EXIST COMPANII DE DISTRIBUIE I SERVICII CE POT DESCOPERI N AVANS CONSIDERABIL CLIENII PE CARE URMEAZ S-I PIARD?

Atingerea obiectivelor de vnzri este direct influenat de identificarea din timp a clienilor care vor cumpara mai mult sau mai puin n 2014 dect au estimat oamenii de vnzri. Cu ct ii identifici mai devreme cu att ai anse mai mari s minimizezi pierderile i s te meni n obiectivul de vnzri stabilit pentru anul acesta. Pe de alt parte identificarea oportunitilor, ntr -un timp cu adevrat util, cu privire la clienii existeni reprezint cea mai sigur metod de cretere a vnzrilor i de dezvoltare a unei afaceri n servicii sau distribuie. Exist deja companii de servicii i distribuie din lume care pot descoperi n avans cu cteva luni clienii acestora ce vor cumpara peste sau sub cifrele obinuite ale perioadei. O companie de distribuie poate avea pn la zeci de mii de clieni. Pn acum nu exista posibilitatea de a realiza un model de comportament de cumparare individual n funcie de istoricul de vnzri/ sezonalitate/trend vnzri/volatilitate pentru a identifica trendurile de dezvoltare din analiza n timp real a clienilor existeni. n trecut aceste companii s-au confruntat cu probleme legate de necesitatea determinrii n avans a clientului la care exist posibilitatea de a vinde mai mult cu scopul de a putea lua masuri necesare individualizate sub forma de oferte speciale sau discount-uri pentru a maximiza profitul. Noua tehnologie permite acum companiilor de distribuie s beneficieze de instrumentele de prognozare i simulare la adevarata lor capacitate. SAP Hana este primul instrument care permite analiza i rularea unui volum imens de date cu o viteza extraordinar pentru a face posibil utilizarea unor soluii de predicie a comportamentului la nivel individual al clienilor. Fair Value implementeaza pe piata din Romnia solutia de Analiza a comportamentului clienilor pe SAP HANA. Acum companiile de distribuie sau servicii utiliznd instrumentele de prognoz pe plaforma HANA vor putea: Realiza un forecast de vnzari precis, individual pentru fiecare client n parte, prin utilizarea unor funcii statistice care in cont de vnzrile pe anii trecui, sezonalitate, volatilitate, trend. Realiza un pattern individual de cumprare pentru fiecare client bazat pe modelarea matematic a istoricului acestuia.

ANALIZE PREDICTIVE IN INSTITURII FINANCIARE

Stiati ca acele institutii financiare pe care le credeam invechite si adancite in traditie au facut un pas in fata spre a deveni companii ale secolului 21 prin adoptatea metodelor de analize predictive cu scopul de a-si imbunatati serviciile pentru clienti? Se pare ca da, prin utilizarea analizelor predictive bancile isi formeaza noi modalitati, mai eficiente, de a gestiona relatiile cu clientii, pentru a promova si marketa mai bine campaniile catre acestia, pentru a determina obisnuintele acestora de cumparare si pentru a crea o loializare pe termen lung, retentie si programe de recompensare. De exemplu, bancile pot acum valorifica puterea analizelor predictive in a lua decizii bazate pe date pentru acordarea imprumuturile de consum. Acestea pot face o analiza a datelor pentru a targeta clientii cu produse interesante pentru acestia. Exista un numar mare de moduri prin care bancile pot utiliza analize predictive pentru a-si imbunatati serviciile. Bancile au dezvoltat procese sofisticate pentru a optimiza valorificarea clientilor iar aceste procese se dovedesc eficiente, practice si adaptabile. Acestea sunt cateva din modurile in care o institutie financiara poate folosi analizele predictive: Companiile de carduri de credit folosesc analizele predictive pentru a gestiona liniile de credit, precum si pentru a targeta clientii cu campaniile potrivite acestora. Companiile de asigurari folosesc analizele predictive pentru a seta primele de asigurare. Bncile, companiile de asigurri i chiar ageniile guvernamentale au apelat la analize predictive pentru a elimina frauda. De fapt orice companie poate utiliza analizele predictive pentru a anticipa riscul, incluzand cel al ratei dobanzii in finante sau preturi. Bancile pot utiliza, de asemenea, analizele predictive ca instrumente interactive pentru a le ajuta s planifice strategiile i s ia decizii mai bune, prin crearea de harti interactive ale problemelor pe care ncearc s le rezolve. Prin aceste harti interactive bancile pot vedea ipotezele pe care le-au facut si apoi utiliza acele ipoteze, precum i datele pertinente pentru a vedea ce se ntmpl atunci cnd schimba unele din ipotezele lor. Ca si concluzie bancile vor ajunge la decizii mai bune folosind analize predictive decat atunci cand nu le folosesc. Atunci de ce nu utilizeaz analize predictive toate insitutiile bancare? Pentru c n trecut realizarea unui model predictiv putea lua luni de zile. Era aproape de SF, realizat de doctori n statistic i echipe ntregi de oameni de IT, managementul datelor i marketing. Era comparabil cu experiena de a face poze acum 20 de ani. Pn reueai s faci toate setrile aparatului pierdeai subiectul ce trebuia fotografiat. Astzi poi face o poza dintr-un click. La un click distan sunt acum i soluiile de analiz predictiv ce i permit ie, fr s ai un doctorat n statistic, s construieti modelele de care ai nevoie pentru a optimiza orice interaciune cu clientul, astfel nct s-i trimii oferta potrivit la momentul optim. Acesta este puterea predictiv i se numete SAP Infinite Insight. Acesta soluie face uoar realizarea de modele predictive

CUM ISI POT CRESTE RETAILERII VANZARILE PRIN PERSONALIZAREA OFERTELOR

Scderea vnzrilor pentru bunurile de larg consum este o realitate ce afecteaz puternic att productorii, ct i retailerii, iar companiile sunt nevoite sa ntreprind aciuni susinute pentru a contracara aceste scderi. O aciune deosebit de important pe care retailerii trebuie s se concentreze este cunoaterea detaliat a tuturor informaiilor despre clieni i a comportamentului de consum pentru a face fata concurentei. Pentru realizarea acestei predicii, retailerii trebuie s analizeze milioane de date i informaii, indiferent c este vorba despre clienii cunoscui cei care sunt nregistrai prin carduri de fidelitate n baza de date a magazinelor sau clienii necunoscui ale cror comportamente la cumprturi pot fi analizate doar n mas, utiliznd istoricul bonurilor de cas. O astfel de predicie a ceea ce i doresc consumatorii i ce ateptri au de la retaileri este absolut vital. Retailerii si producatorii de Bunuri de Larg Consum au in mod traditional acces la volume mari de date cu privire la tranzactiile ce au loc: in fiecare zi, companiile capteaza date despre fiecare SKU vandut, fiecarui client, in fiecare magazin. Noile tehnologii fac acum cu adevrat posibil analiza predictiv, iar introducerea n pia a tehnologiei In-Memory SAP HANA a redus dramatic timpul i costul procesrii datelor, fcnd posibil analizarea unui volum vast de date n timp real. Prin utilizarea noilor tehnologii, se pot determina combinaiile de produse care se vnd n magazin n funcie de diverse variabile, precum luna, ziua, perioada din zi, vremea, etc. Companiile de retail pot astfel s se concentreze i pe clienii necunoscui, prin analizarea volumului mare al datelor de vnzare provenite din bonurile de cas. De exemplu, o analiz de afinitate asupra coului de cumprturi ofer o nelegere detaliat a corelaiilor dintre produsele cumprate de fiecare client individual n funcie de sezon, sptmni sau chiar zilnic. Cu acest gen de informaii, retailerii i pot adapta strategiile de vnzari sau marketing pentru a fi ct mai eficiente i relevante. Prin analiza informaiilor n timp real despre clienii cunoscui, se poate determina exact comportamentul de consum al acestora, se pot realiza i optimiza oferte personalizate, situaie care conduce la creterea vnzrilor, a profitabilitii i la loializarea clienilor. Totusi, care sunt ingredientele necesare pentru a exploata optim aceste date? La prima vedere, companiile trebuie sa aiba abilitatea de a alege informatiile relevante si sa gestioneze in mod eficient sursele multiple din care provin. De asemenea, trebuie sa aiba capacitatea sa conceapa modelele necesare pentru a transforma datele in informatii relevante, iar in al treilea rand, si cel mai important, managerii trebuie sa adopte un program prin care informatiile accesate sa se transpuna in actiuni. Companiile de retail pot beneficia acum de aceste tipuri de analize matematice prin intermediul soluilor SAP Customer Loyalty, rulate pe cea mai performant platform In-Memory SAP HANA. Prin soluiile SAP se pot proiecta modele predictibile complexe ntr-un volum imens de date i este permis folosirea datelor de vnzri pentru a detecta trendurile cheie ale pieei cu privire la coul de cumprturi.

