<ul><li>What </li></ul><ul><li>Wher </li></ul><ul><li>Why </li></ul><ul><li>When </li></ul>Copyright © 2008 LucidEra – All...
Historically This is Where BI Has Failed Copyright © 2008 LucidEra – All rights reserved Historically this is where BI has...
The Traditional Business Intelligence Approach  Copyright © 2008 LucidEra – All rights reserved On-Premise Pre-deployment ...
The SaaS Approach Copyright © 2008 LucidEra – All rights reserved <ul><ul><li>LucidEra really simplifies the overhead requ...
So Who is Sales Analytics For? Copyright © 2008 LucidEra – All rights reserved <ul><ul><li>Business intelligence is less a...
Copyright © 2008 LucidEra – All rights reserved Service Requests Telesales Calls Billings Bookings Backlogs Pipeline Campa...
Copyright © 2008 LucidEra – All rights reserved Service Requests Telesales Calls Billings Bookings Backlogs Pipeline Servi...
Copyright © 2008 LucidEra – All rights reserved Service Requests Telesales Calls Bookings Pipeline Service Contracts D&B  ...
Copyright © 2008 LucidEra – All rights reserved Telesales Calls Bookings Pipeline D&B  Prospects Quota Forecast Expenses P...
Copyright © 2008 LucidEra – All rights reserved Telesales Calls Bookings Pipeline D&B  Prospects Quota Forecast Expenses P...
Copyright © 2008 LucidEra – All rights reserved Telesales Calls Bookings Pipeline D&B  Prospects Quota Forecast Product Co...
Copyright © 2008 LucidEra – All rights reserved Telesales Calls Bookings Pipeline Quota Forecast Product Configurations Fo...
The Answer: Focused Analytic Applications Copyright © 2007 LucidEra – All rights reserved Pipeline Velocity ERP Support Ma...
Copyright © 2008 LucidEra – All rights reserved
Sales Pipeline Metrics to Consider <ul><li>New Pipeline </li></ul><ul><ul><li>% of pipeline that is new for this period  <...
Historically This is Where BI Has Failed Copyright © 2008 LucidEra – All rights reserved <ul><ul><li>An analytical competi...
Copyright © 2008 LucidEra – All rights reserved Managers Have Metrics Managers Do Not Have Metrics Managers exceed expecta...
Copyright © 2008 LucidEra – All rights reserved And sales rep turnover is lower!
Historically This is Where? BI Has Failed <ul><li>Not knowing if your pipeline is based on fact, fiction, or fantasy </li>...
Historically This is Where BI Has Failed Copyright © 2008 LucidEra – All rights reserved Or get started with a Pipeline He...
LucidEra Luminaries Copyright © 2007 LucidEra – All rights reserved
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The W5 of Sales Analytics

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Who, Where, What, Why, When of Sales Analytics.

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  • The W5 of Sales Analytics

