the w5 of sales analytics
Post on 21-Oct-2014
5.087 views
DESCRIPTION
Who, Where, What, Why, When of Sales Analytics.TRANSCRIPT
![Page 1: The W5 of Sales Analytics](https://reader033.vdocuments.us/reader033/viewer/2022061106/5446dc0eb1af9fe33a8b46dc/html5/thumbnails/1.jpg)
Copyright © 2008 LucidEra – All rights reserved
The of Sales Analytics
What
Wher
Why
When
![Page 2: The W5 of Sales Analytics](https://reader033.vdocuments.us/reader033/viewer/2022061106/5446dc0eb1af9fe33a8b46dc/html5/thumbnails/2.jpg)
Historically This is Where BI Has Failed
Copyright © 2008 LucidEra – All rights reserved
Business?Different Departments…
IT?Different Languages…
Historically this is where BI has run into challenges…
![Page 3: The W5 of Sales Analytics](https://reader033.vdocuments.us/reader033/viewer/2022061106/5446dc0eb1af9fe33a8b46dc/html5/thumbnails/3.jpg)
The Traditional Business Intelligence Approach
On-PremiseOn-Premise
Pre-deployment IT planning/design costsPre-deployment IT planning/design costs
Upfront, perpetual license feeUpfront, perpetual license fee
Additional hardware/database investmentsAdditional hardware/database investments
Additional SI/consulting costsAdditional SI/consulting costs
Extensive customization requiredExtensive customization required
Limited availability beyond firewallLimited availability beyond firewall
Batch processing, standardized reportingBatch processing, standardized reporting
Limited adoption, unable to measureLimited adoption, unable to measure
Copyright © 2008 LucidEra – All rights reserved
![Page 4: The W5 of Sales Analytics](https://reader033.vdocuments.us/reader033/viewer/2022061106/5446dc0eb1af9fe33a8b46dc/html5/thumbnails/4.jpg)
SaaSSaaS
Business planning & analysis focus Business planning & analysis focus
Pay-as-you-go subscription feePay-as-you-go subscription fee
No additional servers, database, etc.No additional servers, database, etc.
Embedded APIs, web servicesEmbedded APIs, web services
User-friendly configurations availableUser-friendly configurations available
Secure, web access anywhere, anytimeSecure, web access anywhere, anytime
Real-time & batch, user-config’d reportingReal-time & batch, user-config’d reporting
High adoption, easily measuredHigh adoption, easily measured
The SaaS Approach
Copyright © 2008 LucidEra – All rights reserved
LucidEra really simplifies the overhead required of IT
when rolling out a BI solution.
“
”LucidEra AppExchange
customer review
![Page 5: The W5 of Sales Analytics](https://reader033.vdocuments.us/reader033/viewer/2022061106/5446dc0eb1af9fe33a8b46dc/html5/thumbnails/5.jpg)
So Who is Sales Analytics For?
Copyright © 2008 LucidEra – All rights reserved
Business intelligence is less about technology than about creativity, culture, and whether people view information as a critical asset.
“
”
![Page 6: The W5 of Sales Analytics](https://reader033.vdocuments.us/reader033/viewer/2022061106/5446dc0eb1af9fe33a8b46dc/html5/thumbnails/6.jpg)
Copyright © 2008 LucidEra – All rights reserved
ServiceRequests
TelesalesCalls
Billings
Bookings
Backlogs
Pipeline
CampaignsService
Contracts
D&B Prospects
Quota
Forecast
ExpensesProduct
Configurations
For most companies data is scattered…
Leads
![Page 7: The W5 of Sales Analytics](https://reader033.vdocuments.us/reader033/viewer/2022061106/5446dc0eb1af9fe33a8b46dc/html5/thumbnails/7.jpg)
Copyright © 2008 LucidEra – All rights reserved
ServiceRequests
TelesalesCalls
Billings
Bookings
Backlogs
Pipeline
Service Contracts
D&B Prospects
Quota
Forecast
ExpensesProduct
Configurations
SFA
For most companies data is scattered…
CampaignsLeads
![Page 8: The W5 of Sales Analytics](https://reader033.vdocuments.us/reader033/viewer/2022061106/5446dc0eb1af9fe33a8b46dc/html5/thumbnails/8.jpg)
Copyright © 2008 LucidEra – All rights reserved
ServiceRequests
TelesalesCalls
Bookings
Pipeline
Service Contracts
D&B Prospects
Quota
Forecast
ExpensesProduct
Configurations
ERPSFA
For most companies data is scattered…
CampaignsLeads
Billings
Backlogs
![Page 9: The W5 of Sales Analytics](https://reader033.vdocuments.us/reader033/viewer/2022061106/5446dc0eb1af9fe33a8b46dc/html5/thumbnails/9.jpg)
Copyright © 2008 LucidEra – All rights reserved
TelesalesCalls
Bookings
Pipeline D&B Prospects
Quota
Forecast
ExpensesProduct
Configurations
ERPSFA
For most companies data is scattered…
Support
Service Contracts
ServiceRequests
CampaignsLeads
Billings
Backlogs
![Page 10: The W5 of Sales Analytics](https://reader033.vdocuments.us/reader033/viewer/2022061106/5446dc0eb1af9fe33a8b46dc/html5/thumbnails/10.jpg)
Copyright © 2008 LucidEra – All rights reserved
TelesalesCalls
Bookings
Pipeline D&B Prospects
Quota
Forecast
ExpensesProduct
Configurations
ERPSFA
For most companies data is scattered…
