Top Play

Analytics
Sales Play Library
Sales Plays are your shortest path to generating pipe
and ACV. They provide you everything you may need
for each step in the sales cycle so you will always have
exactly what you need at the right time.
Use these cards to browse analytics use cases across
department, industries, and create and close - and
access the information you need to find, create, and
close business.
 Top Play

TABLEAU
Drive a Data-Led Digital Transformation with
Genie Data Cloud, Powered by Tableau
Bring Tableau & Salesforce together like never before.
Data Cloud, powered by Tableau, helps you easily
equip everyone across your organization with trusted,
unified customer data and instant access to action-
able insights and intelligent recommendations.

Persona(s) Products
CEO, COO, CFO, Genie Data Cloud,
CDO, CIO powered by Tableau

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Control, monitor, and maximize the effectiveness of your entire
customer experience.
2. Reduce users’ manual processes and analysis times to save
thousands of workforce hours.
3. Increase cost savings and lower user time to value.

CUSTOMER NEEDS
1. Create a single harmonized view of customer data across the
enterprise for analytics, ML, and decisioning.
2. Drive efficiencies with easy implementation (minutes, not
weeks) and no extensive data prep.
3. Power real-time insights for all business users.
4. Stitch and reconcile data into a unified profile for easy explo-
ration.
5. Make better decisions with real-time, seamless engagement
across all channels.

DISCOVERY QUESTIONS
1. How much time do users spend on manual and tedious analysis
tasks?
2. How fast can you provide your business users with relevant,
real-time insights and intelligent recommendations? What does
that process usually entail?
3. Over the last three years, how much has your IT spend in-
creased? Is your ROI also increasing?
4. Do all users across the organization have instant access to the
right tools, data, and resources to keep up with evolving custom-
er expectations?
5. What are your biggest priorities this year? What KPIs do you use
to monitor overall business performance? How much does IT
contribute to business performance - monthly, quarterly, and
annually?
6. Does your organization have access to a real-time, 360 view of
your customers? Is all of your customer data unified to empow-
er users to make the best decisions in the moment?
Solution Play

TABLEAU
Modernize Analytics with Tableau

Explore how analytics can drive better business de-

cisions at the speed of change by delivering a new,
modern analytics experience for everyone.

Persona(s) Products
C-Suite Tableau Enterprise Bundle
(Tableau Cloud, Data
Management, Advanced
Management)
Tableau Light

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Provide access to the world’s #1 business intelligence
tool across your entire organization.
2. Give data access to everyone to drive better decision
making regardless of role or department.
3. Drive a data culture with best-in-class data practices
and resources to maximize usage.
4. Save time and boost productivity by eliminating
manual calculations in spreadsheets.

CUSTOMER NEEDS
1. Align teams across the organization to the same KPIs to help
drive prioritization and performance.
2. Overcome limited data storage capacity on hardware causing
slow performance and errors.
3. Solve performance issues caused by their analytics infra-
structure due to increased volume and variety of data being
collected and analyzed.

DISCOVERY QUESTIONS
1. Tell me about your business and sales process.
2. How does your business use data to make decisions today?
3. What pain points exist today?
4. Is your current analytics infrastructure equipped to handle
the increased volume, velocity, and variety of data being collect-
ed and analyzed?
5. How are you empowering your teams today with data?
If not, what would you like to do?
6. What does data collaboration look like in your
organization today?
7. Do you have multiple disparate systems that makes
having a customer 360 view difficult?
Solution Play

TABLEAU
Use Data as an Asset with Tableau

Expose and embed data with Tableau to create a

new revenue stream, enhance customer/vendor
relationships, or improve operational efficiency.

Persona(s) Products
Chief Customer Tableau
Experience Officer
VP of Service

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Automate insights to help buyers easily compare quotes
and save on costs.
2. Embed data-driven processes into buyer and supplier
channels to drive efficiencies and cost savings.
3. Monetize data at scale and shorten time to market
by integrating Tableau.

CUSTOMER NEEDS
1. Create new revenue streams for
their business - new digital or data
products, or value-added
components to existing products.
2. Improve operational efficiency
and reduce costs.
3. Attract new customers and
enhance and retain existing
customer relationships.
4. Drive brand loyalty and
increase net promoter scores.

