Learn to capture, calculate and track the hard-to-get leading indicators in Salesforce and Tableau. View the webinar video recording and download this deck: http://www.senturus.com/resources/surface-better-insight-from-your-sales-pipeline-data/.
If you’re connecting your visualizations directly to your CRM system, you are missing some of the valuable indicators. The solution is a staging database—an intermediary between the two systems that transforms the data and surfaces all the information organizations need for early, high powered performance visibility. Senturus explains how to capture, calculate and track the hard-to-get leading indicators, such as: 1) the components of pipeline growth that includes growth from new opportunities, 2) changes to the value of existing opportunities and 3) changes to the win-probability of existing opportunities. We also cover conversion rates for each stage of the sales cycle and the marketing metrics that lead to new pipeline such as individual lead score and marketing engagement trends.
This information is most valuable to B2B organizations, those having sales teams entering and tracking multi-stage sales cycles in an opportunity database. The how to examples feature Tableau and Salesforce, but we explain how the techniques are useful even if you use other tools.
Senturus, a business analytics consulting firm, has a resource library with hundreds of free recorded webinars, trainings, demos and unbiased product reviews. Take a look and share them with your colleagues and friends: http://www.senturus.com/resources/.
Elements of the discussion will include:
– Insight into emerging cyber threats
– A profile of today’s evolved hackers: what they are after, why, and how they’re getting what they want
– Strategies and tools you can implement to safeguard against attacks
To watch the recorded on-demand web seminar go to http://alturl.com/2mjzg
In this session, discover the new dashboard capabilities of IBM Cognos Business Intelligence V10.1.1. Learn how IBM Cognos Business Insight revolutionizes information delivery for all business users and enables you to build rich, personalized, and interactive dashboards for sound business decisions and better bottom-line results.
Learn more: www.CognosEducation.com
Answers to IBM Cognos Report Authoring QuestionsSenturus
Fundamentals of Cognos Report Studio and how these skills translate to Cognos Analytics 11. View the webinar video recording and download this deck: http://www.senturus.com/resources/beginning-cognos-report-authors-your-questions-answered/.
Learn the fundamentals of Cognos Report Studio plus how they translate to Cognos Analytics 11. This document answers the most common Report Studio questions and obstacles to adoption. In addition to valuable information about Cognos v10.x, we explore several areas of concern regarding changes to Cognos Analytics, aka version 11. Learn: 1) How to overcome the uncertainty of working with Report Studio, 2) Best practices for creating effective reports and 3) The fundamental authoring techniques, such as interactive prompts, simple calculations, complex expressions, visualizations, and drill-throughs.
Senturus, a business analytics consulting firm, has a resource library with hundreds of free recorded webinars, trainings, demos and unbiased product reviews. Take a look and share them with your colleagues and friends: http://www.senturus.com/resources/.
Elements of the discussion will include:
– Insight into emerging cyber threats
– A profile of today’s evolved hackers: what they are after, why, and how they’re getting what they want
– Strategies and tools you can implement to safeguard against attacks
To watch the recorded on-demand web seminar go to http://alturl.com/2mjzg
In this session, discover the new dashboard capabilities of IBM Cognos Business Intelligence V10.1.1. Learn how IBM Cognos Business Insight revolutionizes information delivery for all business users and enables you to build rich, personalized, and interactive dashboards for sound business decisions and better bottom-line results.
Learn more: www.CognosEducation.com
Answers to IBM Cognos Report Authoring QuestionsSenturus
Fundamentals of Cognos Report Studio and how these skills translate to Cognos Analytics 11. View the webinar video recording and download this deck: http://www.senturus.com/resources/beginning-cognos-report-authors-your-questions-answered/.
Learn the fundamentals of Cognos Report Studio plus how they translate to Cognos Analytics 11. This document answers the most common Report Studio questions and obstacles to adoption. In addition to valuable information about Cognos v10.x, we explore several areas of concern regarding changes to Cognos Analytics, aka version 11. Learn: 1) How to overcome the uncertainty of working with Report Studio, 2) Best practices for creating effective reports and 3) The fundamental authoring techniques, such as interactive prompts, simple calculations, complex expressions, visualizations, and drill-throughs.
Senturus, a business analytics consulting firm, has a resource library with hundreds of free recorded webinars, trainings, demos and unbiased product reviews. Take a look and share them with your colleagues and friends: http://www.senturus.com/resources/.
Asiantuntija sosiaalisessa mediassa
26.8.2016 Kansallinen koulutuksen arviointikeskus Karvi, Helsinki
Kouluttajana ja innostajana toimi Kinda Oy:n viestintäkouluttaja Pauliina Mäkelä.
Sosiaalisen median koulutuksen teemat:
* Asiantuntijan some-aktiivisuuden hyötyjä
* Asiantuntijan oman henkilöbrändin rakentaminen
* Tavoitteellinen toiminta somessa
* Miten verkostoitua ja osallistua keskusteluun?
* Millaista sisältöä kannattaa tuottaa?
* Kanavia ja tapoja rakentaa asiantuntijan henkilöbrändiä; Twitter, Linkedin, blogit, muut kanavat
* Esimerkkejä asiantuntijoiden onnistuneesta henkilöbrändäyksestä somessa
Optimizing Marketing & Sales Alignment with Marketo Sales InsightMarketo
Are you looking for some key tips for optimizing marketing and sales alignment in your organization?
Check out this presentation to discover the benefits you can reap from improving alignment. You'll also get best practices for kick-starting the process, including:
- How to use marketing automation to create alignment across your business
- How Marketo Sales Insight can be used to improve alignment across teams
- How you can put ideas into practice now to align team resources and roles
Executives Should Know about Digital DisruptionPeter Brady
An aggregation of thoughts by leading global consultants: Gartner - Nexus of Forces, Forrester - Digital Disruption, Deloitte.Digital - Short Fuse, Big Bang.
Webinaari 3/4 Olenko olemassa, jos en ole läsnä verkossa? - Näy ja löydy verk...Pauliina Mäkelä
Webinaari 3 Olenko olemassa, jos en ole läsnä verkossa? - Näy ja löydy verkossa! / Oma osaaminen näkyväksi, somen hyödyntäminen viestinnässä, opetuksessa, markkinoinnissa ja asiakaspalvelussa pidettiin tiistaina 22.11.2016 klo 18.00-19.30. Webinaari oli kolmas neljän peräkkäisen webinaarin sarjasta tiistai-iltaisin marraskuussa 2016.
Webinaarissa innostajana ja kouluttajana toimi Kinda Oy:n viestintäkouluttaja Pauliina Mäkelä. Webinaari toteutettiin yhteistyössä Snellman-kesäyliopiston kanssa.
Changes and new functionality of Cognos Analytics 11, including a new user-friendly interface with great visuals. View the webinar video recording and download this deck: http://www.senturus.com/resources/preview-cognos-analytics-version-11/.
Other changes include: interactive and personalized self-service reporting that provides answers without involving IT; no more multiple studios, just one clean, simple user interface (UI) with intuitive functionality for reporting and dashboard needs and the added functionality of modeling on the web.
