Data Management and Analytics for. SalesForce.com

Transcription

1 Data Management and Analytics for SalesForce.com

2 Contents Introduction Solution Overview Data Management and Analytics Why ZAP for SalesForce.com? ZAP SalesForce.com Analytics Sales Marketing Appendix: Library of Pre-packaged Analytics Appendix: Analytics Gallery

3 Introduction ZAP for SalesForce.com simplifies the process of collecting, organizing and analyzing data from SalesForce.com and combining it with other data sources. Automation, out-of-the-box capabilities and deep SalesForce.com integration reduces the technical effort of managing data and extracting accurate insight. The pre-packaged solution is rapid to deploy and simple to administer and maintain. A lower risk investment with a faster time to value and more predictable TCO, when compared to custom BI projects. Key benefits for your business Fast to implement and start generating reliable insight, with lower cost and risk. Achieve business-wide visibility across multiple systems and data sources. Enjoy peace of mind that data is secure and accurate with strong data governance built-in. Get relevant information via personalized dashboards aligned to SalesForce.com roles on any device. 3

4 Solution Overview ZAP pre-packaged data model and analytics delivers immediate visibility into SalesForce.com. It s easier to achieve business-wide insight, too. Pre-packaged data models for other business applications and automated integration makes it simple to integrate data from any source with SalesForce.com in one central hub. The system produces standardized, highly-governed data models that are secure and accurate. They require less maintenance than manually-built data warehouses, reducing total cost of ownership and risk. Powerful data modeling capabilities are accessed via an intuitive, user-friendly UI. Data can be customized to meet specific reporting demands, without high levels of technical expertise. Pre-set dashboards, reports and calculations span all Sales and Marketing areas. Dynamic visualizations and role-based dashboards are fully responsive to all devices, optimized for touch and easily customized. 4

5 Solution Overview cont. Hybrid BI scalability Align investment to IT strategy with cloud, on-premises or hybrid deployment of any element of the product Flexible architecture scales as users and data requirements grow A data gateway delivers simple, optimized access to on-premises data sources from the cloud or across networks and firewalls Private or public cloud deployments on AWS and/or Azure Automated data integration Automated connection and collection of data from cloud and on-premises data sources Out-of-the-box integration with almost any data source Quick, simple integration of other data sources with SalesForce.com Easy to continue to add data sources to enrich insight 5 Pre-set, flexible data models Pre-packaged SalesForce.com data model with powerful modeling capabilities accessed via a user-friendly interface, with a drag and drop UX Customize data models to meet the most demanding reporting needs An intuitive data modeling UI enables users to prepare data for reporting, reducing IT overhead Data warehouse and semantic layer automation accelerates the reporting process and removes need for technical expertise Built-in data governance Comprehensive system administration and strong data governance tools built-in Enterprise-class security controls to set permissions, regulate access and protect data at any granularity Audit and monitor usage via dashboards to optimize performance and maintenance Manage upgrade lifecycles with tools to ensure consistency of data and business continuity Analytics and visualizations Enable self-service reporting through Enterprise-class analytics, or other data visualization tools Industry best-practice analytics and role-based dashboards are ready to use Easy to adapt, dynamic analytics enable drill-down, data discovery and sharing Responsive, touch friendly user interface adapts to any device, driving user adoption

6 Data management and analytics ZAP for SalesForce.com s pre-packaged data model and industry-specific analytics means it is deployed and live in days. Pre-set SalesForce.com data model Pre-packaged data model for Sales (Opportunities, Orders, Invoices) and Marketing (Campaigns, Leads) Data extraction includes all metadata for captions, keys and relationships Friendly datawarehouse schema for operational reporting Generic Date dimensions Geocoded addresses for map charts Industry best-practice analytics Measure activity, performance and forecasts with pre-set best-practice calculations Out-of-the-box dashboards aligned to SalesForce.com roles Pre-set analytics for all SalesForce.com functions across Sales and Marketing Dynamic, touch optimized UI fully responsive for all devices 6

