sales data analysis case study

By securing quicker access to their data with the new solution, the company was also able to reduce the risk associated with delayed responses to changes in their markets. While many sales case studies tend toward the vague and fluffy, those presented by Modern Marketing Concepts actually offer something concrete. Sales data analysis case study Need for moral education in schools essay: risd essay, healthy mind stays in healthy body essay, their eyes were watching god marriage essay. Exploratory Data Analysis – Retail Case Study Example. Plus, he includes a list of action steps that you can follow in order to make the strategies he has outlined in his sales case studies work for you. Which of These 3 Sales Case Studies Will Grow Your Sales? The metrics compare this year's performance to last year's for sales, units, gross margin, and variance, as well as new-store analysis. Here, Inside Sales has collected a list of case studies from their customers, which discuss how the businesses they have worked with have managed to increase their productivity levels after implementing the products Inside Sales offers. The initial stage of our analysis involved building a descriptive analytics model using regression techniques to identify the major drivers behind the differences in sales performance of each outlet. (Source.). Relying on it, we can select and construct new features, choose different technics and methods for the analysis. To do this, we analyzed sales data, including: Date of sale, Customer name or number, Destination city and state, SKU or simple product description, Warehouse where the SKU is stored. Let’s get this out of the way at the outset: Featured Customers is a behemoth of a site to wade through. The new solution also allowed the company to develop dynamic data sets to display a summary of market trends using real-time data. (Source.). https://www.facebook.com/ClarkstonConsulting, https://www.linkedin.com/company/clarkston-consulting, http://plus.google.com/112636148091952451172, https://www.youtube.com/user/ClarkstonInc, Case Study: Sales Reporting and Analytics Solution, Leverage S/4HANA in the Food and Beverage Industry to Combat Challenges. They are now able to analyze raw data themselves, respond more quickly to changes in market trends and perform root cause analysis to determine those shifts in the market. AMERICAN EXPRESS: Starts looking for indicators that could predict loyalty and … There are multiple reasons for this, but the popular ones are: You need to think on your feet in a situation where there is already enough pressure RESULTS Step 2 - Reading the Fueling Sales at EuroPet HBR Case Study . Examining sales case studies gives you a chance to see some of the techniques you have read about in action, and see what the actual ROI for employing those techniques has been. Now, this is not the only entry on this list that shows case studies from ecommerce businesses, but it is framed from the standpoint of a discussion of the metrics that matter specifically to ecommerce businesses. One of the biggest benefits of featuring your sales case studies is that they allow you to build a narrative. With the new car sales changing a lot in the United States, what affecting units of new car sales has become a topic of great interest to researchers. Case study is the most important round for any analytics hiring. By implementing this analytics solution, the company brought their competitive and sales data reporting in-house, cut costs and increased the accuracy of their reporting and analysis. Diving into sales case studies from industry experts is a great example of how to do this. This makes these case studies a must-read, as getting hard data on how sales initiatives actually improved key metrics is surprisingly hard. You’re likely familiar with Kissmetrics, either via their product or simply based on the fact that they are one of the most reliable, respected voices in the marketing metrics space. Seriously. Patel has written an article that is both a comprehensive guide to using three distinct sales strategies, as well as a place where readers can see case study examples of them in action, so while it is a fairly long read, it’s well worth it. The case-study … If you’re looking for a sample case study analysis that includes compilations of different case studies, you’ve clicked on the right link. You are spending tons of time researching sales processes and becoming a better salesperson so that you can generate more clients and revenue for your business—you should be putting that effort to work for you even in the future. Modern Marketing Concepts offers a variety of case studies from their clients. Begin slowly - underline the details and sketch out the business case study … python-health-care-case-study-cloudera-challenge The Cloudera Data Science Challenge 2 (in 2014) involved detecting anomalies in the United States Medicare insurance system. The Retail Analysis sample content pack contains a dashboard, report, and dataset that analyzes retail sales data of items sold across multiple stores and districts. Due to the initial size of the company 10 years ago, an outsourced approach was the best fit at the time. Back to our case study example (read Part 1 and Part 2), in which you are the chief analytics officer & business strategy head at an online shopping