Sales forecasterplus2013

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Sales forecaster for contracts and pipeline opportunties

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  • Sales forecasterplus2013

    1. 1. Global clinical trial solutions. Real-world results. © 2011 BioClinica, Inc. – Proprietary and Confidential 1 Introducing… A new tool for Comprehensive Revenue and Sales reporting
    2. 2. Global clinical trial solutions. Real-world results. © 2011 BioClinica, Inc. – Proprietary and Confidential • Forecast Revenue at Account, Product and Project Level for the next 5 years • Track Actuals against forecasts at same detail level • Allows for more precise and meaningful budget planning year to year at product level • Summarizes business by Rep and tracks progress against annual sales goals • Analyzes Top Customers and Business Contributions by Product • Integrates all products in an Eclinical portfolio • Centralized Reporting with easy to use interface and continual refresh of data What is Sales Forecaster Plus? Key Uses: - VB (Visual Basic) driven file which integrates forecasts, actuals, budgets and sales reporting into one streamlined file…hosted by MS Excel. Automated.
    3. 3. Global clinical trial solutions. Real-world results. © 2011 BioClinica, Inc. – Proprietary and Confidential Key Uses (cont.) • Developed for the collaborative use of Project Managers, Finance, Sales and Contracting • Goal: Provide a user-friendly, value-added and accurate forecasting, reporting and tracking file • Serves as a control and internal audit check against actual monthly processing. • Provides a basis for labor/resource planning Ongoing Project Elements • Work with CRM and contracting to streamline data and capture standardize metrics (e.g. Master Customer List, Project codes, Contract Components, Customized queries) • Work with Corporate Accounting to better understand coding of actuals to allow for tracking of customer actuals vs forecast • Process Development – Develop ideas and implement more efficient internal processes and procedures in order to maintain consistent and accurate results.
    4. 4. Global clinical trial solutions. Real-world results. © 2011 BioClinica, Inc. – Proprietary and Confidential 4 KEY DATA SOURCES CRM – Signings queries (opportunities) • SalesforecasterPlus – populated with actual contracts signed in CRM. • Forecast initially entered based upon actual physical contract and interpretation of components and billing timeframe Service Revenue File from Corporate Accounting • Lists all revenue entries by month, project and component (cost code). This data is cleaned and summarized in SFPlus and used to capture “actuals”. • Future goal is to export this data directly from internal system.
    5. 5. Global clinical trial solutions. Real-world results. © 2011 BioClinica, Inc. – Proprietary and Confidential 5 “Behind the Numbers” (cont.) • DATA GATHERING – Requested new query design from CRM (Contracting Team) which provided one product per project on single line. This enabled us to determine actual value of signing at product and project level. Previously multiple projects would appear on line under any given project. Each line has one product assigned at project level • Revenue Service File – Cleaned and assigned coding necessary to integrate with SFPlus reports for purpose of “actuals” reporting.
    6. 6. Global clinical trial solutions. Real-world results. © 2011 BioClinica, Inc. – Proprietary and Confidential 6 Report Overview
    7. 7. Global clinical trial solutions. Real-world results. © 2011 BioClinica, Inc. – Proprietary and Confidential “3 Year Sales Summary” sheet tab Choose to display forecasts or actuals 3 Year Forecasts are availabe – Check this box to show current year only Alpha Sort or Rank Sort- Click blue symbol above desired sort column Show instructions for this Report
    8. 8. Global clinical trial solutions. Real-world results. © 2011 BioClinica, Inc. – Proprietary and Confidential “Product Summary” sheet tab THEN Press Show Actuals or Show Forecasts Report Notes: This product selected in this report will drive 2 other reports (Project Summary and Project Components). For example, after selecting “Show Forecasts”, all forecasted projects will appear in next report comparing forecasts and actuals. Choose product from List. Report will update automatically .
    9. 9. Global clinical trial solutions. Real-world results. © 2011 BioClinica, Inc. – Proprietary and Confidential “Project Summary” sheet tab
    10. 10. Global clinical trial solutions. Real-world results. © 2011 BioClinica, Inc. – Proprietary and Confidential “Project Components” sheet tab Report Notes: Project List dropdown will fill with projects currently forecasted for Product Selected. In this example, it was IRT projects. Each component is listed with forecasts and actuals.
    11. 11. Global clinical trial solutions. Real-world results. © 2011 BioClinica, Inc. – Proprietary and Confidential “Charts” sheet tab (Monthly) User makes selections Brand A
    12. 12. Global clinical trial solutions. Real-world results. © 2011 BioClinica, Inc. – Proprietary and Confidential 2013 Goal Achievement Projections (cont.) 80% 106% 88% 64% Brand A Brand B Brand C Brand D

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