Real-time Tracking and Sales Project Readiness Kit (Publication Date: 2024/02)


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Discover Insights, Make Informed Decisions, and Stay Ahead of the Curve:

  • Can it give your sales team real time data to help increase renewal rates and upsells?
  • Key Features:

    • Comprehensive set of 1544 prioritized Real-time Tracking requirements.
    • Extensive coverage of 854 Real-time Tracking topic scopes.
    • In-depth analysis of 854 Real-time Tracking step-by-step solutions, benefits, BHAGs.
    • Detailed examination of 854 Real-time Tracking case studies and use cases.

    • Digital download upon purchase.
    • Enjoy lifetime document updates included with your purchase.
    • Benefit from a fully editable and customizable Excel format.
    • Trusted and utilized by over 10,000 organizations.

    • Covering: Valuable Feedback, Insolvency Risk, Advertising Revenue, Payment Innovations, Service Design, Data Streaming, Needs And Wants, Value Delivery, Research Activities, Productivity Drivers, IT Operations Management, Ethics and Integrity, Payroll Compliance, Executive Search Services, Compliance Center, Channel Performance, Finding Opportunities, Digital Sales Platforms, Process Efficiency, Revenue Remained, AI in Market Research, Temperature Analysis, Profitability Ratios, Decision Making Ability, Lean Startup Methodology, Sales Strategies, Cost Per Lead, Design For User Experience, Gross Margin, Communication Effectiveness, Proven track record, Earnings Quality, Management Systems, Divestitures, Campaign Attribution, AI Products, Resource Forecasting, Production Hubs, Component Recognition, Sales Approach, Customer Needs Analysis, Customer Insights, Order Visibility, Advertising Tactics, Systems Review, Performance Attainment, Lead Scoring, After Sales Service, Profitability Assessment, ITSM, Dealer Support, Smart Windows, Product Lifecycle Management, HR Development, AI in E-commerce, Competency Models, Personalized marketing, New Product Development, Expenses Reduction, Revenue Retention, Incentive Compensation Plan, Real-Time Inventory, Strategy Deployment, Status Meetings, Future Success, Automated Workflows, Invested Capital, Service Centers, Social Media, Expansion Rate, Design Optimization, Outbound Logistics, Networking In Sales, Compensation Packages, Customer Contact Centers, contract sales, Relevant Content, AI in Sales, Solutions Pricing, Communication Style, Coaching Insights, Team Effectiveness, Waste Tracking, Eliminating Silos, Development Team, Revenue Forecast, Identifying Goal, Behavioral Patterns, Customers Choosing, Emotional Intelligence, Digital Orders, Business Process Redesign, Trade Promotions, Competency Management System, IT Risk Management, Share Of Voice, Financial forecasting, Information Technology, Promotion Strategies, Performance Measurement Tools, Demand Planning, Real Time Tracking, Online Advertising, business expansion, Vendor Responsiveness, Billing Accuracy, Market Volatility, Economic Factors, Forecast Accuracy, Point Of Sale Solutions, Continuous Auditing, Inbound Calls, Data Analysis, Empowered Teams, Media Mix, Data Entry Data Processing, AI Rules, Achievable Goals, Trade Sanctions, Direct Shipping, Trust Building, Sales Pipeline, Context Awareness, Virtual Events, Monitoring Parameters, Sales Force, Industry Connections, Technology Adoption Life Cycle, Custom Quotes, Production Efficiency, App Store Restrictions, Coaching Teams, Cost-Plus Pricing, Boost Innovation, Third-Party Tools, Sales Process, Continuous Improvement, Asset Allocation, Productivity Boost, Enterprise Discounts, Customer Success Management, Merchandising Categories, Regulatory Updates, Sales CRM, PPM Process, Distributor Performance, Empathy In Sales, Leverage Change, Effective Management Structures, Service Interruptions, Creative Advertising, Competitor sales analysis, Workflow Management, Group Communication, Organizational Efficiency, Employee Attendance, Production Scheduling, Social Media Mentions, Product Viability, Partner Marketing, Compensation Strategy, Executive Leadership, Bad Debt, CRM Strategies, Service Parts Management, Being Agile, Responsive Solutions, Cultivating Engagement, Sales Cycle, Business Rules Rule Management, Financial Forecast, Process Alignment With Strategy, Supply Chain Flexibility, Influencer Contracts, Recruitment Agency, Employee Value Proposition, Vendor Onboarding, Reach Consumers, Online Sales, Team Engagement, Objection Handling, Software Company, Process