how to improve insight into customers, products, and … · donatos pizza – the creator of...

WebFOCUS iWay Software Omni

How to Improve Insight Into Customers, Products, and Deals With Intelligence, Integrity, and Integration

Sales Solutions Brief

Solutions Brief: Improve Sales Performance and Success2Information Builders

What Our Customers Say

“By selecting WebFOCUS, we have an operational business intelligence solution that will drive information into the hands of users and therefore help shape and drive the business forward.”

David Hale Head of Business Systems Arcadia Group

“It doesn’t matter how we exchange information. iWay can translate it and populate the correct modules within our ERP system to process and fulfill orders, handle billing, and automate all aspects of our B2B transactions. iWay simplifies our business so we can focus on value and quality and things that customers really care about.”

Deb Ward Chief Information Officer Acusport

“iWay has enabled us to rapidly build interfaces that are economical to run and easy to maintain. This is particularly crucial as we are seeing an explosion in the number of transactions we process.”

Matt Pryce Director of IT Winston Brands

“WebFOCUS is increasing the effectiveness of our sales promotions and improving customer relationships. If a regional manager sees that a store is not properly stocked, he can find the source of the problem and correct it quickly.”

J. Ed Smith Chief Information Director Utz Quality Foods


Today’s sales professionals face unique challenges. Increasingly complex sales cycles, a growing network of sales partners, and customer demands that become more sophisticated each day are having a tremendous impact on the ability to close deals and generate revenues. Furthermore, organizations are finding it more difficult to track, manage, and optimize sales activities across their multi-channel operations with the emergence of new sales venues, such as brick and mortar, online, kiosk, mobile, and more.

The key to sales success is to tap into the vital insight about customers, products, competitors, and deals in progress that exists in enterprise sources. But this can only be achieved by tying together the diverse systems that house sales information, ensuring the quality of the data contained within and enhancing the way stakeholders access and analyze it.

With business intelligence (BI), integration and data integrity solutions from Information Builders, sales managers and their teams will have the tools they need to drive higher levels of revenue by:

■■ Enhancing and accelerating sales cycles

■■ Identifying and leveraging opportunities for new business, or to up-sell and cross-sell to existing clients

■■ Ensuring the integrity of prospect and customer records to increase the effectiveness of profiling, targeting, and segmentation efforts

■■ Improving the accuracy of sales forecasts and anticipating customer behavior and buying patterns

■■ Closely tracking sales performance over time, or by region, product, or sales representative

Information Builders in Sales


Business Intelligence for Sales

The WebFOCUS BI and analytics platform provides sales organizations of all types and sizes with a vast array of powerful capabilities designed to enhance all facets of their operations. Ease of use, combined with broad features and functionality, make WebFOCUS the ideal reporting and analysis solution for today’s sales professionals.

■■ Innovative analytics, including data visualization and enterprise search, help managers uncover important patterns and trends in pre- and post-sales activities

■■ A robust performance management framework allows senior management to monitor sales, revenues, forecasts, quotas, and other key metrics across multiple divisions and lines of business – in real time

■■ Self-service and mobile BI capabilities give on-the-go sales professionals access to critical customer and company data, at any time and from any location

■■ Cutting-edge predictive analytics enable sales management to more accurately forecast and plan for anticipated demand

■■ Location analytics make spatially oriented sales data easier to understand and interpret by presenting it in the context of a physical location

■■ Social media analytics makes it easy to analyze customer sentiment from text-based formats such as e-mails, blogs, and posts on social media sites such as Facebook, Twitter, and LinkedIn

■■ InfoApps™ are highly interactive, purpose-built BI apps that enable business users to rapidly answer important questions or address critical issues


Customer Success With Intelligence

ABC Financial – The top provider of club management solutions has more than 1,500 health and fitness clubs across the U.S. using its services. WebFOCUS has enabled the company’s clients to monitor key sales and marketing performance metrics. Club owners can analyze such critical indicators as enrollment trends, campaign results, and member churn rates to determine which classes and services have the least and greatest impact on the bottom line.

Arcadia Group – This leading UK-based clothing retailer turned to WebFOCUS when it wanted to expand its reporting environment to make consistent and complete company information available to a large number of buyers and merchandising professionals. The new system provides in-depth analysis of finance, marketing, merchandising, and purchasing data to more than 5,000 employees at the company headquarters and branch store locations.

Bosch Thermotechnik – Based in Germany, Bosch provides boilers, water heaters, solar-powered systems, and other home heating products. To minimize the impact of data-access and analysis activities on SAP R/3 and other production systems, the company implemented WebFOCUS. By automating the processing and retrieval of real-time sales and distribution data, Bosch has improved flexibility, agility, and growth.

Donatos Pizza – The creator of America’s original Loaded Edge-to-Edge pizza leverages WebFOCUS to manage sales throughout the company and across all individual stores. Restaurant managers have real-time, self-service access to performance information, such as customer frequency, order trends, and coupon usage. This valuable and timely insight – which can be rapidly and conveniently retrieved via the web at any time – empowers them to uncover and capitalize on sales opportunities as they arise.

