the power of insights - using analytics to create business value
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1 Copyright 2016 FUJITSU
The Power of Insights - Using Analytics to Create Business Value
Naeem Sarwar
Head of Analytics, Fujitsu Digital
BAS, EMEIA
2 Copyright 2016 FUJITSU
Digital is different things to different people
Transforming customer & user experience
Digitalizing business operations
Product leadership & innovation
Business-model transformation
3 Copyright 2016 FUJITSU
Fujitsu Digital – our capability
Engagement & Incubation
Strategic Consulting Digital Applied Technologies
Digital Business Solutions
Internet of Things Analytics Software as a Service
Digital Industry Solutions
Retail
Financial Services
Transport
10 Copyright 2016 FUJITSU
Shifts in the ecosystem are driving advanced analytics…
Big Data: real-time analytics of in-flight transitory data
Human Centricity 1. Consumers now demand to be placed at the centre of the organisation. Organisations are looking to improve productivity and staff morale. Workforce are demanding agility in their own working life and the use of technology to make their jobs easier.
New Channels & Data 2.
Emergence of new channels is creating significant data deluge. A wider range of connected devices – the ‘internet of things’ -will contribute to ever growing quantities
of data.
Operational & Asset Management 3.
Organisations are now looking to use Big Data to extract value from IoT and move towards a more proactive maintenance model and prevent instead of detect.
Through cutting edge analytics and platforms, organisations now have the ability to deploy strategies in real time.
Complexity of Interactions 4.
The growing complexity of interactions between marketing channels is proving difficult to navigate.
A convergence of marketing, analytics and technology will help drive effectiveness across every channel.
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Descriptive Analytics
Diagnostic Analytics
Predictive Analytics
PrescriptiveAnalytics
Deployed across multiple markets
Financial Services and banks
Retail
Telecommunications and utilities
Insurance
Healthcare
Travel
Leisure and media
Automotive
Public sector
How can we make it happen?
What will happen?
Why did it happen?
What happened?
Difficulty
Valu
e
Advancement in analytics Data leads to decisions, actions & enablement…
Business Value
Com
plex
ity
of D
ata
Next generation analytical techniques that enable you to move from descriptive to prescriptive analytics
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Data Strategy/Scoping Platform/ Architecture Advanced Analytics Visualisation
Wh
at
Is I
t / H
ow
do
we
do
it? Business Problem analysis Enterprise Architecture Descriptive and Predictive Real-time
Requirement Engineering Solution Architecture Clustering Dashboards
Workshops Platform Transformation Time Series Automated reports
Interviews Data Integration Network Analytics Business User Access
Data profiling Data Enrichment Recommendation Engine Querying
Initiation & Scoping Linkage and Matching Classification Location & Geo Spatial
Deep Learning
Machine Learning
Big Data – Fujitsu’s Expertise and Alliances
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Big Data Value Chain – Execution & Deployment
Input can be structured data (from traditional database systems), unstructured data (such as image data, Twitter updates, online reviews, location data) or data from web- or network-connected devices such as weather sensors.
Data is analyzed and filtered – “crunched” – to turn it into meaningful intelligence.
These insights can be deployed in various ways – e.g. be mined by business users via visualization tools or reports, or serve to trigger automated actions in production.
1 2 3
15 Copyright 2016 FUJITSU
Fujitsu Proposition and Capabilities
Strategy & Approach
SMART Technology
SMART People
SMART Data
SMART Themes
Detailed strategy of what we need to have and what we need to do with a tried and tested approach to deliver
Comprehensive themes that tackle customer lifecycle and IoT analytics. Built around solving business problems NOT IT
Extensive toolkit of for technology enablement and platforms where we will work with you to deploy the most effective solution into your business
Without people we can not deliver. The practice is staffed by MSc / PhD data scientists and architects as well as consultants that understand your business issues with over 50 years experience
Data is fundamental and acts as a USP with the ability to provide that 360 view – Access to the most comprehensive datasets. Consisting of 857 M individuals and 500+ attributes
Analytics Centre of Excellence that drives cutting edge innovative analytical solutions to solve business problems by leveraging Fujitsu and its partners’ technologies (via a consultative, collaborative Think big, start small approach).
