Transcript:
0:02 foreign
0:05 we're going to show you the accelerator
0:07 n52 opportunity Analytics
0:11 the accelerator is going to show you how
0:13 you can use Microsoft's Dynamic CRM and
0:16 North52's formula manager to build a
0:19 set of advanced sales metrics
0:22 a lot of these sales metrics don't come
0:24 out of the box with with Dynamic crn and
0:29 we're going to show you how you can
0:30 easily build these using formula manager
0:33 without writing any c-sharp or
0:35 JavaScript code
0:38 the
0:40 accelerator itself primarily revolves
0:43 around a
0:46 new custom entity called opportunity
0:48 stages and opportunity stages allows us
0:51 to record at each stage in an
0:54 opportunity
0:55 how many phone calls appointments tasks
0:58 were completed by a salesperson and how
1:01 many days was that opportunity at that
1:04 particular stage so it's tracking those
1:06 types of metrics we also track some
1:09 metrics that are at the opportunity
1:11 level as well in terms of the overall
1:14 number of days open for this
1:16 opportunity so that's around
1:19 aging
1:21 the upper the accelerator itself is
1:24 composed of nine formulas One schedule
1:27 one custom entity three dashboards and a
1:30 couple of custom Fields you can download
1:33 the accelerator from our website the
1:36 North52 support website and we have
1:38 this online knowledge base article which
1:40 you can use to install the accelerator
1:42 and again it's it's all for free
1:46 so just getting to the main part of the
1:48 demonstration is around
1:50 just this dashboard that that we have
1:53 that I'm going to show you and walk you
1:55 through and this is the open dashboard
1:57 so we've got um
1:59 a one and a last dashboard as well
2:02 so the first metric I'm going to talk
2:03 about is the touches metric so this is
2:08 related to how many how many touches or
2:11 how many activities does a salesperson
2:13 do with a prospect
2:15 and you can see here the first track
2:18 just shows by sales stage how many how
2:22 many activities overall or how many
2:24 touches overall are your sales people
2:26 having so we can see here that the
2:28 qualify sales stage we have 59 touches
2:32 so that's quite a lot of Touches for the
2:35 for a qualification stage so sales
2:37 manager might be interested to know well
2:39 what's the breakdown of those 59 so we
2:43 can come to the Chart just below and we
2:46 can see the qualified stage and we can
2:48 see that the breakdown is 17
2:50 appointments 11 phone calls and 31 tasks
2:54 so again this will get the sales manager
2:56 thinking
2:57 that's a a very high number of
2:59 appointments for a very early stage
3:01 qualification and being 17 appointments
3:04 so
3:06 the sales manager might want to drill
3:08 into
3:09 those appointments and see which
3:11 opportunities are making
3:14 um up those appointments and here you
3:17 can see that we have 12
3:20 appointments for one single
3:23 opportunities big opportunity at North
3:25 52 so we can see it's not really spread
3:27 around it's like all focused on this one
3:29 opportunity so that might be a little
3:31 bit of a a red flag to the sales manager
3:33 just to to follow up on on the lead
3:36 sales guy for this and and ask them why
3:38 is he having so many appointments
3:40 um with this Prospect
3:45 the the next two charts are are similar
3:48 to to the first two but it tracks the
3:50 the average number of touches
3:52 so it attracts that overall of the four
3:55 stages and again it gives you the
3:57 breakdown
3:58 this is an important set of charts
4:00 because you you can go to the to the One
4:03 dashboard and you can start comparing
4:07 um
4:09 the the last six months worth of one
4:11 opportunities are all the One
4:13 opportunities in the past what's the
4:14 average number of Touches for the for
4:17 the qualify stage so we can see here
4:19 that this is 11 touches and if you saw
4:22 that you had a historical average of
4:25 four you might ask yourself why is it
4:27 nearly triple the amount of touches
4:31 um in the qualification stage at the
4:33 moment for open opportunities so again
4:35 it just allows the sales manager to ask
4:38 very relevant questions
4:42 the next sales metric I'm gonna
4:44 talk about is time to close
4:48 and this is the sales metric around
4:52 capturing the number of days that each
4:56 um that each stage that an opportunity
4:58 is in so we can see here that on average
5:02 this is the average one that checked we
5:04 have up at the moment we have ten and a
5:06 half days average for the qualification
5:09 stage so that means it stays all all the
5:11 open opportunities at the moment stay
5:13 for ten and a half days in a qualified
5:15 stage
5:16 and again you could look at the one and
5:18 the last dashboard to get to get metrics
5:20 on those ones as well
5:22 the developer you can see it's it's
5:23 about twice as long and then there's a
5:26 really big spike for the proposed so you
5:27 can see it's nearly 50 days it stays at
5:30 the proposed stage so again a sales
5:32 manager might ask himself that's quite a
5:34 lot of days to be stuck in the proposed
5:36 stage can we drill in and see is there
5:39 any anything interesting with this data
5:43 and we can see here that actually it's
5:46 pretty well distributed there is just
5:48 three opportunities at the proposed
5:50 stage and there and that they're all
5:53 pretty well even so there's no real one
5:55 flagging up there specifically so sales
5:58 manager might just have to ask himself
6:01 you know why are they all so high is
6:04 there a problem with maybe a supplier or
6:06 is there an issue
6:08 um at the moment on site with some with
6:12 something to do in the inventories or
6:14 something that's overall all affecting
6:17 our ability to sell so you know in
6:20 getting Jan as a proposed stage maybe
6:22 some some documentation is required for
