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Cloud9 Analytics

How to EnterCompany: Cloud9 Analytics, San Francisco, CA
Entry Submitted By: Racepoint Group
Company Description: Cloud9 is the leader in on-demand sales forecasting and pipeline management solutions that allows users to actively manage sales performance with intelligence – going beyond traditional CRM applications. Cloud9 allows users to dramatically improve the predictability of their sales forecasts and gives them visibility into their pipeline.
Nomination Category: Sales Awards Achievement Categories
Nomination Sub Category: CRM Implementation & User Adoption Program of the Year

Nomination Title: Stanley Black & Decker's Implementation of Cloud9 Pipeline Accelerator

Tell the story about how your organization implemented and/or promoted user adoption of your CRM program since the beginning of July 2010 (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

 

As a diversified provider of hardware and home improvement goods, Stanley Black
& Decker needed a better way to quickly and efficiently use information within
its CRM system.

Although the company derived some useful data from Salesforce CRM solution,
sales representatives, managers and sales operations personnel were certain they
could gain more valuable insights from the system and sought a tool that would
allow them to use the data effectively.

After evaluating a number of solutions, Stanley Black & Decker deployed Cloud9’s
Pipeline Accelerator to provide a clearer view into its Salesforce data and
improve the growth, health and movement of its sales pipeline.

Stanley Black & Decker’s implementation of Cloud9 began with sales operations
and its evolution involved several steps. Although it started small, the process
expanded to involve every level of the sales organization. The analysis Cloud9
provided enabled managers to coach reps in the specific areas they needed to
improve, including:

• Maximizing close ratios
• Addressing expired deals
• Dealing with other deal issues such as opportunity age days, close date
changes and days since last touch

With this information at their fingertips, sales managers coached reps more
effectively, addressing specific areas of concern.

The implementation of Cloud9 at Stanley Black & Decker vastly improved
productivity and overall sales success. Cloud9 Pipeline Accelerator provided
Stanley Black & Decker with usable, quality data, which had a direct impact on
the company’s bottom line.

At the highest level, the Cloud9 Pipeline Accelerator delivered more accurate,
quality data to senior level executives, allowing them to forecast more
accurately and ultimately increase company profitability. The implementation
also enabled greater collaboration between sales and marketing departments,
essential for a high-performance sales organization.

Cloud9 required regional sales managers to be more accountable for the success
and failure of their reps. The process also freed the sales operations team from
report-building, allowing them to spend this time working on other, more
productive tasks, such as analyzing the pipeline data to uncover more useful
information and feed it back into the organization. Additionally, weekly emails
automatically generated by Cloud9 underscored individual successes, which led to
an increase in comaraderie and fostered a more celebratory work environment.

Stanley Black & Decker took a regional snapshot of its sales pipeline and found
that Cloud9 helped the company exceed the goals it previously set. In terms of
growth, the total revenue exceeded the original goal, set at $1,103, 866,
generating $2,165,610 in revenue – a 196 percent improvement.

Using Cloud9, the region also saw incredible improvement in regards to pipeline
movement. The number of days each opportunity took from inception to close
dropped from 180 to 125, a 131 percent decrease. Furthermore, the company
increased close rates by 17 percent quarter over quarter within the first year
of implementation.

 

Provide a brief (up to 100 words) biography about the leader(s) of the nominated sales organization:

Stanley Black & Decker, an S&P 500 company, is a diversified global provider of
hand tools, power tools and related accessories, mechanical access solutions and
electronic security solutions, engineered fastening systems, and more. Learn
more at www.stanleyblackanddecker.com .