How Innovations in Pricing Can Lead to Increased ValueEverest Group
Everest Group expert, Ross Tisnovsky, will discuss how buyers can strategically use pricing to address key issues and concerns in their outsourcing
relationships and highlight best practices for
improving value capture.
1. The document discusses segmentation analysis and its importance for understanding customer differences and targeting products and services effectively.
2. Segmentation analysis uses statistical clustering techniques to organize customers into distinct groups based on similarities in attributes, needs, and preferences.
3. An example analysis of potential internet telecommunications customers identified four distinct segments prioritizing different attributes like cost, convenience, security, and international access.
Breaking the Status Quo Barrier (Messaging Matters webinar series)Corporate Visions
Statistics show that the most dangerous competitor you face is the status quo — it’s your prospects deciding to do nothing. If you want to grow your business, you’ll need to challenge your customers to do something different. And you need to turn more opportunities from "no decision" into decisions that favor you. The best way to do this is to establish the buying vision in the first place.
End-of-Term Strategy: Unlocking Hidden Deal ValueEverest Group
The document summarizes a webinar presented by Outsourcing Center on developing an end-of-term strategy for outsourcing contracts. It discusses reviewing the current outsourcing agreement based on four key dimensions: process, solution, supplier, and contract elements. It also examines how market changes like shifts in pricing structures, global sourcing adoption, and supplier consolidation can influence the end-of-term strategy options, which include extending with the current supplier, transferring to a new supplier, or bringing services back in-house. Developing a thorough end-of-term strategy enables organizations to leverage market opportunities and maximize value from supplier relationships.
Price Benchmarking of Outsourced ServicesEverest Group
Everest Group provides price benchmarking services for outsourced services. They benchmark rates for roles like project managers and provide the median benchmark price range. Their benchmarks offer additional context by identifying potential root causes of price differences, such as upskilling resources or using multi-competency job descriptions. Everest Group's benchmarks are differentiated because they map individual clients to accurate proxy comparisons by understanding the client's sourcing environment and normalizing data to their nomenclatures, which allows for a customized benchmark rather than a "one size fits all" approach.
This document provides guidance on call center procedures. It introduces a three tier customer engagement and relationship model focusing on building relationships through targeted marketing and data validation. It discusses executing activities in Siebel to track customer interactions, with taxonomy used to differentiate activity types. Procedures are outlined for welcoming new customers, ongoing customer support through renewals, and ensuring data quality.
The document outlines the key steps in an IBM sales process, including establishing a buying vision with the customer, qualifying the customer's needs, developing a solution, and closing the sale. It shows the steps to identify opportunities, validate customer interest, qualify leads, propose a solution, and generate pipeline and sales. The overall process moves from initial customer engagement through developing and customizing solutions to finalizing a signed contract.
How Innovations in Pricing Can Lead to Increased ValueEverest Group
Everest Group expert, Ross Tisnovsky, will discuss how buyers can strategically use pricing to address key issues and concerns in their outsourcing
relationships and highlight best practices for
improving value capture.
1. The document discusses segmentation analysis and its importance for understanding customer differences and targeting products and services effectively.
2. Segmentation analysis uses statistical clustering techniques to organize customers into distinct groups based on similarities in attributes, needs, and preferences.
3. An example analysis of potential internet telecommunications customers identified four distinct segments prioritizing different attributes like cost, convenience, security, and international access.
Breaking the Status Quo Barrier (Messaging Matters webinar series)Corporate Visions
Statistics show that the most dangerous competitor you face is the status quo — it’s your prospects deciding to do nothing. If you want to grow your business, you’ll need to challenge your customers to do something different. And you need to turn more opportunities from "no decision" into decisions that favor you. The best way to do this is to establish the buying vision in the first place.
End-of-Term Strategy: Unlocking Hidden Deal ValueEverest Group
The document summarizes a webinar presented by Outsourcing Center on developing an end-of-term strategy for outsourcing contracts. It discusses reviewing the current outsourcing agreement based on four key dimensions: process, solution, supplier, and contract elements. It also examines how market changes like shifts in pricing structures, global sourcing adoption, and supplier consolidation can influence the end-of-term strategy options, which include extending with the current supplier, transferring to a new supplier, or bringing services back in-house. Developing a thorough end-of-term strategy enables organizations to leverage market opportunities and maximize value from supplier relationships.
Price Benchmarking of Outsourced ServicesEverest Group
Everest Group provides price benchmarking services for outsourced services. They benchmark rates for roles like project managers and provide the median benchmark price range. Their benchmarks offer additional context by identifying potential root causes of price differences, such as upskilling resources or using multi-competency job descriptions. Everest Group's benchmarks are differentiated because they map individual clients to accurate proxy comparisons by understanding the client's sourcing environment and normalizing data to their nomenclatures, which allows for a customized benchmark rather than a "one size fits all" approach.
This document provides guidance on call center procedures. It introduces a three tier customer engagement and relationship model focusing on building relationships through targeted marketing and data validation. It discusses executing activities in Siebel to track customer interactions, with taxonomy used to differentiate activity types. Procedures are outlined for welcoming new customers, ongoing customer support through renewals, and ensuring data quality.
