JP2012118612A - Marketing proposal support system - Google Patents

Abstract

PROBLEM TO BE SOLVED: To provide a marketing proposal system for achieving efficient business activities to analyze the trend of an enterprise proposed in the past, and to search the enterprise matched with the trend for efficiently and accurately searching an enterprise as the target of marketing.SOLUTION: In this marketing proposal support system for calculating a customer target list which can be utilized for business activities in the future based on the past proposal results, data are normalized and written from financial information EDINET reported on a WEB, and a characteristic KPI utilizing six sigma (6σ) for weighting for calculating the trend of an enterprise is calculated, and the enterprise matched with the KPI is searched from a customer table based on the calculation result of the KPI.

Description

  The present invention relates to a proposal support system that realizes improvement of proposal accuracy by searching for similar companies based on customer information proposed / ordered in the past.

When developing a business in a new market, it is necessary to analyze the company and select an optimal solution, and it takes a considerable amount of man-hours to make an actual proposal. For example, when developing solutions and products for sale to customers, we conduct accounting analysis and company analysis from the management indicators of each company in order to grasp the appropriate market for that solution, and check whether the solution and the management issues of the company match. It needs to be analyzed. As a proposal for corporate analysis, when the value of the company is far from the actual situation and the true ability of the company cannot be seen, the company's value is analyzed from management information on the WEB, and the published corporate value rank A mechanism for calculating the difference in actual corporate value has been proposed. This method is effective when promoting proposals for value that suits the company, but in most cases, it is not possible to determine whether a proposal can be made based only on company value. There is a possibility that it does not lead to support to judge whether it is suitable.

JP 2006-172027 A

  When a company makes a proposal to a customer, the sales department first analyzes each company, creates an action plan for each company, and can only conduct sales activities after obtaining an agreement from the technical department. For this reason, it is necessary for the sales person to analyze before starting the sales activity, so the work is inefficient and man-hours are required. The present invention provides a marketing proposal system that realizes efficient sales activities that analyze the trend of the performance of companies that have been proposed in the past and search for companies that match the trend in order to efficiently and accurately search for the company that is desired to sell. provide.

  In the present invention, in a marketing proposal support system that calculates a customer target list that can be utilized for future sales activities based on past proposal results, data is normalized and written from financial information EDINET posted on the WEB, and the tendency of the company In order to calculate the value, a characteristic KPI that uses six sigma (6σ) for weighting is calculated, and companies matching the KPI are searched from the customer table based on the calculation result of KPI.

  According to the present invention, it is possible to reduce proposal man-hours and improve order accuracy for a proposing company. It can also be used by client companies for trend analysis and countermeasures in the customer's business field.

It is a figure which shows the structure of the marketing proposal system of this invention. It is a block diagram which shows an example of the hardware constitutions of the server 100 of this invention. It is a figure which shows an example of the hardware constitutions of the user terminal 101 of this invention. It is a layout figure and example of data of a customer object table of the present invention. It is a layout figure and example of data of a financial statement table of the present invention. It is the layout figure and data example of the financial statement deviation table of this invention. It is a layout figure and data example of a company average table of the present invention. It is the layout figure and data example of the work table of this invention. It is a layout figure and data example of a KPI table of the present invention. It is a layout figure and data example of the similar company table of this invention. It is a flowchart which shows the outline | summary of the object company reading process of this invention. It is a flowchart which shows the outline | summary of the tendency calculation process of this invention. It is a flowchart which shows the outline | summary of the similar company search process of this invention. It is a flowchart which shows the outline | summary of the similar company narrowing-down process of this invention. It is a layout figure of the similar company search screen of this invention.

Hereinafter, an embodiment of the present invention will be described in detail with reference to the drawings.
(Overall system configuration)
FIG. 1 is a diagram showing an overall configuration of a marketing support system according to the present embodiment. The marketing support system according to the present embodiment is a client / server computer system, and is configured by connecting a plurality of user terminals 101 and a server 100 to a network 104. The server 100 is configured to be connected to a financial network EDINET (Electronic Disclosure for Investors' NETwork) 102 and a global network 103 posted on the WEB. The financial statement EDINET 102 is a data server in which financial statements of each company are stored.