Senturus, a business analytics consulting firm, has a resource library with hundreds of free recorded webinars, trainings, demos and unbiased product reviews. Take a look and share them with your colleagues and friends: http://www.senturus.com/resources/.
The Fallacy of the Funnel and Other Lessons in Creating A Driven Growth BusinessDriven Growth
Creating a continually growing business is a challenge for most entrepreneurs and managers. This presentation discusses at a high level some strategies that I developed over 20+ years building software and services focused companies.
Insights that are covered in this presentation, include:
1. Create a Plan for Driven Growth
2. Focus on Your Differentiation
3. Define Your Unique Business Offering
4. Develop a Driven Growth Sales Culture
5. Use Content and Thought Leadership to Generate Leads
6. Build Simple Yet Effective Management Systems
Ведущий: Халил Бидджу
На мастер-классе вы узнаете, как провести атаку на приложение, защищенное файрволом. Ведущий расскажет о техниках обхода WAF и представит систематизированный и практический подход к их применению. Мастер-класс будет интересен даже начинающим специалистам. Вниманию слушателей будет представлен новый инструмент для поиска уязвимостей межсетевых экранов — WAFNinja.
Marketing Analytics: Data Quality, Data Matching & Marketing MetricsSenturus
Connect your sales and marketing systems to accurately profile and track your customers. View the webinar video recording and download this deck: http://www.senturus.com/resources/holy-grail-marketing-analytics/.
If you’re like many companies, you struggle to connect your sales and marketing systems and are frustrated by the inability to accurately profile and track your customers. Closing the loop to connect the two silo'd systems is easier to achieve than you may realize. Learn to use the right tools and maximize your expertise to easily surface critical marketing metrics to: 1) Measure return on marketing investment, 2) Know your customer lifetime value and 3) Optimize your marketing and sales funnels based on profit per marketing dollar.
Senturus, a business analytics consulting firm, has a resource library with hundreds of free recorded webinars, trainings, demos and unbiased product reviews. Take a look and share them with your colleagues and friends: http://www.senturus.com/resources/.
Using Salesforce, ERP, Tableau & R in Sales ForecastingSenturus
Best practices to prepare Salesforce and ERP systems for predictive modeling and how to use Tableau and R to visualize the future. View the webinar video recording and download this deck: http://www.senturus.com/resources/a-pragmatic-approach-to-sales-forecasting/.
Effective methods for sales forecasting discussed include the following: 1) How to best organize, prepare and integrate your sales pipeline and ERP data for predictive modeling, 2) Data preparation techniques specific to Salesforce, 3) Three of the R-based algorithms available for sales forecasting, 4) How to setup a continuous feedback framework so that your algorithms will improve as data volume grows, 5) When it makes sense to use simple algorithms with less accuracy instead of complex ones that are more accurate, 6) How to leverage the built-in integration between Tableau and R to visualize your historical, forecasted, and confidence-level data and 7) How the techniques can be applied to environments that do not include Salesforce or Tableau.
Senturus, a business analytics consulting firm, has a resource library with hundreds of free recorded webinars, trainings, demos and unbiased product reviews. Take a look and share them with your colleagues and friends: http://www.senturus.com/resources/.
OpsStars Boston Workshop | Connecting Data to People Across Any Go-to-Market ...LeanData
Lucas Lam – Partner & Client Solutions Manager, LeanData
Today companies leverage a wide variety of GTM strategies and tactics to grow their revenue. In this session, LeanData product experts will walk you through the process, metrics, and future state of multiple GTM strategies - such as inbound, outbound, ABM, Demand Unit Waterfall, etc. Learn best practices from real-world examples of how businesses leverage LeanData Matching, Routing and Marketing Attribution to ensure they get to revenue faster. Irrespective of how you design your sales and marketing funnel, the LeanData platform can be customized to connect your CRM data to the right people in the organization who can use it to win deals. Attend this session to learn how to thrive with multiple GTM strategies and optimize them constantly.
Anaplan SPM Webinar 2: Transitioning from spreadsheet-based territory managem...Anaplan
In the second webinar in Anaplan's sales performance management series, we explore three key benefits of transitioning away from spreadsheets for managing territories and sales capacity planning.
10 business models that can make you $$ and 3 that can kill youDave Parker
Understand the difference between sales & marketing methods, pricing, business models and financial models.
Use this financial model components to get your Startup Financial Model venture ready.
Rock Stars of ROI [ThinkContent New York 2018]Heather Eng
Let’s talk results. Grainger needed to grow an audience while solidifying its position as a thought leader. It made a big bet on content but had to measure program performance with real-time, content-centric insights. Ray Pryor, Full-Stack Content Marketer, Grainger, and Liam Moroney, Director of Analytics, NewsCred, reveal their strategies for proving the impact of Grainger’s investment.
Go From Vanity to Sanity Metrics by Amplitude Head of Prod MKTProduct School
Main takeaways:
- Why it’s important to segment your market carefully before operationalizing the marketing mix?
- How to go beyond pipe generation numbers and assess the health of your opportunity funnel?
- How to run data driven marketing programs that support the complete opportunity funnel?
Implement and Grow: How to Evolve Your SAP Ariba Solution to Match Business N...SAP Ariba
Go live is just the beginning. Attend this session to hear from customers as they describe their ongoing Ariba journey, including expanding usage across new commodities, business units, and regions. Learn how to use Ariba reports to gauge success, access resources to adjust your Ariba configuration to evolve with the business, and maintain adequate staffing to keep your Ariba solutions running smoothly.
Building the Billion Dollar SaaS Unicorn: CEO GuideKelly Schwedland
In a Venture Capital world that is obsessed with growth, recurring revenue and software as a service, after you validate that you have a solution that people are willing to pay for, there is an entire new world ahead of you in scaling that venture. For many, this involves an entirely new language and set of metrics to manage the business. For the startup that wants to make the leap to scale up and fast growth this should serve as a starting point for key insights and metrics for that journey.
Asiantuntija sosiaalisessa mediassa
26.8.2016 Kansallinen koulutuksen arviointikeskus Karvi, Helsinki
Kouluttajana ja innostajana toimi Kinda Oy:n viestintäkouluttaja Pauliina Mäkelä.
Sosiaalisen median koulutuksen teemat:
* Asiantuntijan some-aktiivisuuden hyötyjä
* Asiantuntijan oman henkilöbrändin rakentaminen
* Tavoitteellinen toiminta somessa
* Miten verkostoitua ja osallistua keskusteluun?
* Millaista sisältöä kannattaa tuottaa?
* Kanavia ja tapoja rakentaa asiantuntijan henkilöbrändiä; Twitter, Linkedin, blogit, muut kanavat
* Esimerkkejä asiantuntijoiden onnistuneesta henkilöbrändäyksestä somessa
Optimizing Marketing & Sales Alignment with Marketo Sales InsightMarketo
Are you looking for some key tips for optimizing marketing and sales alignment in your organization?
