Revenue Growth Analytics Tools & Educational Resources

Past Webinars and Short Tutorials

2023 Revenue Growth Analytics Maturity Report Review

This webinar provided a detailed overview of industry capabilities in Margin Analytics & Optimization, Promotion Effectiveness & Optimization, and Sales & Customer Growth Analytics. Participants received a copy of our 60-page maturity report and gained insights into the strategic implications of the report's findings, aiding in enhancing their organization's Revenue Growth Analytics strategies.

  • What Participants Learned

    + Detailed Examination of Industry Capabilities: Understand the current landscape in key analytics areas, including Margin Analytics & Optimization, Promotion Effectiveness & Optimization, and Sales & Customer Growth Analytics.

    + Discussion on Strategic Implications: We discussed the strategic implications of the report's findings and learned how to leverage these insights for in-sourced Revenue Growth Analytics capabilities and robust business growth.

    + Insights from the Report: Webinar participants have benefitted from the extensive survey of nearly 150 commercial leaders, understanding the current Revenue Analytics maturity landscape and identifying avenues to augment your existing approaches.

    + Adoption of Best Practices: Learned about best practices in Revenue Growth Analytics and how to seamlessly in-source and integrate them into your business strategy to enhance profit growth and competitive advantage.

    This comprehensive webinar was designed for professionals across Pricing, Finance, Sales, and Marketing to bolster their Revenue Analytics strategies and outcomes. Participants gained a robust understanding of vital analytics areas and the opportunities to enhance your Revenue Growth Analytics approaches, backed by the report's findings.

    About the Report

    The "2023 Revenue Growth Analytics Maturity Report" is a comprehensive document developed through insights from our Revenue Growth Analytics Maturity Scorecard™ survey. It offers a well-rounded view into Revenue Growth Analytics's strategies and maturity levels across various industries and organizational sizes, providing valuable information for assessing and enhancing your commercial analytics approach.

Accelerating your Commercial Analytics with ChatGPT

Are you grappling with lengthy Revenue Growth Analytics efforts, such as churn modeling, cohort analysis, or price elasticity modeling?

If you're eager to accelerate your decision-making process around pricing and promotional investments or streamline customer targeting, this webinar is for you.

  • Leveraging GPT models for coding and analytical aid can transform your workflow, dramatically boosting productivity.

    Learn to harness the power of GPT for tasks that previously took several days or weeks and can now be accomplished in just a few hours.

    This webinar offers a practical guide to integrating GPT prompts into your commercial analytics efforts, enabling rapid business decisions while reducing analytical development time substantially.

    Whether you're a seasoned analyst, an intellectually curious finance, marketing, pricing executive, or an aspiring business analyst/data scientist, this session offers a compelling preview of an NLP-augmented present & future in Commercial Analytics.

Leveraging Meta's Robyn for Effective Marketing Mix Modeling

Unleashing the Power of Data-Driven Marketing in a Post-Cookie World

In a marketing landscape adapting to the demise of 3rd party cookies, making sense of your marketing channels is not just vital; it's challenging.

Marketing Mix Modeling (MMM) offers a strategic, comprehensive view of marketing performance, free from the constraints and challenges of cookie-based tracking.

  • We'll introduce you to Meta's open-source toolkit, Robyn, a powerful ally in the post-cookie era. It's making sophisticated MMM accessible and actionable, regardless of your business's size.

    Robyn simplifies model building, hyperparameter tuning, and marketing spend optimization, providing a "good enough" solution resilient to the shifts in digital privacy.

    Our webinar is perfect for analytically curious marketing professionals, data analysts, and aspiring data scientists navigating data-driven marketing in this changing landscape.

    We'll demystify MMM, discuss the changing tides of digital marketing, and demonstrate how to leverage Robyn.

    Join us to optimize your marketing strategies in the cookie-less era.

How to Build an Effective B2B Price Elasticity Model (in under 90 minutes)

Why is it essential to understand the business impact of Price changes and Promotional investments, and what are the analytical approaches to estimating Price elasticities?
With the continued customer, transactional, and 3rd party data proliferation and the democratization of popular Machine Learning methods, knowing your Price and Promotional elasticities at the Customer-Product level is fundamental to finance, sales, and revenue management.

  • How many of us have been in situations where:

    1. We are giving away too many promotions and discounts to customers.

    2. Our pricing strategy is to index to competitor prices.

    3. Our price investments (promotions, discounts, rebates) are growing faster than our Operating Profits.

    4. Margins and Net Revenue are substantially lower than they could be.

    Knowing our Customer and Product level Price Elasticities are critical enablers, allowing us to:

    1. Increase Price Realization and Promotional ROI

    2. Minimize Pricing Risk

    3. Optimize our Inventory and Liquidity

    4. Drive Net Sales and Gross Profits

    5. Set the Foundations for more robust Price Optimization

    In this webinar, geared towards the Pricing and Analytics/Data Science practitioner, we'll go through a Manufacturer case study in modeling Price Elasticities using two methods - one that employs Linear Regression and another using Machine Learning.

