Eloy Sasot - @eloysasot

Global Director of Pricing & Analytics

“Cifras y Letras, Nuevo Camino Editorial”

”Big Data + Big Ideas = Big Impact” - Innodata, Madrid, July 2, 2015

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Big Data and Data Science are about using data to tell stories

In publishing we can draw inspiration from our content …

"Para ir al norte tenéis que viajar hacia el sur. Para llegar al oeste debéis ir hacia el este. Para adelantaros tendréis que retroceder, y para tocar la luz debéis pasar bajo la sombra.“ – extracto del libro Choque de Reyes, serie Juego de Tronos / Canción de Hielo y Fuego, de George R.R. Martin

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Get to know HarperCollins : worldwide facts and figures of the

second-largest consumer book publisher in the world

18 Country Offices

200 Years of History

65+

Imprints +10k

New Books every year

200k+ Book

Catalog

30+ Languages

400 Bestsellers

in 2014

150+ Countries reached

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Get to know Me: an example of how “connecting the dots” of diverse

previous experiences can result into leading data science

“You can’t connect the dots looking forward; you can only connect them looking backward” – Steve Jobs

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AUTHOR

AGENT

PUBLISHER

RETAILER

CONSUMER

Traditional publishing enjoyed a stable value chain for a long time

Digital Technologies have introduced an unprecedented disruption …

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AUTHOR

AGENT

PUBLISHER

RETAILER

CONSUMER

Traditional publishing enjoyed a stable value chain for a long time

Digital Technologies have introduced an unprecedented disruption …

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… and more Data has become available, bringing new opportunities

Building a Data-Driven Company: Profit Growth with Dynamic Pricing

HOW CAN WE USE DATA TO ACHIEVE HIGHER RETURNS FOR HARPERCOLLINS?

MAXIMIZING REVENUE WITH

DYNAMIC PRICING

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Pricing & Analytics has gone from zero to global operations, in a

steady growth trajectory developing scope, solutions and teams

YEAR 1

• TACTICAL

• NATIONAL (UK)

• + PRICING

YEARS 2-3

• STRATEGIC

• CROSS-NATIONAL

• + DATA SCIENCE

YEARS 4+

• OPERATIONAL

• GLOBAL

• + DATA ANALYTICS

+$MM

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What was key to business success? Solving for both Data strategy

and People change management is fundamental

Data

People

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Data Science Strategy: dividing a big complex problem into smaller

problems much simpler to solve

DATA PROBLEM CONTEXTUAL

SIMPLIFICATION PRICING STRATEGY

• PRODUCT

• MARKET

• COMPANY

• SOLUTION SET

• TECHNOLOGY STACK

• ITERATIVE METHODS

• IDEAL (PRICING) EQUATION

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Ultimately, success relies on a talented and balanced data team, and

on carrying the organization together with you

DATA TECH

DATA ANALYSIS

BUSINESS PARTNERS

INVEST IN THE RIGHT PEOPLE

BALANCE TEAM SKILLS

FOCUS, FOCUS, FOCUS

INSPIRE AND BE INSPIRED

GET EXECUTIVE SPONSORSHIP

SHOWCASE VALUE CREATION

FACILITATE IMPLEMENTATION

LISTEN CONSTANTLY

DATA TEAM ORGANIZATION

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Moving from Fantasy to Reality in delivering high value with data

depends on managing paradoxes of change

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@eloysasot

¡Gracias!