customer-centric

Market Development at SAS

February 27, 2012

SAS has spent the last four years moving its partnering strategy forward – making partnering a core part of how they do business, partnering with Teradata and Accenture, and most recently a push towards 30%/$200M of first year revenue impacted by partners. Russ Cobb reported out how this has been going in terms of partners:

From [...]

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First Look – GDS Link Update

February 20, 2012

I got an update on GDS Link recently, having last written about them in 2010 (see this First Look on GDS Link). Since 2006 they have been helping banks and other credit issuers to build custom, tailored, customer-centric risk applications.
DataView 360, the core product, was designed to address what they regard as the key problem [...]

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Adaptive Control in Collections at a US Regional Bank #FICOWorld

November 3, 2011

Time for a quick session or two at FICO World. Chip Clarke and Andrew Beckman presented on the use of customer-level TRIAD to continuously improve their collection results for their retail banking products – to do “Adaptive Control”. Adaptive control, for those not familiar with the term, means continually challenging the way you make decisions [...]

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Speaking at IBM’s Information on Demand: Driving Better Business Results with Decision Management Systems

September 1, 2011

[ October 26, 2011; 11:30 am to 12:30 pm. ] I am speaking on “Driving Better Business Results with Decision Management Systems” on October 26th at 11:30am at IBM’s Information on Demand event.
Decision Management Systems are an exciting class of information systems. They help organizations manage risk, reduce fraud and maximize the value of every customer interaction. Decision Management Systems enhance existing business processes and [...]

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How to transform customer retention with analytics

May 25, 2011

Analytics can transform your business. Last time I shared with you how to transform your marketing with analytics. This time I’d like to share with you the power of analytics to optimize customer retention and how to use a Decision Management approach to give you a competitive edge.
How to transform customer retention with analytics
Conventional wisdom [...]

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How to transform marketing with analytics

May 24, 2011

How to transform your marketing with analytics
Companies need to develop a loyal customer base and market effectively to them. But customers increasingly shop in multiple channels and formats, and have more choices than ever before. Your company can leverage the power of analytics to overcome these challenges. You can develop the capability to target customers [...]

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Transforming your business with analytics – a series

May 23, 2011

I want to share with you the collective wisdom of over 50 companies that have transformed their business using analytics. These companies tackled core business issues like customer retention, marketing, patient care, student achievement, and customer centricity in industries as varied as Retail, Telecommunications, Healthcare, Education, Government, Insurance and Banking.
Tomorrow I will kick off a [...]

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Decision Management, Big Data and McKinsey

May 13, 2011

Cross posted at International Institute for Analytics
McKinsey just published a new study “Big Data: the next frontier for innovation, competition and productivity” that is definitely worth reading. With lots of detail – it runs to more than 150 pages – it discusses why there is so much more data, what that means and how this [...]

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Webinar: Increasing BPM agility and effectiveness with Decision Management

April 22, 2011

[ May 5, 2011; 10:00 am to 11:00 am. ] On May 5th at 10am Pacific/1pm Eastern I am giving a free webinar on “Increasing BPM agility and effectiveness with Decision Management”. Combining BPM with Decision Management results in simpler, more agile processes and increases straight through processing and operational effectiveness. Decision Management delivers a shared  framework for cross-functional business and IT collaboration creating game-changing [...]

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Decision Management: Orchestrating Consistent Enterprise-Wide Decisions

April 11, 2011

As companies move to this more changeable, uncertain world that requires a coordinate extended enterprise, it is essential to manage decisions as well as processes – not by using process management to manage decisions but by managing decisions alongside processes. These operational decisions – micro decisions – are the front line in driving business agility [...]

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SAS Vertical Strategy

March 7, 2011

Focus of the presentation from Russ Cobb was Banking, Insurance, Retail and Government.
Banking first. Lots of releases this year primarily around Enterprise Risk Management, Governance Risk Compliance, Customer intelligence, fraud and financial crime solutions. Key customer issues for SAS in banking:

Customer Growth
How do you identify, grow and manage your most profitable customers. Big focus for [...]

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Decision Management and Insurance – multi-channel distribution and customer communication

February 22, 2011

Insurers face an explosion of direct sales channels: websites, mobile and call centers, with the rapidly evolving world of social media opening up even more opportunities. Driving consistent customer treatments and profitable direct sales across dynamic distribution channels, while effectively managing risk, is a huge challenge. As Deb pointed out, linking all customer communication together [...]

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Decision Management and Insurance – A Series

February 10, 2011

Insurers face new and growing challenges as the market moves into recovery in 2011: more delivery channels, demographic shifts, a changing competitive landscape and a rapidly evolving regulatory and compliance environment. Many insurers are faced with meeting this challenges hampered by inflexible legacy applications, underutilized data from internal systems and external sources, and manual spreadsheets [...]

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Here’s how to put strategic thinking into action

January 6, 2011

I was reading this article on Have you tested your strategy lately? in the McKinsey Quarterly and I was struck by test 10: Have you translated your strategy into an action plan?
This struck me because one of the most persistent problems I see in corporate strategy is what I call the “make it so” problem. [...]

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First Look – SAS Customer Intelligence

January 4, 2011

I got a quick update from the customer intelligence folks at SAS recently. Customer Intelligence is SAS’ largest solution line (with dedicated sales, marketing and engineering) and they are projecting to have a record year in 2010. SAS describes their SAS  Customer Intelligence Suite as providing three core benefits for organizations, each based on a [...]

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First Look – Portrait Software

October 19, 2010

Portrait Software, now part of Pitney Bowes Business Insight – has a tag line of “Make every interaction count” so, with my focus on micro decisions, I wanted to get an update. Since the early days of Quadstone (acquired by Portrait some years ago) the focus of this team has been to help people get [...]

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Lots of decision management events this fall

September 7, 2010

The fall event sequence is starting and early bird discounts are expiring so it’s time to plan your fall

Webinar – Simplifying over-complex processes September 9, 10am Pacific
Webinar – Delivering customer centricity across multiple channels, multiple platforms September 23, 10am Pacific
Webinar – Implementing analytics? You need business rules October 7, 10am Pacific
RulesFest October [...]

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Fall webinar series announced

August 30, 2010

I just scheduled and announced four new webinars for this fall:

Simplifying over-complex processes
Delivering customer centricity across multiple channels, multiple platforms
Implementing analytics? You need business rules
Decision analytics – more than BI and web analytics

You can find all my upcoming events in the Events Calendar.

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Webinar – Delivering customer centricity across multiple channels, multiple platforms

August 30, 2010

Organizations have multiple channels for interacting with their customers. Each channel has its own platform for valid technical reasons. And each line of business has its own systems while customer data is spread across multiple databases. To deliver customer centricity, organizations need to connect these elements effectively. At the heart of effective customer interactions are [...]

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Improving customer interactions one decision at a time

August 24, 2010

Syndicated from ebizQ
William Band at Forrester (@waband) recently tweeted that his next research project was:
When to use CRM apps vs BPM tools to improve customer interactions? Pros & Cons of each?
I replied that companies should be sure to manage customer treatment decisions too and he asked me to expand on that thought.
Every [...]

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