Robust Designs presentation on our experience with Data and Analytics/Business Intelligence

1. Putting Data to Use:
Business Intelligence and Analytics
Jan 2015

2. 2
Contents
• About Us
• Uses of Data
• BI Applications
• BI Platform
• Customer Analytics

3. ABOUT US

4. 4
CUBOT
CUBOT is our BI product
Developed and owned by Robust
Designs
CUBOT now has over 40 customers
in India, Singapore, Malaysia,
Singapore, Vietnam & Netherlands
Developed with the vision:
Faster to Implement, Simpler to use
Robust Designs and CUBOT
CUBOT
Robust Designs (RD) is an Asian
Software company specializing in
Business Intelligence Solutions
Operational since 2004
RD stats
Privately held
Offices: Singapore, Mumbai,
Bangalore
15 people

5. 5
Experience with BI over the Years
Installations in India, Singapore, Malaysia, Vietnam, Netherlands, and Africa
PASTCURRENT
APACINDIA
PASTCURRENT

6. 6
Business Intelligence Delivery
Business
Data Science
Technology
Identify and use information
to run business better
Produce, provide
information
Integrate, organize, manage
data; provide technology

7. 7
Our Offering
Domain
Specific
Apps
Business
Intelligence
Analytics
• Telecom
• Financial Services
• Healthcare

8. USES OF DATA

9. Uses of Data
• Data Integration
• Flexible, Ad-hoc
reports
• Officer Reports
• Statutory Reports
• Dashboards
• Understand, track
behaviour
• Segment
• Action Target Lists
• Track business KPIs
• Insights
• Analytics
Better
Decisions
Customer
Delight
Holistic
View
Efficient
Operations

10. 10
Integration, Perspectives
Adaptors for industry
standard databases
Adaptors for enterprise
applications
Connectors for XML, Excel, CSV,
Custom
CUBOT Data
Warehouse
Vertical ERP
Systems
SUN General
Ledger
Budgeting
Spreadsheets
External Data
EXTRACT, TRANSFORM, LOAD
Holistic
View
Data
Perspectives

11. Operations and StatutoryReports
CREDIT
PROCESSING
ARREARS,
PROVISION
DISBURSEMENT FOLLOW-UP
COLLECTION
LEGAL
PROCEEDING
TIME
PRODUCT
SOLICITOR
BRANCHCUSTOMER
COMPANY
SALES
Top branches, Agents
OPERATIONS
Customer Services, Credit Applications Processing
FINANCE
Cash-flow, Statutory, Provisioning
COLLECTIONS
Arrears Analysis, Follow up lists and effectiveness, NPL
profile
Data Model
Reports

12. 12
Executive View, Strategic Insights
INFORMATION
GENERATION
Reports, Dashboards, Ad-
Hoc Analysis, Alerts
INFORMATION
DISTRIBUTION
Web Portals, Emails,
Extracts, Mobile
Dashboards

13. Segmentation, Targeted Lists
Analytics
• Popular Products
• Related Products
• By Category,
Geography,
Timeline
PRODUCT
ANALYTICS
• Campaigns On
Demand
• Campaign
Effectiveness
MARKETING
ANALYTICS
• Micro Segmented
Sales
• Sales Performance
Management
SALES
ANALYTICS
360O
CUSTOMER
VIEW
CUSTOMER
ANALYTICS
TRACK
PROFILE,
DISCOVER
SEGMENT
ACTION
EACH
SEGMENT
Analytics Process
Analytics Output

14. BI APPLICATIONS
Financial Services, Healthcare, Telecom, Tax Authority, &
Manufacturing

15. 15
Financial Services: Asset Management
• Sales Performance Management
– Folio level aum
– Market share vs industry
– Loyalty Management for Distributors
• Risk Management
– Exposure
– Credit scoring/Liquidity scoring
– Limits alerts
• Financial Management
– AMC operations
– Costs - commissions, expenses
– Profits
Sales Performance
Management
Finance,
Operations
Risk Management

16. Financial Services: General Insurance
OPERATIONS
CLAIMS
RISK
REINSURANCE
FINANCE
UNDERWRITING
MARKETING
SALES
PERSONAL LINES
• Personal Auto
• Health
• Home
• Travel
• Personal Accident
• Student Medical
COMMERCIAL LINES
• Commercial Auto
• Health
• Fire
• Engineering
• Marine
• Liability
• Property
• Crime

17. Financial Services: Microfinance
Sales
Top branches, Agents
Operations
Customer Services, Credit
Applications Processing
Finance
Cashflow, Statutory,
Provisioning
Collections
Arrears Analysis, Follow up
lists and effectiveness, NPL
profile