DISCOVERY QUESTIONS
1. How would your company
benefit from making data more
accessible to employees or
customers/vendors?
2. Would your company drive down
operational costs if data was available
self-serve to the internal and external teams
that need it?
3. Do you own proprietary data, especially customer
data, that your suppliers would find valuable?
4. Do you sell data already and are looking for a way
to enhance your analytics offering?
Solution Play

CRMA
Drive Intelligent Customer Success
with CRM Analytics
Streamline processes with a unified customer profile
from the moment the interaction begins. Improve
customer and agent experience by surfacing
actionable insights to the service teams right in their
flow of work.

Persona(s) Products
VP Customer Success CRM Analytics
VP of Customer Support
VP of Professional
Services
CFO
Service Agent

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Provide a central system of insights and engagement
where all customer-facing teams can interact with the same,
accurate and updated information.
2. Deliver better customer services by understanding
customer patterns and predicting outcomes.
3. Enable service teams to take action with curated intelligence
in the flow of work.

CUSTOMER NEEDS
1. Respond quickly with proactive
(predictive) service workflows.
2. Increase visibility into service trends
like channel, case resolution times,
CSAT, NPS, churn, etc.
3. Improve understanding of
factors that are impacting key
service outcomes.

DISCOVERY QUESTIONS
1. What’s your objective when it
comes to data / intelligence
empowering your Salesforce users
to improve outcomes for your organization?
2. In terms of measuring success, what KPIs
are most important?
3. What kind of data and information do your
Salesforce users need in front of them to have
more effective customer conversations... what’s
lacking or missing for them today?
4. If data about a customer exists in multiple places, how
hard is it to get a full 360-degree picture across touch-points,
and how does that introduce challenges?
5. What are the top 2 or 3 actions you need your Salesforce
users to start taking to hit your goals this year?
Solution Play

CRMA
Drive Predictable Sales
with Revenue Intelligence
Help sales leaders increase revenue and create
efficiencies with data-driven insights. Forecast
accurately, provide actionable insights to focus
on the right opportunities and get 360 visibility
to close pipeline deals faster.

Persona(s) Products
CRO Revenue Intelligence
VP Sales
CFO
Sales Operations

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Optimize resources and helps sales teams hit their targets
with precision with a real-time view of pipeline and forecast.
2. Enable full visibility into the health of the business in one sin-
gle platform to simplify and streamline complex processes.
3. Provide a unified customer profile to boost productivity by
connecting Salesforce and external data.

CUSTOMER NEEDS
1. Efficiently drive revenue as
costs are rising.
2. Reduce costs by
consolidating purchasing.
3. Improve visibility into pipeline
and forecasting to ensure
accurate resource planning.
4. Increase reps productivity
and do more with less,
despite constantly
changing sales landscape.

DISCOVERY QUESTIONS
1. Tell me about your business and
sales process.
2. How does your team forecast today?
3. What other inputs go into how your team
reports on revenue or forecasts?
4. What pain points exist today?
5. How are you empowering your teams today
with data? If not, what would you like to do?
Solution Play

TABLEAU
How Salesforce Drives Efficiency
with Analytics
Learn how Salesforce uses our own analytics
tools to make smarter business decisions, improve
productivity, deliver value to our customers, and
stay resilient in today’s tough economic climate.

Persona(s) Products
C-Suite Tableau
CRM Analytics

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Save time & boost productivity - no more manual
calculations in spreadsheets.
2. Drive efficiency - align teams to the same numbers,
identify high-performing business drivers and lean in.
3. Cost savings - identify underperforming campaigns
and pivot or divest.

CUSTOMER NEEDS
1. Uncover insights faster, especially
those that tie business efforts to
value generated.
2. Save time with faster time-to-insight.
3. Improve collaboration across
siloed regions & teams.
4. Harmonize data inputs with a
single source of data truth.
5. Align data to core business strategy.

DISCOVERY QUESTIONS
1. Tell me about your business and
sales process.
2. How would your company benefit from
making data more accessible to employees
or customers/vendors?
3. In terms of measuring success, what KPIs are
most important?
4. What are the top 2 or 3 actions you need your
team to start taking to hit your goals this year?
Solution Play

TABLEAU
Deliver More with Less Using
Tableau’s Supply Chain Analytics
Position Tableau as a comprehensive supply chain
analytics solution and guide your customer through
the different ways our platform can increase
any industry or company’s supply chain’s
overall effectiveness.