7 Why ZAP for SalesForce.com? ZAP for SalesForce.com helps customers and partners unlock the value of their data. SalesForce.com customers Out-of-the-box data models and analytics for SalesForce.com allow for the rapid delivery of consistent and reliable information to the business without complexity and cost. An integrated data model that is maintained with every SalesForce.com update Become data-driven without adding expensive technical expertise in-house Avoid the risk and cost of creating and maintaining proprietary data warehouses Connect all valuable internal and external data sources to SalesForce.com Maintain data consistency in the event of changing supporting business partner Value Added Resellers (VAR) VARs that integrate ZAP for SalesForce.com can differentiate their offering and add value to customer relationships. Take a share of the growing data market that is a high investment area for customers Increase customer engagement through greater data insight Differentiate with IP and industry solutions built on a consistent data model Independent Software Vendors(ISV) SalesForce.com ISVs can increase the value of their proposition. ZAP for SalesForce.com facilitates the development, IP protection, hosting and monetization of partner data models and analytics. As well as providing the ability to add any other data source to enrich them. Developer and ISV solutions link directly to the data model Integrated and extendable analytics built for SalesForce.com Build and license analytical outcomes for specific industry verticals Add value to a solution and make it more attractive for business partners to re-sell 7

8 ZAP Analytics for SalesForce.com In the pages ahead, we ll show you how ZAP s pre-packaged analytics can help drive organizational alignment, reduce your BI project risk and greatly accelerate user adoption. SALES MARKETING 8

9 Sales Benefits for Sales teams Our goal is to provide a set of dashboards, reports and metrics that offer a BI platform for measuring your sales performance and profitability. Metrics that create alignment across and within your sales teams. Easily accessible through your PC, tablet and smartphone, a critical feature for your mobile sales force. Very specific and granular views allow you to drill down from summary level to transactions. Actionable insights on where and how your sales teams can improve business results. A foundational component of our enterprise-wide analytics framework for your enterprise. Metric Highlights Over 100 pre-built sales analytics (dashboards, reports, calculations). Sales analytics that measure your sales pipeline, sales closure performance, sales people and your customer delivery performance. In-built business rules that can be easily modified to suit your specific requirements. Transparent meta-data (where the data came from and what business rules have been applied) to support one source of truth across your business. 4 role based dashboards 40 pre-built charts and reports 40+ calculations and KPIs Click dashboards for a closer look 9

10 Marketing Benefits for Marketing Marketers are being challenged by their executive teams to be more data-driven in their processes and decisions. To meet this mandate, marketers need to measure everything and demonstrate the impact marketing initiatives have on generating qualified sales leads and revenue. ZAP gives you access to dashboards and reports so you can efficiently assess your marketing campaigns, lead to opportunity conversion and overall sales funnel, and make effective changes that impact marketing ROI. Metrics that create alignment across all of your campaigns, lead conversion, opportunity management and overall marketing ROI. Immediate visibility into performance and pipelines. Monitor B2B campaigns and audience that drive revenue. Gain visibility across your campaigns, leads and revenue. Metric Highlights Over 100 pre-built marketing analytics (dashboards, reports, calculations) In-built business rules that can be easily modified to suit your specific requirements 2 role based dashboards 29 pre-built charts and reports 52 calculations and KPIs Click dashboards for a closer look 10

