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How to get started with BI analysis using EMOROCO CRM Lite's graph and KPI widgets — Turning your personal dashboard into a business analysis tool

Hello, this is Matsubara, CRM Evangelist.

"We manage sales figures in Excel, but the quality of our relationships with customers is nowhere to be seen."

"We tried to implement a BI tool, but gave up due to the cost and the complexity of the setup."

"I submit a report to my manager every week, but the compilation process takes two hours."

These are comments I hear from managers and executives at companies that have implemented CRM.

BI tools (Business Intelligence) are systems that "visualize data in a way that can be used for business decision-making."
While dedicated BI tools offer advanced functionality, they incur additional costs and require more effort to manage and integrate them with CRM systems.

EMOROCO CRM Lite isDesigned to allow visualization of data accumulated on the CRM directly using graphs and KPI widgets..
You can use your personal dashboard as your own business analysis tool without having to install a separate BI tool.

Why CRM data is ideal for BI analysis

Typical BI tools visualize "sales, inventory, and financial data."
What sets EMOROCO CRM Lite's BI features apart is...The data on "the state of customer relationships" can be visualized as a management indicator.It is a point.

[Data visible with typical BI tools]
Sales figures, number of orders, inventory turnover rate, financial KPIs

[Data visible through BI-like use of EMOROCO CRM Lite]
- Distribution of emotional temperature (percentage of hot/warm/cool/cold)
- Trends in nurturing scores
• Number of cases and amounts per project phase
- Follow-up implementation rate by person in charge
- Trends in churn risk (percentage below cool)

"Sales have increased this much, but have our relationships with customers deepened?" — The ability to answer this question is the unique value of using BI with EMOROCO CRM Lite.

Five metrics to track with the KPI widget

We will organize the metrics that should be set in the KPI widget of the individual dashboard by job title.

Key Performance Indicators (KPIs) that Business Owners and CEOs Should Track

① Projected sales for this term
　→ Total amount of ongoing projects
　→ "How much progress have been made towards the goal?"

② Number of customers with a hot/warm emotional temperature (percentage of total customers)
　→ "Percentage of companies that maintain healthy customer relationships"
　→ A decrease in this ratio is a leading indicator of increased churn.

③ Number of customers below Cool
　→ "How many customers are currently at risk?"
　→ Monitor monthly to check for increases or decreases.

④ Number of new orders this month
　→ Comparison with target value

⑤ Number of new clients referred this month
　→ High referral rate = proof of high customer satisfaction

KPIs that sales managers should track

① Projected sales for the entire team this month
② Number of customers with a "cool" or lower emotional temperature, per salesperson
③ Workflow task completion rate for this week
④ Number of lost deals and loss rate (this month)
⑤ Number of cases and pending status by project phase

KPIs that sales representatives should track

① Your percentage of achieving your sales target for this month
② Number of assigned customers with a cool or shorter turn count.
③ Number of tasks completed today/this week
④ Number of times the emotional temperature was raised (this month)
⑤ Number of new approaches (this month)

5 analyses to look at in a graph widget

If KPIs represent "current figures," then graphs are used to show "the flow of time."

Analysis ①: Monthly trend graph of emotional temperature

View:
　The emotional temperature distribution (hot/warm/cool/cold) at the end of each month
　Displayed as a stacked bar chart

What we can learn:
　- Are the number of cool people increasing or decreasing?
　- Are the measures having an effect? ​​(Has the number of cases decreased after strengthening the cooling measures?)
　- Seasonality (Are there any patterns where the number of cools increases in certain months?)

Examples of alert thresholds:
　If the percentage of Cool or lower exceeds 30% of the total, be careful.

Analysis ②: Trends in the number and value of projects by project phase

View:
　Each phase (lead/proposal in progress/negotiation in progress/order confirmed)
　The number of cases and amounts are displayed as a line graph on a monthly basis.

What we can learn:
　- At what phase are the negotiations stalled?
　　(Example: The number of proposals is increasing, but negotiations are not progressing.)
　- Identifying bottlenecks
　- Improved accuracy of sales forecasts
　　(Total amount under negotiation × Average order rate = Forecast of next month's sales)

Analysis ③: Performance comparison by person in charge

View:
　Number of orders received and percentage of positive customer satisfaction per person in charge.
　Comparing task completion rates using bar graphs

What we can learn:
　Characteristics of high-performing individuals
　　(The person in charge who updates their emotional temperature frequently)
　　 (We found correlations such as a high order rate.)
　- Early identification of personnel who need support
　- Spreading best practices across the board

Analysis ④: Distribution graph of nurturing scores

View:
　Nurturing score of all customers
　By range (0-20/21-40/41-60/61-80/81-)
　Bar graph display

What we can learn:
　Are there more customers with high scores?
　　(Is overall customer engagement increasing?)
　• Customers with low scores but a high level of emotional engagement
　　(Is it based on the assumptions of the person in charge?)
　• Customers with high scores but a cool emotional temperature
　　(Are there many hidden customers interested?)

