The Cost Of Too Much Data

THE COST OF Approximately 2.5 quintillion bytes of data are created TOO MUCH DATA every day. The business world is being transformed by Big Data as more and more companies seek actionable insights from the mountains of raw data that are all around us. How is this surge of data affecting the productivity of sales and marketing teams? Selling Activities Here's a look at the typical day for a B2B sales rep. 11% • Travel/training • 37% Actually selling 14% Meetings/ administrative tasks 21% Generating leads/ research 17% • Post-sales tasks/ account management Missed Opportunities Somewhat challenged by 57.4% the data and time it takes 88% of sales and marketing teams are missing to research opportunities because of inadequate information. Not challenged (LA% by the data at all Very challenged by the data and time it takes to 24 3% research Bottom Line What does this mean for B2B organizations? Average quota is ~$500K/year, which translates into Prep time is THERE ARE 1 MILLION $250/HOUR 4 HOURS /WEEK B2B sales reps in the US 4 HOURS × × $250 / HOUR х | x 1M REPS HELLO, MY NAME IS JANUARY x 50 WEEKS = $50 BILLION DOLLARS Sources CSo Insights: Why Big Data is a Big Deal for Sales // DMA Fall 2012 Oracle Study // Lattice Proprietary Data / Yankee Group Research 2008 Lattice