WO2015006817A1

WO2015006817A1 - Total revenue performance management system

Info

Publication number: WO2015006817A1
Application number: PCT/AU2014/000737
Authority: WO
Inventors: Craig MCKELL
Original assignee: Revenue Performance Management Technologies Pty Ltd
Priority date: 2013-07-19
Filing date: 2014-07-21
Publication date: 2015-01-22

Abstract

There is disclosed apparatus for and a method of monitoring sales performance over a predetermined period of time; said method comprising tabulating/quantifying budget data tabulating/quantifying actual data tabulating/quantifying projected data defining a difference component between budget and actual data causing corrective action in the event the difference component is above a predetermined magnitude. Also disclosed is apparatus for and a method of applying organisational data input including marketing leads, sales opportunity, organisational revenues, organisational parameters, sales structures, product items, routes, partners and other associated entities, attributes and associations to then be mapped, associated, and have attributes added to them as reference points and associations to then view and compare to models and projections.

Description

TOTAL REVENUE PERFORMANCE MANAGEMENT SYSTEM

TECHNICAL FIELD

[0001] The present invention relates to complex

analysis of production systems, the identification of problems in those systems and more particularly, the provision of monitoring and control of processes to address identified problems thereby to provide a total revenue performance management system,

BACKGROUND

[0002] Production systems in which there exist a perceived disconnect between an assessed optimum nd a current status, lend themselves to improvement if appropriate analysis of data can be performed.

[0003] In many instances, an organization may include a multiplicity of processes, each of which may fall short in some measure of an optimum and which together

contribute to the overall deficiency of the organization. In such cases the data to be analysed may be voluminous and complex, putting it beyond practical processing by conventional means, such as for example, manipulation by proprietary spreadsheet software.

[0004] It is an object of the present invention to address or at least ameliorate some of the above

disadvantages .

Notes

[0005] [The term "comprising" (and grammatical

variations thereof) is used in this specification in the inclusive sense of *having" or ^including", and not in the exclusive sense of "consisting only of".

[0006] The above discussion of the prior art in the Background of the invention, is not an admission that any information discussed therein is citable prior art or part of the common general knowledge of persons skilled in the art in any country.

StJMM& Y OF INVENTION

[0007] Accordingly in one broad form of the invention there is provided a method of applying organisational data input including marketing leads, sales opportunity, organisational revenues, organisational parameters, sales structures, product items, routes, partners and other associated entities, attributes and associations to then be mapped, associated, and have attributes added to them as reference points and associations to then view and compare to models and projections.

[0008] In a further broad form, there is provided a method to allow limited to complex data input and associations based on the organisational or subsidiary organis tion eed .

[0009] In preferred forms, the method allows very high end analytical processing, drill down and lock or update of data to present current; and modified views by following the methodology described above or below.

[00010] In yet a further broad form there is provided a method of aggregating, mapping and associating

organisational and best practice information to provide a total revenue performance view of the organisation including marketing, sales and other aspects of

organisational performance .

[00011] In a preferred form, the method further includes the step of extrapolation of marketing campaigns or initiatives via leads, values, lags and buyer decision paths into revenue income or revenue income into required marketing and sales modelling and action that the method and tools provide .

[00012] In yet a further broad form of the invention there is provided a method of depicting a visual

representation of a first data string on a display medium wherein data elements of the data string our spaced at predetermined physical intervals one from the other; the spacing effected by selecting consecutive ones of the data elements and

[00013] displaying the consecutive ones at

predetermined spaced intervals on the display medium.

[00014] In a further broad form of the invention there is provided an apparatus for depicting a visual output on a display medium wherein data elements are spaced at predetermined physical intervals one from the other.

[00015] Accordingly, in a further broad form of the invention, there is provided a method of monitoring sales performance over a predetermined period of time; said method comprising

tabulating/quantifying budget data

tabulating/ uantifying actual data

tabulating/quantifying projected data

defining a difference component between budget and actual data; [00016] causing corrective action in the event the difference component is above a predetermined magnitude.

[00017] In yet a further broad form of the invention, there is provided a method of monitoring a system and effecting change to future performance of the system; said method comprising

tabulating/quantifying a desired data signal

tabulating/quantifying an actual data signal

tabulating/quantifying a projected data signal

defining a difference component between the desired data signal and the actual data signal

[00018] causing corrective action in the event the difference component is above a predetermined magnitude so as to cause the projected data signal to track the desired data signal at a future point in time.

