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公司规模
Large Corporate
地区
- America
国家
- United States
产品
- Birst Embedded Analytics
- Qvidian Sales Execution Software
技术栈
- Cloud-based Analytics
- Embedded Analytics
实施规模
- Enterprise-wide Deployment
影响指标
- Revenue Growth
- Productivity Improvements
- Customer Satisfaction
技术
- 分析与建模 - 实时分析
- 分析与建模 - 预测分析
适用行业
- Software
适用功能
- 销售与市场营销
- 商业运营
用例
- 质量预测分析
- 实时定位系统 (RTLS)
- 预测性维护
服务
- 云规划/设计/实施服务
- 数据科学服务
关于客户
Qvidian 是一家基于云的销售执行软件提供商，拥有 1,200 多家全球客户，包括戴尔、花旗、Aramark 和 Rosetta Stone。该公司希望取代现有的静态报告，以提高客户价值并提升产品差异化。Qvidian 的产品副总裁 Karen Meyer 开始关注分析，因为他们认为客户在驾驶飞机时没有适当的仪表。如果客户无法评估他们对 Qvidian 的持续使用和获得的投资回报率，这将给增长机会带来风险。有了这种新思维，分析可以为他们的产品提供增值；这将推动新业务，创造追加销售机会，扩大 Qvidian 与竞争对手之间的差距，将 Qvidian 定位为市场思想领袖，确保最高水平的客户续约，并利用使用趋势来影响产品路线图。
挑战
Qvidian 是一家基于云的销售执行软件提供商，该公司希望用现有静态报告来取代现有报告，以提高客户价值并提升产品差异化。尽管 Qvidian 已经为客户提供了报告功能，但该公司还是决定升级到更现代化和自助式的分析功能。不创建新的分析产品的风险在于，报告将变成静态的，这会使专业服务的重点偏离增值服务，转而专注于构建战术性自定义报告。客户将无法衡量 Qvidian 产品对其业务的影响，销售团队也无法展示和证明产品对新业务和追加销售业务的价值。此外，他们也无法了解产品的使用情况和趋势，从而无法做出明智的路线图决策。
解决方案
Qvidian 决定与 BI 平台 Birst 合作，提供更现代化和自助式的分析。他们列出了一份简短的选择标准清单，其中最重要的就是让客户能够更轻松地生成自己的报告和数据，而不是依赖 Qvidian 专业服务团队或深厚的 SQL 知识来获取信息。为了将愿景变为现实，Qvidian 聘请了一位专注于分析的产品经理，将其内部的专业服务、教育、工程和 QA 团队与分析结合起来，作为新的 GTM 战略，并与 Birst 合作伙伴 Cervello 合作进行初步实施。他们遵循以用户为中心的设计方法，针对两个主要用户角色（提案/RFP 经理和内容经理）和协作开发模型。协作开发涉及十二位被确定为早期采用者的客户。这些客户可以“免费”使用该产品 9 个月，并交换反馈。这些试用后来转化为新的销售机会。
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