I'm currently on a project where my team is designing a pilot program to incorporate a bunch of new sales analytics. My manager has asked me to come up with a list of ideas of what we can do to sell more work. What are some of the generic ways to extend projects? The program is designed to be run by the client so implementation isn't an option. I was thinking of suggesting further analytics (always more ways to slice the data) but was wondering if there are other big-picture options?
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Is the program/analytics solution a new capability or is it replacing a current tool within an existing capability? If the former :
1) Design the capability (processes, roles, tools, interfaces) and demonstrate how it incorporates into the client's function
If the latter: 1) Re-design/refresh the current process with the tool/analytics
Prior to implementation: 1) Change Management
Once implemented: 1) Run the solution basically in staff-augmentation mode (until the client is ready to take-over) to demonstrate that the solution works. Normally a client will need to transfer/hire-in new personnel for a new capability so it can be operated on an on-going basis (since you guys are temporary capacity).
Lastly, understand how this effects their value chain (upstream and downstream). Based on the data, is the a problem with conversions? Or is there a product seeing slower growth? Maybe it's a sales team issue and personnel will need to be re-allocated around. Of course you can do this until you see the data, but it's some food for thought.
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