force 

Turn ‘B’ reps into ‘A’ reps
. ..and sell more

Jim Dickie.  Partner CSO Insights
Swayne Hill,  CEO C| oud9 Analytics
The best managers. ..

Identify and share best practices
Constantly challenge priorities
” Know how to rally company resou...
The reality is that most sales managers. ..

Got the job because they were great reps
Are driven by ‘gut feel’

a Don't kn...
So,  we’ve got. ..

40% annual turnover
50% annual quota attainment
” 12 month ramp-up times

. ..and getting worse

Somet...
Jim ickie,  Managing Partner
CSO Insights

)/ i‘): 'Lc(. ''7‘' _
Sales Relationship] Process Matrix”

Successful Years

Strategic
Contributor

Challenging Months

Preferred
Supplier

   
...
The ROI of Over and UP

More Reps Making Quota
Higher Margins
" Higher Win Rates

Faster New Rep Ramp-ups
Less Sales Turno...
What Keeps You Awake at Night? 

Hiring the Right Players

Getting them Up to Speed
Motivating the Right Performance
Focus...
How Does CRM Help? 

Benefits Resulting from CRM Usage

Improved Sales Communications  52-3%
Improved Forecasting  454%
Red...
What Are Others Adding? 

Plans to Expand CRM Platform Over Next Year

CRMISales Process Integration

Sales Management Ana...
Cloud9 Analytics delivers on-demand
analytic applications that accelerate sales
cycles,  uncover new revenue
opportunities...
For sales teams using Salesforce

Sales reps who need to. ..

' Learn from their colleagues’ prior wins. -"losses
' Find r...
Cloud9 Pipeline Accelerator

Forecast v.  pipeline
coverage

9‘   Team performance
monitoring
Opportunity
prioritization

...
Cloud9 Messenger

Email-based sales
reports

Personalized delivery
opfions

Premium custom report
service

 

Pull users in...
Customization Services

anal on 'l£| >'r'V 1__. _4

    ' Access to all custom
II II ll  data fields instantly

I Historic...
How we do it. ..

Instant application provisioning
Daily snapshots of all transaction data

“ Constantly self-adjusts for ...
Customer Story:  Large Publishing Company

Problem

' New sales methodology currently being implemented.  need to track an...
"If you are trying to get business
intelligence out of yoursalesforce system
by hiring programmers and building a
traditio...
“One of the most difficult problems that
Operations and Marketing deals with is trend
analysis across the lifecycle of inco...
Increase sales by turning B’s into A’s

For sales reps
' Instant access to best practices to close deals faster

For sales...
Cloud9 Analytics

' Come see us today at booth 306 or on the Web at
wvvw. c|oud9ana| ytics. com

- Register for free email...
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S1 P002 M A T T I C K 091707

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S1 P002 M A T T I C K 091707

