With several acquisitions throughout the years, Aon needed to consolidate its silos of data and sales and marketing applications in order to get a single view of its clients and prospects to help the sales organization meet its customer-centric and data-driven goals. It also needed a more robust analytics platform. Aon wanted to unite their 6 CRM tools into a single CRM instance, automating the sales process whenever possible. Within their CRMs, the organization had 1.3 million accounts. After going live with CRM United, the team needed to create reports with out-of-the-box visualizations. But their tool didn’t meet their needs. There was no data warehouse and there were high demands for the CFOs. Four main user groups with more than 11,000 users, made up of standard users, roll-up and sales target managers, and sales operations depended on Aon’s reporting. Aon gathered requirements to create sales dashboards. In a survey, users who needed small to medium datasets detailed their challenges and requests, including:

• Missing confidential deals in pipeline reports for relevant users
• Inability to flip between currencies

• Big data sets led to performance issues
• Dashboards were too difficult for non-IT skilled users to manage
• Users only wanted to see the geographic and product data that was relevant for them
• Power users needed more flexibility and access to satisfy daily queries
• Too many clicks and filtering to get to insights users needed