Check out this presentation to discover the benefits you can reap from improving alignment. You'll also get best practices for kick-starting the process, including:
- How to use marketing automation to create alignment across your business
- How Marketo Sales Insight can be used to improve alignment across teams
- How you can put ideas into practice now to align team resources and roles
Executives Should Know about Digital DisruptionPeter Brady
An aggregation of thoughts by leading global consultants: Gartner - Nexus of Forces, Forrester - Digital Disruption, Deloitte.Digital - Short Fuse, Big Bang.
Webinaari 3/4 Olenko olemassa, jos en ole läsnä verkossa? - Näy ja löydy verk...Pauliina Mäkelä
Webinaari 3 Olenko olemassa, jos en ole läsnä verkossa? - Näy ja löydy verkossa! / Oma osaaminen näkyväksi, somen hyödyntäminen viestinnässä, opetuksessa, markkinoinnissa ja asiakaspalvelussa pidettiin tiistaina 22.11.2016 klo 18.00-19.30. Webinaari oli kolmas neljän peräkkäisen webinaarin sarjasta tiistai-iltaisin marraskuussa 2016.
Webinaarissa innostajana ja kouluttajana toimi Kinda Oy:n viestintäkouluttaja Pauliina Mäkelä. Webinaari toteutettiin yhteistyössä Snellman-kesäyliopiston kanssa.
Changes and new functionality of Cognos Analytics 11, including a new user-friendly interface with great visuals. View the webinar video recording and download this deck: http://www.senturus.com/resources/preview-cognos-analytics-version-11/.
Other changes include: interactive and personalized self-service reporting that provides answers without involving IT; no more multiple studios, just one clean, simple user interface (UI) with intuitive functionality for reporting and dashboard needs and the added functionality of modeling on the web.
Senturus, a business analytics consulting firm, has a resource library with hundreds of free recorded webinars, trainings, demos and unbiased product reviews. Take a look and share them with your colleagues and friends: http://www.senturus.com/resources/.
The Fallacy of the Funnel and Other Lessons in Creating A Driven Growth BusinessDriven Growth
Creating a continually growing business is a challenge for most entrepreneurs and managers. This presentation discusses at a high level some strategies that I developed over 20+ years building software and services focused companies.
Insights that are covered in this presentation, include:
1. Create a Plan for Driven Growth
2. Focus on Your Differentiation
3. Define Your Unique Business Offering
4. Develop a Driven Growth Sales Culture
5. Use Content and Thought Leadership to Generate Leads
6. Build Simple Yet Effective Management Systems
Ведущий: Халил Бидджу
На мастер-классе вы узнаете, как провести атаку на приложение, защищенное файрволом. Ведущий расскажет о техниках обхода WAF и представит систематизированный и практический подход к их применению. Мастер-класс будет интересен даже начинающим специалистам. Вниманию слушателей будет представлен новый инструмент для поиска уязвимостей межсетевых экранов — WAFNinja.
Marketing Analytics: Data Quality, Data Matching & Marketing MetricsSenturus
Connect your sales and marketing systems to accurately profile and track your customers. View the webinar video recording and download this deck: http://www.senturus.com/resources/holy-grail-marketing-analytics/.
If you’re like many companies, you struggle to connect your sales and marketing systems and are frustrated by the inability to accurately profile and track your customers. Closing the loop to connect the two silo'd systems is easier to achieve than you may realize. Learn to use the right tools and maximize your expertise to easily surface critical marketing metrics to: 1) Measure return on marketing investment, 2) Know your customer lifetime value and 3) Optimize your marketing and sales funnels based on profit per marketing dollar.
Senturus, a business analytics consulting firm, has a resource library with hundreds of free recorded webinars, trainings, demos and unbiased product reviews. Take a look and share them with your colleagues and friends: http://www.senturus.com/resources/.
Using Salesforce, ERP, Tableau & R in Sales ForecastingSenturus
Best practices to prepare Salesforce and ERP systems for predictive modeling and how to use Tableau and R to visualize the future. View the webinar video recording and download this deck: http://www.senturus.com/resources/a-pragmatic-approach-to-sales-forecasting/.
Effective methods for sales forecasting discussed include the following: 1) How to best organize, prepare and integrate your sales pipeline and ERP data for predictive modeling, 2) Data preparation techniques specific to Salesforce, 3) Three of the R-based algorithms available for sales forecasting, 4) How to setup a continuous feedback framework so that your algorithms will improve as data volume grows, 5) When it makes sense to use simple algorithms with less accuracy instead of complex ones that are more accurate, 6) How to leverage the built-in integration between Tableau and R to visualize your historical, forecasted, and confidence-level data and 7) How the techniques can be applied to environments that do not include Salesforce or Tableau.
Senturus, a business analytics consulting firm, has a resource library with hundreds of free recorded webinars, trainings, demos and unbiased product reviews. Take a look and share them with your colleagues and friends: http://www.senturus.com/resources/.
OpsStars Boston Workshop | Connecting Data to People Across Any Go-to-Market ...LeanData
Lucas Lam – Partner & Client Solutions Manager, LeanData
Today companies leverage a wide variety of GTM strategies and tactics to grow their revenue. In this session, LeanData product experts will walk you through the process, metrics, and future state of multiple GTM strategies - such as inbound, outbound, ABM, Demand Unit Waterfall, etc. Learn best practices from real-world examples of how businesses leverage LeanData Matching, Routing and Marketing Attribution to ensure they get to revenue faster. Irrespective of how you design your sales and marketing funnel, the LeanData platform can be customized to connect your CRM data to the right people in the organization who can use it to win deals. Attend this session to learn how to thrive with multiple GTM strategies and optimize them constantly.
Anaplan SPM Webinar 2: Transitioning from spreadsheet-based territory managem...Anaplan
In the second webinar in Anaplan's sales performance management series, we explore three key benefits of transitioning away from spreadsheets for managing territories and sales capacity planning.
10 business models that can make you $$ and 3 that can kill youDave Parker
Understand the difference between sales & marketing methods, pricing, business models and financial models.
Use this financial model components to get your Startup Financial Model venture ready.
Rock Stars of ROI [ThinkContent New York 2018]Heather Eng
Let’s talk results. Grainger needed to grow an audience while solidifying its position as a thought leader. It made a big bet on content but had to measure program performance with real-time, content-centric insights. Ray Pryor, Full-Stack Content Marketer, Grainger, and Liam Moroney, Director of Analytics, NewsCred, reveal their strategies for proving the impact of Grainger’s investment.
Go From Vanity to Sanity Metrics by Amplitude Head of Prod MKTProduct School
Main takeaways:
- Why it’s important to segment your market carefully before operationalizing the marketing mix?
- How to go beyond pipe generation numbers and assess the health of your opportunity funnel?
- How to run data driven marketing programs that support the complete opportunity funnel?
Implement and Grow: How to Evolve Your SAP Ariba Solution to Match Business N...SAP Ariba
Go live is just the beginning. Attend this session to hear from customers as they describe their ongoing Ariba journey, including expanding usage across new commodities, business units, and regions. Learn how to use Ariba reports to gauge success, access resources to adjust your Ariba configuration to evolve with the business, and maintain adequate staffing to keep your Ariba solutions running smoothly.