Persona(s) Products
Chief/VP Supply Tableau
Chain Supply Intelligence
COO Accelerators
CIO/CDO

Departments
Supply Chain, Ops,
CIO/CDO

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Reduce inventory cost by 3.4% on average.
2. Find & fix hidden inefficiencies with a full view of your
supply chain data.
3. Increase your OTIF delivery rate.

CUSTOMER NEEDS
1. Provide end-to-end supply chain data visibility, accessibility,
and governance.
2. Quickly spot and eliminate costly bottlenecks, inefficiencies,
or disruptions using a real-time SSOT.
3. Improve agility and better prepare the company to navigate
global and local volatility.
4. Boost productivity internally with fast, easy, and secure
data sharing.
5. Leverage no-code forecasting and predictive modeling tools
to enhance inventory management effectiveness and increase
demand prediction accuracy.

DISCOVERY QUESTIONS
1. What costs are hitting your profits the hardest? How do you
plan to stabilize costs going forward?
2. What are the biggest issues you’re facing right now across your
supply chain? How ready is your organization to address these
issues now?
3. How do you currently predict customer behavior and/or forecast
demand for demand planning? Do you trust your forecasts and
predictions?
4. How easily is data shared internally? How often do you share data
externally with your vendors, suppliers, and other supply chain
partners? Is the process easy and secure? Is the data actionable?
5. Do you have a real-time, end-to-end view of your supply chain
currently? How do you identify potential disruptions? How
do you monitor performance? Do you use insights, intelligent
recommendations, or data alerts to help mitigate problems
in real-time?
Solution Play

IT
Drive Business Resilience
with Analytics at Scale
Data is at the heart of digital acceleration. Analytics
can help you seize the opportunity to harmonize
an efficient, trusted IT environment, while driving
growth across the business.

Persona(s) Products
CIO / CTO / CTIO Tableau
(Chief Information
Officer, Chief
Technology Officer)

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Create efficiencies by working with an open and extensible
platform.
2. Increase productivity with OOTB capabilities that speed
up real-time insights.
3. Automate workflows to save time and resources.

CUSTOMER NEEDS
1. Securely connecting people to the
data they need.
2. Ensuring and communicating
your data’s quality.
3. Operationalizing your analytics
environment for scale.

DISCOVERY QUESTIONS
1. How would your company
benefit from making data more
accessible to employees or
customers/vendors?
2. How mature is your self-service
data environment?
3. Are you struggling with data silos
and looking for a customizable
analytics platform?
4. Does your company rely on large volumes
of data? Does your company data come
from cloud applications, on prem,
third-party sources?
5. How quickly is your data changing and how
important are those changes to your company?
Hourly/Daily/Weekly/Monthly?
Solution Play

MARKETING
Grow Marketing Relationships
with the Power of Data
Bring to life the Tableau for Marketing narrative and
highlight the Tableau, Marketing Cloud Intelligence
Data Pipelines, and Salesforce CDP synergy solution.

Persona(s) Products
CMO Tableau
CIO CDP
Marketing Intelligence
Marketing Cloud

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Eliminate inefficiencies with real-time data exploration, alerts,
and intelligent recommendations.
2. Maximize marketing ROI by understanding what your
customers really want.
3. Use real-time insights to make every experience meaningful,
relevant and exceed expectations.

CUSTOMER NEEDS
1. Simplify your data prep and analysis by
unifying marketing data from anywhere.
2. Power your customer and marketing
data with limitless self-data exploration
and visualizations to inform
critical decisions.
3. Deliver connected and seamless
experiences with process automation
and action-based frameworks,
leveraging the full power of Salesforce.

DISCOVERY QUESTIONS
1. Are you struggling with disconnected
marketing and business systems/data
silos and looking for customizable
intelligence platform?
2. How are you planning to evolve and enhance your
customer journey over the next year? How are you current
tools helping to execute your plan?
3. How would you rate your marketing performance currently?
Are you receiving the ROI your stakeholders expect?
4. How are you currently measuring performance and resonance
across all your campaigns, journeys, and channels?
5. Do you currently have a unified view of all of your customers? Is it
easy to collect new data on customers and add it to a profile or are
you finding the data is still spread out and most people are seeing
incomplete pictures of your customers?
Solution Play

COMMUNICATIONS
Improve Customer Service
Efficiency with Data-Driven Services
Decrease cost to service, empower service agents
and improve customer satisfaction by delivering
data-driven services.