The document outlines the key steps in an IBM sales process, including establishing a buying vision with the customer, qualifying the customer's needs, developing a solution, and closing the sale. It shows the steps to identify opportunities, validate customer interest, qualify leads, propose a solution, and generate pipeline and sales. The overall process moves from initial customer engagement through developing and customizing solutions to finalizing a signed contract.
This document discusses solutions for improving in-store execution and continuous improvement in the dynamic FMCG environment in Russia. Half of consumer purchasing decisions are made in-store. The Nielsen Retailplus program provides real-time audits of stores to monitor key performance indicators like availability, promotions, pricing, and compliance with merchandising standards. Clients receive daily alerts and reports on execution issues to drive improvements at the point of sale.
Business Patterns presentation @ Oredev 2012allan kelly
This document summarizes Allan Kelly's presentation at Oredev in Malmo, Sweden in November 2012. Kelly discussed several business patterns for software developers, including keeping product variations simple to reduce costs, having account managers work in pairs to handle commercial and technical customer issues, and using patterns sequences to link patterns and their consequences. Kelly also promoted his book "Business Patterns for Software Developers" which describes 38 patterns for software businesses.
The document contains an agenda for Dean Sandler that includes clients, board of directors, strategy meetings, key trends reports, preliminary company valuations, medical reports, training, and visions. It also includes charts, graphs, templates, and presentations. The document provides an overview of Dean Sandler's schedule and materials across various industries including media, financial services, pharmaceuticals, and more.
Navigating Customer Lifetime Value Conundrumgregmgaffney
This document provides a three-phase framework for calculating and using customer lifetime value (CLV).
1) The first phase is to define key parameters like the analysis units, available data, and objectives.
2) The second phase is to develop the CLV model by building assumptions, examining existing customer models, and choosing a modeling methodology.
3) The third phase is to deploy the CLV model by testing it, integrating it into decision systems, and applying it to resource allocation and other marketing activities.
The framework is intended to help organizations navigate the complex process of CLV analysis and deployment.
Cost reduction in automobile supply chainvrr432571
This document discusses strategies for reducing costs in automotive supply chains. It presents two types of strategies - red ocean strategies that compete in existing markets and blue ocean strategies that create new market spaces. For blue ocean products like the Tata Nano, the document discusses using target costing to determine the maximum allowable cost for each component. It provides an example of using target costing to set cost targets for the individual parts of a braking system. The document also discusses leveraging value engineering techniques like specifications changes, alternative materials, and process improvements to reduce costs for red ocean products facing competitive pressures.
1) Customer churn damages the profitability of communications service providers as it increases costs and decreases revenue. High churn rates can endanger economies of scale.
2) Most customers would consider switching providers, as offers are seen as interchangeable. Willingness to churn increases with market maturity.
3) Recent churners often do so in response to promotional offers from competitors or due to dissatisfaction with their existing provider.
Thinking inside the box Introducing new boxed expressions to DMN Denis GagneDenis Gagné
The Decision Model and Notation (DMN) standards aims at being a business-friendly language for specifying and automating business decisions. In DMN, Decision Requirement Diagrams (DRD) are visual depictions of decisions’ requirements and Boxed Expressions (BE) are visual depictions of the decisions’ logic. The current version of Boxed Expressions provides visual constructs for simple Friendly Enough Expression Language (FEEL) expressions but does not provide Boxed Expression constructs for more complex FEEL expression statements that business users struggle with.
In this presentation we will explore the problems faced by business users in specifying various more advanced FEEL statements and introduce new Boxed Expressions that address these shortcomings of the current DMN spec.
- The document describes a test of various business-to-business (B2B) sales forecasting methods using data from 12 sales teams.
- It finds that using historical averages of time-to-win, stage durations, and closing probabilities improves forecast accuracy over simple weighted pipelines that rely on declared estimates. The best-performing method was the "daily closing rate" technique.
- Sophisticated techniques like decision trees and linear predictors provided some improvements but were more complex to implement than leveraging historical averages of key pipeline metrics.
This document provides an introduction to Six Sigma. It discusses why quality initiatives are important, defines Six Sigma and its goal of reducing defects per million opportunities. It explains that Six Sigma provides a focus on critical to quality metrics and uses data and statistical processes to systematically solve problems. Key terms are introduced, such as processes, inputs, outputs, the relationship between reducing variation and reducing defects. The roles of different Six Sigma team members are also outlined.
Managing Products in the Mobile App World by Etay Gafni at SVPMA Monthly Event October 2011
Go to link below for notes from this event
http://svpma.org/2011/11/october-2011-event/
Selling steps to sell strategy funnel opportunities establish value close sal...SlideTeam.net
The document outlines the key steps in an IBM sales process:
1. Establish the customer's buying vision to understand their needs and priorities.
2. Qualify the customer and articulate IBM's capabilities to demonstrate how IBM can help meet their needs.
3. Develop a preliminary solution with the customer to address their problems.
4. Progress through further steps of accessing decision makers, proposing a full solution, and closing the sale to achieve a signed contract.
