Updated for 2017: How to reach a culture for analytics. Companies struggle to become information driven. This presentation shows A data driven maturity model, How to use strategy maps to align stakeholders and use it the strategy a cornerstone for corporate KPI's. How to centralize corporate KPI's for instance in a customer dashboard How to use (Big) data as a growth engine How to use the value chain of insights for data governance How to make things actionable across departments with the value chain of insights

2. 20th of April 2017

3. Graydon
From Credit information to Business Intelligence partner
20th of April 2017How to reach a culture for analytics?
Graydon offers information solutions in the field of marketing information,
credit management, risk and compliance, and debt collection.
Graydon helps companies in making business decisions
by generating relevant intelligence for your business.
With these services, Graydon helps businesses to gain access to capital, to build knowledge
in order to strengthen their competitive position, and to meet the growing demand for transparency.
For more than 135 years, Graydon’s information consultants have been using this up-to-date financial, commercial
and transaction-related business information to develop innovative and reliable information solutions.
Graydon relies on a network of 130 international databases in 100 countries,
which contain information about more than 90 million businesses.

4. Graydon
From Credit information to Business Intelligence partner
20th of April 2017How to reach a culture for analytics?
Customer & Business Intelligence
Customer & Market
Dashboards
Data driven Consultancy
Customer Experience Management
Customer & Market
Analytics
Credit Management Marketing Information Risk & Compliance Debt Collection

5. Graydon Data Flow
From raw data to custom actions

6. 20th of April 2017How to reach a culture for analytics?
Collect
& Analyze
Generate
Insight
Act on
insight

7. Companies struggle to
become data-driven

8. 20th of April 2017Customer & Business Intelligence

9. Data driven maturity model
20th of April 2017How to reach a culture for analytics?

10. So do we have a
culture for analytics?
Let’s see where we stand.

11. Create focus
20th of April 2017How to reach a culture for analytics?
What do we do?

12. 20th of April 2017How to reach a culture for analytics?
Strategy focus 2017 Customer & Business Intelligence
Customer centric entrepreneurship

13. Strategy driven Star schema
A mutual goal
20th of April 2017How to reach a culture for analytics?
Market
HR
Finance
Product
Dev.
OperationsIT
Service
Marketing
Sales
Customer

17. Show status to
internal stakeholders

18. Strategy driven analytics
20th of April 2017How to reach a culture for analytics?
Customer dashboard
Google
Analytics
Marketo SAP
Clicktools &
CRMOD
CRM on Demand

19. Use (big-) data as a
growth engine

20. 20th of April 2017

21. 20th of April 2017

22. An example
How we grow our business

23. The Dutch Market
20th of April 2017How to reach a culture for analytics?
> 2,6 million companies
0
0
1
1
1
2
3
5
49
54
61
73
83
87
88
103
110
176
191
274
388
421
465
0 50 100 150 200 250 300 350 400 450 500
Huishoudens als werkgever
Extraterritoriale organisaties en lichamen
Unknown
Winning van delfstoffen
Openbaar bestuur, overheidsdiensten en verplichte sociale…
Water- en afvalverwerking
Energiebedrijven
Transport en Logistiek
Vastgoed
Horeca
Industrie
Onderwijs
Leasebedrijven
Landbouw en visserij
IT & Communicatie
Cultuur, sport en recreatie
Bouwnijverheid
Gezondheids- en welzijnszorg
Groot- en detailhandel
Overige dienstverlening
Zakelijke dienstverlening
Financiele instellingen
Thousands

24. Scraping websites
20th of April 2017How to reach a culture for analytics?

25. Cluster on Sectors: Revenue & Frequency
20th of April 2017How to reach a culture for analytics?
Make big, small

26. Market vs Sales team
Financial Health Score
The number of companies
per sales teamProportion of sales team 2 per
score
How to reach a culture for analytics? 20th of April 2017

