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Company: Cloud9 Analytics, San Mateo, CA
Company Description: Cloud9 Analytics delivers on-demand analytic applications for salesforce.com customers that accelerate sales cycles, uncover new revenue opportunities, promote team selling and improve revenue predictability. Fully integrated with Salesforce, Cloud9 applications require no knowledge of analytics, reports or dashboards, and no IT involvement to install or operate.
Nomination Category: Best Organization Achievements
Nomination Sub Category: CRM Implementation & User Adoption Program of the Year
Nomination Title: Cloud9 Analytics
How many people are in your organization's entire sales department?
At the time of the Early Access Program (beta) launch in June, 2007, the
Cloud9 Analytics salesteam included four individuals. The team has tripled in
the last 4 months with a similar trend expected through 2008.
What is your organization's annual sales volume? If this information is confidential, simply enter "Confidential" in this space:
Confidential
Provide a brief biography of the leader(s) of your sales organization (up to 100 words):
Ford Goodman, Senior Vice President, Sales
Ford brings to Cloud9 Analytics more than twenty years of high tech experience
in general management, sales, and marketing including three assignments as
chief executive of successful technology ventures.
Prior to founding Cloud9 Analytics, Ford was CEO and co-founder of Relevance
Technologies, an Internet text modeling technology firm acquired by Documentum
in 1998. He served as CEO of CE Software, a publicly traded software company
best known for QuickMail for the Macintosh. Ford was also Vice President of
America Sales for Informix.
Ford has been an investor, mentor, and board member to a number of high
technology concerns in the western United States. Ford holds a B.S.E. in civil
engineering and architecture from Princeton University and is a Henry Crown
Fellow at the Aspen Institute.
Describe for the judges your achievement in this category (up to 100 words):
Cloud9 Analytics, with its partner CoreMatrix, took Lamar Advertising
Pittsburg (NASDAQ: LAMR) from a hodge-podge of spreadsheets and homegrown
applications to a Salesforce solution that integrates with their internal
processes, including powerful but approachable analytic capabilities which
provide a single view of its sales process, empowering both reps and account
teams on the front lines. The result:
• User adoption of Salesforce increased significantly.
• Sales meetings take half the time.
• Sales teams prioritize opportunities faster.
• Changes in the pipeline are immediately visible to management.
• Reps connect with others to close deals faster.
• Management is more proactive based on early detection of risks.
Briefly describe the 3 keys to the success of your initiative (up to 100 words):
1. Increase user adoption.
2. Delivering useful analytics to the front line salesteam immediately.
3. Enabling useful, proactive decisions by management.
User adoption of the Salesforce and Cloud9 Analytics solution was mandated by
upper management and was a key to early success; providing helpful analytics
right to the front line sales reps and teams to increase their effectiveness
and help them sell more; Giving management the insight to run the business
more efficiently by providing analytic data on pipeline changes and forecast
accuracy so decisions can be made proactively is yet another key to success
with the Lamar case.
List the 3 most important lessons your organization learned during this process (up to 100 word):
The big lessons for a CRM implementation like Lamar Advertising and Cloud9
Analytics are:
1. Broad user adoption is accomplished by bringing sales analytics to the
front lines and its success requires top management support.
2. Work with an experienced on-demand consulting service like CoreMatrix to
create exactly what a customer like Lamar Advertising needs. This is
essential for keeping costs low and delivering the project on time, two
critical customer requirements.
3. Bringing sales analytics to the front lines for “mere mortals” to actually
get useful information OUT of their CRM system is what Cloud9 Analytics is
bringing to sales teams and managers today for real ROI.
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