BRIDGEi2i Sales Effectiveness Analytics Solutions - Introduction


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Introduction to Sales Analytics Capabilities of BRIDGEi2i Analytics Solutions

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BRIDGEi2i Sales Effectiveness Analytics Solutions - Introduction

  1. 1. Sales Effectiveness Analytics Solutions – An Introduction Prithvijit Roy CEO & Co-founder @ 2014 BRIDGEi2i Analytics Solutions Pvt. Ltd. All rights reserved
  2. 2. BRIDGEi2i – Bridging Information, Insight and Impact Information Transform and visualize big data into meaningful business metrics Insight Identify underlying patterns, understand behavior and predict outcome Impact Institutionalize data driven decisions to realize sustainable business value Big Data Management Reporting, Research & Visualization Behavioral Modeling & Personalization Resource Planning & Optimization Decision Engine Partnering with enterprises globally to monetize their data assets Analytics Operationalization 2
  3. 3. Variety of Challenges across the Sales Process Sales Planning & Deployment Estimated total addressable market & market share – US States % market share Region wise sales - US (2009 to 2012) Total addressable market How should I allocate my sales force across my target market? Sales Forecast Always Inaccurate Often Inaccurate Normally Reliable How can I increase accuracy of my sales forecasts? Always Reliable Customer Knowledge & Lead Management Sales Performance Management Allocation of Sales Time How do I know the needs of my clients? Face to Face Selling Service Calls Adminstrative Tasks Selling on Phone Waiting or Traveling How can I increase my customer facing time? Training Sales Rep Ramp-up Time Can data help solve the challenges I see across the sales process? < 3 months 3 - 6 months 6 - 12 months 12+ months How do get my sales productive faster? 3
  4. 4. Our Analytics Solutions to enhance Sales Effectiveness Data Sources BRIDGEi2i ‘s Analytics Solutions Sales Performance Management Expected Outcome Sales Planning & Deployment Customer Knowledge & Lead Management Sales Transactions Market & sales opportunity estimation Lead generation for sales (customer acquisition) Sales performance dashboards Increase customer share of wallet CRM data – (leads, pipeline, booking, attainment) Optimal Sales force sizing Strike-zone identification in sales pipeline Identify sales productivity drivers & interventions Increase sales predictability ERP data (HR & Finance) Sales deployment & quota planning Account Intelligence Reduce sales onboarding time Enhance revenue per sales person Customer demographics Increase sales / pipeline forecast accuracy Customer whitespace & share of wallet analysis Sales compensation & incentives design Increase Revenue Size per deal Win-loss analysis Identify winning sales profiles for hiring Market Reports, Growth indicators Customer & Sales Surveys Increase revenue & conversion rate Better visibility & predictability across the sales process helps increasing sales efficiency & effectiveness 4
  5. 5. Illustrations of our Work across various Sales Challenges Sales Opportunity & Planning Sales Force Allocation Pipeline Forecasting Conversion Rate Estimation Customer Account Intelligence Customer Strike-zone Identification Customer White-space Identification Sales TCO and ROI tool Calculator Sales Performance Dashboard Sales Performance Drivers Sales Quota Allocation Sales Process Improvement Levers 5
  6. 6. The Impact – Expand Size and Volume of your Sales Funnel Sales funnel Sales process Sales impact Increase leads & sales-force coverage Increase sales conversion Increase customer share of wallet Illustrations of Client Impact enabled by us Supports a global networking giant to drive better forecasting of pipeline and conversion and designed a predictive dashboard to ensure interventions to meet plans. Significant increase in Revenue per Customer Improved Predictability in business planning Supports the Sales team on an Insurance company with more targeted customer pursuits by identify cross-sell, renewal and white-space opportunities in the customer installed base. 6
  7. 7. The BRIDGEi2i Profile and Approach MARKETING EFFECTIVENESS SALES EFFECTIVENESS • 40+ member team of analysts, researchers & data scientists with advanced degrees in Management or Quantitative Sciences. • Team has a strong combination of consulting, domain, technology & analytics expertize. • Founders experienced in building the largest Analytics Centers of Expertize for GE & HP Recognitions • 4 Fortune 500 Global Technology Companies 11 innovative Big Data start-ups in 2013 • 2 Fortune 500 Global Financial Services Companies • 3 US based Fortune 1000 Insurance Companies • 1 of the Big 4 Firms • 1 of the World’s largest Logistics providers Simplify the process of deriving actionable insights SUSTAIN Pan enterprise institutionalization of analytics for sustainable impact Top Fin-tech innovations in Finovate Asia 2013 Solve unstructured business problems based on data and analytics SIMPLIFY 10 Most promising Big Data companies in 2013 Enabling clients to compete & win based on analytics OPERATIONS PLANNING SOLVE Recognized in Risk & Procurement Analytics Capabilities in 2012 & 13 PRICE OPTIMIZATION CUSTOMER INTELLIGENCE Clients RISK MANAGEMENT Talent 7
  8. 8. Sales Planning & Deployment Use Big Data and Analytics to get more out of Sales Teams… : BRIDGEi2i Customer Knowledge & Lead Management Sales Performance Management