Decision Management
Decision-making can't be based on assumptions or guesses. A quantitative approach is required to bring precision and consistency to the decision-making process across the organization. Peppers & Rogers Group Managed Analytics supports enterprise decision-making through strategy development, action and rule definition, and channel management.
Marketing Optimization aims to increase return on marketing investment by targeting the right customers at the right time with the right offer and via the right channel. Peppers & Rogers Group's Marketing Optimization methodology is built on statistical modeling that highlights potential return based on the marketing budget. We help clients decide which direct marketing offer to send to which customer to maximize total expected return. Peppers & Rogers Group Managed Analytics enables clients to automate the planning process for marketing activities, prioritize marketing investment by bringing resources, objectives and constraints together, and increase ROI.
Action Management Process Design helps clients identify issues in their operational effectiveness – and how to take a customer-focused approach to achieving their business targets. Peppers & Rogers Group Managed Analytics' Action Management Process Design includes development of customer segment strategies and a resulting action plan, design of the 1to1 action management process and monitoring the effectiveness of the initiatives across touchpoints.
This approach offers clients a standardized planning process for customer-centric strategies including customization of marketing communication and service as well as the roadmap for segment-based customer care.
Segment-Based Sales Planning aims to develop an effective end-to-end sales strategy built on customer analytics. It's about determining how the sales strategy will be executed in which markets using which channels based on the analytical insights. We provide our clients a segment-based sales action plan that shows growth targets and optimum sales volume. By implementing a sales tracking system, we regularly inform clients about the realized sales figures and targets. This approach enables clients to define the optimal sales force in terms of number of sales reps, compensation levels and responsibilities.
Sales Forecasting predicts the number of products that will be purchased within a specific time period. Peppers & Rogers Group Managed Analytics brings customer behavior and statistical tools together to more accurately manage the sales forecasting and management process.
Our Sales Forecasting methodology includes an assessment of current sales forecasting processes and available data, as well as defining sales model components such as the sales forecasting product hierarchy, SKUs and sales forecasting periods. It also includes an assessment of total inventory and sales force resource planning.
The approach begins with top-down forecasting that incorporates segmentation results. Forecasts are made for each segment/product combination. Then, bottom-up sales forecasting is executed. Here, the sales force estimates its forecasts based on detailed analytics provided by Peppers & Rogers Group. All sales responses are collected and analyzed, and then revised forecasts are prepared. The result is a multifaceted view of future sales trends.
Sales Compensation Modeling is an important tool to support ongoing sales strategies and help track performance. The Peppers & Rogers Group Managed Analytics Sales Compensation Methodology consists of target setting, monitoring and reward/compensation planning.
During the target-setting process, Peppers & Rogers Group provides clients with measurable, attainable targets in line with the corporate strategy. From there, target monitoring is customized for different management levels. Monitoring consists of tracking the effectiveness and value of sales prospecting efforts. Reports matching client needs such as sales prospects and visitation reports, revenue achievement reports and performance monitoring reports are prepared. Finally reward/compensation planning incorporates the target setting results and allocates rewards for different levels of performance. Based on the detailed evaluation, a best model or combination of models is identified.
Sales Compensation Modeling helps clients align compensation and metrics in a way that motivates the sales organization to effectively share information and coordinate efforts. The result is the development, implementation, and management of compensation plans that help to retain your best sales professionals and incentivize the sales force to increase sales efficiency and effectiveness.