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Student spreadsheet for product 9B15N001.

Spreadsheet supplement for case 215047.

This are Excel spreadsheets of Exhibit 3-6 from the InsightSquared: Developing the Sales and Marketing Plan case #816074.

Spreadsheet Supplement for Case KEL932.

Spreadsheet supplement for case 216023.

In this exercise, you will examine the cash flow implications of different operating model assumptions and the effect that this has on financing decisions.

Instructor spreadsheet for product 8B16N004.

Spreadsheet Supplement for case W15136.

Student spreadsheet for product W16049.

Student spreadsheet for case KEL942.

Spreadsheet supplement for case 916503.

ScaleneWorks People Solutions LLP (ScaleneWorks), is a Bangalore-based talent management company, which commenced its operations in the summer of 2010 with a vision to build an organization of great value and be among the most respected talent acquisition solution providers globally. Sanjay Shelvankar, CEO of ScaleneWorks was considering the use of an analytical approach to predict renege. Past data from Indian IT companies revealed that 30% of the candidates did not join the company after offer acceptance, which significantly increased the overall cost of recruitment. Sanjay wondered if Analytics could possibly help in identifying the key drivers that influence a candidate in either joining/not-joining a company after accepting the offer, as it would largely help clients save both cost and time. However, there was a risk involved: any error in this prediction could turn out to be a costly affair, as the client could ''wrongly'' reject a potential candidate even without interviewing him/her.

Flipkart, the poster child of Indian e-commerce, was an early entrant in the nascent Indian e-commerce market and quickly established itself as the leading company in this space. Flipkart has grown into an online retail giant, valued at over USD 15.2 billion as of 2015. Flipkart has been selling over 30 million products from more than 50,000 sellers in 70+ categories as well as has 30 exclusive brand associations with in-a-day guarantee in 50 cities and same-day guarantee in 13 cities. Flipkart was 33,000 people strong and had over 50 million registered users with over 10 million daily visits and 8 million shipments per month. Flipkart has been putting in much effort and emphasis on the use of Analytics in every aspect of decision making. Headed by Ravi Vijayaraghavan, the analytics team had over 100 data scientists in 2015. Customer churn is a major concern for Flipkart since it has direct impact on Customer Lifetime Value (CLV). CLV is an important measure to differentiate customers, which can further help the organization to manage them effectively. The main challenge in calculating the lifetime value of customers of e-commerce companies such as Flipkart is that the exact life of the customer is unknown owing to data truncation, that is, the actual point in time of customer churn, which may not be identified in e-commerce, since there would be no prior communication from the customer about the churn. Hence, traditional models of CLV calculation may not be appropriate for e-commerce companies such as Flipkart.

Student spreadsheet for product W16048.

Student spreadsheet for product 9B15N002.

Spreadsheet supplement for case 214084.

Spreadsheet supplement for case 916516.

Excel spreadsheet for students.