Microsoft CRM: Finally, Sales Forecasting for the CFO Solution Showcase Client Conference

Transcription

1 Microsoft CRM: Finally, Sales Forecasting for the CFO Solution Showcase 2015 Client Conference

2 About the Presenter Scott Mangelson Partner, Dynamics CRM, Armanino Scott brings 20 years of sales and marketing leadership experience, beginning in manufacturing operations. Throughout his career he has consulted and deployed ERP, CRM, and manufacturing process control software to various technology companies.

3 Learning Objectives Discover how can sales forecasting supports the sales and operations planning process with Microsoft CRM Learn the process and advantages of a single view of sales revenue, including new business plus current customer revenue forecasts Identify visualization options for a forecast plan to forecast plan variations and methods for forecast reconciliation

4 How complete is your view of where your company is going?

5 Driving your company without a solid forecast can have its pitfalls!

6 Discussion Outline Why is Forecast Management of strategic importance What is Sales Forecast Management Why is forecasting difficult The value of a systematic approach to forecasting An overview of the Microsoft CRM Solution Example of a real life case study

7 Why is this relevant? Source: Armanino CFO Evolution Survey

8 Historical vs. Predictive Revenue Information Historical Total Customers Leads Actual Revenue Segmentation (geo/industry) Open Cases Trending Warranty Repair Contract Renewals Predictive Seasonality Forecast Accuracy Close rate percentages Billing, bookings, and backlog Sales Productivity Pipeline Growth CAPA volume for change orders (ECO) Supply Chain Lead Times Price Protection and Trending

9 Strategic Importance of Forecast Management - Predictive Result: 4.0M too many $1.0 Billion Write off Cisco 4.0M Units Disti - 1.0M Disti - 1.0M Disti - 1.0M Disti - 1.0M Disti - 1.0M Disti - 1.0M Disti - 1.0M Disti - 1.0M OEM 1.0M OEM 1.0M OEM 1.0M OEM 1.0M

10 Reporting & Analytics 47% CFOs desire 47% of their analysis to be based on predictive data Historical Analysis Percent of Use Predictive Analysis Percent of Use Source: Armanino CFO Evolution Survey

11 Forecast Management and S&OP Process 2015 Client Conference

12 What is Sales Forecast Management for the CFO? More than just pipeline management Actual total revenue and product or service forecast o Both new business o Current customer orders Forecast by: o Revenue o Units o Hours/Headcount o Geography o Product Family o Territory o Price Accounting for Billings, Bookings, and Backlog

13 Why is it difficult? Silos of information Limited analytical capability Big data No formal process Systems are not capable Spreadsheets can t be changed or changed accurately very fast

14 S&OP Process Leverage a sales pipeline methodology Communicate with current large customers Define what and how something is forecastable Set a flag Roll-up globally Net for Billing, bookings, and backlog Compare Plans Management Over-ride Operations Collaboration Supply Chain and Resources Save back to System of Record

15 Solution Overview Supports both Bottom Up and Top Down Forecast Management Sales Pipeline CRM Account Opportunity Product Territory Current Customers Forecast Management Predictive Analysis and Plan to Plan Comparison ERP Actuals, Billings, Bookings, and Backlog

16 The Forecast Process: Importance of Plan to Plan Comparison Plan Jan Forecast Feb Forecast Mar Forecast Q1 Q2 Q3 Q4 Key Learning: Risk Assessment, Trending, Time Horizon Predictability, Speed

17 What is the value of a comprehensive forecasting process? Improved process efficiency More time for analysis and predictive understanding Lower inventories, resources, write-offs Improved on-time delivery Improved collaboration between sales, operations, and finance Trend analysis on why some customer orders are falling off quickly

18 Case Study - MaxLinear Fast growing fabless semiconductor company in Carlsbad, CA $150M 25 sales people Recently acquired Entropic CRM systems were out dated Not integrated with back office Managing a sales methodology is complex (design win) Long time to produce a forecast Implemented Microsoft CRM with Armanino Design Win and Forecast Management Integrated with Dynamics GP

19 Case Study - MaxLinear

20 Case Study - MaxLinear

21 Case Study - MaxLinear

22 Case Study - MaxLinear - Benefits Global CRM system to manage complex sales distribution channel o Design Win, Samples Management, Rebates Management Visibility into sales pipeline Includes single sources of truth for all revenue forecasts Streamlined business process for monthly forecast management Seamless enterprise application solution that unifies front office and back office operations

23 Conclusion Discover how can sales forecasting supports the sales and operations planning process with Microsoft CRM Learn the process and advantages of a single view of sales revenue, including new business plus current customer revenue forecasts Identify visualization options for a forecast plan to illustrate plan variations and methods for reconciliation

24 What Questions Do You Have?

25 Scott Mangelson phone: Client Conference

26 COMING UP NEXT: Evening Reception 2015 Client Conference