[00019] Preferably corrective action comprises

injecting a correction data signal onto the actual signal d ta .

[00020] Preferably corrective actio comprises

adjusting the projected data signal.

[00021] Preferably adjustment includes allowance for a lag factor.

[00022] Preferably the lag factor relates to delay between making an adjustment to the projected signal and that, adjustment affecting the actual signal. [0Q023] Preferably the predetermined magnitude is a positive figure.

[00024] Preferably the predetermined magnitude is a negative figure.

[00025] Preferabl the budget data is quantified as a forward projected sequence of budget or desired data.

[00026] Preferably the actual data is quantified as a sequence of actual data,

[00027] Preferably the projected data is quantified as a forward projected sequence of projected data,

[00028] Preferably the sequence comprises data which is spaced at equal time periods.

[00029] Preferably the equal time periods comprise a time period of one month.

[00030] Preferably the corrective action is calculated to bring budget data substantially equal to projected data over a correction period.

[00031] Preferably the correction period is 6 months.

[00032] Preferably the corrective actions comprise a series of corrective actions.

[00033] Preferably the corrective actions comprise a series of data spaced at the same time periods as the pro ected sequence of pro ected data. [0Q034] Preferably in the corrective actions comprise a series of data spaced at the same time periods as the projected sequence of budget data.

[00035] Preferably the above referenced method includes lag compensation.

[00036] Preferably the lag compensation is applied to the the difference component in the form of correction data _*

[00037] In a further broad form of the invention there is provided a computer readable miedia incorporating a system of integrating parameters defining progression of a process from an initial condition of a subject to a target outcome; said system producing predictive and realized data for control of said process; said system including a notional funnel in which a gradation of steps lead from underlying said initial conditions to a desired result .

[00038] Preferably said computer dependent system generates status reports of said process as hard copy and as on-line web pages of a web site maintained by a facilitating entity.

[00039] Preferably said notional funnel includes a primary and a secondary set of said gradation of steps; said secondary set providing an iterative repetition of said steps leading to said desired result.

[00040] Preferably said initial condition includes a quantitative status of said subject as a comparison with like subjects. [00041] Preferably said process includes a quantitative assessment of negative parameters underlying said status; said quantitative assessment prioritising proposed solutions addressing said negative parameters.

[00042] Preferably said process includes a quantitative assessment of a target status of said subject.

[00043] Preferably said system further includes a demonstration of projected effects of said proposed solutions .

BRIEF DESCRIPTION OF DRAWINGS

[00044] Embodiments of the present invention will now be described with reference to the accompanying drawings wherein ;

[00045] Figure 1A is a diagram of projected data output and budget data output

[00046] figure IB is a diagram of projected data output and budget data output after correction data has been applied

[00047] Figure 2 is a diagram of the correction system applied to a sales figures scenario,

[00048] Figure 3 is a diagram of an identification of the correction needed for the system of figure 2 ,

[00049] Figure 4 illustrates the data of figure 3 expressed in cha t fo m, [00050] Figure 5 illustrates data applicable to the system of figure 2 including factoring in lag and related p rameters

[00051] Figure 6 illustrates tabulated data in an accounting data format which adds to and builds on the data derived from the date of figures 2 , 3, 4

[00052] Figure 7A is a graphical dashboard output derivable from the system of figures 2 to 6,

[00053] Figure 7B illustrates graphical and tabular output derivable from the system of figures 2 to 6 and

[00054] Figure 8 is a block diagram of an electronic substantially analog computer-based system for giving technical effect to the correction system in accordance with a further preferred embodiment .

[00055] Figure 9 is a block diagram of an example of use of the system according to a preferred embodiment.

[00056] Figure 10 is a block diagram of the key system components of the system of Figure 9,

DETAILED DESCRIPTION OF PREFERRED EMBODIMENTS

[00057] In a particular form, there is provided a computer dependent, system for the provision of

consultancy services to organizations. The system provides for an integrating of parameters defining progression of a process from an initial condition of a subject to a target outcome. The system includes

producing predictive and realised data for control of the process through a notional funnel in which a gradation of steps lead from underlying initial conditions to a desired result.

