Cloud9 Analytics

At the time of the Early Access Program (beta) launch in June, 2007, the 
Cloud9 Analytics salesteam included four individuals.  The team has tripled in 
the last 4 months with a similar trend expected through 2008.

Confidential

Ford Goodman, Senior Vice President, Sales

Ford brings to Cloud9 Analytics more than twenty years of high tech experience 
in general management, sales, and marketing including three assignments as 
chief executive of successful technology ventures.

Prior to founding Cloud9 Analytics, Ford was CEO and co-founder of Relevance 
Technologies, an Internet text modeling technology firm acquired by Documentum 
in 1998. He served as CEO of CE Software, a publicly traded software company 
best known for QuickMail for the Macintosh. Ford was also Vice President of 
America Sales for Informix. 

Ford has been an investor, mentor, and board member to a number of high 
technology concerns in the western United States. Ford holds a B.S.E. in civil 
engineering and architecture from Princeton University and is a Henry Crown 
Fellow at the Aspen Institute.

Cloud9 Analytics, with its partner CoreMatrix, took Lamar Advertising 
Pittsburg (NASDAQ: LAMR) from a hodge-podge of spreadsheets and homegrown 
applications to a Salesforce solution that integrates with their internal 
processes, including powerful but approachable analytic capabilities which 
provide a single view of its sales process, empowering both reps and account 
teams on the front lines. The result:

•	User adoption of Salesforce increased significantly.
•	Sales meetings take half the time. 
•	Sales teams prioritize opportunities faster. 
•	Changes in the pipeline are immediately visible to management. 
•	Reps connect with others to close deals faster. 
•	Management is more proactive based on early detection of risks. 

1.	Increase user adoption.
2.	Delivering useful analytics to the front line salesteam immediately.
3.	Enabling useful, proactive decisions by management.

User adoption of the Salesforce and Cloud9 Analytics solution was mandated by 
upper management and was a key to early success; providing helpful analytics 
right to the front line sales reps and teams to increase their effectiveness 
and help them sell more; Giving management the insight to run the business 
more efficiently by providing analytic data on pipeline changes and forecast 
accuracy so decisions can be made proactively is yet another key to success 
with the Lamar case.

The big lessons for a CRM implementation like Lamar Advertising and Cloud9 
Analytics are:

1. Broad user adoption is accomplished by bringing sales analytics to the 
front lines and its success requires top management support.  

2. Work with an experienced on-demand consulting service like CoreMatrix to 
create exactly what a customer like Lamar Advertising needs.  This is 
essential for keeping costs low and delivering the project on time, two 
critical customer requirements. 

3. Bringing sales analytics to the front lines for “mere mortals” to actually 
get useful information OUT of their CRM system is what Cloud9 Analytics is 
bringing to sales teams and managers today for real ROI.