Propuesta de diseño de reporte dinámico en el software de analítica de datos Cognos Analytics, para la optimización de los procesos de ejecución y resultados del universo de ventas (Pipeline) para el área DBG (Digital Business Group) en la empresa IBM para Latinoamérica

Abstract

IBM is an international tech company located in more than 130 countries. Specifically, Latin America has been considered as one of the pioneers in digital sales as an establishment strategy of business partners improvement, client experience, making it one of the most successful enterprises in the region. That’s because Sales Execution oversees financial analysis, statistics and diagnostics of all sales in commercial area. During all these years, the company has been struggling with the rise of new competition, that’s why it’s necessary to present quick and efficient reports which could help managers and sellers to important decisions for the future. During this year, the company’s main goal is to focus in Pipeline, in other words, the sales universe of all companies for which IBM works in Latin America to optimize and execute processes and results by seller in the three main region markets (Brazil, Mexico and South American Spanish Speaking Region). Using IBM Cognos Analytics for Business Intelligence as the main interface to explore as well as R Programming to automate results every week, this Pipeline report tries to seek more confident analysis, using statistics to compare year to year achievements by business unit, manager, team leader by country, market and subcontinent, but also, presents fast results to make important decisions recollecting new information helping the company to achieve the best results. This report will be useful not only for the area, also, for all the employees who are related to the sales process and will be updated every week and including financial information of every quarter. After the socialization in the team, the reports go to every channel to publish official results.