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.

1. PRESCRIPTIVE ANALYTICS
WITH BIG DATA ON SALES
DOMAIN
Saritha Ivaturi
Director in Product – Analytics
Velocify

2. MY HERO
 Brings Money
 Brings Customers
 Brings Jobs The Sales Community

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. I AM WONDERING
Analytics Sales
Building trust is the only way
~90%
trash

5. HOW DO I BUILD THE TRUST
Understand the Persona
Understand their constraints
Understand their needs
BEFORE YOU ACT

6. OBVIOUS ANSWER
Sales Acceleration

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. 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. NATURAL COURSE OF ACTION

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. 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

13. 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/