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Marketers Flunk the
Big Data Test
by Patrick Spenner and Anna Bird
Introduction
The big-data explosion is driving a
shift away from gut-based decision
making.
Introduction
80%
20%
Fortune 1000 companies
Rely on
intution
On average marketers use data for
just 11% of all customer related
decisions
Insight
As for the few who do rely on data?
Well, for the most part, they’re not
using it correctly.
Be critical. Question everything.
Never assume
A majority struggle with statistics
When we tested marketers’ statistical
aptitude with five questions ranging
from basic to intermediate
It didn’t surprise us that just 5% of
marketers own a statistics text book.
A majority struggle with
statistics
44%
50%
6%
All questions
Wrong
All questions
right
People are dangerously
distracted by data
People are dangerously
distracted by data
The problem is, marketers don’t have
the statistical aptitude or judgment
required to use data effectively.
People are dangerously
distracted by data
In management positions, these people
can wreak havoc by creating endless
fire drills and preventing anyone from
sticking with projects long enough to
achieve the best results
2 Insight-The best focus on
goals and filter out noise
The best focus on goals and filter out
noise
The bad news for marketing leaders is
that ability to filter out noise is rare
(only about 10% of marketers excel
here) and hard to teach. The good
news is that a well-guided team
environment can protect noise chasers
from themselves
Managerial Relevance
Their marketers must have qualities
like comfort with ambiguity, ability to
ask strategic questions based on data,
and narrow focus on higher-order
goals.
Managerial Relevance
He should teach marketers to put data
front and center in their decision
making, and sensitize marketers to
common data interpretation mistakes
Managerial Relevance
He/she should focus on more
important measures such as customer
loyalty or lifetime value rather than
response-based metrics

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Marketers flunk the big data test