Manage Key Metrics for Success

Manage What You Measure: Lessons from Dashboard Pros Chris Hoffmann , Triple Tree Lynne Zaledonis, salesforce.com Todd Janzen, salesforce.com Scott Jorgensen, salesforce.com Advanced PE System Administrators

Safe Harbor Statement ,[object Object],[object Object],[object Object],[object Object]

Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Why and When You Want a Dashboard ,[object Object],[object Object],[object Object],[object Object],[object Object],Note TDWI recently summarized in their recent dashboard and scorecard survey , they help organizations communicate strategy, monitor and adjust the execution of strategy, and deliver insights to all. Judith Hurwitz also did a survey on marketing dashboards that not surprisingly rated improved decision making as the number one ben efit

5 Steps to Dashboard Success 2 Define Goals & Key Metrics 4 3 “ Socialize-it” Build & Refine 5 Maintain & Keep it Fresh 1 Identify Project

5 Steps to Dashboard Success: Step 1 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

5 Steps to Dashboard Success: Step 2 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Note A great idea is to get the stakeholders in a room and outline your goals on a whiteboard

5 Steps to Dashboard Success: Step 3 ,[object Object],[object Object],[object Object],Note Shop idea around formally and informally to managers and any key players who might have missed the meeting. Stop people at the water cooler or grab lunch to discuss the initiative to make sure you get the buy-in from everyone.

5 Steps to Dashboard Success: Step 4 ,[object Object],[object Object],[object Object],[object Object],[object Object],Note Browse for success first…www.appexchange Ex: Original dashboard displayed full names of reps which crowded the graph, making it hard to read. Refine dashboard to show aliases for a more legible graph. Also, make sure data is available

5 Steps to Dashboard Success: Step 5 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Note If no one has refreshed a dashboard in 90 days, get rid of it! Keep checking your dashboards for usability. Ex: If the sales team grows from 10 to 40, adjust the dashboard to only capture the top 10 reps.

Chris Hoffmann Senior Principal & Research Director [email_address]

TripleTree -- Introduction INDUSTRY: Investment Banking EMPLOYEES: 25 GEOGRAPHY: North America PRODUCT(S) USED: SFA, Campaigns, (2) Custom Tabs # USERS: 25 Merger and Acquisition Capital Formation Recapitalizations Strategic Advisory PERSONAL: 18 yr tech veteran; IBM, GE Capital, Gartner, two startups, long time SFDC admin.

TripleTree – Key Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

TripleTree – Solution Approach ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],DEPLOYMENT DETAILS

TripleTree – Sales Process Prospects

Solution Summary: Sales Operations ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

TripleTree – Research Process SOFTWARE AS A SERVICE UPDATE Q3:2006

Solution Summary: Research Operations ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

TripleTree – Fulfillment Process

Solution Summary – Fulfillment Operations

TripleTree – Results ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Summary ,[object Object],[object Object],[object Object],[object Object]

Tips and Tricks for Success ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Tips and Tricks for Success ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Note Tabular Reports cannot be displayed on the dashboard

Tips and Tricks for Success: Charts ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Tips and Tricks for Success: Table ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Tips and Tricks for Success: Metric Note ,[object Object]

Tips and Tricks for Success: Gauge ,[object Object],[object Object],[object Object],[object Object],[object Object]

Tips and Tricks for Success ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Note Dates on report should be rolling like next 90 days, THIS MONTH, etc. This ensures the report is always fresh.

Tips and Tricks for Success ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Tips and Tricks for Success ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Chris Hoffmann Sr. Principal and Research Director Scott Jorgensen Sales Engineer Manager Lynne Zaledonis Sales Engineer QUESTION & ANSWER SESSION Todd Janzen Sales Engineer

Session Feedback Let us know how we’re doing! ,[object Object],[object Object],[object Object],[object Object],[object Object],Save time! Use your cell phone or mobile device to send Feedback via SMS/Text Messaging! Send a message to 26335 In the message body: Session 115, #### For example, “ Session 115, 5555 ” Session ID: 115 Session ID # Scores for 4 categories SMS Voting powered by:

Manage Key Metrics for Success

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