Case Study: Creating Pipeline Management Flexibility
August 21, 2008
Swivel Secure optimizes sales operation with Cloud9 Analytics (Edited by Stacy Straczynski)
Company: Swivel Secure, Ltd.
Industry: Information Security Technology
Founded in 2000 and headquartered in the United Kingdom, Swivel Secure is a leading provider of network security solutions. They boast customers in over 23 countries around the world and have a well-established global network of over 50 security focused agents and distributors. Their award-winning flagship product, PINsafe, is a tokenless two-factor authentication technology known for its flexibility, ease of use and low cost. PINsafe is used by customers across financial services, healthcare, local government, service and manufacturing industries.
Problem: With multi-million dollar revenues doubling year-over-year for the past three years, Swivel Secure needed to gain deeper visibility into their pipeline to continue accelerating their growth trajectory.
Challenge: Fraser Thomas, Swivel Secure's director of business development, was swamped with managing the company's global sales operation, developing channel partners and forging relationships with key technology partners. To support Swivel Secure's next level of growth, Fraser needed to provide greater pipeline management flexibility to his sales team.
Although the company had implemented Salesforce.com, Fraser was unable to leverage the data in the system to gain critical insight into pipeline changes and trends over time. Bogged down with a time-consuming and manual process of reconstructing historical views of the pipeline via spreadsheets, Fraser knew there had to be a better way. "I spent hours trying to set up historical pipeline reports and eventually gave up; it was too difficult," says Fraser.
Solution: Swivel Secure implemented Cloud9 Analytics' Pipeline Accelerator. Although they considered similar solutions, Cloud9 Analytics was able to deliver Swivel:
• Historical pipeline visibility to support trend discovery
• A dynamic dashboard view into "what's changed" between any points in time
• Quick implementation
Results: Leveraging the Cloud9 Analytics solution, Fraser now spends more time actively
engaged in key sales and partnership opportunities and coaching his sales team, while spending less time on administrative tasks associated with manual report
creation and chasing the numbers. Delivering Pipeline Accelerator to the Swivel Secure sales team has:
• Improved the probability of making monthly revenue goals with dynamic "what's
changed" pipeline views
• Eliminated the risk out of the forecast by providing visibility into sales performance
across teams, products, and time; and
• Shortened the weekly pipeline review process.
Cloud9 Analytics delivers easy-to-use business intelligence applications directly to sales, marketing, and support organizations as a service over the Internet. The company's first offering, the Cloud9 Pipeline Management Suite, reduces revenue risk, increases team productivity and provides shared visibility for collaboration at every level of the sales organization. Powered by the industry's first truly on-demand analytics platform, Cloud9’s applications deliver value in just 24 hours and require zero installation, zero maintenance and zero IT support. Cloud9 Analytics' customers include market leaders such as Ryder, Data Domain, Coremetrics and GENBAND. The company is headquartered in San Mateo, California. For more information, please visit www.cloud9analytics.com.
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