Category Archives: Big Data

126. Weak ROI on Analytics? Very Common! So?

2020 Companies, Big Data, Index, Line Item Profit Analytics, LIPA, Profit Analytics, WayPoint Analytics

ERNST YOUNG (EY) SURVEY RESULTS

A recent EY survey (11-6-18) of bigger companies (than typical distributors) revealed that:

  1. 80% of firms see big upside potential with analytics, but can’t get results. There is a gap between insights and action not taken by employees.
  2. 56% said a culture of decision-making by intuition ruled. (Any intuitive account-call planning going on at your company?)
  3. 60% cited lack of budget and organizational commitment as the biggest pain point.
  4. 67% plan to hire more analytical talent
  5. But, 80% can’t find the talent they need.

Continue reading 126. Weak ROI on Analytics? Very Common! So? →

125. Rent An Analytics Champ To Jumpstart a Renewal

AmazonBusiness, Big Data, Core Renewal, Cost-to-Serve Math, Index, Line Item Profit Analytics, LIPA, Profit Analytics, WayPoint Analytics

Baseball’s Lessons For Distributors

Two books document the rise of game-changing analytics within major league baseball (MLB): Moneyball (’03) and the highly-recommended, Astroball (7/18)[i]. The 2018 MLB playoffs featured the best, most analytically-empowered teams (along with big-talent payrolls).

Studies on MLB analytics departments from ’03 to ’18 reveal that: Continue reading 125. Rent An Analytics Champ To Jumpstart a Renewal →

123. Teach Customers To Be Better, Win-Win Buyers

Big Data, Concierge Customer Service, Cost-to-Serve Math, Distribution Industry Sales, Distribution Strategy, Index, WayPoint Analytics

Customers Aren’t Equally Effective Buyers

Customer profitability analytics reveals a wide range of buyer effectiveness. And, SKU profitability analytics measurably pinpoints the root causes for their variances in hidden, unnecessary buying activity and servicing costs.

Customers also vary in their openness to changing how they buy to achieve: Continue reading 123. Teach Customers To Be Better, Win-Win Buyers →

119. Will Commissioned Reps Be Un-Bundled?

Big Data, Concierge Customer Service, Cost-to-Serve Math, Distribution Industry Sales, Distribution Strategy, Index, Service Value Innovation Guidelines, WayPoint Analytics

Traditional-Markup, Service Bundles

Many distributors mark-up goods to hopefully cover the costs of their “free services” that come with the product. These include service-costs like: outside and inside reps, fulfillment, delivery, free returns, and trade credit.

What happens when digital-buying millennials increasingly take over B2B buying, and they find lower prices for equal or better goods from online sellers (with zero outside and inside rep costs)? Continue reading 119. Will Commissioned Reps Be Un-Bundled? →

118. Financial Blind-Spots of Most Distributors

Big Data, Cost-to-Serve Math, Distribution Industry Sales, Index, Line Item Profit Analytics, LIPA, Profit Analytics, WayPoint Analytics

What Do Line-Item Profit Analytics Reveal?

Waypoint Analytics is the only cloud-service firm that offers distributors an array of tools based on a Line-Item, Cost-To-Serve (CTS) model, and a calculation engine. The firm has, over its 10-year existence, created CTS models for well over 100 distributors in over 50 different channels. The aggregate stats for this pool of progressive distributors are startling: Continue reading 118. Financial Blind-Spots of Most Distributors →

116. Three Steps To Winning At Cloud Ecommerce in 2021

2020 Companies, AmazonBusiness, Big Data, Core Renewal, Index, Service Value Innovation Guidelines, WayPoint Analytics

Future-Shock Cloud Ecommerce is Here

In 2018, well over $100B will be spent on digital cloud ecommerce capabilities. Even the large public distributors are spending 10’s of millions on upgrading digital-selling capabilities.

The telecommunications companies have started, in parallel, a race to build out 5G wireless bandwidth starting in major cities. By 2021, Best B2B customers in top 50 cities will… Continue reading 116. Three Steps To Winning At Cloud Ecommerce in 2021 →