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Business Analytics: The Next Level of CRM Success

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Business Analytics: The Next Level of CRM Success

  1. 1. Business Analytics: The Next Level of CRM Success Darren Cunningham [email_address] www.lucidera.com
  2. 2. Questions <ul><li>Who are power users of Salesforce reports and dashboards? </li></ul><ul><li>Who spends time pulling data into Excel for sales analysis? </li></ul><ul><li>Who uses other tools to analyze business information? </li></ul>Copyright © 2007 LucidEra – All rights reserved
  3. 3. Why Did You Invest in CRM? Copyright © 2007 LucidEra – All rights reserved
  4. 4. Where Most Companies Have Ended Up… <ul><li>Sales efficiency, not necessary effectiveness </li></ul>Copyright © 2007 LucidEra – All rights reserved Benefits Resulting from CRM
  5. 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. 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. 7. And Finance? <ul><li>Sales has no time to give them the data they need </li></ul><ul><li>IT plans to spend months building a data warehouse </li></ul><ul><li>They end up stuck in “Excel Hell” </li></ul>Copyright © 2007 LucidEra – All rights reserved
  8. 8. Wouldn’t it be Nice… <ul><li>If people could answer their own business questions? </li></ul>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?
  9. 9. Impact on Sales <ul><li>Reps typically end up doing essentially the same things faster rather than fundamentally differently </li></ul>Copyright © 2007 LucidEra – All rights reserved
  10. 10. Business Analytics: Getting the Value Out Copyright © 2007 LucidEra – All rights reserved
  11. 11. Company Overview Copyright © 2007 LucidEra – All rights reserved <ul><li>Founded in July ’05 </li></ul><ul><li>HQ in San Mateo, CA </li></ul><ul><li>First product launched 03/07 </li></ul><ul><li>Investors </li></ul><ul><ul><li>Crosslink Capital </li></ul></ul><ul><ul><li>Benchmark Capital </li></ul></ul><ul><ul><li>Matrix Partners </li></ul></ul><ul><li>Leadership Team Experience </li></ul>
  12. 12. Introducing LucidEra <ul><li>Focused analytic solutions </li></ul><ul><ul><li>Sales Analysis </li></ul></ul><ul><ul><li>Revenue Cycle Analysis </li></ul></ul><ul><li>Simple to set-up, use, and buy business intelligence platform </li></ul>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. ” “
  13. 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. 14. So You Get Answers, Not Static Reports <ul><li>What is the cost of sales and the productivity of the reps? </li></ul><ul><li>How are deals moving through the funnel? </li></ul><ul><li>What deals are falling out of the pipeline and where? </li></ul><ul><li>Which customers will help me make my numbers this quarter? </li></ul>Copyright © 2007 LucidEra – All rights reserved Forecast Pipeline Productivity Quotas Competitors Win Rates Commissions Velocity Effectiveness
  15. 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. 16. 5-Star Reviews from Salesforce Customers Copyright © 2007 LucidEra – All rights reserved
  17. 17. LucidEra Sales Analysis <ul><li>Greater visibility into your pipeline </li></ul><ul><li>Increased confidence in your forecast </li></ul><ul><li>Deeper insight into your customers </li></ul>Copyright © 2007 LucidEra – All rights reserved Track, analyze, and drive sales performance LucidEra has transformed how we do analysis in our business. “ ”
  18. 18. LucidEra Revenue Cycle Analysis Copyright © 2007 LucidEra – All rights reserved <ul><ul><ul><ul><li>We get all-in-one reporting … accounting data right alongside salesforce.com data. Good value, quick implementation, and immediate business value. </li></ul></ul></ul></ul>“ ” Products Discounts Accounts Salespeople Regions Sales quotas Industries Partners Competitors Pipeline Closed Deals Invoices Shipments Orders Booked
  19. 19. Deep Analysis for Salesforce.com Customers <ul><li>Get more out of your CRM investment </li></ul><ul><ul><li>Visibility, predictability, and insight </li></ul></ul><ul><li>Easy, intuitive analysis </li></ul><ul><ul><li>Unified sales and customer data </li></ul></ul><ul><li>Point and click dynamic answers </li></ul><ul><ul><li>Not cut-and-paste static reports </li></ul></ul>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. . “ ”
  20. 20. LucidEra Demonstration Copyright © 2007 LucidEra – All rights reserved
  21. 21. Next Step: Don’t Put Analytics on the Shelf Copyright © 2007 LucidEra – All rights reserved <ul><ul><li>An analytical competitor is an organization that uses analytics extensively and systematically to out-think and out-execute the competition . </li></ul></ul>“ ”
  22. 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. 23. Discussion Topics <ul><li>Navigating the AppExchange </li></ul><ul><ul><li>50+ analytic apps! </li></ul></ul><ul><li>Developing a business analytics strategy </li></ul><ul><li>Understanding your requirements </li></ul><ul><li>Salesforce integration </li></ul><ul><li>Going beyond CRM </li></ul>Copyright © 2007 LucidEra – All rights reserved Darren Cunningham [email_address] www.lucidera.com/blog

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