Insider Secrets on How You Can Meet Your

Revenue Goals with 95% Accuracy…. and

100% Confidence

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Please send questions using

the online interface

Attendees muted upon entry

Webinar Notes

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Agenda

How Jive uses Birst for Sales Operations

How Birst uses Birst in Sales Operations

Demo

Best practices / tips

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Featured Speakers

Alex Saleh

VP of Business Operations

Adam Sold

VP of WW Sales Operations

(Birst Customer)

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AVOIDING THE

SALES FORECAST

“HALL OF SHAME”

Birst customer

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Remember 1st Generation iPhone?Birst customer

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The Shift to Leading IndicatorsBirst customer

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Ignoring Leading IndicatorsBirst customer

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Relentless Focus on Leading IndicatorsBirst customer

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The Results

Your Product Here

Birst customer

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The Shift to Leading Indicators

• Identify your

leading indicators

• Track them

relentlessly in

real time

• Course correct

when needed

• Reap the benefits!

Birst customer

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Sales execs and sales operations are turning to BI

to answer the questions they need to hit quota by

looking at the following key areas:

• Pipeline management

• Discount analysis

• Pipeline velocity

• Closing performance

• Deal size

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Sales execs and sales operations are turning to BI

to answer the questions they need to hit quota by

looking at the following key areas:

• Pipeline management

• Discount analysis

• Pipeline velocity

• Closing performance

• Deal size

But it’s not that simple…

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Improving Sales Performance requires analysis

across multiple data sources and action by many

people

ProductivityHiring, training, ramp

time, etc.

BookingsBy rep, manager, lead

source, deal size, etc.

Rep PerformanceBy hiring cohort, territory,

ramped status, tenure, etc.

Upsells By customer satisfaction levels,

product, sales channel, etc.

Loss AnalysisBy employee training status,

manager, competitor, etc.

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Improving Sales Performance requires analysis across

multiple data sources and action by many people

VP Sales

Sales Managers

Sales RepsCFO

VP Marketing

VP HR

Data Scientists

Analysts

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SALES ANALYTICS

AT BIRST

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Where we focus today

Territory coverage &

hiring decisions

• What is the current coverage

• Where are the reps located

compared to their accounts

Forecast stress test

• Historical

• Deal scoring

Management

• Sales quota vs. close

• Pipeline coverage

• Composition of the pipeline

Pipeline diagnostics

• Pipeline movement

• Current and next Q pipe

• Pipeline aging

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DEMO

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Best Practices

Set expectations with

management and

stakeholders

Value-based Design -

focus on the metrics

that matter

Don’t just copy your

existing reports – beware

of paving the cow paths

Iterate – always

start small

Get executive

interest and

sponsorship

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Birst Offerings in Sales Analytics

• Sales Analytics Accelerator for Salesforce

– Pre-built data model, reports & dashboards

• Sales Forecasting Solution

• Connectors

– Salesforce.com, Oracle CRM, Netsuite, SAP, Eloqua, Marketo, Google Analytics, and many more…

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Learn more

• Learn more about Birst

– www.birst.com

– Live Demo: www.birst.com/livedemo

Every Tue/Thu at 11 AM PT

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Thanks