Recently, we spoke to Qlik’s Regional Pre-Sales Manager, James Belsey, who gave us a demonstration of how Qlik’s ‘Sense’ product works.
It’s a self-service data visualisation and discovery application designed for individuals, groups and organisations, letting you rapidly create visualisations, explore data deeply, reveal connections instantly, and see opportunities from every angle.
Naturally, it also lets you monitor the performance of your business with both a high level view as well as the ability to drill down into the business details.
Qlik says it ‘simplifies the way people use data by making it a natural part of how they make decisions,’ helping people to do more than just report findings. It mission statement is “Simplifying decisions for everyone, everywhere,” harnessing the real potential of data – big and small - and unleashing its power to change the world.
With over 34,000 customers in 100 countries, and founded in 1993, the company has been at it for a long time.
We spoke to James Belsey about how Qlik compares to its competitors, such as Microsoft’s Power BI tool, the challenges Qlik’s customers are facing, we get to see a demo of how Qlik Sense works, the market opportunities for Qlik in Australia, key trends driving Qlik adoption and plenty more.
Here’s our interview with James Belsey, after which this article continues!
But QlikSense isn’t the company’s only product.
The other is QlikView, a business discovery platform, making data associative, creating easily-understandable visual relationships across multiple, complex data sources - as well as being mobile, social and collaborative.
The company has the customers to back it up, with local customers including BT Financial Group, Fox Sports PULSE and The Warehouse Group gaining ‘clarity into sales pipeline and planning for critical decision making.’
Qlik quotes Gartner stats saying “decisions in sales organisations are often based on recent customer experiences and ‘gut feelings.’ Sales organisations are not known for leveraging technology to capture and report on selling activities or for using data analysis to determine where to target their sales efforts. Typically, the last quarter’s results or the latest competitive wins have a greater influence on the development of a sales strategy than a well-thought-out, data-driven analysis of historical trends and future predictions.”
This is where analytics ‘help take the guess work out of the sales cycle by enabling organisations to capitalise on “fact-based selling” tactics.’
Equipped with data, says Qlik, ‘sales teams gain insight into target buyers, opportunities and best practices for closing deals. Plus, sales executives and managers can gain better insight into sales pipelines for more accurate forecasting and increased productivity.’
Details of how BT, Fox Sports and Warehouse Group using Qlik’s products for sales analytics follows.
Fox Sports Pulse is one of the world’s largest online sporting communities, and is using QlikView to analyse customer registration and purchase data to improve sales performance.
Qlik says that after Fox Sports Pulse deployed QlikView to various business teams including finance, sales, and marketing in just ten days, Fox Sports Pulse was able to immediately analyse 1.5 million records to understand services that are performing well, and improve those that are not. They were also able to identify opportunities to sell or upsell services to customers.
Fox Sports Pulse’s GM of Finance, Mathew Lalor, said: “There’s no question that our sales opportunities have increased now that we can view different data sets with the QlikView dashboard. For example, our sales team can see if a club is taking membership payments through our online payments gateway or whether they’re using another mode. We can then create different scenarios to see how they might benefit from using our other services.”
BT Financial Group, a division of the Westpac Group is also using QlikView to gather insights on customer growth and retention for its financial advice business. The company says Qlik’s business intelligence software allowed it to shave 150 hours/month off compiling reports, saving approximately $50K/year in IT costs. The sales teams are now able to access new data sources and bring visibility of that information to the business.
Then there’s The Warehouse Group, New Zealand’s largest listed retailer. It is using QlikView to analyse sales and customer conversion trends store by store to improve performance.
Over 100 employees use Qlik to create visually appealing reports and dashboards, discovering insights into finance, merchandise numbers and operations. In addition, QlikView creates detailed analysis of where sales are failing in store. By installing thermal cameras and monitoring transaction and staff numbers, QlikView measures where sales are made, at what time of the day and where they are not converted.
Sharryn Millican, VP and Regional Director for ANZ, Qlik said: “Through our work with many of the world’s largest organisations, Qlik understands first-hand the difference that an optimised sales analytics program can provide to a business. By leveraging both internal and external data with data discovery tools like QlikView and Qlik Sense, businesses can build a more reliable, repeatable sales performance process to optimise productivity and drive better results.”