Improving The Data IQ of
Your Organization

11.8.2013
Bear Analytics
www.bearanalytics.com
Who We Are

Joe
Colangelo

Eric
Misic
Data…

#iaeedc
Humanity and Our Data
1 Year

2 days

10
mins

2003

2011

2013

`
5 Exobytes
Start

2002

*study conducted by Cal Berkley...
The Global Perspective
Data collection is accelerating
Data fidelity is higher

Data is a MEANINGFUL currency
Top companie...
Large Company Leadership
Lower Acquisition
Costs

Behavioral Analytics

Enhanced
Engagement
Fundamental
Thought

Data is your organizational DNA
The power of data…
FOMO

Fear of
Missing Out
The Results

VC Capital
Companies
1x1 Meetings
+15.8%
+12.5%
+7.5%
CAGR

2009

2013
A Data Focused Approach
4. Execute
3. Calculate
and Learn

1. Question
Everything

2. Take an
Inventory
Step 1
Define the Question(s)
Who is exhibiting?
Opportunities for attendees?
Most loyal sponsors?
Engagement?
!13
Interest Buckets
Marketing
Revenue
Potential new markets
Engagement
5|6|7
Philosophy
What should I know?
5 months
6 weeks
7 days
before my event…
Step 2
What are we collecting?
Who is collecting it?

Take Inventory

What is being captured?
Where is it kept?
Who manages it?
W...
Channels of Data
Collection

Membership

Social media

Registration

Web Analytics

Exhibitor prospect
list/CRM

App | Mob...
The Importance of Timing
Record transactional data
Review period-over-period
performance
Timing can power relational
data
Step 3
Simple Tools | Big Results
An example…
Exhibitor Score Card
This Year
Exhibition Data

Small

Medium

Large

Square Footage

100

250

500

Exhibit Revenue

$3,0...
Exhibitor Score Card
Last Year
Exhibition Data

Small

Medium

Large

Square Footage

100

250

500

Exhibit Revenue

$3,0...
The Tool

10 - Small
10 - Medium
10 - Large

X

4 data
points

120 data points

=
Visualize the results

Your Next Move
Classic Intel
Average Sq Ft.

22.7%
6

1,000

500

2.

750

909

-1.2%

-5.0%
1.4

250

920

125

119

2012

2013

344

42...
Revenue Model
$40,000

$30,000

Average Exhibitor +
Attendee Revenue

$31,867

$30,133

4.5%

$20,000

$10,000

-5.4%

4.6...
The Real Story
$46

$40.05

$44.10
$35.44

$35

Registration + Exhibit
per Sq Ft
$30.16

$34.62 $33.15

$23

$12

2012

20...
Competitor posturing
Understanding risk
Marketing intel

Insights
Perspective
Retrospective: the instinct
Prospective: the goal
Engineer the future you want
Follow-on Applications

Individual attendee registration
Event portfolio performance
Assessing loyalty
Step 4
Splash of Intel: Now what?

Execute
Grade Yourself
Celebrate the Wins
Efficiency
Compounds
Do Not Fear the
Findings
Remember….
Tip #1:
Define Success
Tip #2:
Pay attention to the outliers
Tip #3:
Power of Partners
Collect master reports

Emphasize data transparency
“Eat at your own restaurant”
Its time.
Dialogue.
joe@bearanalytics.com
eric@bearanalytics.com

@joecolangelo
@ericmisic
@bearanalytics

www.bearanalytics.com
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IAEE DC November 2013

