BRIDGEi2i helps a global networking giant to identify the key drivers of variation in performance across sales teams and be predictive in identifying teams with higher risk. More about our sales effectiveness services and solutions at http://www.bridgei2i.com/sales-effectiveness.html

1. Customer Case Study
BRIDGEi2i helps a global networking giant to identify the key drivers of variation in
performance across sales teams and be predictive in identifying teams with higher risk
Business Challenge
A global networking giant wanted to understand the key drivers of variation in performance across their sales
teams and identify sales nodes with a greater risk of poor performance. Different business units within the
organization had fundamentally different business models reaching to different types of customers and hence
expected to have variation in drivers of performance. Such diverse segments also needed to be benchmarked
differently based on the business dynamics.
BRIDGEi2i Solution
BRIDGEi2i performed an in depth analysis of sales team performance against various possible drivers, coupled with
a 3 stage scoring model to identify key significant drivers of performance for each business and proactively flag
teams with higher risk of poor performance in the quarter.
Key Sales Driver analysis
 Base lined sales pattern for various types of businesses (Enterprise, SMB
etc.) to develop consistent definition of good and poor performance
 Correlated various sales team characteristics such as plan assigned,
growth of plan from pervious measurement period, vintage of sales
reps, types of partnerships and mix of customers assigned to the team
as against quarterly performance
 Assessed the effect of pipeline build up at the start of the period and
velocity and momentum during the period
Predictive Scoring Model
BRIDGEi2i institutionalized a self-adjusting 3-stage scoring model that continuously
monitors performance from the start of the quarter up till end of second month and
identifies potential laggards. The model utilizes the key factors identified in previous
stage and builds a probabilistic score for each sales node at various stages.
Business Impact
An informative and predictive dashboard set up for the sales leadership helped them identify potential risk of poor
performance for various teams and proactively take intervention measures. The insight also brings predictability as
well as risk triggers around achieving goals.
About BRIDGEi2i
BRIDGEi2i is an analytics solutions company partnering with businesses globally, helping them achieve accelerated
outcome harnessing the power of data. BRIDGEi2i helps companies to BRIDGE the gap between INFORMATION,
INSIGHT and IMPACT in their journey to institutionalize data driven decisions across the enterprise.
For more details contact us: enquiries@bridgei2i.com
Information Insight Impact
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