growing smart with tableau online
Post on 17-Oct-2014
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Growing Smart
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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
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Driving Sales With DataDaniel Hom, Online Product
Marketing
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Tableau DesktopFor Anyone
• Explore and visualize data• Self-service analytics for
everyone• Blazing speed against massive
data
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Tableau ServerFor Organizations
• Complete business intelligence system
• Web dashboards and applications• Secure information management• Enterprise scalability
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Tableau Server in the cloud
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Data as an asset and an advantage
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The Cycle of Visual Analysis
Exploratory
Self-service
Iterative
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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
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3 Tactical Examples
Discover
Market Segmentation
Plan
Sales Team Management
Execute
Culture of Enablement
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Market Segmentation
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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
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Example: Discovering a New Segment
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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
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Sales Management
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• 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
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• 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
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Team Enablement
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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
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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
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Data is Only Part of the Story
Getting the right answer
Making it understandable
Making it transparent
DATA
VISUALIZATION
CULTURE
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Driving Sales With DataDaniel Hom, Online Product
Marketing