LexisNexis Real-Time Reporting and Legacy Agreement

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Agenda

Introduction

Real-Time Reporting

Legacy Agreements

Q & A

Dan McIntyre

Lead Tools Specialist, Sales Operations

Own all sales-facing CRM analytics reporting

9 years at LexisNexis

Worked with Siebel Analytics since 2007

– https://www.linkedin.com/pub/dan-mcintyre/8a/952/714

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LexisNexis - Company background

Leading global provider of content-enabled workflow solutions

Designed specifically for professionals in the legal, risk management, corporate, government, law enforcement, accounting, and academic markets

Pioneered online information with its Lexis® and Nexis® services

Customers in more than 100 countries with more than 15,000 employees worldwide

Just completed our R4 release – the complex release to date which reflects the largest transformation of our business processes and systems in our company’s history.

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Real-Time Analytics

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The Need for Real-Time Analytics

1. Allow us to see trends and make decisions in the moment instead of being strictly reactionary.

2. Facilitates coaching and conversations.

3. Meets user expectations of a “cutting-edge” CRM.

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Developing Real-Time Reporting

Define real-time scope

Define real-time SLAs

Develop subject area to pull directly from Siebel tables

Investigate performance impacts

Develop beta reports

User acceptance testing

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The Opportunity Board

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The Opportunity Board

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The Opportunity Board

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Lessons Learned

Listen to your users

Don’t be afraid to ask BIG

Clearly define acceptance criteria

Don’t take no for an answer

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Legacy Agreements

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The Need for Legacy Reporting

CRM order-processing … “The Wave of the Future”!

We have “legacy” agreements (contracts) accounting for large portion of business.

Legacy agreements are fundamentally different from other agreements.

No room at the inn!

How do we wisely prepare for our future without jeopardizing our present or losing sight of our past?

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Developing Legacy Reports

Ask the right questions:– What questions must these reports answer?– What workarounds (SOPs) will the user accept?– What performance is acceptable?– What data is absolutely essential? What would be nice to have?

Mock up the solution

Get buy-in across organizations

Check, check and re-check the data

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Agreement Lookup

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All Agreements By Account

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Lessons Learned

1. Analytics can be used as a bridge between old worlds and new ones.

2. Get the right people on board.

3. Assume nothing. Document everything.

4. Build in opportunities to revise requirements.

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Q/A

Questions/Open Discussion

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LexisNexis Real-Time Reporting and Legacy Agreement