... Session Objectives How Solver uses BI360 internally Learn new ideas to take back to your...

www.solverglobal.com


How Solver Uses BI360 to Improve Its Own Operations


August 22, 2019 at 11:15

August 21, 2019 at 2:45

[email protected]

Gina LouieController, Solver Inc.


Session Objectives

How Solver uses BI360 internally Learn new ideas to take back to your organization Do More with BI360What are pain points in your organizationTry new thingsChallenge processes, think outside the box, and don’t accept the status quo


Session Agenda

Where are we? [Corey]Financials [Gina]Revenue Analysis [Gina]CRM/Sales Analytics [Vanessa]Professional Services [Corey]Commissions [Corey]360 Reports [Corey]Solver’s Financial Review Challenge [All]Key Takeaways[Corey]


Where are We?

Learn from yesterday, live for today, hope for tomorrow. The important thing is not to stop questioning.--Albert Einstein


Data Warehouse Structure


Centralize all reporting – only use BI360Private Host 4.6.6291 Forms & Reports Plus 24 Dashboards

Cloud Tenant for Sales Analytics35 Forms and Reports

Cloud MigrationConstantly trying new thingsPower BI

Where are We?


FinancialsBudgeting & ForecastingAscend (Focus)CommissionsProfessional Services

• Billing• Estimates• Project Management• Resources

• Customer Care• Strategy

What Have we Built?InternationalPayrollLearning AcademySalesSupportKPIsITMarketing (CRM & Google)Kids Baseball Stats & More


Financials

Risk comes from not knowing what you are doing.--Warren Buffet


Many reports and dashboardsFinancialsTrending monthly and 5 yearsVariancesKPIs

Data load on a near real-time basisPortal for all employees with securityPublisher to distribute internally and externallyAdd variance comments that we refer back to in meetingsDetailed annual budget with payroll & capital. Complex revenue modelForecast 1-2 times a year

Financials – How do We Use


Moved to subscription businessDesign new Income StatementNew ERP for changing businessDeferred Revenue and Net Income

adjustmentsMapping to new chart of accountsStopped allocations in 2019Being flexible for future growthClose books faster and improved

analysis (proforma)Self Service Culture

Financials – Future Improvements


Revenue Analysis

If you are not upsetting anyone, you are not changing the status quo.--Seth Godin (Author)


Revenue Analysis Validate data around GL String, Salesperson, ERP,

and any adjustments outside of GP Reconcile to Services Module, SOP, and GL Detail


Revenue Analysis Analysis reports

Salesperson and International Office Reports Deal Count and Trends Partner Review ERP Analysis Industry Detail Product Analysis Salesperson 360 Recurring Revenue Retention User Count Add-on revenue And Much More

What impacts decision making?


CRM & Sales Analytics

Courage is doing what you are afraid to do.--Eddie Rickenbacker (WWI Fighter Ace)


Sales Analytics BI360 Cloud tenant

Goal will be to combine with main database as part of migration process

Data Sources GP GL, SOP, and AR CRM campaigns, leads,

opportunities, accounts, and contacts

Google Analytics


Sales Analytics Budget templates Many reports and can easily track campaigns, win-

loss ratio, leads without activity, opportunities by salesperson, and more

Sales forecasting by salesperson Optimize investment decisions:

Marketing optimization (increase leads) Sales team optimization (win loss analysis) Cash and expense planning


Professional Services

If you are not making mistakes, then you are not doing anything.--John Wooden (UCLA Basketball Coach)


Professional Services Employees and Contractors enter hours and

expenses into Replicon. Download files (Billing, Expenses, and Non-

Billable) into a BI360 template. Validate and review. Change batch number (week number). Store data. Weekly process is less than 30 minutes.

Any adjustments entered manually.


Professional Services Monthly reconciliation of GP vs. DW including

adding the GP invoice number to each transaction.

Approximately 4 hours a month => touch of a button reports by partner, customer, consultant, project, time period…

One stop for analysis, forecasting, and project status.


Commissions

Everyone has a plan until they get punched in the face.--Mike Tyson (Heavyweight Boxing Champ)


Commissions How we calculated in 2017

107 Tabs Run 6 BI360 reports and copy paste into

multiple tabs Link calculation for each employee to many

tabs Ripe for errors Difficult for employees to determine

commissions without manually calculating Email out quarterly statements with no

details Took approximately 1-2 days a quarter to

setup spreadsheet, calculate, communicate, and verify


Commissions Different Time Periods

Sales department monthly Consultants quarterly

Many different plans Assumptions

Enter Annual Assumptions and Modify as Needed Consultants: Enter Commission Plan Sales: Enter Quota

Run templates (sales to right) and save data. Enter any adjustments

Accounting runs report Takes less than 5 minutes monthly with BI360

Approximately 720 minutes previously


360 Reports


360 ReportsHow long would it take you to

manually consolidate customer data from if you can:CRMCustomer CareReferencesGP RevenueProducts OwnedList of all Partners HistoricalRenewalsSupport TicketsAscend (Focus)Professional Services


What is a 360 Report One place for all information If you need a view of a customer for

example, then we would have to look in CRM, GP or DW for sales and renewals, Kayako, contact Customer Care, and more

Use BI360 to bring in all of the data and organize in a way that allows everyone to go to one place for all information

Would that be valuable? Would that save time?


What is a 360 Report # Modules in a Single Report:

Customer 360: 8 Data Sources Partner 360: 6 Data Sources Consultant 360: 5 Data Sources Project Manager 360: 5 Data

Sources Salesperson 360: 5 Data Sources Solutions Engineer 360: 5 Data

Sources Our Customer Care team keeps

Customer 360 report open all day, every day.


Solver’s Report ReviewGina is getting ready for our Monthly

Financial & Operational Review meeting tomorrow. We are going to review some

of these reports with you.Financial Report

Financial Report

Revenue Report

CRMReport

Pro SrvcsReport

Pro SrvcsReport

CommReport

Cust360 Report


ROI – Time Savings a Month (vs. Manual)Process Monthly Time

Saved

Financial Review with Drill Down & Reconciliation Reports 8 Hours

Commissions 12 Hours

Professional Services Billing and Expenses, Including Reporting 4 Hours

Annual Budget & Monthly Forecast 4 Hours

Payroll and Benefits Reporting 2 Hours

Customer 360 – Time Saving for Customer Care 12 Hours

Ascend Reporting 2 Hours

Sales and CRM Analytics 16 Hours

Consultants and Sales 360 Reports, Including Commissions & Details 8 Hours

Miscellaneous – Self Service, No Downloading and Combining Data 12 Hours

Total Savings a Month 80 Hours


Key Takeaways & Resources

Do More with BI360Find pain points and use BI360

to solve themUse many data sources to create

analyticsRemove large files that are

manually maintainedCreate a plan to migrate to

Cloud

https://academy.solvertraining.comCloud Migration White [email protected]://support.solverglobal.comContacts:[email protected]@[email protected]

https://academy.solvertraining.com/

mailto:[email protected]

https://support.solverglobal.com/





Your feedback is valuable:

www.solverglobal.comwww.solverglobal.com

THANK YOU!Corey Barak, COO, Solver Inc.Gina Louie, Controller, Solver Inc.Vanessa Sierra, Marketing Director, Solver Inc.


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