sales acceleration center for the modern enterprise
TRANSCRIPT
© 2015 BRIDGEi2i Analytics Solutions Pvt. Ltd. All rights reserved
Sales Acceleration Center
for the modern enterprise
Prithvijit RoyCEO & Co-Founder
Sales Organizations are under immense pressure…
In an increasingly complex market placeTo Drive Key Sales Objectives
Increase penetration into Existing Accounts
Increase Sales effectiveness
Increase deal size by Cross-Sell/ Up-Sell
Improve Customer Satisfaction and loyalty
Capture new accounts
Where
Competitive
differentiation
is low or
difficult to
maintain
Where Sales
and Marketing
are not poorly
aligned
Often
ineffective and
inflexible sales
process
When 58% of
the sales
person’s time
is not spent
selling
Where 70% of
the buyers are
halfway in the
buying cycle
before the
sales pitch Sales Efficiency is
an imperative…
“ Data is the New Oil, waiting to be extracted and
refined to fuel Sales Acceleration “
… but the challenges remain
3
Organizations are capturing a lot of critical data
Sourced from multiple studies
1
2
4
Data Quality
Data in Silos
Understand Patterns3
Insights to Action - Adoption
Data has great potential in accelerating Sales…
Market
Data
Marketing
Automation
Systems
CRM
Data
(Installed
Base)
Internal
Sales Team
Data
Accelerated
Growth
…and data alone cannot
provide the answers
IMPACT
…and this requires an integrated approach…
There is a need to transform data into outcomes…
4
INFORMATION INSIGHT
Transform and visualize data
into meaningful business metricsIdentify underlying patterns,
behavior and predict outcome
Operationalize data driven decisions
to realize sustainable business value
Business
Benefit
• Increase in
Sales RoI
• Faster Growth
Personalization
Sales Optimization
Improve Sales Outcome by
understanding behavior
• Bookings Prediction
• Pipeline Forecasting
• “At Risk” Teams
• Account Sizing & X Sell
Optimize effort to drive ROI
• Lead Prioritization
• Channel Management
• Resource Allocation
Data Management
Reporting &
Visualization
Data Augmentation
Design Metrics
Platforms &
Decision Engines
Enable Analytics
Institutionalization, &
adoption through
deployment
…BRIDGEi2i’s solution for Sales Leadership…
SustainCenter of Excellence with a combination of process, people and technology to operationalize
data driven decisions and drive sustainable business value
SimplifyWhite Box Approach to simplify the
process of generating and communicating insights
SolveProprietary Frameworks & Algorithms to understand business problems and develop optimal solutions
The Sales Acceleration Center
Key Focus Areas for Sales Acceleration Centre
Account Strategy
Account Sizing and Channel Strategy to help sales
focus and drive account growth
Managing Sales Talent Through Analytics
Optimize quota allocation, allocate resources, define
incentive structures & performance scorecard to
drive sales productivity
Sales Strategy & Planning
Bookings Prediction / At Risk Teams
Bookings forecasts based on underlying drivers
Identify & focus on teams at risk of missing plan
Data Driven Sales Process
Prioritize Leads, Identify Drivers of Conversion,
Enable New Sales Ramp Up & Data Driven Sales
Reviews for effective outcomes
Sales Operations Channel Effectiveness
Key BRIDGEi2i Assets for Sales Acceleration Center
Pipeline Forecasting and Bookings Prediction Algorithm
Analyse trends and forecast pipeline and predict bookings across various
products / features and geography
Lead Prioritization Tool
Tool to ascribe propensity to convert for each lead based on lead
characteristics to help define pursuit strategy accordingly.
Channel Insights
Channel Partner segmentation based on
opportunity & penetration.
Partner Growth
Portfolio insights to identify X sell and up sell
opportunities. Custom joint programs and partner
sales enablement
We worked on Sales Operations forA global Fortune 500 Technology Company for a period of 2+ years to help improve:
Improve Sales Forecast
• Forecast bookings
based on pipeline
progression & quality
Understand
Opportunity
Conversion Patterns
Embed Prediction
into Dashboards
Develop Pipeline
Build Up Model
and Embed
Improve Bookings
Prediction Model
and Embed results
Design Pipeline
Health Scorecard
Identify & Work with Right
Teams to De Risk Outcome
• Identify At-Risk teams
• Strategy for improving the
productivity
Solve Simplify Sustain
Predictive Scorecard
to identify the At-Risk
teams
Analysis on how to improve
the Productivity cycle of New
hires
Analysis on why certain
teams perform better than
others
..and in the end, BRIDGEi2i will be
measured based on the performance 8
Identify Objectives – Frameworks to understand
business challenges and identify develop business
priorities
Identify Stakeholders – Identify Stakeholders who
may be affected by or have an effect on an effort.
