An analytical framework for sales effectiveness

1. 1
Sales
Force
Effec.veness
Ma
Foi
Analy.cs
Real-­‐&me
Predic&ve
Intui&ve
Aug
2014

2. 2
2
Our
Sales
Effec-veness
Analy-cs
Suite
2
Efficient
Targe-ng
Lead
Priori-za-on
Lead
Lifecycle
Management
Sales
Team
Performance
Powered
by
a
world-­‐first
integrated
Big
Data
Analy-cs
PlaEorm
Applying
Contextual
&
Predic-ve
Algorithms
to
Sales
Data
Sales
Force
&
CRM
Data
Legacy
Databases
External
Sources
Capture
Data
from
Disparate
Sources
Our
Sales
Effec-veness
Framework
Features
Real
Time
Predic-ve
Cloud-­‐based/
On-­‐premise

3. 3
Targeted
Lead
Genera.on,
Lead
Scoring
&
Priori.za.on
3
For
sales
teams,
iden.fying
efficient
sourcing
channels
for
genera.ng
leads
is
the
first
step
towards
effec.veness
We
work
with
you
to
refine
your
targe.ng
strategy
&
manage
your
incoming
lead
flow
scien.fically
by
1. crea&ng
objec&ve/subjec&ve
customer
segmenta&on
models
2. building
lead
scoring
models
to
es&mate
sales
readiness
of
prospects
3. put
in
systems
in
place
for
real
&me
scoring
4. deploy
tools
to
categorize
leads
by
priority
to
help
managers
allocate
incoming
leads
flow
objec.vely
to
the
deals
pipeline,
improving
the
returns
on
sales
efforts

4. 4
Managing
&
Tracking
Leads
Lifecycle
Movements
4
Managing
the
exis&ng
leads
pipeline
effec&vely
is
a
key
differen.ator
for
sales
teams
We
build
predic.ve
models
to
1. es&mate
win
probabili&es
of
each
lead
2. track
deal
movement
through
sales
stages
3. forecast
expected
revenue
geared
towards
nurturing
and
geTng
the
most
out
of
the
leads
data
already
entered
in
the
systems
Our
analy.cs
solu.ons
integrate
seamlessly
with
your
exis.ng
Sales
Force
&
CRM
systems

5. 5
Managing
Sales
Team
Performance
Through
Scorecards
5
Defining
&
measuring
sales
team
performance
objec&vely
has
been
a
challenge
for
many
organiza.ons
We
work
with
sales
teams
to
build
objec.ve
scorecards,
allowing
sales
heads
to
1. determine
benchmarks
for
sales
execu&ve
performance
2. track
changes
&
trends
in
performance
real
&me
3. generate
insights
for
sales
target
seKng

6. 6
Key
elements
that
help
our
customers
win!
6
1. Velocity:
Gain
the
speed
advantage
with
real-­‐9me
trigger
reports,
live
lead
trackers
&
auto
update
features
2. Predic9ve:
Not
another
BI
tool!
Drive
intelligent
decision
making
3. Intui9ve:
Customizable
Interface
&
Intui9ve
Visualiza9on
to
make
sense
of
constantly
moving
huge
volumes
of
data
A
Complete
Customer
Analy-cs
Solu-on
A
Real
Time
Data
Capture
&
Update
Tool
Channel
Partner
Advocacy
Program
Powered
by
a
world
first
Big
Data
Analy.cs
pla[orm
deployable
On-­‐Cloud
or
On-­‐Premise
Real
Time
Predic-ve
Intui-ve