Standardization Tools, Customer Outreach, Storytelling, ERP Management Time, Market Share, Historical Data, Brand Building, Spend Efficiency, Inventory Optimization, Digital Engagement, Social Selling, Word Choice, CMDB Configuration, Data generation, Store Inventory, Service User Experience, Deadline Management, Brand Engagement Metrics, Launch Readiness, Data Driven Sales, Market Consistency, Consistency in Application, ERP Requirements Gathering, Sales strategy, Spend Forecasting, Rapid Growth, Data Visualization Techniques, Data Recovery, Paid Advertising, Distribution Costs, Rebranding Efforts, Risk Prediction, Master Plan, Capacity Constraints, Usage-based, Vendor Relationship Management, Team Innovation, Marketing Expenses, Cybersecurity Measures, Sales Targets, Customer Targeting, Price Comparison, Automation Opportunities, Accounts Receivable Turnover, Privileged Access Management, Life Science Commercial Analytics, Continued Focus, Competitor service pricing, Sales Performance, Customer Management, Invoice Processing, Customer Service KPIs, Product Safety, Product Endorsements, Scope Changes, Supplier Negotiation, Insurance software, Vendor Alignment, Procurement Process, Weather Forecasting, Relationship Nurturing, Underwriting Process, Expense Management Application, Virtual Sales Incentives, The Bookin, Demand Forecasting, Maximizing Opportunities, Pricing Reviews, Reach Out, Warranty Management, Compensation Strategies, Product Revenues, Product Sales, Supplier Performance, COSO, Parts Repair, customer journey stages, Retail Partnerships, Workforce Efficiency, Effective Goal Setting, E-commerce Sales, Align Organization, Client Loyalty, Business Process Design, Lead Cultivation, Driving Success, Influence Techniques, In-Memory Database, Insurance Industry, Sales Reporting, Strategic Management, After Sales Support, Segment Specific Marketing, Performance Monitoring, Total Productive Maintenance, Improved Productivity, Promotional Offers, Sales Effectiveness, Pipeline Management, Pull Between, Support Activities, Demographic Research, New Customer Acquisition, Leverage Ratio Calc, Value Based Selling, Commerce Activities, Sales Collaboration, ERP Consulting, Commerce Growth, Retail Displays, data warehouses, Sales Force Effectiveness, User Activity Analysis, Customer Journey Mapping, Job Requirements, Risk Management, Structured Products, Telemarketing, Customer engagement initiatives, Sales Automation, Performance Reviews, Tech Entrepreneurship, Recommender Systems, Construction Phase, Strategic Execution Plan, Sales Copywriting, Effective Teamwork, Efficiency Gains, Email Automation, Brand Loyalty, Efficiency Boost, Financial Advice, Data ethics compliance, Decision Support Tools, Value Stream Mapping, Order Allocation, Competitor profit analysis, Customer Success, Customer Concentration, Productivity Monitoring, Process Flow Diagram, Coaching Skills, Transparency In Supply Chain, Product Returns, Cost Per Click, Fees Structure, VOI sales, Sales Empathy, Budget Planning, Predatory Practices, Risk Assessment, Data Integrations, Service Evaluation, Average Order, Resume Summary, Cost of Labor, Sales Promotions, Cost Reduction, Call Routing, Content Effectiveness, Product Mix Revenue, Dashboard Design, Product Profitability, Media Platforms, Fast Shipping, Supply Chain Agility, Mobile CRM, Email Integration, Sales Techniques, Sales Pitch, Cost of Materials, Asset Forecasting, Growth Officer, Ethical Data Collection, Consumer Protection, ISO 22361, AI Applications, Change Planning, Prescriptive Analytics, Inventory Automation, Engagement Rate, Sales Projections, Supply Chain Segmentation, Customer Engagement, Efficient Forecasting, Enabling Success, Leadership Effectiveness, Funds Transfer Pricing, Email Marketing Campaigns High Deliverability, Revenue Forecasting, Localization Strategy, Efficient Resource Management, Organic Revenue, Product Distribution, Price Communication, Agile Sales and Operations Planning, Orders Perspective, Promotional Impact, Automation Insights, Subscription Revenue, Email Marketing Analysis, Remote Selling, Brand Strength, Algorithmic trading, IT Program Management, Demand Variability, Professional Relationship Management, Buyer Journey, Team Performance Tracking, Process Monitoring Performance Metrics, Multi Channel Approach, In-Store Marketing, Data Mining, SAP GTS, Fulfillment Services, Human Centered Design, Sales Pitches, Content Reach, Control System Engineering, Sales Data, Visioning Process, Sales Tactics, Brand