The power to predict can give sales teams an “unfair advantage”. Predictive analytics can help your business-to-business (B2B) sales team leapfrog the competition and reduce the time from initial contact to sales closure. Tracking sales velocity is a good way to pinpoint where your sales and marketing execution fails to engage customers. Deals that drag on waste valuable sales resources and make it challenging for sales leadership to prepare accurate revenue forecasts. High-performing sales teams improve sales velocity and achieve competitive advantage using turn-key predictive analytics applications. Predictive models can be very powerful and profitable, even if they just give you a small edge in determining which option to choose or path to take. In this DxContinuum webinar with guest Forrester Research, learn best practices for how your organization can improve sales velocity with predictive analytics.

1. DXCONTINUUM WEBINAR
Gain an Unfair Advantage:
Best Practices for B2B Sales Velocity
through Predictive Analytics
Guest Speaker
Steven Wright
Forrester Senior Analyst

3. © 2016 Forrester Research, Inc. Reproduction Prohibited 3
We work with business
and technology leaders
to develop customer-
obsessed strategies that
drive growth.

4. Steven Wright, Senior Analyst
March 1, 2016
WEBINAR
Effectiveness, Efficiency, Velocity:
How Sales Analytics Improves All 3

5. Steven targets how new technologies and
practices can better equip B2B sellers to
focus on customers' needs. His research
looks for the intersection of technology
and methodology to help clients better
enable sellers to improve customer
understanding via analytics and
prescriptive actions that improve sales.
With over 20 years of experience in sales
enablement, Steven has focused on
improving sellers' skills at all levels for
sales groups ranging from 300 to over
17,000 sellers.

6. So much data
So many tools
So little time

7. © 2016 Forrester Research, Inc. Reproduction Prohibited 7
Agenda
› Defining Efficiency, Effectiveness and Velocity
› Big Investments in Big Data
› The Challenge: So Many Sources So Little Time
› The Sales Perspective: Mapping Analytics to Data
Sources
› How Sales Solutions Can Support Velocity
› Achieving Predictive – Promising, Problematic,
Probable

8. © 2016 Forrester Research, Inc. Reproduction Prohibited 8
Defining Sales Efficiency, Effectiveness
and Velocity: It Takes Data
› Sales Efficiency: Time it takes to perform repeatable tasks
• Via automation or process change, frequency or reduction
in tasks.
› Sales Effectiveness: Size/Number of successful sales
• Win rates
› Sales Velocity: Time to complete a successful sale
› Analytics: Reporting on factors affecting Efficiency and
Effectiveness

9. 9© 2016 Forrester Research, Inc. Reproduction Prohibited
Combine and Align Sales and
Marketing Use of Big Data

10. © 2016 Forrester Research, Inc. Reproduction Prohibited 10
Firms Use Only a Fraction of their
Enterprise Data

11. 11© 2016 Forrester Research, Inc. Reproduction Prohibited
Source: January 2016, Brief: Sales Enablement Automation Needs A Platform Forrester report
Forrester: Sales Enablement Execution
Goals
Develop
Ensure sellers have the skills and attributes to progress, negotiate and
close. This requires knowledge transfer processes as well as ongoing
behavioral guidance.
Position
Deliver content consistently represents the brand s promise and can be
customized to address specific needs of the buyer.
Align
Provide sellers relevant and actionable information about the buyers they
meet and the businesses they are helping to succeed.
Locate
Enable quickly locating or recommending appropriate content aligned with
the buyer s journey and upcoming conversations.
Engage
Support content sharing or distribution platforms that share and supports
the capture of data about these interactions to feed back into improving
execution of all sales enablement goals.
Assemble
Equip sellers with the ability to quickly configure, price and quote a value-
based proposals closely tied to the customer situation as well as build
RFIs and RFPs.

12. 12© 2016 Forrester Research, Inc. Reproduction Prohibited
Source: January 2016, Brief: Sales Enablement Automation Needs A Platform Forrester report
Analytics Related To Enablement Goals
Develop
On-boarding, Sales Skills, Certifications, Feedback (frequency, type), # of
opportunities, speed of progression, close rates, win/loss rates, other
measures based on role (Inside vs direct, channel, partner, product line,
specialty
Locate,
Position
Time spent finding content, customizing, adapting mapped to Engage
analytics
Align
All relevant custome data, other business intelligence, 3rd party data, social
listening – WHO, WHAT, WHEN, WHERE, WHY (See next slide)
Engage
Usage, distribution, popularity, ratings, frequency of customization,
relationship to speed of sales stage progression, mapping of buyer/seller
relationships/communications
Assemble
Level of customization of RFIs and RFPs, frequency of standard vs.
custom Ts and Cs, time between RFI, RFP and close or stage progression

13. © 2016 Forrester Research, Inc. Reproduction Prohibited 13
Examples of Data Categories
Who What When Where Why
• Contact
• Title
• New Hires
• Promotions
• Lay-offs
• Decision/
Approval Levels
• Relationships to
Others
• Social Profile(s)
o Facebook
o LinkedIn
o Industry Groups!
• Department
• Business Unit
• Install Base
• Your/Buyer
Competitors
• Install Base
(yours and
competitors)
• White Space
• Buyer Industry
Trends
• User Experience
Data (Navigation,
downloads, chats)
• Budget/ Spending!
• Compelling
Events
• Re-orgs
• M&A
• Regulatory
• Competitive
Moves (theirs, not
yours)
• Map actions to
lead phase
• Renewals
• Fiscal Year
• Org Charts
• Locations
• Countries
• Regulatory
• Security
• Qualitative
• Wins/Losses
• Likes/Dislikes
• Social Media
• Comments
• Communications
• Customer Service
Data
• Meeting notes
• Call logs
• Chat
• Ratings
• Evaluations