[00058] More broadly, with reference to figure 1A embodiments of the present, invention relate to a data driven correction system 10 which seeks, over time, to drive a projected data signal 11 to a desired data signal 12 by means of a correction data signal 13 with a result as seen in figure IB. (After a predetermined period of time) . The system 10 needs to take account of lag in responding to the correction data signal 13. More particularly, in particular preferred forms, the data signal is approximated as a data sequence of discrete values spaced at predetermined time intervals T and shown on display media 14 as a corresponding alphanumeric sequence 15 in this instance of values A,B,C spaced at intervals x'T shown in the inset. The system 10 can be implemented in electronic hardware as will be described with reference to figure 7.

[00059] It can be applied in many practical scenarios.

[00060] By way of nonlimiting example it will now be described with reference to a data driven campaign or correction system 20 as illustrated in figures 2, 3, 4,5,6 and 7A, 7B.

[00061] It will subsequently with reference to figure 8 be further described with reference to a substantially analog computer-based data driven correction system which can depict data on a display medium at spaced intervals .

[00062] Initially, with reference to Figure 2, data for the system 20 can be derived by measuring various parameters associated with seeking to achieve projected or predicted revenue 21. (The desired data signal) .

[00063] In particular forms correction data 22 is prepared in a structured way with reference to a funnel structure 23 which lists tasks which, ever time, may affect the predicted revenue 21. The funnel structure 23 lists activities which forms steps in a chain of events which will, when followed consecutively, lead to a desired outcome or desired event, The activities are structured and prioritised and can be given a probability factor 24 as to their likelihood of being successfully enacted so as to permit progress to the next task or activity in the chain of events.

[00064] Separately, and in addition, each task 28 can be given a tirae factor 27 representative of an estimate of how long it is likely to take to carry out the task. In the particular instance of figu e 2 the time factors 27 are denominated in weeks .

[00065] In this instance the final structure denotes tasks designed to identify sales prospects ultimately leading to sales which ca be represented as sales data in the form of a desired data signal to be compared against actual sales in the form of an actual data signal and subsequently processed and represented as a series of spaced alphanumeric data 15 on display media 14.

[00066] As shown in figure 3 correction data 22 may be quantified and approximated as a sequence of alphanumeric data displayed at predetermined time intervals 22A., 22B representing deviation from the predicted data in this case revenue data 21 derived f om sales data. [00067] The data can also be represented graphically as shown in figure 4,

[00068] Figure 5 illustrates a campaign designed to correct the sequence of actual sales data in order, over time, to meet the desired or budget data sequence.

[00069] The campaign can acknowledge that there will be a lag in achieving effects as indicated in lag columns 25A, 25B, 25C. In a particular form different amounts of lag 25A, 25B, 25C can be modelled prior to the obtaining of actual lag data as the model is put into effect The lag itself can be categorised in terms of whether it will act slowly or quickly on the sequence.

[00070] With reference to figure 6 that there is

illustrated tabulated data comprising numeric data displayed at spaced intervals and which incorporates data from the tabulated data of the arrangement of figures 2 to 5 and to which is added additional data to which formulae are attached permitting *what if" scenarios to be modelled. In this instance updated values are shown in bold.

[00071] With reference to figure 7A and figure 7B the data derived from the arrangements of figures 2 through to figure 6 can be represented in "dashboard" format 26.

[00072] Kith reference to figure 8 there is illustrated a substantially analogue computer based implementation of a system for projecting data at. spaced intervals onto a display medium 14. In this instance the data correction system comprises a cont ol system 30 adapted to take as input an actual data signal 31 as input to a first

operational amplifier configured as an adder, Also input into operational amplifier 32 is a timing signal derived from differentiator circuit 34 which produces its timing signal based on a square wave derived from square wave generator 35.

[00073] Synchronised to the timing signal 33 is desired data signal 36 derived from second operational amplifier 37. The actual data signal and the desired data signal 36 are fed into a three term controller 38 to derive a correction signal 39 which is fed into a third

operational amplifier 40 configured as a lag compensator thereby to produce a lag compensated correction signal 41 which is added via a fourth operational amplifier input 42 to actual signal 31 to produce projected data signal 43 comprising a series of spaced data pulses 44 which are fed to display 14 so as to be displayed as alphanumeric data at spaced intervals xT as depicted in figure 8,

[00074] The spaced data thus depicted can be formatted into tabular format of the type illustrated in respect of figures 2 to 6.

EXAMPLE- IN USE

[00075] A particular example of use of an embodiment of the above described system will now be described with reference to figures 5 and 10.

