Productization of Analytics

The concept of using business data to improve organization’s decision-making is not new. It all started with improvements in digital data storage and computing systems in 1970s and within a decade, software systems such as Decision Support Systems (DSS) and Executive Information Systems (EIS) came in vogue. But still, most of the work done during [...]

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February 16th, 2017|Big Data, CPG, Retail, Tech & Telecom|

Lead Scoring and Comprehensive Guidance

What should reps know before they make a sales call? What’s the current state of comprehensive sales guidance? Find out in this post. In the last two posts we talked about the current state of predictive sales and creating a complete, 360-degree customer profile. In the next two posts, we’ll look at the second pillar [...]

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February 8th, 2017|Big Data, CPG, Retail, Tech & Telecom|

The Seven Essentials of AI-Based Predictive Selling

Having a complete 360 degree view of each customer is imperative for predictive sales success. Where does the data for this comprehensive customer profile come from? And when should you start creating your profiles? Last week, we looked at what AI-based predictive selling, also known as predictive sales, is doing right now. It’s making sales [...]

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February 1st, 2017|Big Data, CPG, Retail, Tech & Telecom|

For CPG Companies Facing Heat from 3G Capital, Here’s How Technology Can Help

Walk into any meeting with CPG executives and the conversation quickly moves to what 3G Capital is up to. The multibillion-dollar investment firm has been on a CPG buying spree with a clear strategy to reduce costs through layoffs, reduced budgets and other austere measures. Who’s going to be their next meal? Which CPG company [...]

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January 24th, 2017|Big Data, CPG, Retail|

8 Ways to Stay Ahead of Changes to the CIO’s Role

The role of the CIO must constantly metamorphose with new technologies and new demands. You may still deploy software and hardware, but that’s no longer the bulk of your position. Instead, systems management and optimization are just the basics. Today’s CIOs increasingly take their place in strategy initiatives alongside the rest of the c-suite. They’re [...]

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January 24th, 2017|Big Data, CPG, Retail, Travel & Hospitality|

Most Promising New Data Technologies to Gain Traction in 2017

With 2016 in the rear view mirror, we look back at a mixed year for data analytics in terms of adoption and optimization. This past year, companies opened up to advanced analytics techniques yet still struggle to act on them. 2016 saw a large shift towards productized analytics solutions over service-based delivery models, as both [...]

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Predictive Sales is Changing the Game

You’ve probably heard the term ‘predictive sales’ or ‘predictive selling’. What is predictive selling, and what can it do for your business? There’s change afoot – change that will impact the very core of how we do business. That change is predictive selling. We’ve dipped into the topic before, talking about the basics of predictive [...]

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January 4th, 2017|Customer Analytics, Marketing Analytics, Big Data, CPG, Retail, Travel & Hospitality|

Actionable Customer Profiles and the Perfect First Impression

You have seven seconds to make clients want to do business with you. What will you say to grab their attention? Few things are more pressure-packed than the initial sales contact. Competition is high; creating the right first impression can make or break the opportunity. Fortunately, organizations have a powerful impression-crafting tool at their disposal [...]

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December 12th, 2016|Big Data, CPG, Retail, Travel & Hospitality|

The Line Between Etailers and Retailers is Blurrier than Ever

Both virtual and physical retailers are adopting an omni-channel approach by merging offline, online, and mobile capabilities—all with the aim of creating a seamless experience for shoppers. The past two years have seen their fair share of hype about the line between online retailing and brick-and-mortar selling becoming increasingly blurred. And this trend isn’t over [...]

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November 30th, 2016|Marketing Analytics, CPG, Retail|

Never Send a Human to do a Machine’s Job

CPG companies have not been feeling the love in the past decade. In their heydays, they used to set the benchmark for analytics that other industries would follow. CPG companies used to be the leaders in understanding consumer behavior, anticipating shifting consumer trends and generating actionable insights, all of which translated into superior business and [...]

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November 15th, 2016|CPG, Retail|