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Bring Analytics to Life with Passionate Business Uptake 
Elizabeth Elhassani
The Challenge and Problem 
Challenge: Create a culture of 
analytics 
The Problem: How do I create interest 
and 100% upta...
5 keys to create a culture of analytics: 
3 
1. Figure out implementation 1st 
2. C-suite support 
3. Suck it up and sell ...
Algorithm 
housed in 
HPCC 
HPCC HPCC (High Performance 
Accounts likely 
to attrite 
flagged 
Alerts sent 
to Sales 
Sale...
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? 
Ot...
Suck it up, you have to sell 
Why? The business, clients, executives, etc. don’t know 
what they don’t know 
• Learn the b...
Tie results to revenue… 
8 
52% drop 
6% 
12% 
Attrition Rate 
(# of accounts) 
Actioned Control 
TIE TO REVENUE 
If the A...
Communicate, communicate, communicate 
• Do a roadshow. Share results up the food chain and across 
business units. 
• Sen...
Review: 5 keys to create a culture of analytics 
10 
1. Figure out implementation 1st 
2. C-suite support 
3. Suck it up a...
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Elizabeth Elhassani – Director, Enterprise Analytics & Insights, LexisNexis at MLconf ATL

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Bring Analytics to Life with Passionate Business Uptake

Big Data is an effective tool to stem attrition and many other important challenges companies face. In this session, I will share with you a case study of how LexisNexis Risk Solutions has been an industry leader by integrating predictive analytics throughout our organization from ideation through passionate uptake so that we can understand, anticipate and stymie attrition very early on in the customer lifecycle. During this session, I will explain how you can harness the power of analytics internally at your company, communicate the impact it will have on your business, operationalize it for end users, and create 100 percent buy-in and uptake by senior executives, finance, HR, customer service, sales, marketers and many other departments. In addition, I will talk with you about how we regularly use data mining and predictive analytics to make intelligent business decisions that drive real-time, bottom-line-impacting results.

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Elizabeth Elhassani – Director, Enterprise Analytics & Insights, LexisNexis at MLconf ATL

  1. 1. Bring Analytics to Life with Passionate Business Uptake Elizabeth Elhassani
  2. 2. The Challenge and Problem 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 2
  3. 3. 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
  4. 4. Algorithm housed in HPCC HPCC HPCC (High Performance Accounts likely to attrite flagged Alerts sent to Sales Sales records outcome Fed back into Sales receives alerts in dashboard (OBIEE) Computing Cluster) is a massive parallel-processing computing platform that solves Big Data problems Open Source: www.hpccsystems.com Figure out implementation 1st
  5. 5. Figure out implementation 1st
  6. 6. 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
  7. 7. 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
  8. 8. Tie results to revenue… 8 52% drop 6% 12% Attrition Rate (# of accounts) Actioned Control TIE TO REVENUE 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
  9. 9. 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
  10. 10. 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

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