Business
Challenge:

  • The client is a technology giant and the worldwide leader in software, services, and solutions. It relies on its partner organizations across the globe to promote, expand, and retain its business.
  • The client runs a Skills Initiative program to promote the sales of their cloud-based products by providing training to customers across the globe through partners. It pays subsidies to partners every month based on the volume of training activities reported.
  • The client usually spends a subsidy per learner trained. They introduced a new parallel program to pay subsidies as a batch in certain key regions to maximize the increased demand for skilled workers.
  • This enabled customers to train more learners at a reduced cost compared to the normal cost. It was observed that regions with batch programs showed a comparatively low training utilization rate through the normal program.
  • The key objective was to redesign the budgeting and allocation strategies across geos based on insights derived from the analysis.
  • The client wanted to know if there was a correlation between batch pricing and reduced utilization rates.

TurnB Approach


Collected required data

  • Training data for batch and normal programs was collected from the POEs submitted by partners.

Performed EDA on collected data

  • Performed an Exploratory Data Analysis on the collected training data.
  • Identified trends, patterns, and anomalies that should be accounted for while performing the cause-and-effect study.

Done factor mapping and devised logic

  • Brainstormed and listed down the key factors that could directly impact the correlation between batch pricing and utilization rate.
  • Devised a logic to accurately determine the actual impact of the utilization rate driven by the batch pricing model.

Performed analysis and gained insights

  • Performed analysis based on devised logic and derived critical insights that unraveled the correlation between utilization and batch pricing models.
Approaches background
Infograph

Implications

  • A positive correlation was observed between the batch program and the utilization rate of trainings through the normal program.
  • The availability of more affordable training through batch programs increased their popularity among customers and learners.
  • This directly impacted the utilization rate of training offered through a normal program.
  • Helped client take the necessary measures to curtail the impact of batch pricing on the training utilization rate.
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