Track and Analyze Sales POCs

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Updated
March 04, 2021 20:10

Use CloudShare to track, understand and calculate ROI for every POC, past and present. CloudShare's advanced analytics provide:

at-a-glance information about which POCs have not been started and are at risk of expiring
progress levels for every invitation sent, viewable by POC or Opportunity
detailed metrics on user engagement, including working VM statistics, user clicks and more
detailed metrics on Blueprint and Environments used
flexible history and advanced filtering features for intuitive, dynamic activity drilldown

Viewing Sales POC Analytics

Click the Analytics menu. The Dashboards panel is displayed.
From the Dashboards panel, click the Sales Enablement folder.
Click the dashboard you wish to view. A brief guide to each of the dashboards is presented the following section, What Questions Can POC Analysis Answer?.
Interact with selection dropdowns and real-time graphic filtering to specify the data you'd like to display on the dashboard.

Tip

For complete details on filtering and navigating dashboards, see Using Analytics Dashboards.

What Questions Can POC Analysis Answer?

Sales Enablement dashboards offer extensive POC views with advanced filtering, to enable in-depth understanding of how one or more sales POCs are performing.

The following brief guide helps to match key POC questions with the Dashboard views that will provide the best answers.

Dashboard Questions	Dashboard View
POCs Overview Provides a high-level view of POC programs, by current status and Opportunities. How many POC invitations have we sent? How many POCs are in progress right now? Who is responding to my POCs? Which Opportunities are most active? Which Opportunities haven’t accepted their POCs invitations and are not making progress as expected? Which salesperson needs to push at the moment?
POCs in Progress Enables a detailed study the engagement level for POCs. Which Opportunities are currently active? What is the current engagement level for a specific Blueprint? What is the current engagement level for a specific Opportunity? Which Opportunities and users are currently investing the most attention?
POCs at Risk Displays POCs whose invitations will expire soon and have not yet been started by the prospect. Which POCs expire in the next 48 hours and require a salesperson's proactive measures to save the Opportunity? How many POC invitations have been sent out but not yet accepted? Which prospects are showing less interest in the POC? Which Opportunities need a new invitation?
Lost POCs (Part of the POCs at Risk dashboard.) Displays POCs that were never started and have expired with the current and last month. Which prospects never opened their POC? Which POCs were never used? Which Opportunities failed to progress to the POC stage?
Completed POCs Displays POCs that were completed (a) within the last 48 hours and (b) the current and last month. Which prospects have just finished their POC and require a salesperson's attention? How much time (in minutes) did the prospect spend interacting with their POC? How many POCs have been concluded since the beginning of last month?
Analyze Blueprint or Opportunity Enables drilling down to better understand tab-level usage for selected POCs. Which software versions (i.e., blueprints) are the most popular? Which Opportunities are associated with the most active Blueprints? How is each Blueprint being used? On which VMs do users spend most of their time? Which POC users are most active and what VMs are they using?