  1. 1. Improving The Data IQ of Your Organization 11.8.2013 Bear Analytics www.bearanalytics.com
  2. 2. Who We Are Joe Colangelo Eric Misic
  3. 3. Data… #iaeedc
  4. 4. Humanity and Our Data 1 Year 2 days 10 mins 2003 2011 2013 ` 5 Exobytes Start 2002 *study conducted by Cal Berkley and presented by NASA in April 2013
  5. 5. The Global Perspective Data collection is accelerating Data fidelity is higher Data is a MEANINGFUL currency Top companies are using “big data”
  6. 6. Large Company Leadership Lower Acquisition Costs Behavioral Analytics Enhanced Engagement
  7. 7. Fundamental Thought Data is your organizational DNA
  8. 8. The power of data…
  9. 9. FOMO Fear of Missing Out
  10. 10. The Results VC Capital Companies 1x1 Meetings +15.8% +12.5% +7.5% CAGR 2009 2013
  11. 11. A Data Focused Approach 4. Execute 3. Calculate and Learn 1. Question Everything 2. Take an Inventory
  12. 12. Step 1
  13. 13. Define the Question(s) Who is exhibiting? Opportunities for attendees? Most loyal sponsors? Engagement? !13
  14. 14. Interest Buckets Marketing Revenue Potential new markets Engagement
  15. 15. 5|6|7 Philosophy What should I know? 5 months 6 weeks 7 days before my event…
  16. 16. Step 2
  17. 17. What are we collecting? Who is collecting it? Take Inventory What is being captured? Where is it kept? Who manages it? What is the quality of the data?
  18. 18. Channels of Data Collection Membership Social media Registration Web Analytics Exhibitor prospect list/CRM App | Mobile
  19. 19. The Importance of Timing Record transactional data Review period-over-period performance Timing can power relational data
  20. 20. Step 3
  21. 21. Simple Tools | Big Results
  22. 22. An example…
  23. 23. Exhibitor Score Card This Year Exhibition Data Small Medium Large Square Footage 100 250 500 Exhibit Revenue $3,000 $7,500 $15,000 Paid Attendees 3 5 12 Registration Dollars $1,500 $2,500 $6,000
  24. 24. Exhibitor Score Card Last Year Exhibition Data Small Medium Large Square Footage 100 250 500 Exhibit Revenue $3,000 $7,500 $15,000 Paid Attendees 3 5 12 Registration Dollars $1,500 $2,500 $6,000
  25. 25. The Tool 10 - Small 10 - Medium 10 - Large X 4 data points 120 data points =
  26. 26. Visualize the results Your Next Move
  27. 27. Classic Intel Average Sq Ft. 22.7% 6 1,000 500 2. 750 909 -1.2% -5.0% 1.4 250 920 125 119 2012 2013 344 422 Small 2012 2013 Medium 2012 2013 Large **derived from real user data
  28. 28. Revenue Model $40,000 $30,000 Average Exhibitor + Attendee Revenue $31,867 $30,133 4.5% $20,000 $10,000 -5.4% 4.6% $12,181 $12,726 $5,006 $5,237 2012 2013 Small 2012 2013 Medium 2012 2013 Large **derived from real user data
  29. 29. The Real Story $46 $40.05 $44.10 $35.44 $35 Registration + Exhibit per Sq Ft $30.16 $34.62 $33.15 $23 $12 2012 2013 Small 2012 2013 Medium 2012 2013 Large **derived from real user data
  30. 30. Competitor posturing Understanding risk Marketing intel Insights
  31. 31. Perspective Retrospective: the instinct Prospective: the goal Engineer the future you want
  32. 32. Follow-on Applications Individual attendee registration Event portfolio performance Assessing loyalty
  33. 33. Step 4
  34. 34. Splash of Intel: Now what? Execute
  35. 35. Grade Yourself
  36. 36. Celebrate the Wins
  37. 37. Efficiency Compounds
  38. 38. Do Not Fear the Findings
  39. 39. Remember….
  40. 40. Tip #1: Define Success
  41. 41. Tip #2: Pay attention to the outliers
  42. 42. Tip #3: Power of Partners Collect master reports Emphasize data transparency “Eat at your own restaurant”
  43. 43. Its time.
  44. 44. Dialogue. joe@bearanalytics.com eric@bearanalytics.com @joecolangelo @ericmisic @bearanalytics www.bearanalytics.com
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