  FIG. 2 is a block diagram illustrating an exemplary hardware configuration of the server 100. The server 100 includes a control unit 201 such as a CPU, a storage unit 200 that stores programs and various data executed by the control unit 201, and a network interface that transmits and receives information to and from the user terminal 101 via the network 104. Part 203. The storage unit 200 of the server 100 includes a target customer list display function 204, a trend calculation function 205, a similar company search function 206, a similar company narrowing function 207, a customer target table 208, a financial statement table 209, a financial statement deviation table 210, and an entire company. An average table 211, a work table 212, a KPI (Key Performance Indicator) table 213, and a similar company table 214 are stored.

  The target customer list display function 204 includes a function for receiving information on the customer target list via the network 104, a function for determining whether the received customer target list information exists in the financial statement EDINET 102, and information on the customer target list. If it exists in the financial statement EDINET 102, it has a function of displaying information on the customer target list in the customer target list 1502 of the display unit 300 of the user terminal 101.

  The trend calculation function 205 has a function of calculating three types of characteristic KPIs from the information of the customer target list and a function of displaying the characteristic KPIs calculated in the trend list 1504 of the display unit 300 of the user terminal 101. .

  The similar company search function 206 searches the information of the financial statement EDINET 102 using the characteristic KPI obtained by the trend calculation function 205 as a key, and searches for a company that matches the characteristic KPI on the display unit 300 of the user terminal 101. It has a function of displaying in the search list 1506 of similar companies.

  The similar company narrowing function 207 has a function of narrowing down the similar company search list 1506 obtained by the similar company search function 206 using the similar company narrowing option 1507.

FIG. 3 is a block diagram illustrating an example of a hardware configuration of the user terminal 101. The user terminal 101 includes a display unit 300 such as a display, an input unit 301 such as a keyboard and a mouse, a control unit 302, a storage unit 304 that stores programs and data for processing executed by the control unit 302, and a network 101. And a network interface unit 303 that transmits and receives information to and from the server 100. The storage unit 304 of the user terminal 101 stores a screen display function 305 and a data transmission function 306.
(Table structure)
FIG. 4 is a data configuration diagram of the customer target table 208. The customer target table 208 stores a customer target list proposed in the past and its business type. The customer target table 208 stores a company ID 400 for uniquely identifying a company, information indicating a company name 401 and a business type 402 in association with each other. The company ID 400 stores information on the EDINET code of the financial statement EDINET 102 posted on the WEB. The company name 401 stores the company name corresponding to the EDINET code, and the industry 402 stores the industry corresponding to the EDINET code.

  FIG. 5 is a data configuration diagram of the financial statement table 209. The financial statement table 209 stores the values of financial statements registered on EDINET for each company. A company ID 500 that uniquely identifies the company, a company name 501 corresponding to the company ID 500, an industry 502 corresponding to the company ID 500, an actual measurement value KPI1 (503), KPI2 (504), KPI3 of each item of the financial statements corresponding to the company ID 500 (505), KPI4 (506), KPI5 (507), KPI6 (508), and KPI7 (509). The values of the financial information EDINET 102 are copied to KPI1 (503) to KPI7 (509) of the financial statement table 209 using the company ID 500 as a key via the global network 103.

  FIG. 6 is a data configuration diagram of the financial statement deviation table 210. The financial statement deviation table 210 stores a deviation value of each value of the financial statement in the financial statement table 209. Company ID 600 for uniquely identifying the company, company name 601 corresponding to company ID 600, industry 602 corresponding to company ID 600, KPI1 deviation value 603, KPI2 deviation value 604, KPI3 deviation value 605, KPI4 deviation value 606, KPI5 deviation value 607 , KPI6 deviation value 608 and KPI7 deviation value 609. The KPI1 deviation value 603 to KPI7 deviation value 609 stores deviation value calculation results from KPI1 (503) to KPI7 (509) of the financial statement table 209 and the company-wide average 701 of the company-wide average table 211 described later.

  FIG. 7 is a data configuration diagram of the company-wide average table 211. The company-wide average table 211 stores the average value and standard deviation of each KPI of all companies stored in the financial statement table 209. It consists of a KPI name 700 that uniquely identifies the KPI, a company-wide average 701, and a company-wide standard deviation 702. The company-wide average 701 stores the average value of the results output using KPI1 (503) -KPI7 (509) of the financial statement table 209 as a search condition, and the company-wide standard deviation 702 is KPI1 (503) to KPI7 of the financial statement table 209. The standard deviation of the result output using (509) as a search condition is stored.

