Performance Management

Dave Brock

Performance Management Friday — New Year Baggage

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It’s the end of the year.  The New Year often represent a time for a fresh start.  We have new goals and quotas.  New initiatives and priorities will be launched in each of the thousands of Kickoff meetings that occur around the world.  We may have committed to some New Year’s resolutions.

Yet, it’s really only a New Year from the point of view of the calendar.  We each come into the New Year with a lot of baggage.  Deals in process, all the things that were on our to-do lists that haven’t gotten to done.  With the New Year, a fresh start that is really not a fresh start, and a lot of new initiatives, it’s easy to get overwhelmed and just fall back into old habits.  Or it’s easy to be cynical and just keep doing the same old stuff.

I believe there’s merit to reflecting on the past year and looking at what worked and what didn’t work.  I think it’s important to enter the new year shedding as much baggage as possible.  Use this as the opportunity to clear some “space,”  on your calendar, in your day to day routine, in your mind.

Pull out a sheet of paper, draw a line, vertically, down the middle.  On the left side, title the column:  “What Worked,”  the right, “What Didn’t.”  Don’t focus on the broad strategic issues, look at the little things, the details.  Things like, “I kept putting off updating CRM and doing reports,”  “I didn’t spend enough time prospecting.” 

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Predictive Analytics World Toronto 2012 Conference Announces Speaker Line-Up

Toronto, Ontario – Predictive Analytics World, the business-focused event for predictive analytics professionals, managers and commercial practitioners, today announced the speaker line-up for the April 25-26, 2012 Toronto Conference (www.predictiveanalyticsworld.com/toronto/2012).

Predictive Analytics World (predictiveanalyticsworld.com.com) is the business-focused event for predictive analytics professionals, managers and commercial practitioners, covering today's commercial deployment of predictive analytics, across industries and across software vendors.

PAW Toronto promises to once again break records as the biggest cross-vendor predictive analytics event ever. PAW's program is packed with the top predictive analytics experts, practitioners, authors and business thought leaders, including keynote addresses from Edward Nazarko, Client Technical Advisor, IBM and PAW Program Chair Eric Siegel, plus special session from industry heavy-weight John Elder, CEO & Founder, Elder Research, Inc.

Case Studies: How the Leading Enterprises Do It

Predictive Analytics World focuses on concrete examples of deployed predictive analytics. You can hear from the horse's mouth precisely how Fortune 500 analytics competitors and other top practitioners deploy predictive modeling, and what kind of business impact it delivers.

PAW's Toronto 2012 program is one of the richest and most diverse yet, featuring over 25 sessions across 1 track: "All Audiences,” -- so you can witness how predictive analytics is applied by Adobe, Alberta Motor Association, Canadian Imperial Bank of Commerce, Crawford & Company, Galorath, Lawrence Livermore National Laboratory, Pfizer, Topsy Labs, U.S. Federal Government and true-to-life anecdotes based on miscellaneous enterprise successes, plus insights from projects for Anheuser-Busch, Disney, HSBC, Pfizer, U.S. Govt., and others.

HOT TOPICS AND ADVANCED METHODS: PAW SF’s agenda covers ensemble models, financial services, fraud detection, healthcare analytics, human resources analytics, insurance, social data, software development cost estimation, text analytics and uplift modeling, including other innovative applications that benefit organizations in new and creative ways.

WORKSHOPS: PAW also features several full-day pre- and post-conference workshops that complement the core conference program.

Join PAW and access the premier keynotes, sessions, workshops, exposition, expert panel, live demos during "Lab session," networking coffee breaks, reception, birds-of-a-feather lunches, brand-name enterprise leaders, and industry heavyweights in the business.

Cross-Industry Applications:

Predictive Analytics World is the only conference of its kind, delivering vendor-neutral sessions across verticals such as banking, financial services, e-commerce, education, government, healthcare, high technology, insurance, non-profits, publishing, social gaming, retail and telecommunications

And PAW covers the gamut of commercial applications of predictive analytics, including response modeling, customer retention with churn modeling, product recommendations, fraud detection, online marketing optimization, human resource decision-making, law enforcement, sales forecasting, and credit scoring.

Why bring together such a wide range of endeavors? No matter how you use predictive analytics, the story is the same: Predicatively scoring customers optimizes business performance. Predictive analytics initiatives across industries leverage the same core predictive modeling technology, share similar project overhead and data requirements, and face common process challenges and analytical hurdles.