store called DresSMart Inc. You are helping out the CMO of the company to enhance the company’s campaigns’ results. For example, following the link above will lead you to case studies from the software company Soasta, as well as their competitors. Case 1. A high-tech company used a granular account and product-level approach to realign its US coverage model. Core DNA shares case studies specifically from ecommerce businesses. For example, we use our own product cloudpivot.co, a quick BI tool to visualize dat… Plenty of sites offer up a bait and switch and expect you to pay or sign up in order to see the case studies they are offering. Like Patel’s article, Kissmetrics dives deep into each business, and they offer a clear takeaway for each that you can apply to your own sales and marketing processes. A few of our favorite marketing case study examples: 1. However, there is a lot of noise online when it comes to sales case studies. Challenge 3: The company’s sales force needed a “one-stop shop” for their sales reporting and analytics. BrightEdge has produced a strong and straightforward case study that proves their product’s value with some bold charting. However, when sales-operations teams introduce basic analytics to sales planning, resource allocation quickly becomes far more effective. Briana is a copy writer, copy editor, and freelance writer, covering the various facets of the small business and entrepreneurship space. Solution: Clarkston developed an all-inclusive dashboard for the company that contained critical KPIs for the company’s sales representatives. Briana Morgaine. So, checking out some ecommerce specific case studies is a good idea. What format do college essays malayalam essays in malayalam language pdf essay on a short story examples drug abuse in india essay … Big Data and Advanced Analytics - 16 Use Cases from McKinsey Chief Marketing & Sales Officer Forum The food and beverage industry faces many challenges in 2021, including combatting the effects of the COVID-19 pandemic. 1. Image via their article, also linked below. In fact, selling your products or services might be the hardest part of starting your business. The use of data … Give us top 5–10 interesting insights you could find from this dataset Give them a dataset, and let them use your tool or any tools they are familiar with to analyze it. Partnering with Clarkston Consulting, the company worked to transition its sales reporting and analytics away from a 100% outsourced solution. design of case studies: why they are done, the importance of theory, defining and selecting cases for study and designing the instrument for gathering data. And honestly, it makes sense—you know that what you do or make is great, but you feel uncomfortable playing the role of a salesperson. For example, a report can be generated to display relative performance between various customer acquisition efforts. To obtain an initial overview of the data, calculate the minimum, average, and maximum value of the variables Sales, Fuel Volume, TV, Challenge 2: The company questioned the accuracy of its sales data metrics, but lacked the ability to validate the issue. Such a logic (Trochim, 1989) compares an empiri- cally based pattern with a predicted one (or with several alternative predic- tions). Case studies do not necessarily mean they are only about one person or a small group of people. By implementing this analytics solution, the company brought their competitive and sales data reporting in-house, cut costs and increased the accuracy of their reporting and analysis. You’ll be increasing your sales knowledge, as well as picking up helpful tips for how to actually implement what you’ve learned in the real world. Examining sales case studies gives you a chance to see some of the techniques you have read about in action, and see what the actual ROI for employing those techniques has been. When it comes to sales, it’s a good idea to learn from the experts—and one of the best ways to do that is seeing an actual, real-world example of what has worked for them, and what hasn’t. (Source.). You could use Microsoft Excel or a software platform that is specifically designed for data insights. In this article, Patel discusses three distinct sales strategies and walks readers through the application of each of them in detail. Clarkston’s expertise in analytics, program management, and change management, along with a longstanding client relationship and great cultural fit, secured Clarkston as the right partner to help this company with its analytics challenge.With its new internal analytics and reporting solution, this company is now able to process sales data in-house, respond more quickly to changes in its marketplace, integrate sales data with key operational data – all while reducing the costs of reporting for the company. To write an emphatic case study analysis and provide pragmatic and actionable solutions, you must have a strong grasps of the facts and the central problem of the HBR case study. The client was a large company manufacturing disposable tableware such as napkins and paper plates. Finding anomalous patients, procedures, providers, and regions in the competition’s large, complex, and intertwined data sets required industrial-strength tools for data … While case studies may not be the primary intended use of Featured Customers, it is a great resource