Case Studies
Cashing in on Improved Profitability through Pattern Detection and Big Data Analytics
Overview
Analytics & Modeling - Big Data Analytics Analytics & Modeling - Predictive Analytics | |
Retail Telecommunications | |
Business Operation Sales & Marketing | |
Data Science Services Software Design & Engineering Services | |
Operational Impact
NCR realized improved product and cycle planning, moving from anecdotal evidence to Big Data-driven analysis that reveals which configurations best satisfy the market most profitably. | |
According to Lisska, these changes save time that sales people can now spend prospecting, selling and building customer relationships. “They have a better understanding of what to present,” says Lisska, “and therefore a better ability to present the entire solution – meaning better up-sell potential. Putting time back into salespeople’s days translates into higher top line growth for us.” | |
To understand the opportunity cost at NCR, consider the typical salesperson: He or she has a $4 million dollar quota and spends 10.5% of her time defining the solution, configuring and pricing it, and then tracking delivery. Reducing that time by just 1% for a 100–person sales force represents an opportunity cost of $42 million. | |
Quantitative Benefit
5% improvement in sales efficiency | |
Estimated $110 million contribution to NCR’s top line | |