GoodData - TriNet Sales Analytics
www.gooddata.com
TriNet Sales Operations lives by metrics thanks to GoodData ‣ 62% Increase in average deal size for Q1 2010 over Q3 2009
TriNet, based in San Leandro, CA, delivers HR outsourcing services to over 8,000 small and medium sized businesses via a 100% paperless process. They allow their clients to contain HR costs, minimize employer-related risk, and relieve administrative burdens of HR. In GoodData their Sales and Service Operations Division found a catalyst
‣ 2x the Number of high-potential deals in their core pipeline
‣ 50% Reduction in the number of low caliber deals that were wasting too much time
to help them fundamentally change their corporate culture from an anecdotally driven status quo to a metrics-driven sales powerhouse.
“Without metrics you may be able to have a great conversation, but you can’t drive a successful business.”
— Tina Babbi
Vice President Sales & Service Operations
Just six months ago TriNet was doing well in its sales efforts, but not
“You can only manage what you can measure.”
— Peter Drucker
optimizing its cycles and selling efforts for hundreds of reps in the field. Then a new commitment to sales operations led to important changes and now the pervading TriNet corporate culture has moved from surface-level conversations about the numbers to deep insight into the actuals. Their sales performance is excellent and their pipeline is more healthy than ever.
Biggest detractors became enthusiastic adherents Not everyone was initially open to systematic change, but with the introduction of clear insight into the actual data, management and reps alike began to see the power in that newfound intelligence and numbers began to change radically; all in the right direction. Now, thanks to GoodData, TriNet sales operations has transitioned from a culture of anecdotes to facts and the company is planning to roll GoodData analytics into Marketing and Service as well.
www.gooddata.com
Success with metrics requires the right technology… and sometimes a cultural shift ‣ Real-time dashboards track KPIs for each sales region
‣ Role-based views for sales ops, regional GMs and executives
‣ Quarterly exec board reviews now conducted in GoodData
GoodData gave TriNet an incremental approach. Powerful new tools and insight into the realities of the business didn’t mean that employees would automatically embrace new methods and mindsets. Operations rolled things out gradually until everyone was comfortable with the new data realities and even clamoring for more.
GoodData gave TriNet ‣ The Perfect Sales Analytics Engine to be metrics driven with the right data so that transparency can engender healthy competition between different teams in different geographies. Everyone is naturally encouraged to perform at their best and embrace data an asset; not fear it as a threat.
‣ Precise Control over Who Sees What in what context. GoodData’s custom dashboards show Sales Operations the entire pipeline, executives see the rolled-up views they need, regions see their pipeline only.
‣ The Comforting Familiarity of Salesforce.com because everyone already knows how to log in there. Now they just see more of what they need. Literally, No training required. The “learning curve” is essentially flat for all reps in the field and HQ folks spend a hour or two learning, not days.
‣ Direct access from Salesforce CRM with single user sign-on
‣ Easy for anyone to slice and dice data for greater insight
GoodData dashboards are directly embedded into Salesforce CRM
How can GoodData help you drive your business? Drop us a mail or give us a call.
(415) 200-0186
[email protected]
TriNet Sales Operations lives by metrics thanks to GoodData ‣ 62% Increase in average deal size for Q1 2010 over Q3 2009
TriNet, based in San Leandro, CA, delivers HR outsourcing services to over 8,000 small and medium sized businesses via a 100% paperless process. They allow their clients to contain HR costs, minimize employer-related risk, and relieve administrative burdens of HR. In GoodData their Sales and Service Operations Division found a catalyst
‣ 2x the Number of high-potential deals in their core pipeline
‣ 50% Reduction in the number of low caliber deals that were wasting too much time
to help them fundamentally change their corporate culture from an anecdotally driven status quo to a metrics-driven sales powerhouse.
“Without metrics you may be able to have a great conversation, but you can’t drive a successful business.”
— Tina Babbi
Vice President Sales & Service Operations
Just six months ago TriNet was doing well in its sales efforts, but not
“You can only manage what you can measure.”
— Peter Drucker
optimizing its cycles and selling efforts for hundreds of reps in the field. Then a new commitment to sales operations led to important changes and now the pervading TriNet corporate culture has moved from surface-level conversations about the numbers to deep insight into the actuals. Their sales performance is excellent and their pipeline is more healthy than ever.
Biggest detractors became enthusiastic adherents Not everyone was initially open to systematic change, but with the introduction of clear insight into the actual data, management and reps alike began to see the power in that newfound intelligence and numbers began to change radically; all in the right direction. Now, thanks to GoodData, TriNet sales operations has transitioned from a culture of anecdotes to facts and the company is planning to roll GoodData analytics into Marketing and Service as well.
www.gooddata.com
Success with metrics requires the right technology… and sometimes a cultural shift ‣ Real-time dashboards track KPIs for each sales region
‣ Role-based views for sales ops, regional GMs and executives
‣ Quarterly exec board reviews now conducted in GoodData
GoodData gave TriNet an incremental approach. Powerful new tools and insight into the realities of the business didn’t mean that employees would automatically embrace new methods and mindsets. Operations rolled things out gradually until everyone was comfortable with the new data realities and even clamoring for more.
GoodData gave TriNet ‣ The Perfect Sales Analytics Engine to be metrics driven with the right data so that transparency can engender healthy competition between different teams in different geographies. Everyone is naturally encouraged to perform at their best and embrace data an asset; not fear it as a threat.
‣ Precise Control over Who Sees What in what context. GoodData’s custom dashboards show Sales Operations the entire pipeline, executives see the rolled-up views they need, regions see their pipeline only.
‣ The Comforting Familiarity of Salesforce.com because everyone already knows how to log in there. Now they just see more of what they need. Literally, No training required. The “learning curve” is essentially flat for all reps in the field and HQ folks spend a hour or two learning, not days.
‣ Direct access from Salesforce CRM with single user sign-on
‣ Easy for anyone to slice and dice data for greater insight
GoodData dashboards are directly embedded into Salesforce CRM
How can GoodData help you drive your business? Drop us a mail or give us a call.
(415) 200-0186
[email protected]
