October 16 by Zack Alspaugh
Dreamforce is abuzz with analytics. Marc Benioff announced the launch of Salesforce’s new analytics-cloud “Wave” which will take traditional business intelligence (BI) and data aggregation out of large data warehouses and place it at your fingertips. While Tuesday’s keynote marked the culmination of this highly anticipated announcement, the enterprise world has been moving in this direction for quite some time.
Business no longer runs on a quarter by quarter basis. Speed is imperative. Value must be shown in weeks, even days, which requires the ability to track information, rapidly assess the data, and course correct in real time. With predictive, prescriptive and even cognitive capabilities coupled with the mobility and scalability of the Salesfore1 platform, your enterprise can do just that – move at the speed of thought with advanced actionable intelligence, granular insight, and immediate control.
Now that the BI capabilities are in place, it’s important to re-evaluate what you’re tracking. You don’t need more data, you need the right data and to be effective in today’s market companies need to measure their Quote-to-Cash process. Yesterday at Dreamforce, Apttus CMO Kamal Ahluwalia and Symantec’s Christine Coats explained the value of applying actionable analytics to your enterprise business processes.
Why It Matters
Quote-to-Cash represents “THE” most important set of processes in enterprise. This is particularly the case with industries concerned with acquiring value from accelerating sales, contracting and revenue cycles and increasing the effectiveness of Sales and Marketing teams in delivering the right products and services to different customer segments.
Hence visibility into activities, process flows, customer interactions and market developments that impact Quote-to-Cash is essential. Furthermore, enterprises gain an enormous competitive advantage from the ability to capture timely insights and efficiently execute informed responses.
- 50-80% decrease in overall quoting cycle times
- 20 – 25% renewal rates
- 30% increase in the size of new deals
- 4% – 15% increase in margin lines
Taking the Next Step
Powered by the Salesforce Wave, Quote-to-Cash Intelligence provides business and financial leaders with the template for creating timely, accurate business operations with minimal delays and expenses. As a result, QTCI gives executives a tool which can not only track metric-based goals such as revenue, but also situational programs such as the time necessary for a promotional idea to be made live in the field.
Made possible by a combination of machine-driven actions, alerts, and a dynamic recommendation engine, Quote-to-Cash Intelligence incorporates the new capabilities of the Salesforce Wave to give decision makers at every level a tool that allows them to take relevant, informed action across the enterprise.