Selling steps to sell process funnel opportunities establish value close sale...SlideTeam.net
The document outlines the key steps in an IBM sales process:
1. Establish the customer's buying vision and qualify their interest.
2. Articulate IBM's capabilities to access the customer's power and needs.
3. Develop a preliminary solution with the customer.
4. Close the sale by getting a signed contract and verifiable outcomes.
SKIM webinar "Product Portfolio and Revenue Optimization"SKIM
Ever wondered if you should increase your product price or decrease your pack size? Among the many options your pricing, strategy, and research teams face in a competitive consumer environment, this is one of the most common. In our webinar we explore ways to optimize your pricing and your product portfolio composition to maximize overall revenue.
This document discusses translating market research into product strategy. It begins by outlining the agenda, which includes the role of a product manager, market research techniques, and a product strategy model called value curves. It then discusses various market research techniques like surveys, social media insights, and secondary research that can provide inputs for product strategy. A key part of the strategy is identifying elements of performance and value that are important to customers through value curves, which help position a product competitively by focusing on desired elements. The document provides examples of how companies like Samsung used this approach to improve their market share. It also discusses applying these techniques to an online pharmacy company in India.
Notes Version: The Paradigm From Sales To Profits Using Optimization AnalyticsVivastream
CVS Caremark utilized lift modeling and constraint-based optimization to improve their POS coupon program. They developed predictive models to identify customers most likely to purchase incrementally in response to offers. Testing found their initial models did not improve results, but refining the models using more data and a combined analytic and strategic approach significantly increased incremental sales and profit per customer. Lessons included focusing on the right success metrics, challenges of lift modeling, and the need for both analytic techniques and business knowledge.
Notes Version The Paradigm From Sales To Profits Using Optimization AnalyticsVivastream
This document provides an overview of a presentation on CVS's use of predictive analytics and optimization techniques. It discusses how CVS leverages customer data through its ExtraCare loyalty program to target customers with personalized offers via point-of-sale coupons. The goal is to drive incremental sales and return visits through offers tailored to each customer's purchase history and behaviors. CVS's targeting engine analyzes millions of data points to automatically configure offer cadence and amounts on a quarterly basis to find the optimal promotion strategy.
Amazon's vision is to be the most customer-centric company and offer low prices across a wide selection of products. The company pursued an aggressive growth strategy by investing heavily and expanding into new product categories and businesses. Amazon has seen strong international growth and now generates nearly half of its sales outside of North America.
1. The document discusses key elements of a strategic plan including determining the product market, level of commitment to resources, and objectives and plans for each functional area.
2. It also outlines the strategic planning process including collecting data, analyzing the situation, developing objectives and strategies, and measuring progress toward goals.
3. Finally, it provides examples of strategic planning tools like the wants-gets grid, conceptual map, value chain analysis, five forces of competition, and requisites for a learning organization.
This document discusses solutions for improving in-store execution and continuous improvement in the dynamic FMCG environment in Russia. Half of consumer purchasing decisions are made in-store. The Nielsen Retailplus program provides real-time audits of stores to monitor key performance indicators like availability, promotions, pricing, and compliance with merchandising standards. Clients receive daily alerts and reports on execution issues to drive improvements at the point of sale.
Business Patterns presentation @ Oredev 2012allan kelly
This document summarizes Allan Kelly's presentation at Oredev in Malmo, Sweden in November 2012. Kelly discussed several business patterns for software developers, including keeping product variations simple to reduce costs, having account managers work in pairs to handle commercial and technical customer issues, and using patterns sequences to link patterns and their consequences. Kelly also promoted his book "Business Patterns for Software Developers" which describes 38 patterns for software businesses.
The document contains an agenda for Dean Sandler that includes clients, board of directors, strategy meetings, key trends reports, preliminary company valuations, medical reports, training, and visions. It also includes charts, graphs, templates, and presentations. The document provides an overview of Dean Sandler's schedule and materials across various industries including media, financial services, pharmaceuticals, and more.
Navigating Customer Lifetime Value Conundrumgregmgaffney
This document provides a three-phase framework for calculating and using customer lifetime value (CLV).
1) The first phase is to define key parameters like the analysis units, available data, and objectives.
2) The second phase is to develop the CLV model by building assumptions, examining existing customer models, and choosing a modeling methodology.
3) The third phase is to deploy the CLV model by testing it, integrating it into decision systems, and applying it to resource allocation and other marketing activities.
The framework is intended to help organizations navigate the complex process of CLV analysis and deployment.
Cost reduction in automobile supply chainvrr432571
This document discusses strategies for reducing costs in automotive supply chains. It presents two types of strategies - red ocean strategies that compete in existing markets and blue ocean strategies that create new market spaces. For blue ocean products like the Tata Nano, the document discusses using target costing to determine the maximum allowable cost for each component. It provides an example of using target costing to set cost targets for the individual parts of a braking system. The document also discusses leveraging value engineering techniques like specifications changes, alternative materials, and process improvements to reduce costs for red ocean products facing competitive pressures.