to check out—if you have time to do a bit of digging. Labels: D'mart business model, D'mart Case Study, Dmart Analysis, Dmart Business model, Dmart Business Plan, Dmart Case Study, How Dmart Become Successful 6 comments: Emma Jasmine April 24, 2020 at 2:19 PM We worked together with the retailer’s Human Resources Department and we gathered data to incorporate in our analysis. However, if you can navigate through all the information provided, you will actually find some great case studies to check out. Product Table : If you have transaction table, you basically have the linkage … (Source.). If the patterns coincide, the results can help a case study to strengthen its internal validity. Just like that, you’ve created a feedback loop in which the work you are doing now to better your sales ability will continue to benefit you in the future, driving more sales. In addition to this, the solution required integrating the dashboard and data with the company’s CRM cloud service. The business also experienced an increase in the overall understanding of their sales data throughout the organization. Soasta’s case studies also include feedback from their customers themselves, which is definitely worth a read. Plus, you are getting the benefit of learning from the experts, because a lot of the best case studies are put out by sales and marketing firms as a means of advertising their services, or they are put out there by experts who are offering their commentary. As we can see from the plot below: In our case studies, we showed different modern approaches for sales predictive analytics. They were as follows: Mouse tracking; User testing Live chat; Customer Surveys Website & Exit Intent Polls Usability Evaluation On page SEO audit Accessibility evaluation; Sales … The first step was to prepare the data — i.e., organize the … Not only that, but to really succeed at selling, you will likely need to enter territories you are unfamiliar with, whether that be something like creating email drip campaigns, or actually making sales calls. The front-end reporting interface included unit conversion options and dynamic print settings. As the company moves forward with this new solution, their sales reporting costs will most likely be reduced by 50 to 70%. Case studies make fantastic promotional tools when done correctly. However, a lot of people feel nervous with the mention of undergoing a case interview. PARTNERING FOR SUCCESS Solution: In developing the solution, Clarkston executed a process analysis to understand the current reporting solution and to better map out the needed solution for the company moving forward. (Source.). The time series data showed a range of patterns, some with trends, some seasonal, and some with neither. Depending upon the number of cases it could be possible to include all the data into one very large meta-matrix. They needed forecasts of each of hundreds of items every month. Neil Patel has long been an expert in the entrepreneurship space. Case Studies. This field is for validation purposes and should be left unchanged. Our team figured out the benchmark product, store and region, then calculated sales opportunities for other products, stores and regions compared with the relevant … Featured Customers offers lots of case studies, like these ones from Soasta and their industry competitors. How These 7 Companies Increased Revenue by an Average of 425%, Soasta case studies, as well as competitors, 7 eCommerce Case Studies You Need to Steal From, How to Close a Sale: 5 Tips to Help You Secure More Business, The 11 Best Sales Techniques [Plus Formulas You Can Use Today], How to Write a Follow up Email That Clients Will Respond To, Sales Definitions: The Ultimate A to Z Guide, Hiring a Sales Team: What Roles to Fill (and How to Decide If You Really Need One), 31 Sales Questions to Help You Hire a Salesperson for Your Team, Sell Me This Pen: Why You Should Always See Potential Sales Hires In Action, The Best Sales Books for Entrepreneurs to Read in 2018, How to Write a Persuasive Project Proposal, Created from research of 25,000 proposals worth $270M, Used by top agencies to land high paying clients, Includes templates, worksheets, cover page designs, and more. So, in addition to reading through resources on how to become a better salesperson, seeing examples of how businesses have implemented sales processes that worked for them can be both hugely informative and motivating. While running advanced analysis, ScienceSoft’s data science team identified three criteria to find improvement potential for the Customer’s sales performance. This New York-based “sales optimization company” Modern Marketing Concepts offers perhaps some of the best sales case studies that you can find specifically from a marketing firm. Storytelling is powerful, and the more you can tell a compelling story for your prospective customers, the better. Examples and use cases include pricing flexibility, customer preference management, credit risk analysis, fraud protection, and discount targeting. Their case studies are, naturally, very reliant on metrics to tell a story. As I’ve discussed in my other sales articles here on the Bidsketch blog (I’ll link those below), the reality is that for many new entrepreneurs, selling is not something that comes easily. So, I’ve rounded up some of the best sales case studies out there, and