  FIG. 8 is a configuration diagram of the work table 212. The work table 212 is a table that stores calculation results for calculating the tendency of similar companies. KPI name 800 for uniquely identifying the KPI, target enterprise deviation value average (e) 801 corresponding to the KPI name 800, edit data corresponding to the KPI name 800 (deviation of deviation value average) | e-50 | Deviation average (e) deviation from average value (50)) 802, target enterprise deviation value standard deviation (σ) 803 corresponding to KPI name 800, trend calculation condition corresponding to KPI name 800 | e-50 |- 6σ (difference between “deviation” and 6 times the standard deviation) (804), and a target flag 805 corresponding to the KPI name 800. The means for registering each item will be described later with reference to a flowchart showing the processing of the trend calculation function 205. The target flag 805 is a flag given to the KPI name that matches the trend calculation condition, and numbers are assigned in the order that matches the condition.

  FIG. 9 is a configuration diagram of the KPI table 213. The KPI table 213 is a table that stores the tendency calculation results of similar companies. It consists of a KPI name 900 for uniquely identifying the KPI, a comparison 901, and a numerical value 902. The comparison 901 stores a comparison operator according to the condition from the result of the work table 212, and the numerical value 902 stores a numerical value corresponding to the comparison 901 from the result of the work table 212. The comparison 901 is a comparison result between the average value (50) of the normal distribution and the target enterprise deviation value average (e) 801. A numerical value 902 is a correction place for an average value (50) of a normal distribution as a comparative reference. The means for registering each item will be described later with reference to a flowchart showing the processing of the trend calculation function 205.

FIG. 10 is a configuration diagram of the similar company table 214. The similar company table 214 stores companies that match the trend after calculating the trend of the similar company. Company 1 (1000), Company 2 (1001), Company 3 (1002), Company 4 (1003), and Company 5 (1004). The number of data in the similar company table 214 is 3, and the company stored in the final data in the third row is calculated as a similar company. That is, as a result of narrowing down by KPI in three stages, the remaining companies are calculated as similar companies. In this embodiment, narrowing is performed in three stages, but the number of narrowing stages is arbitrary, and the number of narrowing stages is preset.
(Processing flow)
FIG. 11 is a flowchart showing the processing of the target customer list display function 204. First, a similar company selection screen (FIG. 15) is displayed on the display unit 300 of the user terminal 101. Screen components used in the target customer list display function 204 will be described later with reference to FIG. Here, when the operator inputs information from the user terminal 101 to the customer target list reading area 1500 using the input unit 301 and performs an operation of pressing the execution button 1501, the information of the customer target list is changed to the user. The data is transmitted from the terminal 101 to the server 100 via the network 104. The target customer list display function 204 of the server 100 receives information on the customer target list via the network 104. (Step S1101)
Next, the target customer list display function 204 refers to the information of the financial statement EDINET 102 via the global network 103 and performs processing to confirm whether the company name of the received customer target list exists in the financial statement EDINET 102. (Step S1102)
Next, the target customer list display function 204 displays the customer target list 1502 as a similar company selection screen (FIG. 15) on the display unit 300 of the user terminal 101 when the company name of the customer target list exists in the financial statement EDINET 102. The customer target list information is displayed, the EDINET code of the financial statement EDINET102 posted on the WEB is stored in the company ID 400 of the target customer table 208, and the company name corresponding to the EDINET code is stored in the company name 401. The business type corresponding to the EDINET code is stored in the business type 402. (Step S1103)
Next, the target customer list display function 204 displays a customer target list as a similar company selection screen (FIG. 15) on the display unit 300 of the user terminal 101 when the company name of the customer target list does not exist in the financial statement EDINET 102. The customer list information 1502 is not displayed. (Step S1104)
(Processing flow)
FIG. 12 is a flowchart showing the processing of the trend calculation function 205. First, a similar company selection screen (FIG. 15) is displayed on the display unit 300 of the user terminal 101. The screen components used in the trend calculation function 205 will be described later with reference to FIG. Here, when the operator performs an operation of pressing the trend calculation button 1503 using the input unit 301 from the user terminal 101, information on the customer target list 1502 is transmitted from the user terminal 101 to the server 100 via the network 104. Sent to. (Step S1201)
Next, the trend calculation function 205 searches the information of the financial statement EDINET 102 via the global network 103 by using the company ID 400 of the target customer table 208 as a key, and each KPI of the financial statement EDINET 102 is searched for KPI1 (503) ˜ The data is stored in KPI 7 (509) (step S1202).

