© 2015 SalesChoice Inc.

Why does the CEO need Predictive Analytics to Grow?

by Dr. Cindy Gordon CEO, SalesChoice Inc.

Why does the CEO need Predictive Analytics to Grow?

© 2015 SalesChoice Inc. 2

Table of Contents 1.0 The Big CRM Secret 3 2.0Let’sExplorethisFurther 4 3.0WhatistheBreakthroughPossibility? 5 4.0WhatisPredictiveAnalytics? 5 5.0PredictiveAnalytics=10XImprovements 6 6.0FiveStepsforC-SuiteExecutivestoFollow 8 7.0BottomLine 9 AuthorBio 10 SalesChoiceBenefits 11 Contact: 11

Why does the CEO need Predictive Analytics to Grow?

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1.0 The Big CRM SecretDespitebillionspouredintocustomerrelationshipmanagement(CRM)softwareorsolutionsellingmethodologiestoimprovesalesperformance,westillhave30-60%ofmiddletiersalesperformersnotmakingtheirsalestargetsin80%ofB2Bcompaniesworld-wide(Accenture,CSOInsights,2014).Yield efficiency of sales professionals needs to be a #1 goal for all CEO’s to be more involved in.

Yourcompany’stoplinerevenuegrowthisdependentonit.SalesrevenuegrowthiscloselymanagedbySalesorChiefRevenueOfficers.However,forthelastthirtyyears,thisyieldefficiencyissuehasplaguedcompaniesgrowthpotential.Itistimetounlocknewpossibilities,usingPredictiveandPre-scriptiveAnalyticstohelpsolvetheseissues.The Science of Selling is rapidly shifting everything we know about sales.

THEBig

CRMSECRET

pssst...

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2.0 Let’s Explore this FurtherWeknowthatthemajorityofcompanieshavebeenchallengedwithadoptionissuestouseCRMsystemseffectively,butafterthreegenerationsofCRMdeployments,mostoftheFortune500havenailedtheiradoptionchallengesbyimplementingmorestreamlinedoperatingpractices,addingincentivesforqualitydata,anddisincentivesforsandbagging(ie:enteringdealsjustpriortoclosingresultsinnocommissionrecognition).CompanieslikeSalesForceandmanyothersarereinforcingthatcustomerdataisanasset,andthatsalesprofessionalshavearesponsibilitytokeepaccuratecustomerinformation.

CRMproductshaveevolvedtosimplifyuserexperiencestostreamlineusernavigationandalsoenableportabilitytousemobile,iPADs,orlaptopssoflexibilityisthere.Adoptionchallengesarebeingsolved,giventhemarketmaturityofusingCRMtools.

Winratesareacloselyheldmetricbysalesleaders.CompaniesinvestinCRMsystemsandsolutionsellingmethodstoincreasetheirconversionrates.Manycompanieshaveachieved50%winrates.ButtheystillhavethebigCRMsecretthat30-60%oftheirmiddletiersalesprofessionalsarenotmakingtheirsalesplans,despiteeverythingtheykeepdoing,theirsalesyieldefficienciesremainsub-optimal.

Why does the CEO need Predictive Analytics to Grow?

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3.0 What is the Breakthrough Possibility?Sowhatisthebreakthroughtoincreasewinratestodrivetop-linerevenuegrowth?Thebreakthroughwon’tcomefrominvestinginmorerelationshipsellingorsolutionsellingorchangingCRMsystems,itwillcomefromBigDataapproachesusingPredictiveAnalytics.TheBigDataAnalyticsmarketisestimatedtobeover$125Bandthesegmentforpredictiveandprescriptiveanalyticsisa$40Bmar-ket(GartnerGroup,IDC,2015).

4.0 What is Predictive Analytics?Predictiveandprescriptiveanalyticsisarelativelynewterritoryformostcompanies.AccordingtoGartnerGroup,predictiveanalyticsdescribesanyapproachtodataminingwithfourattributes:• anemphasisonprediction(ratherthandescription,classificationorclustering),• rapidanalysismeasuredinhoursordays(ratherthanthestereotypicalmonthsoftraditionaldata

mining,• anemphasisonthebusinessrelevanceoftheresultinginsights(noivorytoweranalyses)and• (increasingly)anemphasisoneaseofuse,thusmakingthetoolsaccessibletobusinessusers.

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5.0 Predictive Analytics = 10X ImprovementsInaglobaltelecomcompany,weanalyzedalltheirB2BGlobaldatageneratedfromover200salesprofessionals.Over10,000salesopportunitiesandalltheirrelevantdatapatternswereanalyzedinSalesChoice’sPredictionsInsightEngine™tounderstandtheirwinandlosspatterns.Thecompanyhid1000opportunitiesfromSalesChoice,andaskedustopredictifthecompanyhadwonorlostthe1000 historical sales cycles. SalesChoice predicted 85% of the outcomes accurately.

