Sales Engineers expands its team with a Commercial Insights practice lead to address a growing Customer need: Building a Reporting & Analytics practice to support the transition into a Data & Insights Driven Organization
Jacco Langerak (Great ID Consultancy) will join the Sales Engineers Team to head-up the new Commercial Insights Practice.
Jacco Langerak: “I’m thrilled to join the Sales Engineers team. There is great potential in the field of Commercial Excellence to accelerate growth through Commercial Insights. We can tap into this potential for Customer today with proven and tangible deliverables. What makes it really exciting is the strategic opportunity to disrupt the competitive landscape through the use of Artificial Intelligence. It will unleash the value potential hidden in the ever-growing set of data an organization already has at their disposal.”
Addressing a Growing Customer Need
There is a groundswell of evidence that Data & Insight Driven Organizations will outperform their peers:
- 23 times more likely to acquire customers (McKinsey)
- 6 times as likely to retain customers (McKinsey)
- 19 times more likely to be profitable (McKinsey)
- Non-adopters of AI are expected to have a 20% decline in their cash flow from today’s levels (McKinsey)
- 10% reduction in Cost (Business Application Research Center)
- 8% increase in Profit (Business Application Research Center)
- growing at an average of 30% Annually (Forrester)
Consequently, Customers are initiating a growing number of initiatives to build their Insights & Analytical Capabilities and tap into the potential of this promise.
The Challenge – Where to start and how to grow?
Organizations often get stuck in a combination of:
- Adoption Challenges: Fragmented use of available reports and dashboards that is often caused by lack of actionability and usability. Inconsist definitions, layout and navigation are critical elements in addressing these adoption challenges.
- Data Quality issues: User contributed data is often low in quality and consistency. Lack of relevance for Users is the most common root cause: why do I need to contribute this data? who will use it for what? Why is that relevant for our organization? What’s in it for me?
- Master Data issues: Lack of master data guidelines and governance will often lead to inconsistent data that is impossible to combine and ‘roll-up’. The master data landscape is often a ‘patch-work’ of additions and changes made for various purposes over a longer period of time
- Technical challenges: a fragmented application landscape, interface challenges, and unclear promises of the software suppliers of Analytics and Reporting products
- Planning Challenges: How do we combine a pragmatic start with our strategic goal of becoming an Insights & Data-driven organization. How can we realize direct value next month? How do we ensure that this is also the first step on our transformational journey? How do we create a multi-year roadmap towards an Insights Maturity level that is truly market leading?
- Resourcing Challenges: Which Data related roles do we need: Business Analysts? Data Scientists? Where do they sit in the organization: In Sales support? In IT? In a dedicated Data & Insights team? And, which Leadership do we need: A Chief Analytical Officer? A Chief Data Officer?
The Solution – A Commercial Insights Practice
Sales Engineers will help Organization build a Commercial Insights Practice that can address all of these challenges for a wide range of Customer needs: from Reports and Dashboards to advanced analytics and the application of Artificial Intelligence for the domain of Marketing and Sales. With this, our Commercial Insights Practice goes far beyond only facilitating a ‘technical’ implementation as offered by the majority of solution providers in the current market.
Based on the maturity and needs of a Customer, the support can range from taking the lead through interim or project management to merely taking the Subject Matter Expert role. The latter will guide and educate the Customer in adopting and realizing their required Solutions. Offshore development capabilities will guarantee low cost and high-quality Solutions.
Jaco van Wilgenburgh, Managing Partner Sales Engineers: “I am very excited about the value potential for our Customers. The Commercial Insights Practice addresses a growing need of our Customers and will be a very logical extension to our role of Commercial Excellence Architects. With this practice, we can now cover the entire spectrum for the Insights & Analytics Solutions our Customers need.”
About Sales Engineers
Sales Engineers is a Boutique Consultancy with high end experienced consultants in the field of Commercial Excellence. We have developed our own proprietary methodology inspired by Lean Six Sigma and based on best practices distilled from Customer Projects. We have in-house expertise in all major CRM systems: SAP, Microsoft Dynamics CRM, and Salesforce. Our core business team is working out of our Amsterdam office and can provide offshore technical resources through our teams in the Ukraine and India
About GID
Great ID Consultancy is a boutique consultancy based on the rock-solid belief that analytical excellence leads to better decision making and brings focus. We help our clients to reshape their strategy, plan their improvement, and realize the required transformation.