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THE RESOURCE FOR CORPORATE FINANCE, ACCOUNTING & TREASURY PROFESSIONALS
Wayne SpivakSBA * Consulting LTD
What can the CFO do to drive growth?
© 2012 Proformative. Proprietary and confidential
• Using Analytics
• Analyze Data
• Prioritize investments
• Democratization of data
© 2012 Proformative. Proprietary and confidential
Using Analytics
• Improving and maintaining customer retention is one of the biggest levers to drive revenue growth.
• Investments in customer retention efforts has resulted in significant improvements in retention rate, which translates into revenue growth.
© 2012 Proformative. Proprietary and confidential
Analyze data
• Identify the leading indicators for upsell (what causes existing customers purchase additional like items).
• Lead the sales organization to capitalize on these opportunities to drive higher sales.
© 2012 Proformative. Proprietary and confidential
Prioritize investments
• In Sales, Professional Services, and Customer Retention efforts to drive top line growth.
• Balance with additional investments in the Product Development organization to facilitate development and enhancement of features.
• Static companies don’t survive!
© 2012 Proformative. Proprietary and confidential
Democratization of data
• “Democratization of data” – work with all organizations throughout the Company so they have access to the right data.
• Empower employees to do their own data analysis so they are not dependent on Finance.
• If Sales Reps have access the right data, they may be able to identify upsell opportunities.
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