Feature Overview :
The Driver Insights module offers a dynamic, real-time perspective into the driving forces behind your buyers' and customers' decisions. Here, you gain invaluable insights into the reasons behind your wins, losses, and stalled opportunities, as well as delve into customer experience insights to comprehend churn, retention, and expansion factors. Tailor your analysis by filtering through product, industry, competitor, or CRM fields, enabling segmented views that precisely align with your business needs. With Driver Insights, you'll swiftly grasp the pivotal drivers steering buyer and customer decisions, empowering you to promptly address any underlying issues.
Key Benefits :
- Understand the underlying reasons for winning, losing, or stalling opportunities.
- Identify trends in lost opportunities and quantify the monetary impact of these losses.
- Explore outcome reasons segmented by product, competitor, or industry.
- Analyze outcome reasons attributed to individual sales reps or teams.
This guide equips you with the tools and insights necessary to navigate the complex landscape of buyer and customer decisions, enabling informed decision-making and strategic action.
Key Features :
- Comprehensive Analysis: Replace the traditional Outcome Reasons and Experience Drivers with a cutting-edge approach that aggregates major and minor impact insights from profiles. This fresh perspective emphasizes categorizations such as reasons for winning and losing, or positive and negative feedback.
- Customizable Views: Tailor your analysis by segmenting data based on attributes or categories, ensuring a granular understanding of each facet. Utilize the "dashlet" counterpart on the dashboard to access concise visualizations, providing an overview of reasons for winning, losing, or stalling.
- Data Display Options: Display data by "attribute" or the overarching "category," offering flexibility in analysis. Choose to represent data either as a monetary figure or by the total count of attributes or categories. Additionally, categorize insights based on their impact, distinguishing between major and minor influences.
Glossary:
- Driver: The highest level of feedback categorization, encompassing one or more attributes. Examples include Sales, Support, or Solution.
- Dashlet: A self-contained data visualization accessible on TruVoice's homepage dashboard, providing quick access to key insights.
- Insight: A concise summary of key feedback, categorized with an Attribute, Impact level, Classification, and Vendor to help easily aggregate key themes in the feedback.
- Attribute: The specific topic of an insight, which may derive from survey criteria or more generic themes not explicitly rated in the survey.
- Impact: At the insight level, the impact is determined either manually by human assessment or automatically by AI. This metric signifies the weight a factor carries in determining an outcome, designated as Major, Minor, or No Impact. Only Major and Minor Impact insights populate as Driver Insights.
- Vendor: A component of Insight categorization that designates whether the feedback contained in the insight relates to you or the competitor. Driver Insights only populates data from insights about you.
Navigation:
When you first arrive at the Driver Insight module the default view will be in the Summary View. Highlighted below are the view toggles. Here, you can toggle to aggregate by Attribute or Category, as well as view the data by Count or the Value of the attribute or category for both Decision drivers & Experience drivers.
While viewing the Chart View, the default sorting is by Wins, showing the Attribute associated with the most Wins first. To change this, simply click the header of another outcome to sort by that column instead. You can also toggle to aggregate by Attribute or Category, as well as view the data by Count or the Value of the attribute or category.
The Display option allows you to alter what the charts display. Toggle to include or exclude Major and/or Minor Impact Insights, or view data only for a specific outcome.
Note: If you see a yellow warning indicator next to an Attribute name, that is simply informing you that that attribute has been disabled and is no longer being used for new data. In other words, the counts you see for that Attribute are stagnant and will not change as new data is gathered.
Grid View gives a more direct breakdown of the Driver Insights, aggregating by Overall, Major, and Minor Impact counts instead. Here, you can still filter out data by Outcome by clicking the colored Outcome buttons above the grid to exclude data from that Outcome from the counts.
Attributes :
User can navigate to the Attributes page by clicking on the Attributes text link available at the Summary, Chart, and Grid views.
By clicking this link, the user will be directed to the Attributes page, where they can access detailed insights and analysis on various attributes, including their performance and impact based on feedback collected from wins, losses, and other decision categories.
Extra Features :
- Filters Integration :
The Filter functionality pervades throughout the TruVoice platform including in the Driver Insights module. This allows you to dial in on a specific data set you are interested in to dive into the Driver Insights specific to that data set. Learn more about Filters here
Important: If you have applied filters on another Dashboard module, such as Feedback Profiles, that filter will carry through to this page automatically.
Example Use Cases:
- Uncover trends and reasons why you or your team are losing winnable opportunities and what the monetary value is to those loses such that you can strategize on how to close the correct gaps.
- Understand what caused you to lose your most recent opportunity.
- Identify key areas where you are underperforming or where current customers are having unfavorable experiences.