Next, the trend calculation function 205 calculates an average value and standard deviation from all data of KPI1 (503) stored in the financial statement table 209, and sets KPI1 (503) to KPI name 700 in the company-wide average table. The average value is stored in the average 701, and the standard deviation is stored in the company standard deviation 702. Similar processing is repeated from KPI2 (504) to KPI7 (509). (Step S1203)
Next, the trend calculation function 205 stores the KPI deviation value of each company from the company standard deviation value 702 of the company average table 211 in the KPI1 deviation value 603 to KPI7 deviation value 609 of the financial statement deviation value table 210. (Step S1204)
Next, the trend calculation function 205 calculates the average deviation value of companies that match the company ID 400 of the customer target table 208 from the KPI1 deviation value 603 to KPI7 deviation value 609 of the financial statement deviation value table, and the target company deviation value of the work table 212. Store in average (e) 801. (Step S1205)
Next, the trend calculation function 205 stores the absolute value obtained by subtracting 50 from the target enterprise deviation value average (e) 801 of the work table 212 in the edit data | e-50 | 802 of the work table 212. (Step S1206)
Next, the trend calculation function 205 uses the KPI1 deviation value 603 to KPI7 deviation value 609 in the financial statement deviation value table 210 as the target company deviation value in the work table 212 as the standard deviation of the company that matches the company ID 400 in the customer target table 208. Stored in the standard deviation (σ) 803. (Step S1207)
Next, the trend calculation function 205 subtracts a value obtained by multiplying the target company deviation value standard deviation (σ) 803 by 6 from the edit data | e-50 | 802 of the work table 212, and the trend calculation condition of the work table 212 | e−50 | −6σ (804). (Step S1208)
Next, when the value of the trend calculation condition | e-50 | −6σ (804) of the work table 212 is greater than 1, the tendency calculation function 205 adds 1 to the target flag 805 of the work table 212 (the selected order). And the corresponding KPI name is stored in the KPI name 900 of the KPI table 213. Here, the value of the trend calculation condition is compared with “1” that is the standard value of the standard deviation of the normal distribution. The same applies to the following.

  Next, when the value of the target enterprise deviation value average (e) 801 in the work table 212 is larger than 50, “>” is stored in the comparison 901 of the KPI table 213, and the target enterprise deviation value average (e) is stored in the numerical value 902. A value obtained by subtracting a value obtained by multiplying the target enterprise deviation value standard deviation (σ) 803 by 6 is stored in 801.

  If the value of the target enterprise deviation value average (e) 801 of the work table 212 is smaller than 50, “<” is stored in the comparison 901 of the KPI table 213, and the target enterprise deviation value average (e) 801 is the numerical value 902. A value obtained by adding a value obtained by multiplying the company deviation standard deviation (σ) 803 by 6 is stored.

  When the value of the trend calculation condition | e-50 | -6σ (804) of the work table 212 is smaller than 1 (KPI2 to KPI5), the next KPI is processed without performing the process.

The process is repeated until a predetermined 3 is stored in the target flag 805 of the work table 212 (until narrowing down is performed in three stages). Next, when 3 does not exist in the target flag 805 of the work table 212, the target enterprise deviation value standard deviation (σ) 803 of the work table 212 is sorted in ascending order, and the smallest target enterprise deviation value standard deviation (σ) 803 is obtained. The target enterprise deviation value average (e) 801 of the existing row is stored in the numerical value 902 of the KPI table 213, and “=” is stored in the comparison 901. Further, a value obtained by adding 1 to the target flag 805 of the work table 212 is stored. (Step S1209)
Next, the trend calculation function 205 displays all information of the KPI table 213 in the trend area 1504 as a similar company selection screen (FIG. 15) on the display unit 300 of the user terminal 101.
(Processing flow)
FIG. 13 is a flowchart showing the processing of the similar company search function 206. First, a similar company selection screen (FIG. 15) is displayed on the display unit 300 of the user terminal 101. Screen components used in the similar company function 206 will be described later with reference to FIG. Here, when the operator performs an operation of pressing the company search button 1505 using the input unit 301 from the user terminal 101, information on the trend list 1504 is transmitted from the user terminal 101 to the server 100 via the network 104. Sent.