6:25 proposals that are sent out
6:30 the
6:31 third metric is around aging and it's
6:35 around aging of the opportunities
6:37 themselves and you can see here
6:40 um we have a these give a listing of the
6:42 top 10 opportunities that are in the
6:44 system so this first one is a small
6:47 opportunity at Microsoft and we can see
6:49 here that it's been 2.66 days total in
6:54 the
6:54 since it's been created and we've done
6:58 three touches already or three
7:00 activities already with this opportunity
7:03 so this is kind of you know it's looking
7:04 okay the guys are moving through the
7:06 pipeline or at least they're carrying
7:09 out the first set of stages
7:11 then at the other end we can see this
7:13 big opportunity at North52 and we can
7:15 see
7:16 174 days
7:18 which is a couple of months so this is a
7:20 long period of time and there is 56
7:22 touches so this is like 50 a breakdown
7:25 of appointments phone calls tasks
7:28 and you're gonna and we can actually see
7:29 here if we look at the top two so new
7:32 chips for Intel 27 this 27 and 56. these
7:36 two single opportunities are consuming a
7:38 ton load of time for your sales people
7:41 so again this might be a little bit of a
7:43 red flag for a sales manager to to say
7:46 or just for for sales manager to keep
7:48 really in touch with these two
7:49 opportunities to make sure everything is
7:51 is on track let's make sure it's all
7:54 going okay
7:56 the the next item I I'd like to show you
7:59 is um how this all works and how it ties
8:02 into Dynamics CRM and to show you it all
8:04 working in real time so we've got a set
8:07 of formulas that are powering a lot of
8:08 these calculations for us
8:10 so I'm going to create a new
8:14 opportunity in the system just so you
8:16 can see it working in real time
8:18 I'm going to use the new flow UI and
8:21 this works all over out of the box with
8:23 the accelerator and let's give it a name
8:33 so I'll just give it an a medium up for
8:35 Apple
8:36 let's pick out the accounts Apple
8:39 and
8:41 so that'll do fine there let's click
8:44 create so when we click create here
8:46 behind the scenes some formulas of
8:48 firing and it's creating records
8:50 updating records but it's all going to
8:53 happen in real time and it's going to
8:55 cap capture those sales metrics for us
8:59 I can now go to activities
9:00 and I'm going to add a task
9:03 I'm going to give it a name just call it
9:06 test data do okay
9:10 and let me just give it another one
9:13 test data two click ok
9:17 and four tasks we need to complete these
9:19 tasks so let's just click the complete
9:21 button and again a formula behind the
9:23 scenes is firing and it's capturing this
9:25 sales metric for us and now I'm gonna
9:29 move it on to the next stage so on to
9:31 the develop stage so
9:33 hopefully the with those two tasks the
9:36 salesperson has progressed the
9:38 opportunity on and again some formulas
9:41 are firing behind the scenes doing the
9:42 calculations but the great thing is now
9:45 I can come back to my dashboard
9:47 I can refresh the dashboard
9:51 and we can see here that yeah everything
9:53 is working in real time the
9:54 qualification stage it's gone from 59 to
9:57 61.
9:58 and we can see here that the the
10:02 tasks are after incrementing as well up
10:05 from 31 up to 33 and I can drill in just
10:08 to show you that working
10:13 and you can see there's the two tasks
10:15 that we created the red ones medium up
10:17 for Apple so that so that looks good
10:19 there and you can see it working in real
10:21 time
10:23 I can then scroll down and if you
10:25 remember from before this was ten and a
10:27 half the average time in the
10:29 qualification stage and because we're
10:31 after creating that new opportunity and
10:34 pushing through the stages really really
10:35 quickly you can see here that the
10:37 average time has come from 10 and a half
10:39 days down to
10:41 um 8.82
10:44 and also here you you can see that
10:47 um the in the in the top 10 aging that
10:51 the opportunities after coming in here
10:52 for Apple you can see there's the two
10:54 touches and um zero
10:57 um because we did it so fast there's not
10:59 really any days
11:01 captured but if we left it run overnight
11:03 or even for just like 15 minutes this
11:06 number will start to take up
11:08 um so just to show you another one if we
11:11 just add another is that a phone call
11:16 do okay
11:17 and then increment it onto the next
11:19 stage again just to show you working in
11:21 real time to refresh
11:23 again formulas are firing behind the
11:25 scenes I scroll down here you can see
11:28 the medium up for Apple it's gone up to
11:29 three touches because we've just added
11:31 after adding in that um that phone call
11:35 so hopefully there you can see that
11:39 by using Dynamic CRM and North52's
11:42 formula manager you can build really
11:44 Advanced sales metrics or sales
11:47 analytics type
11:49 um
11:49 metrics for your um for your sales
11:52 people and for your sales managers
11:55 um one of the other items to say about
11:57 the accelerator is
11:58 you can when you download it it's just
12:00 it's just an unmanaged solution and we
12:03 give you all the formulas and the
12:04 schedules so that you can customize it
12:07 and you can tweak it and you can change
12:09 it around so if you wanted to add in
12:12 a custom activity type or you add in
12:16 let's say letters you want to record
12:19 every letter that's sent out or every
12:20 email that's sent out it's easy just to
12:23 add in one extra formula and it'll start
12:26 recording that metric and one extra
12:27 custom field and it'll just start
12:29 popping into your into your chat there
12:31 so hopefully you can see how easy it is
12:34 and how powerful the dynamic CRM and nor
12:37 52's formula manager is