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Business Analytics: The Next Level of CRM Success

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Business Analytics:  The Next Level of CRM Success Darren Cunningham [email_address] www.lucidera.com
Questions ,[object Object],[object Object],[object Object],Copyright © 2007 LucidEra – All rights reserved
Why Did You Invest in CRM?  Copyright © 2007 LucidEra – All rights reserved
Where Most Companies Have Ended Up… ,[object Object],Copyright © 2007 LucidEra – All rights reserved Benefits Resulting from CRM
In Sales, Management Wants to Know… Copyright © 2007 LucidEra – All rights reserved Are you going to hit your target for the year? Is the forecast accurate? Why is the cost of  sales so high?
For Sales Operations it gets Worse… Copyright © 2007 LucidEra – All rights reserved What was each channel’s  contribution to bookings  by month and by year? What  is the deal size,  discount, and quota  attainment  trend for  seasoned versus  new sales reps? What are the top  lead source categories  for closed deals by month  and what are the sources  in each category?
And Finance? ,[object Object],[object Object],[object Object],Copyright © 2007 LucidEra – All rights reserved
Wouldn’t it be Nice… ,[object Object],Copyright © 2007 LucidEra – All rights reserved I need a report that shows me customers and  opportunities I need a  to see  bookings and discount trends by  geography. How do I compare expected revenue, orders booked, and  quotas over time?  Why don’t these numbers add up? This data is wrong! When was this updated? I need a new report that  shows the pipeline trend quarter over quarter? Where’s my report?
Impact on Sales ,[object Object],Copyright © 2007 LucidEra – All rights reserved
Business Analytics: Getting the Value Out Copyright © 2007 LucidEra – All rights reserved
Company Overview Copyright © 2007 LucidEra – All rights reserved ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Introducing LucidEra ,[object Object],[object Object],[object Object],[object Object],Copyright © 2007 LucidEra – All rights reserved With LucidEra, I get  visibility across the CRM and accounting systems  to get quick and easy insights that help my team achieve forecasted goals. ” “
We Take Care of the “Heavy Lifting” Revenue Cycle Analysis Sales Analysis LucidEra really  simplifies the overhead required of IT  when rolling out a BI solution. “ ”
So You Get Answers, Not Static Reports ,[object Object],[object Object],[object Object],[object Object],Copyright © 2007 LucidEra – All rights reserved Forecast Pipeline Productivity Quotas Competitors Win Rates Commissions Velocity Effectiveness
And Can Track Pipeline Changes Over Time Copyright © 2007 LucidEra – All rights reserved LucidSnapshots will allow us to easily  analyze our historical forecasts and gain insight  into what might happen in the future. “ ”
5-Star Reviews from Salesforce Customers Copyright © 2007 LucidEra – All rights reserved
LucidEra Sales Analysis ,[object Object],[object Object],[object Object],Copyright © 2007 LucidEra – All rights reserved Track, analyze, and drive sales performance LucidEra has transformed how we do analysis in our business. “ ”
LucidEra Revenue Cycle Analysis Copyright © 2007 LucidEra – All rights reserved ,[object Object],“ ” Products Discounts Accounts Salespeople Regions Sales quotas Industries Partners Competitors Pipeline Closed Deals Invoices Shipments Orders  Booked
Deep Analysis for Salesforce.com Customers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright © 2007 LucidEra – All rights reserved George Hu, CMO salesforce.com Salesforce.com customers can now quickly and easily deploy LucidEra via the AppExchange to bring the power of the on-demand model to their BI initiatives. . “ ”
LucidEra Demonstration Copyright © 2007 LucidEra – All rights reserved
Next Step:  Don’t Put Analytics on the Shelf Copyright © 2007 LucidEra – All rights reserved ,[object Object],“ ”
LucidEra:  Business Visibility On Demand Copyright © 2007 LucidEra – All rights reserved Who? Sales, Sales Operations, Finance Simple to set-up and simple use business analytics What? Focused Analytic Solutions Sales Analysis, Revenue Cycle Analysis Just Plug In How? Take our  “10 Days to Insight”  Trial Get up and running on your data in days Why? Track, Analyze, Manage   Revenue growth, predictability,  and insight on demand
Discussion Topics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright © 2007 LucidEra – All rights reserved Darren Cunningham [email_address] www.lucidera.com/blog

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Business Analytics: The Next Level of CRM Success

  • 1. Business Analytics: The Next Level of CRM Success Darren Cunningham [email_address] www.lucidera.com
  • 2.
  • 3. Why Did You Invest in CRM? Copyright © 2007 LucidEra – All rights reserved
  • 4.
  • 5. In Sales, Management Wants to Know… Copyright © 2007 LucidEra – All rights reserved Are you going to hit your target for the year? Is the forecast accurate? Why is the cost of sales so high?
  • 6. For Sales Operations it gets Worse… Copyright © 2007 LucidEra – All rights reserved What was each channel’s contribution to bookings by month and by year? What is the deal size, discount, and quota attainment trend for seasoned versus new sales reps? What are the top lead source categories for closed deals by month and what are the sources in each category?
  • 7.
  • 8.
  • 9.
  • 10. Business Analytics: Getting the Value Out Copyright © 2007 LucidEra – All rights reserved
  • 11.
  • 12.
  • 13. We Take Care of the “Heavy Lifting” Revenue Cycle Analysis Sales Analysis LucidEra really simplifies the overhead required of IT when rolling out a BI solution. “ ”
  • 14.
  • 15. And Can Track Pipeline Changes Over Time Copyright © 2007 LucidEra – All rights reserved LucidSnapshots will allow us to easily analyze our historical forecasts and gain insight into what might happen in the future. “ ”
  • 16. 5-Star Reviews from Salesforce Customers Copyright © 2007 LucidEra – All rights reserved
  • 17.
  • 18.
  • 19.
  • 20. LucidEra Demonstration Copyright © 2007 LucidEra – All rights reserved
  • 21.
  • 22. LucidEra: Business Visibility On Demand Copyright © 2007 LucidEra – All rights reserved Who? Sales, Sales Operations, Finance Simple to set-up and simple use business analytics What? Focused Analytic Solutions Sales Analysis, Revenue Cycle Analysis Just Plug In How? Take our “10 Days to Insight” Trial Get up and running on your data in days Why? Track, Analyze, Manage Revenue growth, predictability, and insight on demand
  • 23.

Editor's Notes

  1. Business visibility on demand. Introducing LucidEra, delivering focused analytic solutions on the industries first on-demand business intelligence platform.