Data into Actionable Insights

The art of sales operations, business intelligence and any data related roles is to turn Data into Actionable Insights. I build business applications for software companies to help business leaders leveraging their data. 

In this blog, you’ll find articles related to Sales Operations, Business Intelligence and Business System Architecture. I mainly worked with Salesforce, SQL Server and Power BI.

Working with organizational hierarchy in Power BI

Organizational hierarchy or account mapping adds complexity to reporting. Being able to work with it with basic reporting tools like Salesforce report is impossible. For example, if your company sells to big customers with hundreds of subsidiaries, chances are that account mapping is quite important for your selling strategy. Account executives need analytics suited to…


Computing run rate in Power BI

A run rate is a forecast based on current performance. For SaaS companies, this metric is interesting to compute as their future performance is highly influenced by the actual ARR of the company. For example, if a company sells yearly subscriptions, the sales “seasonality” will be influenced by contract anniversary. Business intent The purpose of…


One query to convert them all

One query to convert them all Change management is one of the main key success factors in any Salesforce project. How do you track adoption? How do you ensure that Salesforce users follow your new process? In this blog post, I’ll show how to query the “LightningUsageByPageMetrics” object to get some insights about user adoption.…


Sales process best practices

Sales process best practices Sales process is the cornerstone of any healthy pipeline. Everyone in your company should understand it, follow it, and use it to make data-driven decisions. In this post, I’ll share some best practices around sales processes. The importance of the sales process Your sales & marketing teams should understand what a…