Homepage Qlik Australia newsroom

Organisations Rely on Qlik Analytics to Take the Guess Work Out of the Sales Cycle and Drive Performance

Announcement posted by Qlik Australia 24 Feb 2015

Leading organisations like BT Financial Group, FOX SPORTS PULSE and The Warehouse Group quickly gain clarity into sales pipeline and planning for critical decision making
Qlik® (NASDAQ: QLIK), a leader in data discovery,today announced that leading organisations in Australia and New Zealand are using Qlik products to more effectively monitor and respond to developments in the sales cycle, improve overall sales planning and decision making, and arm the sales force with increased insights for better performance.
 

According to Gartner, “decisions in sales organisations are often based on recent customer experiences and ‘gut feelings.’ Sales organisations are not known for leveraging technology to capture and report on selling activities or for using data analysis to determine where to target their sales efforts. Typically, the last quarter’s results or the latest competitive wins have a greater influence on the development of a sales strategy than a well-thought-out, data-driven analysis of historical trends and future predictions. ”[1]


Analytics help take the guess work out of the sales cycle by enabling organisations to capitalise on “fact-based selling” tactics. Equipped with data, sales teams gain insight into target buyers, opportunities and best practices for closing deals. Plus, sales executives and managers can gain better insight into sales pipelines for more accurate forecasting and increased productivity.
 

Leading organisations that leverage Qlik for sales analytics include:
 

·       FOX SPORTS PULSE one of the world’s largest online sporting communities, is using QlikView® to analyse customer registration and purchase data to improve sales performance. After deploying QlikView to various business teams including finance, sales, and marketing in just ten days, FOX SPORTS PULSE was able to immediately analyse 1.5 million records to understand services that are performing well, and improve those that are not. They were also able to identify opportunities to sell or upsell services to customers.
 

“There’s no question that our sales opportunities have increased now that we can view different data sets with the QlikView dashboard,” said Mathew Lalor, General Manager, Finance, FOX SPORTS PULSE.  “For example, our sales team can see if a club is taking membership payments through our online payments gateway or whether they’re using another mode. We can then create different scenarios to see how they might benefit from using our other services.”


·       BT Financial Group, a division of the Westpac Group is using QlikView, to gather insights on customer growth and retention for its financial advice business. The business intelligence software allowed the company to shave 150 hours/month off compiling reports, saving approximately $50K/year in IT costs. The sales teams are now able to access new data sources and bring visibility of that information to the business.
 

·       The Warehouse Group,New Zealand’s largest listed retailer is using QlikView to analyse sales and customer conversion trends store by store to improve performance. Over 100 employees use Qlik to create visually appealing reports and dashboards, discovering insights into finance, merchandise numbers and operations. In addition, QlikView creates detailed analysis of where sales are failing in store. By installing thermal cameras and monitoring transaction and staff numbers, QlikView measures where sales are made, at what time of the day and where they are not converted.
 

“Through our work with many of the world’s largest organisations, Qlik understands first-hand the difference that an optimised sales analytics program can provide to a business,” said Sharryn Millican, VP and Regional Director for ANZ, Qlik. “By leveraging both internal and external data with data discovery tools like QlikView and Qlik® Sense, businesses can build a more reliable, repeatable sales performance process to optimise productivity and drive better results.”
 

About Qlik
Qlik (NASDAQ: QLIK) is a leader in data discovery delivering intuitive solutions for self-service data visualization and guided analytics.  Approximately 34,000 customers rely on Qlik solutions to gain meaning out of information from varied sources, exploring the hidden relationships within data that lead to insights that ignite good ideas.  Headquartered in Radnor, Pennsylvania, Qlik has offices around the world with more than 1700 partners covering more than 100 countries.
###
© 2015 QlikTech International AB. All rights reserved. Qlik®, Qlik® Sense, QlikView®, QlikTech®, and the QlikTech logos are trademarks of QlikTech International AB which have been registered in multiple countries. Other marks and logos mentioned herein are trademarks or registered trademarks of their respective owners.