights reserved Telesales Calls Bookings Pipeline D&B Prospects Quota Forecast Expenses Product Configurations For most companies data is scattered… Service Contracts Service Requests Campaigns Leads Expenses ERP SFA Support Marketing Billings Backlogs

Copyright © 2008 LucidEra – All rights reserved Telesales Calls Bookings Pipeline D&B Prospects Quota Forecast Product Configurations For most companies data is scattered… Service Contracts Service Requests Campaigns Leads Expenses ERP SFA Support Marketing Excel Billings Backlogs

Copyright © 2008 LucidEra – All rights reserved Telesales Calls Bookings Pipeline Quota Forecast Product Configurations For most companies data is scattered… Service Contracts Service Requests Campaigns Leads Expenses ERP SFA Support Marketing Excel Billings D&B Prospects D&B Backlogs

Sales Pipeline Metrics to Consider
New Pipeline
% of pipeline that is new for this period
% of new pipeline that has closed within the same quarter historically
Pipeline Size and Shape
Conversion rates (Lead  Opportunity, etc.)
Sales cycle times (Avg days to close by rep, industry, etc.)
Pipeline Velocity
# and % of opportunities that shrunk or grew
% of opportunities that moved to next stage
Customer and Competitor Analysis
New versus repeat customers
Win rates by competitor

Historically This is Where BI Has Failed Copyright © 2008 LucidEra – All rights reserved
An analytical competitor is an organization that uses analytics extensively and systematically to out-think and out-execute the competition.
“ ”

Copyright © 2008 LucidEra – All rights reserved Managers Have Metrics Managers Do Not Have Metrics Managers exceed expectations with metrics… In the projects we've benchmarked over the past few years, we often find that CRM systems give sales managers numbers -- but what they want is insight . ” “

Historically This is Where? BI Has Failed
Not knowing if your pipeline is based on fact, fiction, or fantasy
Wondering if your sales reps are chasing business don’t want
Making important investment decisions based on gut-feel and anecdotes, instead of data
Copyright © 2008 LucidEra – All rights reserved Put off sales analytics if you can live with…

Historically This is Where BI Has Failed Copyright © 2008 LucidEra – All rights reserved Or get started with a Pipeline Healthcheck today! LucidEra has taken the complexity out of analytics so that more people and companies can take advantage of analytical insights. Denis Pombriant, Beagle Research ” “

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The W5 of Sales Analytics

by Darren Cunningham

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