Make your Salesforce org Proactive and provide actionable insights to win deals faster
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The document discusses actionable insights and data quality strategies, focusing on how to enhance sales effectiveness and customer relationships through better data practices. It outlines the causes hindering actionable insights and offers a strategic framework for improving data quality, including metrics and tactics for managing salesforce data. Eigen X, Inc. specializes in business intelligence and has experience across various industries, providing insights and resources to help clients address data challenges.
Make your Salesforce org Proactive and provide actionable insights to win deals faster
- 1. Company Overview / Financial Reporting and Business Intelligence Team Suite 417 - Innovation Center 993 Old Eagle School Road Wayne, PA 19087 www.eigenx.com Actionable Insights and Data Quality
- 2. Data Quality Improvement and Approach Contents • Why actionable insights • Causes preventing actionable insights • Strategy • Actionable insights on leads • Actionable insights on customers • Define poor data quality • Data quality strategy • Approach • Data quality metrics • Tactics • Eigenx
- 3. Why Actionable Insights • Actionable insight is an action salesforce does proactively and results in meaningful sales activity. • As a salesforce admin you are responsible for: • Managing salesforce data • Delivering business results • Providing more insights to your sales and marketing teams Eigen X, Inc. Proprietary and Confidential 3
- 4. Changing Roles From Admin to Consultant Eigen X, Inc. Proprietary and Confidential 4
- 5. Strategy on Insights Define the purpose of the actionable insight (ex: behavior changes, relationship losses) 1. How can we help our sales reps to win deals faster? 2. How can we proactively manage our relationships with existing customers? 3. What else can we show our sales rep to help them to increase sales? Eigen X, Inc. Proprietary and Confidential 5
- 6. Causes Preventing Actionable Insights • Not having enough data about your leads, contacts and opportunities in salesforce. • Data duplicated and hard to measure and trust. • Do not understand what data to capture and measure. • Not asking the right questions to leadership teams. Eigen X, Inc. Proprietary and Confidential 6
- 7. Actionable Insights on Leads • Proactively monitor email tasks • Follow up on your hot leads • Track your stale leads • Personally connect with your prospects • Velocity through pipeline Eigen X, Inc. Proprietary and Confidential 7
- 8. Actionable Insights on Accounts • Proactively monitor contact role changes • Identify relationship break signals • Act on your activities on your lost accounts • Personally connect with your contacts Eigen X, Inc. Proprietary and Confidential 8
- 9. Data Quality Poor Meaningful Eigen X, Inc. Proprietary and Confidential 9
- 10. 10 Data Quality: Strategy Report Define Measure Take Action. Prevent
- 11. Data Quality: Define • Duplicate leads • Incomplete leads • Inconsistent (e.g. State fields, phone numbers ) • Outdated (Not recent) • Unconnected • Inaccessible ( Not able to access when needed)
- 12. Incomplete Lead Eigen X, Inc. Proprietary and Confidential 12
- 13. Inconsistent Leads Eigen X, Inc. Proprietary and Confidential 13
- 14. Unconnected Leads Eigen X, Inc. Proprietary and Confidential 14
- 15. Data Quality: Metrics • Percentage of leads created and modified with poor data. • Top 10 Users creating and modifying good and bad quality leads. • Percentage of leads fixed per month on data quality by user and source. • Top 3 and bottom 3 reasons for good and bad data quality. • Number of training sessions conducted per month on poor quality data.
- 16. Data Quality Reports Sample Lead Eigen X, Inc. Proprietary and Confidential 16
- 17. Eigen X, LLC Overview • Life Sciences • Consumer and Industrial Products • Financial Services • Communications and Media • Public Sector (Federal, State and Local) Service Offerings: • Business Intelligence / Analytics • CRM / Social Integration • Big Data Management • ERP / Master Data Management • PMO / Agile Project Delivery • Business Process Management • Mobility •Cloud Migration Core Skills: • Program Management Office (PMO) • Business Intelligence • IT Strategy and Architecture • Package Software Selection and Implementation Our Values Eigen X, Inc. Proprietary and Confidential 17 A DBS company Founded in 2009 and headquartered in the Washington, DC area, Dominion Business Solutions made an equity investment in Eigen X in 2012. • Provide the right resources at the right time to meet our clients needs • Flexible, responsive, and easy to engage with • Partner with our clients to achieve their success and desired outcomes Headquarters Philadelphia, PA Industries We Serve The Eigen X team has served clients with data challenges in nearly every business vertical. However, we have specific expertise in the following verticals:
- 18. Contact Information The Eigen X Leadership Team is ready to support you on your most important program and project needs. For more information, please contact: Eigen X, Inc. Proprietary and Confidential 18 Stanley Pittman Mobile: 610-213-1192 Email: spittman@eigenx.com Buyan Thyagarajan Mobile: 302-438-4097 Email: buyan@eigenx.com www.eigenx.com Sumit Patel Mobile: 267-210-9224 Email: spatel@eigenx.com Matt Pettengill Mobile: 570-713-5596 Email: mpettengill@eigenx.com