14. © 2016 Forrester Research, Inc. Reproduction Prohibited 14
Other Data Sources
Internal
External
Proprietary
Third Party
Unstructured

15. © 2016 Forrester Research, Inc. Reproduction Prohibited 15
Map Data to Existing (And New) Solutions
› CRM
› SFA
› SEA (Sales Enablement Automation)
› Other business systems
› Extract data wherever possible

16. © 2016 Forrester Research, Inc. Reproduction Prohibited 16
Who’s Doing It Now?
› Most still getting hands around
content and related analytics. 80%
› Goal 1: Link to forecast and pipeline
to measure velocity 20%
› Goal 2: Predictive! 0%

17. © 2016 Forrester Research, Inc. Reproduction Prohibited 17
Achieving Predictive?
› Promising – But may take time, understand sales
cycles and achieving critical mass.
› Problematic – Biggest issues are organizational,
breaking down barriers between groups. You need deep
vertical knowledge to get full value.
› Probable – Start organizing your data now. Buy
expertise via solution or service.
› The clock is ticking . . .

18. forrester.com
Thank you
Steven Wright
+1 617-613-6891
stwright@forrester.com

19. INCREASE
SALES VELOCITY
Through DxContinuum predictive
analytics platform
Jim Frazee
March 1, 2016
Head of Sales
Dr. Kannan Govindarajan
Chief Product Officer and Co-founder

20. DxC SalesSuite™
BE THE B2B SALESPERSON OF THE FUTURE
IN CONSULTATIVE SELLING
©2016 DxContinuum, Inc. 20
Source: Forrester Research, The B2B Sales Force
Digital Reboot, October 19, 2015

21. DxC SalesSuite™
Be rigorously
selective about
your KPI’s
PRIORITIZING KPI’S FOR YOUR SALES TEAM
Select real-time
or near-real time
indicators
Consider sales
velocity a key
indicator
©2016 DxContinuum, Inc. 21DxC SalesSuite™KPI – Key Performance Indicator
1 2 3

22. DxC SalesSuite™
DEFINING SALES VELOCITY
©2016 DxContinuum, Inc. 22Visual from TAS Group, 2014

23. DxC SalesSuite™
Challenges
! Sales people spending
time on too many small
deals that don’t close
! Low win rate
! Average deal size
below industry average
PERSISTENT SYSTEMS CASE STUDY
©2016 DxContinuum, Inc. 23
Approach with
DxC SalesSuite™
Outcomes
! 23% increase in sales
velocity while chasing
half the number of
opportunities
! 64% increase in average
deal value
! 50% increase in win rate
! Quantify improvement
in sales velocity
! Chase opportunities
with higher win rates
and larger deal sizes
! Qualify the best
opportunities
! Provide visibility into
factors that predict
the best opportunities

24. DxC SalesSuite™
PERSISTENT SYSTEMS GETS STARTED QUICKLY
WITH DXCONTINUUM PREDICTIVE ANALYTICS
24
Ranga Puranik
President
Persistent Systems
©2016 DxContinuum, Inc.
DxContinuum impressed us with how they
were able to show the accuracy of their
solution using our existing data. It only took a
few days to implement DxC SalesSuite, which
allowed us to get started right away.
“ “

25. DxC SalesSuite™
DxContinuum customers have grown revenue 25+%
©2016 DxContinuum, Inc. 25
LEADER IN B2B SALES PREDICTIVE ANALYTICS

26. DxC SalesSuite™
INTRODUCING OUR COMPANY AND SOFTWARE
! About DxContinuum
• High-growth venture startup
• Fortune 500 customers
• Name: 500x, continuous insights
• Cequel III Series A investment
• Located Fremont, CA
• Exec team from Oracle, HP, FICO,
Informatica, SAP, KXEN
• Founded 2012
! About DxC SalesSuite™
• SaaS apps extend CRM clouds
• Powered by patented predictive
analytics platform
• Transparent pricing: yearly
$99/sales rep/month; 50 reps min.
• Kickstart program (starting $30k) to
show ROI & usability within a quarter
• Direct and partner sales
©2016 DxContinuum, Inc. 26
SaaS – Software as a Service
CRM – Customer Relationship Management
ROI – Return on Investment

27. DxC SalesSuite™
EXAMPLE CUSTOMERS
27©2016 DxContinuum, Inc.

28. DxC SalesSuite™
MULTIPLE SOLUTIONS TO GROW REVENUE
©2016 DxContinuum, Inc. 28
Source: Adapted from Gartner, Todd Berkowitz, “Market Guide for
SaaS-based Predictive Analytics Applications for B2B Sales and
Marketing”, 23 January 2015. Research note G00271490

29. DxC SalesSuite™
WHO BENEFITS FROM DXCONTINUUM
29©2016 DxContinuum, Inc.
SALES
Increase sales velocity 25+%
by prioritizing your best leads
and opportunities, without
sales process changes
IT
Deploy quickly and securely for
multiple data sources, without
needing ETL or custom
predictive modeling, and
maintain with minimal overhead
ETL Extract Transform Load
FINANCE
Quantify pipeline quality
consistently across fiscal
quarters, products, geos
and sales teams
MARKETING
Go beyond tracking first
or last touch to attribute
marketing activities
to revenue

30. DEMO

31. Q&A
Steven!Wright,!Forrester!Senior!Analyst!
Jim!Frazee,!DxCon:nuum!Head!of!Sales!
Dr.!Kannan!Govindarajan,!DxCon:nuum!
Chief!Product!Officer!and!CoGfounder!

32. THANK YOU
DxContinuum, Inc.
Predict. Prioritize. Profit.
@dxcontinuum
dxcontinuum.com
1.510.497.4062