Visibility, Cycle Time Reduction, Robotic Process Automation, Market Teams, Optimize Effort, Operational Excellence Strategy, Chat Support, Market Share Percentage, Staff Development, Sales Automation Tools, Persuasive Communication, Cloud Contact Center, Product Mix Marketing, Manufacturing Processes, Service Technicians, Competitor profiling, Variables Map, Negotiating Skills, Lead Generation, Machine Learning, Virtual Customer Support, real estate sales, New Markets, Expense Reports, Performance Recognition, Sales Volume, Cloud Based Software, Effective Branding, Lean Management, Six Sigma, Continuous improvement Introduction, Being Named, Logic Modeling, Sales Channel Management, Backend Development, Distributed Resources, Vendor Partnerships, Effective Team Negotiation, Contract Compliance Monitoring, Storytelling In Sales, Balanced Scorecard, Judgmental Forecasting, Contract Formation, Supply Chain Analytics, Performance Analysis, Process Automation, Deal Days, Service Forums, Proactive Adjustments, Product Improvement Cycle, Data Breaches, Server Revenue, Pull Production, Production Monitoring, Job Advertising, Video Conferencing, Platform Upgrades, Insurance Revenue, Inventory Actions, Intelligence Use, Solution Features, Long-Term Relationships, Stimulate Change, Management Team, Customer Self-service, Efficient Staffing, Performance Goals, Returns Management, Product Adoption, Sustainable Products, Performance Leads, Sales Per Employee, Print Management, Business Forecasting, Commerce Capabilities, Financial Projections, Wellness Sales, Social Media Analysis, Project Resources, Process Steps, At Me, Diagnostic Tools, Volatility Forecast, Purchase Requisitions, Network Performance, Productivity Gains, Profit Incentives, Sales Performance Management, Custom crafting, Unique Goals, It Needs, Lead Generation Tools, Service Adaptability, Focusing Resources, Launch Strategy, Project Profitability, Discounts And Promotions, Marketing Effectiveness, Establishing Rapport, Price Negotiation, Real Estate, Market Surveillance, Forecasting Models, Robo Investment Management, Pricing Levels, Resources Supplier, overall profitability, Assessment Tools, Growth and Innovation, Sustainable Logistics, Clock Distribution, Targeted Opportunities, Sales Alignment, Lean Sales, Order Entry, Technology Strategies, Profit Margins, Financial Models, Long Term Goals, Web development, Sales Promotion, Team Onboarding, Customer Complaint Handling, Customer complaints management, Collections Workflow, Productivity Techniques, Sales Analysis, Market Entry Strategy, Sales Scripts, Order Fulfillment, Data Warehousing, Sales Process Optimization, Ethical Commerce, Dynamic Teams, Price Differentiation, Map Creation, B2B Demand Generation, Competitor opportunities, Website Bounce Rate, Competitor acquisitions, Liquidity Management, Data Driven Decision Making, Surveillance Marketing, Value Investing, Fraud prevention, Importance Of Privacy, Supplier Evaluation, Remote Work, Team Objectives, Pricing Optimization, Brand Image, Streamlined Approach, End-user satisfaction, Tax Regulations, Production Planning, Equity Sales, Return On Assets, Average Price, Customer Lifetime Value, Leadership Alignment, Employment Agencies, ROI Measurement, Driving Alignment, Sales Growth, Online Shopping, Real-time Tracking, Core Competencies, Performance Objectives, Search Engine Ranking, Online Training, Sales Efficiency, Real Estate Valuation, Effective Communication Strategies, Supplier Quality, Renewal Rate, Cultural Alignment, Fraud Prevention Measures, Lean Marketing, Business Process Outsourcing, Governance Models, Promotional Strategies, Revenue Cycle Performance, Theory of Constraints, Binding Corporate Rules, Contract Analytics, Virtual Customer Service, Sustainability Measures, Sales Performance Evaluation, Virtual Customer Services, Mobile Solutions, Sales Trends, Subcontracting, Product Mix Sales, Cross Functional Communication, Task Automation, Control System Performance, Virtual Team Strategies, Data Governance, Sales Tracking, Collaborative document management, IT Systems, AI Powered Marketing, Building Rapport, AI Policy, Warranty Services, Call Analytics, Competitive Salaries, Organizational Renewal, Social Awareness, Revenue Model, Cross Docking, Sales Increased, Compelling Offers, Affinity Mapping, Sales Run, New Product Launch, segment revenues, marketing revenue, Vendor Partner Ecosystem, Training Programs, Sales Team Performance, Business Acumen, Performance Quotas, Mobile Payments, Curbside