Competing on Analytics: Updated, with a New Introduction

In aggregate, suppliers run tens of millions of queries on the data warehouse every year, covering such data as daily sales, shipments, purchase orders, invoices, claims, returns, forecasts, radio frequency ID deployments, and more.17 Suppliers also have access to the Modular Category Assortment Planning System, which they can use to create store-specific modular layouts of products.

unresolved questions about their accounts, it shifted these collections from bill collectors to retention agents, whose role is to resolve conflicts and retain satisfied customers.

the best ways to maximize customer loyalty and spending over time.

uses analytics to address forty-two attributes that characterize the interactions, perceptions, and emotions of customers across a six-stage life cycle

When bottlenecks occur at certain slot machines, the company can offer a customer a free game at a slot machine located in a slower part of the casino. It can also inform waiting customers of an opening at another machine.

waiting customer is not spending money

The company also built an attribution model for leads across the sales funnel to determine the optimal channel mix for lowest cost-per-lead and cost-per-conversion. A series of new reports addressed such metrics as days leads outstanding, lead survival curve, estimated lead value, and funnel conversion velocity.

descriptive sales analytics

which doctors to target and which sales messages and products are most likely to be effective

predictive and prescriptive analytics