analytics webinar 06-25-09

8/8/2019 Analytics Webinar 06-25-09

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Driving Visibility in a Down Economy usingSalesforce Analytics

Leahanne MerrittCustomer Success Manager

Edward Tcheleshev

Manager, Vertical CSM Team

Patrick FischerPrincipal Sales Engineer


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Housekeeping Items

All lines have been placed on listen only To ask questions

use the chat window in the GoTo Webinar

All unanswered questions will be sent to

all attendees after the webinar

Presentation will be posted on our

Community Website

Recording will be posted on YouTube


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Agenda

Introductions

Salesforce Analytics Staying proactive in thisenvironment

New Features Increase visibility into your business

Best Practices Reports and Dashboards

Planning

Creating

Deploying

Using Maintaining

Analytics Training Package

Q&A


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2009 2010: Tough Times


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Successful Companies Will Outmaneuver to Gain Share


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Whats Keeping Your Executives Awake AtNight?

How do I keep my customers?

How can I produce more results with fewer

employees?

How do I forecast with certainty?

How do I invest in the future while still

managing cash?


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We Give You The Tools to Navigate The Storm

Keep every customer

Forecast with confidence

Increase productivity

Minimize impact on cash


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Planning for These Economic Times

How can you move from a reactiveto a proactive approach?

What are your internal business

drivers for analytics?

Who are your constituents?

What do they need to do their job

Better and faster

How can Salesforce analytics help

you?


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Example Objectives Key Metrics

Improve customer lifetime value index

Improve sales productivity Improve close rate percentage

Reduce sales cycle time

Increase size of deals

Revenue by channel / product

Win / renewal rate

Forecast accuracy

Reduce employee ramp

Reduce capital expenditure

Reduce costs of training Reduce support / customer self service

Reduce employee attrition


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Revenue Generation Dashboard


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What Business Objectives Are You Tracking?


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Recently Delivered Feature

Example use case:Send sales managers a daily report with details of open deals for the month


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Example use case:Overall leads chart drills down to leads by product, state, event, media


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Example use case:Analyze trends of pipeline by stage over time: average days to close,

average days in-stage, or % of lost opportunities


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Example use cases:Look at week-over-week sales comparisons or product sales as a % of total

Product sales as % oftotal

3-week moving average

Week-over-week difference


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Example use cases: Listing of all Accounts without Contacts or Opportunities Hierarchy of Custom Objects Add Users Division from the User Record to Opportunity Report


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Example use cases:

Mass change filters on a set of reports Merging reports from multiple orgs into an packaged app publishing org

Used in EclipseIDE plug-in


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Features New in Summer 09

New Chart Engine New look and feel

Additional chart types

Improved readability and more information

Packaged Analytic Snapshots

Simplified setup of snapshots

24K total

votesdelivered!

3 of top 20

ideasdelivered!


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New in Summer 09From Previous Look


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New in Summer 09To Feature-rich Charts 2.0

Labels directlyover data

Improved

readabilitywith newlook and

feel

Numbers andpercentages

on charts


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New in Summer 09Including Additional Chart Types

Funnels

See ordered categories graphically Section height determined by values

Donuts Show totals and split Labels directly over data


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New in Summer 09

Example use case:

Allow for SIs, ISVs, and IT departments to build out snapshot apps indeveloper orgs and easily install and deploy in production


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Features Coming in Winter 10

New Chart Functionality

Filtered drill to report

Multi-metric

Multi-axis


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BestBest

PracticesPractices


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Key Steps for Report Planning

Ask your users

What is the Business Objective? What do they need to see?

How do they want to see it?

What are they going to do with the data?

3-4 KPIs per BU/LOB/Division Localization

Plan ahead

Who needs access to what folders?

Who needs to be able to create new reports?

Fast, Easy, Simple
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Best Practices Creating Reports

Always use chart in underlying report

Validate that it will look the way you expect

Create report templates by Role/Department/LOB

Save As for Users

Develop folder and report naming conventions

Limit Access to folders

Use Role instead of User Name

My and My Team reports

Summary and Matrix Reports for Dashboards


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Best Practices Creating Reports

Create Better Groupings (aka bands, segments) with

custom formula fields

Improve Performance

Hide details. Check the Hide Details box in the Advanced Filters if you only need

summary information.

Exclude unnecessary columns and fields

Avoid Custom Dates

Use Rolling Calendar

Use Equals rather than Contains

Custom Report Types

Add fields via lookup

Remove extra fields

Custom Report Templates

Leverage Premier Support + Admin


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Best Practices Deploying Reports

Create a communication template

Screenshots

Report Links

Emailed Reports

Communicate change with your users

Ask for feedback

Develop reports and dashboards in Administrator folders, save to

public folders when ready

Separate standard report and dashboard report folders

Schedule and Email Reports

Data Quality


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Best Practices Using Reports

Use Personal/Public Tags

Manage from the Application

Pipeline Review Calls, 1X1s

If its not in salesforce, it doesnt

exist Ensure Users delete One Time

Reports

Ensure Users utilize personal folders for

their personal reports (they should not

use Unfiled or Public Folders for these)

Report Folder Security


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Best Practices Maintaining Reports

Develop a maintenance schedule

Create Deleted Reports folder only accessible to Admin

Run reports quarterly to find reports not being actively

utilized

Common Criteria for identifying

Last Run Date = Create Date (usually a one time report)

Last Run Date = Blank (report never run)

Last Run Date prior to last quarter (not required any longer)


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Best Practices Maintaining Reports

When unutilized reports are found

Notify team of reports being deleted in X weeks

Admin moves reports from folders to Deleted Reports for 30 days

After 30 days, admin moves reports to recycle bin

After reports in recycle bin for 30 days, they are purged from system.

