The W5 of Sales Analytics

Slide 2: Historically This is Where BI Has Failed Historically this is where BI has run into challenges… Business? IT? Different Departments… Different Languages… Copyright © 2008 LucidEra – All rights reserved

Slide 3: The Traditional Business Intelligence Approach 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 Copyright © 2008 LucidEra – All rights reserved

Slide 4: The SaaS Approach SaaS “the overhead required of IT LucidEra really simplifies Business planning & analysis focus when rolling out a BI Pay-as-you-go subscription fee solution. LucidEra AppExchange ” No additional servers, database, etc. customer review Embedded APIs, web services User-friendly configurations available Secure, web access anywhere, anytime Real-time & batch, user-config’d reporting High adoption, easily measured Copyright © 2008 LucidEra – All rights reserved

Slide 5: So Who is Sales Analytics For? “ Business intelligence is creativity, technology than about less about culture, and whether people view information as a critical asset. ” Copyright © 2008 LucidEra – All rights reserved

Slide 6: For most companies data is scattered… Pipeline Billings Service D&B Requests Prospects Service Contracts Leads Campaigns Forecast Product Backlogs Expenses Configurations Telesales Calls Quota Bookings Copyright © 2008 LucidEra – All rights reserved

Slide 7: For most companies data is scattered… Pipeline Billings Service D&B Requests Prospects Service Contracts Leads Campaigns Forecast Product Backlogs Expenses Configurations Telesales Calls Quota Bookings SFA Copyright © 2008 LucidEra – All rights reserved

Slide 8: For most companies data is scattered… Pipeline Billings Service D&B Requests Prospects Service Contracts Leads Campaigns Forecast Product Backlogs Expenses Configurations Telesales Calls Quota Bookings SFA ERP Copyright © 2008 LucidEra – All rights reserved

Slide 9: For most companies data is scattered… Pipeline Billings Service D&B Requests Prospects Service Contracts Leads Campaigns Forecast Product Backlogs Expenses Configurations Telesales Calls Quota Bookings SFA ERP Support Copyright © 2008 LucidEra – All rights reserved

Slide 10: For most companies data is scattered… Pipeline Billings Service D&B Requests Prospects Service Contracts Leads Campaigns Forecast Product Backlogs Expenses Configurations Telesales Calls Quota Bookings SFA ERP Support Marketing Copyright © 2008 LucidEra – All rights reserved

Slide 11: For most companies data is scattered… Pipeline Billings Service D&B Requests Prospects Service Contracts Leads Campaigns Forecast Product Backlogs Expenses Configurations Telesales Calls Quota Bookings SFA ERP Support Marketing Excel Copyright © 2008 LucidEra – All rights reserved

Slide 12: For most companies data is scattered… Pipeline Billings Service D&B Requests Prospects Service Contracts Leads Campaigns Forecast Product Backlogs Expenses Configurations Telesales Calls Quota Bookings SFA ERP Support Marketing Excel D&B Copyright © 2008 LucidEra – All rights reserved

Slide 13: The Answer: Focused Analytic Applications Pipeline Velocity Sales Performance Order Management Lead Conversion SFA ERP Support Marketing Excel D&B Copyright © 2007 LucidEra – All rights reserved

Slide 15: 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 Copyright © 2008 LucidEra – All rights reserved

Slide 16: Historically This is Where BI Has Failed “ 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

Slide 17: Managers exceed expectations with metrics… Close deals in timeframe forecast Sell value/avoid discounting Effectively cross-sell/up-sell Accurate bid/config/proposal Align solution w/ customer's prob(s) Differentiate vs. competition Effectively/consistently present FAB Undstd cust's buying process 0 5 10 15 20 25 30 35 40 45 50 Managers Have Metrics Managers Do Not Have Metrics “ In the systems give sales managers over the past few years, we often find that CRM projects we've benchmarked numbers -- but what they want is insight. ” Copyright © 2008 LucidEra – All rights reserved

Slide 19: Historically This is Where? BI Has Failed Put off sales analytics if you can live with…  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

Slide 20: Historically This is Where BI Has Failed 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 Copyright © 2008 LucidEra – All rights reserved

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