Building the Billion Dollar SaaS Unicorn: CEO GuideKelly Schwedland
In a Venture Capital world that is obsessed with growth, recurring revenue and software as a service, after you validate that you have a solution that people are willing to pay for, there is an entire new world ahead of you in scaling that venture. For many, this involves an entirely new language and set of metrics to manage the business. For the startup that wants to make the leap to scale up and fast growth this should serve as a starting point for key insights and metrics for that journey.
When Salesforce Isn’t Enough: Using Birst to Accelerate Your Business and Und...Birst
Organizations rely on solutions like Salesforce to run day-to-day operations and keep track of the massive amounts of data generated by daily customer interactions. As their business grows and their data analysis requirements evolve, these companies often find they need more robust reporting capabilities than what Salesforce offers out-of-the-box.
Join industry analyst James Haight from Blue Hill Research as he presents his new research paper, “Using Birst to Increase Efficiency and Customer Insight in Salesforce,” and describes how companies are turning to business intelligence solutions like Birst to help decision-makers glean greater insight from Salesforce data and deliver increased value to customers.
In this webinar, you will learn:
How a leading health insurance provider recognized it reached the upper limits of Salesforce reporting
The factors this organization considered when choosing a business intelligence solution
How this company transformed its business operations with greater efficiency and deeper customer insight.
OpsStars NY Workshop | Connecting Data to People Across Any Go-to-Market ModelLeanData
Lucas Lam, Partner & Client Solutions Manager, LeanData
Today companies leverage a wide variety of GTM strategies and tactics to grow their revenue. In this session, LeanData product experts will walk you through the process, metrics, and future state of multiple GTM strategies - such as inbound, outbound, ABM, Demand Unit Waterfall, etc. Learn best practices from real-world examples of how businesses leverage LeanData Matching, Routing and Marketing Attribution to ensure they get to revenue faster. Irrespective of how you design your sales and marketing funnel, the LeanData platform can be customized to connect your CRM data to the right people in the organization who can use it to win deals. Attend this session to learn how to thrive with multiple GTM strategies and optimize them constantly.
Sugar Analytics: Powered by Cognos Business IntelligenceSugarCRM
Do you have analytics requirements that aren’t met by Sugar Reporting? Do you find yourself constantly exporting data from Sugar into spreadsheets for analysis? If so, attend this session to hear about an exciting new offering: Sugar Analytics Powered by Cognos Business Intelligence. Fully integrated into Sugar, this offering provides advanced analytics and visualization capabilities such as: trending comparison over a time series, multidimensional data analysis, and scorecarding inside a Sugar dashboard. You’ll see examples showing how individual sellers can use this tool to determine which activities they need to perform to meet their quota; and how individual customer service agents can use this tool to better handle service calls.
Turning Digital Performance into Competitive AdvantageJennifer Finney
Time is money! In today’s hyper-digital world, digital performance means business performance. If your customer’s digital experience is lacking, your revenue will suffer. Customers are – rightly – expecting every touchpoint with the companies they do business with to work every time, at top speed. If you drop the ball – even for a few seconds – you’ll lose business, and worse, you’ll lose customers.
Digital Performance Management (DPM) technologies and services exist to help companies identify critical weaknesses and performance bottlenecks across their digital assets. By providing clear insights and guidance, Digital Performance Management tools make it possible to get ahead of potential performance challenges before they’re discovered – the hard way – by your customers.
Join Jason Bloomberg, president of Intellyx, Trey Kistler, Director, IT eCommerce of Lowe’s and Carl Briscol, VP of eCommerce Technology, Home Depot and Scott D. Lowe from ActualTech Media.
ON THIS WEBINAR EVENT YOU’LL DISCOVER:
Discover the key concepts behind Digital Performance Management
Learn why Digital Performance Management is crucial for the success of your business in today’s hyper-connected world
Identify the benefits you’ll see by adopting a digital performance for your business
Discover DPM-related best practices that you can leverage to boost your company’s revenue
Achieving Sales Performance Optimization Through Automated Incentive Compensa...Callidus Software
presented at TrueConnection: Sales Performance Management Conference 2007 by Jeff Staley, CRM Center of Excellence at SAP, and Jim Thomas, Senior Sales Engineer at Callidus Software
Use Tableau to Get to the Gold Hidden in SalesforceSenturus
Learn how to track hard to get leading indicators such as components of pipeline growth and conversion rates for each stage of the sales cycle. We'll show you how to get reports that drill down to the Salesforce record. Learn how to embed Tableau visualizations into the Salesforce dashboard that include data from outside SDFC. View the video recording and download this deck at http://www.senturus.com/resources/use-tableau-get-gold-hidden-salesforce/
Senturus, a business analytics consulting firm, has a resource library with hundreds of free recorded webinars, trainings, demos and unbiased product reviews. Take a look and share them with your colleagues and friends: http://www.senturus.com/senturus-resources/.
Similar to Surface Better Insight from Your Sales Pipeline Data (20)
Power BI Gateway: Understanding, Installing, ConfiguringSenturus
Learn how to use the Power BI gateway as a bridge between your on-premises data and your Microsoft cloud tools. Find out what the Power BI gateway is and how it works, how to install it on a local machine, and how to configure your Power BI service to use the gateway. See the recording and download this deck: https://senturus.com/resources/installing-configuring-power-bi-gateway/
Senturus offers a full spectrum of services for business analytics. Our Knowledge Center has hundreds of free live and recorded webinars, blog posts, demos and unbiased product reviews available on our website at: https://senturus.com/resources/
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Senturus offers a full spectrum of services for business analytics. Our Knowledge Center has hundreds of free live and recorded webinars, blog posts, demos and unbiased product reviews available on our website at: https://senturus.com/resources/
Power Automate for Power BI: Getting StartedSenturus
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Senturus offers a full spectrum of services for business analytics. Our Knowledge Center has hundreds of free live and recorded webinars, blog posts, demos and unbiased product reviews available on our website at: https://senturus.com/resources/
Collaborative BI: 3 Ways to Use Cognos with Power BI & TableauSenturus
See three ways to use Cognos data in Tableau and Power BI. Learn methods that allow you to leverage your Cognos investment and reduce duplicate ETL efforts. See the recording and download this deck: https://senturus.com/resources/3-ways-to-use-cognos-with-power-bi-tableau/
Senturus offers a full spectrum of services for business analytics. Our Knowledge Center has hundreds of free live and recorded webinars, blog posts, demos and unbiased product reviews available on our website at: https://senturus.com/resources/
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Senturus offers a full spectrum of services for business analytics. Our Knowledge Center has hundreds of free live and recorded webinars, blog posts, demos and unbiased product reviews available on our website at: https://senturus.com/resources/
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Senturus offers a full spectrum of services for business analytics. Our Knowledge Center has hundreds of free live and recorded webinars, blog posts, demos and unbiased product reviews available on our website at: https://senturus.com/resources/
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See show how to spot and avoid mistakes in model joins, default aggregation, filtering on aggregates and order of operations that can seriously undermine your reporting efforts and cost your business. These mistakes can hide in any platform. We show demos in Power BI, Cognos and Tableau. See the demos and download this deck: https://senturus.com/resources/4-common-business-analytics-reporting-errors/
Senturus offers a full spectrum of services for business analytics. Our resource library has hundreds of free live and recorded webinars, blog posts, demos and unbiased product reviews available on our website at: https://senturus.com/resources/
Learn the basics to get started using R with Power BI. Discover how to set up the software and what libraries are needed. See how to use R scripts to create data, connect to a data source, build a visual and transform data. Using R, you can leverage data sources, functions and visualizations not directly built into Power BI. See the demos and download this deck: https://senturus.com/resources/using-r-with-power-bi/
Senturus offers a full spectrum of services for business analytics. Our resource library has hundreds of free live and recorded webinars, blog posts, demos and unbiased product reviews available on our website at: https://senturus.com/resources/
Learn how scale cloud resources up and down in real time without scripting. Save up to 30% on cloud costs and improve performance. See the demo of Envisor Cloud Control and download this deck: https://senturus.com/resources/azure-aws-dynamic-capacity-scaling/
Senturus offers a full spectrum of services for business analytics. Our resource library has hundreds of free live and recorded webinars, blog posts, demos and unbiased product reviews available on our website at: https://senturus.com/resources/
Learn the basics to get started using Python with Power BI. We show you how to set up the software and what libraries are needed. Learn how to use Python scripts to create data, connect to an existing data source, build a report and transform data with Power Query Editor.