Eclipse IDE using the API Mass Delete

Search and Replace


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INFORMATION

TECHNOLOGY FYI

PLANNED MAINTENANCE:

All Reports and Dashboards in Org 62 that have not been run in the past120 days will be deleted.All Org 62 Users: In order to preserve your reports and dashboards fromthis deletion, you must run them no later than Wednesday, May 20, 2009.Any report in a Public Folder that has not been run in the past 120 will bedeleted.Remember, running a report means you have to click on the report name,

not just the edit button next to the report. For Dashboards, you need to clickthe refresh button, not just view the dashboard.Managers: Please forward this notice to any of your contractors that mayneed to preserve reports in Org62.

WHEN:

Deletion will occur in the last week of May, but you must run your reportsand dashboards no later than May 20, 2009 to ensure their preservation.

FURTHER ASSISTANCE:

If you have any questions regarding this deletion process, please log a ticketunder the category Internal Salesforce.com App: Reports


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Best Practices Dashboard Planning Identify users who will have Manage Dashboards

permission

Create folder structure to organize dashboards and

control visibility (security)

Tie Dashboards to Strategic Business Objectives

Adoption

Revenue Generation

Start at the Top!

Socialize plans with user community

Figure out what makes their life easier

Involve the super users

How do they need to view the data?


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Best Practices Creating Dashboards

Leverage the AppExchange

Always use chart in underlying report Report Headings for columns

Title Headings for components

Ensure underlying reports are visible

Organize Dashboard Columns by type of content

Side-by-side dashboard components for comparison views

Fast, Easy, Simple

Do you really need 20 components on every dashboard? Dont forget the End User


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Tip for Easy Cloning


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Best Practices Chart Types

Horizontal Bar/Vertical Column

Geographical data, stage or status

Single grouping

Line

Data over time, ratio data,

comparisons

Ordered set of data

Pie

Geographical data, product share

Proportion of single value vs. total


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Funnel

Ordered picklists, oppty or

lead status or stage

Donut

Show proportion against thetotal

Case/lead queue by status


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Table

Summary or listing of

records

Metric

Single data Value

Grand Total

Gauge

Snapshot data, single

values (i.e. KPIs), Quota or

goal attainment


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Best Practices Deploying Dashboards

Develop reports and dashboards in Administrator folders, save to

public folders when ready

Separate standard report and dashboard report folders

Leverage reports that use My Team filters

Use Scheduling feature to automatically email to users

Create and Test in Sandbox

Package and promote to production

Communicate with your Users


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Best Practices Using Dashboards

Right-click on an individual dashboard graphic to save the image or

email it

Add your dashboard to the home page show top row of

components

Refresh or Schedule

Manage from the application for improved adoption

Use dashboards to help drive data quality

Ask for feedback

Be prepared for change


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Best Practices Maintaining Dashboards

Summer 09 Dashboard Maintenance

New chart types funnel and donut

Show totals

Show percentage

Show values

Audit

Systematic review

Report on Reports and Dashboards

Validate

KPI s

Feedback Loop


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Still need more?

Salesforce.com Consulting Package


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Package Description

Customized Curriculum developed based on customers specificneeds

Guidelines: Two to three reporting scenarios. One to two dashboardscenarios

Select appropriate training level based on customer needs

The curriculum will be delivered onsite during 1 full day of training

Benefits Learn all about Custom Reports and Advanced Reporting

Options

Design Dashboards for Successful Analysis

Dashboard Best Practices Learn how to leverage AppExchange and Mashups to extend

Analytics Capability

Level of Effort / Timeframe 5 Days

Extra days available if advanced approach is requested

Pricin

Learn from our Analytics Experts!

Salesforce.com Consulting PackageAnalytics Training

R Y S t T d d S 50% ff


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Reserve Your Seat Today and Save 50% offLast Years Prices!

Get

For a limited time, buy Dreamforce Passes at anexclusive Pre-Registration rate: Only $599!*

* Offer expires July 10, 2009 and can only be purchased through your AE.

http://www.salesforce.com/dreamforce/DF09/

A years worth of learning in four days.November 17 -20, 2009 Moscone Center, San Francisco


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Additional Resources

Analytics Blog

http://blogs.salesforce.com/analytics/

Force.com AppExchange

http://sites.force.com/appexchange/results?keywords=dashboards

Salesforce Community http://www.salesforce.com/community/

Check out the Dreamforce Presentations on Analytics
http://blogs.salesforce.com/analytics/http://sites.force.com/appexchange/results?keywords=dashboardshttp://www.salesforce.com/community/http://www.salesforce.com/community/http://sites.force.com/appexchange/results?keywords=dashboardshttp://blogs.salesforce.com/analytics/


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Q & A

Thanks!

analytics webinar 06-25-09

Documents