Sales Analytics Tip: How To Size Your Market

The Sales Champ, Jonathan Petalver, and the Analytics Guru, Dan Meyer, will be conducting a two day workshop on Sales Analytics on July 24-25 in Ortigas.

https://dmaiph.com/analytics-solutions/sales-analytics-quantitative-results-through-qualitative-approaches/

One of the tips we will share with attendees is our strategies for assessing the size of your market. Every business, every product or service, every salesperson has a unique market that it is trying to capture.

As analytics guru, Bernard Marr said, “If you don’t understand the size and potential of your market you can easily jump to conclusions about how viable your business proposition is. Market size analytics is the process of working out how large the market is for your products and services, and whether there is sufficient growth potential.”

The size of your market can be measured terms of volume (how many units sold), value (money spent in that market) or frequency (how often a product or service is sold). It is important to start to gather data points like these and track them over time. You will be able to build a strategy built on numbers, not just gut feel or your best guess.

Useful data includes government data, trade association data, financial data from competitors, and customer surveys. You will be surprised how much data is available just by doing a google search. They you can look at sites that produce and share data for free. And finally you might even consider buying data for your analytics.

strategy_istock_olm26250_thumb800Another important tip Just because a market is large doesn’t mean it’s profitable – especially if most of the customers that want a particular product or service already have one and are unlikely to want another. A lot of people get caught up in the width of the market, but forget about the depth. Sales analytics will help you determine opportunity in both dimensions.

Analytics in the Philippines – The Philippines is at the center of the action when it comes to solutions to the global need for analytics. Blessed with a solid foundation of young, educated and English speaking workforce, companies around the world are look for Filipino analytics talent to fill analytics positions. DMAIPH was set up to facilitate these solutions and bring the talent and the business together. And that is exactly why I wrote Putting Your Data to Work, the first analytics guidebook designed specifically for the Philippines. Contact DMAIPH now at analytics@dmaiph.com or connect with me directly so we can help you take advantage of this unique global opportunity.

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Analytics and Data-Driven Decision Making – Webinar on Feb 15

With Daniel Meyer, President and Founder, Decision-Making, Analytics & Intelligence Philippines… that’s me! 🙂

I have the honor of conducting  a webinar next month in partnership with American University.

Here is the promotional copy for the webinar… hope some of my followers like you are able to join us. 

Evaluators can learn from the ways that the corporate sector uses business analytics to understand, interpret, and display Big Data. Key aspects from the corporate sector that are useful for monitoring and evaluation include identifying what data is important, and finding ways to visualize it for consumption. In this webinar, Daniel Meyer discusses analytics solutions relevant to measurement and evaluation.

Daniel Meyer is passionate about solving problems by bringing together the best talent, cutting edge technology, and successful methodologies. He is an expert on data-driven decision-making, multi-industry analytics and business intelligence. He is the author of Putting Your Data to Work and the Fundamentals of Business Analytics. Learn more about Dan Meyer.

Webinar details:

February 15, 2017

1pm Eastern

Webpage with webinar registration links: http://programs.online.american.edu/msme/webinars

 IMG_6912Daniel Meyer

Daniel Meyer is President & Founder of DMAIPH (Decision-Making, Analytics & Intelligence Philippines), an analytics, consulting, training and outsourcing company with offices in Manila and the San Francisco Bay Area. Mr. Meyer is one of the top analytics experts in the Philippines. With a team of over 40 analysts, DMAIPH provides a variety of analytics solutions to companies in the U.S. and Asia. Mr. Meyer is also one of the most sought after public speakers in the country and has personally trained thousands of Filipinos in various analytics functions. Before setting up his own company, Mr. Meyer worked as a Senior Analytics Consultant for Wells Fargo Bank for 15 years. Mr. Meyer provided executive management analytics for the bank’s Remittance Service including developing business dashboards, overseeing competitive intelligence gathering, managing data analytics outsourcing projects and facilitating audit and risk management. Mr. Meyer recently published Putting Your Data to Work, an analytics guidebook designed to provide organizations with a solid foundation in using analytics to empower more data-driven decisions. Mr. Meyer earned a B.A. in History with a minor in International Studies from Sonoma State University and a M.A. in Education with a focus on Student Affairs in Higher Education from the Indiana University of Pennsylvania.