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Business Objectives & Strategy Understanding the business problem to assess what data will be required as a starting point – Consultative Approach
Assess Current Capability Detail the current picture in terms of data, sources, process
Design Future Capability Create both a vision, architecture and roadmap of future capability, ordered by anticipated return on investment
Valuing and Building the Data Asset What data do you need and what is going to deliver the solution
The Business Case Produce a high-level business case and implementation plan to unlock the benefit streams identified
Build Strong Partnerships
Fujitsu’s Approach and Methodology
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Comprehensive partner agreements allowing access to data across 26 countries consumer classification that connects to over 2 billion consumers and approximately 857 million households
Global Data Reach
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Analytics and Propositions
Make your data and infrastructure fully optimised and fit for analytics and marketing purposes to drive your strategy
Add forensic insight to your business by understanding and targeting customers and prospects for maximum return
Identify the best locations for your stores and what to stock in them.
Comprehensively understand footfall patterns throughout your store
Have the ability to serve tailored communications to your consumers digitally in real time whilst they are browsing on line or in store
Is your business geared up to be best in class to identify fraudulent clams utilising a 360 view of your applicants across big data sources
Improve operating cost efficiencies by utilising big data and IoT across your infrastructure and predictively identify problems before they start.
19 Copyright 2016 FUJITSU
• Consultancy and analytics engagement • Tailored prioritised data driven strategy to
optimise collections strategy and enable individuals to enrol in a payment plan, placing the customer at the heart of the business
• Management and development of customer behavioural, value segmentation models, propensity to pay models and key performance indicators
Outcomes
• Client can make knowledge based decisions • Identification of customer ability to pay, payment
plans and contact strategy across best channels • Ability to launch new tailored products • Increase in productivity and efficiencies across
customer contact • Collections rose £12.7m in 9 months
Response
• Leading debt collection agency was not aware of customers not on a payment plan due to a lack of data driven strategy
• Business diagnostic we helped identify that 1.5m individuals were not in any payment plan which equated to £2bn of uncollected debt
Situation
Financial Services Optimising Collections Strategy
20 Copyright 2016 FUJITSU
• Working in partnership with the agency Fujitsu developed a PoC predictive model geared to predicting fraudulent claims at point of application to prove the robustness of the model
• The predictive model utilised a vast array of data attributes using agency data as well as third party data
Outcomes
• The initial PoC model identified an uplift on fraudulent/erroneous claims of 25%
• Now in full BAU and runs in a dynamic automated real time environment, preventing fraud from entering into the system
• Identification of more than £85m per annum of fraud and error activity via the solution
• On average 13% of new applications were subject to fraud and error
Response
• Agency needed to reduce and understand level of fraud. Move towards a prevention and detect strategy at the point of application
• Improve monitoring and evaluation to ensure resources focused on areas of greatest financial loss and risk
• Need to quickly identify incorrect cases and deploy the appropriate follow up actions
Situation
Government Reducing fraud and error
21 Copyright 2016 FUJITSU
• Roadmap identifying current capabilities and how to deliver best in class analytics identified
• Developed a data strategy for hygiene, enhancement and a single version of the truth
• Utilisation of data for predictive maintenance • Streaming of data in a near real time • PoC predictive models across a number of assets • Real time social media listening linked to call
centre management
Outcomes
• Improved Customer Experience Scores • Increased knowledge share across internal team
through utilisation of self serve analytics, single version of truth for data, analytics in a real time environment, effective dash-boarding and reporting on KPI’s
• Reduction in operating costs • Enablement of cross channel communications to
customers
Response
• Needed to improve Customer Experience Scores and customer centricity
• Increase engineer productivity • Move from scheduled maintenance programmes
to conditional based programmes via advanced analytics
• To enable the internal data and analytics teams to be best in class
Situation
Utilities company
22 Copyright 2016 FUJITSU
A few Quotes…
In 2016, more businesses will see that customer success is a data job.
Companies that are not capitalizing on data
analytics will start to go out of business
The true value of analytics will be realized when ROI is maximized by analytics that
tell you what to do.
Today, most analytics projects start from the wrong place, end too soon, take too long – and still fall short. The reason: they
start with available data sources as the primary constraint. The solution: start with the business questions you want to answer
Companies will continue to seek
competitive advantage by adopting new big data
technologies
Technologists will shift their attention from Big Data to machine learning and providing proactive insights.
Active intelligence will become the new focus
Automated personalization will be a critical business benefit that big data analytics will
begin to deliver
Companies … will take a more thoughtful approach to
analyzing “useful” data to
reach fast, meaningful, holistic insights. Rather
than investing time and money in IT infrastructure to manage high
volumes of data Data itself is no longer the number one
problem; connected data is the problem. It is becoming increasingly difficult to reach that data, secure that data, much less draw insight and enable a person
or process to take action on the data
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