growing smart with tableau online
Post on 17-Oct-2014
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Growing Smart
Agenda
Welcome
Using Entrepreneurial Tools to Realize Long-Term GrowthProfessor Steven Mednick
Assistant Professor of Clinical EntrepreneurshipMarshall School of BusinessUniversity of Southern California
Driving Sales With DataDaniel Hom
Online Product MarketingTableau Software
Networking Reception
Driving Sales With DataDaniel Hom, Online Product
Marketing
Tableau DesktopFor Anyone
• Explore and visualize data• Self-service analytics for
everyone• Blazing speed against massive
data
Tableau ServerFor Organizations
• Complete business intelligence system
• Web dashboards and applications• Secure information management• Enterprise scalability
Tableau Server in the cloud
Data as an asset and an advantage
The Cycle of Visual Analysis
Exploratory
Self-service
Iterative
Data as an asset and an advantage
Discover
How do you find new opportunities?
Plan
Developing and allocating resources and personnel
Execute
Keep an entrepreneurial culture and spirit
3 Tactical Examples
Discover
Market Segmentation
Plan
Sales Team Management
Execute
Culture of Enablement
Market Segmentation
Going from Data to Opportunity
• Identify the segments of your existing customer base
• Slice & Dice: understand your market by product,
geography, and any other potential categories
Example: Discovering a New Segment
A New Market…
…requires a new team• Different focus
• Understand market needs
…and a new product• Fast start-up
• No IT
• Stay secure
• Work anywhere
• Grow smart
Sales Management
• Maximize opportunity with the fewest resources• Use data to build models, even simple ones (Analytically-
Driven Territory Planning)
Example: Redistributing territories across the team
Creating a Plan of Attack
• Set teams up to succeed and focus on work• Transparent, understandable terms for distributing resources and
expectations for success• Ensuring Parity in Opportunity
Cultivating an Effective Environment
Team Enablement
Creating a culture of data-based decision making
• Quick, informed decisions and insights• Self-service tools and monitoring (Example: Who’s Hot?)• Channels for immediate feedback
Focus on vision, not on process
• Reduce bureaucracy and need for in-between systems• Make it easy for your teams to succeed• Empower individuals to be entrepreneurial
Data is Only Part of the Story
Getting the right answer
Making it understandable
Making it transparent
DATA
VISUALIZATION
CULTURE
Driving Sales With DataDaniel Hom, Online Product
Marketing