Data Management and Analytics for

SalesForce.com

Introduction . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3

Solution Overview . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4

Data Management and Analytics . . . . . . . . . . . . . . . . . . . . . 6

Why ZAP for SalesForce .com? . . . . . . . . . . . . . . . . . . . . . . . . 7

ZAP SalesForce .com Analytics . . . . . . . . . . . . . . . . . . . . . . . 8

Sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9

Marketing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

Appendix: Library of Pre-packaged Analytics . . . . . . . . . . 12

Appendix: Analytics Gallery . . . . . . . . . . . . . . . . . . . . . . . . . . 14

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Contents

Introduction

ZAP for SalesForce.com simplifies the process

of collecting, organizing and analyzing data from

SalesForce.com and combining it with other

data sources.

Automation, out-of-the-box capabilities and

deep SalesForce.com integration reduces the

technical effort of managing data and extracting

accurate insight.

The pre-packaged solution is rapid to deploy and

simple to administer and maintain. A lower risk

investment with a faster time to value and more

predictable TCO, when compared to custom

BI projects.

Key benefits for your businessFast to implement and start generating reliable

insight, with lower cost and risk.

Achieve business-wide visibility across multiple

systems and data sources.

Enjoy peace of mind that data is secure and

accurate with strong data governance built-in.

Get relevant information via personalized

dashboards aligned to SalesForce.com roles

on any device.

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Solution OverviewZAP pre-packaged data model and analytics delivers immediate visibility into SalesForce.com.

It’s easier to achieve business-wide insight, too.

Pre-packaged data models for other business

applications and automated integration makes it

simple to integrate data from any source with

SalesForce.com in one central hub.

The system produces standardized, highly-governed

data models that are secure and accurate. They

require less maintenance than manually-built data

warehouses, reducing total cost of ownership

and risk.

Powerful data modeling capabilities are accessed

via an intuitive, user-friendly UI. Data can be

customized to meet specific reporting demands,

without high levels of technical expertise.

Pre-set dashboards, reports and calculations span

all Sales and Marketing areas.

Dynamic visualizations and role-based dashboards

are fully responsive to all devices, optimized for

touch and easily customized.

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Hybrid BI scalabilityAlign investment to IT strategy with cloud,

on-premises or hybrid deployment of any

element of the product

• Flexible architecture scales as users and data requirements grow

• A data gateway delivers simple, optimized access to on-premises data sources from the cloud or across networks and firewalls

• Private or public cloud deployments on AWS and/or Azure

Automated data integrationAutomated connection and collection of data from

cloud and on-premises data sources

• Out-of-the-box integration with almost any data source

• Quick, simple integration of other data sources with SalesForce.com

• Easy to continue to add data sources to enrich insight

Pre-set, flexible data modelsPre-packaged SalesForce.com data model with

powerful modeling capabilities accessed via a

user-friendly interface, with a drag and drop UX

• Customize data models to meet the most demanding reporting needs

• An intuitive data modeling UI enables users to prepare data for reporting, reducing IT overhead

• Data warehouse and semantic layer automation accelerates the reporting process and removes need for technical expertise

Built-in data governanceComprehensive system administration and strong

data governance tools built-in

• Enterprise-class security controls to set permissions, regulate access and protect data at any granularity

• Audit and monitor usage via dashboards to optimize performance and maintenance

• Manage upgrade lifecycles with tools to ensure consistency of data and business continuity

Analytics and visualizationsEnable self-service reporting through

Enterprise-class analytics, or other data

visualization tools

• Industry best-practice analytics and role-based dashboards are ready to use

• Easy to adapt, dynamic analytics enable drill-down, data discovery and sharing

• Responsive, touch friendly user interface adapts to any device, driving user adoption

Solution Overview cont .

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Data management and analyticsZAP for SalesForce.com’s pre-packaged data model and industry-specific analytics means it is deployed and live in days.

Pre-set SalesForce .com data model• Pre-packaged data model for Sales (Opportunities,

Orders, Invoices) and Marketing (Campaigns, Leads)

• Data extraction includes all metadata for captions, keys and relationships

• Friendly datawarehouse schema for operational reporting

• Generic Date dimensions

• Geocoded addresses for map charts

Industry best-practice analytics • Measure activity, performance and forecasts

with pre-set best-practice calculations

• Out-of-the-box dashboards aligned to SalesForce.com roles

• Pre-set analytics for all SalesForce.com functions across Sales and Marketing

• Dynamic, touch optimized UI fully responsive for all devices

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Why ZAP for SalesForce .com?ZAP for SalesForce.com helps customers and partners unlock the value of their data.

