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Tag "marketing analytics"

ABM and predictive lead scoring – a primer for success

    ABM and predictive lead scoring – a primer for success

Account-based marketing (ABM) – and the related technology of predictive lead scoring – is dramatically changing the face of sales and marketing. The difference is like spearfishing when all you’ve known before is dragging a net. It’s much more precise and uses analytical processes to ensure that your efforts are focused on the results your organization needs and your leads are more efficiently converted to sales. For enterprise sales, ABM is critical because B2B sales are much more tightly focused than B2C sales.

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Forum: Revisiting advertising effectiveness

Does advertising work? Few will deny that advertising plays an important role in building awareness. The idiom, “out of sight, out of mind,” speaks to the importance of being seen in order to even be thought of. Looking back over the years, however, there’s a strong case to be made that advertising as we know it has been a mixed bag financially. And while emerging forms of advertising improve our ability to target, modern channels are being questioned just as much as traditional media in terms of overall effectiveness. What appears to be certain is, as consumers have greater access to information, the link between an ad’s effectiveness and the intrinsic “compellingness” of what’s advertised is likely to increase.

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Executive Edge: The devil is in not having details, so get granular

Averages lie to you. One of our publishing clients looked at the average sell-through rate of its online advertising inventory and noted it was 70 percent. “We can launch a metered paywall, and as long as we do not lose more than 30 percent of our inventory, the lost advertising revenue should be minimal,” they thought.

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Driving smarter decisions on pricing, promotion

    Driving smarter decisions on pricing, promotion

The consumer goods industry thrived for years on its ability to please the average shopper. From toothpaste to soap powder, it knew how to give people what they wanted – and how to sweeten the purchase with the right price, a tempting discount or a great deal. But for the last decade the sector has struggled to grow – both in terms of revenues and margins.

The world has changed, and consumer goods companies have – by and large – found it hard to adapt. Brand loyalty is harder to come by, as more people shop at discounters or go online for the best deals. Digital disruption has opened the market to new companies with different business models. Recent EY research found 45 percent of companies in the industry were struggling to keep pace with changing consumer needs and behaviors.

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Study: Consumers buy close to what they first searched online

    Study: Consumers buy close to what they first searched online

Given the ease of online search, consumers can explore and discover hundreds of available items in any category. Retailers and advertisers are keen to influence the search and final purchase through better product recommendations and targeted advertising. A forthcoming article in the INFORMS journal Marketing Science studies online search and purchase behavior of consumers in the digital camera category and finds that even though consumers may search for extended periods of time, what they purchase tends to be remarkably close to items they searched and found in their very first search.

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Missing Metric: The human side of sales analytics

    Missing Metric: The human side of sales analytics

The days of thinking about sales professionals as glad-handers who achieve results through client lunches and wheedling are over. As data-driven sales and marketing approaches take off, a new breed of sales staff is helping category-leading organizations achieve their audacious revenue targets via data science, predictive analytics and automation. The trend is giving rise to an exciting field of new sales tech that already is showing positive returns.

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Analytics Blog

Electoral College put to the math test


With the campaign two months behind us and the inauguration of Donald Trump two days away, isn’t it time to put the 2016 U.S. presidential election to bed and focus on issues that have yet to be decided? Of course not.


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Gartner: AI technologies to be pervasive in new software products

Market hype and growing interest in artificial intelligence (AI) are pushing established software vendors to introduce AI into their product strategy, creating considerable confusion in the process, according to Gartner, Inc. Analysts predict that by 2020, AI technologies will be virtually pervasive in almost every new software product and service. Read more →

Drone delivery: Professor develops solution to minimize delays in operations

When delivery companies like FedEx, Amazon and UPS launch drones to deliver packages in the near future, one Kennesaw State University computer science professor may be at the crux of solving one of its most complicated problems. Donghyun (David) Kim, assistant professor of computer science and an expert in computer algorithm optimization, is designing a fast-running algorithm to tackle simultaneous coordination problems among multiple delivery trucks and the drones launched from them. Read more →

Tech spending growth limited to about 5 percent through 2018

Forrester predicts U.S. business and government tech spending will continue to grow by 4.8 percent through 2017 and increase to 5.2 percent in 2018. While these forecasts are higher than Forrester’s projections following the 2016 presidential election, they are lower than the expected numbers from a year ago. Read more →

UPCOMING ANALYTICS EVENTS

INFORMS-SPONSORED EVENTS

Essential Practice Skills for High-Impact Analytics Projects
Sept. 26-27, Executive Conference Center, Arlington, Va.

Foundations of Modern Predictive Analytics
Oct. 2-3, VT Executive Briefing Center, Arlington, Va.

2017 INFORMS Annual Meeting
October 22-25, 2017, Houston

2017 Winter Simulation Conference (WSC 2017)
Dec. 3-6, 2017, Las Vegas

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