Opportunity Mining Solution for Industry Leading Software Company
Our client wanted to create a strategic enterprise account planning tool that allowed enterprise account sales teams to consistently mine for top sales opportunities across product lines and customer segments. The business logic behind the new tool needed to take into account historical spending patterns and best practices by industry verticals, company size and product groups.
The opportunity mining tool needed to identify ideal cross-sell, upsell and increased penetration scenarios, by product line, product version, licensing type and sales scenario.
We worked with various sales and marketing teams to determine a set of prospecting best practices that had been used effectively in the past within the organization. eSage then developed custom opportunity mining logic and machine learning algorithms to extract the strongest correlations between historical sales, company vertical, company size, product category, etc.
We combined these prospecting best practices with the new opportunity mining logic to create a layer of business rules that could be consistently applied to the sales, product, licensing and CRM data within the new opportunity datamart to surface the highest potential sales opportunities for the enterprise sales teams. Top opportunities were summarized and presented in newly developed reports and account planning tools by product line, industry vertical, geographic region and sales scenario.
eSage Group has designed, built, maintained and enhanced various versions of this enterprise account opportunity mining tool for numerous US and International sales and marketing teams at this client for the past 10+ years.
- Opportunity mining datamart with automated feeds/ETL’s from various enterprise data source systems
- Powerful opportunity mining logic and pricing algorithms across the product line
- Portfolio of web based account planning tools for various sales scenarios and different US and WW sales and marketing teams