Nutanix captures a number of valuable data points when an opportunity closes, but the information was buried within opportunity records and not accessible unless you were on the opportunity team. This made reps unable to analyze and take action on key insights. The goal was to mine this information and make it easier for sales reps to quickly drill down into the reasons why other reps won (or lost) opportunities similar to those they were working.
In order to help Nutanix solve the challenges they were facing, Atrium expanded visibility within CRM Analytics to all opportunities while managing sensitive data, such as amount. Atrium also developed a “Customer Stories Dashboard” that pulled key information from opportunities, opportunity line items, accounts, and products. Multiple dashboard views were enabled (quick search, advanced search, etc.) that allowed reps to filter opportunities by dozens of criteria, presenting results in a summary table for export.
By introducing the Nutanix sales team to CRM Analytics, sales reps are now able to search across all opportunities which they had previously not been able to do. To increase user adoption, the dashboard was embedded in a tab in SFDC for easy access and to keep this new capability top of mind. The project was completed ahead of schedule and under budget, allowing for additional small non-production side projects like a pipeline dashboard and an assets dashboard. These allowed Atrium to demonstrate the speed and power of CRM Analytics to create dashboards that Nutanix was waiting for months to get in other tools. The Nutanix team was impressed by the speed to deliver and recency of data. (They had been used to at least a 24-hour lag vs CRM Analytics presenting fresh data every hour.)