1) Customer churn damages the profitability of communications service providers as it increases costs and decreases revenue. High churn rates can endanger economies of scale.
2) Most customers would consider switching providers, as offers are seen as interchangeable. Willingness to churn increases with market maturity.
3) Recent churners often do so in response to promotional offers from competitors or due to dissatisfaction with their existing provider.
Thinking inside the box Introducing new boxed expressions to DMN Denis GagneDenis Gagné
The Decision Model and Notation (DMN) standards aims at being a business-friendly language for specifying and automating business decisions. In DMN, Decision Requirement Diagrams (DRD) are visual depictions of decisions’ requirements and Boxed Expressions (BE) are visual depictions of the decisions’ logic. The current version of Boxed Expressions provides visual constructs for simple Friendly Enough Expression Language (FEEL) expressions but does not provide Boxed Expression constructs for more complex FEEL expression statements that business users struggle with.
In this presentation we will explore the problems faced by business users in specifying various more advanced FEEL statements and introduce new Boxed Expressions that address these shortcomings of the current DMN spec.
- The document describes a test of various business-to-business (B2B) sales forecasting methods using data from 12 sales teams.
- It finds that using historical averages of time-to-win, stage durations, and closing probabilities improves forecast accuracy over simple weighted pipelines that rely on declared estimates. The best-performing method was the "daily closing rate" technique.
- Sophisticated techniques like decision trees and linear predictors provided some improvements but were more complex to implement than leveraging historical averages of key pipeline metrics.
This document provides an introduction to Six Sigma. It discusses why quality initiatives are important, defines Six Sigma and its goal of reducing defects per million opportunities. It explains that Six Sigma provides a focus on critical to quality metrics and uses data and statistical processes to systematically solve problems. Key terms are introduced, such as processes, inputs, outputs, the relationship between reducing variation and reducing defects. The roles of different Six Sigma team members are also outlined.
Managing Products in the Mobile App World by Etay Gafni at SVPMA Monthly Event October 2011
Go to link below for notes from this event
http://svpma.org/2011/11/october-2011-event/
Selling steps to sell strategy funnel opportunities establish value close sal...SlideTeam.net
The document outlines the key steps in an IBM sales process:
1. Establish the customer's buying vision to understand their needs and priorities.
2. Qualify the customer and articulate IBM's capabilities to demonstrate how IBM can help meet their needs.
3. Develop a preliminary solution with the customer to address their problems.
4. Progress through further steps of accessing decision makers, proposing a full solution, and closing the sale to achieve a signed contract.
Selling steps to sell process funnel opportunities establish value close sale...SlideTeam.net
The document outlines the key steps in an IBM sales process:
1. Establish the customer's buying vision and qualify their interest.
2. Articulate IBM's capabilities to access the customer's power and needs.
3. Develop a preliminary solution with the customer.
4. Close the sale by getting a signed contract and verifiable outcomes.
SKIM webinar "Product Portfolio and Revenue Optimization"SKIM
Ever wondered if you should increase your product price or decrease your pack size? Among the many options your pricing, strategy, and research teams face in a competitive consumer environment, this is one of the most common. In our webinar we explore ways to optimize your pricing and your product portfolio composition to maximize overall revenue.
This document discusses translating market research into product strategy. It begins by outlining the agenda, which includes the role of a product manager, market research techniques, and a product strategy model called value curves. It then discusses various market research techniques like surveys, social media insights, and secondary research that can provide inputs for product strategy. A key part of the strategy is identifying elements of performance and value that are important to customers through value curves, which help position a product competitively by focusing on desired elements. The document provides examples of how companies like Samsung used this approach to improve their market share. It also discusses applying these techniques to an online pharmacy company in India.
Notes Version: The Paradigm From Sales To Profits Using Optimization AnalyticsVivastream
CVS Caremark utilized lift modeling and constraint-based optimization to improve their POS coupon program. They developed predictive models to identify customers most likely to purchase incrementally in response to offers. Testing found their initial models did not improve results, but refining the models using more data and a combined analytic and strategic approach significantly increased incremental sales and profit per customer. Lessons included focusing on the right success metrics, challenges of lift modeling, and the need for both analytic techniques and business knowledge.
Notes Version The Paradigm From Sales To Profits Using Optimization AnalyticsVivastream
This document provides an overview of a presentation on CVS's use of predictive analytics and optimization techniques. It discusses how CVS leverages customer data through its ExtraCare loyalty program to target customers with personalized offers via point-of-sale coupons. The goal is to drive incremental sales and return visits through offers tailored to each customer's purchase history and behaviors. CVS's targeting engine analyzes millions of data points to automatically configure offer cadence and amounts on a quarterly basis to find the optimal promotion strategy.
Amazon's vision is to be the most customer-centric company and offer low prices across a wide selection of products. The company pursued an aggressive growth strategy by investing heavily and expanding into new product categories and businesses. Amazon has seen strong international growth and now generates nearly half of its sales outside of North America.
1. The document discusses key elements of a strategic plan including determining the product market, level of commitment to resources, and objectives and plans for each functional area.
