SAPIENCE™ - Core Analytics

Catering to functional requirements of sales, marketing and outbound channel management, Sales Intelligence generates role-based actionable intelligence that is customized to each recipient's nature and domain of responsibility. The analytics in Sales Intelligence have been grouped in the following categories.

Sales functions analysis
Customer analysis
Product analysis
Sales force analysis
Outbound channel analysis
Demographic / Market analysis
Time series analysis
Sales promotions analysis
Data mining

Sales function analysis
Streamline sales process with visibility into different parts of the sales organization, making sure that sales strategies quickly translate into greater share of market pie.

How much revenue has company generated over time? How is this compared to last period? What is the last four years' trend?
Which market and product segments have grown over time and which are the ones that have gone down?
How have different depots, divisions contributed to revenue? How are actual sales in major market segments compared to forecast/target?
How are different sales managers performing and at what level are they contributing to overall revenues? How has their contribution trended over time?
Did increase in revenue occur due to increase in transactions, increase in customers or increase in value?
What is the average number of transactions per salesman?

Customer analysis
Analyze customers across different class, category and Locations leading to potential-based market segmentation and appropriately targeted marketing strategies.

How large is our customer base? How has it trended over time?
Which customer class or category is contributing most to revenues?
How have customers in a particular segment of the market responded to our sales promotions campaign?
What is the customer level concentration of different products with respect to different segments of the market?
How do customers in different market segments rank with respect to their contribution to our revenues?
Which customers/groups have exhibited increasing trend in their contribution? And which are the ones that are going down?
What have different customers been buying over time and in what quantity?

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Product analysis
Enable product managers to manage their domain with greater understanding of their products strengths, areas of opportunities, and effect of their strategies. Also analyze the performance and contribution of each product and product line to the company's sales.

Which are the top-selling products? How much are they contributing?
Which are our highest growing products? Which have declined over time?
Which products have high revenue contribution but low/declining growth rate and vice versa?
Where is revenue of our top products concentrated and how has this changed over time?
What regions have contributed to revenue of different products and how has that trended over time?
How have different products performed with respect to their forecasts/targets for different regions?

Sales force analysis
Improve effectiveness of the sales organization with objective measurement of sales force performance.

How have different sales offices performed with respect to their forecasts/target? How has this changed over time?
How does contribution to transactions numbers differ across sales teams and does that reflect lack of performance or market potential?
How consistently have sales office performed with respect to revenue? Have sales spiked in a particular time? If yes, then why?
What is the ratio of customers to salesmen? Has that changed over time? Does it have any relationship with transaction/salesmen

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Outbound channel analysis
Streamline supply of goods through the outbound chain to ensure timely and adequate demand fulfillment at different levels of the channel.

What is the level of stock at different levels of the channel; warehouse, depots, and distributor end? What is the expected date to reorder? And what is my capability to meet demand at different levels of the channel?
What is the level of in-transit stock?

Demographic/Market analysis
Evaluate comparative performance of products across different geographical segments aiding decision makers in formulating effective target and segmentation strategies.

Which are the top regions/areas by revenue with ranking? What was their previous ranking?
Which areas/regions have shown an upward trend? In which areas are revenues trending downward?
Which areas/regions have reported an increase/decrease in the number of customers?
How have revenue trended in the major market regions?
How have different regions contributed to overall revenue this quarter? How this compares to same quarter of last year?

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Time series analysis
Quickly discover important trends in performance of different functional units across the organization.

What is the monthly trend of sales in Area1?
How does current YTD sales compare to last year? To last four years' average?

Time series analysis
Quickly discover important trends in performance of different functional units across the organization.

What is the monthly trend of sales in Area1?
How does current YTD sales compare to last year? To last four years' average?

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Sales promotions analysis
Objectively assess impact of market events with a combination of pre, during and post campaign self-trigger analytics.

How did a recent competitor trade promotion affected volume of our related brands during and after the promotion?
How are sales being affected with my running sales force promotion?

Data mining
Discover decision critical trends and patterns that are otherwise obscured by the immense size of corporate data.

Has the promotion on Brand 1 cannibalized sales of any of the other brands? Is there any relationship in demand for Brand 1 and 4?
Which segments of the market are trailing a particular trend in the market? Which have gone down and which have gone up after Qtr 3?