Gross sales are the lifeblood of any profitable group. With out the flexibility to generate a relentless stream of income, a enterprise stands little likelihood of survival. “A fast instance there’s with (gross sales) pipeline. There’s no level in me discovering out that pipeline is up or down. However what concerning the main indicators? What concerning the open charge on an electronic mail marketing campaign? What about internet visitors? What about conversion charges? What concerning the quantity of individuals coming in for a free trial? All of that goes into Domo, and we run predictive fashions on it.”
Over the previous eight quarters, Domo’s gross sales group took its recreation to an entire new stage—and the outcome was unprecedented development for the enterprise software program firm.
So, what occurred? How did the group discover one other gear and attain heights it by no means had earlier than? By unlocking all of the virtues of its personal fashionable BI platform, it seems.
“We had the information, and we have been utilizing Domo very nicely,” Ian Tickle, Domo’s chief income officer, stated throughout a current Domo webinar. “However I simply felt we might be a bit more practical if we may set greater targets, greater goals.”
So, that’s what Tickle (pictured, above)—who stepped into his present function simply over two years in the past—and his group got down to do. It didn’t take lengthy. They merely regarded on the thresholds they wanted to fulfill. Then they picked the ten metrics that may most assist them meet these thresholds.
“Now we’re capable of run predictive fashions on these thresholds,” Tickle stated. “That’s huge. You have got to have the ability to take a look at developments which might be occurring upfront to be able to take motion earlier than they really do occur.
Domo’s gross sales group can also be utilizing Domo to do extra root-cause exploration.
“I like to consider it as evaluation by practice of thought,” Tickle stated. “I don’t know what the issue at all times is after I begin to have a look at the information. But when I drill into the information and try this evaluation, I can start to know the place I wish to go or the behaviors that I wish to change or improve.”
The Domo platform has even modified the best way Domo’s gross sales group carries out its quarterly enterprise critiques (QBRs). As a substitute of working from PowerPoint shows, the org is guided by a web page that’s simply accessible to all and powered by real-time metrics that matter, resulting in quicker and higher selections.
“And since we monitor issues like forecast accuracy now,” Tickle added, “within the QBR, we are able to see, over the trailing two years, the accuracy of a rep to a supervisor to an RVP (regional vice chairman) to a VP and even to myself—and take a look at the forecast submissions that they put in each single week.
“I can take a look at what they stated their low was going to be, what their excessive was going to be, and what it ended up being. After which, from there, I can extrapolate how correct they’re of their forecasting, and once they grew to become correct of their forecasting. It’s simply a way more environment friendly approach of working.”
Watch the webinar to be taught extra about how the Domo gross sales group is utilizing the Domo platform—together with its synthetic intelligence (AI) and machine studying (ML) capabilities, and customer-focused app—to develop the corporate’s market share in a extremely aggressive panorama.
