Spend to Revenue Analysis Load Modeler Parameters for comparison Disposition status of Deals These are done on the archive data over specific periods based upon the clients strategic planning calendar as well as targeted periods that may be of interest. A Dependency Analysis can be performed based upon 48 different categories and opportunity states to determine what factors may have positive or negative impacts on observed performance results. Here is a short list of some of those factors Disposition Analysis – Final Disposition of the opportunity (won, loss, dropped) By Type and Stage in comparison to model Average Spend in Stage by Disposition and Type Average Days in Stage by Disposition and Type Stage Entry to Disposition Analysis PWIN to Disposition Analysis Deliverables Completed to Disposition Analysis Also Cost Analysis to model based upon these dimensions are used to determine what opportunity factors may be driving costs outside of anticipated boundaries. The table below shows how these parameters can be used to make inferences about opportunity characteristics that can be used to change behavior or to get modeled parameters closer to real world results. Example Archive Attribute Inferences Archive Relevant Question(s) Answered Sample Inference(s) Attribute Disposition Why are deals dropped? Ratio of Win to Lost deals > 1 Status What is the proportion of deals won, lost, or no Ratio of Lost to No Bid Deals < 1 bid? 85% of deals dropped entered at a stage after the recommended stage Archive Date Are deals dropped sooner rather than later? 89% deals dropped prior to Stage 4 Stage at What is the stage at which most deals are Disposition dropped? Stage at Entry How long (time-wise) does a deal stay before being Creation Date dropped? Stage at Entry Is there a correlation between deals dropped and 100% Huge deals not entering at stage at entry? Stage 1 were dropped No deals that entered at or before the recommended entry stage were dropped Deliverables Is there a correlation between deals dropped and Won 92% of deals when all Completed the completion of deliverables? deliverables were completed Won 84% of deals when Blue/Black, Green, and Red Team were completed
Spend to Revenue Analysis Load Modeler Parameters for comparison Disposition status of Deals These are done on the archive data over specific periods based upon the clients strategic planning calendar as well as targeted periods that may be of interest. A Dependency Analysis can be performed based upon 48 different categories and opportunity states to determine what factors may have positive or negative impacts on observed performance results. Here is a short list of some of those factors Disposition Analysis – Final Disposition of the opportunity (won, loss, dropped) By Type and Stage in comparison to model Average Spend in Stage by Disposition and Type Average Days in Stage by Disposition and Type Stage Entry to Disposition Analysis PWIN to Disposition Analysis Deliverables Completed to Disposition Analysis Also Cost Analysis to model based upon these dimensions are used to determine what opportunity factors may be driving costs outside of anticipated boundaries. The table below shows how these parameters can be used to make inferences about opportunity characteristics that can be used to change behavior or to get modeled parameters closer to real world results. Example Archive Attribute Inferences Archive Attribute Relevant Question(s) Answered Sample Inference(s) Disposition Status Why are deals dropped? What is the proportion of deals won, lost, or no bid? Ratio of Win to Lost deals > 1 Ratio of Lost to No Bid Deals < 1 85% of deals dropped entered at a stage after the recommended stage Archive Date Stage at Disposition Stage at Entry Creation Date Are deals dropped sooner rather than later? What is the stage at which most deals are dropped? How long (time-wise) does a deal stay before being dropped? 89% deals dropped prior to Stage 4 Stage at Entry Is there a correlation between deals dropped and stage at entry? 100% Huge deals not entering at Stage 1 were dropped No deals that entered at or before the recommended entry stage were dropped Deliverables Completed Is there a correlation between deals dropped and the completion of deliverables? Won 92% of deals when all deliverables were completed Won 84% of deals when Blue/Black, Green, and Red Team were completed
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