11 Questions? Want to learn more? Contact a ZAP solution expert today.

12 Appendix: Library of Pre-packaged Analytics 12

13 Sales Resource List OPPORTUNITIES Analysis and charts Conversion Rate Analysis Opportunity Accuracy Analysis by Owner Opportunity Accuracy vs Win % (size by Count) by Industry Top 10 Opportunities Top 10 Opportunities Analysis Current Pipeline State by rating Opportunity by Pipeline Stage Opportunity Created across Month by Pipeline Stage Chart Opportunity Pipeline Aging Opportunity by Product Opportunity by Product Type Actual to Estimated Amnt Progress No of Opportunities per Status Chart Opportunities Won vs Lost by Owner Next Opportunities to close Open Opportunities Est. Revenue by Rating Opportunities by Industry treetop Opportunities status by Owner Opportunity Accounts Analysis Opportunity DrillThrough Opportunity Set. or Actual by Fiscal Year Quarters Opportunity Summary Analysis Recently Closed Opportunities Stuck Opportunities KPIs Added Customers Closed Opportunities Conversion Rate to Customer Conversion Rate to Opportunity Days Open Closed Opportunities Due in (days) Estimated vs Weighted Amnt % Lead to Customer conversion rate Lost opportunities Lost opportunities Amnt Open Opportunities Open Opportunities Amnt Opportunities Close phase Opportunities Id Decision markers phase Opportunities Needs Analysis phase Opportunities Negotiation/Review phase Opportunities Perception analysis phase Opportunities Proposal/Price quote phase Opportunities Prospecting phase Opportunities Qualification phase Opportunities Value proposition phase Opportunities with an originating lead Opportunity % with originating lead Opportunity Amnt (with an originating lead) Opportunities Avg Days Open Opportunity Avg Days to Win Opportunity Est. Amount Opportunity Est. Amount (Previous period) Opportunity Estimation Accuracy % Opportunity Next QTD vs QTD Amount % Opportunity Win Performance % Probability Stuck Opportunities Stuck Opportunities Amnt Weighted Amnt Variance Won Opportunities Won opportunities Amnt ORDERS & INVOICES Analysis and charts Invoice Monthly Analysis per Territory Invoice Performance by Product No of Orders per Status Chart Orders Analysis by Account Type & Status Orders Analysis by Product Type Orders treetop by Product Top 15 Customers Completed Activities in period Opportunity Statistics Top 10 Salesperson KPIs Active Orders Avg Revenue per Invoice Closed Orders Days Open Closed Orders Order Avg Days Open Order Avg Days to Close Dashboard Sales Manager dashboard Sales Representative dashboard VP Sales dashboard Marketing Resource List LEADS Analysis and charts Lead Analysis by Source & Rating Lead Conversion Ratio Analysis by Owner Leads by Industry treemap Leads Created across months (Current Status) No of Leads per Status Open Leads by Owner Chart Top 10 Owners Lead Conversion Chart Top 10 qualified Leads by rating Dashboard Marketing Manager dashboard KPIs Disqualified Leads Lead Conv. Rate to Opportunity Lead Conversion % Lead to Customer conversion rate Lead to Opportunity Avg Days Open Open Leads Opp. to Customer Conversion. Rate Qualified Leads Total Qualified Lead Estimated Value Working Contacted Scorecard Leads Scorecard CAMPAIGNS Analysis and charts Campaign Analysis by Type / Channel Campaign Conversion Rate Analysis Campaign Conversion Rate Analysis Top 10 Campaigns Campaign member donut Campaign member drill through Campaign responses by Channel Campaign ROI All campaigns Campaign ROI Top 10 campaigns Campaign ROMI by Type Dashboard Campaign Dashboard KPIs Avg Revenue / campaign days open Campaign Activity Cost % of Budget Campaign Activity Cost / Lead Campaign Activity Cost Variance Campaign Activity Cost Variance % Campaign Cost % of Budget Campaign Cost Variance Campaign Cost Variance % Campaign Estimated ROMI % Campaign Estimated Weighted ROMI % Campaign ROMI Campaign ROMI % 13

14 Appendix: Gallery of Analytics 14

15 Vice President of Sales A vice president can effectively monitor his or her sales divisions across all operations in a single view with this dashboard. Multinational companies/organizations can quickly get a consolidated view in their currency of choice with ZAP s currency conversion and support for reporting currencies. The SalesForce.com analytics allow the VP to analyze trends and make informed decisions on strategies knowing the information is accurate and up to date. Click dashboards for a closer look 15

16 Sales Manager Having the right information in a timely manner is key to managing your sales force. With the cell slicing you can see with a single click what your top customer is buying, sale volume over time and many other scenarios. Click dashboards for a closer look 16

17 Sales Representative The Sales Representative dashboard gives your sales personnel the ability to track their progress accurately. This dashboard allows the salesperson to identify key opportunities and see if demand generation has been effective in increasing sales. This dashboard also gives the user important insights into the overall revenue stream and allows them to focus on the key areas. Click dashboards for a closer look 17

18 Chief Marketing Officer Having a global overview of the business is critical to a Chief Marketing Officer. Measuring and monitoring campaign effectiveness, and campaign ROI, ensures marketing campaigns are effective and under tight cost control. This allows a business to make the best possible decisions to invest in those channels and industries that generate the most leads and returns. Click dashboards for a closer look 18

19 Marketing Manager A Marketing Manager can track a specific campaign, from lead generation through to revenue won. Follow leads that get converted into opportunities and eventually into revenue. At a more detailed level, campaign duration, percentage of qualified leads, campaign activities and responses can be analyzed. Now you can identify gaps within and campaign and improve upon them. Click dashboards for a closer look 19