(Wouter Trumpie, Senior Principal Success Specialist, Salesforce) The Salesforce platform holds previous data that can provide unprecedented insights into customer behavior, employee engagement, and business performance. In this session, we will explore how Salesforce Analytics can create real business value for your end users by enabling faster decision-making, and increasing effectiveness and efficiency.

1. Value Driven Analytics
Unlocking the power of your data
wtrumpie@salesforce.com
​Wouter Trumpie, Senior Principal Success Specialist

2. Forward-Looking Statements
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3. Thank
you

4. Let’s gather some data!
Determine our joint path towards information
Who am I?

5. Who are you?
​A quick show of hands, based on 4 questions

6. Question 1
​Salesforce is a business critical
application
​Please raise your hand if this applies to you

7. Question 2
​My company is driven by actionable
KPI’s, at all levels.
​Please raise your hand if this applies to you

8. Question 3
​We use reports, dashboards (or
Einstein Analytics) daily for our
data based decisions.
​Please raise your hand if this applies to you

9. Question 4
​Our Senior Management uses
Salesforce every day to gain
insight and take decisions
​Please raise your hand if this applies to you

10. What we know now!
​We’ve turned data into information and insights!

11. Imagine what insights are hiding in data about
YOUR customers!

12. ‘However beautiful the strategy, you
should occasionally look at the
results.’
​Sir Winston Churchill

13. What’s important about your data
Completeness Consistency Uniqueness Accuracy

14. Data
InsightsAction
Because….

15. We are facing a challenge
​More customer data created than ever before
CRM
*Source: VCloud News, ”Every Day Big Data Statistics”, April 2015 **Source: Nitin Sawant, Himanshu Shah; “Big Data Application Architecture Q&A”, Page 2; Jan. 24, 2014
HR
ERP
SCM
PRM

16. What do we do with all that data: the Customer Insights
Gap
Not embedded in CRM
CRM and non-CRM data in silos
No automated intelligence
Not optimized for mobile
Customer
Analytics
Business Users
in CRM
only
*Source: IDC, “THE DIGITAL UNIVERSE IN 2020: Big Data, Bigger Digital Shadows, and Biggest Growth in the Far East”, December 2012 **Source: Forrester, ”Digital Insights are the New Currency of Business”, April 2015
Marketing
Service
Sales
Analysts

17. Business Users Need Actionable Customer Insights
“Which deals are most likely to close & why?”
“How has my pipeline changed?”
“What types of leads should I pursue?”
Sales
“Which channels should I optimize?”
“What makes my agents more productive?”
“What can we do to improve CSAT?”
Service Analysts
“Which products will increase market share?”
“How does seasonality affect revenue?”
“Which region is most profitable?”

18. Legacy Analytics Obstructs You from Focusing on
What Really Matters
Waiting on data
scientists &
analysts
of BI projects fail
90%
Fragmented
tools
Can’t take
action
Can’t create
your own
reports
Can’t interpret
insights
Not mobile
Smart Answers

19. How can we drive adoption?
​See CRM data inline with analytics and
dashboards
​Take action on any Salesforce object from the
point of insight
​Rest easy with world’s most trusted, enterprise-
ready cloud
​Unlock Insights Where You Work

20. Reporting
How can we help?
Different levels of analytics
Data-
Driven
Business
Apps
System-centric
Operational data, day to day
decision making, executive
decision-making
Data-centric
Optimized for planning
and review
Business User-
centric
AI-driven intelligence in
every business process
Visualization
Discovery (AI-Driven)

21. Understand What Happened, Why it Happened, What Will
Happen and What to do about it with Einstein Analytics
Native
to Salesforce
Mobile
on iOS and Android
#1 trusted cloud platform
Embedded insights
Secure and scalable
Optimized for mobile
Continuous innovation
Instant actions
CRM actions in
Einstein Analytics
Fast
to Deploy & Customize
Pre-built apps
Custom apps
AppExchange apps
Data from any source
Intuitive data visualization
Intelligent
with Einstein
Einstein Discovery
Transparent insights
Intelligence
embedded into CRM
AI-powered
recommendations
Chatter collaboration
Increase in sales
productivity
+35%

22. Analytics enables success in different markets
17%
reduction in
time to sale
25%
reduction in
case age
400%
ROI

23. Data-Driven Business
“Why did it
happen?”
Diagnostic
“What is likely
to happen?”
Predictive
“What should I
do?”
Prescriptive
“What has
happened?”
Descriptive
Human-Led
Discovery & Visualization
Machine-Led
Discovery (AI-driven), NLG
Einstein Analytics: Today
The power of data science & advanced analytics in the hands of business users

24. So…how do we use this to
drive adoption and unlock
the power of our data?

25. Assess
1 2 3 4 5
Do your current
reports and
dashboards
align to your
business need
(KPI’s)?
Are they driving
actionable
insight?

27. Optimize
1 2 3 4 5
Adapt reports and
dashboards to
cater to Sales or
Service Reps.
Implement from
front line to sales
ops/HQ

29. Analyze
1 2 3 4 5
What additional
insights are
needed? Tying in
dashboards to
action
Focus on front
line scenarios,
and catering to
analyst
Einstein Analytics

30. Posten Norge turns data into insights
​Ensure data is available in the context of the
process
​- At the account
​- during the sales or service process
​Measure KPI’s on different levels, from
individual contributor to top management
​Embed Analytics in Sales Cloud, no need to
leave the app
​Leverage Salesforce Security for Data Access
​Fast insights, low maintenance
​Challenge: Integrating Salesforce and
External Data
​Solution: implement Einstein Analytics
to integrate and visualize data across
applications

31. Prescriptive
1 2 3 4 5
Aim to improve the
process
Move to
prescriptive
analytics for sales
or service
operations if data
volume allows
Einstein Discovery

33. Continuous review and improvement
1 2 3 4 5
New data
gathered
Innovate and
integrate with
Sales Cloud
Einstein
Review fit with
business goals

34. ‘Without clear, visible measures, the
same goal will mean a hundred
different things to a hundred
different people.’
​Jim Stuart, FranklinCovey

35. Ken Shaw
​Manager Business Process
Tools & Collaboration
​Coca Cola European
Partners
Rob van Waveren
​Dealer Business Systems
Manager
​Hyster-Yale Group
Q&A

36. Salesforce Is On The Journey With You
We Are Here To Help: You Can Choose How to Engage with Us

37. Accelerators
Interactive Webinars & Events
Proactive Engagement
Architects
Customer-Centric Design
Transformation Services
Trailhead
Success Communities
Help Portal
We Can Guide Customers Every Step of the Journey
With resources, programs and experts to fit their needs

38. Let’s recap
​We capture loads of data about our customers
​We can become more effective if we provide insights based on this data
​Your business goals and enabling front line personnel are the drivers for your analytics
strategy…do not try to boil the ocean
​Talk to your Account Executive or Success Manager on how Einstein Analytics can help
​Leverage trailhead to expand your knowledge, salesforce can assist with accelerators and
advisory services
​Unlock data to drive adoption