SalesForce .com customersOut-of-the-box data models and analytics for

SalesForce.com allow for the rapid delivery of

consistent and reliable information to the business

without complexity and cost.

• An integrated data model that is maintained with every SalesForce.com update

• Become data-driven without adding expensive technical expertise in-house

• Avoid the risk and cost of creating and maintaining proprietary data warehouses

• Connect all valuable internal and external data sources to SalesForce.com

• Maintain data consistency in the event of changing supporting business partner

Value Added Resellers (VAR)VARs that integrate ZAP for SalesForce.com

can differentiate their offering and add value

to customer relationships.

• Take a share of the growing data market that is a high investment area for customers

• Increase customer engagement through greater data insight

• Differentiate with IP and industry solutions built on a consistent data model

Independent Software Vendors(ISV)SalesForce.com ISVs can increase the value

of their proposition. ZAP for SalesForce.com

facilitates the development, IP protection,

hosting and monetization of partner data models

and analytics. As well as providing the ability to

add any other data source to enrich them.

• Developer and ISV solutions link directly to the data model

• Integrated and extendable analytics built for SalesForce.com

• Build and license analytical outcomes for specific industry verticals

• Add value to a solution and make it more attractive for business partners to re-sell

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ZAP Analytics for SalesForce .com In the pages ahead, we’ll show you how ZAP’s pre-packaged analytics can help drive organizational alignment, reduce your BI project risk and greatly accelerate user adoption. SALES MARKETING

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Benefits for Sales teamsOur goal is to provide a set of dashboards, reports

and metrics that offer a BI platform for measuring

your sales performance and profitability.

• Metrics that create alignment across and within your sales teams.

• Easily accessible through your PC, tablet and smartphone, a critical feature for your mobile sales force.

• Very specific and granular views allow you to drill down from summary level to transactions.

• Actionable insights on where and how your sales teams can improve business results.

• A foundational component of our enterprise-wide analytics framework for your enterprise.

Metric Highlights• Over 100 pre-built sales analytics

(dashboards, reports, calculations).

• Sales analytics that measure your sales pipeline, sales closure performance, sales people and your customer delivery performance.

• In-built business rules that can be easily modified to suit your specific requirements.

• Transparent meta-data (where the data came from and what business rules have been applied) to support “one source of truth” across your business.

Sales

4role based dashboards

40pre-built charts

and reports

40+calculations

and KPIs Click dashboards for a closer look

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2role based dashboards

29pre-built charts

and reports

52calculations

and KPIs

MarketingBenefits for MarketingMarketers are being challenged by their executive

teams to be more data-driven in their processes and

decisions. To meet this mandate, marketers need

to measure everything and demonstrate the impact

marketing initiatives have on generating qualified

sales leads and revenue.

ZAP gives you access to dashboards and reports

so you can efficiently assess your marketing

campaigns, lead to opportunity conversion and

overall sales funnel, and make effective changes

that impact marketing ROI.

• Metrics that create alignment across all of your campaigns, lead conversion, opportunity management and overall marketing ROI.

• Immediate visibility into performance and pipelines.

• Monitor B2B campaigns and audience that drive revenue.

• Gain visibility across your campaigns, leads and revenue.

Metric Highlights• Over 100 pre-built marketing analytics

(dashboards, reports, calculations)

• In-built business rules that can be easily modified to suit your specific requirements

Click dashboards for a closer look

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Questions? Want to learn more?Contact a ZAP solution expert today .

Appendix:

Library of Pre-packaged Analytics

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Sales Resource List

OPPORTUNITIES

Analysis and charts• Conversion Rate Analysis• Opportunity Accuracy Analysis by Owner• Opportunity Accuracy vs Win % (size by

Count) by Industry• Top 10 Opportunities• Top 10 Opportunities Analysis• Current Pipeline State by rating• Opportunity by Pipeline Stage• Opportunity Created across Month by

Pipeline Stage Chart• Opportunity Pipeline Aging• Opportunity by Product• Opportunity by Product Type• Actual to Estimated Amnt Progress• No of Opportunities per Status Chart• Opportunities Won vs Lost by Owner• Next Opportunities to close• Open Opportunities Est. Revenue

by Rating• Opportunities by Industry treetop• Opportunities status by Owner• Opportunity Accounts Analysis• Opportunity DrillThrough• Opportunity Set. or Actual by Fiscal

Year Quarters• Opportunity Summary Analysis• Recently Closed Opportunities• Stuck Opportunities

KPIs• Added Customers• Closed Opportunities• Conversion Rate to Customer• Conversion Rate to Opportunity• Days Open – Closed Opportunities• Due in (days)• Estimated vs Weighted Amnt %

