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Twitter Handle: Patrick DiDomenico: LawyerKMPeter Ozolin: ozolincomments

Hash Tag: ILTAET

Agenda – Emerging Technologies

Introductions Big Data – What is it? Why should we care? Practical advice on dealing with Big Data. Examples of gaining insights from Big Data.

“Big Data” Defined

Examples of Big Data vs. Traditional Systems

Why should we care?

The Problem…Good Data ≠ Good Decisions• Fewer than 44% of employees say they know where to find

information they need for their day-to-day.

• Half of all employees find that information from corporate sources is in an unusable format – “The best companies avoid this problem by deploying improved information filtering and visualization, for example, they might provide charts instead of linear raw data.”

Source: Harvard Business Review--April, 2012-- 22 Global Companies, 5,000 employees polled

Traditional Approach Micromarket StrategyData ManagementSales collects customer data from internal sources (CRM, billing, customer service databases, experience management systems) Data are updated and analyzed quarterly or semi-annually Outside analysts provide tools, advice and statistical services

Sales combines very large databases of internal and external data such as demographics, social media chatter, and competitive intensity. Data are updated and analyzed monthly, weekly and daily. Data collection and analytics are done by in-house experts.

Resource AllocationSales coverage is defined by large regions and territories Sales resources are allocated according to a region’s historical performance

Sales coverage is segmented into dozens or hundreds of micro markets. Resources are deployed at the micromarket level accordingly to expected future opportunity.

Performance ManagementRep (and channel partner) performance is assessed relative to other reps (and other channel partners)

Performance is assessed relative to the opportunity within the micro markets.

Today’s strategies demand new methods

Examples – leveraging “Big Data”

Monitor Issues – trend analysis

White Collar Crime

Topics and issues of interest

Competitors and trending practices

Ascertain how your competitors are positioning themselves and on what issues.