    We'll discuss the pros/cons of each method and give specific guidance on how to build more robust Price Elasticity models for your organizations.

    Attendees will receive a copy of my Miro board with a complete blueprint and outline and the accompanying R code they can leverage in their organizations in just a day.s here

How To Build a B2B Margin Analytics & Optimization Platform (in under 90 days)

A 1% Net Price realization drives, on average, a +11% improvement in our Operating Profits, which makes Pricing the most critical business lever we can impact.

To do it right, we need robust Margin Analytics & Optimization capabilities that help us:

1. Better control our Price Discounts and Profit leakage

  • 2. Reduce the high variability of our Customer and Product Margin Profiles

    3. Reduce the high variability of Sales Team pricing actions

    4. Enable Pricing Scenario Analyses to understand Revenue and Gross Profit impacts

    5. Pinpoint specific Customer-Product level drivers of our Revenue or Gross Profit performance

    6. Empower our sales team members with rapid pricing insights into their business, including how much value they generate through Price Realization, Volume Growth, and Mix Management.

    There's a misconception that we need heavy investment, long lead times, and specialized enterprise software to build impactful Margin Analytics & Optimization capabilities in our organizations.

    Fortunately, open-source (e.g., R and Python) and self-serve BI tools (e.g., Tableau and Power BI) have come a long way since their inception. Popular tools like these enable flexibility and industry/domain customization that most turnkey software simply can't.

    Using simple methods and a popular tech stack that's already part of most organizations, we'll show you how to build a best-in-class Margin Analytics & Optimization platform, from Concept & Design alignment with Stakeholders to full launch and user training.

    Through an interactive case study, we'll show you how to bring your Sales, Finance, Pricing, and Merchandising team along the development journey to ensure maximum adoption and impact.

    Attendees will also receive access to a copy of my Miro board with a complete blueprint and outline, along with a sample B2B Margin Analytics Dashboard (built with Tableau) that they can deploy in their organizations in just one day.

Driving Pricing and Discounting Discipline with Margin Analytics (in Tableau)

We briefly go through a journey of building a B2B Margin Analytics & Optimization platform in Tableau for a fictitious manufacturer and demo several modules aimed at the Revenue Management/Finance and the Sales teams.

By interacting with the dashboard, we'll be able to answer critical business questions such as:

  • 1. What are the Price, Cost, Volume, and Sales Mix drivers of my Gross Profit decline? What areas (Customers-Products) should we prioritize with the Sales team to address the gaps?

    2. Who in the Sales team needs the most coaching on better Discount management?

    3. What is the collective price discounting behavior of the sales team? What will happen to our Net Sales if we decrease our Discount Guidelines by -5% for Sales Directors?

    4. Who in the Sales team has demonstrated the most effective Net Price Realization? What about positive Product Mix Management? What are the lessons learned that we can package together and translate to the rest of the Sales org?

    5. Which Customer groups need the most attention to prevent further Gross Profit erosion? Which Customer groups should be priority #1 for net price increases? What is the impact of raising their GP% profile on the typical customer?

    6. What is the Net Sales impact if we improve Customer discounts for the most highly discounted customers? What is driving their high discounts in the first place?

    The topic advances our prior webinar focused on the roadmap, strategy, and execution ("How To Build a B2B Margin Analytics & Optimization Platform (in under 90 days).

    This session is a real, actionable example of how a foundational Margin Analytics tool may look for your company, built with a popular tech stack you are already familiar with.

Driving Rapid Margin Actions with Transactional Data Analysis: Gross Margin vs. Net Sales Customer Matrix

Segment your customers based on Net Sales and Margin performance for quick pricing wins.

Driving rapid margin actions with transactional data analysis: Discount Curve Analysis

Use Discount Curve Analysis to understand your Sales team's collective price discounting behavior. Do we always offer Discounts up to our max allowable limit? Do we tend to offer Discounts in 5% increments?

Driving rapid margin actions with transactional data analysis: Gross Profit Growth Deep Dive

This short video will show you a simple Gross Profit Growth Deep Dive built on customer transactional data.

The Deep Dive outlines Gross Profit performance changes into several vital drivers.

More specifically, it enables us to dynamically drill down into important Customer or Product level drivers to understand:

1. Pricing Impact: What is our Net Price Realization, and what Business Segments, Customers, Brands, Products, etc., are the winners/losers of our pricing execution? 2.

2. Cost Impact: What areas in our business drive the highest Cost Inflation? Where do we need to focus on rightsizing our List Prices or Sales Discounting efforts because our Price Realization has not kept pace with rising costs.

3. What is the impact of Volume changes on Gross Profit performance: Which Customer Segments or Products drove substantial volume losses despite lower prices? Which Customers or Products increased volume despite higher prices? What are the learnings we can get from this.

4. And lastly, it gives us deep insight into the impact of Customer or Product Mix: What areas have we offset a negative Price Realization with positive Mix impacts? In other words, despite lower prices, we have sold a higher portion (mix) of highly profitable products this Year than Last Year (or YTD vs. Budget).