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Forecasting Demand for Software and Allocating Regional Sales ResourcesClient Problem: Forecasting Demand for Software and Allocating Regional Sales ResourcesThe sales managers of a software company could not increase their U.S. market coverage without a more reliable forecast process that would help them anticipate software demand. With an accurate, actionable forecast in hand, they would be better able to determine which markets to target and where to concentrate their sales resources. Global Insight Approach: Customized Software Spending Forecast by U.S. Metro Region Global Insight built a model that accurately sizes and forecasts spending on software by industry, custom client-defined business size and segment, and state and metropolitan area to provide the client with tactical and actionable metrics for U.S. software demand. Outcome: More Transparent and Reliable Forecasting The forecast results allow sales management to identify hot and cold spots, better allocate sales and marketing resources, and establish equitable sales targets based on volume and growth. |
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