Rave Reviews:

"I came to PAW because it provides case studies relevant to my industry. It has lived up to the expectation and I think it's the best analytics conference I've ever attended!"

Shaohua Zhang, Senior Data Mining Analyst
Rogers Telecommunications

"Hands down, best applied analytics conference I have ever attended. Great exposure to cutting-edge predictive techniques and I was able to turn around and apply some of those learnings to my work immediately. I've never been able to say that after any conference I've attended before!"

Jon Francis, Senior Statistician
T-Mobile

Read more: Articles and blog entries about PAW can be found at pawcon.com/pressroom.php

VENDORS. Meet the vendors and learn about their solutions, software and service. Discover the best predictive analytics vendors available to serve your needs - learn what they do and see how they compare

COLLEAGUES. Mingle, network and hang out with your best and brightest colleagues. Exchange experiences over lunch, coffee breaks and the conference reception connecting with those professionals who face the same challenges as you.

GET STARTED. If you're new to predictive analytics, kicking off a new initiative, or exploring new ways to position it at your organization, there's no better place to get your bearings than Predictive Analytics World. See what other companies are doing, witness vendor demos, participate in discussions with the experts, network with your colleagues and weigh your options!

For more information: predictiveanalyticsworld.com/toronto/2012

Registration: http://www.predictiveanalyticsworld.com/toronto/register.php -- THREE WAYS TO SAVE:

1. Super Early Bird Registration by February 10, 2012 – Save up to $400.

2. Take $150 off the Early Bird or the Advance Two Day Pass registration fee with this posting's promotional discount code: CUS150.

3. Save an additional $200 for each additional attendee from the same company registered at the same time.

View the PAW overview video:
www.pawcon.com/newyork/2011/video_about_predictive_analytics_world.php

What is predictive analytics? See the Predictive Analytics Guide:
www.predictiveanalyticsworld.com/guide

If you'd like our informative event updates, sign up at:
www.predictiveanalyticsworld.com/signup-us.php

To sign up for the PAW group on LinkedIn, see:
www.linkedin.com/e/gis/1005097

Follow PAW on Twitter:
http://twitter.com/pawcon/

For inquiries e-mail regsupport@risingmedia.com or call (717) 798-3495.

ALL ANALYTICS EVENTS:
PAW San Francisco: March 4-10, 2012 – www.pawcon.com/sanfrancisco
Text Analytics World SF: March 7, 2012 – www.tawcon.com/sanfrancisco/2012
PAW Toronto: April 25-26, 2012 – www.pawcon.com/toronto/2012/
PAW Chicago: June 25-26, 2012 - www.pawcon.com/chicago/2012/
PAW Germany - Nov 6-7, 2012 - www.pawcon.com
PAW London - Nov 27-28, 2012 - www.pawcon.com
PAW Videos: Available on-demand – www.pawcon.com/video

Gregory Yankelovich

Musing on Metrics, Marketing and Innovation

comments 0 comments  |  245 reads

How come there often seems to be no direct connection between the things we choose to measure and the goals we are hoping to achieve? Here are a few examples:

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Sylvain Cottong

On Forecasting, Backcasting & Design Thinking

comments 1 comments  |  768 reads

For several hundred years and especially since the industrial revolution, humanity including business & politics lived with the firm assumption of unlimited resources & somehow controllable linear predictability of future states based on current activity.

During that time, strategic planning was done mainly via forecasting, meaning predicting in a linear and controllable way a future outcome based on current activity & investment.

As we all know, within a short time, and amplified during the last 20 years our felt reality has become dominated by limited resources and many sustainability issues as well as by a globalized world that has become uncertain because of much higher complexity as a result of the many and ever increasing sophisticated & interconnected systems we create and live in.

The result is that linear predictions have become almost impossible and complexity combined with limited resources makes forecasting much more difficult as higher degrees of uncertainty and risk have to be taken into account into the forecasts. This reduces the value of forecasting as a strategic planning tool.

During the same time, and especially the last 10 years, innovators have been more and more inspired by design thinking, a tool & mindset for problem solving that is characterized, amongst others by

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Text Analytics World Topics & Case Studies – March 6-7, 2012 in San Francisco

Text Analytics World San Francisco 2012 (tawgo.com) is the business-focused event for text analytics professionals, managers and commercial practitioners. This conference delivers case studies, expertise and resources to leverage unstructured data for business impact and deploy the latest text analytics technology.

