At Hansa Cequity, we believe Analytical Marketing  will be the biggest competitive advantage enterprises will have in the next decade or two. Successful enterprises of tomorrow will be the ones who can organize and leverage customer information at speed ,to optimize their marketing performance, increase accountability, improve profit and deliver growth. Hansa Cequity insights will bring to you trends and insights in this area and it's our way of sharing best practices so as to help you accelerate this culture and thinking in your organization. We call this kind of an approach Analytical Marketing and we will constantly bring in "best practices" for improving your capabilities in Analytical Marketing.

Get Updates by Email

Your email:

Browse by Tag

Current Articles | RSS Feed RSS Feed

To hell with analytics?

  | Share on Twitter Twitter | Share on Facebook Facebook | Submit to Digg digg it |  Submit to StumbleUpon StumbleUpon |  Share on LinkedIn LinkedIn |  Share On Technorati Technorati 

CEOs often talk about the need to use data while taking key decisions. But Marketers still seem to operate more from the gut . Why is that?

 

According to some research from Accenture, nearly half (40 percent) of major corporate decisions are based on  intuition or the “gut”. Accenture surveyed more than 250 executives in July 2008 about their companies' use of and investment in business analytics to remain competitive.

Thomas Wailgum in News captures the reasons why the gut still reigns supreme . Here is what he says: “So why is the gut still so in vogue? Of those respondents who said their companies still make decisions based on judgment rather than business analytics, 61 percent said it was because good data was not available, and just over half (55 percent) said their decisions relied on qualitative and subjective factors. Other reasons related to workforce challenges: 23 percent of respondents said "insufficient quantitative skills in employees" were a main impediment at their company, and 36 percent said their company "faces a shortage of analytical talent." That 61 percent of respondents said "no good data was available on which to make decisions" is striking, given the terabytes of internal and customer-related data available at most organizations today. It's also, of course, indicative of the sad state of data management inside organizations.”

I also came across this very interesting blog by Business Intelligence expert Steve Bennett

 

http://analytics.typepad.com/oz-analytics/2009/07/10-signs-that-you-need-analytics.html

 

According to Steve, here are the top 10 signs that you need to improve your organisation's analytic capability:

  1. You have to wait longer than a day for either IT or your business intelligence department to make/change a report for you.
  2. Across the organisation there are more than 100 requests pending for reporting /dashboard /scorecard changes waiting for a specialist to deliver them.  
  3. When you attend meetings, there are multiple numbers being quoted for the same thing - and you don't know which of them is correct. 
  4. When you talk about fundamental things like transaction, account, balance or available stock - and you discover that the person you are talking to is using the same words but means something different to what you mean. 
  5. You can't get an instantly understanding when glancing at a report/dashboard/scorecard and what it is telling you. 
  6. The commentary is larger than the automatically generated report
  7. The report is not generated automatically but is a handcrafted labour of love by either yourself or one of your staff, or you spend hours trying to locate the right data and then have to consolidate it manually into Excel. 
  8. It takes longer than 5 minutes to view a new report
  9. You can't access the report when and where you most need it
  10. There are hundreds of reports available to you but you don't trust them and you spend time trying to manually validate key numbers.  

My view :

The key to making analytics matter from a business context is to embed it into your day to day business processes. Till you do that Analytics will be a nice luxury, used more to justify decisions that the “gut” seems to support! How do you embed it into business processes- we will talk about that another time!

Comments

The 'gut factor' and taking decisions by gut, at different levels, was there and is in vogue and will continue to be there as along as human beings and this planet are going to coexist ! 
 
 
 
The point that needs to be minutely noted is that the most effective and efficient CEOs are supposed to be good marketers as well. While it appears that marketers operate from the gut( may be because of their proximity with customers/consumers and their 'feeling' the pulse of the market/people ) and the CEOs heavily lean on use of data is incorrect and unfounded. 
 
 
 
The gut is an 'inherent factor' in individuals which gets fine tuned by proper inputs and exposure, over a period of time. 
 
 
 
It is anybody's take that those who have better inputs - MIS, RIS, requiste related data, feel of the pulse of clients/customers and proper data and analytics - are invariably better placed; and they go by their 'inherent gut' due to the polishing of the 'gut factor quotient'. It is not that it 'just happens'; it happens by solid intution and this kind of a thing is an ongoing process for people who are open minded and receptive. 
 
