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Inconsistent Ad Hoc Forecasting ProcessClient Problem: Inconsistent Ad Hoc Forecasting ProcessWithout a consistent and reliable forecasting process, a leading storage vendor could not build an accurate, comprehensive model that incorporated industry dynamics, economic drivers, internal key performance indicators (KPIs), and customer analytics across several product categories, industry sectors, and countries. This prevented them from fully understanding their own business performance in various markets, and left them unable to allocate sales and marketing resources efficiently and profitably. The client turned to Global Insight's Advisory Services professionals to improve its forecasting process and to create a comprehensive forecasting model. Global Insight Approach: Consistent Forecasting Process and Corporate Dashboard Global Insight developed a comprehensive forecasting framework that integrated demand drivers (industry and economic) and demand validation metrics (via customer analytics and KPIs). A collaborative, cross-functional client-Global Insight team applied our unique methodologies to create a forecasting model that applied these criteria across four product categories (desktop PC, notebook PC, server, and consumer electronics), multiple industry sectors, and dozens of countries. The model also enabled three years of market share analysis at a quarterly frequency. A "corporate dashboard" interface was integrated with the model. The dashboard, which presents client-specified charts, tables, and monitoring graphics for key indicators, also serves as the primary delivery vehicle for data, updates, and re-estimation. Outcome: Deeper Understanding of Demand Drivers and Lifecycles The model's consistent forecasting process allows our client to better identify, analyze, and prioritize existing and emerging market opportunities. Using demand validation metrics analysis provides greater insight into business performance, which, in turn, leads to better allocation of sales and marketing resources. In addition, the client gained deeper insight into multiple product lifecycles across industries and geographies. |
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