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1. Lead Conversion – the percentage of leads that convert to customers.
2. The Close Rate – the portion of opportunities that convert to closed sales.
3. The Sales Cycle Rate – the amount of time it takes to convert a lead to a customer.
4. Average Revenue per Sales Representative
5. Average Profit per Customer
6. Why is Analytic Insight important for Sales Executives?

Analytic Insight provides management with a clear picture of how your sales team is currently performing and further breaks this data down to discover where your sales team is achieving as well as where they are falling short. Oracle CRM On Demand (CRMOD) is an extremely effective sales and marketing tool which provides an avenue for future planning and strategy and that allows your organisation achieve its quarterly or annual targets.

Fortunately, CRMOD includes insights into the entire Sales Process providing clear knowledge and actual figures surrounding the five key data points mentioned above.

Benefits of Sales Analytics

There are several benefits that surround CRMOD analytical capability. Forged from Siebel on premise CRM, CRMOD contains a deep analytic capability to help the Sales Executive understand the data they are being presented with.

• Increase Forecasting Accuracy and Sales Results
• Increase Sales Force Effectiveness
• Improve Responsiveness
• Faster Implementation, Lower Risk, and Better Business Results
• Better User Adoption and Alignment

Not only does this significant tool allow management to identify which employees are meeting their KPI’s but also which businesses are most profitable. This data two can help your sales team to develop specific lead nurturing campaigns to ensure you are maximizing the number of leads you into sales. You do need to ask yourself the question, “can our team do without this valuable data?” – Most probably not!

All in all, Analytic Insights can prove extremely advantageous for sales and marketing teams as they’re provided with a broad range data that maps out your entire sales process. This data doesn’t only look at pipeline and revenue management like traditional analytics tend to do, it delves into much more!

In this short and insightful video, Steve Diamond – Senior Director, Product Marketing, Oracle outlines the analytic capability needed for sales executives.

The benefit to you is that when we install new technology, we’ve either done it for ourselves or we’ve generally done it for one of our many clients. This means a faster and proven solutiyou for you?

When we mix our capability with Oracle’s resources and what you need, we arrive at an proven and outstanding solution. 

Engagement, It’s Really Quite Easy

The area of engagement is a key topic for government and business. The influx of all aspects of social media means constiuents are engaging with government in a way like they never have before. I’m a firm believer in the notion of engaging with my elected officials, barely a week goes by that I’m not emailing, tweeting or communicating (engaging) with the PM, Peter Garrett (my local Federal member), Kristina Keneally (my local State MP) or my local City of Botany Mayor.

What I find interesting is the time they take to respond, by response I mean more than the automated email confirming they got my message.

During the Howard years I had some opinions I wanted to share with the then PM about the second Gulf War and our possible involvement, that’s history now. Let’s just say I sent through a few messages, some of support and some where I asked a few questions.

Just after John Howard addressed the House to explain why Australia was committing troops to the campaign, I received an unsolicited letter and copy of the Hansard from his press secretary. His opening comments were,

“Derek, based on your previous communications with the Prime Minister, we thought the enclosed would be of interest…”

Now that’s what I call engagement. I don’t know if that was a software related reccomendation or if the PM’s press secretary knew me by name. Either way, your government department or government body can engage with constituents to this degree of intimacy. Oracle CRM On Demand can help you bring together each communication channel and filter constituents by their topics of engagement.

To learn more about how we can help you engage with your constituents, Contact Us today.

A Studio – Drop In And Host A Webinar Over Lunch

Amongst the new facilities, we’re excited to let you know we have built a studio into the new office space. The studio will be available for your use at a reasonable rate. The Studio will provide you access to our state of the art “vCast” capability. vCast provides you with broadcast standard webinars. You can easily incorporate video, PowerPoint and PDF’s during your webinar. We’re happy to demo this capability to help you plan for your next webinar.

The studio will also be available should you wish to beef up your own online video content but don’t have anywhere to do this at a reasonable rate. If you’re interested in this facility, it will be available by the end of March. Contact Derek if you have any questions.

Official Opening – March

The final touches will be made over the coming weeks, with everything due for completion by the middle of March. We’ll keep you posted through the newsletter with events and our increased capacity to help with your video and webinar needs.

The Australian government has commissioned the Department of Broadband, Communications and the Digital Economy to establish a Convergence Review. The Review’s charter is to review the convergent nature of the many communication channels available to businesses, groups and individuals. In a nutshell, where licences were issued for TV and radio, this outdated model does not match the modern day availability where anyone can “self-publish” via blogs, tweets etc.

You can review the Interim Report Here. In section 4, the Review makes the following statement about what constitutes a ‘Content Service Enterprise’. 