Persona(s) Accelerators
CFO, COO, CXO, VP Tableau Call Center
Services, CIO, CDO Accelerator; Call Center
Agent Analytics by phData;
Products Tableau Accelerator for
Tableau and/or Salesforce Service Cloud
CRM Analytics Voice Call; Tableau
Accelerator for Salesforce
Service Cloud Service Desk;
Tableau Accelerator for
Service Desk

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Reduce service costs and create efficiencies by faster
resolution and reducing call volumes, service site visits
and case deflections.
2. Boost employee productivity with real-time visual analytics,
cross-team collaboration and learning to address new needs.
3. Deliver a seamless, omnichannel customer experience
to increase customer satisfaction (CSAT)
and reduce churn.

CUSTOMER NEEDS
1. Offer seamless, omnichannel
customer services experiences.
2. Create a SSOT for customer
data.
3. Reduce cost to service.
4. Maximize customer service
agent utilization and productivity.
5. Improve time to service
resolution.

DISCOVERY QUESTIONS
1. How are you using analytics
to streamline your customer
service operations?
2. How are you reducing service resolution
times and costs?
3. How are you using analytics to help you
reduce churn and increase ARPU?
4. What is the total cost to service for each customer?
Have you been able to reduce that cost in the last
year or two?
5. To what extent are you using analytics to help you save costs
and improve customer experience?
 Solution Play

FINANCIAL SERVICES
Transform Financial Services
Contact Centers with Data
80% of consumers will switch to another company
after just one poor experience. Data, analytics, and
AI are crucial to helping financial services companies
improve their contact center operations, reduce costs
and deliver successful customer experiences.

Persona(s) Products
CEO, COO, CDO, Tableau
CIO, and operations CRM Analytics
leaders
Service Cloud
FSC Accelerators

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Surface key insights to help contact center operations,
reduce costs, and drive efficiencies.
2. Arm senior leadership with critical insights to protect
the brand, grow their business and ensure success.
3. Unify data to provide C360 view of your customers.

CUSTOMER NEEDS
1. Improve customer experience.
2. Improve contact center operations.
3. Empower agents at the centers.

DISCOVERY QUESTIONS
1. How are you using analytics
to streamline your contact
center operations?
2. How are you reducing service
resolution times and costs?
3. As customer pivot away from
branches and toward digital
and online, what has been
the impact to contact centers?
4. What is the total cost of service
for each customer? Have you been
able to reduce that cost in the last
year or two?
5. To what extent are you using analytics to help
you save costs and improve customer experience?
 Solution Play

FINANCIAL SERVICES
Group Benefits Reimagined:
Fueling Resilience with Data & Insights
Strengthen your data, analytics and AI strategies to
expand group benefits participation, drive profitable
growth and become the insurance carrier of choice.

Persona(s) Products
Chief Operating Officer, Tableau Accelerators
Chief Data Officer, Chief
Digital Officer, SVP
Service & Operations,
SVP Distribution, Prod-
uct Manager, Channel
Manager, Underwriter,
Customer Service Con-
sultant, Employer/Plan
Sponsor, Employee/Plan
Participant

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Empower employers with actionable insights
to compete for war on talent.
2. Forecast cost curves based on different scenarios
and expand participation.
3. Unlock trends & workforce personas to deliver
more relevant benefit offerings.

CUSTOMER NEEDS
1. Empower insurance companies
with actionable insights.
2. Allow employers to differenti- ate
their benefits.
3. Leverage analytics to transform
group benefits.

DISCOVERY QUESTIONS
1. Are the plan sponsors/employers
you’re working with using group
benefits as a way to attract and
retain top talent?
2. Do you feel you have a diverse
product portfolio to support the
demand?
3. How are you analyzing the competitiveness
of your group benefit packages relative to trends and
what employees are looking for?
4. Do you have insight around plan participation and
engagement across your entire book of business?
5. Do you have the capability to forecast cost curves based
on different scenarios?
 Solution Play

FINANCIAL SERVICES
Empower Clients and Advisors
with Insights
Tableau and Salesforce provide wealth & asset
management firms with the world’s leading CRM
and #1 analytics platform to provide differentiated
client experiences and empower advisors with
actionable and intelligent insights.

