PSA solutions from FinancialForce have helped Host Analytics Inc, a corporate performance management provider on resource management & alignment of sales & service teams into Salesforce. Visit http://www.financialforce.com/products/professional-services-automation/overview/ for cloud-basedprofessional services automation solutions.

1. www.FinancialForce.com
“We knew that our existing system wasn’t working. FinancialForce PSA has helped
arm us with the right information to make the decisions to re-model our business.”
Doug Tilley, Director of Services Operations, Host Analytics
BUSINESS ISSUES
• 138 projects manually aggregated to 70 – 80 parent projects in
Open Air taking 1 – 2 days each month
• Inability to plan resources meant sales heavy on West Coast
where best salesperson based
• Knew business model wasn’t working but no visibility into
pipeline to identify why
• All projects quoted on fixed fee basis often inaccurately
• Projects handled in a uniform manner no matter how
complicated
• Sales to Services handoff required Word document meaning it
often didn’t happen
PROJECT RESULTS
• Child projects assigned to parent projects seamlessly in
FinancialForce PSA saving 1 – 2 days a month
• Detailed reports/dashboards give leverage for change with
management team
• Can align projects regionally so can see if selling a complicated
deal or if larger client needs extra resource/focus. Better planned
resources on West Coast
• Teams now know if fixed fee was accurate and can forecast
better to take corrective measures
• Ability to measure how long projects are taking and other
metrics which couldn’t see before
• Salesforce integration means can now book projects against
deals in the pipeline and update projects easily giving more
accurate data
• Sales to Services handoff triggered when opp goes to closed/
won
• Sales Rep can see list of projects and current status so can help
out or question things
• Project completion tripled from 20 per quarter to more than
60per quarter
• Backlog reduced by 70 percent from 30,000 hours to 9,000 hours
• Close rate decreased from 26 weeks to 22 weeks
Host Analytics Inc
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ABOUT
What we do - Host Analytics offer the corporate performance management (CPM) industry’s only complete application suite for finance and
accounting in the cloud, to improve financial consolidation and disclosure management, budgeting and forecasting, including detailed revenue,
headcount, and capital planning, financial and management reporting and strategy management via project planning, dashboards, and
balanced scorecards. With offices in America and India they are the only cloud CPM vendor selected to the Gartner Magic Quadrant for Corporate
Performance Management Suites in 2011, 2010, and 2009.
Company size - 170 employees
Products in use - FinancialForce PSA, JBara
Previous system - OpenAir
Location - Redwood City, CA
Industry - Software/SaaS
AppExchange Rating - *****
Case Study