期刊名称：International Journal of Advanced Computer Research
印刷版ISSN：2249-7277
电子版ISSN：2277-7970
出版年度：2012
卷号：2012
出版社：Association of Computer Communication Education for National Triumph (ACCENT)
摘要：OnTARGET and MAP are examples of analytics-based solutions that were designed from the outset to address specific business challenges in the broad area of sales force productivity. Although they address different underlying issues, these solutio ns implement a common approach that is generally applicable to a broad class of operational challenges. Both solutions rely on rigorously defined data models that integrate all relevant data into a co mmon database. Choices of the data to be included in the data model are driven both by end-user requirements as well as the need for relevant inputs to analytical models. Both business problems have a natural mapping to applications of predictive modeling: predicting the probability to purchase in the case of OnTARGET, and estimating the realistic revenue opportunity in the case of MAP. Delivering the underlying data and the analytic insights directly to frontline decision makers (sales representatives for OnTARGET and sales executives for MAP) is crucial to driving business impa ct, and a significant effort has been invested in developing efficient web-based tools with the necessary supporting infrastructure. In this paper we discuss several aspects and analyze them.
