BRIDGEi2i Sales Effectiveness and Marketing Planning Introduction
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@ 2014 BRIDGEi2i Analytics Solutions Pvt. Ltd. All rights reserved
Prithvijit RoyCEO & Co-founder
prithvijit.roy@bridgei2i.com
Sales Effectiveness and Marketing Planning Solutions
BRIDGEi2i – Bridging Information, Insight and Impact
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InformationBig Data
Management
Reporting, Research &Visualization
Insight Behavioral Modeling &
Personalization
Resource Planning &
Optimization
Impact Decision Engine
Analytics Operationalizatio
n
Partnering with enterprises globally to monetize their data assets
Transform and visualize big data into meaningful business metrics
Identify underlying patterns, understand behavior and predict
outcome
Institutionalize data driven decisions to realize sustainable business value
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Variety of Challenges across the Sales and Marketing Process
Estimated total addressable market & market share – US States
Region wise sales - US (2009 to 2012)
% market share
Total addressable market
How do we stay abreast of target
market trends and focus on
right opportunities?
How do we get consistent and
timely understanding of
key marketing metrics?
How do we assess RoI of various
marketing vehicles and optimize
marketing spend mix?
Marketing RoI Modeling
Marketing and Sales Intelligence Marketing Performance Measurement
Only 33% companies use advanced scientific methods to measure marketing results*
High tech companies spend 9% of company revenue in marketing with net growth rate of ~4-5%*
How should I allocate my sales force across my
target market?
Allocation of Sales TimeFace to Face Sell-ing
Service Calls
Adminstrative Tasks
Selling on Phone
How can I increase my
customer facing time?
Sales Rep Ramp-up Time< 3 months
3 - 6 months
6 - 12 months
12+ months
How do get my sales productive
faster?
Sales Performance Management
Can data help solve the challenges I see across the
Sales and Marketing process?
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Our Analytics Solutions
• Market assessment
and impact of macro
trends
• Market landscape and
size forecasting
• Competitive
Intelligence
• Market Share reporting
• Product Assessment
• Pre-built and
customizable interactive
dashboard tracking
various marketing KPIs
• Campaign close loop and
effectiveness analysis
• Lead tracking and strike
zone analysis
• Correlating sales / leads
with marketing spends
over time
• Implementing a
consensus based
approach to define
reach, cost and impact
• Marketing mix simulator
for testing various
scenarios for decision
making
MARKET INTELLIGENCE
MARKETING PERFORMANCE MEASUREMENT
MARKETING ROI MODELING
BRIDGEi2i‘s Analytics Solutions
Data Sources
Expected Outcome
Financial (leads, pipeline, booking,
inquiries)
Marketing spends and effort
Sales TransactionsMarket data and socio economic
indicators
ERP data and Customer
demographics
Improved knowledge of market and trends
Enhance revenue per sales person
Increase customer share of wallet
Optimized marketing mix for better response
• Market & sales
opportunity estimation
• Optimal Sales force
sizing
• Sales deployment &
quota planning
• Increase sales /
pipeline forecast
accuracy
SALES INTELLIGENCE
• Sales performance
dashboards
• Identify sales
productivity drivers &
interventions
• Reduce sales onboarding
time
• Identify winning sales
profiles for hiring
SALES PERFORMANCE MEASUREMENT
Illustrative Work Samples
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Social Media Insights
Market Insights Competitive Intelligence
Customer Account Intelligence
Customer White-Space Identification
Marketing RoI Frameworks
Sales Performance Dashboard
Sales Performance Drivers Marketing Performance Dashboard
Marketing Mix Planner
Sales Force Allocation Pipeline Forecasting
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The Impact – Better Alignment of Investment with Increased Size of Sales Funnel
Marketing Process
Focus on right market and opportunities
Allocate right media mix based on market,
competition and return
Improve execution of efforts across traditional
and digital channels
Business Impact
Increased Revenue Growth
Improved Brand
Presence and Recall
Increased reach and
engagement
Improved customer
loyalty
Sales Funnel Sales process Sales impact
Increase leads & sales-force coverage
Increase sales conversion
Increase customer share of wallet
Illustrations of Client Impact enabled by us
Supports a global technology company in assessing partial impact of spends in each marketing vehicle and henceforth optimizing investments across various media.
10-15% increase in expected influenced revenue
Supports a global networking giant to drive better forecasting of pipeline and conversion and designed a predictive dashboard to ensure interventions to meet plans.
Improved Predictability in business planning
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The BRIDGEi2i Profile and Approach
Talent Clients Recognitions
• 4 Fortune 500 Global Technology Companies
• 2 Fortune 500 Global Financial Services Companies
• 3 US based Fortune 1000 Insurance Companies
• 1 of the Big 4 Firms• 1 of the World’s largest
Logistics providers
• 40+ member team of analysts, researchers & data scientists with advanced degrees in Management or Quantitative Sciences.
• Team has a strong combination of consulting, domain, technology & analytics expertize.
• Founders experienced in building the largest Analytics Centers of Expertize for GE & HP
Enabling clients to compete & win based
on analyticsCU
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PLA
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11 innovative Big Data start-ups in 2013
Recognized in Risk & Procurement Analytics Capabilities in 2012 & 13
10 Most promising Big Data companies in 2013
Top Fin-tech innovations in Finovate Asia 2013
Pan enterprise institutionalization of analytics for sustainable impactSUSTAIN
Solve unstructured business problems based on data and analyticsSOLVE
Simplify the process of deriving actionable insightsSIMPLIFY
Use Big Data and Analytics to deliver more impact from your Marketing Spend…
Market Intelligence
Marketing Performance Measurement
Digital Marketing Insights
www.bridgei2i.com
: BRIDGEi2i
Marketing RoI Modeling
Sales Planning and Deployment
Customer Knowledge and Lead Management
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