GoodData - Enterasys sales analytics
www.gooddata.com
Organizational efficiency transformed by new insight into sales pipeline ‣ On-demand Sales Analytics delivered to sales operations, regional sales managers and executives.
Enterasys, the network infrastructure and security division of Siemens Enterprise Communications Group, is using GoodData for sales pipeline analytics. As a products company, supply chain challenges require that they have hyper-accurate forecasting to get the right products to their customers at the right times. Monitoring deal stage progression is key to enabling them to plan intelligently and efficiently to satisfy their customers’ requirements.
‣ Reliable Product Forecasting enabled by new visibility into underlying opportunity and pipeline data.
‣ Delivery at the Speed of Business Dashboards updated daily; users trained in hours; first project success measured in weeks—not months or quarters.
“Thanks to GoodData, we can now avoid any surprises at the end of the quarter.”
—Dave Barry
Director North American Sales Operations
Enterasys has approximately 400 employees focused on sales over five geographic regions worldwide. GoodData dashboards have rapidly become central
to their weekly war room meetings where the critical strategy decisions are made, and are now the primary source of metric intelligence for all of their planning. According to Dave Barry, Director of North American Sales Operations, “We don’t have to scramble around with Excel and be reactive to things. We’re not standing behind the curve anymore because we see it all now, and can push the information that Enterasys can now easily trend their sales pipeline historically by deal size and number of deals.
each rep or regional manager needs right to their fingertips.”
www.gooddata.com
“One of the reasons I think people often don’t use metrics is because it’s hard to get them.”
—Dan Petlon Vice President, System Quality and IT
GoodData revealed trends and underlying patterns in Enterasys’ sales cycles that they just couldn’t see before. Their average sales cycle is typically in the 60 day range, but when GoodData began to show them what was really going on in easy-to-digest reports they realized they had critical issues.
GoodData gave Enterasys ‣ Increased Visibility up to the executive level into metrics that have always been underlying their business, but that they were not previously understanding via the actual details:
‣ Deals that were supposed to be locked down but then fell apart ‣ Deals that sat in commit for 100s of days
‣ Solid Forecasting enabling managers to work with sales teams to refine and build accuracy in their forecasting.
‣ Better Accountability through unambiguous reconciliation between the reps’ pipeline forecasting from the field and the numbers reported by the CRM and ERP systems at the corporate headquarters.
“It’s just exposed and clarified things about our sales pipeline that we didn’t understand before.”
What insight can GoodData give you in your business? Drop us a mail or give us a call.
(415) 200-0186
[email protected]
Organizational efficiency transformed by new insight into sales pipeline ‣ On-demand Sales Analytics delivered to sales operations, regional sales managers and executives.
Enterasys, the network infrastructure and security division of Siemens Enterprise Communications Group, is using GoodData for sales pipeline analytics. As a products company, supply chain challenges require that they have hyper-accurate forecasting to get the right products to their customers at the right times. Monitoring deal stage progression is key to enabling them to plan intelligently and efficiently to satisfy their customers’ requirements.
‣ Reliable Product Forecasting enabled by new visibility into underlying opportunity and pipeline data.
‣ Delivery at the Speed of Business Dashboards updated daily; users trained in hours; first project success measured in weeks—not months or quarters.
“Thanks to GoodData, we can now avoid any surprises at the end of the quarter.”
—Dave Barry
Director North American Sales Operations
Enterasys has approximately 400 employees focused on sales over five geographic regions worldwide. GoodData dashboards have rapidly become central
to their weekly war room meetings where the critical strategy decisions are made, and are now the primary source of metric intelligence for all of their planning. According to Dave Barry, Director of North American Sales Operations, “We don’t have to scramble around with Excel and be reactive to things. We’re not standing behind the curve anymore because we see it all now, and can push the information that Enterasys can now easily trend their sales pipeline historically by deal size and number of deals.
each rep or regional manager needs right to their fingertips.”
www.gooddata.com
“One of the reasons I think people often don’t use metrics is because it’s hard to get them.”
—Dan Petlon Vice President, System Quality and IT
GoodData revealed trends and underlying patterns in Enterasys’ sales cycles that they just couldn’t see before. Their average sales cycle is typically in the 60 day range, but when GoodData began to show them what was really going on in easy-to-digest reports they realized they had critical issues.
GoodData gave Enterasys ‣ Increased Visibility up to the executive level into metrics that have always been underlying their business, but that they were not previously understanding via the actual details:
‣ Deals that were supposed to be locked down but then fell apart ‣ Deals that sat in commit for 100s of days
‣ Solid Forecasting enabling managers to work with sales teams to refine and build accuracy in their forecasting.
‣ Better Accountability through unambiguous reconciliation between the reps’ pipeline forecasting from the field and the numbers reported by the CRM and ERP systems at the corporate headquarters.
“It’s just exposed and clarified things about our sales pipeline that we didn’t understand before.”
What insight can GoodData give you in your business? Drop us a mail or give us a call.
(415) 200-0186
[email protected]
