Workplace Analytics - February 2020: Feature updates

Published Feb 24 2020 10:18 AM 2,370 Views
Microsoft

The Workplace Analytics team is excited to announce our feature updates for February 2020. (You can see past blog articles here). This month’s update covers our latest features:  

 

  • CRM upload, analysis, and extrapolation 
  • Seller success plan 

CRM upload, analysis, and extrapolation 

Workplace Analytics has always used Office 365 (collaboration) data and organizational data to support analysis and generate insights. Now, you can upload CRM data as well. After you do, you can use this data for filtering and grouping in person queries, person-to-group queries, and group-to-group queries to expand your data-analysis options:  

 

  • Analyze the time sellers spend with customer accounts (and sellers’ network size with customer accounts), as defined in the CRM data. 
  • Analyze sellers’ collaboration with customer accounts. In this analysis (see Queries with CRM data), you can filter and group by any CRM account attribute that you have uploaded, such as account tier, account geographical area, or account revenue potential. 
  • Analyze sellers’ collaboration with CRM contacts. Filter by any CRM contact attribute that’s been uploaded, such as contact level, contact function, or contact location.  

With CRM data available, you can also use the new Seller success plan 

 

Analysis scenarios

These capabilities enable analysis such as the following: 

 

Potential account value. You can correlate a sellers’ time spent with specific accounts with the value potential of each account. This can highlight any misalignments in prioritization at an account level and uncover high-value accounts that are not getting enough attention or low-value accounts that are demanding too much time from sellers. 

Paul_Schafer_1-1582565829125.png

 

Customer networks. Both the number of connections to customers as well as the connections per account are indicative of the depth of involvement with customer accounts. For many sales, it is the intimacy with each customer that drives success rather than overall hours with customers. 

 

Time spent by sales roles. Complex internal processes can limit the ability to spend more time with customers. Examine the ratio of customer hours to internal-only hours to evaluate how internally focused or externally focused sellers are: 

Paul_Schafer_2-1582565829133.png

 

How up to date are CRM contacts? Because Workplace Analytics can identify customer contacts, you can find out which of those contacts are not in your CRM system. Comparing the two groups can show you any “CRM gaps” (non-CRM customers), and CRM opportunities (customers not contacted recently), as well as CRM “active collaborators”: 

 

Paul_Schafer_3-1582565829151.png

 

Extrapolation

The extrapolation feature helps analysts match external collaborators with CRM accounts when they are building queries.  

Part of defining a query is selecting attributes and filters. When CRM data is available, analysts can select a CRM group-by attribute or filters in person, person-to-group, or group-to-group queries. Then, they are asked how they would like to join external collaborators with accounts. You have two choices:  

  • Default + Extrapolation match with CRM data. This is the preferred, default option. It matches email addresses of Office 365 external collaborators with email addresses for CRM contacts. In addition, it tries to match unmatched external collaborators with a CRM account. If the probability is high that an external collaborator belongs to a specific CRM account, that external collaborator is assigned to that account.  
  • Default match with CRM data. This option only uses the imported data from the CRM upload to match email addresses of Office 365 external collaborators with email addresses for CRM contacts.  

Seller success plan

Workplace Analytics offers the seller success plan to help salespeople reflect on the ways they use their limited time. This, in turn, helps them make decisions that align their use of time with the company’s strategic priorities.  

After a seller success plan starts, its participants receive a tailored email every month for the duration of the plan. They see insights that help them use their time to maximize productivity. This means spending more time and building networks with the right set of customers, and involving their manager and leadership in strategic customer meetings, as needed.  

Workplace Analytics generates the insights for this plan by coupling collaboration data with CRM data. (Without CRM data uploaded, a seller success plan that you create would be ineffective.) For more information, see CRM data in Workplace Analytics.   

 

What participants will see

The email that participants receive starts by summarizing how the salesperson spent their time in internal and external collaboration during the preceding month. The top section displays the split between external and internal collaboration for people in similar roles; this can help sellers compare their collaboration patterns with their peers. These numbers are calculated for all the participants in the plan. 

Paul_Schafer_4-1582565829158.png

 

This email can contain one or more of the following descriptive cards, which offer targeted suggestions to help participants work more effectively: 

 

Time with customers 

The Time with customers section shows how the salesperson spent their time with customers over the past month. This helps sellers decide whether they are spending time optimally with customers according to their respective potential. 

Paul_Schafer_5-1582565829166.png

 

Depth of engagement

The Depth of engagement card shows the number of distinct people in the account with whom the salesperson had one or more meaningful interactions in the last 28 days.  

Paul_Schafer_6-1582565829170.png

 

Manager interactions

Spending time with and getting attention from your manager is important. The chart on the Manager interactions card shows the time the salesperson spent with their manager in meetings with customers. 

Paul_Schafer_7-1582565829175.png

 

Explore 

Select Explore on the Explore more card to open the MyAnalytics Network page, which shows how many people that person actively connected with in the last month. 

Paul_Schafer_8-1582565829176.png 

 

Create a seller success plan

To create and start a seller success plan, an analyst or limited analyst does the following: 

  1. Create the plan: On the Plans page of Workplace Analytics, take the initial steps to create a plan and under Available plans, on the Seller success card, select Start now. 
  2. Select participants: Select participants for the plan either by uploading a .csv file or by using filters, and then validate the group of participants. This ensures that they have a MyAnalytics license and are not enrolled in any other plan.  
  3. Start the plan: After a successful validation, start the plan for your participants. 

 

 

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