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Big data - Sales Enablement Use Case

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A real-time monitoring of all accounts for a sales rep

A real-time monitoring of all accounts for a sales rep


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  • http://www.sambacloud.com/what-is-samba-cloudA typical sales professional is mostly travelling, coordinating via email and work on different, out-of-date versions of content on their laptops or tablet’s cloud drives. The deal history is spread across everyone’s local version.
  • A typical sales professional is mostly travelling, coordinating via email and work on different, out-of-date versions of content on their laptops or tablet’s cloud drives. The deal history is spread across everyone’s local version.
  • http://www.sambacloud.com/what-is-samba-cloudA typical sales professional is mostly travelling, coordinating via email and work on different, out-of-date versions of content on their laptops or tablet’s cloud drives. The deal history is spread across everyone’s local version.
  • http://www.sambacloud.com/what-is-samba-cloudA typical sales professional is mostly travelling, coordinating via email and work on different, out-of-date versions of content on their laptops or tablet’s cloud drives. The deal history is spread across everyone’s local version.
  • Transcript

    • 1. Big Data – Let’s Embrace It! (Part II)By Shilpi Sharma Dec, 2012 When Execution Matters 1 (Confidential)
    • 2. Topics Covered Data = Information = Insights Sales Enablement Use Case Big Data Applications – Examples & References When Execution Matters 2 (Confidential)
    • 3. Data = Information = Insights• Information is not data, it’s only the non-redundant portions of the data.• Relevant information is also known as the signal, so irrelevant information is often referred to as noise. But relevance is subjective and contextual• Information must be novel to be insightful. That means it must provide some new knowledge that you don’t already have.• Insights must lie within the interpretable parts of the extractable information.• As we learn and accumulate knowledge from big data, insights become harder to discover. The valuable insight that everyone wants is a tiny and shrinking subset of the relevant information (i.e. the signal). insight << information << data When Execution Matters 3 (Confidential)
    • 4. Sales EnablementHow do you capitalize on power of information and data to help your sales teams sellsmarter by targeting the accounts most likely to purchase at the right time with theright contextual message without further eroding selling time? When Execution Matters 4 (Confidential)
    • 5. Real-time monitoring of Customer Landscape Sales Professional’s Account List How to Sales Professional’s monitor all Calendar activities Sales Rep related to All Sales Rep any Accounts account? When Execution Matters 5 (Confidential)
    • 6. Real-time monitoring of Customer Landscape Sales Professional’s Company Specific* Account List (website, communities) Job Industry & Boards, Professional Sales Professional’sCompetition Networks Calendar All Accounts Social Media Timely Alerts for(Blog, Twitter, et specific meetings c.) Public Records Internal Daily & Weekly Alerts for All Accounts Sales Rep Data SmartOpportunity Sales Rep Data Customer Service Logs Contracts Data Install Base Purchase Data History*Upcoming business application upgrades, Outsourced functions, Planned location openings, Needs, budgets, buying cycles When Execution Matters 6 (Confidential)
    • 7. References McKinsey Big Data Report McKinsey Internet of Things Big Data Landscape – Various Companies (technology vendors) IBM Big Data across Fed Govt. Integrating Ecological data from the Gene CEB – Member based Advisory company (Insignts IQ) When Execution Matters 7 (Confidential)
    • 8. When Execution Matters 8 (Confidential)

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