1When Execution Matters(Confidential)

Big Data – Let’s Embrace It! (Part II)

By Shilpi Sharma

Dec, 2012

2When Execution Matters(Confidential)

Topics Covered

Data = Information = Insights

Sales Enablement Use Case

Big Data Applications – Examples & References

3When Execution Matters(Confidential)

Data = Information = Insights

• Information is not data, it’s only the non-redundant portions of the data.• Relevant information is also known as the signal, so irrelevant information is often referred

to as noise. But relevance is subjective and contextual• Information must be novel to be insightful. That means it must provide some new knowledge

that you don’t already have.• Insights must lie within the interpretable parts of the extractable information.• As we learn and accumulate knowledge from big data, insights become harder to discover.

The valuable insight that everyone wants is a tiny and shrinking subset of the relevant information (i.e. the signal).

insight << information << data

4When Execution Matters(Confidential)

Sales Enablement

How do you capitalize on power of information and data to help your sales teams sell

smarter by targeting the accounts most likely to purchase at the right time with the right contextual message without further

eroding selling time?

5When Execution Matters(Confidential)

Real-time monitoring of Customer Landscape

Sales Rep

All Accounts

Sales Professional’s Calendar

Sales Professional’s Account List

Sales Rep

How to monitor all activities related to

any account?

6When Execution Matters(Confidential)

Real-time monitoring of Customer Landscape

Sales Rep

*Upcoming business application upgrades, Outsourced functions, Planned location openings, Needs, budgets, buying cycles

Job Boards, Professional Networks

All Accounts

Social Media (Blog, Twitter,

etc.) Public Records

Industry & Competition

Company Specific* (website, communities)

Timely Alerts for specific meetings

Sales Professional’s Calendar

Internal DataOpportunity

DataCustomer

Service Logs

Install Base Data

Purchase History

Contracts Data

Daily & Weekly Alerts for All Accounts

Sales Professional’s Account List

Smart Sales Rep

7When Execution Matters(Confidential)

References McKinsey Big Data Report

McKinsey Internet of Things

Big Data Landscape – Various Companies (technology vendors)

IBM

Big Data across Fed Govt.

Integrating Ecological data from the Gene

CEB – Member based Advisory company (Insignts IQ)

8When Execution Matters(Confidential)