CRM Featured Article
June 26, 2008
LucidEra Delivers On-Demand Lead Insight to Salesforce.com Customers
LucidEra, a business analytics-as-a-service company, has introduced LucidEra Lead Insight, an analytic application that directly aligns marketing programs with sales success.
LucidEra Lead Insight is an on-demand application, containing more than 65 pre-built metrics focused on the “quality of marketing leads and how effectively they are converting to opportunities and ultimately to closed business,” the company said.
Officials said that LucidEra Lead Insight builds “stronger ties” and “closes the loop” between sales and marketing teams by identifying which marketing activities lead to the best “sales-ready” leads that are most likely to become customers.
This latest offering enables sales and marketing managers to spot trends on lead sources, campaigns, owners, and territories, and also interact with higher-level groupings of transactional Salesforce.com (News - Alert) data.
Also, officials said, it measures conversion rates by individual sales representatives or segments using average time to close, win rates and other built-in lead performance metrics.
Moreover, LucidEra Lead Insight optimizes sales process—from the time a lead comes into the CRM system, to the time a customer is billed with best-practice lead aging and cycle time analytics.
“In just a few days we’ve gotten tremendous value from LucidEra Lead Insight’s sales rep scorecards and we’re now doing dynamic reporting and historical analysis on lead performance by source, region, product line, and cycle times,” said Renae Penner, business systems analyst at Quantum Corp. (News - Alert)
Ken Rudin, CEO and cofounder of LucidEra, said that for many companies the front-end of the sales funnel is often more like a 'sales sieve' as marketing dollars are wasted on lead generation activities that don’t have a direct correlation to closed business.
Explaining that the best sales managers understand that they must look beyond simple metrics such as lead count and quota attainment to compete and win, he pointed out that previously, companies had to implement complex on-premise reporting and analysis solutions to get the insight required to align sales and marketing managers.
“With LucidEra Lead Insight, best practice lead analysis is available as a simple to use on-demand solution available to companies of any size,” Rudin added.
The company informs that LucidEra Lead Insight is expected to be generally available this month as a standalone analytic application or it can snap together with LucidEra Pipeline Insight and LucidEra Order Insight as part of LucidEra Enterprise.
Anshu Shrivastava is a contributing editor for TMCnet. To read more of Anshu’s articles, please visit her columnist page.
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