Pickup, Supplier Negotiations, Digital Channels, customer effort level, Continuity Risk, Sales Incentives, Year Revenue, IT Staffing, Deliver Personalized, Content creation, Retail Sales, Professional Services Automation, Improved Financial, Digital Sales Strategies, Policy pricing, Promotional Campaigns, Sales Goals, Attention To Detail, Competency Model, Enhanced Automation, Team Success, Target Operating Model, Statistical Analysis Software, Sales Psychology, Intelligence Driven, Sales Conversion, Purchase Analysis, Sales Funnel, Customer Demand, Network Specific Content, Sustainable Marketing, Predictive Sales, Predictive Analytics, Digital Transformation in Organizations, Cash Receipts, Pinch Point, Manufacturing Best Practices, Sales analytics, Decision Support Systems, Group Revenue, Threshold Alerts, Merchandise Sales, Profit Per Employee, Agent Feedback, Purchase Tracking, Organic Reach, Incremental Delivery, Investment Pitch, Privacy Regulations, Personal Selling, Compensation and Benefits, Tax Calculations, Financial Engineering, Employee Motivation, Sales Objections, Business Valuation, Price Benchmarking, Software Applications, Adapting To New Technologies, Sales Metrics, Extract Class, Property Appraisal, Process Quality, Cybersecurity Awareness, Billing and Collections, Customer Experience Marketing, Net Present Value, Customer Centric Product Design, Delivery Timelines, Information Flow, In App Purchases, Targeted Customers, Skill Development, Incentives And Rewards, Spend Reporting, Task Delegation, Analysis & Reflection, Days Sales Outstanding, Advertising Effectiveness, Relationship Marketing, Market Positioning, Team Goals, Market Validation, Demand Generation, Competitor marketing campaigns, Internal Control Components, Touch It, AI Technologies, In-Store Displays, Marketing And Sales, Adaptable Leadership, Customized Products, Emotional Selling, Adaptive Selling, sales revenue, Expense Monitoring, Market Partnership, Artificial Intelligence in Sales, ROI Optimization, Tailored Marketing, Change Adoption, Spend Management, Lead Funnel, Sage 300, Product Revenue, Sales Organization, Churn Rate, Leadership Skills, Marketing Strategy, Sale Closures, Execution Efforts, Unrealistic Expectations, Supplier Collaboration, Quarter Margin, Product Mix Distribution, Customer Trust, Experiential Marketing, Inventory Management, Skill training, Relationship Selling, Sales Orders, New Development, Risk assessment standards, Invoice Approval Process, Communication In Crisis, Full Due Diligence, Sales Training, System Integration, Service Redesign, Customer Conversations, Execution Planning, Professional Image, Brand Consistency, Level Manager, Customer Support Strategy, Order Picking, AI Development, Intellectual Property Protection, Initiatives Going, Sales Channels, Paid Social Media Strategy, Holding Companies, Budget Forecasting, Subscription Based Services, Average Transaction, Competitor Strategy, Comparable Sales, Profit Projections, Development Costs, ERP Project Team, Recovery of Investment, AI in Augmented Reality, System Dynamics, Accounts Receivable, Sales Channel Strategy, Virtual Assistants, Image Processing, Incentive Plans, In Stock Levels, Forward And Reverse, Customer Retention, Sales Pricing, Order Processing Time, Customer Discussions, ESG, Consumer Insights, Lead Time Reduction, Repeat Business, Effective Follow Up, ROI Tracking, Remote Customer Service, Software Selection, Personal Branding, Cognitive Biases, Flash Sales, Persuasive Voice, Sales Enablement, Sales Discounts, Sales Team, Response Rate, Customer Segmentation in Sales, Performance Coaching, Data Analytics Business Insights, Billing Solutions, CRM Solutions, Customer Satisfaction, One On One Meetings, Productivity Apps, Smart Retail, Productivity Levels, Management Consulting, Larger Customers, Production Capacity, Sustaining Improvement, Purchasing Habits, Financial Targets, Sales Management, Product Value, Quality Monitoring, Master Data Management, Legal Chain, Sales Forecasting, Personal Relationship, Believe Having, Functional Areas, Scalable Power, Manager Selection, Coaching Conversations, Coordinating Goals, Precise Engagement, Growth Segments, Online Banking, Social Impact, Motivation Culture, Thought Leadership, Sales Forecast, Customer Segmentation, Competitor pricing strategy, Current Release, Event Follow Up, Team Processes, Executive Compensation, Supply Chain Collaboration, Sales Cycles, Incremental Learning, Retail Execution, iDempiere, Quantifiable Metrics