2. It also outlines the strategic planning process including collecting data, analyzing the situation, developing objectives and strategies, and measuring progress toward goals.
3. Finally, it provides examples of strategic planning tools like the wants-gets grid, conceptual map, value chain analysis, five forces of competition, and requisites for a learning organization.
Six Sigma is a data-driven problem solving methodology that aims to reduce variation and improve quality. It uses defined processes and statistical tools. There are different belts (white, yellow, green, black, master black) that indicate different experience levels. The main Six Sigma methodologies are DMAIC for improvement projects and DFSS for design projects. DMAIC stands for Define, Measure, Analyze, Improve, Control and guides teams through the problem solving process. DFSS involves defining customer needs, concept design, detailed design, prototyping and control planning. Six Sigma could be used at DONG Renewables for development, warranty issues, out of warranty improvements, experiments, reliability testing and process improvements.
Six Sigma is a data-driven problem solving methodology that aims to reduce variation and improve quality. It uses defined processes and statistical tools. There are different belts (white, yellow, green, black, master black) that indicate different experience levels. The main Six Sigma methodologies are DMAIC for improvement projects and DFSS for design projects. DMAIC stands for Define, Measure, Analyze, Improve, Control and guides teams through the problem solving process. DFSS involves defining customer needs, concept design, detailed design, prototyping and control planning. Six Sigma could be used at DONG Renewables for development, warranty issues, out of warranty improvements, experiments, reliability testing and process improvements.
Understanding user behaviour in the omni channel world- jwtB2B Marketing
How to best leverage data insights from multi-channel platforms to impact ongoing marketing strategies and revenues. This includes customer behaviour across digital platforms and integrated online and offline user experience journey.
This presentation includes advice on how behaviours impact customers’ decision-making processes, practical advice on how to garner insights and how to measure and structure marketing campaigns across multi-channel platforms.
The session will also feature a case study example of applying the above and increasing ROI for B2B brands.
Benefits
Practical advice on managing multi-channel marketing activities
Customer insights in the digital world
Real life examples
How this impacts business objectives and ROI
Measurement of ROI retained via digital and social media
SharePoint MoneyBall: The Art of Winning the SharePoint Metrics Game by Susan...SPTechCon
This document discusses metrics for measuring the success of a SharePoint implementation. It emphasizes establishing business objectives and stakeholder needs before selecting metrics. Both quantitative metrics like time savings and qualitative metrics like user stories are recommended to capture different types of impacts. The metrics should be presented to stakeholders in a way that is relevant and collected at low cost.
This webinar presentation discusses quantifying value, including quantifying intangible value and value from bundled offers. The presentation is given by Ed Arnold and Roberto Rivera from LeveragePoint, a software company for value-based pricing. They discuss how to break down broad customer benefits into tangible impacts and economic value. Examples are provided of quantifying value for reliability, expertise, and bundled specialty and commodity catalyst offers for a large OEM customer. The next webinar in the series will focus on value modeling in the innovation process.
This document summarizes Bob Dorf's presentation on business models and customer development. It emphasizes that most startups fail due to a lack of customers rather than product failures. It promotes applying a customer development process even for non-startups to test ideas and business models through customer feedback and pivoting. This process involves continuous discovery, validating hypotheses with customers, and adjusting plans based on what customers say, not what founders think.
The success of a new pricing campaign relies on the balance of many factors, some are measurable and some seem to depend mostly on creativity and talent
The challenge is to bring the science much closer to the “artistic” part
In this webinar the participants will learn about:
Behavior Pricing analytics framework, profitability modeling, simulations and forecasting
Needs Determining pricing structures based on segments/micro segments needs
Perceptions Value based pricing strategy in practice
Influential Behavioral economics real life examples – providing additional science into pricing structures & campaign messages
This document discusses customer relationship management and consulting. It introduces a consulting firm called Solution INBOX that specializes in customer marketing analysis, relationship management, and developing customer relationship tools. The document outlines Solution INBOX's services, including data management, customer behavior analysis, relationship marketing, and consulting. It emphasizes developing an in-depth understanding of customers to better influence their relationships with companies.
The document discusses 12 critical success factors for implementing an effective inventory assortment planning solution. It covers topics such as making assortment planning a continuous process at the center of merchandising efforts, choosing the right store clustering approach, managing attributes, reporting, and considering multi-channel impacts. Change management is also identified as a key factor for success.
This workshop was created to provide a framework for thinking about and measuring marketing investment.
For more marketing advice, contact info@hawkpartners.com
Emetrics - Oct 19 2011 - New York - X channel optimisationCraig Sullivan
The document discusses Belron's testing culture and multi-variate testing program. Belron has a small in-house optimization team that runs dozens of tests across its sites annually. Their testing aims to increase key metrics like revenue and customer satisfaction while lowering costs. Belron gathers ideas from analytics, customer feedback, and usability research. They employ A/B testing as well as multi-variate or "MVT" testing with dozens of variables. Through continual testing, Belron has achieved over $40 million in ROI from optimizations costing around $800,000 over two years.
