Title: Driving Visibility in a Down Economy using Salesforce Analytics
1Driving Visibility in a Down Economy using
Salesforce Analytics
- Leahanne Merritt
- Customer Success Manager
- Edward Tcheleshev
- Manager, Vertical CSM Team
- Patrick Fischer
- Principal Sales Engineer
2Housekeeping Items
- All lines have been placed on listen only
- To ask questions
- use the chat window in the GoTo Webinar
- All unanswered questions will be sent to all
attendees after the webinar - Presentation will be posted on our Community
Website - Recording will be posted on YouTube
3Agenda
- Introductions
- Salesforce Analytics Staying proactive in this
environment - New Features Increase visibility into your
business - Best Practices Reports and Dashboards
- Planning
- Creating
- Deploying
- Using
- Maintaining
- Analytics Training Package
- QA
42009 2010 Tough Times
5Successful Companies Will Outmaneuver to Gain
Share
6Whats Keeping Your Executives Awake At Night?
How do I keep my customers?
How do I forecast with certainty?
How can I produce more results with fewer
employees?
How do I invest in the future while still
managing cash?
7We Give You The Tools to Navigate The Storm
- Keep every customer
- Forecast with confidence
- Increase productivity
- Minimize impact on cash
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8Planning for These Economic Times
- How can you move from a reactive to a proactive
approach? - What are your internal business drivers for
analytics? - Who are your constituents?
- What do they need to do their job
- Better and faster
- How can Salesforce analytics help you?
9Example Objectives Key Metrics
- Improve customer lifetime value index
- Improve sales productivity
- Improve close rate percentage
- Reduce sales cycle time
- Increase size of deals
- Revenue by channel / product
- Win / renewal rate
- Forecast accuracy
- Reduce employee ramp
- Reduce capital expenditure
- Reduce costs of training
- Reduce support / customer self service
- Reduce employee attrition
10Revenue Generation Dashboard
11What Business Objectives Are You Tracking?
12Recently Delivered Feature
13Recently Delivered Feature
14Recently Delivered Feature
15Recently Delivered Feature
16Recently Delivered Feature
17Recently Delivered Feature
Used in Eclipse IDE plug-in
18Features New in Summer 09
24K total votes delivered!
- New Chart Engine
- New look and feel
- Additional chart types
- Improved readability and more information
- Packaged Analytic Snapshots
- Simplified setup of snapshots
3 of top 20 ideas delivered!
19New in Summer 09From Previous Look
20New in Summer 09To Feature-rich Charts 2.0
21New in Summer 09Including Additional Chart Types
- Funnels
- See ordered categories graphically
- Section height determined by values
- Donuts
- Show totals and split
- Labels directly over data
22New in Summer 09
23Features Coming in Winter 10
- New Chart Functionality
- Filtered drill to report
- Multi-metric
- Multi-axis
24Best Practices
25Key Steps for Report Planning
- Ask your users
- What is the Business Objective?
- What do they need to see?
- How do they want to see it?
- What are they going to do with the data?
- 3-4 KPIs per BU/LOB/Division
- Localization
- Plan ahead
- Who needs access to what folders?
- Who needs to be able to create new reports?
- Fast, Easy, Simple
26Best Practices Creating Reports
- Always use chart in underlying report
- Validate that it will look the way you expect
- Create report templates by Role/Department/LOB
- Save As for Users
- Develop folder and report naming conventions
- Limit Access to folders
- Use Role instead of User Name
- My and My Team reports
- Summary and Matrix Reports for Dashboards
27Best Practices Creating Reports
- Create Better Groupings (aka bands, segments)
with custom formula fields - Improve Performance
- Hide details. Check the Hide Details box in the
Advanced Filters if you only need summary
information. - Exclude unnecessary columns and fields
- Avoid Custom Dates
- Use Rolling Calendar
- Use Equals rather than Contains
- Custom Report Types
- Add fields via lookup
- Remove extra fields
- Custom Report Templates
- Leverage Premier Support Admin
28Best Practices Deploying Reports
- Create a communication template
- Screenshots
- Report Links
- Emailed Reports
- Communicate change with your users
- Ask for feedback
- Develop reports and dashboards in Administrator
folders, save to public folders when ready - Separate standard report and dashboard report
folders - Schedule and Email Reports
- Data Quality
29Best Practices Using Reports
- Use Personal/Public Tags
- Manage from the Application
- Pipeline Review Calls, 1X1s
- If its not in salesforce, it doesnt exist
- Ensure Users delete One Time Reports
- Ensure Users utilize personal folders for their
personal reports (they should not use Unfiled or
Public Folders for these) - Report Folder Security
30Best Practices Maintaining Reports
- Develop a maintenance schedule
- Create Deleted Reports folder only accessible
to Admin - Run reports quarterly to find reports not being
actively utilized - Common Criteria for identifying
- Last Run Date Create Date (usually a one time
report) - Last Run Date Blank (report never run)
- Last Run Date prior to last quarter (not required
any longer)
31Best Practices Maintaining Reports
- When unutilized reports are found
- Notify team of reports being deleted in X weeks
- Admin moves reports from folders to Deleted
Reports for 30 days - After 30 days, admin moves reports to recycle bin
- After reports in recycle bin for 30 days, they
are purged from system. - Eclipse IDE using the API
- Mass Delete
- Search and Replace
32(No Transcript)
33Best Practices Dashboard Planning
- Identify users who will have Manage Dashboards
permission - Create folder structure to organize dashboards
and control visibility (security) - Tie Dashboards to Strategic Business Objectives
- Adoption
- Revenue Generation
- Start at the Top!