 

DMAIPH is looking for a Talent Management Analyst

Job Description for DMAIPH Talent Management Analyst

DMAIPH is looking for an exceptional candidate to fill a very unique role in our analytics training, consulting and outsourcing business.

DMAIPH is an international analytics firm with offices in both the U.S. and the Philippines that specializes in providing analytics themed training, consulting and outsourcing to its clients.

We currently employee over 50 employees here in the Philippines who are assigned to providing customer service, email support and graphic design work for a U.S. based client. This account is a mature account, having been established in 2013.

DMAIPH also conducts analytics training classes facilitated by our President & Founder, Daniel Meyer. Mr. Meyer is an author, public speaker and one of the most sought after analytics experts in the Philippines. Over the past 5 years, Mr. Meyer has trained 1,000s of Filipinos on a variety of analytics topics. We are currently building out a marketing team to grow the training business line.

In addition, DMAIPH has added a new client in January 2017, thanksmama.com . This new business line will be the primary area of responsibility for the Talent Management Analyst.

The role of the Talent Management Analyst has two primary functions; (1) serving as an HR Generalist (Recruitment, Compensation & Benefits, and Employee Engagement) for the thanksmama and marketing team and (2) using a recruitment approach to marketing and filling seats for DMAIPH analytics training classes.

Job Requirements:

  • At least 1 year of recruitment and/or HR work experience.
  • Experience in the BPO industry is a plus.
  • Four-year degree holder in an HR or Marketing related course preferred, but any undergraduate experience is acceptable.
  • Basic MS Excel skills.
  • A strong interest in analytics; using data to driven decision-making.
  • Experience and/or interest in graphic design a plus.
  • Experience and/or interest in social media marketing a plus.
  • At least an average level of English proficiency.
  • A pleasant attitude and professional appearance.
  • A curious mind. Successful candidates will be able to demonstrate how they enjoy solving problems and looking for innovative solutions.

Job Duties:

HR Generalist (50%) – serving as an HR Generalist (Recruitment, Compensation & Benefits, and Employee Engagement) for a team of 10-15 mostly home based employees. Duties include:

  • End to End Recruitment of home based staff for DMAIPH’s outsourcing client, thanksmama.com . Thanksmama is a U.S. based online retailer of baby clothes and accessories. Staff working on the Thanksmama account are home based, Web Content Analysts and Graphic Designers.
  • End to End Recruitment of office and home based staff for DMAIPH’s analytics training business. Staff working on DMAIPH marketing include Junior Marketing Analysts, Graphics Designers and Admin/Office staff.
  • Compensation & Benefits, including payroll administration for both the thanksmama and marketing teams.
  • Employee Engagement, including contracts, employee coaching and discipline for both thanksmama and marketing teams. Existing policies and procedures are in place.

Marketing Analyst (50%) – using a recruitment approach to marketing and filling seats for DMAIPH analytics training classes.

  • Directly target connections via Social Media (Facebook, Twitter, LinkedIn, etc) to be invited to DMAIPH analytics trainings.
  • Conduct e-mail marketing campaigns under the direction of the Business Development Manager.
  • Create, post and share marketing content to attract more attendees for public trainings.

Please note that we are not expecting successful candidates to already have work experience in all of these areas. There will be a large amount of training, coaching and mentoring to get the Talent Management Analyst up to speed. Above all else we are looking for someone who is curious, who is flexible and who can take initiative.