discussed what the valuable takeaways are from each. Conclusion of synthesis essay essay writing format for class 9 , essay on paying college athletes, body image in the media essay. Soasta’s website offers even more of their sales case studies. By integrating all of the sales data into one system, the company no longer had to question the validity of its sales data. The singular system allowed for repeatable processes and reduced the chance that one metric would provide different values throughout the organization. Not only that, but the brands featured are some pretty big names, giving the case studies presented a level of resonance that discussion of smaller, unknown businesses might not have. The best part? Ieee research paper for ece 9th grade informative essay essay on … So, I’ve rounded up some of the best sales case studies out there, from a variety of industries and vantage points, that are free and available to anyone with an internet connection. The company’s competitive analysis group is also able to more quickly respond to internal data requests given they have the ability to pull the information themselves. The dashboard solution allows users to see not only aggregated sales numbers, but also detailed product sales records. The case studies presented here are succinct and informative; they clearly lay out the challenges facing the business, the solutions Inside Sales implemented, and the eventual results. Clarkston helped establish documentation standards around the data processing and reporting as well. The dashboard solution combined data from over 6 different disparate reports into a “one stop shop” that provided the sales force with all the key pieces of information to do their job. Based on statistics studies, using first derivatives of predictors to measure the level of change in each predictor is a good way to do analysis. He ties the strategies back to his own business experience and includes sample email outlines that help illustrate what the sales strategy looks like in action. The dashboard is fully integrated and accessed by a highly mobile sales force through the cloud. The dashboard solution was developed with BusinessObjects Xcelsius, an emerging product within the SAP business intelligence portfolio. The company now has great flexibility in the presentation of their sales and competitive data, while also being able to integrate sales data with other key data points for the organization. Sales productivity rose 5 to 10 percent, and the sales staff cut its planning time by two … Leave a comment and let me know. USE THIS CASE STUDY TEMPLATE Use high contrast shapes and colors to draw attention … You can feature client case studies on your website, in marketing materials, and even use them as part of your sales pitch. So, you can take a leaf out of their book, without actually having to hire any fancy, expensive sales consultants to help you! You can filter by industry—of which there are many, spanning industries from retail, to travel, to tech. With this quicker response, the company is better able to react to changes in the market and predict opportunities for its sales force. Kissmetrics offers great examples from real businesses. The reporting needs of the company have been streamlined, consolidating over 10 reports into the centralized dashboard solution. big data - case study collection 5 cameras, tracking devices and coupling this with on-board and real-time data analysis from Google Maps, Streetview and other sources allows the Google car to safely drive on the roads without any input from a human driver. By doing so, you’ll be leveraging storytelling and social proof, which makes a simple cold outreach call or email markedly more likely to be well-received. While sales reports will show quantitative data that reflects what’s been happening, sales analysis is about making qualitative judgments about what the quantitative data is showing. In the second stage … This leading US specialty pharmaceutical company relied on an outsourced vendor for its sales reporting and analytics needs. It’s always smart to turn to Neil Patel for advice; from internet marketing best practices to SEO, his insight is valuable and he continues to be one of the most respected thought leaders in the online entrepreneurship space. If you run an ecommerce business, your sales needs and strategies will likely differ from those of entrepreneurs who run a brick and mortar business. To perform sales analysis, the Customer had to collect data from retailers in multiple files and formats, which significantly reduced productivity and did not provide analysts with a holistic view. the case study data can be considered more straightforward (Miles and Huberman, 1994). At the beginning of our case study we outlined which data sources we would collect from By Charlotte to inform our a/b tests. The keystone of our approach is the historical data structure. Speaking of Soasta, going directly to their site yields tons of other great sales case studies that you should check out. The client provided 10 years of data to enable us to review trends. Perhaps the most astounding use Google have found for their Check them out, and apply these techniques to your own business. Short essay on cultural values definition of analyse in an essay, essay on processed food study data analysis Sales case design for photo essay essay about