The screenshot below provides a wealth of information all at once. It tells us where we are investing today, where we could increase the investment or even where we may be overinvesting. Our Market360 app in Qlik Sense allows us to explore our market potential in an incredible number of ways. Geographically, from operating region even down to an individual postal code, by industry even down to a SIC code, by company employee size (we could also do it by company revenue if we want) or by several other attributes including whether accounts are customers or not, “named” or not, or has a high amount of potential…or not.
Figure 1: Potential by country, gray dots indicate # of accounts, green dots indicate location of reps.
The scatter plot above balances pipeline vs. potential, the sector drill helps us figure out where to focus on industries, and the bar chart on the bottom left tells us potential by company size.
Mike: This is incredible. I wish we could spend more time on this, but we’ll save it for another time. Last question: if I want more information about this, where do I go?
Steve: Contact your Qlik sales representative. Many of our sales reps use Market360 with their sales leaders to better understand their territories, so they would be very happy to discuss their success with prospective customers.
Mike: Steve, thanks again for your time.