Similar to Presentation nicole huyghe (advanced analytics) get inspired 2012 (20)
This document discusses a study conducted by Coffee-Sense to understand customers' perceptions of their coffee experience. The study aimed to generate a performance score for the coffee experience, identify current problems, and use the results as a benchmark. It found that Coffee-Sense's customer experience index was above 75 but below the 80 target. Government and short-term clients had the lowest scores. The biggest problems were with temperature, taste quality, and cup quality, though reliability was seen as a strength. The study will be repeated to measure improvements after Coffee-Sense takes actions.
This document summarizes various dynamic dashboard and Excel output solutions provided by solutions-2 to present results. It includes:
1) Interactive dashboards that allow filtering and selecting/deselecting items, with results presented through color-coded indices and links to additional pages.
2) Examples of forecasting tools based on conjoint analysis, allocation tools, and volume forecasting tools.
3) Options for presenting static data through quadrant maps and driver models.
The document discusses solutions-2's tables-2 service for creating tables and statistics from survey data. It describes the features of tables-2 including intelligent and appealing table layouts, double checking of the data and specifications, relevant statistics and easy navigation of the tables. It also provides testimonials from clients who praise the support, timely turnaround and clear tables created by solutions-2.
The big window, bbc & solutions 2 - changing the way we think about agesolutions-2
This document summarizes research on perceived age and how it can be used to better understand consumers and audiences. The researchers developed a model called the Age Frame to measure perceived age based on internal, interactive, and external factors. A large study found perceived age often differs significantly from chronological age. Understanding perceived age provides opportunities to map programming, target audiences more accurately, and serve people of all ages. The researchers believe perceived age insight can enhance scheduling, promotions, and finding new viewers in a way that respects how people see themselves.
Solutions-2 is a research consultancy founded in 2002 that provides advanced analytics services including statistics, data mining, segmentation, pricing analysis, and visualization storytelling. Headquartered in Belgium with an office in London, the 12-person team is inspired by statistics and uses an innovative approach to help clients gain strategic insights and act on numbers. Customers praise Solutions-2 for their critical perspectives, expertise, accuracy, and efficiency in delivering actionable research results.
Inspiration run 2011 slideshare versionsolutions-2
The document recommends stripping away unnecessary content like background slides, cluttered charts, and fancy statistics. It suggests sticking to the key points, highlighting unexpected results, and keeping presentations simple while adding passion. The goal is to distill presentations down to the most essential information and results that matter for the audience.
Brian Fitzsimmons on the Business Strategy and Content Flywheel of Barstool S...Neil Horowitz
On episode 272 of the Digital and Social Media Sports Podcast, Neil chatted with Brian Fitzsimmons, Director of Licensing and Business Development for Barstool Sports.
What follows is a collection of snippets from the podcast. To hear the full interview and more, check out the podcast on all podcast platforms and at www.dsmsports.net
Navigating the world of forex trading can be challenging, especially for beginners. To help you make an informed decision, we have comprehensively compared the best forex brokers in India for 2024. This article, reviewed by Top Forex Brokers Review, will cover featured award winners, the best forex brokers, featured offers, the best copy trading platforms, the best forex brokers for beginners, the best MetaTrader brokers, and recently updated reviews. We will focus on FP Markets, Black Bull, EightCap, IC Markets, and Octa.
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.AnnySerafinaLove
This letter, written by Kellen Harkins, Course Director at Full Sail University, commends Anny Love's exemplary performance in the Video Sharing Platforms class. It highlights her dedication, willingness to challenge herself, and exceptional skills in production, editing, and marketing across various video platforms like YouTube, TikTok, and Instagram.
The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...APCO
The Radar reflects input from APCO’s teams located around the world. It distils a host of interconnected events and trends into insights to inform operational and strategic decisions. Issues covered in this edition include:
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
Part 2 Deep Dive: Navigating the 2024 Slowdownjeffkluth1
Introduction
The global retail industry has weathered numerous storms, with the financial crisis of 2008 serving as a poignant reminder of the sector's resilience and adaptability. However, as we navigate the complex landscape of 2024, retailers face a unique set of challenges that demand innovative strategies and a fundamental shift in mindset. This white paper contrasts the impact of the 2008 recession on the retail sector with the current headwinds retailers are grappling with, while offering a comprehensive roadmap for success in this new paradigm.
Digital Marketing with a Focus on Sustainabilitysssourabhsharma
Digital Marketing best practices including influencer marketing, content creators, and omnichannel marketing for Sustainable Brands at the Sustainable Cosmetics Summit 2024 in New York
The Genesis of BriansClub.cm Famous Dark WEb PlatformSabaaSudozai
BriansClub.cm, a famous platform on the dark web, has become one of the most infamous carding marketplaces, specializing in the sale of stolen credit card data.
Understanding User Needs and Satisfying ThemAggregage
https://www.productmanagementtoday.com/frs/26903918/understanding-user-needs-and-satisfying-them
We know we want to create products which our customers find to be valuable. Whether we label it as customer-centric or product-led depends on how long we've been doing product management. There are three challenges we face when doing this. The obvious challenge is figuring out what our users need; the non-obvious challenges are in creating a shared understanding of those needs and in sensing if what we're doing is meeting those needs.