Compensation:

  • Starting salary depends on experience, but the position base is 20,000 PHP a month.
  • After probationary period, health benefits and paid leave will be made available (up to 6 months).
  • Additional performance based incentives can be achieved for filling training classes and meeting HR metrics goals.
  • Up to P2,500 in tax-free allowances.
  • Possible 5-10% performance bonus upon normalization.
  • Complete 40 hours of work. This is a full-time job commitment.
  • Annual performance evaluation and compensation increases.
  • Standard employee benefits as mandated by Philippine law.
  • Company lap top and mobile phone may also be provided.

Location:

This position is primary home based. There will be a need to go into the field to attend job fairs, DMAIPH training events and occasional conference and workshops. There may also be a need to report to our Ortigas office for meetings and trainings. During the onboarding and probationary period, the Talent Management Analyst may be required to come into the office regularly until they are fully up to speed.

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Analytics Jobs – DMAIPH hires, refers and connects Filipino analytics talent. The Philippines is at the center of the action when it comes to solutions to the global need for analytics. Working with DMAIPH to find work, hire analytics talent or set up analytics teams will ensure you are tapped into the best of the best when it comes to analytics in the Philippines. Contact DMAIPH now at analytics@dmaiph.com or connect with me directly to find out how to take advantage of this booming opportunity.

 

The Four P’s of Marketing for Analytics Training

I get asked a lot about how I apply the 4 P’s of Marketing to my analytics training business.

The 4 P’s (Product, Place, Price, Promotion) of marketing are the foundation of our marketing efforts which have made DMAIPH and Dan Meyer, name brands in the analytics space within the Philippines.

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Our product is analytics training. That in itself is not easy to market.

Over the past few years it has gotten easier as analytics has entered the mainstream consciousness of Filipino businesses. Still, given the propensity for the subject matter to cause nose bleeds among non-data geeks it takes a lot of effort and foresight to be successful.

Product

Big Data Analytics, Business Analytics and HR/Recruitment Analytics are our primary types of training. Our training is for students, for analysts, for professionals using analytics and for decision-makers. Each type and audience taking distinct approaches to market.

Our product is unique in that no one else in the Philippines approaches analytics trainings like I do. Most analytics training is highly technical and narrowly focused on using a certain method or tool. My method is much more universal and focuses on unlocking the analyst inside the participant so they can select the appropriate methodology and/or tool needed for the analytics project at hand.

DMAIPH analytics training in the Philippines is what we do, and are very, very good at it.

Place

Our place is generally in Metro Manila, specifically Ortigas. Most of our trainings are conducted in hotel function rooms or business conference rooms. I have trained groups as small as 4 and as many as 80. However, the size and location though, our place is getting into the minds of the audience to educate, enable and empower the use of data in decision-making.

We have done trainings outside Metro Manila, anywhere in the Philippines is possible. I have also adapted my training for speaking engagements at conferences and workshops, as part of analytics expert panels and in college class rooms.

DMAIPH analytics training can happen just about anywhere, for any audience of any scope or level of knowledge. Our flexibility allows us to go to any place to train people to use analytics.

Price

Our price is now about 6,000 PHP a head per training. That is right in the middle of the market. There are more expensive ones that offer certain technical perks, but when it comes to a generalist approach to analytics we are the best bang for your buck.

We constantly look at competitors to make sure we set our price accordingly. The market dictates our price given the plethora of training options out there available to potential customers.

We also base venue, scope and size of each training on certain revenue targets to make sure we optimize our time and investment to assure handsome profits.

DMAIPH’s pricing is above all else fair. Our goal is to charge a competitive price that reflects the wide range of choices our customers have to get training on analytics topics.

Promotion

We promote on Facebook, via LinkedIn and using e-mail marketing. We also use the book and marketing visuals like tarpaulins and flyers at job fairs and business conferences.

We make great use of selling our brand, which is built on my experience of 20 years doing analytics and reputation of being one of the top minds in analytics in the Philippines.

DMAIPH stands for quality analytics training based on real world insights and cutting edge techniques delivered in an easy to understand way.

