DialSource Uses the BenchmarkEngine™ In Planning Process

How dialsource uses OPEXEngine from OPEXEngine on Vimeo.

Andrew Setness, Controller at DialSource

Andrew Setness, Controller at DialSource

DialSource is a leading sales automation platform for people using Salesforce or Microsoft Dynamics as their customer relationship management systems. The Company engineers telephony technology solutions for high-performance sales teams that unlock intelligence, boost efficiency & humanize the customer experience

According to Andrew Setness, Controller at DialSource, “for any small private company being able to have good comparable data to benchmark yourself against is always a challenge. Most companies never know how they do compared to other companies because that information is not available.”

DialSource uses the BenchmarkEngine™ to be able to compare itself to other similar companies so they know where their strengths and weaknesses lie. The benchmarking data is used in two ways.

Firstly, it is used to report to the DialSource Board on performance. One of the things that the Board likes is to be able to compare themselves to multiple data sets. With the BenchmarkEngine TM this is not limited to companies of equivalent size, but companies that are larger, market leading growth companies and even public companies.

When preparing information for the Board, Andrew likes having a list of KPIs to give to them. The Board usually finds these KPIs (which are benchmarked in the BenchmarkEngine™) more valuable than actually seeing only financials. Comparing the company’s KPIs to benchmarks for peer companies puts their performance in context.

Andrew also uses benchmarks internally with department managers to be able to see how they are doing at a departmental level. It is really hard to get good comparisons at the level of detail level that OPEXEngine collects for every department of a typical company with benchmark cohorts for SaaS companies of all sizes.

“I’ve been excited about the OPEXEngine benchmarking because being able to plan and then being able to benchmark yourself against other companies really helps to see where your advantages and disadvantages lie.”

Video Transcription:
DialSource makes a sales automation platform for people using Salesforce or Microsoft Dynamics as their customer relationship management systems. For any small private company being able to have good comparable data to benchmark yourself against is always a challenge. Most companies never know how they do compared to other companies because that information is not available. At DialSource we use benchmarking to be able to compare ourselves to other similar companies so we know where our strengths and weaknesses lie. We use that benchmarking data not only to report to the board but internally with department managers to be able to see how they’re doing. One of the things that the Board likes is to be able to compare to multiple different data sets. You are comparing yourself not only to companies of your size but companies that are larger and then even public companies. When preparing information for the Board having a list of KPIs that you are able to give to them is usually more valuable than actually seeing the financials. I’ve been excited about the OPEXEngine benchmarking because being able to plan and then being able to benchmark yourself against other companies really helps to see where you’re advantages and disadvantages lie.

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