In this webinar, we won't focus on the research methods for discovering user-needs. We will focus on synthesis of the needs we discover, communication and alignment tools, and how we operationalize addressing those needs.
Industry expert Scott Sehlhorst will:
• Introduce a taxonomy for user goals with real world examples
• Present the Onion Diagram, a tool for contextualizing task-level goals
• Illustrate how customer journey maps capture activity-level and task-level goals
• Demonstrate the best approach to selection and prioritization of user-goals to address
• Highlight the crucial benchmarks, observable changes, in ensuring fulfillment of customer needs
Best Competitive Marble Pricing in Dubai - ☎ 9928909666Stone Art Hub
Stone Art Hub offers the best competitive Marble Pricing in Dubai, ensuring affordability without compromising quality. With a wide range of exquisite marble options to choose from, you can enhance your spaces with elegance and sophistication. For inquiries or orders, contact us at ☎ 9928909666. Experience luxury at unbeatable prices.
Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challengesHolger Mueller
Holger Mueller of Constellation Research shares his key takeaways from SAP's Sapphire confernece, held in Orlando, June 3rd till 5th 2024, in the Orange Convention Center.
Discover timeless style with the 2022 Vintage Roman Numerals Men's Ring. Crafted from premium stainless steel, this 6mm wide ring embodies elegance and durability. Perfect as a gift, it seamlessly blends classic Roman numeral detailing with modern sophistication, making it an ideal accessory for any occasion.
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4. MENU BASED CONJOINT
CLUSTER ENSEMBLES
K. CHRZAN MAKE/BREAK MODEL
KANO RESEARCH
MULTI / SPARSE / EXPRESS MAXDIFF
CBC + MAXDIFF
TURF (+ SURF)
4
5. NPD/Voice of customer Dashboard/Score card
How are we doing
What are customers
and how can we
looking for when
increase
buying a product?
satisfaction/loyalty?
Are there customer How is my brand
segments with positioned versus
different needs? the competition?
Segmentation Brand positioning
Perceptual mapping
13. Choice-Based-Conjoint
Assumption: compensatory approach
Natural choice task
None option makes it even more realistic
Easy for the respondent
Fairly short exercise
13
14. Choice-Based-Conjoint
All respondents do get to see all attributes
and levels
Risk of focusing on a few attributes only
Might result in poor data
Less engaging exercise
Assumptions: features are pre-bundled
14
17. Menu Based Conjoint (MBC)
Extension of CBC
For multi-check/configurator choice tasks
A la carte product and service configuration
ACBC and CBC: pre-bundled
Examples: Restaurant menus, Cars, Telecom
bundling, Insurance policies, Banking options
17
18. Below you will see the Land Rover L560 together with all of the additional features at different prices.
For each feature, please indicate whether or not you would subscribe to that feature at that price.
If you are not interested in any of the features at any of the given prices, please tick ‘None of the above’.
Land Rover L560
£70,500
Dual View £800
Bluetooth with seat belt microphones £1,100
Bluetooth phone audio connection £900
Rear seat phone with cordless handset £800
None of the above
TOTAL PRICE: £71,400
29. Traditional Cluster ensemble
segmentation segmentation
Segments differ on few Segments differ on many
dimensions dimensions
Less diffentiated on Differentiation on both
tangeable aspects. More tangeable (who aspect)
focus on the why than the and less tangeable aspects
who (why aspect)
Difficult to target segments Targeting segments is
essential and possible
30. The cluster ensemble process
Traditional
Theme 1 segmentations are
run on each of the
different
dimensions (such
Theme 2 as behaviour,
needs, attitudes,
demographics, …)
Theme 3
...
