Bring Analytics to Life with Passionate Business UptakeElizabeth Elhassani

Challenge: Create a culture of analytics

The Problem: How do I create interest and 100% uptake of predictive analytics, big data, business intelligence, etc. in our business or with our clients?

We hold the keys to business growth

The Challenge and Problem

2

5 keys to create a culture of analytics:

3

1. Figure out implementation 1st

2. C-suite support

3. Suck it up and sell

4. Tie results to revenue

5. Communicate, communicate, communicate

Algorithm housed in

HPCC

Accounts likely to attrite flagged

Alerts sent to Sales

Sales receives alerts in

dashboard (OBIEE)

Sales records outcome

Fed back into HPCC HPCC (High Performance Computing Cluster) is a massive parallel-processing computing platform that solves Big Data problems

Open Source:www.hpccsystems.com

Figure out implementation 1st

Figure out implementation 1st

Get C-suite support for major initiatives

Get a sponsor as high up the food chain as you can

Why is this important?

Other initiatives will trump your efforts Resources will shift Focus will shift

A strong voice removes roadblocks

Suck it up, you have to sell

Why? The business, clients, executives, etc. don’t know what they don’t know

• Learn the business

• Speak in their language not yours

• If you completed an initiative in one business unit, demo it in another

• Show mock-ups of delivery pieces

• Never overpromise… they will lose faith

Tie results to revenue…

8

6%

12%

Actioned Control

Attrition Rate (# of accounts)

52% drop

If the ACTIONED population had attrited at the rate of the CONTROL population…

• We would have lost $131k, rather than the $93k of actual attrition

• Result: $40k of

annualized incremental revenue

TIE TO REVENUE

Communicate, communicate, communicate

• Do a roadshow. Share results up the food chain and across business units.

• Send email updates so it is not forgotten• Jump into other team meetings• Request announcements be put into newsletters • Communicate frequently and consistently

Review: 5 keys to create a culture of analytics

10

1. Figure out implementation 1st

2. C-suite support

3. Suck it up and sell

4. Tie results to revenue

5. Communicate, communicate, communicate