6 Steps to Become a Data-Driven Company

6 Steps To Become
A Data-Driven
Company

Housekeeping
• 45-minute presentation with Q&A at
the end
• Type questions into the "question
box" to submit them throughout the
presentation
• We'll send a copy of the deck and
recording of the webinar in follow-
up emails after the event
#LearningWithBrainSell

Presenters
Tony Berry
Senior Solutions
Architect
Jordan Berry
Business Analyst &
Developer

How well does your
company use data to
make key business
decisions?

How easy is it to get
to the data you need
to make these
decisions?

Agenda
 Why it’s important to be a data-driven
company
 Why it can be challenging
 A 6-step game plan for success
 Customer Story
 Q&A

Would you drive your car only using
your rear-view mirror?

Volume of Data is Large &
Expanding
Data is Scattered & Siloed
Across Departments
Integration is Slow
and Error Prone
Becoming Data Driven Is Hard

Businesses Are Struggling
3/4 70%
of time is spent manually
finding, cleaning and
organizing their data
of an organization’s
data goes unused for
analytics & reporting

Leveraging Data Helps Drive Growth
“Data-driven organizations are…
23x more likely to acquire customers,
6x as likely to retain customers,
19x as likely to be profitable as a result.”
– McKinsey Global Institute

Attributes Of A Data-Driven Company

How To Become A Data-Driven Company
Focus on one
measurable business
outcome at a time
where an insights-
driven approach can
directly impact profit,
cost, efficiency, or
customer
satisfaction.
Share the vision with
your team by helping
employees
understand the end
goal of the insight’s
initiative. Identify
and implement a
straightforward
process for each
business objective.
Identify the
company's data
sources and format
type. Create
procedures and
documentation to
ensure that
employees know
how to adjust and
maintain data
sources for optimal
function.
New Data as a
Service (DaaS)
technologies allow
an organization's
various data
sources to be left in
place, easily
connected, related
and then blended in
real-time to form
intelligent
relationships.
Go beyond the
traditional
performance and
operational metrics of
your business to
understand the root
cause of why things
happen so that you
can better predict
future business
outcomes or
challenges before
they occur.
Make business
decisions based on
the extracted
insights. Once
decisions are made
from the insights,
actions and
reminders can be
automated to help
your team
implement changes.
Understand
the
business
need
Align
people,
process,
and
technology
Know where
your data
lives
Connect,
relate, and
blend your
data
Gain
insights
from your
blended
data
Take
effective
action

Questions Data-Driven Companies Can Confidently Answer
Am I hiring the right
people at the right
time to meet my
customer’s needs?
Are my teams
consistently meeting
the deadlines that
matter?
How accurate is my
forecast for this
month, this quarter,
this year?
What does my sales
pipeline look like and
is it enough to hit our
revenue goals?
Are my largest
customer my most
profitable? If not, who
is and why?
What payments are
most at risk on our
current open
invoices?
Is my customer on-
boarding process
working and how can
it be improved?
What is my ROI by
marketing channel
and where should I
allocate my spending?
What products should
we introduce to meet
unmet customer
demand?

Customer Story – Marketing Services Company
Gaining Near Real-Time
Visibility Into The
Lead To Cash Process.
A mid-market marketing services
company was struggling to understand
how their sales pipeline was converting
into realized revenue over given periods.
Their data was siloed in several systems
and generating reports was slow and
often outdated.

Understand The Business Need
How accurate is my
forecast for this
month, this quarter,
this year?
What does my sales
pipeline look like and
is it enough to hit
our revenue goals?
Is my team spending
time with the right
customers and is this
effective?
Where are the
bottlenecks in our
lead to cash lifecycle?
• More Accurate Forecasts
• Pipeline Growth & Shape
• Sales Effectiveness
• Sales Velocity
• Customer Lifecycle Improvements
C H ALLENGES G O A LS

Align People, Process, Technology
Aligned
(1%)
• Fits ICP
• Scored by Marketing
• Follow-up scheduled
Needs
Identified
(10%)
•Market Definition - R
•Profile Completed
•Decision makers
• Needs Understood
Qualify
(30%)
• Product Interest
• Demo
• Budgeted - R
Proposal
(75%)
• Proposal Request - R
• ROI/Proof
Contract
(90%)
•Verbal
•Ordered – R
• Sales Order - R
Closed/Won
(100%)
• Order
• Implementation
Loss IntelligenceAdd-On
Opportunity
Win Intelligence
Web, Call, Event Marketing
Cross Sell
CustomerTarget

Know Where Your Data Lives
Invoices
Customers
Leads
Prospects
Opportunities
Quotes
Target Lists
Campaigns
Contacts
Projects
Services
Marketing
Library
Goals
Proposals

Connect, Relate And Blend Your Data

Connect, Relate And Blend Your Data
SUGAR CRM
MAILCHIMP
QUICKBOOKS
INVOICE
#004657
OPPORTUNITY
Dell Computers
OPPORTUNITY
Blackbaud
INVOICE
#004447
INVOICE
#004259
CAMPAIGN
Partner Conference
CAMPAIGN
Target Accounts

Gain Insights From Your Blended Data

Take Effective Action

Thank You For Attending!
Schedule Your Complimentary
Data Driven Assessment
Contact:
sales@brainsell.net
(866) 356-2654
www.brainsell.net
Follow us on Twitter: @BrainSell

6 Steps to Become a Data-Driven Company

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