- Socialize plans with user community
- Figure out what makes their life easier
- Involve the super users
- How do they need to view the data?
34Best Practices Creating Dashboards
- Leverage the AppExchange
- Always use chart in underlying report
- Report Headings for columns
- Title Headings for components
- Ensure underlying reports are visible
- Organize Dashboard Columns by type of content
- Side-by-side dashboard components for comparison
views - Fast, Easy, Simple
- Do you really need 20 components on every
dashboard? - Dont forget the End User
35Tip for Easy Cloning
36Best Practices Chart Types
- Horizontal Bar/Vertical Column
- Geographical data, stage or status
- Single grouping
- Line
- Data over time, ratio data, comparisons
- Ordered set of data
- Pie
- Geographical data, product share
- Proportion of single value vs. total
37Best Practices Chart Types
- Funnel
- Ordered picklists, oppty or lead status or stage
- Donut
- Show proportion against the total
- Case/lead queue by status
38Best Practices Chart Types
- Table
- Summary or listing of records
- Metric
- Single data Value
- Grand Total
- Gauge
- Snapshot data, single values (i.e. KPIs), Quota
or goal attainment
39Best Practices Deploying Dashboards
- Develop reports and dashboards in Administrator
folders, save to public folders when ready - Separate standard report and dashboard report
folders - Leverage reports that use My Team filters
- Use Scheduling feature to automatically email to
users - Create and Test in Sandbox
- Package and promote to production
- Communicate with your Users
40Best Practices Using Dashboards
- Right-click on an individual dashboard graphic to
save the image or email it - Add your dashboard to the home page show top
row of components - Refresh or Schedule
- Manage from the application for improved adoption
- Use dashboards to help drive data quality
- Ask for feedback
- Be prepared for change
41Best Practices Maintaining Dashboards
- Summer 09 Dashboard Maintenance
- New chart types funnel and donut
- Show totals
- Show percentage
- Show values
- Audit
- Systematic review
- Report on Reports and Dashboards
- Validate
- KPI s
- Feedback Loop
42Still need more?
43Learn from our Analytics Experts!
Salesforce.com Consulting Package Analytics
Training
- Package Description
- Customized Curriculum developed based on
customers specific needs - Guidelines Two to three reporting scenarios. One
to two dashboard scenarios - Select appropriate training level based on
customer needs - The curriculum will be delivered onsite during 1
full day of training - Benefits
- Learn all about Custom Reports and Advanced
Reporting Options - Design Dashboards for Successful Analysis
- Dashboard Best Practices
- Learn how to leverage AppExchange and Mashups to
extend Analytics Capability - Level of Effort / Timeframe
- 5 Days
- Extra days available if advanced approach is
requested - Pricing
- 15,000, 20 off Promotional offer for limited
time for 12K! - Contact Packages_at_salesforce.com for more info.
44Reserve Your Seat Today and Save 50 off Last
Years Prices!
Get
A years worth of learning in four days. November
17 -20, 2009 Moscone Center, San Francisco
For a limited time, buy Dreamforce Passes at an
exclusive Pre-Registration rate Only 599!
http//www.salesforce.com/dreamforce/DF09/
Offer expires July 10, 2009 and can only be
purchased through your AE.
45Additional Resources
- Analytics Blog
- http//blogs.salesforce.com/analytics/
- Force.com AppExchange
- http//sites.force.com/appexchange/results?keyword
sdashboards - Salesforce Community
- http//www.salesforce.com/community/
- Check out the Dreamforce Presentations on
Analytics -
46Q A
Thanks!