[00076] In this instance, a core system component 200 forming the processing engine for a production system in the form of a total revenue performance management system as illustrated in figure 9 comprises a process and measurement module 201, a predictive analytics module 202, a decision support module 203 and a reporting and dashboa ds module 204 all in electronic communication with a central data processing device 205. As best

illustrated in figure 10, the central data processing device 205 includes a processor 206 communication with a memory 206A which, in term, can communicate with digital input/output devices 215. A preferred form of

communication is via a network protocol 207 such as TCP/IP wherein data is transmitted in the form of packets 208 , Each packet 208 includes a header portion 209 and an associated data payload portion 210. Each packet 208 is routed to its addressed destination by means of address lookup arrangeme ts stored in processing devices (not shown) located in a distributed fashion on the network over which the packet. 208 is routed,

[00077] In a preferred form, the network is a local intranet. In an alternative preferred form, the network is the internet.

[00078] In this instance, as illustrated in figure 9, the core system component 200 receives significant, disparate data blocks 211A - 2111 from multiple sources which pass through and/or are collated by ancillary data systems 212A - 212F before being fed into the core system component 200. The core system component 200 may then output, processed data 213, for example, as a table 214 for presentation on digital input /output, devices 215

(refer figure 10} .

[00079] With reference to figure 10, the key functional component of the core system component 200 will now be described in greater detail:

[00080] The process and measurement module 201 includes the following functionality: [00081] Funnel Design

[00082] Flexibility to handle complex, malti—stepped, multi—tiered marketing and sales processes to much simpler variations. Fully customisable to the structure and naming conventions of the organisation' s existing funnels or pipelines — and existing technology systems such as CRM or Marketing Automation, The set up and control functionality enable you to tailor each funnel to your processes .

[00083] Funnel Parameters

[00084] Define the parameters that determine the shape of your sales funnel — the stages in your process from, finding new leads to closing to up-selling and cross- selling, progression ratios from each stage to the next, velocity (i.e. how long do your buyers take to move between stages) sales prices being achieved and resources involved in converting sales. Measure buyer leakage from the process, the stages where it occurs

and the rate?

[00085] Velocity Control

[00086] All leads, prospects and opportunities move at different speeds through the sales process. Velocity control allows you to allow for these speeds to create even greater accuracy in your forecasts and planning — and to compare the actual speeds being achieved with those forecast, to enable live update and recalibration of forecast revenue for velocity changes as they occur . [00087] Lead anagelaent

[00088] System 200 drives your planning around the generation and progression of the specific number of qualified leads required to drive the revenue targets set. No more guesswork about marketing's contribution to the revenue process; are the required number of leads being generated for sales .

[00089] Recycling

[00090] For a multitude of reasons most prospective buyers will actually leak out of your pipeline. System 200 allows you to recapture those leaked buyers and stream them back into your pipeline at the most

appropriate stage — recognising that if managed

correctly, many will still go on to buy at a later time. Initially define the target percentage to be recycled. The lag time and entry point of recycled buyers — and then measure this data live in real time.

[00091] The predictive analytics modul 202 includes the following functionality:

[00092] Target Setting

[00093] Enter quarterly, monthly, weekly or daily revenue targets and sales value targets for each

combination of Product, Segment_,, Channel,- Territory, Sales Rep and separating new business from cross—sell and or up—sell and adjust for seasonality if necessary — and System 200 predicts process input and through— ut required to achieve targets based on latest pipeline conversion and velocity metrics. [00094] Data Integration

[00095] Accepts feeds directly from any data source into System 200. Feeds from your CRM, Marketing

Automation, Social Media, ERP or spreadsheets can be linked to Funnel models to provide real time data views and analysis of eff ctiveness across all revenue

performance programs and activities.

[00096] Sales Activity Prediction

[00097] Based on your own business rules and the number of leads, prospects and opportunities flowing through each stage of the pipeline — predict the number of

emails, calls and meetings required — and their costs.

[00098] Sales Resource Prediction

[00099] Use your actual Funnel conversion and velocity data and revenue growth targets to analyze how many sales people and support staff you will really need.

[000100] The decision and support module 203 includes the following functionality:

[ 000101 ] Scenario Modelirig

[000102] Multiple versioning of the same Funnel allows for entry of base-line numbers (original target) that can then be compared to high, medium and low scenarios and related modeling outcomes. Change conversion, velocity, deal value or other vectors on—the— fly to perform predictive ^{v '}hat—if analysis. [000103] Bi-Directional Modeling

[000104] Generate revenue targets f om the number of buyers input into the process, or go in reverse and generate the number of buyers required based on specific revenue targets. From any point up to three years in the future, specify the desired revenue outcome for a particular day, week, month or quarter and System 200 will calculate the buyer inputs required and then how many buyers need to be at each stage of the revenue process a each point, in time (e.g. monthly) for the targets to be me . Also calculates the required number of sales actions (calls, meetings etc.) and the resources required to execute them.

