Case study · Industry: Services

25% Less Reporting Time, and Leaders Who See Which Sectors Underperform and Where to Grow

The Problem

The firm's leaders needed a clearer view of the business to drive growth:

  • A dynamic way to track opportunity values at each stage of the pipeline.
  • A way to pinpoint which sectors and business units were underperforming.
  • Accurate sales forecasts for the next three months to plan against.

What We Did

We worked with the chief revenue officer to understand the requirements and how the business wanted to see its data at each level, then built Power BI dashboards the CEO, the chief revenue officer and the sales team use to monitor sales and operations.

The Business Impact

  • Leaders pinpoint their high- and low-performing departments and sectors.
  • They compare actuals with forecasts.
  • They see where the growth opportunities are.
  • Reports take 25% less time to produce, and team meetings are more productive, in the chief revenue officer's words.

“As Chief Revenue Officer of a fast-growing company, we needed a faster, more-effective way of gathering, reporting, and sharing the company’s progress and real-time performance. Innovative Solution Partners worked with us to understand our requirements to create an analytics solution customized to how we wanted to see our data at various levels.”

Chief revenue officer, fast-growing mid-market services firm
The landscape

The Dashboards

Sales dashboard, redrawnWeighted sales of $40M against $75M ISP value, broken down by stage, year, sector, department, manager and region, as labelled on the legacy case study.SalesSectorAllDept.AllDateAll$40MWeighted Sales$75MISP Value$13MLead$10MAwarded$1MSubmitted$1MProposal$15MNegotiated$500KLostStage Details$0M$20M$40M$15MNegotiated$13M$44MLead$10MAwarded$1MSubmitted$1MProposal$1MLostSector Details$0M$50M$28M$54MNG$10M$17MCOM$2M$3MMDOT$0M$1MDLADepartment Details$0M$20M$40M$20M$45M6000$12M$21M4200$8M$9M1200Weighted SalesISP ValueWeighted Sales vs. ISP Value$0M$20M$40M$60M$29M$62M2021$10M$12M2022$2M$2M2023# Oppt. by ManagersManager 1$30MManager 2$16MManager 3$6MManager 4$5MManager 5$4MManager 6$3MManager 7$2MManager 8$2MManager 9$2MManager 10$2MTop 10 Oppt.Midwest – Great Lakes$5MPacific Northwest$3.6MEast Coast – New England$2.3MEast Coast - DMV$1.6MSE Asia$1.6MSouthwest$1.4MSouth$1.4MCalifornia$1.1MCanada$1.1MMexico$0.9M
Sales by stage, sector, department and region. Every value the legacy dashboard labels. Left out: the three donuts, which carry no values. Manager names withheld; two typos in the source corrected.
Sales performance against budget, redrawnActual $10M, outlook $29M and budget $263M, a stacked sector chart labelled $3.1M and $0.9M for NG and $4.5M for COM, and two monthly charts whose values the source does not label, drawn as layout only.$10MActual$29MOutlook$263MBudget0.00%Actual MoM %Sales PerformanceActualBudgetOutlook$0M$20M$40MJanFebMarAprMayJunJulAugSepOctNovDecBars and line not labelled in the source$0M$5M$3.1M$0.9MNG$4.5MCOMMDOTLegend cropped in the sourceActual, MoM % Change by DateActualMoM % Change$0M$2M$4M-100%0%JanFebMarAprMayNot labelled in the sourceBelow the charts: a Budget / Actual / Outlook table by sector and month (cropped in the source).
Sales against budget. The KPI cards and the labelled stacked bars as in the source. Left out: three donuts with no values. The two monthly charts label no values, so only their layout is drawn.
Sales performance by sector, redrawnFour monthly actual, budget and outlook charts: two whose titles are cropped in the source, then the DLA and MDOT sectors, whose lower half is cropped. The source labels no values, so only the layout is drawn.Title and legend cropped in the source$0M$5M$10M$15M$20MJanFebMarAprMayJunJulAugSepOctNovDecBars and line not labelled in the source$0M$5M$10MJanFebMarAprMayJunJulAugSepOctNovDecBars and line not labelled in the sourceSales Performance – DLA SectorActualBudgetOutlook$10M$0.1MLower half cropped in the sourceSales Performance – MDOT SectorActualBudgetOutlook$1M$2MLower half cropped in the source
Sales by sector. Layout only: the source labels no values, and crops the top titles and the lower half.
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