Boston User Group IBM OS Mar 18 - Final Deck

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Copyright © OpenSymmetry Inc. Proprietary Information
IBM ICM User Group (Boston)
Achieving Next Level Reporting
& Sales Engagement
Presented by: OpenSymmetry
March 2015
www.opensymmetry.com

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success is:
Achieving next level reporting & sales engagement
Description:
It used to be that it had to be mobile/web enabled but now that is expected, how do you get to the
next level of end user experience with reporting?
OpenSymmetry will demonstrate and discuss the following key elements you should consider when
designing your reports.
• Create and manage a dynamic, collaborative reporting environment to increase your end user's acceptance and
enablement.
• See how to give your reports a facelift to enhance outdated reports to bring them to the next level.
• Learn tips and tricks to improve efficiencies with your current reporting processes.
• Hear about best practices and industry innovation in reporting enablement and how you can activate this
functionality with IBM ICM.
• Learn your end users priorities and behaviors with IBM ICM so you can better design and deliver reporting that
matters.
reports that don’t feel like reports
picture that.

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We are your partner to success. LeadingSuccessRate
success is:
getting your lunch break back.
Full portfolio of comprehensive services, including
Implementation, Testing, Training, Sustaining Self-
Sufficiency and Managed Services.
Delivered over 1300 HR, Sales, and Finance
solutions to assist organizations in accelerating
business performance across multiple industries
globally.
As a software-agnostic partner, you can count on
OpenSymmetry to team with you to find the solution
that is best fit for your needs

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Questions to ponder….
If your incentive calculations are accurate and your model runs efficiently,
BUT your reports are sub par………Mission Accomplished?
What’s the reporting experience like for your end-users?

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A Big Problem
say retaining good performers will be a big problem in 2014.
More than a third of sales leaders are increasing salaries to keep their best people.
56%
>30%
source: BMS Quarterly Sales Index April 2014

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A Big Problem (continued)
34%
counter-offer from
existing employers
26%
unable to meet
salary expectations
19%
offer from other
employer
11%
unable to meet
salary expectation
11%
long recruitment
process
reasons for losing top talent

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Millennials

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Random Acts of Sales Support

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1. 99% total company team
attainment of sales quota
2. 75% of sales reps achieving
individual quota
3. 13.1% YOY growth in total
company revenue
4. 3.3% improvement (reduction
of) average sales cycle
*According to Aberdeen Report, Beyond
the Quota: Best-in-Class Deployments of
Sales Performance Management
Companies deploying Best-in-Class SPM solutions experience:

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+
++
+
SignificantReturnon CompensationInvestment
Best-in-Class companies that invest in Sales Performance Management (SPM)
experience this:
2X
Quicker Sales
37% Faster Growth
ShorterSales
Cycles
36%
Lower Turnover
25%
More Sales Reps
Making Quota
7%

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Questions to ponder….
If your incentive calculations are accurate and your model runs efficiently,
BUT your reports are sub par………Mission Accomplished?
What’s the reporting experience like for your end-users?

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success is:picture that.
Format
q Correct Alignment (conditional format)
q Remove unnecessary data (less is more)
q Emphasize important data (Bold/Size/Color)
q For single hyperlinks, replace text w/ button/image
Add Value (look for what’s missing)
q Faq tab
q Tutorials (understanding reports/pdf/video)
q Add hyperlink tool-tips
q Answer questions before asked (when am I paid?)
Navigation
q Open portal to most important reports1st
q Remove unnecessary tabs
q Minimize horizontal scrolling
q Create a mobile friendly report version (less is more)
Accuracy
q Calculator test
q Correct Rounding
Engagement
q Suggestion Box (input form) tab
q Hold a contest for best ideas or identifyingissues
q Get to know all users, not just headaches
q Allow users to add notes to their report (input form)

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Common
Challenges
with
Reporting
1.
2.
3.
Security / Visibility
End-User Frustration
Ongoing Maintenance
4.
Keeping Straightforward
5.
Clean Format

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An experience that drives behavior and
accelerates performance
SuccessfulReporting
Intuitive and easy to
understand
Tell a StoryCater to standard user,
not exceptions
success is:
knowing which path to take.
Drive BehaviorsSave Everyone Time
Timely

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Examples
Clean reports, meeting 2015 web savvy end-user expectations
Effective Communication
Dynamic Reporting

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Dynamic Reporting

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Effective Communication

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• Why it is worth time up front to define reporting objectives
• WOW! I didn’t know I could do that
• How I can get some quick wins on an existing report
• Why reports really matter
TodaysTakeaways

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Video Examples
• Report Flow.mov
• Dynamic Graphs.mov
• Communications.mov

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hi!
contact us.
Austin, TX Australia
United Kingdom India
South Africa
Malaysia
Laura Roach
SVP Marketing & Customer Success
Laura.Roach@opensymmetry.com
Marc Zakroff
Solution Architect
Marc.Zakroff@opensymmetry.com
Scott Werstlein
Sr. Dir. Account Management
Scott.Werstlein@opensymmetry.com

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thank you!

Boston User Group IBM OS Mar 18 - Final Deck

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Boston User Group IBM OS Mar 18 - Final Deck