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Knowledge ManagementBusiness Analytics Market Intelligence © Copyright Navo INC, 2013 Version 1.0 RELEASE THE POTENTIAL TO ACHIEVE WITH BUSINESS ANALYTICS.

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Presentation on theme: "Knowledge ManagementBusiness Analytics Market Intelligence © Copyright Navo INC, 2013 Version 1.0 RELEASE THE POTENTIAL TO ACHIEVE WITH BUSINESS ANALYTICS."— Presentation transcript:

1 Knowledge ManagementBusiness Analytics Market Intelligence © Copyright Navo INC, 2013 Version 1.0 RELEASE THE POTENTIAL TO ACHIEVE WITH BUSINESS ANALYTICS

2 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management

3 DIGITIZATION AND THE BIG SHIFT Outdated Biz model, format Old style communication strategies Outdated Biz Processes Inadequate Application of Tools & Tech Improper Resource Planning flawed Decision Making Leverage the power of technology & Analytics Through Awareness & Understanding of demographics in the context of generational differences Neither of them is in our control !!!!!!!!!!! Digital Revolution & the associated Disruption Demographic changes – Customer & Internal Org & the associated disruption & Forcing changes to potentially

4 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management Digital revolution Demographic Changes

5 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management BUSINESS CHALLENGES AT VARIOUS NODES Business Challenges ► Demand forecasting ► Inventory management ► Improving Labor efficiency ► Keeping Data logs ► Getting more out of existing ERP system Business Challenges ► Demand forecasting ► Inventory management ► Improving Labor efficiency ► Keeping Data logs ► Getting more out of existing ERP system Business Challenges ► Multi Brand outlets, How to focus on specific products ► Efficient Plano gram ► Visibility and stock management ► Price competitiveness ► Anticipating customer needs Business Challenges ► Multi Brand outlets, How to focus on specific products ► Efficient Plano gram ► Visibility and stock management ► Price competitiveness ► Anticipating customer needs Business Challenges ► Increasing channel efficiency ► Reducing costs ► Align with the changing times ► Reaching out through new channels ► Making the customer hear the right offers, buy what he needs ► Managing Customer satisfaction Business Challenges ► Increasing channel efficiency ► Reducing costs ► Align with the changing times ► Reaching out through new channels ► Making the customer hear the right offers, buy what he needs ► Managing Customer satisfaction Business Challenges ► Reducing costs to improve margins ► Optimizing orders and shipment ► Optimizing routing ► Increasing labor efficiency Business Challenges ► Reducing costs to improve margins ► Optimizing orders and shipment ► Optimizing routing ► Increasing labor efficiency Distribution Channel Retail channel Customer Touch Point Warehouse Customers A typical distribution network

6 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management ► Socio Political changes ► Breakthrough Innovation and Leadership impacts ► Nature’s influence ► Technology shifts ► Cultural impacts in business WE CAN’T CONTROL What we can’t control is applicable to everyone. What we can control should be taken as the key focus areas and RESPOND through specific actions. ► All Marketing elements (price, place etc) ► Operational efficiencies ► Customer engagement ► Communication strategies ► Risk Management ► Resource effectiveness (personnel as well as material) WE CAN CONTROL CAN LEVERAGING DATA HELP US CONTROL?

7 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management - Facts - Deeper Insights - Root Cause ESSENTIAL Experience alone is not enough