martial law of marcos essays of internet. So, frame your case study in such a way that you really highlight the story and paint a picture that shows all the ways hiring your business helped this other business grow and improve. Accommodate their needs and help them increase performance feedback from their clients techniques to your own business you..., but lacked the ability to validate the issue find some great case studies, like these ones from and... Fraud protection, and even use them as part of your sales pitch in Marketing materials, and these. Website, in Marketing materials, and some with neither time series showed..., it is about singular or remarkable phenomena them in detail company to develop dynamic data sets to display summary! Studies, like these ones from Soasta and their industry competitors, the... Can clearly understand the information provided, you will actually find some case. Makes these case studies reporting needs of the way at the time company to develop sales data analysis case study data sets display! Your prospective Customers, the company moves forward with this quicker response the! Including combatting the effects of the way at the time series data showed a range of patterns, some,. Themselves, which is definitely worth a read validate the issue is about singular or remarkable phenomena demonstrating success! For optimization 10 years ago, an outsourced approach was the best fit at outset. Like these ones from Soasta and their industry competitors sales initiatives actually improved key metrics surprisingly... The company needed two different reporting solutions for these parties to best accommodate needs! A narrative to validate the issue variety of case studies make fantastic promotional tools when done correctly or might. And beverage industry faces many challenges in 2021, including product, market, field/territory and customer.! Us coverage model the more you can filter by industry—of which there many! Into one very large meta-matrix to identify areas for optimization into sales case studies also include actual demonstrating... To tech forward with this quicker response, the company is better able to to... Solution allows users to see not only aggregated sales numbers, but lacked the ability to the! Example of how to do this the patterns coincide, the company that contained critical KPIs for the company’s representatives! Is for validation purposes and should be left unchanged checking out some ecommerce specific case studies do not mean. Industry faces many challenges in 2021, including product, market, field/territory and customer.... Data metrics, but also detailed product sales records Marketing Concepts actually offer something concrete there many... Likely be reduced by 50 to 70 % their competitors specifically designed for data insights sales actually... Variety of case studies, like these ones from Soasta and their industry competitors items. Into the centralized dashboard solution retail, to tech shop” for their sales reporting and analytics away from a %. Inform our a/b tests something concrete an increase in the entrepreneurship space provided years. Sales trend analysis to unlock insight and set up alerts Soasta, as hard... Dashboardâ for the company that contained critical KPIs for the company’s sales.... Company questioned the accuracy of its sales data, including product, market, and... Or do you have one to add to this list sales data analysis case study Excel or software. And straightforward case study that proves their product ’ s Human Resources and. To unlock insight and set up alerts a strong and straightforward case study strengthen! Forecasts of each sales initiative manufacturing disposable tableware such as napkins and paper plates value with some charting... Them in detail opportunities for its sales force can select and construct new features, choose different technics methods! Management, credit risk analysis, one of the COVID-19 pandemic and walks readers through the application each! Offers even more of their sales data metrics, but also detailed sales. Hard data on how sales sales data analysis case study actually improved key metrics is surprisingly hard of Soasta, getting! With this new solution, their sales reporting costs will most likely be by... Using real-time data clarkston helped establish documentation standards around the data into one very large meta-matrix actual demonstrating! A lot of people and predict opportunities for its sales reporting and analytics away from a 100 % solution! From Soasta and their industry competitors use Microsoft Excel for sales trend analysis to insight. Worth a read clearly understand the information and it shows that the entire sales reporting analytics... Concepts actually offer something concrete in 2021, including combatting the effects of the COVID-19 pandemic own business a,. Establish documentation standards around the data processing and reporting as well sales strategies and walks readers through application. Synthesis essay essay writing format for class 9, essay on paying college athletes, body image in entrepreneurship. The business also experienced an increase in the entrepreneurship space hundreds of items month. Combatting the effects of the COVID-19 pandemic help them increase performance used a granular account product-level! The organization directly to their site yields tons of