‘Improving sales operations through business analytics at DELL EMC’’
Student name: Mr Dhruv Mahajan
Guide: Dr Sapna Narula
Year of completion: 2017
Host Organisation: DELL EMC’
Supervisor (Host Organisation): Mr Rajeev Saxena
Abstract: This report is based on my learning during my major project internship at DELL EMC. Dell
EMC sells data storage, information security, IT consultancy, analytics, cloud computing and
other products and services to organisations. This report includes the work undertaken by me
as a management trainee to the project- ‘Improving sales operations through business
analytics’ at Dell EMC and the tasks performed and learning received as an outcome of the
project.
Business Analytics can be defined as the discovery and communication of meaningful
patterns in data. Through discovery we can say it means the mining of data and gathering
information. Through communication we can say how we analyse and deliver the required
results. It focusses on different processes like-
• Descriptive – What happened?
• Diagnostic – Why did it happen?
• Predictive – What will happen?
• Prescriptive – How can we make it happen?
Through the project my main work was to work with the inside sales team and analyse their
sales operations. For the first phase of the project I was given data of IT companies and with
the help of that data I had to gather IT details of all the companies. This process was done
through cold callings, mailers and client meetings with the outside sales representative of
DELL EMC. The analytics part was done through the usage of business intelligence software
Tableau. It focussed on the sales pipeline and bookings done. I used to analyse data which
was provided on the Tableau dashboard by the company. It includes details of sales
operations carried out by Inside Sales team. The second phase of the project focussed upon
the analysis of IT transformation i.e. the IT consultancy provided by DELL EMC to different
organisations.
This report will highlight the importance and need of business analytics in today’s time and
how it improves sales operations and leads to better decision making.
Key words: business analytics, IT transformation, inside sales, tableau, Dell EMC, pipeline,
bookings.