CASE STUDIES:

Text Analytics World San Francisco 2012 will feature over 20 sessions with case studies from leading enterprises in e-commerce, financial services, government, healthcare, high technology, insurance, retail, and social media such as: Accident Fund Insurance, AlphaGenius, AVG (security), Amdocs and the U.S. Government Accountability Office, a U.S. Federal Department, Brocade, Center for Disease Control, Hewlett-Packard, MTV and Warner Music Group, Samsung, a Fortune 500 global technology company, hedge funds, emergency response companies, plus special examples from U.S. government agencies DoD, DHS, and SSA.

HOT TOPICS:

TAW San Francisco's agenda covers hot topics and advanced methods such as blackbox trading, customer service and call centers, decision support, document discovery, document filtering, financial indicators from social media, government applications, insurance applications, knowledge discovery, marketing and branding, product launching, sentiment analysis, social data, social media applications, test analytics software, topic discovery, voice of the customer, and other innovative applications that benefit organizations in new and creative ways.

WORKSHOPS: TAW also features a full-day, hands-on text analytics workshop, plus several other pre- and post-conference workshops in analytics that complement the core conference program.

For more information: tawgo.com

Save $400 on Predictive Analytics World and Text Analytics World 2-Day Combo Pass:

1. Super Early Bird Registration by December 16th – Save up to $400.

2. Take $150 off the Early Bird or the Advance Two Day Pass registration fee with this posting's promotional discount code: CUSText Analytics WorldText Analytics World150.

3. Save an additional $200 for each additional attendee from the same company registered at the same time.

Register Today!

http://www.predictiveanalyticsworld.com/sanfrancisco/register.php

If you'd like our informative event updates, sign up at:
http://www.textanalyticsworld.com/subscription.php

To sign up for TAW group on LinkedIn:
www.linkedin.com/e/gis/3869759

For inquiries e-mail regsupport@risingmedia.com or call (717) 798-3495.

ALL ANALYTICS EVENTS:
PAW San Francisco: March 4-10, 2012 – www.pawcon.com/sanfrancisco
Text Analytics World SF: March 6-7, 2012 – www.tawgo.com
PAW Toronto: April 25-26, 2012 – www.predictiveanalyticsworld.com
PAW Chicago: June 25-26, 2012 - www.predictiveanalyticsworld.com
PAW Videos: Available on-demand – www.pawcon.com/video

Predictive Analytics World San Francisco 2012 Conference Announces Speaker Line-Up

San Francisco, CA – Predictive Analytics World, the business-focused event for predictive analytics professionals, managers and commercial practitioners, today announced the speaker line-up for the March 4-10, 2012 San Francisco, CA Conference (www.pawcon.com/sanfrancisco/2012).

Predictive Analytics World (pawcon.com) is the business-focused event for predictive analytics professionals, managers and commercial practitioners, covering today's commercial deployment of predictive analytics, across industries and across software vendors.

PAW SF promises to once again break records as the biggest cross-vendor predictive analytics event ever. PAW's program is packed with the top predictive analytics experts, practitioners, authors and business thought leaders, including keynote addresses from Piyanka Jain, CEO, Aryng.com, former PayPal Business Analytics Head, and PAW Program Chair Eric Siegel, plus special sessions from industry heavy-weights Andreas Weigend and John Elder.

The event will be held at the San Francisco Marriott Marquis, 55 Fourth Street, San Francisco, California.

PAW's SF 2012 program is the richest and most diverse yet, featuring over 40 sessions across 2 tracks: 1) "All Audiences,” and 2) "Expert/Practitioner " -- so you can witness how predictive analytics is applied by AARP, Alberta Motor Association, Altos Research, Broadspire, CA General Underwriters, CompassLabs, HP, Interclick, Kelley Blue Book, LinkedIn, Major League Baseball, NFL, MLB, and the NBA, Pfizer, Sisters of Mercy Health Systems, Social Media Research Foundation, University of Phoenix, Volunteers of America, Wells Fargo, Yahoo!, YMCA, ZZAlpha, an IT support firm, a sales workforce, real-world examples in financial services emergency response, and true-to-life anecdotes based on miscellaneous enterprise successes, plus insights from projects for Anheuser-Busch, Dept. Homeland Security, and US Postal Service Office of Inspector General.