Persona(s) Products
Advisors Tableau
Management CRM Analytics
Wealth Clients Financial Services
Employees Cloud
Accelerators
Departments
Advisors
IT and BI
Product Management
Developer

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Securely & efficiently share insights with your clients.
2. Eliminate repeated work; empower your advisor to
scale while saving costs for your org.

CUSTOMER NEEDS
1. Empower clients with self-service analytics.
2. Provide better insights to advisors
to better serve their clients.
3. Empower employees with key
insights to make decisions.

DISCOVERY QUESTIONS
1. How are clients getting reports
on their investments today?
2. How much time is the
advisor spending to support
clients around providing a
view on their investments?
Are clients able to self-service
on quick portfolio views?
3. What percentage of time are
your advisors spending on strategic
/ financial wellness planning for
their clients?
4. How are analytics being used across
the wealth firm?
5. Are advisors forecasting accurately
their book of business?
Solution Play

HEALTHCARE
Drive Efficiencies with Predictive
Healthcare Supply Chain Analytics
Healthcare organizations realize improved time
to market, reduce operating expenses, anticipate
and plan for disruptions and model outcomes with
supply chain analytics to ensure continuity of care
while gaining operational efficiencies.

Persona(s) Products
Chief/VP Supply Chain Tableau
COO Supply Intelligence
CIO/CDO Accelerator
Life Sciences Accelerator
Departments for Supply Chain
Operations, Finance,
Logistics, Sales, Planning
Quality/Compliance,
Plant Management

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Reduce inventory cost by 3.4% on average.
2. Find & fix hidden inefficiencies with a full view of
your supply chain data.
3. Improve TAT up to 50% with predictive analytics.

CUSTOMER NEEDS
1. Boost productivity internally with fast, easy, and
secure data sharing.
2. Anticipate trends, disruptions, opportuni-
ties through predictive analytics.
3. Improve forecasting, streamline logistics,
and quickly address and manage recalls.
4. Use no-code forecasting tools to enhance
inventory management effectiveness and
increase demand prediction accuracy.

DISCOVERY QUESTIONS
1. Do you have a directive to layer in data
across your supply chain to improve
visibility and planning?
2. Are you laying internal data across BUs
or focused on external data from partners?
Are you integrating data from IoT devices
and where is that a focus across the
supply chain ie. sourcing or
logistics/delivery?
3. What metrics/KPIs is your department most focused
on and are you looking to analytics to help you manage
towards those?
4. Did you anticipate/predict the rise in transport costs?
5. Do you know the inventory level of your suppliers?
6. Do you have visibility into the demand and capacity side of
the business?
Solution Play

MEDIA
Optimize Marketing Impact with
Data for Faster Time to Insights
Spend less time organizing, and more time
optimizing marketing data for faster time to insight
and maximum impact.

Persona(s) Products
BI/IT Manager, CIO, Tableau + Marketing
VP of IT, CFO, CMO, Cloud Intelligence
Marketing Opera- Data Pipelines (FKA
tions Manager Datorama)+ Tableau
Prep + Tableau Data
Management

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Reduce cost of marketing reporting and IT costs to serve.
2. Spend less time organizing data, and more time optimizing
marketing ROI.
3. A single source of truth for marketing data means faster
insight and improved lead conversation, win rate and sales
cycles.

CUSTOMER NEEDS
1. Create a unified view of marketing
performance across different
data silos and channels.
2. Optimize marketing impact
and performance.
3. Efficiently manage and integrate
cleansed marketing data for
retention and control.
4. Automate marketing
data integration.

DISCOVERY QUESTIONS
1. How do you get insights into
marketing performance and impact?
2. How do you currently use insights for
marketing optimization?
3. What marketing stack does the marketing
department currently use for reporting
and analysis? Are you satisfied with this process?
4. Do you have technical resources dedicated to your
team for marketing reporting and analysis?
5. Do you know how much time is spent on marketing
reporting versus analysis?
Solution Play

PUBLIC SECTOR
Transform Service Delivery in
Health and Human Services
Unlock the power of your data to improve program
outcomes and deliver transparent data for citizens
and communities.

