Data Mechanics

“If the statistics are boring, then you’ve got the wrong numbers.” (Edward Tufte)

Data Mechanics are experts in gathering, presenting, and understanding customer facing data and analytics.

Working alongside the Deal Mechanic, the Data Mechanic is focused on making sure that the customer value you uncover can be correctly quantified.  We help you to use engineering first principles, cash flow models, and instantly relevant, engaging automated tools and dashboards to make your product and services’ hidden value visible to your customer – but without the high fees of an integrated Enterprise level software platform.

For the Sales Leader, this allows you to automate away the problematic, repetitive time consuming tasks of manual proposals, clunky rigid dashboards and the inevitable gaps that appear in your Enterprise software systems.

 “…IT says they can give us the dashboard we need but first we have to write a full requirements document, then after the beta test and subsequent production integration it will be available in about 9 months.”
“I don’t see why we are wasting all these hours writing perfect proposals if two thirds of our customers say ‘No’ to us anyway – can’t this be automated?”
“I don’t want to wire this up into Salesforce until it’s been proven with a few hundred customers – isn’t there a simpler and cheaper way to test this?”

Encompassing many years of experience, the Data Mechanic can apply expertise in numerous areas.

  1. MS Office based (Word, Excel, PowerPoint, Outlook) automated proposals that include cash flow modelling of savings, automatic lookups of technical data, pricing, and even flexible legal clauses. Go from weeks to minutes in response time.
  2. Automated Dashboards, KPIs and simplified sales tracking with or without the Virtual Sales Manager option
  3. Automated Customer Value Reports (as negotiating tools to defend value)
  4. Batch Data links between disparate Enterprise software systems
  5. Automated PowerPoint slide pitches based on customer Value maps

Call or email for a consultation to determine the best strategy to win a better deal, faster.

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Joseph Phelan – the data mechanic – has decades of experience navigating the boundaries between multi-faceted technical analysis and complex solution sales. He began his career as a mechanical engineering design consultant in New York City designing central cooling and heating systems. From there he pivoted into the energy efficiency field with a specific focus on automating the often complex up front calculations that inform an energy efficiency based value proposition.
Along the way, the business gap he has identified and helped to resolve is the concept of “good enough” – too often technical proposals consume far too many resources for too small a success rate. His objective has been to make proposals very light-touch, fully automated, suitable for signing, yet with minimal impact to internal resources if it is rejected. In his view, engineers should not be consumed writing proposals or tender responses but rather with developing better products.
Value cannot be accessed and realised if it cannot be quantified. Joseph’s skills are a natural complement to the Deal Mechanics team by providing the rigorous first principles basis for quantitative value assessment.
Joseph’s experiences include roles with major MNC’s in the United States and Australia.  Most recently, he has automated the proposals for Solar PV, Power Factor Correction, LED lighting, and Electric Vehicle fast charging systems for energy services companies across Asia Pacific, Europe, and North America.

He is most often engaged to analyse the gaps that lie between third party, expensive enterprise software systems and the day to day tactical analytics and customer facing documentation. Joseph has found is that it is far cheaper to completely automate and beta test these customer deliverables in a simpler MS Office environment and essentially “burn them in” with many, many customer experiences before migrating them into expensive enterprise level systems.
Joseph has lived in New York, Texas, and now Brisbane, Australia since 2005.  He holds a Bachelor of Mechanical Engineering from Manhattan College in Riverdale, New York and is a licensed Professional Engineer in the State of New York.