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Slide 1: The  of Sales Analytics  What Wher Why When    Copyright © 2008 LucidEra – All rights reserved
Slide 2: Historically This is Where BI Has Failed Historically this is where BI has run into challenges… Business? Different Departments… IT? Different Languages… Copyright © 2008 LucidEra – All rights reserved
Slide 3: The Traditional Business Intelligence Approach On-Premise Pre-deployment IT planning/design costs Upfront, perpetual license fee Additional hardware/database investments Additional SI/consulting costs Extensive customization required Limited availability beyond firewall Batch processing, standardized reporting Limited adoption, unable to measure Copyright © 2008 LucidEra – All rights reserved
Slide 4: The SaaS Approach LucidEra really simplifies “the overhead required of IT when rolling out a BI solution. LucidEra AppExchange customer review SaaS Business planning & analysis focus Pay-as-you-go subscription fee No additional servers, database, etc. Embedded APIs, web services User-friendly configurations available Secure, web access anywhere, anytime Real-time & batch, user-config’d reporting High adoption, easily measured ” Copyright © 2008 LucidEra – All rights reserved
Slide 5: So Who is Sales Analytics For? less about “ Business intelligence iscreativity, technology than about culture, and whether people view information as a critical asset. ” Copyright © 2008 LucidEra – All rights reserved
Slide 6: For most companies data is scattered… Pipeline Service Contracts Backlogs Quota Billings Service Requests D&B Prospects Leads Expenses Campaigns Product Configurations Forecast Bookings Telesales Calls Copyright © 2008 LucidEra – All rights reserved
Slide 7: For most companies data is scattered… Pipeline Service Contracts Backlogs Quota Billings Service Requests D&B Prospects Leads Expenses Campaigns Product Configurations Forecast Bookings Telesales Calls SFA Copyright © 2008 LucidEra – All rights reserved
Slide 8: For most companies data is scattered… Pipeline Service Contracts Backlogs Quota Billings Service Requests D&B Prospects Leads Expenses Campaigns Product Configurations Forecast Bookings ERP Telesales Calls SFA Copyright © 2008 LucidEra – All rights reserved
Slide 9: For most companies data is scattered… Pipeline Service Contracts Backlogs Quota Billings Service Requests D&B Prospects Leads Expenses Campaigns Product Configurations Forecast Bookings ERP Support Telesales Calls SFA Copyright © 2008 LucidEra – All rights reserved
Slide 10: For most companies data is scattered… Pipeline Service Contracts Backlogs Quota Billings Service Requests D&B Prospects Leads Expenses Campaigns Product Configurations Forecast Bookings ERP Support Marketing Telesales Calls SFA Copyright © 2008 LucidEra – All rights reserved
Slide 11: For most companies data is scattered… Pipeline Service Contracts Backlogs Quota Billings Service Requests D&B Prospects Leads Expenses Campaigns Product Configurations Forecast Bookings ERP Support Marketing Excel Telesales Calls SFA Copyright © 2008 LucidEra – All rights reserved
Slide 12: For most companies data is scattered… Pipeline Service Contracts Backlogs Quota Billings Service Requests D&B Prospects Leads Expenses Campaigns Product Configurations Forecast Bookings ERP Support Marketing Excel Telesales Calls SFA D&B Copyright © 2008 LucidEra – All rights reserved
Slide 13: The Answer: Focused Analytic Applications Pipeline Velocity Sales Performance Lead Conversion Order Management SFA ERP Support Marketing Excel D&B Copyright © 2007 LucidEra – All rights reserved
Slide 14: Copyright © 2008 LucidEra – All rights reserved
Slide 15: 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 Conversion rates (Lead  Opportunity, etc.) Sales cycle times (Avg days to close by rep, industry, etc.) # and % of opportunities that shrunk or grew % of opportunities that moved to next stage New versus repeat customers Win rates by competitor Pipeline Size and Shape • •  Pipeline Velocity • •  Customer and Competitor Analysis • • Copyright © 2008 LucidEra – All rights reserved
Slide 16: Historically This is Where BI Has Failed “ An analytical competitor is an organization that uses analytics extensively and systematically to outthink and out-execute the competition. ” Copyright © 2008 LucidEra – All rights reserved
Slide 17: Managers exceed expectations with metrics… Close deals in timeframe forecast Sell value/avoid discounting Effectively cross-sell/up-sell Accurate bid/config/proposal Align solution w/ customer's prob(s) Differentiate vs. competition Effectively/consistently present FAB Undstd cust's buying process 0 5 10 15 20 25 30 35 40 45 50 Managers Have Metrics Managers Do Not Have Metrics projects we've benchmarked “ In the systems give sales managers over the past few years, we often find that CRM numbers -- but what they want is insight. ” Copyright © 2008 LucidEra – All rights reserved
Slide 18: And sales rep turnover is lower! 20 18 16 14 12 10 8 6 4 2 0 Voluntary Needs Meets Involuntary Exceeds Copyright © 2008 LucidEra – All rights reserved
Slide 19: Historically This is Where? BI Has Failed 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   Copyright © 2008 LucidEra – All rights reserved
Slide 20: Historically This is Where BI Has Failed 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. Copyright © 2008 LucidEra – All rights reserved ” Denis Pombriant, Beagle Research
Slide 21: LucidEra Luminaries Copyright © 2007 LucidEra – All rights reserved