27. Market vs Customers
Strong coverage in Low health scores
How to reach a culture for analytics? 20th of April 2017

28. Predictive Leadscoring per prospect
Per Sales Team
How to reach a culture for analytics? 20th of April 2017

30. Requires infrastructure
and data governance

31. How to reach a culture for analytics? 20th of April 2017

32. 20th of April 2017How to reach a culture for analytics?
The domino effect
Garbage creates garbage

33. Value chain of insights
20th of April 2017How to reach a culture for analytics?
Initiatives per focus area’s
Source/Too
l
Data Information
Input Processing Transform
Insights Action
Dashboard Trigger
Stable
environment
The right data
collection
Having the right combination of data and
having it available
Who wants what,
where and how?
Who or which
system takes
action?
1 2 3 4 5 6

34. Value chain of insights
20th of April 2017How to reach a culture for analytics?
Source/Too
l
Installation
Configuration
Error handling
Data Information
Input Processing Transform
Insights Action
Dashboard Trigger
Stable
environment
The right data
collection
Having the right combination of data and
having it available
Who wants what,
where and how?
Who or which
system takes
action?
Definitions
Guide
lines
Quality control
Storage Convert
Transport
Error handling
Link/Enrich
Quality control
KPI’s
Presentation
Quality control
Action
Channel
Quality control
1 2 3 4 5 6
BI
IT Support
IT Operations
BPO specific*
Clear Ownership
Rules
*Business Process Owners take responsibility (application specific)

35. 20th of April 2017How to reach a culture for analytics?

36. Insight driven focus
20th of April 2017How to reach a culture for analytics?
Make it actionable
23-3-2017
1. Source/Tool SAP
A. Installation B. Configuration SAP C. Error handling & Communication
IT, Tessa Finance, Ann IT, Tessa
Create a stable environment Due Date: Be able to register the right master data Due Date: Monitor the stability of the environment Due Date:
2. Input
A. Definitions B. Guide lines/rules C. Quality control
Finance, Maicol Finance, Rob J Finance, Rob J
Define what we need for uniform data entry Due Date: How is the data uniformly registered (manual) Due Date: Check whether the input was done correctly Due Date:
3. Processing
A. Storage B. Transport C. Error handling
IT, Tessa Finance, Merrill IT, Tessa
Store the data secure and centrally Due Date: Transport the data to the right data stores Due Date: Reload/Act when data is not processed
Correctly
Due Date:
4. Transform
A. Convert B. Link/Enrich C. Quality control
OPS, Bart OPS, Bart Finance, Maicol
Convert the data to the right aggreration level Due Date: Link and enrich with other sources (budgets/CRM/..) Due Date: Check if the data is still complete and correct Due Date:
5. Dashboards
A. KPI's B. Presentation C. Quality control
Finance, Caspar Finance, Maicol Finance, Maicol
Decide what the management KPI's are Due Date: Build the dashboard & Presentation (charts/tables?) Due Date: Validate the numbers, information and insights Due Date:
6. Triggers
A. Action B. Channel C. Quality control
OPS, Bart IT, Tessa Finance, Maicol
What is the automated action? (insight) Due Date: Which channel/touch point does it involve? (ESB?) Due Date: Did the message/trigger work correctly? Due Date:
Action List: Data Governance X

37. Key takeaways

38. How to reach a culture for analytics?
Becoming a data driven organization
Use corporate KPI’s derived of a strategy map as a cornerstone for
stakeholders and company goals
Share and collaborate; Create one truth for figures and insights
Make small: strive for action on each insight
Link actions to value chains (Data Governance) to clarify dependencies
Short cross-departmental feedback loops (Agile): Promise a rhythm for
deliveries
20th of April 2017How to reach a culture for analytics?

39. What if you have another question?
20th of April 2017How to reach a culture for analytics?
Round table session: 14:00 – 15:00
Contact me
/in/bartredder
@BartRedder