partners in value generationTM

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Sales 2.0: where can predictive analytics help inside sales?

Parth R. SrinivasaPresident, Valgen

AA-ISP Chicago ChapterFebruary 2011

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Overview

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Amazon uses analytics to serve recommendations

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What you do + what others like you do + what happened before = prediction

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Netflix recommends the next movie to watch. And a million bucks if you can predict!

Note: the modeling competition was discontinued due to FTC concerns over privacy

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New Sheriff in town: CPD predicts “hot spots”… “track incidents to build analytic engine”

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NFL teams use predictive analytics too!

Photo from patriots.com

New England Patriots Draft pick criteria Decision support system

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There are many analysis tools and approaches, and each has its place

PAST (Know) FUTURE (Predict)

LE

SS

DA

TA

MO

RE

DA

TA

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What would YOU want to predict?

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What would YOU want to predict?

Account ManagementTeam Performance

Lead Gen

Sales performance measurement

Reps, teams, enterprise

Goals/forecasting

Process improvement

Account portfolio management

Ideal for transactional sales

Lead gen/prospecting

Timing of calls

Cross & upsell

Customer attrition

Shorten buying cycles

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Increase productivity = Better results with same or fewer resources: time, money, people

typically these customers are top of mind

other customers are under-served, resulting in lower future value

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Inside Sales’ specific challenges can be addressed with predictive engine at core

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Valgen delivers al a carte modules that drive rep actions based on predictions

cf =

customer

focused

VALGEN INC © 2011

Valgen delivers al a carte modules that drive rep actions based on predictions

Prediction for each

stage of funnel, with

market data

Keep early stage customers top of

mind

Leverage best time to call for

better conversion

Find “next-best’ product or most likely category

Nurture high value/high

potential accounts cf =

customer

focused

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Examples from some of our projects supporting inside sales

Lead gen for appointment setting

New Product Launch

Attach accessories to radio sales

Reduce customer attrition

Fast-growing GPS fleet

tracking company

Global leader in eye care

Leader in mobile solutions

world wide

Midwest based diversified adhesives manufacturer

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Integrate

… with tools and systems already in place; focus on a pressing goal

Top tips for predictive analytics to yield strong, sustainable results

Involve

Don’t try it in isolation; involve sales from the beginning

Iterate

Set baseline and forecast, test, measure, adjust, test, measure...

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How you can grow a culture of predictive analytics within inside sales

Think Big!Picture, that is… patterns, causes

Connect…the dots across data points, sources

Start SmallSolve one objective, build, adapt

LeverageCompany-wide tools and resources

Make it easyFor reps to use and focus on actions

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Thank You!