Analysis 5: Comparison of results by order route

View:
　By field: "How you came to visit/how you contacted us"
　Compare the number of orders and their value.

What we can learn:
　Referral vs. Web Inquiry vs. Trade Show
　　Which channel has the highest conversion rate and average transaction value?
　Identifying customer acquisition channels with a high return on investment.
　If the lifetime value (LTV) of referred customers is high, it provides a basis for strengthening referral programs.

Steps to build a dashboard

STEP 1: Decide on just three "metrics to track".

Setting up too many widgets from the start can make it difficult to know where to look.
First, please select just three metrics that you should check every day.

[Recommended Starter 3-Piece Set]

executive:
　① Forecast sales for the current fiscal year (KPI)
　② Number of cases with an emotional temperature of "cool" or lower (KPI)
　③ Monthly trend of emotional temperature (graph)

manager:
　① Team sales forecast (KPI)
　② Number of cases per person in charge (list)
　③ Number of projects by project phase (graph)

manager:
　① Monthly target achievement rate (KPI)
　② Today's task list (list)
　③ List of my assigned projects (with emotional temperature ratings)

STEP 2: Develop the habit of checking the numbers weekly.

The value of Basic Income lies not in "seeing," but in "seeing, judging, and acting."

[Weekly 5-minute routine for reviewing]

Monday morning:
　① Check the number of cases this week with an emotional temperature of "cool" or lower.
　② Follow up with customers who were newly turned off last week this week.
　③ Check the progress of the KPIs and decide on this week's priority actions.

STEP 3: Record your "insights" on a monthly basis.

By noting "why" the numbers on the graph changed, CRM data becomes "company management knowledge."

Example of a monthly review record:

"In May 2026, the percentage of customers priced below 28% increased to 33%."
　Reason: April was a month with many changes in assigned personnel.
　Action taken: A handover meeting with the new person in charge will be scheduled for sometime in May.
　Points to check the following month: Has the number of cools decreased by the end of June?

How to use them in conjunction with dedicated BI tools

This document outlines cases where EMOROCO CRM Lite's BI features are sufficient and cases where dedicated BI tools (such as Tableau or Power BI) are necessary.

[Cases where EMOROCO CRM Lite's BI features are sufficient]
The main objective is to visualize customer relationships and project status.
- Daily checks by staff, managers, and executives
・ BI utilization in SMEs and small teams
- We want to reduce the implementation and operating costs of BI tools.

[Cases where a dedicated BI tool is suitable]
- Integrated analysis with financial, accounting, inventory, and production data
• Large-scale analysis across multiple data sources
• An environment with a SQL and data science team.
• Advanced statistical analysis beyond Excel is required.

For many small and medium-sized enterprises, the BI functions of EMOROCO CRM Lite provide sufficient information for making daily business decisions.
By integrating with accounting software (freee, Money Forward) using Zapier and Power Automate, you can also integrate some financial data.

Summary: From "seeing data" to "being driven by data"

The essence of BI is not "creating beautiful graphs."
It's about "looking at the data, making decisions, and changing your actions accordingly."

EMOROCO CRM Lite's graph and KPI widgets "visualize" the status of your relationships with customers.
If the emotional temperature of people is becoming cooler, strengthen proactive support.
The goal of using BI is to bring about "data-driven behavioral changes," such as increasing the number of sales meetings attended by sales representatives if a deal is stalled in the proposal phase.

First, set up just three KPI widgets and start by making it a habit to check them for 30 seconds every morning.

Click here for a 30-day free trial of EMOROCO CRM Lite.
Digitalization and AI Implementation Subsidy 2026 Compatible Tool Number: DL07-0022934
Product Info:https://www.emoroco.com/

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Person who wrote this article
Shinsuke Matsubara

Arcus Japan Representative Director / CRM Consultant
Click here for detailed profile
He has worked as a system engineer, architect, and consultant at Accenture and other companies, an evangelist at Infragistics (Microsoft MVP for Dynamics CRM (now Microsoft MVP for Business Solutions)), and a solutions specialist at Microsoft (in charge of Dynamics CRM products).He currently leads a service team specializing in CRM, supporting CRM implementation and business launches for companies of all sizes.At the same time, he works as a CRM evangelist, spreading the idea of "true" CRM through events and article contributions.
Having learned CRM at Accenture, and having advocated and globally popularized CRM 2.0 (platform-based CRM) at Microsoft, he is a legitimate successor to CRM and the longest-serving active CRM expert (CRM consultant/CRM doctor), having received an award at Worldwide.
Since then, as a leading expert in CRM who advocates CRM 3.0 (Personalized CRM) and CRM 4.0 (Creative CRM), he has been interviewed and received numerous awards both domestically and internationally from publications such as The Wall Street Journal, Newsweek, TIME, WORLDCOM, Mainichi Shimbun (Weekly Economist), and Nippon Cultural Broadcasting. He has also been selected as a representative company of the Kansai business community by "Keizaikai" for four consecutive years.
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