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Reporting, Analytics and Dashboards<br />Ingo Fochler and Jared Miller<br />
Ingo Fochler<br />Corporate CRM Manager<br />
Company Overview<br />The New York Times Regional Media Group (a division of NYTco.) consists of 15 daily newspapers and s...
 EMPLOYEES: 1975 RMG Division
 GEOGRAPHY: United States
 # USERS: 510
 PRODUCT(S) USED:   Salesforce Unlimited Edition   w/ Admin Support since 2006</li></li></ul><li>Corporate KPI Initiative ...
Keys for Successful Dashboards<br />Visibility<br />Accountability<br />Results<br />
Keys for Successful Dashboards: Visibility<br />Keep it simple<br />Focus on data presentation<br />Make it relevant<br />...
Keys for Successful Dashboards: Accountability<br />Management buy-in <br />Standardize processes<br />Training<br />Link ...
Keys for Successful Dashboards: Results<br />What’s in it for me?<br />Provide value to each hierarchy level<br />Daily/we...
Corporate KPI dashboard<br />
Results <br />Increased intrinsic and extrinsic motivation<br />Established clear goals and tied performance to bonus<br /...
Results – Process Dependent<br />project launch<br />Closed New Business<br />+ 690%<br />Won New Business<br />+ 1,103%<b...
Continuous Improvement<br />Analytics are a work in progress<br />Better data + more knowledgeable users generate need for...
Keys for Successful Dashboards<br />Visibility<br />Accountability<br />Results<br />
Jared Miller<br />Senior Consultant<br />Riptide Software<br />@jaredemiller<br />
Need a head start on reporting?Make AppExchange your first stop!<br /><ul><li>Free, easy, ready-to-deploy reports and dash...
 Some popular solutions:
Sales Activity Dashboards
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[DF2U] Deep Dive into Salesforce.com Reporting, Analytics, and Dashboard

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There have been many recent enhancements to Salesforce.com reporting capabilities. Learn how to harness that power & improve your insight.

Presented by Ingo Fochler & Riptide

http://df2u-fl.eventbrite.com/

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  • Steering your business with dashboards – and we did just thatChange in corp. strategy: No secret, tough industry, online focus, SMBInconsistent processes: Decentralized company paired lack of training led to incon. Processes and lack of visibilityMore with less resourcesneeded to change the attitude of the sales organizationProvide visibility to local and exec. management
  • Had similar projects, didn’t work, why?Provided some visibility, but no accountability and limited resultsFocus on preparation and provide max. visibility and accountability So in the end, building dashboards was the easy part
  • Keep it simple: measurable, easy to understand, mgmt knows the benefits To drive real change, focus only on a few key metrics6 simple KPIs to compare 14 different newspapers Presentation:Easy to read, use best way to present data (tables, columns, lines, etc.) Same dashboards / reports for each level: Corporate, Local Manager, Sales Representative Pull and push: Easy access to data, visibility into the entire orgDashboard sent out weekly to all users
  • Aligned with corporate strategy- Executive management buy-in – sometimes tough to find out what they want bc they only know the status quo – ask the right questionsStandardized processes + definitionsRoll-out supported by training Link performance to compensation- In order to make people accountable, reports have to be valid!
  • Results:If every user can answer the question what’s in it for me, the dashboards will workIf dashboards provide value for each level in the org – daily/weekly usageDrive desired behaviorResults
  • Building is easy – especially in this case4 KPI for reps:of NBDsClose RateNew AccountsDigital AccountsTrending with analytic snapshot
  • Shift in sales management culture – more metric driven than before
  • Closed New Business Development Opportunities (NBDs): 690% (1,846 vs 14,582)Closed Won NBDs: 1,103% (667 vs 8,025)Closed NBDs Improvement: 42% (36.63% vs 51.84%)
  • Key points:Preparation – building dashboards is the easiest partKeep it simpleManagement buy-inProvide value to drive resultsConstant improvement
  • http://sites.force.com/appexchange/home
  • Report folders are you friendUse to control accessDevelop folder &amp; report naming conventions-Develop folder &amp; report naming conventionse.g., Regional Sales Report Folder, also thinking about preceding with “DB-” for dashboard reports(SE Pipeline, US Marketing, EMEA Lead Gen, etc.) - Don’t forget about the Rolling Calendar (e.g., Last 240 Days, This Quarter)
  • Report folders are you friendUse to control accessDevelop folder &amp; report naming conventions-Develop folder &amp; report naming conventionse.g., Regional Sales Report Folder, also thinking about preceding with “DB-” for dashboard reports(SE Pipeline, US Marketing, EMEA Lead Gen, etc.) - Don’t forget about the Rolling Calendar (e.g., Last 240 Days, This Quarter)
  • Report folders are you friendUse to control accessDevelop folder &amp; report naming conventions-Develop folder &amp; report naming conventionse.g., Regional Sales Report Folder, also thinking about preceding with “DB-” for dashboard reports(SE Pipeline, US Marketing, EMEA Lead Gen, etc.) - Don’t forget about the Rolling Calendar (e.g., Last 240 Days, This Quarter)
  • Transcript of "[DF2U] Deep Dive into Salesforce.com Reporting, Analytics, and Dashboard"