8 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management KEY FOCUS AREAS – USING DATA FOR MANAGEMENT AND CONTROL ► Use Data and Analysis for understanding various marketing elements ► Built measurable process efficiency metrics ► Measure ROI and Reach of your customer engagement ► Measure and Apply Customer Engagements effectively and efficiently. ► Measure, Analyze and use your resources wisely ► Use Data and Analysis for understanding various marketing elements ► Built measurable process efficiency metrics ► Measure ROI and Reach of your customer engagement ► Measure and Apply Customer Engagements effectively and efficiently. ► Measure, Analyze and use your resources wisely WE CAN CONTROL HOW CAN WE CONTROLWHAT ARE THE TANGIBLE RESULTS ► All Marketing elements (price, place etc) ► Operational efficiencies ► Customer engagement ► Communication strategies ► Risk Management ► Resource effectiveness (personnel as well as material) ► All Marketing elements (price, place etc) ► Operational efficiencies ► Customer engagement ► Communication strategies ► Risk Management ► Resource effectiveness (personnel as well as material) CUSTOMER/ MARKETING ANALYTICS RISK ANALYTICS OPERATIONS ANALYTICS FACT BASED DECISION MAKING PROCESS FACILITATING IN FACT BASED DECISION MAKING PROCESS FACILITATING IN With the help of Address the Market and Customer Address the Process Address the business risks

9 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management WHY ARE COMPANIES SHY TO ADOPT ANALYTICS? Why are companies too shy to adopt Analytics

10 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management COGNITIVE BIAS ► 87% of MBA students at Stanford University rated their academic performance as above the median ► 88% of teachers in a survey of faculty at Ivy League schools rated themselves in the top 25% for teaching ability ► 78% of C- Level Executives of Fortune 5000 Indian companies believes on an average, they use less than 50% of required data at any given point time for of decision making process. WHAT IS THE REASON? COGNITIVE BIAS! ► We have high opinion of our skills !!!!! WHAT IS IT’S IMPACT FOR BUSINESSES AND POSSIBLE SOLUTION? ► Executives often tend to be overconfident in their decisions and do not seek all the information required and available ► Solution is Fact based Analytics systems and processes that corrects misperception and provides key information on decision making ► 87% of MBA students at Stanford University rated their academic performance as above the median ► 88% of teachers in a survey of faculty at Ivy League schools rated themselves in the top 25% for teaching ability ► 78% of C- Level Executives of Fortune 5000 Indian companies believes on an average, they use less than 50% of required data at any given point time for of decision making process. WHAT IS THE REASON? COGNITIVE BIAS! ► We have high opinion of our skills !!!!! WHAT IS IT’S IMPACT FOR BUSINESSES AND POSSIBLE SOLUTION? ► Executives often tend to be overconfident in their decisions and do not seek all the information required and available ► Solution is Fact based Analytics systems and processes that corrects misperception and provides key information on decision making

11 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management ► Customer/Marketing Analytics provides a set of tools and predictive modeling solutions which help in increasing customer value and marketing returns ► Required across verticals ► Customer/Marketing Analytics provides a set of tools and predictive modeling solutions which help in increasing customer value and marketing returns ► Required across verticals WHAT CAN CUSTOMER/MARKETING ANALYTICS TELL YOU ? QUESTIONS ADDRESSEDSOLUTIONS Who are my target customers?Profitability Analysis Are the target customers cost sensitive ?Customer Segmentation How brand loyal are my customers?Customer Life Time Value How to retain my customers?Customer Churn Analysis, Customer Retention How to increase customer spending? Market Basket Analysis, RFM Analysis, Channel Optimization Whom can I target to cross-sell the profitable items?Cross-sell Options Were the promotion programs successful?Campaign Effectiveness Analysis, What is the ROI of each campaign?ROI Analysis What is the likelyhood that a customer would accept the offer? Customer Segmentation and Offer optimization What are the profiles of website visitors?Web Sales and Traffic Rates How many follower are there in twitter?Web Traffic Segmentation and Target Marketing

12 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management ► Risk Analytics is a set of analytical solutions which helps in prediction, early identification, and reduction of risk, and minimization of losses in various business activities WHAT CAN RISK ANALYTICS TELL YOU ? QUESTIONS ADDRESSEDSOLUTIONS What is the risk profile of my customers?Risk scoring Which customer is likely to default in future?Default Prediction What is the expected default in future?Forecasting What is the fair value of my portfolio?Risk based portfolio pricing Do I have adequate capital to cover the exposure?LGD, PD Modeling How to identify fraud early?Early Indicators of fraud How to reduce the instances of fraud?Root Cause Analysis, Claims analysis What is my total loss due to fraud?Loss Analysis Which customers are likely to pay without contact?Self cure analysis Which portfolio should be placed under recovery?Collection ROI Analysis Which is the best recovery method for a given customer?Work-out analysis

