Growing Smart

Agenda

Welcome

Using Entrepreneurial Tools to Realize Long-Term GrowthProfessor Steven Mednick

Assistant Professor of Clinical EntrepreneurshipMarshall School of BusinessUniversity of Southern California

Driving Sales With DataDaniel Hom

Online Product MarketingTableau Software

Networking Reception

Driving Sales With DataDaniel Hom, Online Product

Marketing

Tableau DesktopFor Anyone

• Explore and visualize data• Self-service analytics for

everyone• Blazing speed against massive

data

Tableau ServerFor Organizations

• Complete business intelligence system

• Web dashboards and applications• Secure information management• Enterprise scalability

Tableau Server in the cloud

Data as an asset and an advantage

The Cycle of Visual Analysis

Exploratory

Self-service

Iterative

Data as an asset and an advantage

Discover

How do you find new opportunities?

Plan

Developing and allocating resources and personnel

Execute

Keep an entrepreneurial culture and spirit

3 Tactical Examples

Discover

Market Segmentation

Plan

Sales Team Management

Execute

Culture of Enablement

Market Segmentation

Going from Data to Opportunity

• Identify the segments of your existing customer base

• Slice & Dice: understand your market by product,

geography, and any other potential categories

Example: Discovering a New Segment

A New Market…

…requires a new team• Different focus

• Understand market needs

…and a new product• Fast start-up

• No IT

• Stay secure

• Work anywhere

• Grow smart

Sales Management

• Maximize opportunity with the fewest resources• Use data to build models, even simple ones (Analytically-

Driven Territory Planning)

Example: Redistributing territories across the team

Creating a Plan of Attack

• Set teams up to succeed and focus on work• Transparent, understandable terms for distributing resources and

expectations for success• Ensuring Parity in Opportunity

Cultivating an Effective Environment

Team Enablement

Creating a culture of data-based decision making

• Quick, informed decisions and insights• Self-service tools and monitoring (Example: Who’s Hot?)• Channels for immediate feedback

Focus on vision, not on process

• Reduce bureaucracy and need for in-between systems• Make it easy for your teams to succeed• Empower individuals to be entrepreneurial

Data is Only Part of the Story

Getting the right answer

Making it understandable

Making it transparent

DATA

VISUALIZATION

CULTURE

Driving Sales With DataDaniel Hom, Online Product

Marketing