We have been utilizing Salesforce.com for nine years, which has a lot of great data in it, but Cloud9 gives us more visibility into the pipeline.
Irene Von Toussaint,
Vice President of Operations
Resources
Thermo Fisher Uses Cloud9 Analytics to Run Weekly Sales Meetings
"Cloud9’s ability to show us what’s changed in our pipeline effectively bridged the “data gap” to make our sales managers’ one-on-one sales rep coaching painless and productive."
Joe Roach
CRM Project Manager
Company Overview
Thermo Fisher Scientific Inc. is the world leader in serving science, enabling our customers to make the world healthier, cleaner and safer.
Business Challenges
- Lacked a consistent weekly snapshot of pipeline KPIs
- Had inconsistent process for sales managers to coach reps one-on-one
- Could not get data out of Salesforce to perform trending analysis
- Unable to create sophisticated reports to manage to more effectively manage the pipeline
Solutions
Cloud9 Pipeline Accelerator Suite
- Use Cloud9 Pipeline Accelerator to deliver “What’s Changed” data to sales managers
- Use Cloud9 Analyst Suite to build complex reports
Results
- Sales managers now have a weekly view of what’s changing weekly in KPIs for more effective pipeline management
- Seeing “What’s Changed” every week improves one-on-one rep coaching effectiveness by focusing on large opportunities
- Trending analyses serves as “early warning” system
- Can now understand if reps are growing the pipeline
- Uses Cloud9 to manage data integrity in Salesforce