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Driving Visibility in a Down Economy usingSalesforce Analytics
Leahanne MerrittCustomer Success Manager
Edward Tcheleshev
Manager, Vertical CSM Team
Patrick FischerPrincipal Sales Engineer
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Housekeeping 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
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Agenda
Introductions
Salesforce Analytics Staying proactive in thisenvironment
New Features Increase visibility into your business
Best Practices Reports and Dashboards
Planning
Creating
Deploying
Using Maintaining
Analytics Training Package
Q&A
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2009 2010: Tough Times
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Successful Companies Will Outmaneuver to Gain Share
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Whats Keeping Your Executives Awake AtNight?
How do I keep my customers?
How can I produce more results with fewer
employees?
How do I forecast with certainty?
How do I invest in the future while still
managing cash?
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We Give You The Tools to Navigate The Storm
Keep every customer
Forecast with confidence
Increase productivity
Minimize impact on cash
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Planning for These Economic Times
How can you move from a reactiveto 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?
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Example 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
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Revenue Generation Dashboard
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What Business Objectives Are You Tracking?
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Recently Delivered Feature
Example use case:Send sales managers a daily report with details of open deals for the month
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Recently Delivered Feature
Example use case:Overall leads chart drills down to leads by product, state, event, media
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Recently Delivered Feature
Example use case:Analyze trends of pipeline by stage over time: average days to close,
average days in-stage, or % of lost opportunities
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Recently Delivered Feature
Example use cases:Look at week-over-week sales comparisons or product sales as a % of total
Product sales as % oftotal
3-week moving average
Week-over-week difference
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Recently Delivered Feature
Example use cases: Listing of all Accounts without Contacts or Opportunities Hierarchy of Custom Objects Add Users Division from the User Record to Opportunity Report
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Recently Delivered Feature
Example use cases:
Mass change filters on a set of reports Merging reports from multiple orgs into an packaged app publishing org
Used in EclipseIDE plug-in
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Features New in Summer 09
New Chart Engine New look and feel
Additional chart types
Improved readability and more information
Packaged Analytic Snapshots
Simplified setup of snapshots
24K total
votesdelivered!
3 of top 20
ideasdelivered!
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New in Summer 09From Previous Look
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New in Summer 09To Feature-rich Charts 2.0
Labels directlyover data
Improved
readabilitywith newlook and
feel
Numbers andpercentages
on charts
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New 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
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New in Summer 09
Example use case:
Allow for SIs, ISVs, and IT departments to build out snapshot apps indeveloper orgs and easily install and deploy in production
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Features Coming in Winter 10
New Chart Functionality
Filtered drill to report
Multi-metric
Multi-axis
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BestBest
PracticesPractices
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Key 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
http://www.google.com/imgres?imgurl=http://dessertyears.files.wordpress.com/2008/03/easy-button.jpg&imgrefurl=http://dessertyears.wordpress.com/2008/03/28/easy-button/&h=336&w=442&sz=17&tbnid=Ezt8zo_pgj9jIM:&tbnh=97&tbnw=127&prev=/images%3Fq%3Deasy%2Bbutton&hl=en&usg=__V42oQAISg_DsKrpO2NpZc9LdER4=&ei=Q98uSoyBFIvKtAOy0KDUCA&sa=X&oi=image_result&resnum=1&ct=image8/8/2019 Analytics Webinar 06-25-09
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Best 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
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Best 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
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Best 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
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Best 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
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Best 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)
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Best 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
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INFORMATION
TECHNOLOGY FYI
PLANNED MAINTENANCE:
All Reports and Dashboards in Org 62 that have not been run in the past120 days will be deleted.All Org 62 Users: In order to preserve your reports and dashboards fromthis deletion, you must run them no later than Wednesday, May 20, 2009.Any report in a Public Folder that has not been run in the past 120 will bedeleted.Remember, running a report means you have to click on the report name,
not just the edit button next to the report. For Dashboards, you need to clickthe refresh button, not just view the dashboard.Managers: Please forward this notice to any of your contractors that mayneed to preserve reports in Org62.
WHEN:
Deletion will occur in the last week of May, but you must run your reportsand dashboards no later than May 20, 2009 to ensure their preservation.
FURTHER ASSISTANCE:
If you have any questions regarding this deletion process, please log a ticketunder the category Internal Salesforce.com App: Reports
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Best 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?
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Best 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
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Tip for Easy Cloning
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Best 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
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Best Practices Chart Types
Funnel
Ordered picklists, oppty or
lead status or stage
Donut
Show proportion against thetotal
Case/lead queue by status
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Best 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
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Best 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
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Best 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
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Best 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
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Still need more?
Salesforce.com Consulting Package
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Package Description
Customized Curriculum developed based on customers specificneeds
Guidelines: Two to three reporting scenarios. One to two dashboardscenarios
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
Pricin
Learn from our Analytics Experts!
Salesforce.com Consulting PackageAnalytics Training
R Y S t T d d S 50% ff
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Reserve Your Seat Today and Save 50% offLast Years Prices!
Get
For a limited time, buy Dreamforce Passes at anexclusive Pre-Registration rate: Only $599!*
* Offer expires July 10, 2009 and can only be purchased through your AE.
http://www.salesforce.com/dreamforce/DF09/
A years worth of learning in four days.November 17 -20, 2009 Moscone Center, San Francisco
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Additional Resources
Analytics Blog
http://blogs.salesforce.com/analytics/
Force.com AppExchange
http://sites.force.com/appexchange/results?keywords=dashboards
Salesforce Community http://www.salesforce.com/community/
Check out the Dreamforce Presentations on Analytics
http://blogs.salesforce.com/analytics/http://sites.force.com/appexchange/results?keywords=dashboardshttp://www.salesforce.com/community/http://www.salesforce.com/community/http://sites.force.com/appexchange/results?keywords=dashboardshttp://blogs.salesforce.com/analytics/8/8/2019 Analytics Webinar 06-25-09
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Q & A
Thanks!