See below for a few sample outputs built in Qlik Sense using fictitious data:
Example 1: Shows “Region B” having the highest overall aggregated rating based on a cumulated scoring algorithm:
The above scores are derived by adding a weighted total for each of the below metrics then aggregating them into an overall total.
Example 2: Germany is the best market to go after followed by Sweden and the UK. But using multiple metrics plotted on this geographical view, we can see people resources are not necessarily living in the right location to capitalize on that potential:
WHEN to ‘verticalize’?
This is a trickier question to answer since it largely depends on what types of products and services you are selling. If you are already focused on a target market which is limited to a small number of industry verticals, then the decision to align your sales and marketing to those verticals is straightforward. But if you sell a platform or capability which applies to almost every industry vertical (such as Qlik or others in the BI industry), then the decision becomes much more challenging.
Assuming you are like Qlik and your product or service can be used by ANY industry vertical, you can use several different approaches to help answer the ‘when’ question:
Based on my personal experience, software companies typically don’t reach critical mass to verticalize until the reach the $100-$250 million in annual revenue range. Before that, they are typically spread too wide but they reach a critical mass in the $100-$250M range where it starts making more sense.
Check back in next month when I’ll what up the verticalization topic with the ‘who’ and ‘how’.