THE RESOURCE FOR CORPORATE FINANCE, ACCOUNTING & TREASURY PROFESSIONALS

Wayne SpivakSBA * Consulting LTD

What can the CFO do to drive growth?

© 2012 Proformative. Proprietary and confidential

• Using Analytics

• Analyze Data

• Prioritize investments

• Democratization of data

© 2012 Proformative. Proprietary and confidential

Using Analytics

• Improving and maintaining customer retention is one of the biggest levers to drive revenue growth.

• Investments in customer retention efforts has resulted in significant improvements in retention rate, which translates into revenue growth.

© 2012 Proformative. Proprietary and confidential

Analyze data

• Identify the leading indicators for upsell (what causes existing customers purchase additional like items).

• Lead the sales organization to capitalize on these opportunities to drive higher sales.

© 2012 Proformative. Proprietary and confidential

Prioritize investments

• In Sales, Professional Services, and Customer Retention efforts to drive top line growth.

• Balance with additional investments in the Product Development organization to facilitate development and enhancement of features.

• Static companies don’t survive!

© 2012 Proformative. Proprietary and confidential

Democratization of data

• “Democratization of data” – work with all organizations throughout the Company so they have access to the right data.

• Empower employees to do their own data analysis so they are not dependent on Finance.

• If Sales Reps have access the right data, they may be able to identify upsell opportunities.