InfiniteInsight® Contributes 5% of MonotaRO’s Annual Revenues

Challenges

• The B2B company needed a way to better match and market its 1,200,000 products to its 600,000 customers.
• MonotaRO needed to gain insight into its diverse customer base, made up of small to mid-size companies spanning such industries as piping, machinery, electrical, chemical, painting, automotive and food.
• Required a predictive analytics tool that could scale with the company’s rapid growth, as well as the changing marketplace and customer buying habits.
• Needed a way to improve targeting accuracy of catalogs, pamphlets and online recommendations. 
• Previous predictive analytics solution required more than a month for data preparation and another 2-3 weeks to build a single model.
• No in-house statisticians and only a single business analyst to support predictive modeling.

Solutions

• Standardized on InfiniteInsight® to analyze data, discover rules and patterns, and create predictive models.
• Leveraging predictive modeling’s first-ever semantic layer to streamline data preparation and automatically generate analytical data sets with over 2,500 explanatory variables and aggregates from over 12 million transactions and 600,000 customer records.
• Automated predictive modeling to eliminate manual, time-consuming processes that were prone to error.
• Integrated predictive models with Unica, the company’s campaign management solution.

Results

• Predictive analytics contributes over $5 million dollars a year or 5% of the company’s annual revenue.
• InfiniteInsight® optimizes over 500 marketing campaigns a year for customer acquisition as well as cross-sell/up-sell to active customers.
• A superior ability to accurately address rapidly changing market conditions and customer preferences.
• Supporting campaigns across a wide range of sales channels including fax, email, catalogs, pamphlets and the corporate website.
• Able to vastly improve product assortment and offerings by identifying actionable trends/patterns.
• Up to a 200% increase in sales with campaigns backed by InfiniteInsight® predictive analytics.
• Boosted model productivity by over 1000%.