13 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management ► Operations Analytics helps in streamlining and optimizing the operations in both product and service organizations with the use of analytical techniques such as predictive modeling, forecasting and optimization WHAT CAN OPERATIONS ANALYTICS TELL YOU ? QUESTIONS ADDRESSEDSOLUTIONS How can I compare the performance of multiple stores?Performance Score Cards How to maximize my Portfolio yield?Category Management and Pricing Optimization What is the most suitable sourcing point?Vendor Efficiency Model How to balance the work loadInventory Turns and stock levels What shipment size would be bestSales and Margin Rates How shall I schedule my shipment ?Network Utilization and Zone Routing How to optimize my SKU portfolioSKU Velocity Analysis How do I best utilize my ware houseStorage Utilization How to reduce my shrinkage?Shrinkage Analysis Where should I place the merchandize in the store?Store Layout Analysis How to optimize the shelf space?Shelf Space Optimization

14 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management..An Illustration

15 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management InspirationMarket challengeInner Passion SHORT BACKGROUND “If only HP knew what it knows, it will make THREE TIMES more profit tomorrow”.. Lew Platt, Ex CEO of Hewlett Packard “When confronted with a situation of increasing credit limit or period, invariably I am left with a Hobson's choice of saying YES although I am very uncomfortable to work based on Gut-feel only” … Leading regional IT distribution Company “to develop an insight- driven systematic approach well supported by a system that helps seek insights and drive rapid action resulting in solving identified business challenges” …. From Navo Navo’s Endeavour to create a simple & sleek solution that can grow along with the growing challenges Instant Receivables Analytics Solution Increase NET MARGINS Control & Reduce CREDIT RISKS Realize CASH FASTER Increase NET MARGINS Control & Reduce CREDIT RISKS Realize CASH FASTER

16 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management Data  Reports  Interpretation Challenge  Insights  Action MAKE THE SHIFT …. NOW

17 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management The RECEIVABLES DESPAIR What are the payment patterns of my key customers? Which clients are not likely to pay as per the credit terms? How do I identify my ‘bad’ customers so that I can offer tighter credit norms? Which clients are likely to default? How can I determine the cost IMPACT of receivable delays How can I manage and control DSO and also understand WHO or WHAT is its cause? Who contributes to better cash flow in the company and Who does not? Do I have a precise view of under utilization and over utilization of credit limit? QUESTIONS??

18 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management CHALLENGES  INSIGHTS What are the payment patterns of my key customers? 1

19 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management CHALLENGES  INSIGHTS Which clients are not likely to pay as per the credit terms? 2

20 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management CHALLENGES  INSIGHTS How do I identify my ‘bad’ customers so that I can offer tighter credit norms ? 3

21 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management CHALLENGES  INSIGHTS Which clients are likely to default ? 4

22 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management CHALLENGES  INSIGHTS How can I determine the COST IMPACT of receivable delays 5

23 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management CHALLENGES  INSIGHTS How can I manage and control DSO and also understand WHO or WHAT is its cause? 6

24 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management CHALLENGES  INSIGHTS Who contributes to better cash flow in the company and Who does not? 7

25 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management CHALLENGES  INSIGHTS Do I have a precise view of under utilization and over utilization of credit limit? 8

26 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management IN SHORT… PREVENT ignorance on Facts and its root cause, “real time” Reward & Enhance good payment behaviour DETECT & CORRECT deteriorating payment behavior Improve net profits & collection efficiency MONITOR & MAINTAIN better cash flow

27 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management

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41 Export and send statement of account to customer in 2 clicks

42 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management YOU CAN NOW INCREASE NET MARGINS REALIZE CASH FASTER REDUCE & MANAGE CREDIT RISKS

43 ▪ Business Analytics ▪ Market Intelligence ▪ Knowledge Management THANK YOU QUESTIONS ?


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