    Real-time Tracking Assessment Project Readiness Kit – Utilization, Solutions, Advantages, BHAG (Big Hairy Audacious Goal):

    Real-time Tracking

    Real-time tracking allows for immediate and continuously updated data, which can help the sales team make informed decisions and potentially increase renewal rates and upsells.

    1. Real-time tracking provides immediate data for sales team to make informed decisions, increasing efficiency and productivity.

    2. It allows for quick adjustments based on real-time insights, improving customer satisfaction and retention rates.

    3. Real-time tracking helps identify upsell opportunities and allows sales team to capitalize on them in the moment.

    4. With real-time tracking, sales team can monitor customer behavior and tailor their approach accordingly, leading to higher conversion rates.

    5. It allows for better forecasting and resource planning, helping sales team meet targets and goals more effectively.

    6. Real-time tracking enables proactive rather than reactive sales strategies, giving team an edge over competitors.

    7. By providing up-to-date information, sales team can identify areas for improvement and take corrective actions immediately.

    8. Real-time tracking provides a holistic view of the sales process, helping team identify bottlenecks and streamline operations.

    9. It allows for quick response to market trends and changes, helping sales team stay ahead of the curve.

    10. With real-time tracking, sales team can access customer information anytime, anywhere, making it easier for them to close deals.

    CONTROL QUESTION: Can it give the sales team real time data to help increase renewal rates and upsells?

    Big Hairy Audacious Goal (BHAG) for 10 years from now:
    In 10 years, our company will become the leading provider of real-time tracking technology for sales teams. We will have developed a cutting-edge platform that utilizes artificial intelligence and machine learning to offer unparalleled insights and data for sales teams.

    Our goal is to revolutionize the sales process by providing real-time data and analytics to sales teams. This will allow them to identify trends and patterns, track customer behavior, and make informed decisions at lightning speed.

    With our real-time tracking technology, sales teams will have access to live updates on customer engagement, interaction history, and buying behaviors. This will enable them to quickly respond to customer needs and provide personalized solutions, ultimately leading to increased renewal rates and upsells.

    Our platform will also integrate seamlessly with existing CRM systems, making it easy for sales teams to incorporate real-time data into their sales strategies. This will eliminate manual data entry and streamline the sales process, saving time and improving efficiency.

    Through constant innovation and partnerships with top companies, we will continue to push the boundaries of real-time tracking technology. Our ultimate goal is to completely transform the sales landscape and empower sales teams to achieve unprecedented success.

    With our determination and dedication, we are confident that our real-time tracking technology will become an indispensable tool for sales teams worldwide. In 10 years, we envision a world where real-time data is the norm for sales teams, and our company will be at the forefront of this exciting revolution.

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    Real-time Tracking Case Study/Use Case example – How to use:

    Client Situation:
    ABC Company is a software company that provides business management solutions for small and medium-sized businesses. Their sales team is responsible for selling subscriptions to their software platform, with a focus on generating renewals and upselling additional services. However, the sales team has been struggling to meet their targets and the company′s renewal rates have been declining over the past year. The lack of real-time data and insights has made it challenging for the sales team to effectively track customer behavior and identify opportunities for upselling.

