Making Faster Data Driven Sales Decisions

SIMON JOHNSTONE

simon.johnstone@quali5.net

www.quali5.net

www.twitter.com/simonjohnstone

+65.81834022

Strategy for Making Better faster Sales Decisions

Big Opportunity Vision of the Change Strategic Enablers

• Speed - Customer needs and Industry changes happening faster and faster – Sales Teams desire to adapt quicker

• Changing Deal Types - More Deals of smaller value

• More time Value Adding and Less time responding to questions from many sources eg “why is it $X.XX and not $X.XY”

• Focus on what we Could and Should do

• Empower teams closest to the customer with analytic and reporting tools

• Change Emphasis to “Moving the Needle rather than reporting the numbers”

• Facilitate more accurate Decision Making with

the most up to-date Data

• Design the tools to enable discovery of issues

and trends with capabilities to investigate / drill down into the root causes

• Transparency, consistency across all Groups, Sales, GBU, Delivery, Finance

• Make APJ Sales Ops accountable to for getting a solution in place to address the unique needs of each sub region

• Work hand in hand with ESIT with the technical knowledge, capabilities and future end state tools (Qlikview) to get a robust solution in place

• Leverage and align to WW “Gold Data” and end state tools wherever possible so can do once apply everywhere (All ES Regions)

• Use Monthly Lean development update cycle – with functionality determined directly by the needs of the Users

Addressing GTM Needs – Through BIZ Intelligence

Increase sales effectiveness

• Drive revenue growth – sell more• Improved execution of sales pursuits• Improved qualification of those pursuits• Improved targeting / planning of accounts

Increase sales efficiency – less cost for pursuits

• Improved aligned Sales resources to pursuits / accounts • Refined sales engagement model and timing

Improve sales predictability – greater accuracy

• Ability to have delivery & sales support resources available when needed• Improve timing of solution resource requirements• Improved customer satisfaction

Why Qlikview Apps are being Developed

Objective

• Drive for greater transparency, consistency & empowerment to all Stakeholders

( eg Sales , Presales, Finance, Biz Ops, Delivery etc )

• To drive energy on How we move the Needle (FFYR/ TCV/TEM) and do Less Reporting

Driving significant benefits to the organization

• Provide instant access to filter on multiple dimensions

• Dynamic charts for better illustration

• Combine high level summaries AND the ability to drill down to deal level

• Enable end users to discover trends, generate insights & better, more informed decisions

Sales BI Portal

WW Sales Dashboard Hierarchy

Description

1a Primarily where we are today. Dashboard

rationalization, alignment and long-term vision.

Sales operations process re-engineering

where needed (i.e. forecasting).

1b Assemble into a single framework with

horizontal alignment.

1c Global view. Analysis of 85% of McKinsey

Dashboards can be implemented; get to 99%

confidence and document gaps.

1d Link McKinsey views into the 360° dashboard

and serve as the global and regional sales drill

down.

Global Dashboards SFDC Regional Dashboards

+ +Existing applications, reports & data

A

B

A

B

C

C

1d

D

McKinsey Dashboard

360 DashboardD

APJ Sales Planning QV Activities

Sales Run Dashboard(Forecast)

Live

Sales Executive

Dashboard(Sales Executive)

Live

SalesHistory & Account

performanceDashboard

Live

Win Loss QV

Q3 Planned

Sales Velocity Money Ball

Q3 TBD

1 2 3

Model to Project Exit – Using Historical Data

Enhancements

Loy, LeiKaran SoniTheresa Yeo

Pavan Pavan

5/6 Fcst Module

Progress to Date

A day in the life... before and after

APJ Tracking & Measuring Sales Performance

BEFORE: AFTER:

Fast Robust Distribution is Increased Actionable Insights

Sales Ops & Area Leadership: A day in the life

Functionality available now & in use by Sales Ops Team & used at monthly operation review with GSL, SR GMs, COO, CFOs.

Manual data pulls from multiple systems into Excel Time-consuming Lack of mechanism and visuals to see insights/trends Lengthy 3-4 day error-prone data update cycle Inability to distribute data down to lower levels of the Organisation

APJ Sales History

BEFORE:AFTER:

54 Page Quarterly Management Deck DATA was APJ View Only Information was Static and inflexible Insights limited , little was actionable as action happen in SR’s not APJ HQ Treated as a good historical FYI record

Results cut by time x service line x sub region Done once – Updated as we move through QTR Fast and interactive Will be used in a collaborative approach Will allow us to discover things insights and others ..

Sales Ops & Sales Area Leadership: A day in the life

Functionality available in test environment, move to production 28-Mar. In active use by Sales Ops Team as is today.

Sales Ops & Area Leadership: A day in the life APJ Transforming the Sales Forecasting Process

Hours spent every week building Excel and PPT graphs in prep for reviews

Weekly manual manipulation of 5 separate Excel files with different file owners

Version control and quality control issues

BEFORE: AFTER:

Sales area review meetings smoother with more time focused on solving issues

Ability to drill to country / industry level Insights available anytime/anywhere through web link

APJ Sales Executive Performance

BEFORE: AFTER:

Static Good accurate Problem is that it was difficult to create and labour

intensive Updated too infrequently

Fast Ability to set Security level access Ability to discover Trends Qualitative and Quantitative ( with Training Details) Ability to look at historical and Current Performance

Sales Area Leadership: A day in the life

Functionality available today. To be used in Q1 Executive Performance Review, 26-Mar

Progress to Date

Feb 11

Sub Region SRD Launch (20 Users -

Email and Kickoff Mtg)

Feb 1

SRD ans SED SOFT launch

27/2

(APJ Sales Leaders SED

Launch

Feb 19

Monthly Biz Ops Sub Region Reviews Using SRD

GSL, SR GMs, COO, CFOs)

March 28 Refresh

NEW - V1.0 SHD

ENHANCEDV 1.3 SEDV 1.3 SRD

March 26

APJ Q1 Sub Region Sales Executives

Performance ReviewGSL, ASL (SED)

5 May

Forecast Module Live