    1. 1. Reporting, Analytics and Dashboards<br />Ingo Fochler and Jared Miller<br />
    2. 2. Ingo Fochler<br />Corporate CRM Manager<br />
    3. 3. Company Overview<br />The New York Times Regional Media Group (a division of NYTco.) consists of 15 daily newspapers and several weekly and community magazines in five states. Salesforce.com customer since 2006. <br /><ul><li> INDUSTRY: Printing and Publishing
    4. 4. EMPLOYEES: 1975 RMG Division
    5. 5. GEOGRAPHY: United States
    6. 6. # USERS: 510
    7. 7. PRODUCT(S) USED: Salesforce Unlimited Edition w/ Admin Support since 2006</li></li></ul><li>Corporate KPI Initiative Dashboards<br />Business Situation:<br />Change in corporate strategy<br />Inconsistent processes<br />Lack of visibility<br />Manual analytical processes<br />Business Need:<br />Drive new behavior<br />Provide visibility<br />Standardize processes to compare ‘apples to apples’<br />
    8. 8. Keys for Successful Dashboards<br />Visibility<br />Accountability<br />Results<br />
    9. 9. Keys for Successful Dashboards: Visibility<br />Keep it simple<br />Focus on data presentation<br />Make it relevant<br />Create transparency<br />Pull and push information<br />
    10. 10. Keys for Successful Dashboards: Accountability<br />Management buy-in <br />Standardize processes<br />Training<br />Link performance to compensation<br />Valid reports<br />
    11. 11. Keys for Successful Dashboards: Results<br />What’s in it for me?<br />Provide value to each hierarchy level<br />Daily/weekly usage<br />Monitor behavior<br /> Results will come automatic<br />
    12. 12. Corporate KPI dashboard<br />
    13. 13. Results <br />Increased intrinsic and extrinsic motivation<br />Established clear goals and tied performance to bonus<br />Increased competition among markets and sales reps<br />Initiative Exceeded Expectations:<br />Increased acquisition metrics in tough environment<br /># of new accounts: +15.49%<br />New account revenue: +7.1%<br />
    14. 14. Results – Process Dependent<br />project launch<br />Closed New Business<br />+ 690%<br />Won New Business<br />+ 1,103%<br />Close Rate New Business<br />+ 42%<br />
    15. 15. Continuous Improvement<br />Analytics are a work in progress<br />Better data + more knowledgeable users generate need for more ‘actionable’ reports with deeper insight<br />
    16. 16. Keys for Successful Dashboards<br />Visibility<br />Accountability<br />Results<br />
    17. 17. Jared Miller<br />Senior Consultant<br />Riptide Software<br />@jaredemiller<br />
    18. 18.
    19. 19.
    20. 20. Need a head start on reporting?Make AppExchange your first stop!<br /><ul><li>Free, easy, ready-to-deploy reports and dashboards
    21. 21. Some popular solutions:
    22. 22. Sales Activity Dashboards
    23. 23. Sales KPI
    24. 24. Sales Pipeline/Funnel
    25. 25. Chatter Adoption Dashboards</li></ul>http://sites.force.com/appexchange/home<br />
    26. 26. Things to Consider<br />Leverage existing reports where possible with “Save As”<br />Report folders are you friend<br />Be aware of saving reports to the “Unfiled” folder<br />Use Calculated Fields for reporting sums and averages<br />Don’t forget about the Rolling Calendar<br />
    27. 27. Reporting Tips and Tricks<br />Use formula fields to add more information to a Dashboard<br />Opportunity Information - Formula Field<br />Account.Name &" - "& Name &" - "& CreatedBy.FirstName &" "& CreatedBy.LastName<br />
    28. 28. Reporting Tips and Tricks<br />Create a Custom Report Type<br />Setup>Customize>Create>Report Types>New Custom Report Type<br />Use Custom Reports to create an easy to use interface for your users.<br />You are able to determine the fields that are available for your users. Choose only the ones they need.<br />Outer Joins<br />Useful for creating exception reports. <br />Example: Show me all accounts without an opportunity<br />Example: Show me all accounts with no contacts<br />
    29. 29. And when you’re back at the office…<br />Reporting Fundamentals - 30 minutes<br />https://salesforce.acrobat.com/gettingstartedreportsdashboardseng/ <br />Reporting Tips<br />https://www.salesforce.com/campaigns/insights/feature-reports-aug.jsp<br />Learning Center: Reports & Dashboards<br />http://www.salesforce.com/customer-resources/learning-center<br />Successforce.com<br />Search terms: “Reporting” or “Dashboards”<br />Analytics Blog - http://blogs.salesforce.com/analytics/<br />AppExchange<br />Category “Dashboards & Reports” http://sites.force.com/appexchange/results?type=Apps&filter=a0L30000001Qp7REAS&sort=6<br />
    30. 30. Key Take Aways<br />Keep it simple and ask questions<br />Leverage Existing Reports when possible<br />Use rolling dates for report criteria<br />Schedule or email reports as needed<br />Check out the AppExchange <br />Get feedback – use Chatter<br />

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