    1. 1. <ul><li>What </li></ul><ul><li>Wher </li></ul><ul><li>Why </li></ul><ul><li>When </li></ul>Copyright © 2008 LucidEra – All rights reserved <ul><li>The of Sales Analytics </li></ul>
    2. 2. Historically This is Where BI Has Failed Copyright © 2008 LucidEra – All rights reserved Historically this is where BI has run into challenges… Business? Different Departments… IT? Different Languages…
    3. 3. The Traditional Business Intelligence Approach Copyright © 2008 LucidEra – All rights reserved On-Premise Pre-deployment IT planning/design costs Upfront, perpetual license fee Additional hardware/database investments Additional SI/consulting costs Extensive customization required Limited availability beyond firewall Batch processing, standardized reporting Limited adoption, unable to measure
    4. 4. The SaaS Approach Copyright © 2008 LucidEra – All rights reserved <ul><ul><li>LucidEra really simplifies the overhead required of IT when rolling out a BI solution. </li></ul></ul>“ ” LucidEra AppExchange customer review SaaS Business planning & analysis focus Pay-as-you-go subscription fee No additional servers, database, etc. Embedded APIs, web services User-friendly configurations available Secure, web access anywhere, anytime Real-time & batch, user-config’d reporting High adoption, easily measured
    5. 5. So Who is Sales Analytics For? Copyright © 2008 LucidEra – All rights reserved <ul><ul><li>Business intelligence is less about technology than about creativity, culture, and whether people view information as a critical asset . </li></ul></ul>“ ”
    6. 6. Copyright © 2008 LucidEra – All rights reserved Service Requests Telesales Calls Billings Bookings Backlogs Pipeline Campaigns Service Contracts D&B Prospects Quota Forecast Expenses Product Configurations For most companies data is scattered… Leads
    7. 7. Copyright © 2008 LucidEra – All rights reserved Service Requests Telesales Calls Billings Bookings Backlogs Pipeline Service Contracts D&B Prospects Quota Forecast Expenses Product Configurations For most companies data is scattered… Campaigns Leads SFA
    8. 8. Copyright © 2008 LucidEra – All rights reserved Service Requests Telesales Calls Bookings Pipeline Service Contracts D&B Prospects Quota Forecast Expenses Product Configurations For most companies data is scattered… Campaigns Leads ERP SFA Billings Backlogs
    9. 9. Copyright © 2008 LucidEra – All rights reserved Telesales Calls Bookings Pipeline D&B Prospects Quota Forecast Expenses Product Configurations For most companies data is scattered… Service Contracts Service Requests Campaigns Leads ERP SFA Support Billings Backlogs
    10. 10. Copyright © 2008 LucidEra – All rights reserved Telesales Calls Bookings Pipeline D&B Prospects Quota Forecast Expenses Product Configurations For most companies data is scattered… Service Contracts Service Requests Campaigns Leads Expenses ERP SFA Support Marketing Billings Backlogs
    11. 11. Copyright © 2008 LucidEra – All rights reserved Telesales Calls Bookings Pipeline D&B Prospects Quota Forecast Product Configurations For most companies data is scattered… Service Contracts Service Requests Campaigns Leads Expenses ERP SFA Support Marketing Excel Billings Backlogs
    12. 12. Copyright © 2008 LucidEra – All rights reserved Telesales Calls Bookings Pipeline Quota Forecast Product Configurations For most companies data is scattered… Service Contracts Service Requests Campaigns Leads Expenses ERP SFA Support Marketing Excel Billings D&B Prospects D&B Backlogs
    13. 13. The Answer: Focused Analytic Applications Copyright © 2007 LucidEra – All rights reserved Pipeline Velocity ERP Support Marketing Excel D&B SFA Sales Performance Lead Conversion Order Management
    14. 14. Copyright © 2008 LucidEra – All rights reserved
    15. 15. Sales Pipeline Metrics to Consider <ul><li>New Pipeline </li></ul><ul><ul><li>% of pipeline that is new for this period </li></ul></ul><ul><ul><li>% of new pipeline that has closed within the same quarter historically </li></ul></ul>Copyright © 2008 LucidEra – All rights reserved <ul><li>Pipeline Size and Shape </li></ul><ul><ul><li>Conversion rates (Lead  Opportunity, etc.) </li></ul></ul><ul><ul><li>Sales cycle times (Avg days to close by rep, industry, etc.) </li></ul></ul><ul><li>Pipeline Velocity </li></ul><ul><ul><li># and % of opportunities that shrunk or grew </li></ul></ul><ul><ul><li>% of opportunities that moved to next stage </li></ul></ul><ul><li>Customer and Competitor Analysis </li></ul><ul><ul><li>New versus repeat customers </li></ul></ul><ul><ul><li>Win rates by competitor </li></ul></ul>
    16. 16. Historically This is Where BI Has Failed Copyright © 2008 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>“ ”
    17. 17. Copyright © 2008 LucidEra – All rights reserved Managers Have Metrics Managers Do Not Have Metrics Managers exceed expectations with metrics… In the projects we've benchmarked over the past few years, we often find that CRM systems give sales managers numbers -- but what they want is insight . ” “
    18. 18. Copyright © 2008 LucidEra – All rights reserved And sales rep turnover is lower!
    19. 19. Historically This is Where? BI Has Failed <ul><li>Not knowing if your pipeline is based on fact, fiction, or fantasy </li></ul><ul><li>Wondering if your sales reps are chasing business don’t want </li></ul><ul><li>Making important investment decisions based on gut-feel and anecdotes, instead of data </li></ul>Copyright © 2008 LucidEra – All rights reserved Put off sales analytics if you can live with…
    20. 20. Historically This is Where BI Has Failed Copyright © 2008 LucidEra – All rights reserved Or get started with a Pipeline Healthcheck today! LucidEra has taken the complexity out of analytics so that more people and companies can take advantage of analytical insights. Denis Pombriant, Beagle Research ” “
    21. 21. LucidEra Luminaries Copyright © 2007 LucidEra – All rights reserved

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