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Big Data Day LA 2015 - Prescriptive Analytics with Big Data on Sales Domain by Saritha Ivaturi of Velocify

Data Discovery followed by Predictions are the natural precursors for Prescriptive Analytics. Going through this natural progression may mean delayed time to market. This presentation talks about Sales Analytic needs and how to empower sales managers with Prescriptive data while Discovery process continues and Predictive Algorithms are being built on Big Data Platforms. How to influence a Sales expert to make the right decision at the right time.

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Big Data Day LA 2015 - Prescriptive Analytics with Big Data on Sales Domain by Saritha Ivaturi of Velocify

  1. 1. PRESCRIPTIVE ANALYTICS WITH BIG DATA ON SALES DOMAIN Saritha Ivaturi Director in Product – Analytics Velocify
  2. 2. MY HERO  Brings Money  Brings Customers  Brings Jobs The Sales Community
  3. 3. SO WHAT IS THE CHALLENGE Innovators Data Scientists Developers Data Engineers/Analysts Executors/EndUsers Sales/Marketing/Business Development How Can I effectively touch my end user
  4. 4. I AM WONDERING Analytics Sales Building trust is the only way ~90% trash
  5. 5. HOW DO I BUILD THE TRUST Understand the Persona Understand their constraints Understand their needs BEFORE YOU ACT
  6. 6. OBVIOUS ANSWER Sales Acceleration
  7. 7. NOW THE BIGGER CHALLENGE  Given the Persona  What is the best way to accelerate?  How fast can I ship it before I lose audience  Is there an alternate strategy to get started
  8. 8. PRESCRIPTIVE ANALYTICS  What is the next best action to take  Why is it the best Action to take  What is possible if that Action is taken
  9. 9. NATURAL COURSE OF ACTION
  10. 10. CALL FOR ACTION  Cannot wait until the prediction cycle takes it course  Provide actionable insights while predictive models are built Data analysis Model DesignDevelopment & Test Model Deployment State of truth Historical success factors
  11. 11. EMPOWER AND ENERGIZE  Information overload  Complex visuals  Most obvious use cases as simple visuals  Compare against goals and alert  Call for Action  Bring Analytics to the user  Soft Gamification  Show value proposition
  12. 12. REFERENCE  http://www.forbes.com/sites/louiscolumbus/2014/06/24/roundup- of-analytics-big-data-business-intelligence-forecasts-and-market- estimates-2014/  https://www.salesforce.com/blog/2015/02/3-reasons-your-sales- analytics-fail-gp.html  http://www.qlik.com/us/blog/posts/mike-saliter/the-sales-and- marketing-analytics-conundrum  http://blogs.aberdeen.com/business-intelligence/sales-analytics- data-driven-forecasting-for-better-quota-attainment-2/

Data Discovery followed by Predictions are the natural precursors for Prescriptive Analytics. Going through this natural progression may mean delayed time to market. This presentation talks about Sales Analytic needs and how to empower sales managers with Prescriptive data while Discovery process continues and Predictive Algorithms are being built on Big Data Platforms. How to influence a Sales expert to make the right decision at the right time.

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