See the video and download this deck: https://senturus.com/resources/python-with-power-bi/
Senturus offers a full spectrum of services for business analytics. Our resource library has hundreds of free live and recorded webinars, blog posts, demos and unbiased product reviews available on our website at: https://senturus.com/resources/
Learn what makes for good report navigation and why. Discussion and demos include bookmarks, insertable objects and publishing. Watch the demos and download this deck at: https://senturus.com/resources/power-bi-report-navigation/
Senturus offers a full spectrum of services across the BI stack plus training on Power BI, Cognos and Tableau. Our resource library has hundreds of free live and recorded webinars, blog posts, demos and unbiased product reviews available on our website at: https://senturus.com/resources/
Learn how to shrink the time it takes to do Cognos migrations and consolidations by 90%. Our new Migration Assistant programmatically decodes and inventories Cognos content. it surfaces needed details about lineage, usage and more. See the video and download this deck: https://senturus.com/resources/streamline-cognos-migrations-and-consolidations/
Senturus offers a full spectrum of services for business analytics. Our resource library has hundreds of free live and recorded webinars, blog posts, demos and unbiased product reviews available on our website at: https://senturus.com/resources/
See demos of the new features in Cognos 11.2.1, including more affordable pricing; expanded visualizations: more properties, donut chart, 3D maps; tabbed report performance improvements and Windows app for consuming Active Reports. View the recording and download this deck at: https://senturus.com/resources/whats-new-in-cognos-11-2-1/
Senturus offers a full spectrum of services for business analytics. Our Knowledge Center has hundreds of free live and recorded webinars, blog posts, demos and unbiased product reviews available on our website at: https://senturus.com/resources/.
Planning for a Power BI Enterprise DeploymentSenturus
Learn what’s involved in rolling out Power BI for maximum performance and user adoption. Six considerations to take into account before you deploy including people, process, technology and cost.
Watch the demos and download this deck at: https://senturus.com/resources/power-bi-enterprise-deployment-planning/
Senturus offers a full spectrum of services across the BI stack plus training on Power BI, Cognos and Tableau. Our resource library has hundreds of free live and recorded webinars, blog posts, demos and unbiased product reviews available on our website at: http://www.senturus.com/senturus-resources/.
Power BI Report Builder & Paginated Reports Senturus
Learn how to use Power BI Report Builder to build paginated reports. Paginated reports allow you to control formatting exactly for delivery as a PDF or on paper, constraining tables to fit on a page and adding headers and footers. Watch the demos and download this deck at: https://senturus.com/resources/power-bi-report-builder-paginated-pixel-perfect-reports.
Senturus offers a full spectrum of services across the BI stack plus training on Power BI, Cognos and Tableau. Our resource library has hundreds of free live and recorded webinars, blog posts, demos and unbiased product reviews available on our website at: http://www.senturus.com/senturus-resources/.
Tableau: 6 Ways to Publish & Share DashboardsSenturus
See demos of the steps to take and learn the pros, cons and requirements for each option. We discuss Tableau Desktop, Tableau Public, Tableau Server, Tableau Metrics, Tableau mobile for publishing and sharing Tableau content. Watch the demos and download this deck at: https://senturus.com/resources/6-ways-to-publish-share-tableau-dashboards/.
Senturus offers a full spectrum of services across the BI stack plus training on Power BI, Cognos and Tableau. Our resource library has hundreds of free live and recorded webinars, blog posts, demos and unbiased product reviews available on our website at: http://www.senturus.com/senturus-resources/.
Demos of Cognos 11.2 new features such as dashboard performance Improvements, new home page customizations and onboarding experience, improved search functions, enhancements to AI assisted data exploration, natural language generation, natural language questions and new automated statistical forecasts. Watch the demos and download this deck at: https://senturus.com/resources/whats-new-in-cognos-analytics-11-2-0/.
Senturus offers a full spectrum of services across the BI stack plus training on Power BI, Cognos and Tableau. Our resource library has hundreds of free live and recorded webinars, blog posts, demos and unbiased product reviews available on our website at: http://www.senturus.com/senturus-resources/.
Azure Synapse vs. Snowflake: The Data Warehouse Dating GameSenturus
Learn the complexities and unique aspects of the two leading cloud-based data warehouse contenders that are most likely tugging at your heartstrings: Snowflake Data Cloud and Azure Synapse Analytics.
Deciding on one is a long-term commitment. Before you put on ring on it, watch the recording to see demos of each data cloud, learn similarities, strengths and weaknesses of each and get criteria to help determine which is the right choice for your organization. View our on-demand webinar and download this deck at: https://senturus.com/resources/azure-synapse-vs-snowflake-price-performance/
Senturus offers a full spectrum of services across the BI stack plus training on Power BI, Cognos and Tableau. Our resource library has hundreds of free live and recorded webinars, blog posts, demos and unbiased product reviews available on our website at: http://www.senturus.com/senturus-resources/.
Secrets of High Performing Report Development TeamsSenturus
Learn how BI teams build great reports consistently. We discuss how to improve report-building workflow and delivery rate while reducing mistakes. View our on-demand webinar and download this deck at: https://senturus.com/resources/secrets-of-high-performing-report-development-teams/.
Senturus offers a full spectrum of services across the BI stack plus training on Power BI, Cognos and Tableau. Our resource library has hundreds of free live and recorded webinars, blog posts, demos and unbiased product reviews available on our website at: http://www.senturus.com/senturus-resources/.
