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Predictive Analytics Reveals Hidden Buyer Behavior

出版商 IDC 商品編碼 337834
出版日期 內容資訊 英文 14 Pages
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明顯預測分析:被掩蓋了的買主的行動 Predictive Analytics Reveals Hidden Buyer Behavior
出版日期: 2015年05月29日 內容資訊: 英文 14 Pages





  • 關於買主
  • 不是免費的資料 - 資料分析的方法
  • 決策支援的3個方法:預測分析範例
  • 預測分析的結構
  • 主要的建議



  • 行動市場區隔範例

  • 最新行銷方法的重要點
  • 支援決策的3個層級
  • 購買流程的延遲:希望時 vs. 實際購買時
Product Code: 256361

This IDC Insight explores why the most forward-leaning B2B companies are rapidly adopting behaviorally predictive analytics for customer insights. The document describes the extraordinary insights and results leaders are achieving, the reasons why other analytics methods are inadequate, and what marketing leaders can do to progress this important capability. It is based on interviews with experts and practitioners in the field of B2B behaviorally predictive analytics and from IDC research.

Table of Contents

IDC Opinion

In This Insight

Situation Overview

  • What You Don't Know About Your Buyers Can Hurt You
  • It's Not Just the Data - It's the Way the Data Is Analyzed
  • Three Decision-Support Methods: The Case for Predictive Analytics
    • The First Method: No Data
    • The Second Method: Rules-Based Analytics
    • The Third Method: Predictive Analytics, Human Behavior, and Complexity
  • How Predictive Analytics Works
    • Comparing Rules-Based Analytics and Predictive Analytics
    • Applying Predictive Analytics to Marketing
    • Predictive Analytics for Segmentation: Propensity Event
    • Segmentation Case Study for Predictive Analytics: B2B Financial Services
      • Behavioral Segmentation Yields the Best Results
    • Predictive Analytics for the Buyer's Decision-Journey Stage: Next Best Offer
      • Next-Best-Offer Case Study: Technology Company
        • More Insights About Offers Revealed by Predictive Analytics
      • A Break from the Past Is Needed
  • Essential Guidance
    • Priming the Organization: The Critical Step to Gaining Hidden and Amazing Buyer Insights
    • Advancing the Six Organizational Accelerators for Behaviorally Predictive Analytics
      • Recruit a Senior Executive Champion
        • Essential Guidance
      • Bash the Data Silos
        • Essential Guidance
      • Establish Cross-Functional Working Teams
        • Essential Guidance
      • Increase Company Literacy
        • Essential Guidance
      • Make a Case for Customer R&D
        • Essential Guidance
      • Invest in Culture
        • Essential Guidance

Future Outlook

List of Tables

  • Table: Examples of Behavioral Segmentation

List of Figures

  • Figure: Importance Points to Newer Marketing Indicatives for 2014
  • Figure: Three Levels of Decision Support
  • Figure: Purchase Process Delay Between Desired and Actual Purchase Time
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