SAP InfiniteInsight Solution Brings Predictive Analytics to Broad Spectrum of Users

December 09, 2013 by SAP News

Photo: Shutterstock

WALLDORF Nearly 95 percent of organizations report an increase in the volume of data they have been dealing with over the last 12 months and 75 percent of organizations say it is difficult to reap the benefits of predictive analytics without specialized employees.* To address these issues, SAP AG has taken steps to bring advanced analytics capabilities to a broad spectrum of users by today announcing the availability of the SAP InfiniteInsight solution. Based on patented automation technology from KXEN, an SAP company, the solution will provide businesses the simplicity and productivity to deploy predictive analytics across the business. As data rapidly expands, more and more companies are finding competitive advantage by combining advanced analytics and business intelligence to capture, analyze a nd predict trends, said Shekhar Iyer, global vice president, Business Intelligence and Predictive Analytics, SAP. Our research shows companies need new ideas and tools in order to capitalize on their data. We constantly hear that the lack of skilled resources, high total cost of ownership and the manual iterative approach that existing legacy solutions have are all challenges for broader adoption. Put simply, the old approach is not working. SAP InfiniteInsight, along with our existing advanced analytics capabilities, provides a platform to help analyze business in real time and provide predictive insight across the enterprise by integrating predictive insight into applications, processes and decision-making. While 78 percent of businesses agree that investments in predictive analytics will be a priority over the next five years, only 29 percent say they are using predictive analytics today. Of the organizations currently using predictive tools, 94 percent see a positive impact.* SAP InfiniteInsight is designed to bring greater insight to more people by extending the power of predictive analytics from data scientists to line-of-business users. Capabilities of SAP InfiniteInsight include:

Analytical data sets: With the explorer feature, power users define a broad set of reusable business components, called analytical records, that are designed to be applied over and over again to automatically create the analytical data sets used for predictive modeling. This innovative approach is faster and supports less human error than traditional handcrafted techniques. Accurate models: The modeler feature automates the building of sophisticated predictive models for every data mining function and helps users quickly get to the right algorithm for their business problem with a model built for accuracy and optimal results. Actionable scores: The scorer feature can deploy optimized scoring equations directly in database to SAP HANA and other major database platforms. Because predictive scores often feed into complex business rules and decision engines, open interfaces support integration to enterprise applications like call centers or websites. Peak performance: With traditional predictive methods, it is difficult to optimize great numbers of campaigns, become overly granular in targeting or to retrain models on a regular basis without investing time and sacrificing other business priorities. With the factory capability, business users will be able to schedule model refreshes as often as needed by the business.

We are excited that our leading predictive analytics solutions are now available to SAP customers bundled with predictive and visualization capabilities, said John Ball, CEO, KXEN. We feel that we are in a unique market position to offer unmatched analytics breadth and depth in the marketplace and leveraging the real-time Big Data capabilities of SAP HANA can deliver predictive solutions easily consumed by the business and which provide tremendous value. A Winning Combination for Russias Largest Retailer Eldorado is the largest retailer of consumer electronics and household appliances in Russia and has more than 700 stores and franchisees in 450 cities. And with more than 1.5 million point-of-sale transactions spanning 420 product groups and 8,000 products each month, the company relies on SAP to help analyze data stored in the SAP 360 Customer solution. We are pleased to have two of our most strategic solution vendors join together to deliver predictive insight across our business, said Elena Zhukova, head of Analytics, Eldorado LLC. SAP and KXEN complement each other and provide Eldorado with a scalable approach to creating accurate forecasts. We have seen a 10 percent improvement in forecast accuracy compared with prior forecasting techniques. Creating forecasts for pricing and promotion analysis, store clustering, store location selection and sales and purchasing planning has become faster and more accurate. SAP InfiniteInsight is available as a bundle with SAP Predictive Analysis software, which gives line-of-business users and analysts the ability to acquire and manipulate data as well as to visualize results with embedded SAP Lumira software. The solution can extend existing capabilities by automating key modeling and analytical tasks and enabling faster deployment and adoption to a broad spectrum of users across the enterprise and helping to enhance the value of core industry solutions and line-of-business applications from SAP. SAP InfiniteInsight also leverages the power of in-memory analytics capabilities of SAP HANA to help customers make faster, more informed decisions. For more information, visit the SAP Newsroom. *Predicting the Future of Predictive Analytics [PDF], December 2013, Loudhouse For more information, press only: Jason Grosse, SAP, +1 (415) 694-8554, jason.grosse@sap.com, PST SAP Press Office, +49 (6227) 7-46315, CET; +1 (610) 661-3200, EST; press@sap.com Tags: big data, Eldorado, KXEN, LoudHouse, predictive analytics, press release, SAP HANA, SAP InfiniteInsight, SAP Lumira, SAP Predictive Analysis- See more at: http://www.news-sap.com/sap-infiniteinsight-solution-brings-predictiveanalytics-to-broad-spectrum-of-users/#sthash.U4eUhKFg.dpuf