Mike-Sell’s Potato Chips – With 100 years of business experience, the oldest potato chip manufacturer and distributor in the U.S. wanted a new way for its employees at various levels of the organization to pull timely, relevant sales reports. By standardizing on WebFOCUS, the company can access valuable data in its system that it previously could not – all while placing as little demand on the IT department as possible. By developing a sales dashboard and drill-down reports, WebFOCUS helped the company identify and act upon money-saving and money-generating opportunities.

Walsworth Publishing – This publisher of yearbooks and other materials enhances its sales process by giving customers the ability to electronically monitor the status of printing jobs, page submissions, proofs, and deadlines (which determine pricing). Students can also track page submissions, see a list of items that need attention, and review color-coded proofs. Using WebFOCUS, Walsworth Publishing has increased client satisfaction, improved collaboration and customer loyalty, eased access to key metrics, and enhanced efficiency.

World Wide Technology – The efficiency of core business activities was hindered due to detrimental limitations in the company’s previous BI toolset. A major overhaul of the reporting infrastructure was needed to stay competitive. WebFOCUS was used to create a point-of-sale system for sales, marketing, business development, and vendor relationship teams. This dashboard helps sales reps, financial officers, and other personnel answer questions about specific orders, customers, and markets.


Integration and Data Integrity for Sales

iWay solutions seamlessly bring together the applications and databases that house the important information needed to support revenue generation, customer acquisition, and client loyalty and retention efforts. With robust integration and data integrity solutions, iWay can help improve communication, coordination, and information sharing while enhancing data quality to ensure rapid and efficient execution of an organization’s most important sales operations.

■■ A broad-reaching integration infrastructure can access more than 350 customer relationship management (CRM) applications, contact management systems, and other enterprise sources. iWay also supports seamless integration with Salesforce.com and other popular SaaS-based solutions

■■ Robust B2B solutions streamline sales activities and automate order entry, fulfillment, and other critical processes

■■ Data quality management optimizes the integrity of sales-related information across all systems by proactively preventing bad data from entering the environment

■■ Master data management delivers a single 360-degree view of employees, customers, products, partners, and other key entities that can be created and shared among all data sources


Customer Success With Integration and Data Integrity

AcuSport – This top distributor of outdoor and shooting sport products needed to integrate its own order entry processes with disparate order formats over disparate channels to effectively meet customer requirements. A business-to-business (B2B) iWay software solution replaced an expensive, error-prone electronic data interchange (EDI) system that required substantial hand coding. iWay seamlessly integrated the company’s product information management (PIM) system with other legacy applications, eliminating manual scripting, and minimizing B2B costs.

Eastern Mountain Sports – This organization wanted to deploy an enterprise information management (EIM) system to help improve visibility into merchandising operations, boost sales, enhance resource allocation, and propagate best practices across the business. Using iWay software, the organization created a comprehensive data mart with information from point of sale and legacy applications. That data, along with data from operational systems, is pulled into a central merchandising dashboard to create a unified, high-level view of sales, inventory, margin levels, and other key performance indicators.

Winston Brands – As a major gift catalog company experiencing explosive growth, Winston Brands wanted to automate business processes across its infrastructure. iWay software has empowered developers to link its order entry system to its warehouse management system, automating the flow of sales, marketing, and inventory data, as well as invoices, order fulfillments, purchase orders, and other transactions and messages. With the help of iWay, a business process automation (BPA) solution now gives Winston a significant competitive advantage.


IntelligenceThe WebFOCUS BI and analytics platform delivers rich, consumable, interactive information to the widest range of users.

IntegrityThe iWay Data Quality Suite and Master Data Management Suite enable profiling, analysis, merging, managing, and cleansing of data from any source – structured or unstructured. Omni applications enable a single, complete strategic and operational view of key business services.

IntegrationThe iWay Integration Suite is the most flexible and agile integration foundation available, providing interoperability between disparate systems and data for faster time to market on IT and business initiatives.

Information Builders helps

organizations transform

data into business value.

Our solutions for business

intelligence (BI) and

analytics, integration,

and data integrity enable

smarter decision-making,

strengthen customer

relationships, and drive

growth. WebFOCUS, iWay,

and Omni products work

together to seamlessly cover

all your information needs.

Solutions Brief: Improve Sales Performance and Success9

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Information Builders

Intelligence, integrity, and

integration solutions help

our customers seamlessly

navigate the full spectrum

of information management

for sharper insights and fact-

based decision-making.

To learn more about how intelligence, integrity, and integration can help

organizations to accelerate sales cycles, identify new opportunities, up-sell and

cross-sell, ensure the integrity of prospect and customer records, improve the

accuracy of sales forecasts, track sales performance, and more, visit our online

Sales Resource Center at informationbuilders.com/solutions/sales.

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how to improve insight into customers, products, and … · donatos pizza – the creator of...

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