How is sales data like music?

August 22, 2010 - 2 minutes read

How Sales Data is Like MusicIn ROI of SaaS analytic solutions for sales, we described how innovation is changing the ROI of analytic endeavors. This has a profound impact on sales operations where predictive analytics needs to drive profitability – and pay for itself. We’ve passionately embraced this philosophy. So how exactly is the ROI of analytics changing?

Just as the distribution and delivery of music evolved from LPs to 8-tracks, cassette tapes to CDs, with innovation continuing online, so has the distribution of data – and analytics – evolved. Remember paying $19.99 for a CD but there was just one song you really liked? That happened an untold number of times to us.

The digitization of music for CDs opened the door for online delivery. While CDs existed before Internet became mainstream, when the two innovations converged, the stage was set for a new and efficient way of distributing music. Consider iTunes. You want only one track, not the whole album? You got it. You want to sample before buying? You got that too. Fast, easy. And now streaming is not that far off. Unthinkable back when you were perusing CDs in bins at record stores. Which actually wasn’t that long ago … was it?

Today, sales leaders expect to pay for results relevant to them. If you need to increase customer retention, why invest in databases, staff, software and wait months to see results? In the SaaS framework, delivering both data and analytics has evolved to solve a specific problem with a more transparent cost structure.

Now isn’t that music to your ears?

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