[000105] Marketing and Sales Management

[000106] Isolate the. Marketing and Sales stages of the revenue, process and track leads from brand new names, through Sales Qualified Lead ("SQL") , closed deals, up— sell and cross—sell. Track the progression of names, deal size and velocity through the funnel process and map it to what it needs to be. Use real time data to be driving triage and corrective action almost as scon as campaigns or programs are in the field.

[000107] Campaign Tracking

[000108] Enter details for each of your planned

marketing and sales campaigns to generate Baseline' plans. Leads from each campaign will flow through into the upper levels of the sales funnel over time periods specified by marketing and then flow through according to conversion and velocity metrics. [0Q010S] The reporting and dashboards module 204 includes the following functionality:

[000110 Reporting

[000111] Reports can be extracted, and tailored to suit every business need and presented in the format that suits your environment and distribution with actionable intelligence, roles and decision support and measurement to the decisions you are looking to drive .

A sophisticated capability in drill down of

data, selection, compare, extraction, access control and distribution is utilized as part of the data structure design as well as use of enterprise capable foundations in business analytical reporting capabilities.

[ 000112 ] Benchmarking

[000113] Track progress of your own marketing and sales performance over time for every stage in the revenue process . Compare performance conversion and velocity metrics between products, regions, sales people, channel partners. Also benchmark against competitors and peers.

[00011 ] Revenue Performance Dashboards

[000115] Customisable, predictive revenue performance dashboards for CEO, CFO, Sales and Marketing from macro, whole—of—business levels to individual products, regions, channel partners and / or sales rep's. But the difference with System 200 is the ability to define and report on metrics based around leading indicators . E.g. the conversion rate and velocity of appointments turning into proposals or of Sales Qualified leads to appointments are key leading indicators of revenue conversion in the future, Currently no other tool in the world can drive insight at such levels. [000116] Multiple Funnels

[000117] Report through dashboards or other formats

Funnel conversion, velocity and value for every product, services, territory, channel and rep in the organisation. Even extend the reach of System 200 to resellers,

distributors and other channel partners.

[000118] Marketing ROI

[000119] Define campaigns and model outcomes based on real—time buyer conversion data. Predict, revenue and margin from each campaign before it goes into the field, and then monitor impacts in the Funnel as buyers respond in real time, Project against costs to accurately quantify ROI.

[000120] In summary, the above desc ibed example system 200 includes the following attributes;

[000121] System 200 is designed to provide actionable insight for an organization, across range, of operational information to assist in revenue performance management and improvement. System 200 provides marketing campaign & modelling and then adds sales & product and organization information to extend this wider views of insight and actionable intelligence .

[000122] System 200 extracts, inputs and maps a greatly expanded set of business and data, including seller, territory, revenue and product data -to use this to compare to the marketing and sales information provided.

[000123] The concept of recycling and modelling is extensive (supply, costs, seasonality, bundling, routes and target markets and segments. In System 200 the ¹ actuals' data (history or pipeline can be inspected and compared to targets and assumptions . The actuals can be also be extracted to be modelled (i.e. to run a campaign on target areas requiring improvement in customer

engagement, buyer journey insight, revenue concentration and risks or competitive compare} ,

[000124] Actuals data can be drilled into, adjusted in simulation and selected, extracted and distributed for action. A sophisticated capab lity is provided

encompassing product, customers, marketing and sales in estimates to actuals and performance analysis.

[000125] Very broadly, it allows management to pull together all of the following aspects of a use scenario:

(a) Models, Logic and Algorithms

(b) Integration, Templates and Reports

(c) Information Services, Compares Benchmarks and Market Data

INDUSTRIAL APPLICABILITY

[000126] Embodiments of the invention may be

industrially applied in the context, of computer-based contro1 s stems .

[000127] In particular forms , the system communicates data over a network. A preferred form of communication i via a network protocol 207 such as TCP/IP wherein data i transmitted in the form of packets 208. Each packet 208 includes a header portion 209 and an associated data payload portion 210. Each packet 208 is routed to its addressed destination by means of address lookup arrangements stored in processing devices. [0Q0128] In a preferred the system is implemented bv programming processors to execute instructions. In a particular form, at least some of the programming makes use of commercial, available software foundations and tools available from Software Vendors .

