Hone Your Strategy with Business Planning Analytics for Release 18

There's been some mention of Release 18's business planning analytics feature, but it could do with more of an explanation. When you create a new business plan, you can add, or associate, objectives to support that plan. To support objectives, you can add opportunities and contacts, but you can also add products, accounts, tasks, and appointments. This way, you can use business plans for both short-term and long-term planning. You can also create stand-alone objectives that aren't related to a business plan. This can help with networking and pursuing other non-traditional marketing strategies.




After you set up a business plan, you execute specific activities to meet your plan's goals and objectives. Now with Release 18, you can use analytics to measure your business plan's actual performance, re-evaluate its effectiveness and accuracy, and revise your goals and objectives accordingly. This new feature includes a prebuilt, real-time analytics subject area for business planning analytics, which--as the name suggests--lets you get reports on critical business planning metrics. You can also use combined analysis, reporting from historical subject areas in combination with the new real-time business planning subject area. In short, analytics helps you complete the business plan cycle.
PlanningCycle2.jpg

 

Business planning is a feature of CRM On Demand that customers use differently, depending on their industry. Here are a few examples that could apply to numerous types of businesses.

In terms of sales, our customers can determine a sales representative's...


  • Reach - how many contacts or accounts each sales rep should target and how they are tracking to that target

  • Frequency - how often a sales rep visits her contacts or accounts, compared to the planned frequency

Although our Life Sciences customers use this method, you could apply it to any company with a sales organization.

For Partner Relationship Management, as a channel manager at a brand-owning company, you can create a business plan for each of your partners and add objectives to support that plan. What's more, you can support these objectives by associating related records. So even if you don't allow your partners access to your opportunity pipeline, you can still set measurable targets based on other objects. You can work with your partner users on defining plan details and objectives, approving the plan, assigning owners to objectives, developing a roadmap to achieve the objectives, and reviewing the plan's success. This could apply to any company that handles any type of subcontractor, whether in consulting, customer service, or distribution and reselling, to name a few.

Our insurance customers use business planning to keep track of agent activities and compare those with the objective that the channel manager set at the beginning of the month.

So if your company routinely plans activities and tracks performance, you can use CRM On Demand's business planning analytics to your advantage. In fact, any company with CRM On Demand Release 18 can get the Business Plans and Objectives objects provisioned for roles and page layouts. Take a look at these Webinars and resources for more details:


  • Business Planning Analytics Overview for Release 18

  • Business Planning Overview for Release 17

To find either of these:

  1. Click Training and Support at the top right of any page in CRM On Demand.

  2. Search for "business planning".

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