• Lead to Customer conversion rate• Lost opportunities• Lost opportunities Amnt• Open Opportunities• Open Opportunities Amnt• Opportunities Close phase• Opportunities Id Decision markers phase• Opportunities Needs Analysis phase• Opportunities Negotiation/Review phase• Opportunities Perception analysis phase• Opportunities Proposal/Price quote phase• Opportunities Prospecting phase• Opportunities Qualification phase• Opportunities Value proposition phase• Opportunities with an originating lead• Opportunity % with originating lead• Opportunity Amnt

(with an originating lead) • Opportunities Avg Days Open• Opportunity Avg Days to Win• Opportunity Est. Amount• Opportunity Est. Amount

(Previous period)• Opportunity Estimation Accuracy %• Opportunity Next QTD vs

QTD Amount %• Opportunity Win Performance %• Probability • Stuck Opportunities• Stuck Opportunities Amnt• Weighted Amnt Variance• Won Opportunities• Won opportunities Amnt

ORDERS & INVOICES

Analysis and charts• Invoice Monthly Analysis per Territory• Invoice Performance by Product• No of Orders per Status Chart• Orders Analysis by Account Type &

Status

• Orders Analysis by Product Type• Orders treetop by Product• Top 15 Customers• Completed Activities in period• Opportunity Statistics• Top 10 Salesperson

KPIs• Active Orders• Avg Revenue per Invoice• Closed Orders• Days Open – Closed Orders• Order Avg Days Open• Order Avg Days to Close

Dashboard• Sales Manager dashboard• Sales Representative dashboard• VP Sales dashboard

Marketing Resource List

LEADS

Analysis and charts• Lead Analysis by Source & Rating• Lead Conversion Ratio Analysis by

Owner• Leads by Industry treemap• Leads Created across months (Current

Status)• No of Leads per Status• Open Leads by Owner Chart• Top 10 Owners – Lead Conversion

Chart• Top 10 qualified Leads by rating

Dashboard• Marketing Manager dashboard

KPIs• Disqualified Leads• Lead Conv. Rate to Opportunity

• Lead Conversion %• Lead to Customer conversion rate• Lead to Opportunity Avg Days Open• Open Leads• Opp. to Customer Conversion. Rate• Qualified Leads• Total Qualified Lead Estimated Value• Working – Contacted

Scorecard• Leads Scorecard

CAMPAIGNS

Analysis and charts• Campaign Analysis by Type / Channel • Campaign Conversion Rate Analysis• Campaign Conversion Rate Analysis

Top 10 Campaigns• Campaign member donut• Campaign member drill through• Campaign responses by Channel• Campaign ROI All campaigns• Campaign ROI Top 10 campaigns• Campaign ROMI by Type

Dashboard• Campaign Dashboard

KPIs• Avg Revenue / campaign days open• Campaign Activity Cost % of Budget• Campaign Activity Cost / Lead• Campaign Activity Cost Variance• Campaign Activity Cost Variance %• Campaign Cost % of Budget• Campaign Cost Variance• Campaign Cost Variance %• Campaign Estimated ROMI %• Campaign Estimated Weighted ROMI %• Campaign ROMI• Campaign ROMI %

Appendix:

Gallery of Analytics

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A vice president can effectively monitor his or her sales divisions across all operations in a single view with this dashboard. Multinational companies/organizations can quickly get a consolidated view in their currency of choice with ZAP’s currency conversion and support for reporting currencies. The SalesForce.com analytics allow the VP to analyze trends and make informed decisions on strategies knowing the information is accurate and up to date.

Vice President of Sales

Click dashboards for a closer look

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Having the right information in a timely manner is key to managing your sales force. With the cell slicing you can see with a single click what your top customer is buying, sale volume over time and many other scenarios.

Sales Manager

Click dashboards for a closer look

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The Sales Representative dashboard gives your sales personnel the ability to track their progress accurately. This dashboard allows the salesperson to identify key opportunities and see if demand generation has been effective in increasing sales. This dashboard also gives the user important insights into the overall revenue stream and allows them to focus on the key areas.

Sales Representative

Click dashboards for a closer look

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Having a global overview of the business is critical to a Chief Marketing Officer. Measuring and monitoring campaign effectiveness, and campaign ROI, ensures marketing campaigns are effective and under tight cost control. This allows a business to make the best possible decisions to invest in those channels and industries that generate the most leads and returns.

Chief Marketing Officer

Click dashboards for a closer look

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A Marketing Manager can track a specific campaign, from lead generation through to revenue won. Follow leads that get converted into opportunities and eventually into revenue. At a more detailed level, campaign duration, percentage of qualified leads, campaign activities and responses can be analyzed. Now you can identify gaps within and campaign and improve upon them.

Marketing Manager

Click dashboards for a closer look

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