Seven steps to success in managing collaboration qualityJukka KoskenkantoCEOCloudriven Oy

#ProductivityDay Spring 2013

Step #1: Enable collaboration Publish objects that may

be social

Enable communication about the objects

Connect objects to processes

Use also other arrangements to support collaboration if possible

Step #2: Ensure audit trail

Object

When?

What?Who?

Step #3: Access

Big data

Computing power

APIs

Case: Forecasting B2B sales

Forecast # of weekly deals

Keep the model simple

Create reliable model

Customer

request

• Reliable forecasts• New approaches to sales

work and sales management

Case: Forecasting B2B sales

Customer

needs

Step #4: Data analysis

Analysis vs. repeated guess

Coverage

Why people do what they do?

Case: Forecasting B2B sales

Problem mathematically

Variables

Model

Results and conclusions

Step #5: Present the resultsKeep it simple (at least on the first slide)

Use the language your customer understands

Be prepared to meet the expectations of critical voices on next slides

Case: Forecasting B2B salesKey message 1:

Forecast # of weekly deals with high relaibility and small variance

Magic formula shared with the sales controller

Example forecast:

75 80 85 90 95 100 105 110 115 120 125

Forecast:100

Case: Forecasting B2B salesKey message 2:

Pay attention to behaviours / actions which will maximise Number of created proposals Number of high quality customer & internal discussions

between the proposal date and the decision date

Change your management system by organizing time for those actions.

Do not include action ”modify proposal in the CRM” in your sales management model – keep it as an indicator

Step #6: Improve the model

Extend

Crunch

Technical quality

Case: Forecasting B2B sales 70 % might be 80 or 90 % by eliminating the affect of

vacation periods from the model

It might be possible to specify which kind of discussions produce highest rate. What effect does it have to the model if we met decision maker, met influencer, organized a meeting where another customer told how

we did in the project, Replied to customer call, called customer, sent an email or sent an email with attachement?

Step #7: Manage actions

Motivator design

Action monitoring & instant feedback

Action KPIs

Thank you!Jukka KoskenkantoCEOCloudriven

jukka.koskenkanto@cloudriven.fi+358 50 560 4607http://fi.linkedin.com/in/koskenkanto

Stay tuned: Blog:

http://www.cloudriven.fi/en/blog/strategy-changes-does-the-work-change/

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