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Account Segmentation Final Briefing. Project objectives. INDEX. Account Segmentation Summary. Milestones. New capabilities and Benefits. New capabilities and Benefits. Model Overview. Workbook model. Account Segmentation Workbook. Analysis. Customer Segmenting. Industry
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Workbook model Account Segmentation Workbook Analysis Customer Segmenting • Industry • Sales of Customer • Bookings • Geography Customer Master File 3rd Party Data Pipeline PtB Formula Translation & Transformation Booking Potential Bookings Account Scoring Territory Design Tool
Model overview The Excel workbook consists of 5 main areas. Each area has multiple tabs.
Ideal Customer Profile & clusters • The below table represents Frontier Potential by Cluster • The frontier potential is the 80th percentile of bookings for customers in the given cluster Annualized Account Potential ($,000's)
* PROPENSITY TO BUY FORMULA Data Factors Nurture Factors GROWTH ACCESS TO DECISION MAKERS CAPEX COMBINED SQ. FOOTAGE # of DC/ FACILITIES LEVEL OF AUTOMATION # of EMPLOYEES REVENUE ECOMMERCE INDUSTRY * Ecommerce weighting is 30% for Retail distribution as determined through correlation analysis
Data factor coverage and next steps for nurture factors Data Factors: Good results for 7 Data Factors with 91% overall coverage Issue: Several of the desired data fields cannot be provided or determined from third party or ACME INC. information Impact: • Nurture factor information is used when it exists. • SBI Recommendation: Due to low coverage of Nurture factor information SBI recommends ACME INC. develop a process to collect and leverage the information through marketing, sales or other
PtB FORMULA FACTOS WERE CONFIRMED VIA CORRELATION ANALYSIS Example: The PtB formula was improved by changing the weighting of Ecommerce. By reviewing correlation analysis with leadership, a decision was made to increase the weighting of Ecommerce. Increased Ecommerce weighting to drive up correlation
Conquering the barrier of “sales Language” • Align definitions to move forward together