It is recommended a new content and communications regulatory policy framework be built around the concept of a ‘Content Service Enterprise’. A Content Service Enterprise would be determined by threshold criteria relating to the scale and nature of operations involved in supplying content services. These criteria might include:

• the viewer/user/subscriber base meeting a threshold
• the service originating in Australia or being intended for Australians
• the provider having the ability to exercise control over the content
• the operating revenue or commercial scale of the enterprise meeting a threshold.

Content Service Enterprises will have obligations in relation to content standards, media diversity and Australian content.

© DBCDE Convergence Review

In our business, we see the provision of content as a key component of our go to market strategy. To be candid, it’s part of our lead generation strategy, the provision of blogs like the one you’re reading today is done with the view that as prospects stumble across our blogs or our website they may see CRMNow as a source of valuable and insightful information.

Does this make us a ‘Content Service Enterprise’? On the surface yes, but the interim report doesn’t really go into detail. We’ll never be a News Limited, nor is that part of our strategy. The interim report goes onto say:

Regulation should be applied to Content Service Enterprises regardless of the technology or delivery platform used. It is proposed that obligations focus on the entity or enterprise that provides the service and the nature and scale of that service, rather than the mode of delivery. This approach is consistent with community views as reflected in recent Australian Communications and Media Authority (ACMA) research.6 This research indicates that Australians expect branded online content to meet the same or comparable standards as offline content.

However, it is not intended that all content providers be classified as Content Service Enterprises.

Emerging services, start‐up businesses and individuals should not be captured by unnecessary requirements and obligations. Despite this, all content providers will still be subject to some requirements, such as those protecting children from harmful content.

© DBCDE Convergence Review

As a company in the ‘tech sector’ we see and understand the pressures on businesses as they are required to manage their online content and presence. The other key issue is that with the many broadcast channels which the Review cites above, comes the challenge to manage the content. At CRMNow, we have this same challenge, however we see a solution to help organisations of all sizes manage the influx of communication both from your business and from your prospects and customers. 

The communication now flows in a very powerful two way direction. Smarter companies are realising that they no longer have absolute control over their brand or their messaging. If any of these issues ring alarm bells for you, please contact a member of the CRMNow team today to talk about this further.

More information on this Creative Commons BY license is set out at Creative Commons.org

Oracle is the first US based SaaS provider to provide Australian clients with access to a data centre on Australian soil. This avoids government and some industry concerns about data being stored off-shore, specifically in the US.

Click Here to read their article in more detail.

SOURCE: IT News for Australian Business

Two Australians, one of whom was sick to death of tech start-ups crashing on his couch whilst in San Francisco, are behind a start-up hub they believe is set to “shake up” Silicon Valley.

Their 3345-square metre facility at 880 Harrison Street in San Francisco’s South of Market district will provide early-stage tech entrepreneurs a co-working space housing 210 desks and a cafeteria. In addition, a 576-square metre building located next door will provide accommodation for start-up employees and those needing a place to stay whilst visiting on business.

 Click Here to read the full article in The Sydney Morning Herald.

Registrations are open, Click Here to to a video from the previous meeting and to register today.

The US government has access to all data domiciled on US soil. The recent changes to Twitter essentially mean that if you’re trying to Tweet your way into the Iranian or Chinese markets, you may have to revisit your strategy.

Twitter remains a great tool to share your insight and observations with prospects and clients. 

Click Here to read a Reuters article from this week with comments from Twitter CEO Dick Costolo.

A few weeks ago I shared our progress to date around social media and how we started to incorporate it into our business, specifically lead generation. However social media is more than just an additional communication channel to help with lead generation.

I attended a Google conference late last year in Sydney. On each powerpoint slide they had a hash tag specifically relating to the event, so people could tweet during the conference and the facilitator was able to answer their questions real time.

If you watch Q&A on ABC1 – Australia, you’ve seen “tweets” appear on the screen throughout the show. They use the hash tag “#qanda” to group people’s comments which creates a discussion thread.

Of course twitter is just one of the social media communications channels and at the end of the day, that’s what social media is. It’s a communications channel, a way to reach your prospects and clients just as you have through the press, your website and traditional media.

It’s from this perspective that we’ve determined that social media needs to be treated just as you would any other outbound channel of communication, there needs to be a policy – typically your existing public relations (PR) policy can be expanded to include social media.

One Important Distinction

Unlike traditional media communication channels, social media happens much faster. We’re talking potential results in minutes and hours, not days and weeks that we’ve experienced in the past with the press, TV etc.

Your policy needs to be able to allow for the immediate or at least speedy response to inbound social media interactions. Think carefully about who is responding for your company. Is the 22 year old marketing graduate the best person? With the correct training, I’m sure they could be, but don’t overlook this important component.

Let’s Talk Today

If you’d like to talk further about how social media, discussion threads and insight into who in your prospects and clients are “talking”, contact us today.