B2B sales based on data analysis (2023-KR-30MP-1558)Yongsup Bae, INNOVALUE PARTNERS
Examples of data analysis using JMP were mainly provided by research and development departments for new product development in the manufacturing industry or quality and technology departments at manufacturing sites. However, JMP's diverse and convenient functions are widely used not only in manufacturing and research and development, but also in various departments such as marketing, human resources, finance, sales, and service support. In this presentation, we would like to share an example of using JMP in the sales sector, which is more advanced than the 2022 presentation, for decision-making. Compared to researchers and engineers working in manufacturing or research institutes, salespeople often lack experience or knowledge related to statistics or data analysis. However, we would like to share through examples that upgraded decision-making and problem solving can be achieved by utilizing the various functions of JMP that can be easily used. Key cases in the sales sector include 1) creating a market map using internal and external data, 2) setting an appropriate price range through multiple regression analysis, 3) analyzing customer purchase patterns using a graph builder, and 4) KFS using machine learning. (Key Success Factor) selection, etc. I think that the case of the sales sector is more meaningful in applying easy and simple analysis techniques needed in the sales field rather than using difficult analysis tools. I hope that the number of decision-making cases using various JMP data analyzes will increase in the sales field.