Theme 9
Theme 10
All individual
segmentation
Cluster results are used as
input to an
ensemble
Ensemble methode to get
segments differing
on all dimensions
38. Model objective
Quantifying the drivers of
overall satisfaction/loyalty/NPS
39. Business outcome
Increasing sales through
improved performance/loyalty
/advocacy scores
40. ***** hotel
Drivers of the customer experience
Staff Restaurant
Room Lounge area
Cleanliness Hotel atmosphere
Room size Internet/Wifi
Breakfast Price
Reservations
41. ***** hotel
Drivers of the customer experience
4 Staff 8 Restaurant
9 Room 9 Lounge area
9 Cleanliness 7 Hotel atmosphere
9 Room size 2 Internet/Wifi
8 Breakfast 6 Price
7 Reservations
+ Overall experience score: 6
43. 1 Overall experience score: 6
If < 7 ask if there were aspects so bad that they made
the whole experience awful
If > 8 ask if there were aspects so good that they made
the whole experience wonderful
2 x Staff Restaurant
Room Lounge area
Cleanliness Hotel atmosphere
Room size x Internet/Wifi
Breakfast Price
Reservations
44. 3 x Staff 8 Restaurant
9 Room 9 Lounge area
9 Cleanliness 7 Hotel atmosphere
9 Room size x Internet/Wifi
8 Breakfast 6 Price
7 Reservations
4 1 x Staff 8 Restaurant
9 Room 9 Lounge area
9 Cleanliness 7 Hotel atmosphere
9 Room size 1 x Internet/Wifi
8 Breakfast 6 Price
7 Reservations
45. RESULTS – FOR EACH ASPECT
Standard weights
Penalty weights for bad experiences
Bonus weights for wonderful experiences
Richer and more accurate model
48. Business outcome
Increasing sales through
improved performance/loyalty
/advocacy scores
49. Understanding how performance
drives satisfaction/loyalty
Overall
Satisfaction
Kano Theory
Satisfied allows us to
derive how
performance
in an area
drives overall
Performance Performance satisation
– -
Poor Outstanding
Traditional
Methods
assume that
there is
always a
Overall linear impact
Satisfaction
Dissatisfied
50. Identify the ‘Must Haves’….
Overall Must haves
Satisfaction
Satisfied No extra points
if you get it
perfect BUT
people will be
upset if it
Performance Performance
– -
doesn’t work.
Poor Outstanding
Dissatisfiers Critical to fix if
Expected
performance is
/ Must
poor
haves
DISSATISFIERS
Overall
Satisfaction
Dissatisfied
51. Identify the ‘Added Bonuses’….
Overall
Satisfaction Added Bonus
Satisfied
People don’t
Attractive expect it, so
/ Added there is no
bonuses DELIGHTERS dissapointment
Performance Performance
– - if it is lacking
Poor Outstanding BUT it delights
people when it
happens
Create/
Identify USPs
Overall
Satisfaction
Dissatisfied
DELIGHTERS
52. ….and the ‘Key Desired’ elements
Overall
Satisfaction Desired
Satisfied Desired
Fall into both
Attractive categories.
/ Added
bonuses Delighters These are the
Performance Performance
– -
key areas for a
Poor Outstanding company to
Dissatisfiers
Expected focus and
/ Must perfom on
haves
DELIGHTERS &
DISSATISFIERS
Overall
Satisfaction
Dissatisfied
53. Kano Analysis
Creating a better customer experience
Establish customer driven action plan
Identify Critical Fixes
Tailor Offering to Customer Needs
Create USPs
Optimise Investment
More satisfied, loyal & profitable
customers
60. Average number of
tested items : 15 – 30
if 5 items on a screen
9 to 18 screens
WHAT IF 120 ITEMS ??
61. EXPRESS MAXDIFF
Each respondent only ~ 30 items
The 30 items are seen 3 times
Each respondent a different set of 30
Fully randomised sets
Full utility set for each respondent
Sample size >>
Ideal for list with > 60 items
62. SPARSE MAXDIFF
Each respondent sees all items
All items are only seen once
Full utiliy set for each respondent
Shorter questionnaire
Ideal for list with < 60 items
63. Only asks about persuasiveness
What about uniqueness, believability?
67. Weekday On ipad
Weekend On iphone
Both On pc
On all
1 month archive Paper copy week
1 year archive Paper copy WE
1 week archive No paper copy
Headline news National news
Financial news Economic news
Sports Stock exchange
Cultural news Blogs
Local news …
International news
68. Online paper option 1 Online paper option 2 Online paper option 3
Weekday Weekday Weekday
On ipad On ipad On ipad
1 month archive 1 month archive 1 month archive
No paper copy No paper copy No paper copy
Financial news National news Financial news
International news Blogs Local news
Sports Cultural news Sports
Local news Local news Local news
Blogs Sports Eonomic news
Stock Exchange
£9/month £13/month £15/month
69. Online paper option 1 Online paper option 2 Online paper option 3
Weekday Weekday Weekday
On ipad On ipad On ipad
1 month archive 1 month archive 1 month archive
No paper copy No paper copy No paper copy
Financial news National news Financial news
International news Blogs Local news
Sports Cultural news Sports
Local news Local news Local news
Blogs Sports Eonomic news
Best to reduce list Stock Exchange
before conjoint
70. Most likely Least likely
subscribe subscribe
Headline news
Financial news
Sports
Cultural news
71. Most likely Least likely
subscribe subscribe
Headline news
Financial news
Sports
Cultural news
The top 5 items for each respondent are
then passed to the conjoint tailored
76. Gelati Which 4 our of these 8 should we chose?
& Sons
Respondents have a 1 if they would buy the flavour.
R1 1 1 0 0 0 0 0 0
R2 0 1 1 1 0 0 1 0
R3 0 0 1 0 0 0 0 0
R4 1 1 0 1 1 0 0 1
R5 0 0 0 0 0 1 0 0
There are 70 different ways to
choose 4 flavours from these 8!76
77. Gelati
Re Results from all 100 respondents
& Sons
Unduplic
# ated
Flavours Reach Flavours
1 65%
2 80%
3 90%
4 95%
5 100%
= with this selection of 5 flavours,
they please all respondents 77
78. < 30 items TURF
If ≥ 30 TURF + SURF
(SURF: Successive Unduplicated Reach and Frequency)
79. Nicole Huyghe
nicole@solutions2.be
www.solutions2.be
If you have any
risingquestions