Implementing GoodData's Cloud BI for Nutricia
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Over the last few years, Dannon subsidiary Nutricia has seen rapid growth in sales of specialized nutritional products for babies and children. With the help of Aptaria, Nutriciahas leveraged Salesforce CRM throughout its organization. Its sales team, in particular, has embraced Salesforce.com and custom Force.com applications to manage leads, customers, and inventory.
Yet while Salesforce collects plenty of data and offers numerous reports, Nutricia's sales reps weren't using them. The reports were too inflexible to answer the types of specific questions reps and managers were asking:
Field sales reps received only 2 reports and only on a monthly basis, with a 10-day delay in the numbers.
Aptaria introduced and recommended GoodData to Nutricia as a reporting and business intelligence (BI) solution. The "Salesforce of the BI world," GoodData is cloud-based, simple to use, fast to scale, and free of IT and hardware.
Aptaria led all aspects of Nutricia's implementation of GoodData, including:
Within weeks of implementing GoodData, Nutricia's sales team was embracing reports.
Within months, it had become a truly data-driven organization. "It has completely changed the way we use numbers," says Mike Miller, Nutricia's Manager of Sales Force Effectiveness. Sales reps now:
According to Miller, these reports "allow Nutricia to take action early ... before it's too late to affect that quarter's numbers." Sales reps can now easily see their performance at the territory level and how it stacks up against other reps. The result: a much stronger sense of ownership and a more motivated, results-driven sales team.