{"id":1245,"date":"2016-12-13T09:49:58","date_gmt":"2016-12-13T08:49:58","guid":{"rendered":"http:\/\/wp.unil.ch\/bisa\/?p=1245"},"modified":"2023-12-06T10:20:39","modified_gmt":"2023-12-06T09:20:39","slug":"when-sales-meet-process-mining-presentation-at-the-international-conference-on-information-systems","status":"publish","type":"post","link":"https:\/\/wp.unil.ch\/bisa\/2016\/12\/when-sales-meet-process-mining-presentation-at-the-international-conference-on-information-systems\/","title":{"rendered":"When Sales Meet Process Mining – Presentation at the International Conference on Information Systems"},"content":{"rendered":"

Ga\u00ebl Bernard presented results of the CTI-funded research project “Real-Time Sales Planning and Performance Management (SPPM)”<\/a> at the International Conference on Information Systems (ICIS) in Dublin.\"\"<\/a><\/p>\n

G. Bernard, T. Boillat, C. Legner, P. Andritsos:<\/div>\n
When Sales Meet Process Mining: A Scientific Approach to Sales Process and Performance Management<\/strong><\/div>\n
Proceedings of the International Conference on Information Systems (ICIS), Dublin, 2016<\/div>\n
<\/div>\n
Abstract:<\/div>\n
\n

Selling has long been considered as an ” art ” driven by personal intuition and native sales talent. However, significant changes have occurred over the past 30 years, as a result of technological advances and changing customer expectations. As one answer to these changes, practitioners and scholars have promoted the idea of ” sales as a science ” , relying on documented, repeatable ways of selling that reflect scientific methods. We argue that process mining is a relevant candidate for empowering ” sales as a science ” via its capacity to analyze, discover, and enhance end-to-end processes. Through a design science approach, we propose a framework for applying process mining to sales, comprising a refined notation and seven process mining analysis scenarios. Our study represents a first step towards gaining a better understanding of real-world sales processes based on digital traces from operational systems e.g., customer relationship management (CRM) systems, or emerging technologies e.g., smart watches.<\/span><\/span><\/span><\/p>\n<\/div>\n

Further information: Article (AIS library<\/a>, ResearchGate<\/a>), poster<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

Ga\u00ebl Bernard presented results of the CTI-funded research project “Real-Time Sales Planning and Performance Management (SPPM)” at the International Conference on Information Systems (ICIS) in Dublin. G. Bernard, T. Boillat, C. Legner, P. Andritsos: When Sales Meet Process Mining: A Scientific Approach to Sales Process and Performance Management Proceedings of the International Conference on Information … Continue reading When Sales Meet Process Mining – Presentation at the International Conference on Information Systems<\/span> →<\/span><\/a><\/p>\n","protected":false},"author":958,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_seopress_robots_primary_cat":"","_seopress_titles_title":"","_seopress_titles_desc":"","_seopress_robots_index":"","footnotes":""},"categories":[1,55277,369,65507],"tags":[],"class_list":{"0":"post-1245","1":"post","2":"type-post","3":"status-publish","4":"format-standard","6":"category-news","7":"category-projects","8":"category-publication","9":"category-publications"},"_links":{"self":[{"href":"https:\/\/wp.unil.ch\/bisa\/wp-json\/wp\/v2\/posts\/1245","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/wp.unil.ch\/bisa\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/wp.unil.ch\/bisa\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/wp.unil.ch\/bisa\/wp-json\/wp\/v2\/users\/958"}],"replies":[{"embeddable":true,"href":"https:\/\/wp.unil.ch\/bisa\/wp-json\/wp\/v2\/comments?post=1245"}],"version-history":[{"count":1,"href":"https:\/\/wp.unil.ch\/bisa\/wp-json\/wp\/v2\/posts\/1245\/revisions"}],"predecessor-version":[{"id":1647,"href":"https:\/\/wp.unil.ch\/bisa\/wp-json\/wp\/v2\/posts\/1245\/revisions\/1647"}],"wp:attachment":[{"href":"https:\/\/wp.unil.ch\/bisa\/wp-json\/wp\/v2\/media?parent=1245"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/wp.unil.ch\/bisa\/wp-json\/wp\/v2\/categories?post=1245"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/wp.unil.ch\/bisa\/wp-json\/wp\/v2\/tags?post=1245"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}