    Consulting Methodology:
    To address the challenges faced by ABC Company, our team at XYZ Consulting conducted a thorough analysis of their sales process and identified the need for real-time tracking to improve renewal rates and increase upsell opportunities. The following methodology was adopted to implement real-time tracking:

    1. Understanding Client Needs: Our team began by understanding the specific needs and pain points of ABC Company′s sales team. We also conducted interviews with the sales team members to understand their daily workflow and the challenges they face in capturing and analyzing customer data.

    2. Identifying Key Data Points: Based on the client′s needs and our expertise, we identified the key data points that would be crucial for real-time tracking. These included customer engagement metrics, subscription usage data, and customer demographics.

    3. Selecting Real-Time Tracking Tool: Our team evaluated various real-time tracking tools in the market and recommended the implementation of one that best suited ABC Company′s needs. The tool was chosen based on its ability to capture real-time data and integrate with the company′s existing sales CRM and subscription management system.

    4. Implementation and Customization: Our consultants worked closely with the IT team at ABC Company to implement the real-time tracking tool and customize it according to the identified key data points. This involved creating customized dashboards and reports to enable the sales team to access real-time data on customer behavior and engagement.

    The following deliverables were provided to ABC Company as part of the real-time tracking implementation:

    1. Real-Time Tracking Tool: The chosen real-time tracking tool was implemented and integrated with the company′s existing systems.

    2. Customized Dashboards and Reports: Our team created customized dashboards and reports that provided real-time insights on customer behavior and engagement.

    3. Training: We conducted training sessions for the sales team to familiarize them with the new tool and how to use it to track customer data in real-time.

    Implementation Challenges:
    The implementation of real-time tracking at ABC Company was not without its challenges. Some of the key challenges faced by our consulting team included:

    1. Integration with Legacy Systems: The company′s legacy systems were not designed for real-time integration, which made the integration process complex and time-consuming.

    2. Data Security Concerns: As real-time tracking involved capturing and analyzing customer data in real-time, there were concerns about data security and privacy. Our team worked closely with the IT team to ensure that all necessary security measures were in place.

    To measure the success of the real-time tracking implementation, the following KPIs were established:

    1. Renewal Rates: The primary objective of implementing real-time tracking was to increase renewal rates. This KPI would measure the percentage of customers who renewed their subscription after being targeted by the sales team using real-time data.

    2. Upsell Revenue: Another key metric to measure the success of the implementation was the increase in upsell revenue. This would be tracked by comparing the revenue generated from upselling before and after the implementation of real-time tracking.

    3. Sales Team Productivity: The sales team′s productivity would also be measured by tracking the number of upsell opportunities identified and pursued using real-time data.

    Management Considerations:
    The successful implementation of real-time tracking at ABC Company required active involvement and support from the management. The following considerations were taken into account:

    1. Investment in Technology: The implementation of a real-time tracking tool required significant investment in technology. The management had to be convinced of the potential benefits and ROI of the investment.

    2. Change Management: As with any new technology, there was a need for change management within the organization. Our consulting team worked closely with the management to communicate the benefits of real-time tracking and address any resistance from employees.

    3. Data Privacy and Compliance: The company′s data privacy and compliance policies had to be updated to ensure that customer data was being collected, stored, and used in accordance with the regulations.

    The implementation of real-time tracking at ABC Company proved to be a game-changer for the sales team. The real-time insights and data provided by the tool enabled the sales team to identify and target customers with personalized offers and incentives, resulting in a 20% increase in renewal rates and a 15% increase in upsell revenue. This demonstrates the effectiveness of using real-time data to drive sales and highlights the importance of leveraging technology in the increasingly competitive business landscape.

    1. Miller, C. (2020). Real-time Analytics for Sales Teams. Gartner, Inc.
    2. Smith, J. (2019). The Power of Real-time Data in Driving Sales Performance. Harvard Business Review.
    3. Wilson, R., & Evans, S. (2018). Harnessing Real-time Data to Improve Sales Effectiveness. McKinsey & Company.
    4. Krymova, O. (2017). The Impact of Real-time Data on Sales Performance Metrics. Journal of Business and Marketing Management, 5(2), 12-22.
    5. Maielli, M. (2019). The Role of Real-time Data in Increasing Revenue and Customer Retention. Forrester Research.

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