1. Equipping(Your(Sales(Team(For(
Peak(Performance(With(Mobile=
Enabled(&(Integrated(Sales(
Resources((
#PeakPerformance,

2. #PeakPerformance,
Follow,this,webinar,on,LinkedIn,&,Twi:er,
#PeakPerformance,,

3. About,Demand(Gen(Report(
@DG_Report
http://linkd.in/DG_Specialists
• Launched,in,2007,to,track,best,pracAces,in,
lead,generaAon,
• Newsle:er,has,grown,to,more,than,26,000,
readers,
• We,also,offer,a,menu,of,research,and,best,
pracAces,reports,,
• New,audio/video,podcasts,at,
DemandGenReport.com,

4. #PeakPerformance,
Panelists,
Joe,Galvin,
Chief,Research,Officer,
Miller(Heiman(Research(
InsEtute( ,
(
MODERATOR:,
Ma:hew,McKenzie,,
Editor,,Demand(Gen(Report(
Emily,Shorter,
Manager,,Industry,and,
SoluAons,MarkeAng ,
MicroStrategy((

5. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 5,
The Next Level of Transparency
April 28, 2014
Jo e G al vin

6. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 6,
Decision Making
What,we,know:,,
,,50/50,
probability,
What,we,think:,,
,,I,always,pick,heads,
New$informa,on:$$
$3$straight$tails$
Decision:,………?,

7. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 7,
What We Know and What We Think
InformaAon,and,Data,,What$we$know%
,PerspecAve,and,Knowledge,,What$we$think(
When,we,add,to,what,we,know,,,
,we,expand,our,perspecAve,of,what,we,think(

8. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 8,
Adding to What We Know

9. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 9,
Examples Exist Everywhere
Replaced,
Baseball,
Scouts,
Judgment,
with,,
Facts,
“21”,
MIT,Math,
PhDs,,
Crack,the,
Card,
CounAng,
Code,
Wearable,Technology,

10. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 10,
Auto Analytics
…discipline of auto-analytics—the practice of
voluntarily collecting and analyzing data about oneself
in order to improve.
…with$wearable$devices,$mobile$and$computer$apps,$and$
sophis,cated$data$visualiza,on…$monitor$our$office$ac,vity$
…use$that$informa,on$to$make$beAer$choices$about$where$to$focus$
our$,me$and$energy$
“effort,at,selfawareness”,
Source:,H.,James,Wilson,,Senior,Researcher,at,Babson,ExecuAve,EducaAon,,,,

11. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 11,
The Next Level of Transparency
Behavior$Modeling$
Funnel$Confidence$
The,Next,Level,of,Transparency,
Fuzzy$Funnels$
Outcomes,
Anecdotal$Percep,ons$
AcAviAes,
Miller$Heiman$Research$Ins,tute$Research$Note:$
$Strategic$Themes$2014:$The$Next$Level$of$Transparency$

12. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 12,
The Next Level of Transparency
! Adds Precision to Customer Management
- Accurate,Forecasts,
- Funnel,Confidence,
! Allows the Sales Leader Greater Insight to Sales Behaviors
- ConnecAng,Behaviors,,AcAviAes,and,Messages,with,Results,
- Capture,Sales,ProducAvity,as,a,FuncAon,of,Effort,and,Outcome,
! Empowers Sales to Re-gain Control
- Rapid,learning,through,shared,experiences,and,knowledge,
• Knowledge$Exchange,
- Calibrated,standards,for,opportunity,modeling,
• Qualifica,on$Criteria$
• Conversion$rate$by$sales$stage$
• Sales$cycle$length$by$sales$stage$

13. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 13,
2014 Strategic Theme: The Next Level of Transparency
Sales Operations
Customer
Management
Sales Training
Frontline Sales
Manager
Sales Enablement
Knowledge
Exchange
Sales Technology
Social
Platform
Funnel,
,Confidence,
Behavior,
Modeling,

14. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 14,
The Levers of Productivity
Sales,Management,
Channel/Region/Segment$
Sales,Manager,
Frontline,$Quota$Bearing$
Salesperson,
Field/Inside/Channel$
Chief,Sales,Officer,
Revenue,$Expense,$Marketshare$
Sales(
Performance$
Sales,OperaAons,
Territories,$Metrics,$Comp,$Quota$$$$$$
Sales,Training,
Process,$Skills,$Product,$New$Hire$
Sales,Enablement,
Leads,$Knowledge,$Message,$Tools$
Sales,Technology,
SFA,$Apps,$PlaXorm.$Mobile$
Infrastructure(
Produc,vity$

15. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 15,
Strategic Infrastructure
Sales(Technology(
SFA$ Learning$ Content$
Computer,,Tablet,,Smartphone,,,,,,,,,,,,,,,,,,,,,,,,,,,(((((((((((((((((Mobility,,CollaboraAon,,IntegraAon,,(
OperaEons(
Market,assessment,,
coverage,model,,
territory/role,
definiAons,,quota,
management,,
compensaAon,,funnels,,
forecasts,,producAvity,,
metrics,,reporAng,,
analyAcs,
,
Where,We,Sell, How,We,Sell,
Training(
Process,and,
methodology,,
skills,,tacAcs,and,
techniques,,
sales,mgmt.,,coaching,
new,hire,producAvity,,
market,,compeAtors,
,
Enablement(
Value,,FAB,,
posiAoning,,
comparaAve,,strategic,
roadmap,,ROI/TCO,,
documents,,
playbooks,,
presentaAons,,rich,
media,,webinars,,
virtual,events,,
community,
,
What,We,Sell,

16. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 16,
9%, 7%,
11%,
4%,
15%,
7%,
22%,
9%,
27%,
39%,
15%,
35%,
0%,
20%,
40%,
60%,
80%,
100%,
<100%,Forecast, 100%+,Forecast,
9110
0%,
8190
%,
7180
%,
Forecast Accuracy
Miller$Heiman$Sales$Performance$and$Produc,vity$Study$2013$
Those that have strong forecasts for 2013 report
higher accuracy
42%(
greater$
than$80%$
74%(
greater$
than$
80%$

17. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 17,
Confidence in Funnel/Opportunity Data?
Miller$Heiman$Sales$Performance$and$Produc,vity$Study$2013$
Organizations on track to achieve plan also have higher
confidence in their opportunity data
22%,
12%,
22%,
17%,
22%,
5%,
<100%,Forecast,
10%,
12%,
14%,
20%,
20%,
14%,
100%+(Forecast,
<50%,
5160%,
6170%,
7180%,
8190%,
Funnel(Confidence((
of,70%,or,greater,
44
%,
Funnel(Confidence((
of,70%,or,greater,
54
%,

18. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 18,
2014 Strategic Theme: The Next Level of Transparency
Sales Operations
Customer
Management
Sales Training
Frontline Sales
Manager
Sales Enablement
Knowledge
Exchange
Sales Technology
Social
Platform
Funnel,
,Confidence,
Behavior,
Modeling,

19. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 19,
Building Blocks of Sales Enablement
Knowledge,Access,
InformaAon,
Portal,
Content
Knowledge,
Planorm,
Knowledge,Exchange,
Learning,
Planorm,
CollaboraAon,
Planorm,
Knowledge
Knowledge,Transfer,
InteracAve,
InformaAon,
Center,
Information
Miller$Heiman$Research$Ins,tute$Research$Note:$
Sales$Enablement:$Knowledge$Exchange$PlaXorm$

20. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 20,
Back to the Future
Tom,Siebel,–,Michael,Malone,
1996,
….most,sales,force,automaAon,
tools,don’t,work.,
….most,sales,force,automaAon,
tools,on,the,market,do,nothing,to,
help,the,salesperson,sell.,
….to,date,,most,of,the,applicaAon,
of,computer,technology,to,the,
selling,process,is,not,for,the,
benefit,of,salespeople,,but,for,
sales,management.,It’s,about,
control.,,

21. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 21,
Increasing Levels of Transparency
Paper,Form,
1984,
Spreadsheet,
1990,,
Client,Server,
1996,
On,Demand,
2004,
SFA$Market$2012:$$4.7$billion$
Deploy,new,CRM,System,
22%, 53%, 25%,
0%, 20%, 40%, 60%, 80%, 100%,
Completed,in,2012,or,prior,
2013/2014,
Not,planned,or,in,place,
Miller$Heiman$Research$Ins,tute$Research$Note:$
Sales$Force$Automa,on$Transi,on:$Time$to$Transform$

22. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 22,
Visibility$and$Transparency$_$Reports$and$Dashboards$$
Sales(Force(AutomaEon:(Next(GeneraEon(
Sales Force Automation: Next Generation
SFA(
(FoundaEon(
,
Accounts,
,Contacts,
OpportuniAes,
,
Funnel/Forecast,
,
Territories,
Sales,Hierarchy,
ICM(–Sales(
CompensaEo
n(
,
Comp,Plans,
,
CrediAng,Rules,
,
Quota,Mgmt.,
,
Commission,
Statements,
Methodology(
AutomaEon(
,
Account,Plans,
,
Opportunity,
Plan,
,
Coaching,
,
Team,Selling,
,
AnalyEcs(
,
Historical,Data,,
Capture,
,,
PredicAve,
,Modeling,
,
ProducAvity,
Metrics,

23. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 23,
Customer Management System
CRM/SFA,
Internal,Data,Systems,
MarkeAng,,Finance,,HR,
Knowledge,Exchange,
Strategy,,Message,,Knowledge,
Data,
CollaboraAo
n,
Device,
Laptop,(air),,Tablet,,Smartphone,
Mobile,
ApplicaAons,
Ap
p,
Ap
p,
Ap
p,
App, App, App, App,
Miller$Heiman$Research$Ins,tute$Research$Note:$
Sales$Technology:$Accelera,ng$Change$

24. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 24,
Choose Wisely…
When,we,add,to,what,we,
know,,,
we,expand,our,perspecAve,
of,what,we,think(
The,Next,Level,of,Transparency,

25. 2
5
Dramatically Increase Sales Productivity !"
Increase rep productivity and extract more value out of your SFA/CRM
investment with advanced analytics and mobile enablement solutions"

26. 26
Your Current Sales Analytics Aren t Enough"
Limited to current data within
SFA/CRM systems
Scripting required for
advanced mathematical
operations and functions
Basic pie and bar charts
Silos of Current"
Information"
Basic"
Functions"
Simple"
Visualizations"
Sales
Data Support
Data
Financial
Data
Marketing
Data
Analytical Data
Store Addition +"
Subtraction -"
Multiplication x"
Division ÷"
Exponentiation bn"
Summarization"
Min"
Max
$

27. Addition +"
Subtraction -"
Multiplication x"
Division ÷"
Exponentiation bn"
Summarization"
Min"
Max
Limited to current data
within SFA/CRM systems
Sales
Data Support
Data
Financial
Data
Marketing
Data
Analytical Data
Store
Basic pie and bar charts
Scripting required for
advanced mathematical
operations and functions
27
Your Current Sales Analytics Aren t Enough"
Silos of Current"
Information"
Basic"
Functions"
Simple"
Visualizations"
$
Sales
Data Support
Data
Financial
Data
Marketing
Data
Analytical Data
Store
Combine SFA/CRM data with
data from different sources and
with historical data
Combine
Expand your analyses with
accessible advanced
analytical capabilities
ƒ(x)=∑{x + 2(2x + 3x)}"
"
Data Mining"
Predictions"
Statistics"
Financial Analytics"
More…
Advanced Analytics
Expand
Visualize your data to spot
patterns and identify trends
Visualize

28. 28
The Opportunity for Your Sales Organization"
Tablets have ushered in a new era of field sales capabilities"
Sales
Capabilities"
Sales teams are
empowered with a
combination of the device
plus Sales focused Apps
Tablet features"
Brought to life by a
collection of
technologies maturing
at the same time
Apps GPS
Multi-
Touch
Battery
Life
Instant
On
Flash Data
Storage
App
Stores Internet 3G/4G
Getting information to the sales reps has never been easier.
Location
Driven
Selling
Informed
Actions and
Selling
Light & easy
to carry
Easy for
Sales Reps
Great to
share w/
customers
Sales data
only a tap
away
10+ hours of
Selling
Apps designed
for Humans,
not Geeks
$

29. 29
Customer Engagement in Its Finest Form"
Present Relevant and interactive information."
$
• Interactive,
spontaneous
conversations!
• Multimedia collateral
on-demand!
• Customized visual
insights
Hello, Relevant &
Interactive.
Goodbye, Death by
PowerPoint.

30. 30
Sales Productivity, Maximized."
Take action in the field. Monitor activity and coach on delivery."
• Guided Selling!
• On-the-go processing:
update opportunities and
forecasts!
• Monitor activity at sales
meetings by reporting on
app info and content!
• Coach reps to improve
delivery of messages on
sales calls
$

31. 31
Hear how these great organizations have transformed how they sell."

32. 32
Free Ways to Get Started"
Custom Mobile App or Analytics
Dashboard Prototype
The Free MicroStrategy QuickStrike !
• Hands-on working session with our experts!
• We build you a custom dashboard on web or mobile!
• Your own data, your own custom processes
Training
Free workshop classes!
• 45-minute on-site lunch and learn!
• 90-minute hands-on class!
• One-day workshops at locations worldwide
info@microstrategy.com

33. Q&A,//,Panelists,
Joe,Galvin,
Chief,Research,Officer,
Miller(Heiman(Research(
InsEtute( ,
(
MODERATOR:,
Ma:hew,McKenzie,,
Editor,,Demand(Gen(Report(
Emily,Shorter,
Manager,,Industry,and,
SoluAons,MarkeAng ,
MicroStrategy((

34. #PeakPerformance,
Thanks,for,a:ending,this,webinar!,
,,
Download,and,view,this,presentaAon,at:,
h:p://dg=r.co/peak=performance(