Photo of Lars Gjedde, CEO and owner of C.K. Environment

We use Business Analyze to optimise our business and maintain a healthy operation

Photo of Lars Gjedde, CEO and owner of C.K. Environment

C.K. Environments is a growing company that sells, services and advises customers in advanced measuring and analysis equipment.

C.K. Environment interacts on many levels with their customers and suppliers and manages a wide range of products.

Now C.K. Environment has reached a point where management is looking for more effective reporting systems that can extract data from Microsoft Dynamics and SuperOffice and present it in charts, graphs, tables and other graphical visualizations – in one single view.

 

Lars Gjedde, CEO and owner of C.K. Environment says:

– “We are expanding our business, and therefore our management, finance, sales and marketing departments need daily statuses on budgets, sales and ongoing projects in an easily accessible way.”

– “Right now, we use 2-3 different systems to get a comprehensive overview of our operations – that’s a waste of our time. We constantly seek ways to optimize our business – and we needed a quick way to see which buttons to press in order to maintain a healthy operation. This is possible with our new Business Analyze solution.

C.K. Environment’s plan is to place a screen in their cafeteria, where employees come every day. On the screen, Business Analyze will show data in graphs – so that all employees are always updated in company updates and goals.

Lars Gjedde: “We believe that openness and insight into company data and operations will give us more committed and more flexible employees.”

 

About C.K Environment
C.K. Environments sell, service and advice customers in advanced measuring and analysis equipment. The company is at the forefront of environmental technology and in developing new solutions that meet different requirements for measuring emissions.

Industry: Wholesaler of machinery and equipment
IT systems: Microsoft Dynamics AX, SuperOffice and Business Analyze

www.cke.dk

Business Analyze helps Norwegian Center for Information Security with ‘real-time’ solution for Security Monitoring and Intelligence

NorSIS is an independent organization and partner to the government, businesses and research facilities in the subject of cyber security.

Both businesses, organisations and private citizens can meet digital threats and safety risks on the internet. Because of this, it’s important for NorSIS to have, at every given time, an up-to-date view of threats and developments.

Business Analyze has helped NorSIS with development of Cybervarsel, an analytics and data visualisation solutions which gathers data in one place and presents incidents and statistics in real-time.

More information in Norwegian

“Løsningen gir oss en effektiv og visuell oversikt over situasjonsbilde, hvor en før måtte forholde seg til flere systemer og løsninger», sier Vidar Sandland.

Cybervarsel viser hvor mange sikkerhetssaker som er til behandling, utvikling og trender innen sikkerhet, samt hvilke hjelpemidler og veiledninger som blir brukt.

Data i løsningen kommer inn fra nettsteder som nettvett.no og slettmeg.no med Google Analytics og Live Agent som kilder, og gir løpende oppdateringer på digitale dashbord i Business Analyze.

Løsningen brukes nå internt hos NorSIS, og vil på sikt kunne tilbys norske virksomheter for å informere om trusler og trender.

Cybervarsel dashboard sammenstiler data og et “real time” oversiktsbilde på hendelser og statistikk i NorSIS.

 

 

How Kopinor is putting data to work for members

Kopinor licences the use of copyright protected works on behalf of authors and publishers. The organisation manages agreements and reimbursements between 22 members organisations including 5 publishers’ associations and 17 authors’ associations.

With effective use of data and business analytics, Kopinor is making processes run smoothly for its members.

Meet Tom…

Tom Karlsen is System Administrator at Kopinor.

In addition to managing and maintaining systems, he also looks for new ways to improve data quality and workflows. He wants to help colleagues effectively serve Kopinor members.

We asked him what he’s been working on and why business analytics is important to Kopinor.

Here’s what he said:

Millions of records captured in CRM and ERP systems

Data is the foundation for much of what we do.

Our ERP and CRM systems capture millions of values about copyright holders, licenses, agreements, collections, payments, rights, obligations, and other details.

These systems help us effectively manage agreements and reimbursements between 22 members organisations including 5 publishers’ associations and 17 authors’ associations. Last year, we distributed NOK 280 million to Norwegian and foreign rightsholders.

I’m part of the team that’s responsible for system optimisation and data management. We ‘re continually examining data capture and information flows and asking ourselves:

  • How can we make processes more effective?
  • What data and insights do we need in order to best serve our members?
  • How can we access information in the best way?

There’s a long list of projects we are currently working on.

Issues with system upgrades

We’ve made some significant changes during the past 6 months because we ran into issues when we upgraded software. This got to be a real headache.