 
 
If you go by Steve Bennet and the research from Accenture, every big corporate entity will need an 'inhouse Cequity', which is an impractical proposition for many corporate houses for many understandable reasons ! 
 
 
 
>> Can you say hell with analytics ? You need guts to say that but, in the days to come ( it has already started happening !) you need data and analytics and more data and more precise analytics to take decision on 'guts' !!  
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
Posted @ Monday, September 07, 2009 8:03 AM by Mohan Pujar
I got your point. Delay caused can be hazardous for any business while making decisions. But there is a great scope to embed tools and softwares based on day to day business analytics need. Many times it happens that people who claim as expert in analytics from IT don't have the right mix of business and analytics knowledge. How about adding analytics skills within Business analyst and middle management community? I strongly believe in Analytics, it does solve unknown ambiguity.
Posted @ Thursday, September 17, 2009 2:56 AM by Vishu Gurav
In fact, these were the type of reactions that we were waiting to hear from database users.  
 
As one who has been involved with database creation and management since 1993, I was wondering all the time why database users are not raising their voice against the limitations imposed by the current architecture of RDBMS usage.  
 
The way in which data is stored inside conventional RDBMS architecture imposes severe limitations on how well and easily one can make use of large volumes of complex data  
 
It was in 1993, I conceived and got implemented India' s first online business information database codenamed BISNET, which was inaugurated by the then Prime Minister Narasimha Rao on September 28, that year.  
 
While its nation wide usage was hampered by the delay in the implementation and the final scrapping of the INET project of the Deptt. of Telecom (it was supposed to be India's first country wide data network), there was another database problem that became a major cause for concern.  
 
After reaching a level of about 500,000 records, the database performance began to fall exponentially. We were forced to go for advanced hardware. It is then we realized that with the growth in the volume and complexity of the database, there was a need for more than proportionate augmentation of the processor capacity. The biggest pain was in running complex queries for extracting useful knowledge out of the database.  
 
These are issues that set me on the hunt for an alternative architecture. Since 1997, I have been running a self funded R&D project that has yielded handsome dividends. We have implemented our technology in commercial projects and proven that all the pains and perils of using traditional database management systems can be easily overcome by using an alternative approach  
 
The innovativeness of our approach is not only in the way in which every single data can be analysed in its holistic context but also in the use of single standardised procedures for each analysis. Users need not look for help either for writing complicated queries or generating custom reports. These reports can be more incisive than what OLAP other BI systems can produce.  
 
1.Currently, our data output can have up to six by six matrix of row and column sub divisions. This means that data cells can be presented with each each column subdivided in to six levels of hierarchical relationships like group, company, unit, division, team and employee each row in to six levels of hierarchies such as year, month, week, day, hour and minute.  
 
2.The matrix formation is dynamic. The divisions within columns and rows at all levels are generated depending upon the data available. The number of subdivisions at any level will be automatically adjusted to the exact number of divisions required. For example, if one regulation has five sub regulations while another has only two, the first column will have three sub divisions while the next one would have only two. If some of these sub regulations had clauses and sub clauses while some others do not have then there will be subdivisions appearing only under the sub regulations that have clauses and sub clauses The output matrix has also two options. First a full blown matrix wherein all the subdivisions of rows and columns will be displayed irrespective of whether data exists for the cells appearing at each matrix intersection. In the second option only those column and row sub divisions, where data exists at intersection cell will be displayed. No empty columns or rows appear or cells appear in the output.  
 
So there are now alternatives that can help business managers better. But then IT departments are too entrenched by traditional managers who would not venture out to look for out of the box solutions
Posted @ Tuesday, October 13, 2009 12:41 AM by M A J Jeyaseelan
I think it is also important to state that reporting alone should not be considered analytics. I tend to say that reporting is just the first (and important) step in analytic discovery. What is does is forces the organisation to ask larger business questions that establish solid base for analytic project development (big or small). I completely agree with your point on "embeding analytics into day-to-day business process". I would go even further - key is to embed the measurement to that process first.
Posted @ Tuesday, March 30, 2010 10:13 PM by sirsroka
Post Comment
Name
 *
Email
 *
Website (optional)
Comment
 *

Allowed tags: <a> link, <b> bold, <i> italics