[000129] The above describes only some embodiments of the present invention and modifications, obvious to those skilled in the art, can be made thereto without departing from the scope of the present invention.

Claims

A method of monitoring sales performance over a predetermined period of time; said method comprising tabu1at,ing/quant ifying budget data

tabulating/quantifying actual data

tabulating/quantifying projected data

defining a difference component between budget and actual data

causing corrective action in the event the difference component is above a predetermined magnitude.

The method of claim 1 wherein the predetermined magnitude is a positive figure.

The method of claim 1 wherein the predetermined magnitude is a negative figure.

The method of any one of claims 1 to 3 wherein the budget data is quantified as a forward projected sequence of budget data

The method of any one of claims 1 to A wherein the actual data is quant fied as a sequence of actual data .

Th method of any one of claims 1 to 5 wherein the projected data is quantified as a forward projected sequence of projected data.

The method of any one of claims 1 to 6 wherein the sequence comprises data which is spaced at equal time periods .

8. The method of claim 7 wherein the equal time periods comprise a time period of one month.

9. The method of any one of claims 1 to 8 wherein the corrective action is calculated to bring budget data substantially equal to projected data over a

correction period.

10. The method of claim 9 wherein the correction period is 6 months.

11. The method of any one of claims 1 to 10 wherein the corrective actions comprise a series of corrective ctions .

12. The method of claim 1.1 wherein the corrective actions comprise a series of data spaced at the same time periods as the projected sequence of projected data.

13. The method of claim 11 or claim 12 where in the

corrective actions comprise a series of data spaced at the same time periods as the projected sequence of budget data.

14. The method of any one of claims 1 to 13 including lag compensation .

15. The method of claim 14 wherein the lag compensation is applied to the difference component in the form of correction data.

16. Computer readable media incorporating a system of integrating parameters defining progression of a process from an initial condition of a subject to a target outcome; said system producing predictive and realized data for control of said, process; said system including a notional funnel in which a gradation of steps lead from underlying said initial conditions to a desired result, , The .media of claim 16 wherein said computer dependent system generates status reports of said process as hard copy and as on-line web pages of a web site maintained by a facilitating entity. , The media of claim 16 wherein said notional funnel includes a primary and a secondary set of said gradation of steps; said secondary set providing an iterative repetition of said steps leading to said desired result. , The media of claim 16 wherein said initial condition includes a quantitative status of said subject as a comparison with like subjects. , The media of claim 16 wherein said process includes a quantitative assessment of negative parameters underlying said status; said quantitative assessment prioritising proposed solutions addressing said negative parameters . , The media of claim 16 wherein said process includes a quantitative assessment of a target status of said subject . , The media of claim 16 wherein said system further includes a demonstration of projected effects of said proposed solutions.

23. A method of depicting a visual representation of a first data string on a display medium wherein data elements of the data string our spaced at

predetermined physical intervals one from the other; the spacing effected by

selecting consecutive ones of the data elements and displaying the consecutive ones at predetermined spaced intervals on the display medium,.

24. Apparatus for depictincf a visual output on a display medium wherein data elements are spaced at

predetermined physical intervals one from! the other,

25. A method of monitoring a system and effecting change to future performance of the system; said method comprising

tabulating/quantif ing a desired, data signal

tabulating/quantifying an actual data signal

tabulating/quantifying a projected data signal defining a difference component between the desired data signal and the actual data signal

causing corrective action in the event the difference component is above a predetermined magnitude so as to cause the projected data signal to track the desired data signal at a future point in time.

26. The .method of claim 25 wherein corrective actions comprises injecting adding correction signal data to the actual signal data,

27. The method of claim 25 or claims 26 wherein corrective action comprises adjusting projected data signal. The method of any one ot claims 25 to 27 wherein adjustment includes allowance for a lag factor.

The method of claim 28 wherein the lag factor relates to delay between making an adjustment to the

projected signal and that adjustment affecting the actual signal.

The method of any one of claims 25 to 29 wherein the predetermined magnitude is a positive figure.

The method of any one of claims 25 to 29 wherein the predetermined magnitude is a negative figure.

The method of any one of cla ms 25 to 3.1. wherein the desired data is quantified as a forward, projected sequence of actual data.