Needlesstosay,thistypeofforesightcanbringtremendousvaluetoacompany’scompetitiveedge.Thebiggestpaybackforpredictiveanalyticsinsalesisinpipelineconversion,andincreasingwinrates. This is where SalesChoice’s - Predictive Insights Engine™ brings immediate value.

Reflect on These Questions

• Whatcanhappentoyourcompetitiveadvantagewhenyoucanseethefuturebeforeitarrivesat30-60%betterthanyourbaseline?

• Whatproductivityinsalesandbusinessperformancecanthisbringyourcompany?

• Howmightyoualterorimproveyoursalescoaching?• Howmightthisforesightimpactyoursalescoverage?• Howmightthisimpactyourresourcecapacityplanning?

Predictive Analytics Advantages

• Youcanfocusonthebestopportunitiestowinandadvanceyoursalesfunnelvs.focusingonsalesoppor-tunitiesthatarenotashighprobability.

• Youcaneasilyfindbestwinpathways.• Youcanidentifythereasonsforwinsorlosses.• YoucansaveprecioustimebynotchasingtheDUDS.• Youcanimproveyoursalesforecastingaccuracy.• Youcanplanforimprovedresourcing,• Youcanmanageriskmoreefficiently.• Youwillincreaseyourtoplinerevenuegrowthandodds,• Everyone has an increased opportunity to be a

winner!

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TohighlightafewmoreexamplesofhowourclientsarebenefitingfromusingSalesChoice,hereareafewinsights.

Sparking Possibilities

AGlobalSaaSDocumentManagementCompanywithasalesforceof25hasaCEOandSVPofSalesspending1-2days/monthrationalizingtheirsalesforecast.AfterimplementingSalesChoice,theyjustlookatwhatSalesChoiceforecastsaysasithasbeenconsistentlyaccuratesincethesoftwarewasdeployed.AnROIofover2000%,saving24days/monthofClevelexecutivestime.SalesChoicehasbeeneffectiveinpredictingmoreaccuratesalesfore-casts, as this customer can now reinvest his time in increased customer call activity vs. administrative activity.

AtierOneGlobalSoftwarecompanyhasitssalesrepsusingSalesChoicetohelpfocusitsmiddletiersalesprofessionalsontheopportu-nitieswiththebestwinattributes.AkeygoalwastostopchasingtheDUDS.Evena5%improvementwillgenerateTop-lineRevenuegrowthofover$50Mtothiscompany.Itisstillearlydaysbuttrendlinesareverypositive,aswearetrackingpredictionsagainstoutcomes,andnewrevenuegrowthisbeingexperienced.Time is precious and in sales, focusing on the right opportu-nities makes a big difference.

What the Experts Say

ExpertslikeIBMandMcKinseysaythatCEO’sandClevelsneedtohaveastrategyforBigDataandPredictiveAnalyticsasitcanmean: ✓ 1.6XRevenueGrowth ✓2.0XEBITDAGrowth ✓2.5XStockAppreciation ✓10XCAGR

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6.0 Five Steps for C-Suite Executives to FollowPredictiveanalyticsinvolvesingestingmassivedatasets,sometimesdifficultjoiningprocesses,extensivedatacleanup,andleveragingcomplexstatisticalanalysis.Seniorexecutivesplayacriticalroleinshapingandleadingtheirorganization’sfuture.Herearefivethingsthatyoucandoinyourleadershipbehaviorstodemonstrateleadership.

Be Inquisitive. Askthetoughquestionsthatothersmaynotaskbecausetheyaretoohardtoanswer.Howdoweimprovetheyieldefficiencyandperformanceofoursalestoincreasetoplinerevenuegrowth?Whatcanweseebeforeithappensusingpredictiveanalytics?Howcanwebesmarterusingpredictiveanalytics?Whatareourcompetitorsdoingwithpredictiveanalytics?Howmanydatascientistsdowehaveonstaffthatarefullyqualified?

Enable the Experts.Gatherthetechnical,financialandpersonnelresourcesrequiredtoanswerthequestions.Empowertheorganizationtocombinedatasetsandexplorethedata.EngageexpertswithexpertiseinBigData,ScienceofSellingandunderstandthattotacklethesechallengessoftwarewillberequired.Avoidanalysisparalysis.BeAgileandlearniteratively.Lessismore.Someconsultingcompanieswillsayyouneedaglobalstrategyforpredictiveanalyt-ics,whenintheearlystagesyouneedalightstrategyandneedtoexperimenttolearntoseeandexperienceresultsofvaluebeforeshapingalongertermroadmap.JustremembertheBigBusinessProcessRe-engineeringdaysasBigAnalysiswithoutexecutablesinfastlearningmodeonlyresultedingoingno-wherefast.

Mine the Data.Lettheexpertdatascientistsexplore.ColumbussetouttofindawesternpassagetoIndia.Insteadhefoundanewworld.Givethedatascientistsamission,butalsoletthemexploretofindnewworlds.

