|  16.08.2016

Well-managed Data Will Drive Revenue, Reduce Costs and Mitigate Risks

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Q: How easy is it for managers who are business minded to use analytics tools?

Daniel Pana:Managers should determine the people around them to be more analytical. Most importantly, they follow through and put analytics to work in their decisions and actions.

Analytics are for all of us as we become more data-driven and analytical in our thinking and our work, it is no longer the exclusive province of statisticians and specialists. Leading the way are people Gartner terms as ‘citizen data scientists.’ They can’t do everything the PhDs can, but they are highly analytical – capable of sourcing data, using more sophisticated tools, and communicating to the PhDs what else they need.

Ten years ago, ‘forecasting’ often meant the budget process. And if you said ‘predictive analytics’, people’s eyes might glaze over. Today, managers recognize what analytical models can help us do – anticipate customer responses, predict customer or employee attrition, optimize allocation of resources of all kinds, make smarter decisions faster. Managers may not be able to build the complex models and simulations by themselves, but they can appreciate and capitalize on the outputs of advanced analytics.

Enabling people to access data is one thing. But empowering them to do something intelligent with the data, that’s democratization of analytics. That’s saying, ‘I don’t want you to look just at the total sales by product by region. I want you to determine which combinations are the most profitable. What’s the forecast? What can you change to improve sales?’ That just described elements of descriptive, predictive, and prescriptive analytics. How are we doing, what’s likely to happen, and what should we do to get to the best place possible? At the end of the day, it is all about the analytical attitude that managers have and not about their technical knowledge.

In addition, we can now bring more of the vast amount of unstructured data into the analytical mix. That data has always been there, but now we can work with it. What customers say to our call center representatives, what tech support specialists are writing down as they work, what people are posting on social media – that’s all unstructured text with potential richness of information. Now we can work with it through text analytics, sentiment analysis, and predictive modeling.


Q: What can we expect from the Analytics Experience 2016 in Rome, having in mind the Analytics Experience of the past years for Romania?

Daniel Pana:I am inviting our readers to participate at Analytics experience 2016 in Rome and they will get a 360 view of what European experts’ thoughts are in this respect (For more information and for registration, please access the QR Code at the end of the interview).

As for Romania, for sure we are going to face a higher utilization, a need for collaborative analytics, better and faster data access, streaming, cleaning and enhancing the data helping insight business driven decision process.

Learn more from our past, using historical data and perform better. Large companies from Romania don’t pay enough attention to the quality of the data. Within an organization, acceptable data quality is crucial to operational and transactional processes and to the reliability of business analytics reporting. Data quality is affected by the way data is entered, stored and managed. So, understanding the nature of your data and identifying the relationships between various data objects should be our focus in 2016.


Q: It is believed that behavioral insights cannot be separated from tech innovation. Can you offer an alternative scenario – what would it mean for businesses to separate behavioral insights from tech innovation?

Daniel PanaBehavioral insights is based on the premise that people are not always the rational, self-interested decision makers described in standard economics textbooks. We know from our own lives that we often fail to do what's best for us, despite our best intentions – be it exercising more, saving money or eating healthily. We can use this understanding of how humans really behave in everyday life to help design and implement better.

Analytics gives a holistic and human point of view of data which connects individual disparate data points in order to tell a story of how, what and why a particular event happened. There’s no separation between being a thought leader and an analytics guru. True innovation and breakthroughs happen in a broader analytics environment. One where you have the freedom to be both business- and technical-minded. Without boundaries, you can create a custom experience that delivers your perfect mix of thought leadership, analytics strategies, learning and connecting.

One more indication that no alternative scenario is possible is IOT penetration into daily life.


Q: How can executive leaders benefit from things related to analytics like forecasting, risk analytics, marketing analytics, fighting fraud?

Daniel PanaAs I said before, every organization should depend on reliable data. Managed well, it will drive revenue, reduce costs and mitigate risk. Managed poorly, it can lose customers, inflate costs and expose businesses to increasing levels of risk. One way to measure the benefits of forecasting is to see how much would have been lost if the forecast was not accurate. Another way to measure them is how much would have been gained (or saved) with improved forecasts.

No matter how your organization prioritizes risk, there are methodologies and best practices to help you establish a risk-aware culture, optimize capital and liquidity, and meet regulatory demands. Risk analytics ensure greater efficiency and transparency, strike the right balance between short- and long-term strategies and confidently address changing regulatory requirements.
Marketing Analytics is about understanding each customer’s path to purchase – no matter how fragmented, optimize each customer journey and engage and delight customers throughout those journeys.

The benefits from analytics are huge regardless the industry or the vertical you go.


QFrom an executive point of view, taking into consideration ‘the new business equation’, what are the most important variables in terms of using the analytics tools in the future? What should we understand about this equation?

Daniel Pana:The most important aspect that will determine how the analytics tools will be used in the future is the culture of the organization. Organizations starting to build a culture driven by curiosity and sustained by analytics will be the ones molding the analytics tools, in the future. The ownership will shift more and more to the business user who will leverage the data and convert it into actionable insights for the benefit of the whole organization. So, it’s the business which now needs to have access to the right information, at the right time and context in order to build a lasting analytics-driven culture. 

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