Persona(s) Products
CIO Tableau
Chief Data Officer Service Cloud
Chief Medical Officer Marketing Cloud
Epidemiologist Tableau CRM
IT Application Leader Community
Program Manager Accelerators
Case Worker

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Increase efficiency and resolve cases faster by intelligently recom-
mending the highest priority cases and measuring case worker
impact.
2. Optimize workforce management and avoid burnout through
a comprehensive view of what services are working, bandwidth
support across units, and opportunities to course correct.
3. Enhance customer service by synthesizing customer data across
local, state and federal data sources to provide a holistic view of the
constituent and their needs.

CUSTOMER NEEDS
1. Draw knowledge from the data, then share it for policy decisions
and operational actions.
2. Balance demand and manage risk by visualizing and prioritizing the
highest need cases.
3. Aggregate & synthesize customer data across local, state and feder-
al data sources for better customer support.
4. Eliminate system biases by spotting disparities and gaps in service
availability & utilization.
5. Deliver transparent, concise information for constituents of all ages
and abilities.

DISCOVERY QUESTIONS
1. We understand that a majority of time on paper/manual?
What do you see as the critical path and bottlenecks areas?
2. What is your overarching vision for data driven analytics?
3. How do you manage the overwhelming influx in demand for
your cases?
4. Do you have the information you need to make critical decisions
related to the safety and well-being of children? If not, what type
of information do you need?
5. What are cycle time across they key phases relative to your peers,
if you track?
6. Can you tell me about the processes and tasks that take up a lot of
your time?
Solution Play

PUBLIC SECTOR
Build Public Trust with Data

Provide visibility, transparency, and accountability in

government programs and operations through data.

Persona(s) Products
CDO, Digital Solutions Tableau Embedded
Branch Chief, Chief
Statistical Officer

Departments
Public Affairs,
Executive, Office
of Data/Statistics

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Reduce administrative burden of updating static reports,
charts, and raw data.
2. Increase traffic to websites and self-service transaction.
3. Reduce public records requests, freeing up staff to focus on
more complex FOIA requests.

CUSTOMER NEEDS
1. Deflect public records requests
by proactively sharing data
and information.
2. Reduce public scrutiny of agency
practices and performance.
3. Increase website traffic,
resulting in more self-service
transactions and reducing
traffic for field offices and
contact centers.

DISCOVERY QUESTIONS
1. How are you communicating
the agency’s progress on mission
priorities with stakeholders
and constituents?
2. How are you deflecting public-record
requests with agency data and information?
3. How long does it take your teams to update
the (provide example) reports and tables?
4. If you saved the teams 15+ hours per month,
what else could the teams accomplish?
5. How many people are accessing the (provide example)
report on a weekly and monthly basis?
Solution Play

PUBLIC SECTOR
Reimagine the Workforce
with Data
Recruit, manage, retain and empower a resilient
workforce through powerful people analytics.

Persona(s) Products
CHCO, HR Specialist, Tableau
Recruiting Specialist, CRM Analytics
People Analytics Di-
rector, Chief Diversity
Officer

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Accelerate recruiting for mission-critical roles.
2. Strengthen workforce planning to minimize disruption of
institutional knowledge due to retirements and attrition.
3. Improve employee experience to increase satisfaction
and retention.

CUSTOMER NEEDS
1. Improve retention and
employee satisfaction.
2. Accelerate time-to-hire.
3. Meet Diversity, Equity, Inclusion
and Accessibility goals.
4. Decrease the average age
of the agency’s workforce.

DISCOVERY QUESTIONS
1. How do you see a complete
demographics picture of
your workforce?
2. What are your most important
human capital KPIs?
3. How are you proactively tracking
impacts of retirements?
4. How many different tools/systems
do your recruiters have to swivel
between to find insights about their candidates?
5. How much time do HR Specialists spend
searching for data?
Solution Play

PUBLIC SECTOR
Transform Federal Customer
Experience with Data
Deliver more effective and efficient customer
service with a data-driven approach.

Persona(s) Products
Service Center Tableau
Operations Chief CRM Analytics
Chief Customer
Experience Officer
Contact Center Agent

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Reduce dependency on contractors.
2. Reprioritize resource allocation and technology investments.
3. Resolve cases faster, reducing the cost of service.

CUSTOMER NEEDS
1. Increase service center and individual rep
capacity and productivity.
2. Reduce the cost of service, both
in-person and online.
3. Improve case resolution time.
4. Understand customer sentiment
and satisfaction to inform
policy decisions.

