标题:
探索式智能分析服务售前模式——以协同制造委外决策分析为例Exploratory Analytics Service Presales Engaging Model——Smarter Collaborative Production Outsourcing Strategies
作者:
李智, 陈英一
关键字:
咨询服务, 销售模式, 智能分析, 供应链管理, 服务设计Consultant Service; Selling Model; Business Analytics; Supply Chain Management; Service
Design
期刊名称:
《Modern Marketing》, Vol.4 No.1, 2014-01-24
摘要:
运用智能分析与巨量资料处理衍生企业竞争策略与预见风险是当前企业认知关键效益，种种相应解决方案方兴未艾。然而解决方案提供者与其潜在客户间存在着巨大鸿沟，解决方案所认知之商务情境与客户需求产生对应困难，同时解决方案提供者在售前过程中，多着重于方案功能与技术架构，所引用成功案例始终与客户当前处境落差极大，对于有策略分析需求之客户与有能力之“解决方案商”而言是双败结局殊为可惜。本文探讨落差原因并提出一套智能分析服务“探索式售前模式”，主张智能分析乃是与客户价值共创过程，同时以制造业委外协同制造决策为案例，一方面阐述此售前模式之优异处，另一方面剖析协造分配量分析思考点，藉由此售前模式为解决方案提供者与企业弭平隔阂提出解决之道。By applying Business Analytics and Big Data, the enterprises perceive that deriving the competitive strategies and predicting the potential risks can be regarded as key benefits. Many emerging solutions from various perspectives are proposed to realize such a benefit. But there is a huge gap between the solution providers and their potential customers, and the business scenarios posited by the solution do not meet the customer requirements. On the other hand, most solution providers focus more on features and technical frameworks, and introduce the successful reference cases that are not close to the customer current business cases. It is not a win-win situation for both the capable solution providers and their potential customers who have the need of strategic analysis. This paper looks into the reasons of causing the gap and presents a novel presales engaging model for business analytics to mitigate the gap. It argues that the business analytics is a process of value co-creation with the potential customer, and uses a manufacturing case study as an example, not only to articulate the benefits of this presales engaging model but also to disclose the considerations of outsourcing in collaborative co-production.