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This video was recorded at 16th ACM SIGKDD International Conference on Knowledge Discovery and Data Mining (KDD), Washington 2010. In 2009 IBM was recognized as a finalist of the INFORMS Edelman competition for its predictive modeling initiative to improve the productivity of its global salesforce and with an estimated business impact of ~ 100 Million dollars. The first component implements some traditional propensity modeling to identify new sales opportunities and is currently used by over 13,000 sales reps. The second 'wallet estimation' component is used strategically to allocate sales resources based on validated analytical estimates of revenue opportunity. In this case study we cover the key elements leading to the success including the data integration, data mining and predictive modeling, solution delivery, human guided model validation, integration of the business process and we conclude with an assessment of the bottom-line business impact.
- Subjects:
- Management and Computing
- Keywords:
- Management -- Data processing Sales management -- Data processing
- Resource Type:
- Presentation
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Presentation
This video was recorded at COIN / ACTIVE Summer School on Advanced Technologies for Knowledge Intensive Networked Organizations, Aachen 2010. Organized by COIN FP7 Integrated Project (http://www.coin-ip.eu/) and ACTIVE FP7 Integrated Project (http://www.active-project.eu), the summer school seeks to bring together students, scholars and researchers from industry in order to foster collaboration and interoperability through innovative software solutions and share the recent research developments from well-established researchers and educators. The main topics of the summer school are: Interoperability and collaboration models and solutions, Enterprise interoperability and collaboration services, Innovative knowledge and semantically powered technologies, Knowledge process and context modeling, Pro-active knowledge tools, Large scale analytics and reasoning tools, Business cases and real case studies. More about the event at http://coin-active-ss.ijs.si/
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Presentation
This video was recorded at COIN / ACTIVE Summer School on Advanced Technologies for Knowledge Intensive Networked Organizations, Aachen 2010. Organized by COIN FP7 Integrated Project (http://www.coin-ip.eu/) and ACTIVE FP7 Integrated Project (http://www.active-project.eu), the summer school seeks to bring together students, scholars and researchers from industry in order to foster collaboration and interoperability through innovative software solutions and share the recent research developments from well-established researchers and educators. The main topics of the summer school are: Interoperability and collaboration models and solutions, Enterprise interoperability and collaboration services, Innovative knowledge and semantically powered technologies, Knowledge process and context modeling, Pro-active knowledge tools, Large scale analytics and reasoning tools, Business cases and real case studies. More about the event at http://coin-active-ss.ijs.si/
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Presentation
This video was recorded at MIT World Series: Back to the Classroom 2009. Cooperation may be making us "a little bit too nice" when it comes to innovation, suggests Fiona Murray. She believes there's nothing like competition for injecting energy into the process of solving key innovation problems, whether in business or society. Murray is convinced competition make ventures "more effective, more global, more inclusive and more democratic," all important dimensions for business in a flattening world. She describes the rapidly expanding R&D expenditures of India and China, including the vast numbers of Ph.D.s these nations are producing in science and engineering. The corporate sector has found building global R&D organizations and collaborations difficult. In this challenging environment, where the advantage goes to those firms snagging the best scientists, Murray believes "prizes are complementary mechanisms" for attracting global talent. Just like historic rivalries among great artists (Nb., Titian, Tintoretto, Veronese), or the race to discover the structure of DNA, "fierce competition" can yield "dramatic productivity" and innovation, especially when the right rewards are at stake. Murray cites the 18th century competition to invent a mechanism for determining a ship's longitude, which offered a 20 thousand-pound prize. She jumps to the present, with the X Prize Foundation and its various competitions to solve engineering challenges and societal problems, such as the three-person reusable spaceship, and a 100-mpg car -- each with a $10 million prize purse. But it's not just the money. Recent studies show that prizes prove alluring when they focus efforts and resources on a problem that people are already studying, offering fame and "putting fun back into innovation." The fascination skews rational calculations, with competitors often spending well beyond the amount offered to the winner. Corporations should adopt the prize mechanism, believes Murray, to help generate new ideas (such as new applications for Google's phone); or to help solve very specific problems. Campus competitions are up markedly, she notes, which might be a distraction for students at places like MIT. Start small and inside the organization first, creating a shared bulletin board and offering small prizes, she advises, which will "generate energy." Then take competition beyond the company. And don't forget, "the work must be fun" in order to "get a richer set of people to participate.
- Subjects:
- Management
- Keywords:
- Competition
- Resource Type:
- Presentation
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Courseware
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Presentation
This video was recorded at COIN / ACTIVE Summer School on Advanced Technologies for Knowledge Intensive Networked Organizations, Aachen 2010. Organized by COIN FP7 Integrated Project (http://www.coin-ip.eu/) and ACTIVE FP7 Integrated Project (http://www.active-project.eu), the summer school seeks to bring together students, scholars and researchers from industry in order to foster collaboration and interoperability through innovative software solutions and share the recent research developments from well-established researchers and educators. The main topics of the summer school are: Interoperability and collaboration models and solutions, Enterprise interoperability and collaboration services, Innovative knowledge and semantically powered technologies, Knowledge process and context modeling, Pro-active knowledge tools, Large scale analytics and reasoning tools, Business cases and real case studies. More about the event at http://coin-active-ss.ijs.si/
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Presentation
This video was recorded at COIN / ACTIVE Summer School on Advanced Technologies for Knowledge Intensive Networked Organizations, Aachen 2010. Organized by COIN FP7 Integrated Project (http://www.coin-ip.eu/) and ACTIVE FP7 Integrated Project (http://www.active-project.eu), the summer school seeks to bring together students, scholars and researchers from industry in order to foster collaboration and interoperability through innovative software solutions and share the recent research developments from well-established researchers and educators. The main topics of the summer school are: Interoperability and collaboration models and solutions, Enterprise interoperability and collaboration services, Innovative knowledge and semantically powered technologies, Knowledge process and context modeling, Pro-active knowledge tools, Large scale analytics and reasoning tools, Business cases and real case studies. More about the event at http://coin-active-ss.ijs.si/
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