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Stop Chasing Opportunities You Can't Win: Using Advanced Analytics for Microsoft Dynamics

by Michael Porreca
Director of BI and Analytics, Tribridge,

Organizations are always on the lookout for ways to improve operations and drive growth. Sales teams want to be more effective in closing new business, manufacturing organizations are focused on balancing inventory with demand, and marketing teams work to identify the right combination of product and pricing.

Businesses incur both direct and opportunity costs when people, even entire departments, spend time on activities that do not produce the expected results. For example, the majority of resources in many sales departments are spent on opportunities that are eventually lost. Most will say 30-35 percent is a good win ratio - less than half. You would have better odds of winning in Las Vegas. So if 70 percent of time and resources spent do not result in wins and provide minimal value, most people would tell you they'd want to change that outcome. The solution? Stop chasing opportunities that you can't win. It's similar to a patient saying to the doctor, "It hurts when I do this." The doctor replies, "Well, don't do that."

There's Hidden Information in Your Microsoft Dynamics Platform

Business and technology decision-makers struggle to improve results every day. What if your organization was focused on activities that increase your sales win rate, improve the usage of assets, and increase inventory turns rather than spending time and money on opportunities you can't win, investing in assets that aren't a good fit, or tying up financial resources? Fortunately there is a much easier way than manually browsing and exploring the data to find those patterns.

Your Microsoft Dynamics platforms hold a wealth of information that you have been accumulating for years. This might include customer data and demographics, claims-related information and production or purchase data. You may have data within departments and ...

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About Michael Porreca

Michael Porreca is director of the Business Intelligence and Analytics practice at Tribridge. In this role, he is responsible for driving the ideation and development of the practice, as well as the design and implementation of solutions. Michael helps customers leverage their data, platforms, people and business knowledge to improve the velocity and quality of decision-making through more timely, accurate and relevant visualizations and analytics. Prior to joining Tribridge, Michael spent 15 years with Dell Services in a similar role, and has been working with organizations in a consultative role for more than 30 years. He holds a B.S. from the University of Pittsburgh, where he was a Chancellor's Scholar, as well as an MBA from the Katz Graduate School of Business.