PrADS Introduction & offerings 2017

Business Analytics –
Solutions & Services
Giving you a Decisive Edge

At the end of the day, all businesses want the same thing
Higher Revenue
Lower Cost
Optimal Risk
1Business Analytics - Solutions & Services

The success of your business hinges on the extent of
knowledge and understanding you have about your prospects,
clients, competitors, partners, vendors and employees
How much do you know now?
What can you do to improve it?

Making sense of it ALL can give you the
competitive edge
3
Demographic / Firmographic
Business Transactions
Financials
Payment Behavior
Credit History
Rating Reports
Rent Payments
Social Profiles & networks
Customer Reviews
Supplier Feedback
Employee Feedback
Job Postings
Management commentary
Press Releases
Litigation Data
Industry News
Business Analytics - Solutions & Services
Good News is - They all leave a big “Data Trail” behind to help you understand
and predict their behaviour.
 A lot of it is buried in your transactional systems.
 And a lot more is outside.

Find new customers, sell more to existing customers, offer right products
at the right price & right time, increase customer loyalty, reduce
operational cost, improve productivity, lower credit risk and
delinquencies, reduce supply chain risks, enhance collection efficiency.
We can help you exploit this data to get
“insights” and make “decisions”
that can help

In a nutshell, this is what
we can do for you
Text Mining
Data Enrichment
Proxies & Signals
Data
Preparation
• Descriptive Analysis
(What’s going on)
• Predictive Models
(What will happen)
• Marketing
• Sales
• Operation
• Finance & HR
Statistical
Analysis
Improved
Business
Performance
Unstructured
Data
External
Data
Internal
Data
Structured Data
Unstructured Data
Data
Transformation
5

The Solutions, we offer
Enable decisions
that increase
revenue, reduce
costs, manage
risks and
improve business
performance.
6
Customer
Development
Increase Average Revenue
Cross sell & Up sell
Reduce Churn
Price Optimization
Segmentation
Marketing
Market Sizing
Forecasting
Sentiment Analysis
Campaign Management
Operations
Reduce Cost
Increase Productivity
Mitigate Supplier Risk
Quality Management
Preventive Maintenances
Reduce Credit Risk
Improve Collections Efficiency
Credit &
Collection
Increase Customer Velocity
Reduce Customer Cost
Improve New Customer profile
Customer
Acquisition

New Model
Development
Continuous Model
Monitoring Services
Independent
Validation & Verification
(IV&V) of Models
Third party audit
of Analytics
Information Management
and Visualization
The Services , we provide
7
Enable decisions
that increase
revenue, reduce
costs, manage
risks and
improve business
performance.
End to end
analytics
services as
your trusted
analytics
advisor

Focus on
Business Value
Link analytical
outcomes with
P&L
New Model Development , ADEO™ Framework
8

“End Use Driven” approach focuses on key business issues and desired outcomes to
deliver a solution that works
“End Use Driven”
approach focuses
on key business
issues and
desired outcomes
to deliver a
solution that
works
Our Model Development , Approach
9

IV&V is a pre-production
process to ensure that a
model is
• Useful to solve intended business problem
• Delivering the right results as per specifications
• Fit for production
IV&V is essential
• To mitigate business risk arising out of using inaccurate
models
• For compliance as many regulators require IV&V framework
for critical models
Best Practices
• Written down framework for IV&V.
• Clear separation between original development team and
validation team.
Ensuring Right Models, Built Right, Working Right
Ensuring Right
Models Built Right
Independent Validation & Verification (IV&V)
10

Inputs Business Validation
Outputs
• Models (Scripts &
Documents)
• Development
Data
• Validate business objectives &
expectations
• Review model specifications
• Validate model development & testing
methodology
Data Audit
• Verify data sources & data definitions
• Verify data quality & enrichment methods
• Verify variables used in model
development
Statistical Verification
• Discrimination Analysis
• Score Distribution / Concentration Analysis
• IV&V Report
• Recommendation
• (Fit)
• (Unfit)
IV&V Approach
11

Model Monitoring is a
post-production process
to ensure that a model is
• Continuing to give desired business benefits with
acceptable accuracy
• Still suitable for production
Model Monitoring is
required
• To assess impact of changes in macroeconomic environment
and/or business strategy
• Determine if any changes are required in the model
• For compliance as many regulators require a model monitoring
framework for critical models
• Written down framework for continuous model monitoring
• Minimum bi annual frequency
• Separation between model users and model validation
teams
Ensuring Highly Accurate Models – Always.
Best Practices
Ensuring Highly
Accurate Models
– Always
Model Monitoring Services
12

Inputs Business Validation
Outputs
• Model (Scripts &
Documents)
• Incremental Data
• Validate model usage & results
Data Audit
• Verify data quality & consistency
• Data preparation
Statistical Verification
• Discrimination Analysis.
• Population Stability Analysis
• Characteristic Stability Analysis
• Calibration Analysis.
• Score Distribution / Concentration Analysis
• Model Monitoring
Report
• Recommendation
• (No change)
• (Minor change)
• (Major change)
Model Monitoring Approach
13

Unique “4A Methodology” comprising of 4
dimensions with a set of quantitative and
qualitative parameters
• Alignment: Assess the alignment of
analytics function’s vision, objectives and
deliverables with business objectives and
priorities.
• Ability: Measure the companies analytics
capability to support growth in terms of
people, process, tools and infrastructure.
• Accuracy: Evaluate the accuracy of the
analytical models based on historical data,
statistical techniques and qualitative
assessment.
• Adoption: Investigate how models are
adopted and used in the organization.
4A Approach
Alignment
• Strategy
• Scope
• Coverage
• Business
Feedback
Ability
• Infrastructure
• People
• Data Maturity
• Capacity
Adoption
• Culture
• Tools
• Implementation
Process
• Business Impact
Accuracy
• Data Quality
• Models
Verification
• Recalibration
Process
Measure the maturity
of your Analytics
organization
and
develop a roadmap
to improve the same
Analytics Audit
Red- Needs Serious Improvement Amber- Needs some improvement
Green- Needs little / no improvement
14

