Business analytics for Salesforce.com. 6 good reasons to. extend your CRM. Business Analytics CRM

Transcription

1 Business analytics for Salesforce.com 6 good reasons to extend your CRM Business Analytics 360 CRM

2 Management Summary Salesforce.com offers vast functions to support operational CPM processes. Yet the renowned cloud platform also has its weaknesses especially with regard to rich analytics and long-term sales planning. That s why more and more companies are embedding mobile, self-service Business Intelligence directly in their Salesforce applications. Table of Contents Management Summary Salesforce alone doesn t suffice Insuffient analytic and data integration tools Standard spreadsheets are no solution How embedded BI and CPM can help Single source of truth 2. BI and CRM in one tool customer views 4. Highly efficient planning processes 5. Editing CRM reports without Salesforce access 6. Mobile, self-service BI 2

3 1. Salesforce alone doesn t suffice In order to stay one step ahead of the competition, companies need modern, integrated, agile solutions to manage customer relationships. Many rely on Salesforce.com to manage customer contacts and sales processes. Thanks to its cloud-based platform, sales representatives can access customer information from an offi ce computer, tablet or even smartphone. They can also use the software to create ad hoc sales plans or forecasts for the coming months or quarters. Yet the renowned cloud platform also has its limits. The software does not integrate customer information outside of the system. It lacks in-depth analytics as well as functions to support long-term, strategic planning. Standard reports are rigid and, therefore, diffi cult to analyze from various angles. What s more, Salesforce only saves data for a maximum of 365 days. Analyzing historical sales information for forecasts or long-term planning, therefore, is not possible. 2. Insuffient analytic and data integration tools Wave Analytics, the analytic app from Salesforce, is not a viable solution. It only offers limited native capabilities for integrating sales fi gures from SAP ERP, SAP Business Warehouse (SAP BW), telesales, ticket systems, and other sources. Sophisticated planning functions and real 360 customer views are not supported. The app also requires a separate ETL tool and database for saving and consolidating external data. That adds up to even more purchase, operations and maintenance costs down the line. SAP ERP SAP BW Ticket system Other systems Analysis Planning 365 days 3

4 3. Standard spreadsheets are no solution Many companies attempt to fi ll these defi cits in sales planning and analysis with homegrown systems based on Microsoft Excel. Oftentimes, users still export sales data and fi gures from Salesforce and other sources to Excel spreadsheets and rearrange the data by hand. In addition to requiring a great deal of manual work, these systems are highly error prone and lack the transparency that a modern salesforce needs. Aside from wasting valuable resources, they also delay the information fl ow and response times for emerging opportunities. 4. How embedded BI and CPM can help The better alternative is to integrate modern, powerful, fl exible BI and CPM capabilities with rich analytic and planning capabilities directly into Salesforce. With just a click, sales reps can access additional information in clear Web dashboards or easy-to-use Excel environments. The seamless, context-sensitive integration also helps them answer arising questions on their own. Offline Snapshot Business Analytics Reports 4

5 Directly embedding capabilities for sales planning and analytics in Salesforce has many advantages: PDF??? PPT XLS Forecasts 1 Single source of truth 1. Single source of truth: By embedding a planning and analysis solution directly in Salesforce, you can access your complete customer information in one place. Reporting processes are more reliable and run almost automatically. Manual copy and paste is history. Access real-time information and closely monitor the sales pipeline. Analyze current data in high quality to gain in-depth insights on customer behavior and opportunities. Create, analyze and maintain best-case/worse-case scenarios in the application. Optimize your forecasts to identify and tap sales potential more effectively. 5

6 2. BI and CRM in one tool: View current KPIs, analyze BI reports, and plan sales directly in Salesforce with just a few clicks and without annoying media breaks. This saves valuable time. Use it to support your customers, design tailored offers, analyze and interpret your numbers, and make better-informed decisions. 2 BI and CRM in one tool HR Finance Marketing CRM-Reports auch ohne Salesforce-Zugriff bearbeiten: Management Sales 6

7 SAP Hadoop 360 -View Qlik Microsoft SQL Excel SAP HANA ERP Oracle Data Warehouse customer views customer views: Do you have good liquidity? What are your customer payment patterns and margins? A BI system integrates all customer information from internal and external sources. Give your entire salesforce access to KPIs and informative reports that integrate a variety sources directly in Salesforce. Use 360 customer views to effectively plan and manage your sales activities.

8 4. Highly efficient planning processes: Unlike Salesforce, BI software stores valuable historical data for many years. Utilize it to make more effective forecasts or plan long-term sales opportunities or revenues by products, regions or sales representatives. Enhance your long-term planning with in-depth analytics. ABC analyses identify the probability that a lead will become a contract. Cluster analyses identify patterns in purchasing behaviors. These insights help management make sustainable decisions, plan short-term and long-term sales strategies as well as identify and tap revenue and cross-selling potential. 4 Highly efficient planning processes Business Intelligence Performance Management Dashboards Balanced Scorecards Decision Strategy CRM-Reports Cockpits auch ohne Salesforce-Zugriff Scenario bearbeiten: Building support planning Standard Reports OLAP Analysis KPIs Ad-hoc queries SAP Integration Reporting & Analysis Actual & historical data Planning & Reporting Cycle Actual-budget comparison Enhance efficiency and profitability Adjust strategy Future data Budgets & Forecasts Management Consolidation Sales Forecasting Budgeting Processes Financial Planning Driver-based Planning Data Integration Predictive Analysis 8

9 Report Export Export CRM Report Excel Add-in 5 Editing CRM reports without Salesforce access 5. Editing CRM reports without Salesforce access: Export CRM reports to share current sales KPIs with colleagues who have no direct access to Salesforce. They can work with these reports through a Webbased dashboard or an interface similar to Excel. Best of all, the system automatically keeps these report in sync with the latest numbers.

10 6. Mobile, self-service BI: Customer needs and desires are constantly changing. Your salesforce is on the front line and is an essential link between your customers and company. BI software gives sales managers and representatives instant access to the latest sales fi gures and analyses from desktop computers, tablets or smartphones. This helps them make timely, well-informed decisions. Sales can also use mobile BI apps to enter or modify forecast numbers, generate reports, or get insights on the go. Embedding BI in Salesforce.com gives your company timely, real-time insights throughout your CRM processes. Use them to connect with customers and drive your business ahead. Learn more at: 6 Mobile, self-service BI CRM-Reports auch ohne Salesforce-Zugriff bearbeiten: 10

11 About Jedox Jedox s unified planning, analysis and reporting empowers decision-makers from finance, sales, purchasing and marketing. Jedox helps business users work smarter, streamline business collaboration, and make insight-based decisions with confidence. Our design approach is transforming how organizations plan. Already, over 1,700 companies in 127 countries are using Jedox for real-time planning on the web, the cloud, and on any device. Jedox is a leading Business Intelligence and Corporate Performance Management solutions provider, available globally through over 180 certified business partners. Jedox provides software, support and ongoing training, with implementation and maintenance expertise for customers worldwide. Learn more about Business-Driven Intelligence at: Contact Phone: info@jedox.com Website: