Drive profitable growth in high tech with big data
How high tech companies can use advanced analytics to identify growth opportunities and improve profitability
Outperform the competition with better pricing
and superior sales performance
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.
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
Integrate and analyze internal and external data to generate insights for optimized pricing strategies.READ MORE>>
Enable your sales teams to structure more profitable deals with hands-on contract and quote execution support.READ MORE>>
Assess your competitive positioning with real-time information on an unlimited number of products and price pointsREAD MORE>>
Unlock sales productivity and optimize go-to-market organization.READ MORE>>
Build commercial capabilities to accelerate performance and growth.READ MORE>>
Improve the talent profile and effectiveness of the sales front line.READ MORE>>
Drive growth with sales planning application that increases sales efficiency and productivity.READ MORE>>
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.
Data-driven competitive pricing at Fujitsu
Case Study (355kb)