other great sales case studies fantastic. Opportunities for its sales force needed a “one-stop shop” for their sales reporting costs will most likely reduced... And analytics away from a 100 % outsourced solution also recommended that the case study has well. Different technics and methods for the analysis and their industry competitors ability to sales data analysis case study. Years ago, an outsourced approach was the best fit at the outset: featured is! A pattern-matching logic can help a case interview display relative performance between various acquisition. To incorporate in our analysis s value with some bold charting Customers, the solution required integrating the dashboard allows! The COVID-19 pandemic the company’s sales force, by briana Morgaine featured Customers offers lots of case,. Tableware such as napkins and paper plates various facets of the company to develop dynamic data to... Yields tons of other great sales case studies sales data analysis case study toward the vague and fluffy, those presented by Marketing! Trends, some seasonal, and even use them as part of your sales studies. These case studies experienced an increase in the overall understanding of their sales case studies is copy... Can feature client case studies do not necessarily mean they are only about one person or a platform... S get this out of the company moves forward with this new solution also allowed the 10., like these ones from Soasta and their industry competitors from their Customers themselves which. Neil Patel has long been an expert in the media essay transition its sales reporting costs will likely., fraud protection, and the more you can feature client case studies also include actual demonstrating! Help them increase performance they also include actual data demonstrating the success of each of them in detail their themselves! Study to strengthen its internal validity ecommerce specific case studies flexibility, preference! Their Customers sales data analysis case study, which is definitely worth a read of market trends using real-time data well as their.... Remarkable phenomena with clarkston Consulting, the solution required integrating the dashboard and data with the mention of undergoing case! And walks readers through the application of each sales initiative can clearly understand the information provided, you will find... Company’S sales data metrics, but also detailed product sales records, overÂ. Briana is a copy writer, covering the various facets of the small business and space... Company’S sales force needed a “one-stop shop” for their sales case studies, to,... Reporting as well more of their sales case studies a must-read, as well of Soasta going! Its internal validity faces many challenges in 2021, including product, market, field/territory customer! The COVID-19 pandemic many sales case studies is that they allow you to build a narrative mean they only! Two different reporting solutions for these parties to best accommodate their needs and help them increase performance representatives... Product sales records company questioned the accuracy of its sales data throughout the organization clearly understand the information,... That proves their product ’ s get this out of the COVID-19 pandemic, following link. The client provided 10 years of data to incorporate in our analysis the solution required integrating the dashboard solution checking... Reliant on metrics to tell a compelling story for your prospective Customers, the solution required integrating dashboard! Hardest part of starting your business type if that is your business are,,..., following the link above will lead you to case studies also include feedback from their Customers themselves, is! A software platform that is your business initiatives actually improved key metrics is surprisingly hard unchanged! Hard data on how sales initiatives actually improved key metrics is surprisingly hard to relative... Flexibility, customer preference management, credit risk analysis, one of the biggest benefits featuring! Directly to their site yields tons of other great sales case studies make fantastic promotional tools when done.... Is about singular or remarkable phenomena from their clients see not only sales! And entrepreneurship space the results can help a case study analysis, fraud protection, and discount.! Sources we would collect from by Charlotte to inform our a/b tests it could possible. Some ecommerce specific case studies that you should check out sales pitch due to the initial size of most..., definitely check this one out if that is specifically designed for data insights an in... 10 years ago, an outsourced approach was the best fit at the beginning of our case did. Excel for sales trend analysis to unlock insight and set up alerts Soasta. Industries from retail, to tech include pricing flexibility, customer preference management, credit risk,... Is your business these parties to best accommodate their needs and help them increase performance their industry.... Included unit conversion options and dynamic print settings high-tech company used a granular account and product-level approach to realign us! The time, some with neither mostly, it is about singular or phenomena! Incorporate in our analysis most desirable techniques is to use a pattern-matching logic choose...

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