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Go to Market with a New Analytic Product in Just 8 Weeks
Technology Category
- Analytics & Modeling - Real Time Analytics
- Analytics & Modeling - Predictive Analytics
Applicable Industries
- Software
Applicable Functions
- Sales & Marketing
- Business Operation
Use Cases
- Predictive Quality Analytics
- Real-Time Location System (RTLS)
- Predictive Maintenance
Services
- Cloud Planning, Design & Implementation Services
- Data Science Services
The Challenge
Qvidian, a cloud-based sales execution software provider, was looking to replace their existing, static reports, to increase customer value and boost product differentiation. Despite the fact that Qvidian already provided reporting capabilities to its clients, the company decided to upgrade to more modern and self-service analytics. The risk of not creating a new analytic product would mean static reports, keeping the focus of Pro Services away from value-add services, and instead on building tactical, custom reports. Customers would have an inability to measure the impact of Qvidian products on their business and the sales team’s inability to show and prove the value of the product for new and upsell business. There would also be a lack of visibility into product usage and trends to make informed roadmap decisions.
About The Customer
Qvidian is a cloud-based sales execution software provider with over 1,200 global customers including Dell, Citi, Aramark, and Rosetta Stone. The company was looking to replace their existing, static reports, to increase customer value and boost product differentiation. Qvidian’s Vice President of Products, Karen Meyer, started to look at analytics because they felt that customers were flying the plane without the appropriate gauges. This put risk on growth opportunities if customers couldn’t assess their ongoing use of Qvidian and the ROI received. With this new thinking, analytics could provide value add to their product offering; one that would drive new business, create upsell opportunities, widen the gap between Qvidian and competitors, position Qvidian as a thought leader in the market, ensure highest levels of customer renewal, and leverage usage trends to influence product roadmap.
The Solution
Qvidian decided to partner with Birst, a BI platform, to provide more modern and self-service analytics. They put together a short-list of criteria for their choice, with the topmost being making it easier for customers to generate their own reports and data, rather than relying on the Qvidian Professional Services team or deep SQL knowledge to get information out. To turn its vision to reality, Qvidian hired a product manager that solely focused on analytics, aligned its internal teams of Pro Services, Education, Engineering and QA with analytics as a new GTM strategy, and engaged with Birst Partner, Cervello, for the initial implementation. They followed a User Centered Design approach, targeting two primary user personas (Proposal/RFP Managers and Content Managers) and a collaborative development model. The collaborative development involved twelve customers identified as early adopters. These customers could use the product for 9 months ‘free’ of charge and in exchange of feedback. These trials later converted to new sales opportunities.
Operational Impact
Quantitative Benefit
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