Support
Service Contracts
ServiceRequests
CampaignsLeads
Marketing
Billings
ExpensesBacklogs
![Page 11: The W5 of Sales Analytics](https://reader033.vdocuments.us/reader033/viewer/2022061106/5446dc0eb1af9fe33a8b46dc/html5/thumbnails/11.jpg)
Copyright © 2008 LucidEra – All rights reserved
TelesalesCalls
Bookings
Pipeline D&B Prospects
Quota
Forecast
Product Configurations
ERPSFA
For most companies data is scattered…
Support
Service Contracts
ServiceRequests
CampaignsLeads
Marketing Excel
Billings
ExpensesBacklogs
![Page 12: The W5 of Sales Analytics](https://reader033.vdocuments.us/reader033/viewer/2022061106/5446dc0eb1af9fe33a8b46dc/html5/thumbnails/12.jpg)
Copyright © 2008 LucidEra – All rights reserved
TelesalesCalls
Bookings
Pipeline
Quota
Forecast
Product Configurations
ERPSFA
For most companies data is scattered…
Support
Service Contracts
ServiceRequests
CampaignsLeads
Marketing Excel
Billings
Expenses
D&B Prospects
D&B
Backlogs
![Page 13: The W5 of Sales Analytics](https://reader033.vdocuments.us/reader033/viewer/2022061106/5446dc0eb1af9fe33a8b46dc/html5/thumbnails/13.jpg)
Copyright © 2007 LucidEra – All rights reserved
The Answer: Focused Analytic Applications
Pipeline Velocity
ERP Support Marketing Excel D&BSFA
Sales Performance
Lead ConversionOrder Management
![Page 14: The W5 of Sales Analytics](https://reader033.vdocuments.us/reader033/viewer/2022061106/5446dc0eb1af9fe33a8b46dc/html5/thumbnails/14.jpg)
Copyright © 2008 LucidEra – All rights reserved
![Page 15: The W5 of Sales Analytics](https://reader033.vdocuments.us/reader033/viewer/2022061106/5446dc0eb1af9fe33a8b46dc/html5/thumbnails/15.jpg)
Sales Pipeline Metrics to Consider
New Pipeline• % of pipeline that is new for this period
• % of new pipeline that has closed within the same quarter historically
Copyright © 2008 LucidEra – All rights reserved
Pipeline Size and Shape• Conversion rates (Lead Opportunity, etc.)
• Sales cycle times (Avg days to close by rep, industry, etc.)
Pipeline Velocity• # and % of opportunities that shrunk or grew
• % of opportunities that moved to next stage Customer and Competitor Analysis
• New versus repeat customers
• Win rates by competitor
![Page 16: The W5 of Sales Analytics](https://reader033.vdocuments.us/reader033/viewer/2022061106/5446dc0eb1af9fe33a8b46dc/html5/thumbnails/16.jpg)
Historically This is Where BI Has Failed
Copyright © 2008 LucidEra – All rights reserved
An analytical competitor is an organization that
uses analytics extensively and systematically to out-think and out-
execute the competition.
“
”
![Page 17: The W5 of Sales Analytics](https://reader033.vdocuments.us/reader033/viewer/2022061106/5446dc0eb1af9fe33a8b46dc/html5/thumbnails/17.jpg)
Copyright © 2008 LucidEra – All rights reserved
0 5 10 15 20 25 30 35 40 45 50
Undstd cust's buying process
Effectively/consistently present FAB
Differentiate vs. competition
Align solution w/ customer's prob(s)
Accurate bid/config/proposal
Effectively cross-sell/up-sell
Sell value/avoid discounting
Close deals in timeframe forecast
Managers Have Metrics Managers Do Not Have Metrics
Managers exceed expectations with metrics…
In the projects we've benchmarked over the past few years, we often find that CRM systems give sales managers numbers -- but what they want is insight.”
“
![Page 18: The W5 of Sales Analytics](https://reader033.vdocuments.us/reader033/viewer/2022061106/5446dc0eb1af9fe33a8b46dc/html5/thumbnails/18.jpg)
Copyright © 2008 LucidEra – All rights reserved
02468
101214161820
Voluntary Involuntary
Needs Meets Exceeds
And sales rep turnover is lower!
![Page 19: The W5 of Sales Analytics](https://reader033.vdocuments.us/reader033/viewer/2022061106/5446dc0eb1af9fe33a8b46dc/html5/thumbnails/19.jpg)
Historically This is Where? BI Has Failed
Copyright © 2008 LucidEra – All rights reserved
Put off sales analytics if you can live with…
Not knowing if your pipeline is based on fact, fiction, or fantasy
Wondering if your sales reps are chasing business don’t want
Making important investment decisions based on gut-feel and anecdotes, instead of data
![Page 20: The W5 of Sales Analytics](https://reader033.vdocuments.us/reader033/viewer/2022061106/5446dc0eb1af9fe33a8b46dc/html5/thumbnails/20.jpg)
Historically This is Where BI Has Failed
Copyright © 2008 LucidEra – All rights reserved
Or get started with a Pipeline Healthcheck today!
LucidEra has taken the complexity out of analytics so that more people and companies can take advantage of analytical insights.
Denis Pombriant, Beagle Research
”“
![Page 21: The W5 of Sales Analytics](https://reader033.vdocuments.us/reader033/viewer/2022061106/5446dc0eb1af9fe33a8b46dc/html5/thumbnails/21.jpg)
LucidEra Luminaries
Copyright © 2007 LucidEra – All rights reserved