HOT TOPICS AND ADVANCED METHODS: PAW SF’s agenda covers agile analytics, behavior-based advertising, black box trading, branch location assessment, churn modeling, clinical healthcare, crowdsourcing predictive analytics, cloud analytics, econometric indicators, education, enterprise-wide analytics, forecasting, HR analytics, insurance, list sourcing, non-profits, online marketing, real estate market scoring, risk management, social data, sports analytics, targeting direct marketing, uplift modeling and other innovative applications that benefit organizations in new and creative ways.

TEXT ANALYTICS: Text Analytics World (tawgo.com), co-located with PAW San Francisco the day immediately thereafter, provides reasonable cross-registration options so your breadth of session topics expands to include this rapidly growing field.

WORKSHOPS: PAW also features several full-day pre- and post-conference workshops that complement the core conference program.

Join PAW and access the premier keynotes, sessions, workshops, exposition, expert panel, live demos during "Lab session", networking coffee breaks, reception, birds-of-a-feather lunches, brand-name enterprise leaders, and industry heavyweights in the business.

Read more: Articles and blog entries about PAW can be found at pawcon.com/pressroom.php

View agenda overview: www.predictiveanalyticsworld.com/sanfrancisco/2012/agenda_overview.php

Registration: http://www.predictiveanalyticsworld.com/sanfrancisco/register.php

PAW’s Super Early Bird Registration by December 16th – Save up to $400. You can also take $150 off the Early Bird or the Advance Two Day Pass registration fee with this posting's promotional discount code: CUS150. Save an additional $200 for each additional attendee from the same company registered at the same time.

View the PAW overview video:
www.pawcon.com/newyork/2011/video_about_predictive_analytics_world.php

What is predictive analytics? See the Predictive Analytics Guide:
www.predictiveanalyticsworld.com/guide

If you'd like our informative event updates, sign up at:
www.predictiveanalyticsworld.com/signup-us.php

To sign up for the PAW group on LinkedIn, see:
www.linkedin.com/e/gis/1005097

Follow PAW on Twitter:
http://twitter.com/pawcon/

For inquiries e-mail regsupport@risingmedia.com or call (717) 798-3495.

ALL ANALYTICS EVENTS:
PAW San Francisco: March 4-10, 2012 – www.pawcon.com/sanfrancisco
Text Analytics World SF: March 7, 2012 – www.tawgo.com
PAW Toronto: April 25-26, 2012 – www.predictiveanalyticsworld.com
PAW Chicago: June 25-26, 2012 - www.predictiveanalyticsworld.com
PAW Videos: Available on-demand – www.pawcon.com/video

Citrix GoToWebinar Integrates With Eloqua AppCloud

Latest Cloud Connector Enables Improved Marketing Efficiency,
Lead Management

VIENNA, VA – November 9, 2011 – Eloqua, the leading provider of on-demand Revenue Performance Management (RPM) solutions, today announced that its marketing automation platform now integrates with GoToWebinar®, the Citrix® webinar solution for cost-effective webinars that can accommodate up to 1,000 attendees. GoToWebinar is the latest application to integrate within the Eloqua AppCloud, an open API platform that enables Eloqua users to integrate easily with the widest array of marketing applications of any RPM vendor.

GoToWebinar customers can now automatically feed attendance data from their webinars into the Eloqua platform. This Cloud Connector eliminates the need to manually import registration, attendance and time-on-webinar data, thereby increasing efficiency and reducing error. It also makes it possible for marketers to trigger follow-up messaging based on attendance information, and incorporate the information in lead nurturing and lead scoring programs.

“Revenue Performance Management is all about gaining one view of the truth,” said Eloqua Chief Technology Officer Steven Woods. “Webinars are a highly important means to engage and educate buyers, leading them through the buying process. By integrating with GoToWebinar, customers can get the most out of both platforms and get a single view of buyer behavior.”

“Our users depend on GoToWebinar to seamlessly deliver effective webinars and achieve their marketing and business objectives. With the ability to easily integrate with our webinar solution, we’re providing Eloqua customers a seamless way to integrate with their existing business tools and save time and achieve maximum results,” said Cailin Pitcher, GoToWebinar product line director, Online Services Division, Citrix Systems.

Information on GoToWebinar integration, a list of other Cloud Connectors and pricing details are available today in the Eloqua AppCloud today.

