Real-time sales management and pricing

Context and objectives

Major inconsistencies between operational and sales management KPIs, and limited management visibility on both current marketing and sales performance and growth potential.

Existing internal, client and external data was barely used, in particular in the pricing review process.

Outcome

• Greater, fully dynamic visibility of sales pipeline development for the sales and marketing community.
• Automated generation of price increase recommendations.
• Automated client and market analytics that justify price increases and demonstrate superior client knowledge, strengthening client intimacy.

Our approach

• Internal benchmark and alignment on the KPIs to monitor and the key data to use for decision-making.
• Advanced data analytics to understand the underlying drivers and correlation rules of:
  • sales performance KPIs (e.g. hit rate, abandonment rate);
  • price construction and price revision mechanisms.
• UI design, development of a functional model and of the minimum viable product backlog.
• Project management of the development phase (by the client's IT team) of a multi-device tool, and deployment across the sales team and management.