Proven track record in processing large amount of
data to present meaningful information and valuable
insights.
Expertise across all leading data visualization tools
Comprehensive services (business consulting,
technical design, solution delivery and ongoing
sustenance)
Experience and Expertise
A rich library of KPIs and standard reports
Customize reports based on business
Unique “End Use” approach for superior ROI.
Information Management & Visualization
Ready to Go Intelligence
Integration
Gather, process &
aggregate the raw data
Quality
Improve & augment the
processed data
Exploitation
Monitor usage &
improve solution
Intelligence
Present actionable
insights.
Governance
(Process, Policy
& Procedure)
15

Dedicated team at D&B Technologies
Global Centre of Excellence
in Chennai, India
Team comprising Economist
/ Statistician, Data Engineers and
Functional expert
Constant dialogue between
client and D&B Technologies on
business priorities
and deliverables for the month
Recommended when speed
and agility are more important.
Allows R&D bandwidth
Follows
waterfall model
Delivery strictly
adheres to the mandate
Team size and
composition is based on requirements
Yields higher productivity
and efficiency but lacks agility
Recommended when
requirements are clear / one time
Engagement
Models
Analytics Center of
Excellence (ACE)
Program/Project
based
D&B Technologies recommends Project based approach for Risk Analytics and
Analytics Center of Excellence (ACE) for Customer Analytics
Recommend Project
based approach for
Specific
requirements and
Analytics Center of
Excellence (ACE) for
strategic outsourcing
Engagement Models
16

• Quality metrics in accordance of Dun &
Bradstreet World Wide Scoring Panel
(WWSP)
• World class infrastructure with highly
talented team from most premier colleges
in India.
Global Expertise, Offshore Advantage
• ‘End Use’ driven approach to
provide implementable solutions for
actual business problems.
• Senior Management and Analytics
team with extensive experience in
delivering analytics solutions across
industries.
Business Focus
End-to-End Solution
• Most comprehensive solutions and
services delivery approach from solution
definition to implementation.
• Ongoing engagement to seek continuous
improvement and better business impact
Differentiators
A trusted partner to
give your business a
“Decisive Edge”

Analytics in Action 18
A large bank in middle east
wanted to decentralize
decision making and
reduce turnaround time,
while reducing credit losses
Business Problem
Developed a set of application score cards for
each product. The key challenge was to enrich
the data with usage of some proxies due to
constraints on data quantity and quality..
Solution Offered
Daily Throughput h 40%
Application TAT i by 3 days
Credit Losses i80 bps
Success Story
Improving Customers Acquisition and Credit
Underwriting for a Retail Bank
11.4%
7.9%
2.1% 2.1% 2.1%
1.4%
0.7%
0.0% 0.0% 0.0%
0.0%
5.0%
10.0%
15.0%
1 2 3 4 5 6 7 8 9 10
Badrate
Decile
Bad Rate

The Client wanted to
increase average revenue
per customer for its
commercial finance
portfolio
Business Problem
Post customer segmentation and demographic
profiling.
A look- alike model was developed to predict
which low & medium value customers are
more likely to become high value customers &
what products can be offered
Solution Offered
Success Story
Improve Average Customer Revenue
for an equipment finance company
Avg. Ann. Sales
Above $6.500
(4.8%)
Avg. Ann. Sales
Above $2,125 to $6,500
(13.5%)
Avg. Ann. Sales
Up to $2,125
(81.7%)
Up Sell Pyramid
29.6% of Low
44.4% of Med
22 % Customers moved up the revenue ladder
Average Revenue Per Customer h 28 %

 Offer differentiated pricing
to its customers to
compete better in the
market
 Mitigate credit risk for
existing customers
Business Problem
Developed a suite of risk scorecards for
existing customers for cards, unsecured and
secured loan products to ascertain risk profile
of customers and Pricing Plans based on
probability of default, cost of funds and margin
expectations
Solution Offered
Credit Losses i50 bps
Offered 5 differential price points
h In opportunity to cross sell
Success Story
Mitigating Credit Risk and offer
Differential Pricing to retain customer
Cumulative Customers (%)
CumulativeProfit(%)
20 % 40% 60% 80% 100%
160
100
Actual Profit
Unrealized
Profit Potential
Customer’s Profitability (Whale Curve)
Mitigating Credit Risk

Gain deeper insights to
understand key revenue
drivers and improve
marketing and sales return
on investment
Business Problem
In-depth portfolio analysis helped reveal
variables & characteristics of most desirable
customers , using logistic regression a
predictive model was developed to determine
the probability of new prospect response
Solution Offered
Success Story
A large postal services company in North America improved
Marketing effectiveness and ROI per customer
HIGH REVENUE
MEDIUM REVENUE
LOW REVENUE
REVENUE
CLUSTER
PROBABILITY OF CONVERSION
LOW MED HIGH
Conversion Chart
Response Rate h 28 %
Average Revenue Per New Customer h 32 %

Thank You
India Office
Prince Infocity
Level 9, Plot No. 286/1, Rajiv Gandhi Salai (OMR)
Kandanchavadi, Chennai,
India

PrADS Introduction & offerings 2017

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