Power BI: Data Cleansing & Power Query EditorSenturus
Learn how to transform data into a format that aligns with the metrics you need. Power BI data cleansing technique demos include removing null values, removing columns, unpivoting data, add custom columns, merging queries and working with an M script. Watch the demos and download this deck at: https://senturus.com/resources/power-bi-data-cleansing-power-query-editor/
Senturus offers a full spectrum of services across the BI stack plus training on Power BI, Cognos and Tableau. Our resource library has hundreds of free live and recorded webinars, blog posts, demos and unbiased product reviews available on our website at: http://www.senturus.com/senturus-resources/.
As Europe's leading economic powerhouse and the fourth-largest hashtag#economy globally, Germany stands at the forefront of innovation and industrial might. Renowned for its precision engineering and high-tech sectors, Germany's economic structure is heavily supported by a robust service industry, accounting for approximately 68% of its GDP. This economic clout and strategic geopolitical stance position Germany as a focal point in the global cyber threat landscape.
In the face of escalating global tensions, particularly those emanating from geopolitical disputes with nations like hashtag#Russia and hashtag#China, hashtag#Germany has witnessed a significant uptick in targeted cyber operations. Our analysis indicates a marked increase in hashtag#cyberattack sophistication aimed at critical infrastructure and key industrial sectors. These attacks range from ransomware campaigns to hashtag#AdvancedPersistentThreats (hashtag#APTs), threatening national security and business integrity.
🔑 Key findings include:
🔍 Increased frequency and complexity of cyber threats.
🔍 Escalation of state-sponsored and criminally motivated cyber operations.
🔍 Active dark web exchanges of malicious tools and tactics.
Our comprehensive report delves into these challenges, using a blend of open-source and proprietary data collection techniques. By monitoring activity on critical networks and analyzing attack patterns, our team provides a detailed overview of the threats facing German entities.
This report aims to equip stakeholders across public and private sectors with the knowledge to enhance their defensive strategies, reduce exposure to cyber risks, and reinforce Germany's resilience against cyber threats.
StarCompliance is a leading firm specializing in the recovery of stolen cryptocurrency. Our comprehensive services are designed to assist individuals and organizations in navigating the complex process of fraud reporting, investigation, and fund recovery. We combine cutting-edge technology with expert legal support to provide a robust solution for victims of crypto theft.
Our Services Include:
Reporting to Tracking Authorities:
We immediately notify all relevant centralized exchanges (CEX), decentralized exchanges (DEX), and wallet providers about the stolen cryptocurrency. This ensures that the stolen assets are flagged as scam transactions, making it impossible for the thief to use them.
Assistance with Filing Police Reports:
We guide you through the process of filing a valid police report. Our support team provides detailed instructions on which police department to contact and helps you complete the necessary paperwork within the critical 72-hour window.
Launching the Refund Process:
Our team of experienced lawyers can initiate lawsuits on your behalf and represent you in various jurisdictions around the world. They work diligently to recover your stolen funds and ensure that justice is served.
At StarCompliance, we understand the urgency and stress involved in dealing with cryptocurrency theft. Our dedicated team works quickly and efficiently to provide you with the support and expertise needed to recover your assets. Trust us to be your partner in navigating the complexities of the crypto world and safeguarding your investments.
Levelwise PageRank with Loop-Based Dead End Handling Strategy : SHORT REPORT ...Subhajit Sahu
Abstract — Levelwise PageRank is an alternative method of PageRank computation which decomposes the input graph into a directed acyclic block-graph of strongly connected components, and processes them in topological order, one level at a time. This enables calculation for ranks in a distributed fashion without per-iteration communication, unlike the standard method where all vertices are processed in each iteration. It however comes with a precondition of the absence of dead ends in the input graph. Here, the native non-distributed performance of Levelwise PageRank was compared against Monolithic PageRank on a CPU as well as a GPU. To ensure a fair comparison, Monolithic PageRank was also performed on a graph where vertices were split by components. Results indicate that Levelwise PageRank is about as fast as Monolithic PageRank on the CPU, but quite a bit slower on the GPU. Slowdown on the GPU is likely caused by a large submission of small workloads, and expected to be non-issue when the computation is performed on massive graphs.
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Empowering the Data Analytics Ecosystem: A Laser Focus on Value
The data analytics ecosystem thrives when every component functions at its peak, unlocking the true potential of data. Here's a laser focus on key areas for an empowered ecosystem:
1. Democratize Access, Not Data:
Granular Access Controls: Provide users with self-service tools tailored to their specific needs, preventing data overload and misuse.
Data Catalogs: Implement robust data catalogs for easy discovery and understanding of available data sources.
2. Foster Collaboration with Clear Roles:
Data Mesh Architecture: Break down data silos by creating a distributed data ownership model with clear ownership and responsibilities.
Collaborative Workspaces: Utilize interactive platforms where data scientists, analysts, and domain experts can work seamlessly together.
3. Leverage Advanced Analytics Strategically:
AI-powered Automation: Automate repetitive tasks like data cleaning and feature engineering, freeing up data talent for higher-level analysis.
Right-Tool Selection: Strategically choose the most effective advanced analytics techniques (e.g., AI, ML) based on specific business problems.
4. Prioritize Data Quality with Automation:
Automated Data Validation: Implement automated data quality checks to identify and rectify errors at the source, minimizing downstream issues.
Data Lineage Tracking: Track the flow of data throughout the ecosystem, ensuring transparency and facilitating root cause analysis for errors.
5. Cultivate a Data-Driven Mindset:
Metrics-Driven Performance Management: Align KPIs and performance metrics with data-driven insights to ensure actionable decision making.
Data Storytelling Workshops: Equip stakeholders with the skills to translate complex data findings into compelling narratives that drive action.
Benefits of a Precise Ecosystem:
Sharpened Focus: Precise access and clear roles ensure everyone works with the most relevant data, maximizing efficiency.
Actionable Insights: Strategic analytics and automated quality checks lead to more reliable and actionable data insights.
Continuous Improvement: Data-driven performance management fosters a culture of learning and continuous improvement.
Sustainable Growth: Empowered by data, organizations can make informed decisions to drive sustainable growth and innovation.
By focusing on these precise actions, organizations can create an empowered data analytics ecosystem that delivers real value by driving data-driven decisions and maximizing the return on their data investment.
Surface Better Insight from Your Sales Pipeline Data
1. SURFACE BETTER INSIGHT FROM
YOUR SALES PIPELINE DATA
Capture, Calculate and Track
Hard-To-Find Key Leading Indicators
2. • Introduction
• Leading, Lagging (and Lounging?) Indicators
• Leading Indicators – What’s Missing?
• The Importance of Data Staging
• Case Study
• How to Derive and Maintain the Missing Indicators
• Marketing Data
– Leading Indicators Have Leading Indicators
• Dashboard and Analysis Tips
• Senturus Overview
• Additional Resources
Agenda
Copyright 2016 Senturus, Inc. All Rights Reserved.
3. Introduction: Presenters
Copyright 2016 Senturus, Inc. All Rights Reserved.