About Eloqua
Eloqua provides solutions to help its customers accelerate revenue growth through Revenue Performance Management. Eloqua provides powerful business insight to inform marketing and sales decisions today that drive revenue growth tomorrow. The company’s mission is to make its customers the fastest growing companies on Earth. More than 1,000 clients rely on the marketing automation power of Eloqua to improve demand generation and lead management while driving more qualified leads. Eloqua’s customers include Adobe, AON, Dow Jones, ADP, Fidelity, Polycom, and National Instruments. The company is headquartered in Vienna, Virginia, with offices in Cambridge, San Francisco, Austin, Toronto, London, Brussels, Frankfurt and Singapore. For more information, visit www.eloqua.com, subscribe to the It’s All About Revenue blog, call 866-327-8764, or email demand@eloqua.com.

Citrix® and GoToWebinar® are trademarks of Citrix Systems, Inc. and/or one or more of its subsidiaries, and may be registered in the U.S. Patent and Trademark Office and in other countries. All other trademarks and registered trademarks are property of their respective owners.

Luke Russell

Forecasting: business management tool, or colossal time waster?

comments 0 comments  |  556 reads

As I consult with companies on forecasting and improving forecasting I am amazed by the complex formulas and difficulty that many organizations add into their forecasting methods. This led me to create a webinar series titled “4 ½ Keys to Improving Forecasting.

While this post will not completely restate what an hour-long webinar will, I am compelled to write it for those that want a quick glimpse into the world of forecasting. There are several types of forecasting (revenue forecasting, sales revenue forecasting, product forecasting, demand forecasting, etc.) and several methods of forecasting (annual client analysis, quota/sales target, quote extrapolation, opportunity pipeline, and historic); however, this article mainly deals with revenue and sales revenue forecasting. SalesVantage.com has a great article on the types of forecasting and the key to accurate sales forecasting.

Let me start by stating my three basic principles on forecasting:

Principle #1: Don’t let perfect get in the way of better.

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Digimind Launches Digimind 9 – Next Generation Competitive Intelligence for Smarter Decision Making

Digimind 9 combines real-time semantic analysis and in-depth web monitoring to provide businesses with a complete turnkey solution for all competitive intelligence (CI) needs.


Digimind, the leading provider of Competitive Intelligence software, today announces “D.9”, the new updated Digimind software release designed to accompany forward-thinking organizations throughout their intelligence workflows.

Digimind 9 comes in response to a growing demand from companies willing to complement their CI apparatus with such features included as “advanced semantic analysis”, “social media monitoring”, and “intelligence profile management”. Indeed, beyond the conventional intelligence workflows, more intelligence requirements surface nowadays to leverage on social networks, unstructured data, and related analysis.

The Digimind 9 release provides the following benefits to customers:

-Instant search: Get the whole picture of a company based upon consolidated web 1, web 2, and social network searches

-Influence ranking: Track the most influential web sources before they impact your operations

-Social Media Monitoring: Beyond keyword/tags Twitter searches, engage with consumers to increase customer retention

Chris Hote, CEO of Digimind Inc. explains, “In the current economic climate businesses are under increasing pressure than ever to perform efficiently. Companies are keen to consolidate their intelligence processes by using solutions which can help them save on time and cost. Digimind 9 provides technology-enablers to support competitive intelligence teams from automating content collection, analysis, collaboration, and sharing tasks. Plus, the easy-to-use and agile Digimind interface ensures that information professionals can concentrate on high level tasks rather than having to focus on tedious data monitoring and report creation.”

The Digimind 9 release provides access to strategic intelligence data, both in the office and on hand held devices, affording businesses increased agility and mobility to help them react faster to mission critical business requirements and to adapt to a constantly changing business environment.

Digimind offers a comprehensive solution for global enterprise customers, Mid-market customers, and any business looking to streamline their intelligence process. Digimind 9 can be deployed alongside existing subscriptions and integrates with other tools from the knowledge management, business intelligence, or CRM fields.

Digimind 9 is available directly from Digimind and through associated resellers and channel partners.

About Digimind

Digimind develops competitive intelligence software that helps organizations to automate the process of collecting, analysing and publishing critical information. Digimind is essential to any organisation that seeks to enhance growth and corporate reputation, while protecting its core assets, through ongoing monitoring of market trends and indicators, customer requirements and competitive landscape. Digimind has an international presence to serve the needs of its global client base with offices in Boston, Paris, Singapore and Rabat.

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