The 3 tips that will boost your company's sales

1. Guillermo Hernández de Blas

2. Market size
 Big Data market will grow from $18.3B in 2014 to $92.2B by 2026.
 Professional services will remain the largest segment until 2022.

3. Big data landscape 2016
 First approach to Business Analytics can be overwhelming

4. Opportunity
 Companies worldwide are interested
 Hot topic on business circles
 Plenty of well-known success stories
 Lack of options for a relevant increase in profitability
 Unapproachable subject matter for many institutions
 Highly technological and mathematical issue
 Plenty of options in the market
 Lack of skilled professionals

5. The 3 tips that will boost your
sales
1. Transmit a sense of urgency
 Mentioning reports that shows the economy is moving
towards Business Analytics
Ex. “by 2017, enterprises making decisions controlled by differentiated algorithms
will achieve a 5% to 10% increase in revenue.” Predicts 2016: Algorithms Take
Digital Business to the Next Level, Gartner, 23/12/2015.
 Giving direct competitors success examples
Ex. “UniCredit Bank boost marketing campaign conversion rates and increase
sales by more than 50 percent.” SAS corporate webpage.
 Quantify revenue earnings and cost cuttings savings
Ex. “The town estimates that by just removing the need for manual readings, the
Aquastar system will save more than $10 million above the cost of the project”.
SAS corporate webpage.

6. 2. WOW effect
 Study the company beforehand to give an easy-to-
remember example.
○ Automation of a process
○ New customer segmentation
○ Behavior prediction
○ New business models based on their current data

7. 3. Start small
 To increase client’s receptivity, break the “first transaction” barrier and
minimize the buyer’s remorse always have a low cost and easy-to-
implement alternative among your offerings.
Ex. Implementation of new algorithms on current databases.
 After this first success the board will be much more willing to invest in
more and more complex and expensive solutions.
Ex. Integration of databases with clients’ to predict future demand.

8. How can a MBA help?
 Business development
 Customer prospection
 Commercial visits
 Customer’s needs identification
 Budgeting
 Project management
 Post-sales service
 Cross-selling
 Talent acquisition and retention

9. Guillermo Hernández de Blas
IE MBA 2016
g.hernandez.blas@student.ie.edu
es.linkedin.com/in/guillermohernandezblas