Greg Herrera
President and Co-Founder
Senturus, Inc.
Jim Frazier
VP of Client Solutions
Senturus, Inc.
4. Presentation Slide Deck on www.senturus.com
RESOURCE LIBRARY
An extensive, free library of past webinars,
demonstrations, whitepapers, presentations,
helpful hints and more.
Copyright 2016 Senturus, Inc. All Rights Reserved.
5. This slide deck is from the webinar: Surface Better
Insight From Your Sales Pipeline Data
To view the FREE video recording of the presentation
and download this deck, go to:
http://www.senturus.com/resources/surface-better-
insight-from-your-sales-pipeline-data/
Hear the Recording
Copyright 2016 Senturus, Inc. All Rights Reserved.
6. SURFACE BETTER INSIGHT FROM
YOUR SALES PIPELINE DATA
Capture, Calculate and Track
Hard-To-Find Key Leading Indicators
7. Leading, Lagging and Lounging Indicators
Copyright 2016 Senturus, Inc. All Rights Reserved.
• Lagging Indicators
– Measure performance that has already happened
– Financial Statements: Revenue, Gross Margin, Profit
• Leading Indicators
– Indicate the direction of in-course performance
• Lounging Indicators
– “… will be leaving the company to spend more time with
family”
8. • Leading indicators in the sales and marketing processes
– Those influencing the direction of revenue, gross profit
and organizational hygiene
• Session will be most valuable to organizations having
sales teams entering and tracking multi-stage sales
cycles in an opportunity pipeline database such as
Salesforce.com
• Examples will use Tableau for data visualization
• Techniques discussed can apply to other pipeline
tracking and visualization systems
Scope of Discussion
Copyright 2016 Senturus, Inc. All Rights Reserved.
9. Leading Indicators – What’s Missing?
Indicator
Available
straight from
CRM system
Available from
staging
database
Available from
Data Warehouse
(Data Mart)
Win Rate Y Y Y
Average Deal Size Y Y Y
Time to Close Y Y Y
Pipeline Growth (PG) Missing Y Y
PG from New Deals Missing Y Y
PG from Existing Deals Missing Y Y
PG from Stage Change Missing Y Y
Conversion Rate for Each
Stage
Missing Y Y
Interaction Growth Missing Y Y
Copyright 2016 Senturus, Inc. All Rights Reserved.
10. 4 ways to increase revenue
1. Pipeline growth = Increase the number or value of deals
in the pipeline
2. Win rate = Improve success rate
3. Average deal size = Close bigger deals
4. Time to close = Increase the velocity of the deals
moving through the pipeline – i.e., shorten the sales
cycle
3 ways to achieve pipeline growth
1. New deals = Enter the pipeline
2. Value change = Existing pipeline deals change size
3. Stage change= Existing deals change stage
Leading Indicators of Revenue
Copyright 2016 Senturus, Inc. All Rights Reserved.
11. Contextual Attributes – What’s Missing?
Attribute
Available
Straight from
CRM System
Available from
Staging
Database
Available from
Data Warehouse
(Data Mart)
New vs Existing Account Manually Entered Possibly Y
New vs Existing LOB Missing Y Y
Recency of Interactions SFDC Activity only If integrated Y
Frequency of
Interactions
SFDC Activity only If integrated Y
Clusters of Interactions Missing Y Y
Full Customer
Attributes
Missing Missing Y
Full Product Attributes Missing Missing Y
Product Mix Missing Missing Y
Predictive Analytics
Foundation
Missing Missing Y
Copyright 2016 Senturus, Inc. All Rights Reserved.
12. The conversion rate (probability) for each stage should be calculated from
empirical data contained in historical pipeline snapshots and historical wins
• Marketing automation systems (Pardot, Marketo) track interactions with
behavior scores
• Integrates to CRM systems, such as Salesforce, that update contact’s
records with behavior score -- more interactions lead to more new deals
entering the pipeline
Leading Indicators Have Leading Indicators
Copyright 2016 Senturus, Inc. All Rights Reserved.
Stage Probability
Early 10%
Middle 20%
Strong 50%
Favored 70%
Closing 95%
Closed - Won 100%
Closed - Lost 0%
13. Sales Pipelines are Current Snapshots
Opportunity Amt Stage Prob Close Date Age
Bike Universe $50k Early 20% 2016-12-25 23
The Cracker Box $40k Middle 40% 2017-02-25 35
Racing Bike Outlet $35k Favored 60% 2016-11-01 20
Northwind Traders $65k Verbal 70% 2016-11-25 84
Rugged Bikes $60k Closing 90% 2016-12-31 407
Grand Cycle Store $55k Closed Won 100% 2016-10-13 365
Revolution Cycles $40k Closed Lost 0% 2016-07-08 293
Copyright 2016 Senturus, Inc. All Rights Reserved.
As of now, the pipeline says this:
• In Salesforce and most other CRM systems, sales pipeline tracked in an
opportunity table, which maintains only the current values
• Win rate, average deal size and time to close are calculations of closed
deals (date and value of the transaction is known)
• The date and value of pipeline growth transactions is not known from this
table
16. Sales Pipelines are Current Snapshots
Opportunity Amt Stage Prob Close Date Age
Bike Universe $50k Early 20% 2016-12-25 23
The Cracker Box $40k Middle 40% 2017-02-25 35
Racing Bike Outlet $35k Favored 60% 2016-11-01 20
Northwind Traders $65k Verbal 70% 2016-11-25 84
Rugged Bikes $60k Closing 90% 2016-12-31 407
Grand Cycle Store $55k Closed Won 100% 2016-10-13 365
Revolution Cycles $40k Closed Lost 0% 2016-12-08 293
Copyright 2016 Senturus, Inc. All Rights Reserved.
As of now, the pipeline says this:
• In Salesforce and most other CRM systems, the sales pipeline is tracked in
an opportunity table, which maintains only the current values
• Win rate, average deal size and time to close are calculations of closed
deals (date and value of transaction is known
• The date and value of pipeline growth transactions is not known from this
table
17. 1-Derive Transactions from Snapshot Differences
As of Opportunity Amt Stage Prob Close Date
2016-10-12 Bike Universe $20k Early 20% 2016-12-25
Copyright 2016 Senturus, Inc. All Rights Reserved.
Pipeline growth transaction is derived by finding the values that changed from
one balance snapshot to the next
Yesterday’s Snapshot:
As of Opportunity Amt Stage Prob Close Date
2016-10-13 Bike Universe $50k Early 20% 2016-12-25
Today’s Snapshot:
Growth
Date Opportunity Growth Type
Old
Val
New
Val
Growth
Amt
2016-10-13 Bike Universe Value Change $20k $50k $30k
Derived Pipeline Growth Transaction:
18. 2-Derive Transactions from SFDC Opp History
Create Date Opportunity Amt Stage Prob Close Date
2016-10-12 8am Bike Universe $20k Early 20% 2016-12-25
2016-10-12 4pm Bike Universe $30k Early 20% 2016-12-25
2016-10-13 9am Bike Universe $50k Early 20% 2016-12-25
Copyright 2016 Senturus, Inc. All Rights Reserved.