The method of any one of claims 25 to 32 wherein the actual data is quantified as a sequence of actual data .

The method of any one of claims 25 to 33 wherein the projected data is quanti ed as a forward projected sequence of projected data.

The method of any one of claims 25 to 34 wherein the sequence comprises data which is spaced at. equal time periods .

The method of claim 35 wherein the equal time periods comprise a time period of one month.

The method of any one of claims 25 to 36 wherein the corrective action is calculated to bring budget data substantially equal to projected data over a

correetion eriod.

38. The method of claim 37 wherein the correction period is 6 months.

39. The method of any one of claims 25 to 38 wherein the corrective actions comprise a series of

corrective actions.

40. The method of claim 39 wherein the corrective actions comprise a series of data spaced at the same time periods as the projected sequence of pro ected data.

4.1. The method of claim 39 or claim 40 where in the

corrective actions compr se a series of data spaced at the same time periods as the projected sequence of budget data.

A method of applying organisational data input including marketing leads, sales opportunity,

organisational revenues, organisational parameters, sales structures, product items, routes, partners and other associated entities, attributes and

associations to then be mapped, associated, and have attributes added to them as reference points and associations to then view and compare to models and pro ections .

A method to allow limited to complex data input and associations based on the organisational or

subs diary organisation need .

A method to allow very high end analytical

processing, drill down and lock or update of data to present current and modified views of the data

obtained via the method of claim 42 or claim 43.

A method of aggregating, mapping and associating organisational and. best practice information to provide a total revenue performance view of the organisation including marketing, sales and other aspects of organisational performance.

The method of claim 45 including the step of

extrapolation of marketing campaigns or initiatives via leads, values, lags and buyer decision paths into revenue income or revenue income into required

marketing and sales modelling and action that the method and tools provide.

A non-transitory computer-readable storage medium with an executable program stored thereon; and where execution of the executable program by a processor and associated memory implements a method of

monitoring sales performance over a predetermined period of time; said method comprising

tabulating/quanti fyirig budget data

tabu1ati g/qua tifying act.ua1 dat.a

tabulating/quantif ing projected data

defining a difference component between budget and actual data

causing corrective- action in the event the difference component is above a predetermined magnitude.

The medium of claim 47 wherein the predetermined magnitude is a positive figure.

The medium of claim 47 wherein the predetermined magnitude is a negative figure . 5G. The medium of any one of claims 47 to 49 wherein the budget data is quantified as a forvrard projected sequence of budget data

51. The medium of any one of claims 47 to 50 wherein the actual data is quantified as a sequence of actual data ..

52. The medium of any one of claims 47 to 51 wherein the projected data is quantified as a forward projected sequence of pro ected data.

53. The medium of any one of claims 47 to 52 wherein the sequence comprises data which is spaced at equal time periods .

5 . The medium of claim 53 wherein the equal time periods comprise a time period of one month.

55. The medium of any one of claims 47 to 54 wherein the corrective action is calculated to bring budget data substantially equal to projected data over a

correction period.

56. Th medium of claim 55 wherein the correction period is 6 months.

57. The medium of any one of claims 47 to 56 wherein the corrective actions comprise a series of corrective actions .

58. The medium of claim 57 wherein the corrective action comprise a series of data spaced at the same time periods as the projected sequence of projected data.

59. The medium of claim 57 or claim 58 where in the

corrective actions comprise a series of data spaced at the same time periods as the projected sequence o budget data .

60. The medium of any one of claims 47 to 59 including lag compensation.

61. The medium of claim 60 wherein the lag compensation is applied to the difference component in the form o correction data.

62. ft. computer system including a processor in

communication with a memory and further in

communication with input/outp t devices; said system. adapted to read computer readable media incorporatim instructions which, when executed by said processor implement a system of integrating parameters defining progression of a process from an initial condition o- a subject to a target outcome; said system producing predictive and realized data for control of said process; said system including a notional funnel in which a gradation of steps lead from, underlying said initial conditions to a desired result.

6.3. The system of claim 62 wherein said computer

dependent system generates status reports of said process as hard copy and as on-line web pages of a web site maintained b a facilitating entity. The system of claim 62 wherein said, notional funnel includes a primary and a secondary set of said gradation of steps; said secondary set providing an iterative repetition of said steps leading to said desi ed r sult.

The system of claim 62 wherein said initial condition includes a quantitative status of said subject as a comparison with like subjects.