18. Apps for Finance Departments Across Industry
Consolidated
Accounts
Reporting
System
Hospital
Financial
Information
System
Revenue
Assurance
Asset Liability
Management
Collections
Management,
Net Economic
Value
Multi Country, Multi
Currency Accounting

19. 19
Healthcare: Public Hospital Bills and Costs
Business Challenge
•There is always a high demand
for fast, reliable, up-to-date
and affordable information. A
lot of available information is
not easily accessible by the
business users.
•On the other hand, what is
alarming is the huge amount
of redundant information and
reports, causing a problem of
“information overload”.
Solution
•FISH – Financial Information
System for Hospitals,
consolidates useful
information, and presents
them in an easily
understandable format.
•Up-to-date information such
as patient bills, visits, hospital
and departmental financial
results, workloads, referrals
are just few clicks away.
Benefits
•By assisting management to
make well informed decisions,
FISH enables the management
to have more effective and
efficient control of each
patient service and its
development and support
processes.
•Accelerates implementation of
any new service or
organizational change.
•The system improves cost
transparency and is being
used for comparing actual
performance against
benchmarking cost data.

20. 20
Government: Improved Tax Collection
User Empowerment
•Business users are able to create their own new reports, and able to drill
down for root cause analysis, without requiring support from IT
ROI
•Manpower cost savings due to reduced work in compilation of reports.
•Prevention of revenue loss by identifying potential enforcement gaps
Result
•“IBIS with CUBOT, by automating and providing accurate and timely
reports, has freed our officers to do more value-added enforcement
work.” - Assistant Commissioner (Enforcement Division)

21. 21
Manufacturing: Pan European Steel Business
Multi
Country
Business
Performance
Management
Accurate, timely and consolidated reporting throughout the 14 operating
companies of the DylanGroup. This allows company to react quickly to new
markets and large projects, while managing its purchasing, sales, invoicing,
collections more actively.
Some 50 managers across the entire business process from purchasing,
inventory to quality, sales and delivery are involved and all get a holistic one
view of data.
Data
Integration
Consolidation of all data across its subsidiaries and publishing and tracking
many different types of numbers to manage the multi company multi
country operation.
Combining ERP data with sales data maintained in Excels allowed for
accurate matching of sales and invoicing and collections within one platform.

22. 22
Telecom: Value Added Services
Business Process KPIs

23. BI PLATFORM – DATA
ACQUISITION TO ACTIONABLE
INTELLIGENCE

24. Covering the BI Continuum with CUBOT
•CUBOT ETL front
end with automated
processes + Perl
based data extract
from varied data
sources
•Parallel processing
DATA ACQUISITION
•CUBOT OLAP using
SQL on
•Relational (MySQL,
MS SQL) or
•Column DB
(InfiniDB,
Vectorwise)
DATA MANAGEMENT
•CUBOT Formulas
•AWK Scripts
•R based statistics
BUSINESS ANALYTICS
•SVG package with
wrapper
•CUBOT dashboard
UI with Java script
•Self Service BI
KNOWLEDGE
DELIVERY
•Customer Analytics
– Acquisition,
Retention, Renewal,
Churn Management
•Product Analytics
ACTIONABLE
INTELLIGENCE

25. 25
Data Acquisition
CUBOT Data
Warehouse
Vertical ERP
Systems
SUN General
Ledger
Budgeting
Spreadsheets
Others
Campaigns, Market
Data, Investments
EXTRACT, TRANSFORM, LOAD
Adaptors for
industry standard
databases
Adaptors for enterprise
applications
Connectors for XML, Excel, CSV,
Custom

26. 26
SALES
Top branches, Agents
OPERATIONS
Customer Services, Credit Applications
Processing
FINANCE
Cash-flow, Statutory, Provisioning
COLLECTIONS
Arrears Analysis, Follow up lists and
effectiveness, NPL profile
Data Management & Business Analytics
Example: Credit Processing Application - Star Schema, Numbers, OLAP
CREDIT
PROCESSING
ARREARS,
PROVISION
DISBURSEME
NT
FOLLOW-UP
COLLECTION
LEGAL
PROCEEDING
TIME
PRODUCT SOLICITOR
BRANCHCUSTOMER
COMPANY

27. 27
Knowledge Delivery: Overview
DASHBOARDS
• For Executives
REPORTS
• For Operations and Finance
MIS
• Drill down, Filters, Enquiry, Detailed
lists, Export to Excel, pdf
SECURITY
• Role based provisioning of information
to different departments, geographies
and seniority
WEB BASED
• Browser front-end, Server centric,
cloud ready

28. 28
Knowledge Delivery: Detail
INFORMATION
GENERATION
Reports, Dashboards, Ad-
Hoc Analysis, Alerts
INFORMATION
DISTRIBUTION
Web Portals, Emails,
Extracts, Mobile

