Give the CEO What She Wants
In an ideal world, the CEO and CFO would be able to predict future sales and growth precisely, impressing shareholders, investors and board members with their incredible understanding of the market. Unfortunately, most businesses run far from this ideal. But the more we can use good data analysis on early indicators to drive more accurate forecasts, the better we’ll make our bosses look. Enodo’s Pipeline Manager provides analytics tools to help improve near-term pipeline performance while Enodo’s Interactive Resource Planner™ leverages historical performance metrics to set future goals and resource needs in order to hit long term business goals.
Data Driven Resource Planning
Most marketing and sales organizations are always resourced starved. With planning tools driven by actual historical performance data, managers can make the business case to get the resources they need to hit the business objectives. For instance, if based on historical performance, marketing needs to create 20% more opportunities next quarter in order hit the sales objective in three quarters, marketing will likely need a 20% increase in program spend to hit their goal. Enodo’s Interactive Resource Planner™ is a flexible and streamlined way to drive proper resource allocation in order to hit business goals.
Track and Share Marketing Performance
In the days when Marketing meant “Advertising,” marketing got a bad rap for not being able to measure the impact of their performance. Today, everything can be measured. And most marketing managers are confident in their ability to provide predictable and significant contributions, but lack the tools to measure and showcase that. By leveraging Enodo’s Pipeline Manager with Interactive Business Planner Marketing, Sales and other executives can track Marketing performance, set definitive goals for pipeline contribution and measure how greater investment in marketing programs can drive an increase in sales.
Closed Loop Pipeline Management
Closed loop processes are self-correcting processes that incorporate performance analysis and other learnings into improving a process on a regular basis. They often include the steps Analyze Performance, Adjust / Fix, Plan, Execute, Analyze again. With proper pipeline analytics and data-driven planning, Pipeline Management can become a Closed Loop Process. Analyze historical pipeline performance to understand process effectiveness and weak points. Adjust pipeline processes and resources to fix issues and improve performance. Plan by setting new pipeline goals, assigning resources and communicating across stakeholders. Execute to plan while tracking progress towards goals in real-time. Rinse and repeat.