The W5 of Sales Analytics

Copyright © 2008 LucidEra – All rights reserved

The of Sales Analytics

What

Wher

Why

When

Historically This is Where BI Has Failed


Business?Different Departments…

IT?Different Languages…

Historically this is where BI has run into challenges…

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


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


LucidEra really simplifies the overhead required of IT

when rolling out a BI solution.

“

”LucidEra AppExchange

customer review

So Who is Sales Analytics For?


Business intelligence is less about technology than about creativity, culture, and whether people view information as a critical asset.

“

”


ServiceRequests

TelesalesCalls

Billings

Bookings

Backlogs

Pipeline

CampaignsService

Contracts

D&B Prospects

Quota

Forecast

ExpensesProduct

Configurations

For most companies data is scattered…

Leads


ServiceRequests

TelesalesCalls

Billings

Bookings

Backlogs

Pipeline

Service Contracts

D&B Prospects

Quota

Forecast

ExpensesProduct

Configurations

SFA


CampaignsLeads


ServiceRequests

TelesalesCalls

Bookings

Pipeline

Service Contracts

D&B Prospects

Quota

Forecast

ExpensesProduct

Configurations

ERPSFA


CampaignsLeads

Billings

Backlogs


TelesalesCalls

Bookings

Pipeline D&B Prospects

Quota

Forecast

ExpensesProduct

Configurations

ERPSFA


Support

Service Contracts

ServiceRequests

CampaignsLeads

Billings

Backlogs


TelesalesCalls

Bookings


Quota

Forecast

ExpensesProduct

Configurations

ERPSFA


Support

Service Contracts

ServiceRequests

CampaignsLeads

Marketing

Billings

ExpensesBacklogs


TelesalesCalls

Bookings


Quota

Forecast

Product Configurations

ERPSFA


Support

Service Contracts

ServiceRequests

CampaignsLeads

Marketing Excel

Billings

ExpensesBacklogs


TelesalesCalls

Bookings

Pipeline

Quota

Forecast

Product Configurations

ERPSFA


Support

Service Contracts

ServiceRequests

CampaignsLeads

Marketing Excel

Billings

Expenses

D&B Prospects

D&B

Backlogs


The Answer: Focused Analytic Applications

Pipeline Velocity

ERP Support Marketing Excel D&BSFA

Sales Performance

Lead ConversionOrder Management


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


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



An analytical competitor is an organization that

uses analytics extensively and systematically to out-think and out-

execute the competition.

“

”


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.”

“


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101214161820

Voluntary Involuntary

Needs Meets Exceeds

And sales rep turnover is lower!

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



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

”“

LucidEra Luminaries
