Nav Level 1 - Customer Success

Teams are actually using the tool [Adaptive Insights for Sales] on their local revenue calls. Bringing up a dashboard, sharing that dashboard out, and using that to drive their discussions.

Steve Klang, VP Finance, IRI

  • Delivering growth for customers isn’t just sales jargon for data and analytics powerhouse IRI—it’s embedded in company DNA. This approach is working. IRI’s growing list of customers includes 95% of the Fortune 100 retail, health, beauty, and CPG companies. But success can be complicated. IRI’s growth revealed the limitations of existing planning processes—especially those impacting sales. Spreadsheets simply couldn’t provide the insights and planning capabilities IRI needed to support companywide initiatives and efficient, accurate budgets, forecasts, and sales plans.

    After finding success with the Adaptive Insights for Finance, IRI decided to implement Adaptive Insights for Sales to bring the same powerful, scalable, and easy-to-use analytics and insights to their sales planning process.

    Challenges

    • Cumbersome, error-prone spreadsheets—Salespeople were frustrated using spreadsheets to find the information they needed to support strategic decision-making and forecasting.
    • Siloed planning—Siloed planning existed between client sales teams and the product teams, making it difficult to reconcile the differing views.
    • Outdated data—By the time Commercial Finance pulled data into spreadsheets, formulated an analysis in response to a query, and circulated reports to leadership, the information was often outdated.

    Results

    • Self-service reporting—Salespeople can easily access dashboards to monitor their pipeline and forecasts without relying on Finance.
    • Collaborative planning—Finance and sales teams set sales goals collaboratively, integrate goals into company plans, and improve reporting and forecasting.
    • Real-time data—With access to real-time data, people throughout the organization can track performance against goals and plans, adjust to marketplace changes quickly, and provide timely status reports to leadership.
  • About:
    IRI is a leading provider of big data, predictive analytics and forward-looking insights that help CPG, OTC health care organizations, retailers, financial services and media companies grow their businesses.
    Location:
    Chicago, IL
    Industry:
    Software and Technology

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