Enterprise Behavioural Intelligence solutions are well suited to organisations who exhibit a number of the following business characteristics:
| Dimension |
Characteristics |
| Company |
- A passion to create a sustainable competitive advantage
- A desire to improve customer intimacy and operational excellence
- A generally departmental/product based organisational structure and culture
- A high volume, low margin transaction based business model
- A need to drive an organisational transformation
|
| Product |
- A large and diverse product portfolio
- A product portfolio that is over time commoditising
|
| Customer |
- A customer base primarily made up of Commercial relationships (B2B and B2SME, B2Channel)
- Transaction based relationships characterised by multiple and regular customer touch points
|
| Sales |
- High proportion of customers to sales representation
- Multiple sales organisations
- Highly mobile workforce
|
| Value Chain |
- A multi-dimensional value chain embracing elements such as servicing, billing, distribution, manufacturing, call centre, sourcing, etc
|
| Technology |
- A layered technology environment that has evolved over time
|
Typical Business Challenges
Intilecta's Enterprise Behavioural Intelligence implementations have successfully addressed a number of common challenges and frustrations within their target businesses.
| Dimension |
Challenges |
| Company |
- Employees spending a high proportion of time spent searching, analysing and interpreting data and information
- Complex and rigid business process infrastructure has stifled entrepreneurial spirit
- A lack of performance transparency up and down the sales organisation
|
| Customer |
- Under-servicing and over-servicing of customer relationships
- High Customer churn rates on existing customer base
- Fragmented customer management (many people interfacing with the customer in separate departments not knowing what the other is doing)
|
| Sales |
- Reactive based sales culture and gravitation towards management by exception
- Reliance on support functions for preparation of information (high cost 'secretaries')
- Little time spent developing 'new' customers
- Difficulty determining right fit of sales representation against Customer portfolio
- Difficulty managing a large and diverse product portfolio
- Product focused as opposed to 'solution focused'
- A sales meeting culture focused on 'information dissemination' rather than coaching and action orientation
- Sales people not equipped to resolve customer queries first time
|
| Technology |
- Poor or unknown ROI from previous enablement investment
- Difficulty accessing relevant data from multiple sources
|