29. 29
Knowledge Delivery: Visualizations
Location
Analysis
KPI
Analysis
Heat maps
Executive Landing
Page

30. 30
Actionable Intelligence: BI Applications
• Customer Analytics
• Data Driven Loyalty
Programs
• Marketing Campaign
lists
• Collection Follow up
suggestions
• Renewal Alerts
• Churn Management
• Cross sell/Up sell
SAMPLE APPLICATIONS IN FINANCE

31. Example screenshot from an IFA Loyalty
Management Programme
(CQ=Current Quarter)
The loyalty management programme awards points
based on quarterly performance and moves IFA’s
through various levels – Platinum, Gold, Silver
Actionable Intelligence: Loyalty Management

32. 32
Actionable Intelligence: CRM and Analytics
CRM: INTERACTION,
SENTIMENT
INVESTORS
CAMS
CAMPAIGN
360°
CUSTOMER
VIEW
Goals:
• Better customer understanding
• Improved customer interactions
• Cross-sell, and up-sell
opportunities identified
• Sentiment capture
• Integrated into the programme
to increase customer delight

33. CUSTOMER ANALYTICS

34. 34
Goal: Real Time Analytics
1. Get Data,
Build Data
Model
2. Create
Snapshots
3. Track
Movements
4. Improve
Conversions
5. Act in Real
Time

35. 35
Analytics Framework
• Popular Products
• Related Products
• By Category,
Geography,
Timeline
PRODUCT
ANALYTICS
• Campaigns On
Demand
• Campaign
Effectiveness
MARKETING
ANALYTICS
• Micro Segmented
Sales
• Sales Performance
Management
SALES
ANALYTICS
CUSTOMER ANALYTICS
360O
CUSTOMER
VIEW

36. 36
Customer Segmentation is the Foundation
TRACK
PROFILE,
DISCOVER
SEGMENT
ACTION
EACH
SEGMENT

37. 37
Data to Create a Complete Customer View
To maximize
data and get
a 360° view
of the
customer, 4
essential
types of data
should be
analyzed
Descriptive
data
Customer profiles – demographics,
attributes, declared info
WHO are your customers
Behaviourial
data
Customer activity – transactional data
WHAT are they doing
Interaction data
Customer interaction with company – web
clickstreams, e-mail, chat, call centre data
HOW are they behaving with the company
Attitudinal data
Customer opinions, needs, desires,
preferences- market research data,
customer surveys, social media
WHY are they behaving so

38. 38
Customer Intelligence
CORRELATION, PREDICTION
BIG DATA
CROSS BI PLATFORM
Acquire
(Campaign Management)
CUSTOMER
INTELLIGENCE
Retain
(Loyalty Management)
Understand, Keep Track
(Profiling, Segmentation)
Mine
(Cross Sell, Up Sell)

39. 39
Cross Sell Intelligence
Customer Attributes ->
Customer Id
A1 A2 …An Business
Value
Scale
Profile
ID
Id1 S1 P1
Id2 S2 P1
Id3 S3 P2
..IdN S2 P2
Type of
Account
Credit
Rating
Asset
Classes
Net
Worth
Transact
ion
History
Business
Volume
Product
Offering
ID
Product Name Profile
Match
O1 Deposit Products – Fixed, Recurring P2
O2 Loan Products – Business, Personal,
Mortgage, Housing, Education
P3
O3 Non-fund Products –
Bank Guarantee, Trustee, Credit Card
P1
O4 Allied Products - Shares, MF,
Insurance, Bonds, Real-estate
P2
Sales Potential
->
Customer Id
Value
Scale
Profil
e
Sales
Potentia
l Score
O1 O2 …On
Id1 S1 P1 0.4 High Low Low
Id2 S2 P1 0.5 Me
d
High Low
Id3 S3 P2 0.2 Low Low Low
..IdN S2 P2 0.8 Me
d
High High
Cross Sell Intelligence
Customer
Profile

40. 40
Product Analytics
PRODUCT
CATEGORIZATION
BASED ON SALES
• Top selling
products
• Slow moving
PRODUCT
MATCHING WITH
CUSTOMERS
• Customer
segments that
bought in
product
categories
SIMILAR
PRODUCTS
• Products
similar to each
other
Product Trend

41. 41
Marketing Analytics
TARGET
CUSTOMER
SEGMENTS
CREATE
CAMPAIGN
LISTS
ACTION
CAMPAIGN
ANALYZE
CAMPAIGN
EFFECTIVENE
SS

42. 42
Sales Analytics
Creating More
Accurate Customer
Micro-segments
To Understand and
Predict Customer
Lifetime Value
How to Acquire the
Right Customers
Creating a Sense of
Loyalty and Retaining
the Right Customers
Matching Products to
Customer for Upselling
and Cross-selling

43. Last Slide