Adding key metrics to the 4 P’s of your organization’s marketing strategy is something DMAIPH can help you with.

Business Strategy with Analytics – Aligning a business strategy to drive an organization forward requires a robust analytics solution. Businesses who have good analytics tend to be much more profitable and efficient then ones that do not. DMAIPH has helped dozens of companies in both the U.S. and the Philippines with adding more data analysis in their business strategy. Contact DMAIPH now at analytics@dmaiph.com or connect with me directly to find out what we can do to help you align your business strategy with analytics. 

The Four P’s (Principles) of Marketing

I was recently asked how I apply the Four Principles of Marketing to my business.

The 4 P’s being Product, Place, Price and Promotion.

When I was with Wells Fargo, I spent a significant portion of my time working with marketing teams to help analyze market opportunity, assess market penetration, and to measure marketing campaign success.

I learned quite a bit about how to attach metrics to each of the 4 P’s to determine our strategy.

When it comes to product, the most common metric is sales. How many products have been sold and how much revenue that translate too is a cornerstone of any business plan.

It can be just important though to blend in analysis that is not reflected by internal data alone. Knowing how your product stacks up to the competition and what your customers are saying about your product are much more challenging data points to capture.

As for place, the general data point most business decision-makers start with is how much sales activity comes out of a location or geographic area.

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Place can also be reflected in marketing channel; in-store, direct, online, etc. Decision-makers tie this concept to market place and always look within that place to determine marketing plans.

I also like to add demographic data to place to help understand overall opportunity and trends in how the market place is evolving.

Price is much more than just what it costs to produce and sell a product. Marketing expense must also be counted in the amount ultimately charged for a product. Price usually contain several components that can be analyzed to make sure price covers expense and allows for profit.

Again, I look to competitor data to help assess if the price we are charging is optimal. As a rule, you don’t want to be too expensive or too cheap when your customers have a choice.

Finally, when looking at promotion, its more than just where you sell your product and what marketing materials your use. Using the right delivery channel and leveraging your company brand also factor into the equation and should have metrics attached to them.

So, as you can see, marketing is more than just counting products sold, finding a place to sell the product, setting a price and beginning a promotion. For a good marketing analytics strategy, that is just the beginning.

An effective marketing analytics approach should have at least 10-20 data points to more accurately capture the things you need to know like how big is your market, how competitive is your product, how deeply have you penetrated your market, and what delivery options are the most effective ways to promote your product.

The 4 P’s of Marketing can easily be built into a marketing analytics dashboard where you see your key performance indicators and make swift, decisive business decisions.

Since setting up my business about 5 years ago, I have helped dozens of businesses get a better handle on their 4 P’s using marketing analytics.

Let me show you how we can do the same for your business.

Business Strategy with Analytics – Aligning a business strategy to drive an organization forward requires a robust analytics solution. Businesses who have good analytics tend to be much more profitable and efficient then ones that do not. DMAIPH has helped dozens of companies in both the U.S. and the Philippines with adding more data analysis in their business strategy. Contact DMAIPH now at analytics@dmaiph.com or connect with me directly to find out what we can do to help you align your business strategy with analytics.

DMAIPH and IBA will be at the Job Quest PH Trinoma Job Fair – Nov 23&24

DMAIPH is looking for candidates for the following positions:

  • Marketing Analyst
  • Junior Marketing Analyst
  • Administrative Analyst

These positions will primarily be based in our Ortigas office, but will require some work in the field at DMAIPH training events. Occasional work from home is also possible.

Interviews will be conducted on site.

Invaluable Business Analytics Corp. (IBA) is collecting resumes for the following positions:

  • Customer Care Analyst (Office Based in Ortigas)
  • Social Media Analyst  (Home Based)
  • Graphic Design Analyst (Home Based)
  • E-mail Marketing Analyst (Home Based)
  • Desk Top Support Analyst (Office Based in Ortigas)

Interviews for the Customer Care and Desk Top Analyst will be conducted on site.

