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
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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?
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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
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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
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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.
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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
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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