need help doing analytics on customer data given to me by a company to
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Question
need help doing analytics on customer data given to me by a company to identify sales strategy and
strategic interventions for growth
excel for analytics and powerpoint for output
4 slides, two slides for sales growth and 2 slides for strategic interventions/n/n Case study
Objective:
Company X operates in the data collection infrastructure and datasets market. The infra technology it
provides is the leading technology in the data collection infrastructure market.
Business overview: Company's scraping infrastructure helps businesses scrape publicly available website
data. Example of a use case: An e-commerce company could use X's infrastructure product to collect pricing
and product information from a competitor's website daily without getting blocked by the competitor
website. Company X also has a wide variety of datasets of publicly available websites (e.g., Glassdoor,
Amazon, LinkedIn etc.) which customers buy for varied use cases. Key competitor includes companies such
as Zyte and Coresignal etc.
What you need to do (2 objectives):
1. Help assess interventions to improve sales for the next 1-2 years
2. Suggest key strategic initiatives for the next 1-2 years to accelerate growth
Data
9-10k rows of data where each row constitutes a customer with details on their spend and other data
Key pointers:
1.
Most of the Company X's customers are acquired through inbound channels given it is the market
leader in this segment
2. They launched their dataset products in recent years while the collection infrastructure has been
around since the start of the company (5+ years ago)
3. Their pricing models include a combination of a pay-as-you go (price per giga byte of webpages
loaded) and a subscription model. Datasets have a standard price per 1000 rows of data (could vary
by dataset)
4. Their sales team is organized by region/geography and consists of various roles such as BDR/SDRS,
salespeople, account management team etc.
Output (suggested):
1-2-page word doc output or 3-4 slides to meet the 2 objectives
Parameters of evaluation
1. Structure/identifying areas to focus on
2. Output: Answers to the following
C.
a. List 1-2 key challenges for the business based on the data available
b. What are the key customer segments to focus on for sales efforts? (i.e., industry, scale,
geography etc.)
What strategic initiatives would you recommend for accelerating growth in the next 1-2 years?
d. What would be the overall CAC for Company X in 2021 assuming it has an LTV/CAC ratio of 3:1?
Best of luck and feel free to reach out to us in case you have any questions