All positions are full time and follow standard requirements as per Philippines Labor Law.

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DMAIPH is an international company that specializes in analytics training and consulting both in the U.S. and the Philippines. DMAIPH offers a variety of analytics training and consulting solutions including Data Analytics, Fundamentals of Business Analytics, and HR & Recruitment Analytics.

 

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IBA is a company based in Ortigas that provides 24/7 services for clients in the United States.  Services include customer service calls, email customer support, tech support, graphic design work and e-mail marketing.

Analytics Jobs – DMAIPH hires, refers and connects Filipino analytics talent. The Philippines is at the center of the action when it comes to solutions to the global need for analytics. Working with DMAIPH to find work, hire analytics talent or set up analytics teams will ensure you are tapped into the best of the best when it comes to analytics in the Philippines. Contact DMAIPH now at analytics@dmaiph.com or connect with me directly to find out how to take advantage of this booming opportunity.

DMAIPH – Junior Marketing Analyst/Administrative Assistant

DMAIPH is looking for a Junior Marketing Analyst/Administrative Assistant. This hybrid position is office based, full-time positions working out of our office in Ortigas Center, Pasig City, Metro Manila.

Set schedule with weekends off.

Duties include:

Marketing duties may include:

  • Social Media Posting
  • E-mail Campaign Blitzes
  • Internet Research
  • Data Entry/Encoding

Administrative duties may include:

  • Assisting with Payroll
  • Assisting with Time Keeping
  • Front Desk Receptionist
  • Buying/Picking Up Office Supplies

Successful candidate will be able to demonstrate a strong work ethic who is able to follow directions, can be at work on time every day and have good time management skills.

Requirements:

  • At least a basic comfort using Microsoft Excel for data encoding.
  • Previous work experience in sales, customer service, office work of service crew preferred.
  • An interest in graphic design to make simple online marketing materials.
  • Able to take directions in English.
  • A pleasant attitude and professional appearance.

Compensation:

  • Starting salary depends on experience, but the position base starts at 15,000 PHP a month.
  • After six-month probationary period, health benefits and paid leave will be made available.
  • Additional performance based incentives can be achieved.
  • Up to P2,500 in tax-free allowances.
  • Possible 5-10% performance bonus upon normalization.
  • Complete 40 hours of work. This is a full-time job commitment.
  • Annual performance evaluation and compensation increases.
  • Standard employee benefits as mandated by Philippine law.

This is not a sales or customer service call center job. 

Perks include going to job fairs, industry conferences, public trainings and in-house corporate trainings. This is not a typical desk job.

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Analytics Jobs – DMAIPH hires, refers and connects Filipino analytics talent. The Philippines is at the center of the action when it comes to solutions to the global need for analytics. Working with DMAIPH to find work, hire analytics talent or set up analytics teams will ensure you are tapped into the best of the best when it comes to analytics in the Philippines.

Contact DMAIPH now at analytics@dmaiph.com or connect with me directly to find out how to take advantage of this booming opportunity.

 

 

 

Being A Great Analyst > Key Attribute #4 > Be Enchanting

If you are a good analyst or a decision-maker that uses analytics, being enchanting makes your job much, much easier.

One key to using data and analysis effectively is understanding how to enchant people by being likable, trustworthy and using data and analysis to further a great cause.

A few years back, I came across a book by Guy Kawasaki called Enchantment. It is my all-time favorite business book.

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Guy Kawasaki is a marketing expert and used to be Apple’s Chief Evangelist (aka Chief Marketing Officer). At Apple their goal is to convert customers to being loyal to Apple products for life.

In Enchantment, Guy talks about how Apple and other successful companies are able to create enchantment in their customer base that fuels passionate and long lasting relationships.

As an analyst there are many lessons that you can draw from Enchantment to being an incredibly impactful member of your organization.

One of the pillars of Enchantment is being Trustworthy. As an analyst, you have to be trustworthy for people to want to follow the direction your data and analysis point.