DISCOVERY QUESTIONS
1. Which service delivery channels
are driving the most engagement
from your constituents?
2. What are your customer experience
goals, and how is CX being measured?
3. How are you collecting, integrating
and analyzing customer service data
from your various service delivery channels?
4. Is survey data analyzing independently from
operational data or is that data combined for analysis?
5. How do your contact center reps see their
performance and benchmarks?
Solution Play

PUBLIC SECTOR
Manage the Business of
Government with Data
Boost efficiency, productivity, and effectiveness of
mission-support functions with analytics to better
manage government programs, finances, and
agency operations.

Persona(s) Products
Secretary/ Tableau
Administrator/Director
Deputy Secretary
CFO
Chief Grants Officer/
Grants Manager
Program Director/
Manager

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Identify and mitigate financial, operational and
program risks.
2. Save time by replacing slow, static reporting.
3. Avoid cost overruns with data-driven analysis.

CUSTOMER NEEDS
1. Unified operating picture of agency, program,
and line of business performance.
2. Accessible insights without waiting
for staff to compile data, conduct
analysis, and present findings.
3. Enable grants managers and
program mangers with better
decision-support capabilities,
forecasting, and risk identification.
4. Simplify executive-level
reporting by domain experts.

DISCOVERY QUESTIONS
1. When you have a question
about your agency or LOB
performance, how long does
it take to be answered?
2. Is there a single place where you
view KPIs and operational metrics?
3. How do you see what programs and functions
are underperforming before issuing directives
or allocating resources?
4. How do you know if your grants portfolio is driving
equitable results and serving diverse communities?
5. How do you know if your programs are delivering
on cost and on schedule?
Solution Play

RETAIL
Increase Agility with the Supply
Chain Control Tower
The need for a connected full view of data from the
supplier to distribution to retailer to consumer is
the best way for companies to become more cost
efficient; predict and mitigate incoming challenges
and find new revenue opportunities.

Persona(s) Products
VP Supply Chain Tableau
COO
CIO
Commerce Leaders
Sales Leaders

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Understand your best vendors/suppliers and pivot
future orders.
2. Improve inventory control with accurate demand planning.
3. Reduce manual S&OP processes and analysis times
to save thousands of workforce hours.

CUSTOMER NEEDS
1. Reduce costs and take advantage
of missed opportunities due to
outdated supply chain analytics.
2. Expose sustainability metrics.
3. Improve forecasting, move key
data from legacy systems to
places to can be useful.
4. Improve inventory
management and innovation
stifled by lack of connected
store and customer data.

DISCOVERY QUESTIONS
1. Is your inventory meeting the
demand from your customers?
2. Are you able to determine with
suppliers deliver on-time with few
defects at the lowest cost?
3. Can your employees work across teams
to make fast, data-driven decisions?
4. Are you able to innovate products based
on the changes in customer preferences,
at a local level?
Solution Play

RETAIL
Empower Everyone with
Retail intelligence
Equip all RCG organizations with the real-time
analytics, SKU-level data by store, and insights they
need to evolve at the speed of the consumer, make
better decisions at scale, streamline operations, and
improve overall profitability.

Persona(s) Products
CIO, CDO, COO, VP Tableau
of Store Operations,
Suppliers, Store
Accelerator
Managers, Regional Financial and
Manager Revenue Intelligence
Toolkit

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Empower the store associate to understand what SKUs
are in-stock and where to find them.
2. No more inventory printouts- get the store-level information
you need in real-time.
3. Know what and when to reorder when you understand
demand and inventory to the SKU level in the store.

CUSTOMER NEEDS
1. Move to real-time data and insights
(no more excel sheets and print
outs for store information).
2. Analyze large volumes of data quickly
at the store with real-time data.
3. Reduce costs and effectiveness
with inventory/demand planning.
4. Improve communication between
vendors, retailers, and service.

DISCOVERY QUESTIONS
1. How do your store managers and
associates get the store level-activity
they need?
2. How old is the data?
3. Do your suppliers ask for store-level data so they
can better understand their customer and sell
more through you?
4. Have you analyzed that your product and pricing
fit your local customers?
5. How fast are you able to make decisions that impact
same-store revenue?
Solution Play

RETAIL
Deliver Intelligent Service
with Next Best Action
This sales play is for RCG Service Cloud prospects
and existing customers interested in getting
advanced analytics and empowering associates with
AI-powered guidance all within the Salesforce CRM.

