TURN BIG DATA INTO ACTIONABLE INSIGHTS WITH
SUGAR 7Chian Robinson
Principal Product Manager SugarCRM
Narayan BharadwajGuest Speaker
Head of Products, ClearStory Data
@TwitterHandle #SugarCon
Story of Chris Oliver
Senior ISR, NAWorks for a B2B software company that develops and sells HR management software to SMBs.
Quota $20,000
Closed Won $14,154
Deficit $5,846
Story of Chris Oliver
Senior ISR, NAWorks for a B2B software company that develops and sells HR management software to SMBs.
Opportunity Name
Account Name
Expected Close Date
Product Stage Probability Amount
Southern Reality Southern R…
06/20/2014 Bennie Gad… Closed Won 100 $7,730.00
B.H. Edwards,…
B.H. Edwar…
05/06/2014 Ilene Gadget…
Closed Won 100 $6,424.00
Underwater M… Underwate… 06/25/2014 Marcellus G… Negotiation/Review
80 $5,984.00
AtoZ Co Ltd AtoZ Co ltd 06/20/2014 Mindy Gad… Negotiation/Review
80 $6,100.00
360 Vacation… 360 Vacati… 06/15/2014 Bennie Gad… Negotiation/Review
80 $5,849.00
Story of Chris Oliver
Which one of these three opportunities should I pursuit?
$
Sales Stage = Negotiation/Review
$ $
Probability = 80%
Expected Close Date = End of May
Sales Amount > $5,846
Story of Chris Oliver
DATA AND SUGARCRM
Chian Robinson
Principal Product Manager
SugarCRM
Growth of Data - Volume and Velocity
“We now create as much information
every two days as we did from the dawn of civilization to 2003.” - Eric Schmidt, TechCrunch,
August, 2010
Two Days
20 K Years7.3 M Days
Growth of Data - Variety
• Various formats• Various channels• Various devices
Impact on CRM
Source: Forrester Research, Inc
Growth of Transaction Data of Sugar OD Customers
Total numberof records created within a year
How about Unstructured Data
Source: Forrester Research Inc, 2012
Unstruc-tured66%Semi-
struc-tured4%
Struc-tured29%
SMBs
Un-struc-tured58%
Semi-struc-tured4%
Struc-tured38%
LEs
How about Unstructured Data
Source: International Data Corporation (IDC), 2012
Unstruc-tured Data
85%
Structured Data15%
Total Customer Data by 2020
• The volume of unstructured data is roughly 3x structured data.
• Data volumes are expected to grow 44x by 2020. The growth in unstructured data will be 3x structured data.
– EMC
• The volume of structured data of a typical Sugar customer will be 1.6B and the volume of unstructured data will be 14.4 B.
Story of Chris Oliver
1.6 B
14.4 B
Story of Chris Oliver
Which one of these three opportunities should I pursuit?
$
Sales Stage = Negotiation/Review
Probability = 80%
Expected Close Date = End of May
Sales Amount > $5,846
$ $decision makers
Influencers
Relationship between Chris and decision makers
Opinions
Sentiment
Availability
Locations
$
Sugar’s Product Goal
• Supply users with deep knowledge of their customers so that they can have deep engagement with their customers.
Product Offerings
• Activity Streams: breaking internal silos
• Twitter integration: capturing sentiments, trends
• D&B integration
• Notifications
• Mobile location Context
• Single page view of customer data
• RHS Intelligence Panel
• Integration with BI tools
• Plugin Side Panel
Activity Streams
• Internal social collaboration platform
• Allows text-based updates, posts, mentions, references, and notifications
• User can share images, videos, URLs with colleagues
• Data is unstructured
Activity Streams
Activity Streams
Activity Streams
Data from External Social Channels
• Twitter integration
• View tweets in record view
• Re-tweet, Reply in record view
• Pull tweets into activity streams
• Tweet to cases, tweet to bugs
Data from External Social Channels
Data from External Social Channels
Data from Trusted Partners
• D&B for Sugar Connector– Pull data from D&B during account creation– Enrich existing accounts– Pull contacts from D&B– Build a list (BAL)
Data from Trusted Partner – D&B
Data from Trusted Partner – D&B
Data from Trusted Partner – D&B
Sugar Intelligence Panel
• Single page view of a record and its related record information
• Context sensitive history and analytical data
• Customizable dashlets
• D&B dashlets
Sugar Intelligence Panel
Sugar Intelligence Panel
Sugar Intelligence Panel
Sugar Plugin Side Panel
• Bring Sugar Data to user’s favorite app– Gmail Plugin– Outlook Plugin– IBM Notes Plugin
Sugar Plugin Side Panel
Next Step
• Data Analytics
• Predictive Intelligence
• Content Analytics• Tagging
• Keyword Search
• More integrations: Google, Facebook
DATA INTELLIGENCE
Narayan Bharadwaj
Head of Products
ClearStory Data
@nadubharadwaj
New Requirements in The Data World
• More Data– More internal sources and data types– Plus external data sources: public and premium
• More Speed– Automates data convergence for fast time-to-answers– On the fly exploration of new insights
• More People– New user model for any business user– Rich collaboration on insights for faster decisions
What Is Needed?
A data intelligence solution for the enterprise
Need speedy insights over private & external data, with an easy, collaborative user model for
everyone.
Distributed
Teams
Business Users
Data AnalystsData
Stewards
What constitutes a Data Intelligence solution?
• Enables fast-cycle analysis converging and harmonizing internal and external data sources
• An interactive way for business users to see, explore and stay up-to-date on new data and insights.
• Allows users and globally distributed teams to actively collaborate for faster analysis and data-driven decisions.
• An easy, intuitive user experience that requires no IT or technical skills.
Data Sources ClearStory Platform ClearStory Application
Data Inference & Profiling
Harmonization
Visualization
Collaboration
Data Convergence
A new data platformSolve for scale, variety and speed
Data HarmonizationCombine internal and external data
Data-aware collaborationCrowd source to insights
Story of Chris Oliver
Which one of these three opportunities should I pursuit?
$
Sales Stage = Negotiation/Review
Probability = 80%
Expected Close Date = End of May
Sales Amount > $5,846
$ $decision makers
Influencers
Linkage between Chris and decision makers
Opinions
Sentiment
Availability
Locations
$How quick to close
Impact on pipeline deals
Upsell opportunity
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