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0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0%
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
"Better use of our data and analytics could produce substantially more value (cost savings
and/or revenue growth) than it does today"
0% 5% 10% 15% 20% 25% 30% 35% 40% 45% 50%
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
"I believe that we are sitting on a treasure trove of data, but we need to evolve our approach to
analytics in order to exploit it"
“What is critical in today’s complex world is the ability to see over the horizon and around corners to understand the impact of today’s decisions on all of the desired outcomes.”
“Poor decision making can cost–
and, in an industry that invests as
much as telecoms, the total cost can
be very large indeed.”
“Our research reveals that, in
the past decade, the average
long-term return on investment
(ROI) has been just 6%—three
percentage points less than the
cost of the capital itself.”
“Poor decision making can cost–
and, in an industry that invests as
much as telecoms, the total cost can
be very large indeed.”
“Our research reveals that, in
the past decade, the average
long-term return on investment
(ROI) has been just 6%—three
percentage points less than the
cost of the capital itself.”
TRADITIONAL VIEW
What will
be the
outcome?
What
decisions
can we
make?
Data, Analytics, Big
Data, Reports,
Predictive Analytics,
Spreadsheets
DECISION INTELLIGENCE VIEW
What data, analytics, reports, human
expertise, and other assets are relevant?
What outcomes
do we need or want to reach ?
What decisions will get us
there?
DataInstrumented
Code / Sensors
DataManagement
Analytics
Presentation
System Analysis
Decision
DataInstrumented
Code / Sensors
DataManagement
Analytics
Presentation Demarcation between automated (computer-centric) and manual (human-centric) information processing.
Gap between computer and humanbridged by Data Visualization.
Lack of consistent
service
Net Promoter
Score
Irrelevant proactive
notifications
Invest in consistent customer data
Pain of having to deal with the call
center
Invest in self service improvement via the
smartphoneHow many
people use the call center
Invest in improving the call center
Churn
Levers
Outcomes
Externals
Revenue
LoyaltyBetter proactive
resolution of issues
Customer calling behavior
Customer needsMy competitor’s
NPSCompetitor advertising
“If I make this decision today, how will it affect my outcomes in the future?”
Decision Lever
Outcome
Outcome
Outcome
External Factors
Decision Lever
Intermediates
External FactorsExternals
Intermediates
Intermediates
Goal
Each connector represents a dependency.
Goal
Goal
Forward modeling
Decision Lever
Outcome
Outcome
Outcome
External Factors
Decision Lever
Intermediates
External FactorsExternals
Intermediates
Intermediates
Goal
Goal
Goal
Optimization
Decision Lever
Outcome
Outcome
Outcome
External Factors
Decision Lever
Intermediates
External FactorsExternals
Intermediates
Intermediates
Goal
Goal
Goal
• How do I optimize order-to-cash? What’s the best pricing strategy for this
company? How can I use prediction of overall lifetime value to inform my
decisions?
• Which parts of my outside plant should I update first, to maximize customer
experience, and thus maximize revenues? Each time I update the plant, I have
several ways I could do that (segmentation, virtual split, and more). What’s best,
under what conditions?
• What steps can I take to maximize my customer promoter score? Under what
conditions should I take different steps?
• How does customer promoter score connect to overall margin? Given how it
connects, should I take different steps if that’s my real goal?
USE CASE EXAMPLES:
CONNECTING THE DOTS
“Under what conditions will a shift to
virtualization produce a business benefit?
What is the optimal schedule or process
for doing this transformation?”
“What if we focus on the consumer
market as a company? Can we stay
profitable if we address just the growing
enterprise market – which now incluees
the machine-to-machine (M2M) market,
entrprise use of mobility services in their
product and services, and the cloud
services market? Under what conditions
does it make sense to specialize?”
Thank YouDr. Lorien Pratt, Chief Scientist, @Quantellia, www.quantellia.com
Lorien.pratt@quantellia.com
+1 303 589 7476
#COMETSUMMIT
@PipelineWire
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