Next, the similar company search function 206 uses the KPI1 deviation value 603 to KPI7 deviation value 609 in the financial statement deviation value table 210 to determine the condition of the KPI name 900 (KPI1), comparison 901, and numerical value 902 in the first line of the KPI table 213 ( In the example, the company ID 600 that matches KPI1 <48.89) is searched, and the matched companies are stored in the company 1 (1000) to the company 5 (1004) in the first row of the similar company table 214 for the number of matches. (Step S1301)
Next, the similar company search function 206 uses the KPI 1 deviation value 603 to KPI 7 deviation value 609 in the financial statement deviation value table 210 to determine the KPI name 900 (KPI 6), comparison 901, and numerical value 902 in the second line of the KPI table 213 ( In the example, the company ID 600 that matches KPI6 <45.26) is searched only for the company that matched in step S1301, and the matched company is searched for company 1 (1000) to company 5 (1004) in the second row of the similar company table 214. ) Is stored for the number of matches. (Step S1302)
Next, the similar company search function 206 uses the KPI1 deviation value 603 to KPI7 deviation value 609 in the financial statement deviation value table 210 to obtain the KPI name 900 (KPI4), comparison 901, and numerical value 902 conditions in the third line of the KPI table 213 ( In the example, the company ID 600 that matches KPI4 = 44.29) is searched only for the company that matched in step S1302, and the matched company is searched for company 1 (1000) to company 5 (1004) in the third row of the similar company table 214. ) Is stored for the number of matches. (Step S1303)
Next, the similar company search function 206 displays a similar company selection screen (FIG. 15) on the display unit 300 of the user terminal 101, and the similar company search list 1506 includes the companies 1 (1000) to 5 in the third line of the similar company table 214. From (1004), the corresponding company name is displayed. (Step S1304)
(Processing flow)
FIG. 14 is a flowchart showing the processing of the similar company narrowing function 207. First, a similar company selection screen (FIG. 15) is displayed on the display unit 300 of the user terminal 101. The screen components used in the similar company narrowing function 207 will be described later with reference to FIG. Here, when the operator performs an operation of pressing the narrow down button 1509 using the input unit 301 from the user terminal 101, information on the similar company narrowing option 1507 and information on the business selection list box 1508 are displayed in the user terminal. 101 to the server 100 via the network 104. (Step S1401)
Next, the similar company narrowing function 207 proceeds with the processing based on the received information of the similar company narrowing option 1507. If the similar company narrowing option 1507 is designated as one side of the range, the default search method is used, and the same processing as in FIG. 13 is performed. When the similar company narrowing option 1507 is designated on both sides of the range, and the target company deviation value average (e) 801 of the work table 212 is smaller than 50, the search condition is the target company deviation value average (e) 801 <KPI of the KPI table 213 Name 900 <Numerical value 902 of KPI table 213 is searched for a matching company from the financial statement deviation value table 210, and the matched company name 601 is displayed on the display unit 300 of the user terminal 101 as a similar company selection screen (FIG. 15). It is displayed on the company search list 1506. Here, the KPI name 900 having the value of the target enterprise deviation value average (e) 801 is searched between the target enterprise deviation value average (e) 801 and the numerical value 902 of the KPI table 213. The same applies to the following.

  Next, when the similar company narrowing option 1507 is specified for both sides of the range and the target company deviation value average (e) 801 of the work table 212 is larger than 50, the search condition is the target company deviation value average (e) 801> As a KPI name 900 in the KPI table 213> a numerical value 902 in the KPI table 213, a matching company is searched from the financial statement deviation value table 210, and the matching company name 601 is displayed on the display unit 300 of the user terminal 101 as a similar company selection screen (see FIG. 15) is displayed in the similar company search list 1506.

