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A real-time monitoring of all accounts for a sales rep
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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)