The system of claim 62 wherein said process includes a quantitative assessment of negative parameters underlying said status; said quantitative assessment prioritising proposed solutions addressing said negative parameters.

The system of claim 62 wherein said process includes a quantitative assessment of a target status of said subject .

The system of claim 62 wherein said system further includes a demonstration of projected effects of said proposed solutions,

A non- transitory computer-readable storage medium with an executable program stored thereon; and where execution of the executable program by a processor and associated memory implements a method of

depicting a visual representation of a first data string on a display medium wherein data elements of the data string our spaced at. predetermined physical intervals one from the other; the spacing effected by selecting consecutive ones of the data elements and displaying the consecutive ones at predetermined spaced intervals on the display medium .

70. A non-transitory computer-readable storage medium with an executable program stored thereon; and where execution of the executable program by a processor and associated memory implements a method of

monitoring a system and effecting change to future performance of the system; said method comprising tabulating/quantifying^' a desired data signal

tabulating/quantif ing an actual data signal

tabulating/quantif ing a projected data signal defining a difference component between the desired data signal and the actual data sign l

71. The medium of claim 70 wherein corrective actions comprises injecting adding correction signal data to the actual signal data.

72. The medium of claim 70 or claim 71 wherein corrective action comprises adjusting projected data signal.

73. The medium of any one of claims 70 to 72 wherein

adjustment includes allowance for a lag factor.

74. The medium of claim 73 wherein the lag factor relates to delay between making an adjustment to the

projected s gnal and that adjustment affecting the actual signal ,

75. The medium of any one ot claims 70 to 74 wherein the predetermined magnitude is a positive figure.

76. The medium of any one of claims 70 to 75 wherein the predetermined magnitude is a negative figure.

77. The medium of any one of claims 70 to 76 wherein the desired data is quantified as a forward projected sequence of actual data,

78. The medium of any one of claims 70 to 77 wherein the actual data is quantified as a sequence of actual data .

79. The medium of any one of claims 70 to 78 wherein the projected data is quantified as a forward projected sequence of projected data.

80. The medium of any one of claims 25 to 34 wherein the sequence comprises data which is spaced at equal time periods .

81. The medium of claim 80 wherein the equal time periods comprise a time period of one month.

82. The medium of any one of claims 70 to 81 wherein the corrective action is calculated to bring budget data substantiall equal to projected data over a

correction period.

83. The medium of claim 82 wherein the correction period is 6 months.

84. The medium of any one of claims 70 to 83 wherein the corrective actions comprise a series of

corrective actions.

85. The medium of claim 84 wherein the corrective actions comprise a series of data spaced at the same time periods as the projected sequence of projected data.

86. The medium of claim 84 or claim 85 where in the

87. A non-transitory computer-readable storage medium with an executable program stored thereon; and where execution of the executable program by a processor and associated memory implements a method of applying organisational data input including marketing leads, sales opportunity, organisational revenues ,

organisational parameters, sales structures, product items, routes, partners and other associated

entities, attributes and associations to then be mapped, associated, and have attributes added to them as reference points and associations to then view and compare to models and projections.

88. A non-transitory computer-readable storage medium with an executable program stored thereon; and where execution of the executable program by a processor and associated memory implements a method to allow limited to complex data input and associations based on the organisational or subsidiary organisation need .

89. A non-transitory computer-readable storage medium with an executable program stored thereon; and where execution of the executable program by a processor and associated memory implements a method to allow very high end analytical processing, drill down and lock or update of data to present current and

modified views of the data obtained via the method of claim 42 or claim 43.

aggregating, mapping and associating organisational and best practice information to provide a total revenue performance view of the organisation

including ma keting_/ sales and other aspects of ganis tional per formance .

The medium of claim SO including the step of

marketing and sales .modelling and action that the method and tools provide.

A non-transitory computer-readable storage medium with an executable program stored thereon; and where execution of the executable program by a processor and associated memory drives output apparatus which depicts a visual output on a displa medium wherein data elements are spaced at predetermined physical intervals one from the other together with associated data in accordance with the method of any one of claims 1 to 15 or claims 70 to 91.

The medium and processor of claims 92 wherein said data elements are communicated via a network protocol such as TCP/IP wherein data is transmitted in the form of packets.

94. The medium arid processor of claim 93 wherein each packet includes a header portion and an associated data payload portion.

95. The medium and processor of claim 94 wherein each packet is routed to its addressed destination by means of address lookup tables stored in processing devices located elsewhere on the network.