We had 12 smaller components working together to input or exchange data with SuperOffice CRM and our ERP system. The set-up was too complex with too many moving pieces.

To solve this issue, we eliminated extra components and added input fields directly within SuperOffice. Then we looked for a clever way to extract data from our systems and organize it for different goals, roles or tasks.

We  chose Business Analyze and introduced it to users. Business Analyze extracts relevant data and sorts or filters it into lists and reports. The results are displayed on dashboards.

In some cases, we also embedded dashboard reports back into SuperOffice. What better way is there to access information and keep on top of things when you already use SuperOffice?

More efficient with business analytics

Business analytics help us work effectively. We distribute relevant insight to different parts of the organisation in seconds. Without analytics we couldn’t serve our members as quickly.

Our leaders use Business Analyze to monitor key targets and guide overall business management. We used to have 30% response rate when we sent members one specific type of mail request, for example, but we now we have 80%.

Our consultants use Business Analyze dashboards as part of their daily work. They see important information about member agreements and can answer questions fast,  without running long queries or searching through databases.

We have dashboards for:

  1. Control purposes – for example to ensure accurate reimbursement or invoicing according to agreement terms. We run queries directly to Visma ERP.
  2. Workflow efficiency – we use dynamic work lists so people know what stage a task is in and what is on their ‘to-do-list’
  3. Goal tracking – measure goals like how many mail responses we receive back (return rate)

 

This ‘self-service’ dashboard is set-up so users can quickly answer questions about members, processes and renumeration without having to login to different systems or understand how they work.

Business Analyze has made a big difference. We rely on it to tell us the status of almost anything! As long as we have the data, it tells us the answer.

 

About Kopinor
Kopinor licences the use of copyright protected works on behalf of authors and publishers.

Industry: Information Sector
IT Systems: SuperOffice CRM, Visma Business ERP, Emarketeer, Business Analyze
IT Partner: Ganske Enkelt

www.kopinor.no

Danfoss Semco optimizes processes with global ‘Sales Pipeline Project’

This article is based on the presentation held by Lars Sørensen, Management Consultant at BestAnswers ApS, at SuperOffice CRM Dagen 2018. Updated March 2019.

Lars Sørensen (pictured) is project leader for the ‘My Sales Pipeline’ project.

The project at-a-glance

Company: Danfoss Semco – part of the Danfoss Group, a family owned global company, with more than 24,000 employees worldwide.

Business: The sale, development, production and service of certified fixed fire-fighting systems under the brand SEM-SAFE®.

Project: Company-wide project ‘My Sales Pipeline’ to optimize sales revenues and processes

Involved: More than 20 people at headquarters and 4 regional offices.

Software tools: SuperOffice CRM, Navision ERP, Business Analyze

Lars Sørensen is project leader. He was involved in rolling out the project in Danfoss when he was Business Excellence Manager.  Now, the program, involving sales leaders, managers and sales support people worldwide, is also implemented at Danfoss Semco.

The project involves refining internal processes, optimizing use of SuperOffice CRM, and rolling out Business Analyze for analytics and sales reporting.

Better insight into sales

The ‘My Pipeline’ project is part of the broader company-wide strategy to optimize sales and customer experience. During fact-based coaching sessions, the pipeline and/or single opportunities are discussed in detail based on data from the CRM and ERP systems.

Better insight into the development of the sales pipeline – several quarters ahead- reduces the chances of unwanted surprises and enables the company to act pro-actively.

– Danfoss Semco is well aware of how important pipeline management is for steering the company, but having an accurate view of past and future pipeline developments is easier in theory than in practice. Sales teams have different needs and ways of working with CRM systems. Everything needs to be aligned.

– By defining this as a global project, sales optimization and customer experience stay in focus, even when – understandably – there are many other activities that require people’s time and effort.

Leaders have a dedicated forum to discuss what’s working and what isn’t on a high level.

Danfoss Semco uses Business Analyze to help them analyze data from their CRM system, improve reporting and monitor key metrics.

– Business Analyze has proved to be a good tool allowing upper management, sales, finance and production insight into future sales projects.

Lars describes four important aspects of the project:

#1 Measure KPIs

– We set sales targets and measure progress for all different units, segments, time periods, divisions etc.

– Individual and team targets are connected to the broader company goals. This builds a mutual understanding about the business and its culture, and the importance of each person.

– Sales performance, hit rates, sales cycles time and other metrics are visible on dashboards.

