Drive profitable growth in high tech with big data

How high tech companies can use advanced analytics to identify growth opportunities and improve profitability

  • Automotive

    Outperform the competition with better pricing
    and superior sales performance

Periscope fuels the revenue growth of high tech players with advanced analytics and intuitive solutions that enable faster, more fact-based decision making

 

High tech used to be an innovation game: develop a unique product and watch it sell itself. While product innovation remains an important asset for high tech manufacturers, today’s multi-channel market environment calls for additional capabilities. To achieve profitable growth, you need to be able to gather, integrate, and leverage big data from a wide variety of sources across products, markets, and functions. Specific challenges include cross-channel pricing, sales steering, and continuous performance management. Home-grown spreadsheets are insufficient to wrangle the sheer amount of data involved and the advanced analytical algorithms required to make sense of it.

Built on McKinsey’s best-in-class high tech expertise, Periscope offers an integrated suite of solutions that enables high tech manufacturers to identify the most promising growth opportunities in terms of countries and categories, select the most relevant competitors for benchmarking, set the right list prices for large product assortments, online as well as offline, negotiate advantageous deals with key distributors and customers, maximize sales force effectiveness, and keep track of performance as the market evolves. Our unique combination of high-impact software solutions and hands-on expert support enables high tech companies to transform the way they work with data and establish a mindset of value-driven decision making.

Periscope provides superior solutions as a service. It empowers high tech players to turn data into actionable insights for better, value-driven decisions across functions and countries

Where should high tech players put their chips to maximize returns? Periscope’s Insight Solutions provide transparency about the most valuable opportunities across countries, categories, and competitive arenas. How should a given product be priced in different channels to be competitive? Which products should be earmarked for aggressive pricing to build the brand or defend market share? Periscope’s Pricing Solutions integrate data from highly heterogeneous sources – online retail, wholesale, market research, competitive intelligence – and distills insights for more strategic, more granular, and more accurate pricing decisions. Our Pricing Solutions reflect competitive pressure for any combination of channels, products, and countries or regions.

 

Periscope also provides a suite of Sales Solutions to maximize sales force effectiveness in high tech. The package helps manufacturers prioritize customer opportunities and enables account managers to determine discounts for key customers. Diagnostic modules let high tech players benchmark the capabilities of their sales force relative to competitors and develop targeted training programs. Our Sales Solutions also empower commercial directors to create field-ready sales plans and monitor the performance of sales reps. Leading users of Periscope’s Sales Solutions have implemented automated alerts to detect abnormal sales drops for specific accounts, products, or reps and take corrective action. High tech players running Periscope solutions to manage deals and discounts have seen margin improvements of up to 10 percent, relative to control groups.

Periscope solutions for price and margin optimization

  • Performance Vision

    Integrate and analyze internal and external data to generate insights for optimized pricing strategies.

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  • Deal Advisor

    Enable your sales teams to structure more profitable deals with hands-on contract and quote execution support.

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  • Market Vision

    Assess your competitive positioning with real-time information on an unlimited number of products and price points

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  • Sales Navigator

    Unlock sales productivity and optimize go-to-market organization.

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  • CCAT

    Build commercial capabilities to accelerate performance and growth.

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  • Sales DNA

    Improve the talent profile and effectiveness of the sales front line.

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  • RepPlanner

    Drive growth with sales planning application that increases sales efficiency and productivity.

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How do you drive profitability with competitive price benchmarking, price trend analysis, and advanced prescriptive algorithms? A customized version of Periscope’s Market Vision solution helps Fujitsu EMEIA create value with fact-based pricing for thousands of product configurations across multiple European markets. According to Fujitsu executives, pricing efficiency improved by 40 percent and effectiveness increased by a factor of 50, compared to the previous approach.


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Data-driven competitive pricing at Fujitsu


Case Study (355kb)