Recently I spoke with Rob Reid and Ken Rudin of LucidEra to learn more about their Pipeline Healthchecks that help Salesforce.com customers analyze their sales pipelines, marketing, etc. The overall goal is to identify how to increase sales and revenue, and decrease expenditures by looking at what efforts create the most value. For example, sales forces may be putting 80% of their effort for 30% of overall profits. By assessing current allocations and breaking down information, organizations are able to interpret all of their sales based information to identify the best places to focus their efforts.
Aside from seeing intrinsic value in using analytics to take sales data and show organizations how they can use their current processes and existing information to increase profits and allocate time more efficiently, LucidEra is helping organizations be proactive in their approach to sales analytics. All the while, positioning themselves as a value added service in addition to their overall SaaS-based solutions. With embedded analytics becoming more mainstream, it stands to reason that vendors, such as LucidEra, have to add services and work closer with customers to increase the associated value of their products. After all, because of the rate of change of technology, features and functionality only provide a portion of what customers see as creating value in regards to the products and services they use to analyze their overall performance.
Posted October 27, 2008 11:24 AM
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