salesforce & sql: get more from your crm data using the tools you love

3 Methods for Analyzing Salesforce Data

#CRMdata

Poll questionHow does your company analyze Salesforce data today?

1.Build Salesforce reports2.Export data and analyze it in spreadsheets3.Load it into a data warehouse for analysis4.Other

#CRMdata

1.Salesforce reports

#CRMdata

2. Data exportsExport tons of data

#CRMdata

2. Data exportsAnalyze in spreadsheets

Your Friday looks like this...

#CRMdata

Problems with these approaches

Siloed Data- Not everyone lives in Salesforce

- Possibility for duplicate work

- Possibility for multiple sources of truth

- Unable to tie to outside data sources

Reporting Capabilities- Salesforce is not built to be a

reporting tool

- Reporting needs are often hard or even impossible to accomplish within Salesforce

- Incredibly time consuming

#CRMdata

3. The best way to do this

#CRMdata

3. The best way to do this

Payments

Marketing Automation

Customer Support

#CRMdata

Problems with this approach

Connections Accuracy Latency

Scale Flexibility Monitoring Maintenance

#CRMdata

Or try Pipeline

#CRMdata

All your data in one placeAd Platforms Customer

SupportWeb Data

Marketing Automation

CRM PaymentsEcommerce

Salesforce + SQL

#CRMdata

Just add Mode

#CRMdata

ExampleUsing Salesforce, let’s:

1.Determine how much new business closed each month

2.Cohort by the amount of time it took to close each deal

Example: New BusinessStart with Salesforce.

Just 6 lines of SQL!

Example: New BusinessReplicate in SQL.

Example: New BusinessBuild a chart anyone can refresh.

Example: New Business, CohortedIn Salesforce, it gets complicated quickly.

7 lines of SQL!

Example: New Business, CohortedSimple in SQL.

Example: New Business, CohortedInstantly up to date.

#CRMdata

Easy in SQL, hard in SalesforceWorking with raw data also has other benefits:

Calculate metrics Salesforce can’t Time between stagesActual probabilities of close at different stagesTouches required to advance a deal

Work around messy data

Example: Tracking the Sales FunnelComparing time periods. Hard in SFDC, easy in SQL.

Example: Tracking the Sales FunnelActual performance vs goal

#CRMdata

CRM + Product dataDoes our sales team talk to the right people?

CRM + Product + Help DeskIs our point of contact the best Mode champion?

Joining data from multiple sources

Example: CRM + ProductStart by joining the data together with straightforward queries.

Example: CRM + ProductFind out who sales is overlooking.

Example: CRM + ProductMake the data accessible to everyone in sales.

https://modeanalytics.com/modeanalytics/reports/2d78b968422a

Example: CRM + ProductMake the data accessible to everyone in sales.

https://modeanalytics.com/modeanalytics/reports/2d78b968422a?run=now&param_account_name=octan

Example: CRM + ProductMake the data accessible to everyone in sales.

Example: CRM + ProductIntegrate the report into Salesforce for easy access

#CRMdata

More combinations = more insightsLots of other attributes could help sales

Who’s been most active in the last week?Who’s had support tickets closed very quickly?

Other champion indicators?Who’s submitted LOTS of support tickets? Other

detractor indicators?

Example: Funnel AnalysisCRM + Marketing Automation + Web Analytics + Databases

Example: Help Desk + Web Analytics

+