Automate the Process. LeverageeasytouseSaaSorcloudbasedtechnologytocreateautomaticdatafeedswhichanalyzeanddisplayinformationindash-boardsleveragingpredictivemodels.Understandthesciencesthatareusedassomecompaniessaytheyareusingadvancedscienceswhentheyarenot.Doyourhomework.Lookattheprofilesandpedigreeofthetalentyouareworkingwith.Theirexpertisecanguideyoutomakeawellinformeddecisionandmanageyourrisk.RememberInnovationisontheEdge,sothesmartesttalentwillbeinboutiquesorearlystagecompaniesastheyareinnovatorstakingriskstodrivethenewchangesrequiredto Make Sales a Science.

Sustain the Learning. Predictthefuturewithdatamodelsandthencomparepredictionstoactualresults.Usetheinformationtotakecorrectiveactiontoimproveorganizationalandoperationalperformance.

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7.0 Bottom Line:

• WearerapidlyenteringtheAge of Advanced Sciencespermeatingallbusinessprocessesandpractices.

• AtSalesChoice,wespecializeinMaking Sales a Science,andwehaveprovenconsistentlyourabilitytopredictfuturesalesoutcomesreliablyat85%accuracyormore.

• OurData ScientistsregalefromAccenture,Google,Oracle,andXerox.• We are growth innovators.Weensureyougrow!

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Author Bio

Dr. Cindy Gordon is the CEO & Founder of SalesChoice Inc. a Canadian company, focused on Sales Enablement Solution(s), leveraging Big Data: Predictive and Prescriptive Analytics. Dr. CindyGordon,CEO,iswellrecognizedasaninnovatorinCanada,andsheisarecipientoftheGovernor’sGeneralAwardforInnova-tion.ShehasalsoheldseniorexecutiverolesatAccenture,XDCI,aventurecapitalfirm,Xerox,Citicorp,NortelNetworksandisactiveincommercializingearlystagesoftwarecompanies.ShehasbeenanangelincommercializingcompanieslikeEloqua,soldfor$1.2BtoOraclein2013.Otherearlystagesoftwarecompaniessheisinvolvedinare:AcceleratorU,CorentTechnology,CoursePeer,GetKula,Med-worxxandTouchTownTV,tonameafew.SheisalsotheFounderofHelixCommerceInternationalInc.,acompanythatspecializesinInnovationbasedonleveragingnewgrowthaccelerationmethods.CindyisequallyactiveintheNotforProfitsector.AformerFounderandNationalChairforCATAforWomeninTechnology,Cindyhas

beenactiveinadvancingwomenintechnologycareers.ShehasservedasamentorattheRotmanBusinessSchoolforWomenandwasaformerPresidentofXerox’sWomeninBusiness.Cindyisalsotheauthorof14booksin:BigData,SaaS,Collaboration,CRM,eCommerce,Innovation,Knowl-edgeManagement,Portals,andSocialMedia.Sheisactiveinthetheatreandartscommunity,andisaBoardDirectoroftheNightwoodTheatre.Cindy’s passion is unlocking innovation to solve complex business challenges to improve business growth.

Why does the CEO need Predictive Analytics to Grow?

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SalesChoice Benefits:Helps Sales Professionals achieve their sales quotas• Providereal-timeinsightsforsalesmanage-

menttoengageinsalesactivitiestoincreaseoddsofquotaattainment.

• Providesalesrepswithareliablemethodtopredicttheiroddsofsuccessofaleadtoconverttoasuccessfulsalesoutcome.

Improves Sales Forecasting: Bridge the Gap between Sales and Marketing• ImproveleadROImeasurementtohelpde-

terminemarketingbudget(s)prioritiesgivenfactsonleadsourcestoconversionsuccess.

Increases Competitive Advantage• Accesstoreal-timepredictionsonsales

quotaattainmenttoimproveyouroddsofsuccess,andreducebusinessrisks.

• Increase sales coaching insights to sales repsonrisksintheirsalescycles.

• Growtoplinerevenuebyunderstandingoddsofwinningandlosing,usingsmartersciencestopredictfutureoutcomes.

• Reducesalesforecastingrisksbyhavingmoreaccuratesalesforecasts.

• Maximizeresourcecoveragewithforesightinsights.

“Big Data leaders (e.g., companies that effec-tively use Big Data to guide decision-making) beat out their competitors by an average of nearly 8 CAGR percentage points.” (Source: McKinsey, 2015)

Contact:Dr. Cindy Gordon, CEOSalesChoice Inc.(416)-230-6538cindy@saleschoice.com @SalesChoice_Inc

Register for a demo:www.saleschoice.com/register/

“SalesChoice’s prediction accuracy is at 85%+.”

www.linkedin.com/company/saleschoice

www.saleschoice.com