1. Seven steps to success in
managing collaboration quality
Jukka Koskenkanto
CEO
Cloudriven Oy

2. Step #1: Enable collaboration
 Publish objects that may be
social
 Enable communication
about the objects
 Connect objects to
processes
 Use also other
arrangements to support
collaboration if possible

3. Step #2: Ensure audit trail
Object
When?
What?Who?

4. Step #3: Access
 Big data
 Computing power
 APIs

5. Case: Forecasting B2B sales
Forecast # of weekly deals
Keep the model simple
Create reliable model
Customer
request

6. • Reliable forecasts
• New approaches to sales
work and sales management
Case: Forecasting B2B sales
Customer
needs

7. Step #4: Data analysis
 Analysis vs. repeated guess
 Coverage
 Why people do what they
do?

8. Case: Forecasting B2B sales
Problem
mathematically
Variables
Model
Results and
conclusions

9. Step #5: Present the results
 Keep it simple (at least on the first slide)
 Use the language your customer understands
 Be prepared to meet the expectations of critical
voices on next slides

10. Case: Forecasting B2B sales
Key message 1:
 Forecast # of weekly deals with high relaibility
and small variance
 Magic formula shared with the sales controller
 Example forecast:
75 80 85 90 95 100 105 110 115 120 125
Forecast:100

11. Case: Forecasting B2B sales
Key message 2:
 Pay attention to behaviours / actions which will
maximise
 Number of created proposals
 Number of high quality customer & internal discussions
between the proposal date and the decision date
 Change your management system by organizing
time for those actions.
 Do not include action ”modify proposal in the
CRM” in your sales management model – keep it as
an indicator

12. Step #6: Improve the model
Extend
Crunch
Technical
quality

13. Case: Forecasting B2B sales
 70 % might be 80 or 90 % by eliminating the affect
of vacation periods from the model
 It might be possible to specify which kind of
discussions produce highest rate. What effect does
it have to the model if we
 met decision maker,
 met influencer,
 organized a meeting where another customer told how
we did in the project,
 Replied to customer call,
 called customer,
 sent an email or
 sent an email with attachement?

14. Step #7: Manage actions
Motivator design
Action monitoring & instant feedback
Action KPIs

15. Thank you!
Jukka Koskenkanto
CEO
Cloudriven
jukka.koskenkanto@cloudriven.fi
+358 50 560 4607
http://fi.linkedin.com/in/koskenkanto
 Stay tuned:
 Blog:
http://www.cloudriven.fi/en/blog/strategy-
changes-does-the-work-change/

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