SC DATA Quiz - Workiva

What data shows how often SCs are using value management? 

• SC Assist Totals

• SC revenue touch (by deal)

• Assists by Primary Solution

• % of targeted demos

What data shows the impact of doing our due diligence before a demo?

• Average deals size without disco vs w/ disco

• SC revenue touch (by deal)

• Assists by Primary Solution

• Demo aging report in SFDC (90+ days)

Which data compares the performance of the selected period vs the previous year?

• SC Assist Totals

• 1. Year to Date (YTD) comparison metrics

• SC revenue touch (by deal)

• Assists by Primary Solution

What data could be used to find opps that could be stalled / inactive?

• % of targeted demos with Disco

• Demo aging report in SFDC (90+ days)

• Closed lost reason report

• Year to Date (YTD) comparison metrics

What data shows how effective we are in deals when working with partners?

• Year to Date (YTD) comparison metrics

• SC Assist Totals

• Closed lost reason report

• Partner win rate

Which data reflects the total revenue amount influenced by solution engineers' involvement in various deals?

• SC revenue touch (by deal)

• Partner win rate

• Closed lost reason report

• Assists by Primary Solution

What data can we leverage to confirm why deals were lost and to potentially open the conversation again?

• SC revenue touch

• Closed lost reason report

• Partner win rate

• Demo aging report in SFDC (90+ days)

What data shows the activity levels across different solutions per SC?

• Assists by Primary Solution

• % of targeted demos with Disco

• Closed lost reason report

• Partner win rate

What data shows if we are being strategic partners to sales?

• Closed lost reason report

• % of targeted demos with Disco

• Assists by Primary Solution

• Partner win rate