Bring in Alignment – Create consensus among the
stakeholder
Create Roadmap – Create an engagement plan
based on the business priorities
Understand & Align to Client
PrioritiesSales Acceleration Center
Configuration Governance Mechanism
BRIDGEi2i will align with the client goals…
Flexible resourcing BRIDGEi2i ‘s extended
team to drive effective outcomes
Sales Acceleration Center Steering Committee:
Structured review mechanism with Champion, Key
Stakeholders and BRIDGEi2i Leadership to align on
key priorities & review overall progress
Project Leadership– BRIDGEi2i Engagement Lead to
work with key project leads to - Define projects,
align with stakeholders, communicate and manage
deliverables and provide visibility to outcome
Identify Objectives
Identify Stakeholders
Bring Alignment
Create roadmap
Understand Client
Priority
Partner BRIDGEi2i
Client
Key Stakeholders
Sales Acceleration Center
BRIDGEi2i Engagement Manager
Leverage BRIDGEi2i broader team
Algorithms TechnologyFrameworks
Project Project
OperationOperation
Strategic Strategic
Plan, reviews, metrics
Oversight, Mitigation
Strategy, relationship, ROI
End-to-End user training and Process
Detailed Solution Slides
Sales Acceleration Center for Sales Operations
Drive Lead Conversion
Understand drivers of conversion, identify quality
leads to improve deal conversion rate and cycle
Focus on At Risk Teams
Understand At Risk Teams ahead of time for greater
focus and support and improve outcomes
Sales Effectiveness
Forecast Bookings
Robust short & medium term forecasts linked to
underlying drivers using macro & market views
Pipeline Progression & Conversion
Understand the momentum & build-up of the
pipeline and take actions to achieve plan
Sales Predictability Sales Productivity
Resource Allocation
Identify areas for increased resource support
Levers to Improve Productivity
Identify customized productivity , time to ramp up
targets and interventions to meet those targets
Top BRIDGEi2i Assets for Sales Operations
Pipeline Forecasting and Bookings Prediction Algorithm
Analyse trends and forecast pipeline and predict bookings across various
products / features and geography
Lead Prioritization Tool
Tool to ascribe propensity to convert for each lead based on lead
characteristics to help define pursuit strategy accordingly.
We worked on Sales Operations forA global Fortune 500 Technology Company for a period of 2+ years to help improve:
Improve Sales Forecast
• Forecast bookings
based on pipeline
progression & quality
Understand
Opportunity
Conversion Patterns
Embed Prediction
into Dashboards
Develop Pipeline
Build Up Model
and Embed
Improve Bookings
Prediction Model
and Embed results
Design Pipeline
Health Scorecard
Identify & Work with Right
Teams to De Risk Outcome
• Identify At-Risk teams
• Strategy for improving the
productivity
Solve Simplify Sustain
Predictive Scorecard
to identify the At-Risk
teams
Analysis on how to improve
the Productivity cycle of New
hires
Analysis on why certain
teams perform better than
others
Sales Acceleration Center for Sales Strategy & Planning
Strategic Areas of Focus
Segments with growth opportunity: Mix of growth
potential, competitive position (win rates) and
current segment share
Account Performance
Data driven account intelligence to understand
holistic performance across categories & potential
Sales Strategy
Account & Channel Planning
Help finalize accounts to focus and channel s
Sales Force Allocation
Optimize the allocation of sales force based on
productivity, focus areas, AM & budget available
Sales Planning Sales Quota Allocation
Managing Sales Talent Through Analytics
Optimize quota allocation & incentive structures
to drive sales productivity
Top BRIDGEi2i Assets for Sales Strategy & Planning
Account Intelligence Framework
Estimate AM (Addressable Market) based on market & internal transaction
data and translate to a region / account level estimate
Sales Force Optimization
Insightful metrics, visualization & optimization to allocate sales force
efficiently. Invest in right regions and products to drive growth
Sales Acceleration Center for Channel Effectiveness…
Prioritize Markets & Partner Segments
Framework to estimate Addressable Market,
Penetration and Growth to drive partner strategy
Develop Account Strategy
Build scenarios, collaborate and identify segment
level mix of focus on partner acquisition,
development or retention
Channel Partner Strategy
Partner Programs
Design and run programs to drive partner growth
– incentive structure, direct consumer programs,
offers, loyalty and sales productivity
Optimize Investments
Optimise mix of investments across partner
programs to drive ROI
Channel Partner Programs Partner Cross-Sell/ Up-Sell
Drive Cross-Sell
Leverage product purchase patterns and
customize recommendations for each partner to
increase SKUs purchased & volumes
Top BRIDGEi2i Assets for Channel Effectiveness
Channel Partner Sizing & Segmenting Tool
Market Sizing and segment analysis tool to improve the effectiveness of it’s
indirect sales channels
Recommendation Engine
Online and Offline product and action recommendation engine based on
blend on behavior of both “Own” as well as statistically “Similar Users”
We worked on Channel Effectiveness forA global Fortune 500 Technology Company for a period of 1 year in helping them
Develop Channel Strategy
• Create Channel
partners strategy based
on potential and
existing penetration
Analyze Channel TAM
at individual partner
level
Integrated
Scorecard to
support Partner
Strategy
Develop Analytics
roadmap for channel
effectiveness
Enhance Sales Channel
Opportunities
• Segment partners to
effectively engage
• Drive cross-sell/up-sell
based on purchase
patterns
Solve Simplify Sustain
Analyze opportunities
for X sell and drivers
contributing to these
Provide a decision engine
tool for the cross sell
recommendation
Partner segmentation
based on purchase patterns
– volume, SKU mix,
frequency etc.