Leveraging BI as support to Sales Team in GoodData

Mario Andres Botero Silva

Master's thesis

Abstract:

The main objective of this thesis is to define if the use of a Business Intelligence tool to show metrics about sales pipeline in a B2B envoironment improves the performance of a sales department. While data discovery is very important in an organization sales teams may not have the necessary background or knowledge to adequately convert data into information thus a self-service BI tool may give rise to misinterpretations. In that scenario it is important to develop a framework which gives a fixed application which displays the descriptive information that the members of the organizations salesforce need. To do so the following artefacts should be developed: Irrelevant to the answer achieved to the research question the development of this thesis will provide the state of the art in the Area of concern with these 3 artifacts: *A set of recommended Key Performance Indicators (KPIs) and a method to assign coefficients to them to create a unique Sales Performance Metric. *A data warehouse architecture or Logical Data Model for sales pipeline. *A design for visualization (dashboard or group of dashboards) to show sales pipeline related KPI's.

Keywords

sales pipeline, sales performance, ADR and dashboard validation, business intelligence

Language used: English

Date on which the thesis was submitted / produced: 31. 3. 2017

Thesis defence

• Supervisor: Ing. Jan Tyrychtr, Ph.D.

Czech University of Life Sciences Prague

Faculty of Economics and Management

Master programme / field:
Systems Engineering and Informatics / Informatics