Persona(s) Products
CIO, CDO, CRM Analytics
VP of Service Einstein Discovery

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Removes the need to pivot between disparate systems.
2. Personalized insights delivered into the workflow,
increasing productivity.
3. Increase CSAT/ reduce customer churn and
the need to win back customers.

CUSTOMER NEEDS
1. Maximize success with relevant
data & insights at the point of
customer contact.
2. Increase productivity with data
in the flow of work.
3. See a full picture of a customer’s
relevant data.
4. Understand real-time insights
with predictive & prescriptive
intelligence.

DISCOVERY QUESTIONS
1. What’s your objective when it
comes to data / intelligence
empowering your Salesforce
users to improve outcomes for
your organization?
2. What do you currently use for
Reporting/Analytics?
3. What do you see currently as roadblocks to
achieving these outcome(s)?
4. What would it mean with regards to the mentioned
Business Goals (productivity, rep onboarding, revenue,
CSAT, etc.) if these challenges were addressed?
5. What kind of data and information do your Salesforce
users need in front of them to have more effective customer
conversations... what’s lacking or missing for them today?
Solution Play

CONSUMER GOODS
Grow Key Account
Management with Data
Aimed at the CG Sales Leader, transform their
Key Account Management (KAM) process to
empower their sales teams with the fast, actionable
insights they need to drive business growth and
account satisfaction.

Persona(s) Products
VP of Sales/ Sales Tableau
Ops, VP of Finance,
CIO, CMO, VP of
Trade

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Reduced report creation time from days to 15 minutes
with Tableau.
2. Your sales team can provide better customer service in the field.
3. All teams work in harmony via accurate data sharing
and reporting.

CUSTOMER NEEDS
1. Minimize tools required for KAM to operate.
2. Ease the ability to connect to supporting tools
(finance, operations, supply chain) for sales and marketing.
3. Bring together internal and external data to derive insights.
4. Adapt to unique needs with data configurability.
5. Improve collaboration capabilities across internal business
units and channel partners.
6. Provide platform scalability for planning tasks (complex
arithmetics, data volume generated by users, and batch jobs).

DISCOVERY QUESTIONS
1. How does your team forecast & plan at store level
of engagement?
2. What tools does your sales team use?
3. How much time/effort is spent on the claims
management process?
4. How much focus is there on improving this process?
5. How much time/effort is spent on the fund management process?
6. How much focus is there on improving this process?
7. What visibility do you have to point-of-sales data and
end-consumer wants, needs, and behavior?
8. How do you use the in-store POS data to create actionable insights?
9. Who is responsible for optimizing trade spend?
10. How confident are you that the funds are applied most effectively?
Solution Play

MANUFACTURING
Modernize the Manufacturing
Supply Chain with Data
Get out of spreadsheets and gain a holistic view
of your manufacturing supply chain to make better,
faster decisions.

Persona(s) Products
Procurment Buyer/ Tableau, CRMA,
Industrial Buyer Tableau Accelorators
for Supply Intelligence,
CDO
Inventory Optimization
CIO
CPO
Supply Chain Officer
Manufacturing/
Operations Director

Run the Play

ENSURE CUSTOMER SUCCESS NOW
1. Reduce manual processes and minimize human error.
2. Foresight to supply chain disruption and the ability
to respond quickly mitigates risk and cost.
3. Identify areas for cost control and evaluate vendors
for future negotiations.

CUSTOMER NEEDS
1. Improve speed and access to
consistent information to improve
accuracy and agility.
2. Remove data silos and create
smarter interactions across the
value chain.
3. Replace legacy systems and spread-
sheets to improve visibility across the
supply chain; make faster decisions,
improve forecasting, and better sup-
port changing business landscapes.

DISCOVERY QUESTIONS
1. Do you have a holistic view of your
inventory to make major business
decisions right where you work?
2. Do you need to automate inventory
management and forecasting?
3. Do you have visibility of your assets and
current availability to forecast future needs?
4. Do you have an actionable and contextual
view of all your data when making day-to-day
business decisions?
Create & Close Play

CREATE & CLOSE

View the library of Analytics Create & Close plays
designed to help you find, create, and close in-quarter
pipeline.

Run the Plays