#2 Focus on pipeline quality

– If data isn’t accurate, a ‘full’ pipeline creates a false feeling of safety. We, therefore, look at issues such as: overdue opportunities, old opportunities without any activities or stage changes, and ‘stuck’ opportunities, in order to have a healthy, reliable forecast.

– We have a set of dashboard reports that address each of these topics. Each report ensures relevant opportunities are analyzed and either rejected or followed up.

# 3 Analyze opportunities from several views

– Managers have several views the pipeline, past developments and movements. The ‘change report’, shows, for example, opportunities that have changed stage, close date, value, probability to win etc.

– One example is the report showing all open opportunities, per stage and per month. This gives better control of sales several months ahead. In fact, it might be the most important report. Danfoss Semco can look into the forecast with good reliability at least 3 quarters ahead.

#4 Use dashboards actively in meetings

– The sales teams review reports from Business Analyze in their weekly sales meetings.

– We urge people to come up with ideas how to make things better and more efficient.

– We adjust and develop SuperOffice and Business Analyze as we go. Most of the changes are done in-house, so it’s not far from idea to implementation.

More unified approach to sales management

The overall result is a more unified approach to sales management. With better forecasting and opportunity management, it is easier to prioritize resources, manage pressure and be proactive.

The next step in this journey is to connect data between Navision ERP, SuperOffice and Business Analyze.

There are many ways to create a better end-to-end customer experience by connecting data together.

Analyzing customer data and turning it into customer value is continuing to be high priority for Danfoss Semco as they enter 2019.

Danfoss Semco can be reached at https://semsafe.danfoss.com/ and you can reach out to Lars at https://BestAnswers.info

Why Eiendomsfinans connects SuperOffice CRM with Business Analyze to drive business performance

Njål Norheim, Director of Insurance and Partner at Eiendomsfinans, has clear ideas about what it takes to be a top-performing finance organisation.

“Make facts and figures visible,” he says. “Afterall, you can’t expect to run a marathon without knowing how fast you are going.”

Eiendomsfinans is one of Norway’s most comprehensive providers of personal financing solutions, loans and insurance. The company has grown significantly the past 3 consecutive years and is looking to pass the 100 MNOK mark in 2019.

Six months ago, Eiendomsfinans connected  Business Analyze to SuperOffice, their CRM system. Together, these software applications are their central hub for 60 financial advisors who serve customers nation-wide.

In addition to other responsibilities, Njål works to optimize internal systems and routines. That’s no small challenge at a time when data and analytics is a competitive advantage.

We met Njål in Drammen to learn about his experience so far.

“Why is CRM data and analytics important”, we asked?  “What difference has new business analytics software made?”

This is what he said:

Two systems are better than one

Connecting Business Analyze to SuperOffce CRM has made us more effective. We have more time to get to know our customers and deliver services that make them happier.

Our old analytics tool simply didn’t work as well. We know the CRM system holds a lot of potential, and we were looking for ways to better leverage the data in it.

Now we’re more in touch with the business. We instantly see what’s changing day to day and week to week. It’s easier to spot things we should work on or prioritize in order to reach goals.

Easier track and analyze sales

We track revenues versus targets, budgets and forecasts. Business Analyze build s a picture of what’s happening from different angles – advisor to advisor, department to department and across the organisation.

Business analytics has also helped us identify which data we must capture in SuperOffice. We don’t want to too much either. For example, we started recording important activities and lead sources. Now we know where leads are coming from and where we should focus efforts.

This kind of insight will help us become an even stronger member of the Norwegian financial community.

Make facts and figures visible

As brokers for many of Norway’s largest financial institution, we are expected to reach certain targets. Business Analyze tells us whether we are on target or how much we are off. It shows where we have the biggest opportunity.

Each one of our advisors has a scoreboards. We set personal targets and measure focus activities. We review status in weekly meetings.

In our organisation, we don’t keep performance a secret. If Drammen sees they are falling behind Bergen, you can bet Drammen will work hard to close the gap.

I believe a sales organisation without scoreboards is like a runner without a watch. How does that go?

Remember to discuss all the alternatives

There are many different ways we help customers solve financial challenges. Some of the products we offer are complex. Business Analyze helps our advisors remember various options.

We track sales per product and category so we know who where a product’s is delivering value and where there are opportunities.

GDPR is next

We’ve spent more than 100 hours assessing and implementing new GDPR requirements. It’s high priority, and it’s a big change. There’s no room for error.

The next step is to secure the guidelines and processes we have in place are followed 100%. We plan to set up Business Analyze to monitor our SuperOffice database so we are certain we are following the new regulations.