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Sales Effectiveness Analytics Solutions
– An Introduction
Prithvijit Roy
CEO & Co-founder

prithvijit.roy@bridgei2i.com

@ 2014 BRIDGEi2i Analytics Solutions Pvt. Ltd. All rights reserved
BRIDGEi2i – Bridging Information, Insight and Impact

Information
Transform and visualize big data into
meaningful business metrics

Insight
Identify underlying patterns, understand
behavior and predict outcome

Impact
Institutionalize data driven decisions to
realize sustainable business value

Big Data
Management

Reporting,
Research &
Visualization

Behavioral
Modeling &
Personalization

Resource
Planning &
Optimization

Decision
Engine

Partnering with enterprises globally to monetize their data assets

Analytics
Operationalization

2
Variety of Challenges across the Sales Process
Sales Planning & Deployment
Estimated total addressable market & market share –
US States
% market
share

Region wise sales - US (2009 to
2012)
Total addressable market

How should I
allocate my sales
force across my
target market?

Sales Forecast
Always Inaccurate
Often Inaccurate
Normally Reliable

How can I increase
accuracy of my
sales forecasts?

Always Reliable

Customer Knowledge & Lead Management

Sales Performance Management
Allocation of Sales Time

How do I know
the needs of
my clients?

Face to Face Selling
Service Calls
Adminstrative Tasks

Selling on Phone
Waiting or Traveling

How can I increase
my customer facing
time?

Training

Sales Rep Ramp-up Time

Can data help solve the challenges I see across
the sales process?

< 3 months
3 - 6 months
6 - 12 months
12+ months

How do get my
sales productive
faster?

3
Our Analytics Solutions to enhance Sales Effectiveness
Data Sources

BRIDGEi2i ‘s Analytics Solutions
Sales Performance
Management

Expected Outcome

Sales Planning &
Deployment

Customer Knowledge
& Lead Management

Sales Transactions

Market & sales
opportunity estimation

Lead generation for sales
(customer acquisition)

Sales performance
dashboards

Increase customer share of
wallet

CRM data – (leads, pipeline,
booking, attainment)

Optimal Sales force
sizing

Strike-zone identification
in sales pipeline

Identify sales productivity
drivers & interventions

Increase sales predictability

ERP data (HR & Finance)

Sales deployment &
quota planning

Account Intelligence

Reduce sales onboarding
time

Enhance revenue per sales
person

Customer demographics

Increase sales / pipeline
forecast accuracy

Customer whitespace &
share of wallet analysis

Sales compensation &
incentives design

Increase Revenue Size per
deal

Win-loss analysis

Identify winning sales
profiles for hiring

Market Reports, Growth
indicators

Customer & Sales Surveys

Increase revenue &
conversion rate

Better visibility & predictability across the sales process helps increasing sales efficiency & effectiveness
4
Illustrations of our Work across various Sales Challenges

Sales Opportunity & Planning

Sales Force Allocation

Pipeline Forecasting

Conversion Rate Estimation

Customer Account Intelligence

Customer Strike-zone Identification

Customer White-space Identification

Sales TCO and ROI tool Calculator

Sales Performance Dashboard

Sales Performance Drivers

Sales Quota Allocation

Sales Process Improvement Levers

5
The Impact – Expand Size and Volume of your Sales Funnel
Sales funnel

Sales process

Sales impact

Increase leads &
sales-force coverage

Increase sales conversion
Increase customer share of wallet

Illustrations of Client Impact enabled by us
Supports a global networking giant to drive better forecasting of
pipeline and conversion and designed a predictive dashboard to
ensure interventions to meet plans.

Significant increase in Revenue per Customer

Improved Predictability in business planning
Supports the Sales team on an Insurance company with more
targeted customer pursuits by identify cross-sell, renewal and
white-space opportunities in the customer installed base.

6
The BRIDGEi2i Profile and Approach

MARKETING
EFFECTIVENESS
SALES EFFECTIVENESS

• 40+ member team of analysts,
researchers & data scientists with
advanced degrees in Management or
Quantitative Sciences.
• Team has a strong combination of
consulting, domain, technology &
analytics expertize.
• Founders experienced in building the
largest Analytics Centers of Expertize
for GE & HP

Recognitions

• 4 Fortune 500 Global Technology
Companies

11 innovative Big Data start-ups in 2013

• 2 Fortune 500 Global Financial
Services Companies
• 3 US based Fortune 1000 Insurance
Companies
• 1 of the Big 4 Firms

• 1 of the World’s largest Logistics
providers

Simplify the process of deriving
actionable insights

SUSTAIN

Pan enterprise institutionalization of
analytics for sustainable impact

Top Fin-tech innovations in Finovate
Asia 2013

Solve unstructured business problems
based on data and analytics

SIMPLIFY

10 Most promising Big Data companies in 2013

Enabling clients to compete &
win based on analytics

OPERATIONS PLANNING

SOLVE

Recognized in Risk & Procurement Analytics
Capabilities in 2012 & 13
PRICE OPTIMIZATION

CUSTOMER INTELLIGENCE

Clients

RISK MANAGEMENT

Talent

7
Sales Planning &
Deployment

Use Big Data and
Analytics to get more
out of Sales Teams…
www.bridgei2i.com
: BRIDGEi2i