Your data has to be clean, valid, and accurate.

Your analysis has to be easy to understand, easy to replicate and easy to boil down into a few bullet points.

When you accomplish these things you are creating trust. Getting decision-makers to listen to what the data is telling them comes when the analysts have their trust.

That’s just one part of Enchantment. I use many examples of how to apply Guy’s concept to data and analysis in my training classes and in my company.

If you are looking for a way to add value to your company, which in turn can make the business more successful then this book is a must read.

Analytics Culture – The key to using analytics in a business is like a secret sauce. It is a unique combination of analytics talent, technology and technique that are brought together to enrich and empower an organization. A successful analytics culture is not easy to create, but DMAIPH can show you how. Contact DMAIPH now at analytics@dmaiph.com or connect with me directly so we can build a strategic plan to turn your company into analytics driven success story.

Being A Great Analyst > Key Attribute #3 > Be Decisive

If you are a good analyst or a decision-maker that uses analytics, being decisive is much, much easier.

One key to using data and analysis effectively is understanding how people make decisions and what impacts the ability to make unbiased decisions.

A few years back I came across a book by Dan and Chip Heath called Decisive. It was a fantastic read.

The Heath Brothers are marketing and management experts who do a lot of research into what works and what doesn’t in the business world.

Decisive looks at what influences effective decision-makers overcome.

As an analyst, there are many valuable lessons that can be applied to both selecting data and presenting the analysis of the data.

One example of being Decisive that I use a lot related to trying to avoid a narrow frame. Too often we limit our choices.

When it comes to what data to use to answer business questions, we have to always ask ourselves is this the right data? Is there other data I can use to validate my findings? What data can be blended with this data to tell a more compelling story?

Being aware of your own biases will help you ensure you get the right data, that it’s what is really need to answer business questions at hand.

Being of aware of the biases of the consumer of your analysis (generally your boss and their peers) can help you position your data in ways that can mitigate those biases and let them see what you see.

There are dozens of examples from Decisive that I use in training people to be analysts and in using analytics effectively.

It is a book, well worth your time.

Analytics Culture – The key to using analytics in a business is like a secret sauce. It is a unique combination of analytics talent, technology and technique that are brought together to enrich and empower an organization. A successful analytics culture is not easy to create, but DMAIPH can show you how. Contact DMAIPH now at analytics@dmaiph.com or connect with me directly so we can build a strategic plan to turn your company into analytics driven success story.

DMAIPH Marketing Analyst Job Opening

DMAIPH is looking for a marketing analyst.

Primary responsibility is marketing public and in-house analytics workshops. Secondary responsibilities include promoting analytics publications, facilitating speaking engagements and managing online profiles for Daniel Meyer, our founder and one of the top analytics experts in the Philippines.

  • Experience with Digital Marketing and Analytics required.
  • Familiarity with running marketing campaigns on Facebook and LinkedIn.
  • Comfort with using MS Excel for basic analysis and reporting.
  • Basic knowledge in Adobe Photoshop
  • Able to create, update and share marketing content including blog posts, email blitz mailings, power point presentations and speaker bios.
  • Must be open to flexible hours and duties. This is not a typical office based, 40 hours a week, week days only position.

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A certain % of the job can be done at home or office depends on the business needs, but the marketing analyst will need to meet in Ortigas with the senior leader a few times a month. Also must be able to help facilitate occasional speaking events. Flexibility is key.

This is a flexible, project position with salary and compensation package dependent on experience.

Interested applicants should send their resume to analytics@dmaiph.com

Analytics Jobs – DMAIPH hires, refers and connects Filipino analytics talent. The Philippines is at the center of the action when it comes to solutions to the global need for analytics. Working with DMAIPH to find work, hire analytics talent or set up analytics teams will ensure you are tapped into the best of the best when it comes to analytics in the Philippines. Contact DMAIPH now at analytics@dmaiph.com or connect with me directly to find out how to take advantage of this booming opportunity.