7. 7
7
About
Ma
Foi
Analy-cs
7
7

8. 8
8
Ma
Foi
Analy-cs
–
Organiza-on
Overview
Data
Agnos&c.
Method
Agnos&c.
Outcome
Driven.
Owns
a
Proprietary
in-­‐house
Big
Data
plaEorm
for
crea.ng
customized
apps
and
analy.cally
powered
solu.ons
Ma
Foi
Analy-cs
is
a
data
centric
insights
advisory
firm,
which
is
looking
to
build
outcome
oriented
business
solu&ons
by
combining
capabili.es
in
data
sciences
(analy&cs,
research)
&
Big
Data
Technology
,to
help
organiza.ons
build
good
strategies
,
and
execute
them
be_er.
Promoted
by
serial
entrepreneurs
Mr.
K
Pandiarajan,
Mrs.
Latha
Rajan,
it
is
a
part
of
the
Ma
Foi
Group
which
has
a
stellar
legacy
of
over
20
years.
Over
this
period,
the
group
established
itself
as
the
market
leader
in
HR
consul-ng
services
and
is
also
known
as
the
pioneer
in
HR
services
space
in
India.
Co-­‐promoted
by
Satyakam
Mohanty,
a
career
analy.cs
professional,
Ma
Foi
Analy-cs
&
Business
Services
Pvt
Ltd
was
founded
in
2012
with
its
headquarters
in
Bangalore
and
offices
in
Chennai
&
New
Delhi.
Tripod
of
services-­‐
The
Ma
Foi
Advantage
People
creden9als
include
previous
s9nts
in
premier
organiza9ons
such
as
GE,
Genpact,
HSBC,
HP
,
Barclays,Infosys,
IBM
etc
Has
20+
clients
ranging
across
mid-­‐sized
organiza.ons
to
SMEs
in
US,
Middle-­‐East
&
India
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9. 9
9
Our
Team
(1/2)
Shobhit has over 11 years of experience in strategic research, sales & marketing enablement and consultative solution design. He
has setup and led research teams supporting initiatives such as Strategy Formulation, Market Assessment, Competitive
Benchmarking, Market Sizing among others. In the past he has worked with leading organizations such as IBM, Infosys & Genpact.
Shobhit holds an MBA in Marketing from International Management Institute, New Delhi.
Shobhit
Bahadur
Head,
Research
Ashish has 11 years of Marketing Analytics experience having worked across both B2C and B2B clients. He has proven experience in
banking analytics, providing consultation across the customer life cycle – covering acquisition, portfolio management and retention. In the
past Ashish has worked with GE and HSBC. In his tenure at HSBC, Ashish headed the marketing analytics team for US Private Label Credit
Cards Portfolio with receivables worth $16 billion.
Ashish holds a Masters in Market Research from Mudra Institute of Communications , Ahmedabad
Ashish
Rishi
Head,
Analy-cs
Saty spent a decade- first as a GE employee and then with Genpact after its spinoff from GE, working with a wide range of customers
globally, helping them create value in areas like sales & marketing analytics, and market research. He has worked extensively across Sales
& Marketing analytics for Pharma & Medical Devices organizations in the US, working in the US and India. In his last role, he built the Market
Research practice for Genpact, through organic and inorganic means to build up what would qualify on a standalone basis as a US top 50
research services provider during his last 3 yrs at the organisation.
He believes that Analytics-as-a-service is at an inflection point and he would like to be at the forefront of change in this area.
Satyakam
Mohanty
Chief
Execu-ve
9
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10. 10
10
Our Team (2/2)
10
Tuhin Das is a Senior Manager at Ma Foi.
Tuhin has more than 8 years of experience in Marketing and Risk Analytics in the BFSI domain. Being in HSBC for over 4 years, he has
established himself as an experienced professional in the BFSI domain, having worked on customer profitability and customer lifecycle
management - acquisition, portfolio management and retention. During his tenure with Barclays, Tuhin was involved in assessing customer risk
and building Basel II credit risk models.
He holds a Bachelor of Statistics degree from Indian Statistical Institute (ISI), Kolkata.
Vishal Sinha is a Senior Manager at Ma Foi.
Vishal has more than 8 years of experience in the BFSI domain, with global financial services institutions – Capital One & HSBC. Vishal has a
proven track record of delivering business value in the financial sector through data driven analytics solutions.
During his tenure with Capital one, Vishal supported merchant relationships with analytics solutions on Credit Cards, Retail Analytics, Marketing
Strategy & CRM.
He holds a Masters degree in Economics from Jawaharlal Nehru University (JNU), New Delhi.
Satish has around 14 years experience been building and scaling technology solutions targeting consumers and enterprises. Having
started his career at a silicon valley start up, he has spent years building offshore engineering teams attempting to bring the same
silicon valley vigour. A hands-on engineer always thinking about creating frameworks and tools that improves software engineer's
productivity.
Satish is passionate about helping businesses get the best out of their technology investments
Sa.sh
Ayyaswami
Vishal
Sinha
Tuhin
Das

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Contact : Ashish Rishi ashish@mafoianalytics.com
Vishal Sinha vishal@mafoianalytics.com
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