Customer Knowledge &
Lead Management
Sales Performance
Management

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BRIDGEi2i Sales Effectiveness Analytics Solutions - Introduction

  • 1. Sales Effectiveness Analytics Solutions – An Introduction Prithvijit Roy CEO & Co-founder prithvijit.roy@bridgei2i.com @ 2014 BRIDGEi2i Analytics Solutions Pvt. Ltd. All rights reserved
  • 2. BRIDGEi2i – Bridging Information, Insight and Impact Information Transform and visualize big data into meaningful business metrics Insight Identify underlying patterns, understand behavior and predict outcome Impact Institutionalize data driven decisions to realize sustainable business value Big Data Management Reporting, Research & Visualization Behavioral Modeling & Personalization Resource Planning & Optimization Decision Engine Partnering with enterprises globally to monetize their data assets Analytics Operationalization 2
  • 3. Variety of Challenges across the Sales Process Sales Planning & Deployment Estimated total addressable market & market share – US States % market share Region wise sales - US (2009 to 2012) Total addressable market How should I allocate my sales force across my target market? Sales Forecast Always Inaccurate Often Inaccurate Normally Reliable How can I increase accuracy of my sales forecasts? Always Reliable Customer Knowledge & Lead Management Sales Performance Management Allocation of Sales Time How do I know the needs of my clients? Face to Face Selling Service Calls Adminstrative Tasks Selling on Phone Waiting or Traveling How can I increase my customer facing time? Training Sales Rep Ramp-up Time Can data help solve the challenges I see across the sales process? < 3 months 3 - 6 months 6 - 12 months 12+ months How do get my sales productive faster? 3
  • 4. Our Analytics Solutions to enhance Sales Effectiveness Data Sources BRIDGEi2i ‘s Analytics Solutions Sales Performance Management Expected Outcome Sales Planning & Deployment Customer Knowledge & Lead Management Sales Transactions Market & sales opportunity estimation Lead generation for sales (customer acquisition) Sales performance dashboards Increase customer share of wallet CRM data – (leads, pipeline, booking, attainment) Optimal Sales force sizing Strike-zone identification in sales pipeline Identify sales productivity drivers & interventions Increase sales predictability ERP data (HR & Finance) Sales deployment & quota planning Account Intelligence Reduce sales onboarding time Enhance revenue per sales person Customer demographics Increase sales / pipeline forecast accuracy Customer whitespace & share of wallet analysis Sales compensation & incentives design Increase Revenue Size per deal Win-loss analysis Identify winning sales profiles for hiring Market Reports, Growth indicators Customer & Sales Surveys Increase revenue & conversion rate Better visibility & predictability across the sales process helps increasing sales efficiency & effectiveness 4
  • 5. Illustrations of our Work across various Sales Challenges Sales Opportunity & Planning Sales Force Allocation Pipeline Forecasting Conversion Rate Estimation Customer Account Intelligence Customer Strike-zone Identification Customer White-space Identification Sales TCO and ROI tool Calculator Sales Performance Dashboard Sales Performance Drivers Sales Quota Allocation Sales Process Improvement Levers 5
  • 6. The Impact – Expand Size and Volume of your Sales Funnel Sales funnel Sales process Sales impact Increase leads & sales-force coverage Increase sales conversion Increase customer share of wallet Illustrations of Client Impact enabled by us Supports a global networking giant to drive better forecasting of pipeline and conversion and designed a predictive dashboard to ensure interventions to meet plans. Significant increase in Revenue per Customer Improved Predictability in business planning Supports the Sales team on an Insurance company with more targeted customer pursuits by identify cross-sell, renewal and white-space opportunities in the customer installed base. 6
  • 7. The BRIDGEi2i Profile and Approach MARKETING EFFECTIVENESS SALES EFFECTIVENESS • 40+ member team of analysts, researchers & data scientists with advanced degrees in Management or Quantitative Sciences. • Team has a strong combination of consulting, domain, technology & analytics expertize. • Founders experienced in building the largest Analytics Centers of Expertize for GE & HP Recognitions • 4 Fortune 500 Global Technology Companies 11 innovative Big Data start-ups in 2013 • 2 Fortune 500 Global Financial Services Companies • 3 US based Fortune 1000 Insurance Companies • 1 of the Big 4 Firms • 1 of the World’s largest Logistics providers Simplify the process of deriving actionable insights SUSTAIN Pan enterprise institutionalization of analytics for sustainable impact Top Fin-tech innovations in Finovate Asia 2013 Solve unstructured business problems based on data and analytics SIMPLIFY 10 Most promising Big Data companies in 2013 Enabling clients to compete & win based on analytics OPERATIONS PLANNING SOLVE Recognized in Risk & Procurement Analytics Capabilities in 2012 & 13 PRICE OPTIMIZATION CUSTOMER INTELLIGENCE Clients RISK MANAGEMENT Talent 7
  • 8. Sales Planning & Deployment Use Big Data and Analytics to get more out of Sales Teams… www.bridgei2i.com : BRIDGEi2i Customer Knowledge & Lead Management Sales Performance Management