Identifying Opportunities via a Probabilistic Map

Situation: Our client, a world-leading manufacturer of sensors & control units for turbines & power-stations wanted to implement a proactive process to help identify which units were due maintenance and thus drive opportunities for their product service, re-fit & upgrade teams. Under a previous trade agreement, the majority of our client’s industrial hardware had been sold by 3rd party brokers, so they were unable to identify exactly where units were located. They had an internal database of intermediate addresses their products had been shipped to before final delivery & installation, and also a 3rd party global database of addresses of power stations.

Solution: As both databases had hundreds of thousands of records, our 1st job was to clean up the data & only include records that were relevant to the project, and then geo-code all addresses. We then ran statistical analysis (K means cluster) on the latitude/longitude pairs to group records from each database & make thus inferences about where client products had been installed. In parallel to this effort, we worked closely with internal teams to identify power stations to target (capacity, type, run schedules) – data mining the 3rd party database to draw out pertinent site details and creating a matrix with brand leads to identify what type of products could be in use, and as consequence quantify opportunity values, timing & likelihood. To represent our findings we designed a series of interlinked dashboard pages with an interactive probabilistic map at its core with associated views to quantify opportunities. These views went through a few iterations of beta testing by key stakeholders before release to a broader audience.

Outcome: Creation of new process adopted by sales & business generation teams, whereby the regularly updated dashboards would be used to identify and quantify opportunities. This included building details such as when the assumed product installs would need updates, and the timings of planned power station outages to enable such work. This all led to the sales team reporting a significant increase in lead generation as well as improved proactive communications with potential clients. Ultimately, we guided an off-shore team in the build of new data-warehouse & automation of data import from both data sources as well as process flows to automate statistical analysis.

More Info: if you would like to learn more about this, or how we could help you with a similar project please contact us