Next, when the similar company narrowing option 1507 is designated as a match, the search condition is set as the KPI name 900 of the KPI table 213 = the numerical value 902 of the KPI table 213, and a matching company is searched from the financial statement deviation value table 210. The company name 601 is displayed in the similar company search list 1506 as a similar company selection screen (FIG. 15) on the display unit 300 of the user terminal 101. (Step S1402)
Next, the similar company narrowing down function 207 uses the information in the business selection list box 1508 and the information in the similar company search list 1506 as search conditions to match the information in the similar company search list 1506 and the company name 501 in the financial statement table 209. In addition, the similar company search list is displayed on the display unit 300 of the user terminal 101 as the similar company selection screen (FIG. 15) with the company name 501 in the line where the information in the business selection list box 1508 matches the business type 502 of the financial statement table 209. 1506 is displayed. (Step S1403)
(screen structure)
FIG. 15 is a similar company selection screen displayed on the display unit 300 of the user terminal 101. The similar company selection screen includes a customer target list reading area 1500, an execution button 1501, a customer target list area 1502, a trend calculation button 1503, a trend area 1504, a company search button 1505, a similar company search area 1506, a similar company narrowing option 1507, and a business. It consists of a selection list box 1508 and a narrow down button 1509. A customer target list reading area 1500 and an execution button 1501 are used to implement the target customer list display function 204. A customer target list area 1502, a trend calculation button 1503, and a trend area 1504 are used to search for a company to implement the trend calculation function 205. A button 1505, a similar company search area 1506, a similar company search option 1507 for realizing the similar company search function 206, a business selection list box 1508, and a narrow down button 1509 are screen components for realizing the similar company search function 207. It has become.

100 Server 101 User terminal 102 Financial information EDINET
103 Global Network 104 Local Network 200 Storage Unit 201 Control Unit 202 Output Unit 203 Network Interface Unit 204 Target Customer List Display Function 205 Trend Calculation Function 206 Similar Company Search Function 207 Similar Company Narrowing Function 208 Customer Target Table 209 Financial Statement Table 210 Financial Statement Deviation value table 211 Company average table 212 Work table 213 KPI table 214 Similar company table 300 Display unit 301 Input unit 302 Control unit 303 Network interface unit 304 Storage unit 305 Screen display function 306 Data transmission function.

Claims (5)

A marketing proposal support system that calculates a customer target list that can be used for future sales activities based on past proposals.
Means for normalizing and writing data from the financial information EDINET posted on the WEB;
A characteristic KPI calculation means that uses six sigma (6σ) for weighting in order to calculate the trend of the company,
Based on the KPI calculation, having a means for searching for a company matching the KPI from the customer table,
Marketing proposal support system characterized by that. The marketing proposal support method in the management server connected to the data server storing the financial information of the company that is the customer and the user terminal via the network is as follows:
Obtaining a customer list from the user terminal;
Extracting at least one characteristic evaluation index from the customer list;
Searching for at least one similar company from the data server based on the characteristic evaluation index;
A marketing proposal support method, wherein the retrieved at least one company is narrowed down based on a degree of similarity. A program for executing a marketing proposal support method performed by a management server connected to a data server storing financial information of a company that is a customer and a user terminal via a network, the method comprising:
Obtaining a customer list from the user terminal;
Extracting at least one characteristic evaluation index from the customer list;
Searching for at least one similar company from the data server based on the characteristic evaluation index;
A program for narrowing down the searched at least one company based on a degree of similarity. When narrowing down the retrieved at least one company based on a similar degree,
From the financial statement table of each company acquired from the data server, the deviation value for each characteristic evaluation index in each company is calculated,
Based on the calculated deviation value, a company average value of the deviation value is calculated for each characteristic evaluation index,
For each of the characteristic evaluation indices, a search is made from the financial statement table for a company name in which a difference from the company-wide average value of the deviation value satisfies a predetermined condition,
The marketing proposal support method according to claim 2, wherein the search result is displayed on the user terminal as a similar company.   5. The marketing proposal support method according to claim 4, wherein the search for the similar companies is performed in multiple stages by a predetermined number of stages based on at least one of the characteristic evaluation indexes to narrow down the similar companies. .

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