Note: Salesforce opportunity history table captures changes to only six
pipeline fields, it doesn’t capture changes to custom fields.
Growth Date
Opportunity Growth Type
Old
Val
New
Val
Growth
Amt
2016-10-12 8am Bike Universe New Deal NULL $20k $20k
2016-10-12 4pm Bike Universe Value Change $20k $30k $10k
2016-10-13 9am Bike Universe Value Change $30k $50k $20k
Derived Pipeline Growth Transactions:
19. 3-Derive Transactions from SFDC Opportunity
Field History
Copyright 2016 Senturus, Inc. All Rights Reserved.
Note: Salesforce opportunity field history table can capture changes to any
field, including custom fields, but it doesn’t capture the field value for new
records
Create Date Opportunity Field
Old
Val
New
Val
Growth
Amt
2016-10-12 4pm Bike Universe Amount $20k $30k $10k
2016-10-13 9am Bike Universe Amount $30k $50k $20k
Growth Date
Opportunity Growth Type
Old
Val
New
Val
Growth
Amt
2016-10-12 8am Bike Universe New Deal NULL $20k $20k
2016-10-12 4pm Bike Universe Value Change $20k $30k $10k
2016-10-13 9am Bike Universe Value Change $30k $50k $20k
Derived Pipeline Growth Transactions:
20. • Marketing automation systems (e.g. Marketo) integrate
with CRM Systems (Salesforce) and push Behavior Score
balances several times per day
• Derivation technique 1 can work with any combination
of marketing and CRM systems to derive Behavior Score
transactions
• Derivation technique 3 can be configured in Salesforce
– Turn on history tracking on the Behavior Score field in
both the Lead table and the Contact table
Use Similar Techniques for Interaction Trends
Copyright 2016 Senturus, Inc. All Rights Reserved.
21. Behavior Clusters as Leading Indicators of Purchase
Copyright 2016 Senturus, Inc. All Rights Reserved.
22. To view the FREE video recording of the presentation
and download this deck, go to:
http://www.senturus.com/resources/surface-better-
insight-from-your-sales-pipeline-data/
The Senturus comprehensive library of recorded
webinars, demos, white papers, presentations and case
studies is available on our website:
http://www.senturus.com/resources/
Hear the Recording
Copyright 2016 Senturus, Inc. All Rights Reserved.
24. • Good dashboard practice says to use auto-refresh relative time
periods instead of having to specify date ranges
• Leading indicators enable in-course corrections, so frequent
(daily) updates are valuable
• Many sales organizations experience quarter-based seasonality in
their pipeline growth
– Month 1 and month 2 of the quarter: Sales reps focus on
pipeline growth
– Month 3 of the quarter: Sales reps focus on closing
• For these organizations, look at pipeline growth across 91-day
periods (quarter of a year)
– This technique enables daily dashboard updates and
accommodates seasonality
Dashboard and Analysis Tips
Copyright 2016 Senturus, Inc. All Rights Reserved.
25. When calculating the average pipeline growth over a
time period, you must accommodate the case where not
every day in the period has a pipeline growth record. In
this example, we’re looking at a seven day period and
five of those days have no records.
Considerations when Averaging Pipe Growth (1)
Copyright 2016 Senturus, Inc. All Rights Reserved.
Growth
Date
Growth
Amount
10/2/16 $35
10/5/16 $35
Daily Avg for period 10/1 to 10/7 $35 Wrong
26. Dates with nulls still do not work
Considerations when Averaging Pipe Growth (2)
Copyright 2016 Senturus, Inc. All Rights Reserved.
Growth
Date
Growth
Amount
10/1/16
10/2/16 $35
10/3/16
10/4/16
10/5/16 $35
10/6/16
10/7/16
Daily Avg for period 10/1 to 10/7 $35
Still
Wrong
27. • Dates with Nulls treated as ZEROES do work.
Considerations when Averaging Pipe Growth (3)
Copyright 2016 Senturus, Inc. All Rights Reserved.
Growth
Date
Growth
Amount
10/1/16 $0
10/2/16 $35
10/3/16 $0
10/4/16 $0
10/5/16 $35
10/6/16 $0
10/7/16 $0
Daily Avg for period 10/1 to 10/7 $10 BINGO!
Tableau handles this with a standard function and a
single click
28. Using Tableau to handle relative time,
seasonality and averages over time
periods that have missing values
DEMO
30. To view the FREE video recording of the presentation
and download this deck, go to:
http://www.senturus.com/resources/surface-better-
insight-from-your-sales-pipeline-data/
The Senturus comprehensive library of recorded
webinars, demos, white papers, presentations, and case
studies is available on our website:
http://www.senturus.com/resources/
Hear the Recording
Copyright 2016 Senturus, Inc. All Rights Reserved.
31. Contact Jim Frazier
• jfrazier@senturus.com
• 650 949 2921
Sign up for the Senturus Leading Indicator Subscription
Service
• We’ll manage the transformations, contortions and
updates for you
• We’ll deliver the missing indicators to you
• $999 per month (promotional pricing valid through
12/31/2016)
Interested in Learning More?
Copyright 2016 Senturus, Inc. All Rights Reserved.
32. • Ideally pull your CRM pipeline data into the data
warehouse or sales data mart
• Next best interim situation is to pull it into a staging
database
• In these databases you will be able to do the
transformations and contortions that surface the
missing leading indicators
• Pipeline growth transactions provide much better
visibility than pipeline balance snapshots
– Need to know not just where you are, but how you got
there
• Valuable marketing interactions which lead the leading
indicators can be surfaced by similar techniques
Takeaways
Copyright 2016 Senturus, Inc. All Rights Reserved.
34. Bridging the Gap Between Data & Decision Making
DECISIONS
& ACTIONS
Business Needs
Analysis
Ready
Data
Analysis
Ready
Data
35. .
• Dashboards, Reporting & Visualizations
• Data Preparation & Modern Data Warehousing
• Self-Service Business Analytics
• Big Data & Advanced Analytics
• Planning & Forecasting Systems
Business Analytics Architects
36. 900+ Clients, 2000+ Projects, 16+ Years
36Copyright 2016 Senturus, Inc. All Rights Reserved.
39. Upgrading to Cognos Analytics: What You
Need to Know
Presented by:
Todd Schuman
Senturus Practice Lead
Installations, Upgrades, and Optimization
Upcoming Event
Copyright 2016 Senturus, Inc. All Rights Reserved.
40. More Free Resources on www.senturus.com
Copyright 2016 Senturus, Inc. All Rights Reserved.
41. *Custom, tailored training also available*
Tableau & Cognos Training Options
Copyright 2016 Senturus, Inc. All Rights Reserved.
42. Thank You!
www.senturus.com
info@senturus.com
888 601 6010
Copyright 2016 by Senturus, Inc.
This entire presentation is copyrighted and may not be
reused or distributed without the written consent of
Senturus, Inc.