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May 09, 2019

2019 AWARD FINALIST SPOTLIGHT: IBM - Finalist in the Data Analytics enabling Operational Excellence Category

Read this article about IBM, one of our finalists, in the category Best Achievement in Data Analytics enabling Operational Excellence, selected by the independent judging panel, for the 2019 Business Transformation & Operational Excellence Industry Awards program. Click here to read articles on other finalists.

 

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Over many quarters, a shortage in sales pipeline has been observed, which has led to a situation where revenue targets were at risk. In addition, IBM’s diverse portfolio of product and service offerings can make it difficult for sales professionals to determine what offering is the best for a particular client’s need.

 

The Cognitive Recommendation Engine (CoRE) is a groundbreaking artificial intelligence platform that enables the data-driven sales recommendations to assist sales professionals to better address the client’s needs and help generate additional sales opportunities. The Cognitive Recommendation Engine (CoRE) provides high potential IBM offerings or solution recommendations for targeted clients and a list of high potential clients and prospects for targeted offerings.

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CoRE applies industry leading machine learning algorithms developed by IBM to discover sales opportunities automatically from vast amount of data.  The underlying algorithm is defining the state of the art in the recommendation engine domain.  CoRE empowers IBM’s sales force to uncover deep client need, predict emerging opportunities and prescribe optimal solutions with unprecedented depth and precision — fundamentally transforming how sales opportunities are identified. 

 CoRE team

 

APIs were used to make CoRE available to variety of users. Using APIs has made CoRE more scalable and easily consumable by multiple sales tools including CRM systems. The CoRE development team has worked very closely with several IBM sales tool owners and IBM sellers to develop an implementation plan, conduct educational sessions for users and continuously conduct feedback sessions to make improvements for the model as well as processes.  The collaboration with tool owners and sales teams has also impacted a culture of sales teams and processes - putting cognition in sales professionals’ hands to help them make informed decisions.  The data driven analytics is used widely through multiple tools to support opportunity discovery processes.

 

The impact CoRE has generated since its deployment in 2017 includes an 80% increase in sales opportunity generation with 6% improvement in win rates in the new client discovery space and over $5B in newly created opportunities from targeted clients with an 83% reduction in overlapping initiatives around sales recommendations.

 

Building and implementing CoRE has also led to evaluate and remove existing overlapping initiatives and standardize sales recommendation analytics within IBM.

 

It was important for CoRE to build and integrate the most advanced cognitive capabilities to lead IBM’s vision of transforming into the world’s premier cognitive enterprise. CoRE has successfully built and integrated a number of artificial intelligence techniques and capabilities that are proven to be the state of art in the industry - the team has filed a number of patents and presented the methodologies at notable conferences. (e.g. NIPS)

 

CoRE is a compelling demonstration and proof-point of how AI is being successfully deployed within IBM as we transform to become the world’s premier Cognitive Enterprise.

 

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About the Awards

The Business Transformation & Operational Excellence Awards have been established to showcase globally the most outstanding organizational achievements through the application of Operational Excellence programs. Click here to view the Press Release.

The winners for all categories and for The Platinum Awards will be announced at The Business Transformation & Operational Excellence Summit & Industry Awards on Wednesday March 20th, 2019, from 6.30pm, in the Venetian Ballroom at the Loews Portofino Bay Hotel at Universal Orlando Resort®. 

The Business Transformation & Operational Excellence Awards are open to all organizations, both private and public sector, across the globe, which have implemented Operational Excellence programs to deliver outstanding business results.

The 2019 Awards will be held in conjunction with the Business Transformation & Operational Excellence World Summit on March 20, 2019 in the Venetian Ballroom at the Loews Portofino Bay Hotel at Universal Orlando™

 

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BTOES.com

The issues in this article are just one of topic areas that are going to be discussed at the Business Transformation & Operational Excellence World Summit & Industry (BTOES19). March 18-22, 2019, Loews Portofino Bay Hotel at Universal Orlando Resort®

BTOES is the industry’s biggest and best, senior-level, cross-industry gathering of Business Transformation & Operational Excellence industry leaders and senior executives.

It also hosts the Business Transformation & Operational Excellence Awardswhich showcase globally the most outstanding organizational achievements through the application of Operational Excellence programs.

The summits hosts a number of private forums for C-Level & Global corporate-level leaders as well as business unit heads.

With over 150 speakers, over 100 sessions, 12 Keynotes, 9 Track Themes, 5 parallel tracks, 60+ track sessions, 50 roundtable discussions, 20 Interactive Workshops, 6 Thought Leader Panels, 5 Leaders Boardrooms, 5 co-located events, the Industry Awards Program, Site Visits, 20+ hours of social networking including 2 gala cocktail parties, dinners, numerous group activities, this is the ultimate event to benchmark, network and drive Operational Excellence to the next level.

 

Quick Links

Speakers

Agenda

BTOES19 Awards

 

There is a strong focus on Cultural Transformation, Customer Delight, Sustaining an Operational Excellence program, Need for end-to-end Business Transformation, Keeping up with new technologies/impact of digitalization and Leadership Buy-in & Understanding. We dedicated two tracks to advanced technologies, such as AI, Machine Learning, RPA, Predictive Analytics, Blockchain, Cloud infrastructure etc.

The agenda is designed to encourage active meaningful conversations though all day enhanced networking and interaction opportunities, including

  • All-day Refreshment & Themed Breaks

  • 1¼ Hour Hot Breakfast Networking Sessions

  • 1½ Hour Hot Plated Networking Lunches with Topic & Industry Sector focussed tables

  • 1½ Hour Roundtable Sessions by Topic & Industry Sector.

  • Keynote & Themes Panel Sessions

  • Hosted Welcome Receptions from 5.30pm

  • Expanded more lavish Awards Program

  • Newly launched Night Summit for attendees to meet after dinner

For more information or to discuss the summit in more detail please schedule a call below,

Click here to schedule a call. 


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