Sales & Marketing Analytics

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  Benefits of OLAP Cubes for Sales Reporting Many organizations have sales or marketing analysts whose focus is to deliver summarized information for management that goes beyond the basics that come from dashboards or operational reports. These analysts typically are focused on extracting data from... Read More... Published: Tuesday, August 12, 2008, 09:19 PM Tags: Dynamics CRM, madrona, OLAP, Sales Cube, Sales OLAP, SSAS

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  Ad Hoc Reporting for Dynamics CRM For most organizations, successful analytics requires a set of management dashboards coupled with the ability to dive deeply into the data with Ad Hoc analysis. With Dynamics CRM an organization has a number of options for generating Ad Hoc sets of data... Read More... Published: Tuesday, July 22, 2008, 05:36 PM Tags: madrona, CRM Cube, Dynamics CRM Analytics, SSAS Dynamics, OLAP Dynamics

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  Using Dashboards to Manage Adoption One key challenge for almost all CRM implementations is driving adoption by sales representatives. In the past, I've found that having user dashboards that provide insight into adoption metrics can be an effective way to highlight patterns of usage... Read More... Published: Tuesday, July 01, 2008, 05:48 AM Tags: madrona, usage dashboard

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  Pipeline Trending with Dynamics CRM In our earlier post on Sales Manager dashboards, I brought up the topic of trend reporting for the sales pipeline. For many sales managers they feel a strong need to have visibility into whether the pipeline is growing or shrinking over time, and to get... Read More... Published: Tuesday, June 10, 2008, 09:20 PM Tags: Dynamics CRM Sales Dashboard, madrona, pipeline trending

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  Delivering a CRM Sales Representative Dashboard Last week's post focused on a sales manager dashboard. This week, I wanted to follow up with a concrete example for sales representatives. Future posts will focus on some alternative views to this display as well as views that are critical for marketing... Read More... Published: Wednesday, May 21, 2008, 10:36 PM Tags: Sales Dashboard, CRM Reporting, Sales Analytics, Dynamics CRM Sales Dashboard

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  Dynamics CRM Sales Manager Dashboard Last week's post focused on defining a baseline for Sales Analytics. This week, I wanted to follow up with a concrete example for Sales Managers. Future posts will focus on some alternative views to this display as well as views that are critical... Read More... Published: Monday, May 12, 2008, 12:21 AM Tags: CRM Dashboard, Dynamics CRM Sales Dashboard

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  Executing on Sales Analytics - Creating a Foundation Last week’s post on planning an analytics strategy for sales outlined a series of steps organizations need to take in order to be fully leveraging customer data to make the best decisions. Today, I’ll focus specifically on getting to the basic stage.... Read More... Published: Tuesday, April 29, 2008, 08:02 PM Tags: CRM Reporting, Sales Analytics, Dynamics CRM

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  Planning an Analytics Strategy for Sales Any strategy must take into account the current state of the sales team and its current tools. For the purposes of this discussion, I’ll focus on a sales team that has Dynamics in place and is using a combination of Excel and out of the box reports to... Read More... Published: Friday, April 25, 2008, 10:30 PM Tags: Sales Dashboard, Dynamics Dashboard, CRM Dashboard, CRM Reporting

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  What is analytics and why does it matter? There are so many definitions for analytics out there that I thought I would start here with a simple one. Analytics is the process of working towards an optimal decision by making the best usage of existing data. With that in mind, I don’t view analytics... Read More... Published: Wednesday, April 23, 2008, 09:11 PM

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  Welcome to the Dynamics CRM Analytics Blog This blog is focused on helping people make good choices around the adoption of sales and marketing analytics tools. Posts will focus on developing a comprehensive strategy and ROI justification for analytics as well as examples of how analytics can leverage... Read More... Published: Wednesday, April 23, 2008, 08:08 PM