  1. 1. force Turn ‘B’ reps into ‘A’ reps . ..and sell more Jim Dickie. Partner CSO Insights Swayne Hill, CEO C| oud9 Analytics
  2. 2. The best managers. .. Identify and share best practices Constantly challenge priorities ” Know how to rally company resources . ..make everyone around them better / l‘). "L'. C(‘)7 r_
  3. 3. The reality is that most sales managers. .. Got the job because they were great reps Are driven by ‘gut feel’ a Don't know what to do with analytical data when they get it / i‘): 'L'. c(‘§'7 r_
  4. 4. So, we’ve got. .. 40% annual turnover 50% annual quota attainment ” 12 month ramp-up times . ..and getting worse Something Has Got To Change / l‘)l'(. C(')7 7_
  5. 5. Jim ickie, Managing Partner CSO Insights )/ i‘): 'Lc(. ''7‘' _
  6. 6. Sales Relationship] Process Matrix” Successful Years Strategic Contributor Challenging Months Preferred Supplier Random Tribal Wisdom Formal Dyna Process Process Process Proc fiuru: mic ess .1 i
  7. 7. The ROI of Over and UP More Reps Making Quota Higher Margins " Higher Win Rates Faster New Rep Ramp-ups Less Sales Turnover Improved Business Predictability / i‘): 'L‘. c(‘§'7 7_
  8. 8. What Keeps You Awake at Night? Hiring the Right Players Getting them Up to Speed Motivating the Right Performance Focusing on the Best Prospects Getting Invited to the Game Staying in the Game Getting the Ball Over the Goal Line Selling Value/ Avoiding Discounting Expanding Accounts Once We Win Keeping the Rain Makers Adapting to Never-ending Change / i‘): 'L‘. c(‘§'7 7_
  9. 9. How Does CRM Help? Benefits Resulting from CRM Usage Improved Sales Communications 52-3% Improved Forecasting 454% Reduced Sales Administrative Burden 42.4'k Improved Best Practices Sharing 24-3°/ ° Increased Revenues 2°-7% Reduced New Sales Rep Ramp-up ‘Fme 2°~3°/ ' lmproved Order Processing Accuracy 19-5% Improved Support of Channels ' '5-3% Shortened Sell Cycles -W-T14-7% Improved Win Rates ‘:1 13-3% gm” T727» Increased Margins “WI 5-I‘/ ° 0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0% , -in , 1, 1 -’}‘r(; “‘li)')‘; ' if S I/ l‘)3~L'. CG": r_
  10. 10. What Are Others Adding? Plans to Expand CRM Platform Over Next Year CRMISales Process Integration Sales Management Analytics Lead Generation Management No Plans for Enhancements! Additions Forecasting Data Cleansing Sales Knowledge Management Channel Management Customer Service Sales Force Collaboration Incentive Management 0.0% . . 15.0% 20.0% 25. 0% 30.0% / Tm c307 _ $23’
  11. 11. Cloud9 Analytics delivers on-demand analytic applications that accelerate sales cycles, uncover new revenue opportunities, promote team selling, and improve revenue predictability / i‘): 'L'. c(‘§'7 r_
  12. 12. For sales teams using Salesforce Sales reps who need to. .. ' Learn from their colleagues’ prior wins. -"losses ' Find references and access global account history Sales managers who need to. .. - Track performance changes overtime on sales leads, reps. opportunity pipeline & forecast Sales operations analysts who need to. .. ' Preserve salesforce transactional data that is othenrvise overwritten ' Create customized dashboards for trending, filtering and historical reporting
  13. 13. Cloud9 Pipeline Accelerator Forecast v. pipeline coverage 9‘ Team performance monitoring Opportunity prioritization Like deal detection Correct & Detect v. Measure & Punish / i‘): 'L'. c(‘}'7 r_
  14. 14. Cloud9 Messenger Email-based sales reports Personalized delivery opfions Premium custom report service Pull users into the salesforce
  15. 15. Customization Services anal on 'l£| >'r'V 1__. _4 ' Access to all custom II II ll data fields instantly I Historical data values for every field - Eliminates salesforce dashboard constraints No IT skills required
  16. 16. How we do it. .. Instant application provisioning Daily snapshots of all transaction data “ Constantly self-adjusts for new data fields Embeds s-controls & generates email Nothing to install, nothing to learn / i‘): 'L'. c(‘}'7 r_
  17. 17. Customer Story: Large Publishing Company Problem ' New sales methodology currently being implemented. need to track and ana| y7e performance changes over time Solution - Pipeline Accelerator configured for ‘in-place’, mu| ti—se| ect filtering on custom fields so each manager can analy7e by segment and/ or organi7ation (as defined in the role hierarchy) Result - Instant access to methodology metrics improving the likelihood of adoption ' Single analytic application with security tied to salesforce, delivered to all users — dramatically reducing effort
  18. 18. "If you are trying to get business intelligence out of yoursalesforce system by hiring programmers and building a traditional data warehouse, you should first consider Cloud9 Analytics. Their novel approach eliminates the uncertainties of a custom programming effort, instead offering a turnkey saIesforce. com analytics solution that may well be the gold standard for on- demand analytics. " Lyn Robison, Burton Group / i‘>ri". c{§'7' i_
  19. 19. “One of the most difficult problems that Operations and Marketing deals with is trend analysis across the lifecycle of incoming leads through closed business. Cloud9 has simplified this effort to the point where all of the sales stakeholders will gain easy visibility to key trends, information that previously was either not available or required significant, manual work to obtain. ” Jennifer Sikora, Golden Gate Software J/1‘ m. ic{ J‘ 7 i_
  20. 20. Increase sales by turning B’s into A’s For sales reps ' Instant access to best practices to close deals faster For sales management ' Detect & Correct problems in time to make a difference For sales operations ' Deliver custom analytics to the sales team without the need for IT
  21. 21. Cloud9 Analytics ' Come see us today at booth 306 or on the Web at wvvw. c|oud9ana| ytics. com - Register for free email service - Register for free 30-day trial

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