The Power of Integrated Workflows
🦾 AI workflows are the “New Meta”
🏹 At Aristotle, we have high conviction that AI workflows will become the first arrow in every management consultants quiver. In our view, deployment of AI to solve end-customer problems will yield far greater benefits than organization-wide point-solutions for data analytics, summarization etc.
♾️ We all know of the "pilot purgatory“ many organizations are facing today and one way to escape the infinite loop is by solving a problem end-to-end and making the impact measurable.
🧠 We want to expand on our view with an example – a real-world challenge faced by many companies.
⚙️ Most industrial companies have a distribution-heavy go-to-market model. In this set-up one of the highest-order lever to drive growth is distributor rationalization i.e., who will be the distributor(s) that I will partner with, for what product and for which territory.
🏅 Solving this 3-D puzzle is hard due to many reasons, but the top 3 are:
a. Limited understanding of the end-user (base population, growth rates etc.) – by definition, companies are at least one layer removed from the end-customers so information is patchy
b. Almost no or very little understanding of users served by current distributors – because we don’t know where our customers are, we don’t know which ones are we not touching (in certain situations where point of sale or ship and debit are implemented, this is a lesser problem)
c. Fragmented understanding of competitors coverage. During the best of times, organizations are not equipped with tools to understand the competitor’s dealer networks
🧩 As you can see, to solve the problem of distributor rationalization, you must solve all three (and more but can’t mention all due to Linkedin post limitations). If you were to deploy a pilot to solve piecemeal, it will most certainly fail.
🎓 We have built an end-to-end solution to address the top 3 issues. We combine our proprietary data with publicly available (and referenceable) end-user and company data to create a data cube (at a granular level zip-code or Metropolitan Statistical Area level). We then deploy our analytics engine to highlight segments of no penetration (white-space) and below median penetration (gray-space). From there, we overlay confidential client data to highlight potential distributor adds and consolidation plays, product opportunities (i.e., cross-sell, up-sell).
👏 At the end, the client has an actionable list of opportunities the field sales team can review and execute. Exhibit 1 shows a few snippets of workflow above.
🪙 The best part is you don't have to spend a small fortune and wait for a couple of months to get these outputs. And you don't have to re-do the work next year where user bases have changed or competitor dealer networks have altered - with automation you can run it seamlessly.
If you’re interested to learn more, contact us at sam@pvr.technology
Automated Workflow
