Putting Data to Use:

Business Intelligence and Analytics

Jan 2015

2

Contents

• About Us

• Uses of Data

• BI Applications

• BI Platform

• Customer Analytics

ABOUT US

4

CUBOT

CUBOT is our BI product

Developed and owned by Robust

Designs

CUBOT now has over 40 customers

in India, Singapore, Malaysia,

Singapore, Vietnam & Netherlands

Developed with the vision:

Faster to Implement, Simpler to use

Robust Designs and CUBOT

CUBOT

Robust Designs (RD) is an Asian

Software company specializing in

Business Intelligence Solutions

Operational since 2004

RD stats

Privately held

Offices: Singapore, Mumbai,

Bangalore

15 people

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Experience with BI over the YearsInstallations in India, Singapore, Malaysia, Vietnam, Netherlands, and Africa

PA

ST

CU

RR

EN

TA

PAC

IND

IAP

AS

TC

UR

RE

NT

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Business Intelligence Delivery

Business

Data Science

Technology

Identify and use information to run business better

Produce, provide information

Integrate, organize, manage data; provide technology

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Our Offering

Domain Specific

Apps

Business Intelligence

Analytics

• Telecom• Financial Services• Healthcare

USES OF DATA

Uses of Data

• Data Integration

• Flexible, Ad-hoc reports

• Officer Reports

• Statutory Reports

• Dashboards

• Understand, track behaviour

• Segment

• Action Target Lists

• Track business KPIs

• Insights

• Analytics

Better Decisions

Customer Delight

Holistic View

Efficient Operations

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Integration, Perspectives

Adaptors for industry

standard databases

Adaptors for enterprise

applicationsConnectors for XML, Excel, CSV,

Custom

CUBOT Data

Warehouse

Vertical ERP

Systems

SUN General

Ledger

Budgeting

SpreadsheetsExternal Data

EXTRACT, TRANSFORM, LOAD

Holistic View

Data Perspectives

Operations and StatutoryReports

CREDIT

PROCESSING

ARREARS,

PROVISION

DISBURSEMENT FOLLOW-UP

COLLECTIONLEGAL

PROCEEDING

TIME

PRODUCTSOLICITOR

BRANCHCUSTOMER

COMPANY

SALES

Top branches, Agents

OPERATIONS

Customer Services, Credit Applications Processing

FINANCE

Cash-flow, Statutory, Provisioning

COLLECTIONS

Arrears Analysis, Follow up lists and effectiveness, NPL

profile

Data Model

Reports

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Executive View, Strategic Insights

INFORMATION

GENERATION

Reports, Dashboards, Ad-Hoc Analysis, Alerts

INFORMATION

DISTRIBUTION

Web Portals, Emails,

Extracts, Mobile

Dashboards

Segmentation, Targeted Lists

Analytics

• Popular Products

• Related Products

• By Category, Geography, Timeline

PRODUCT

ANALYTICS

• Campaigns On Demand

• Campaign Effectiveness

MARKETING

ANALYTICS

• Micro Segmented Sales

• Sales Performance Management

SALES

ANALYTICS

360O

CUSTOMER

VIEW

CU

ST

OM

ER

A

NA

LY

TIC

S

TRACKPROFILE, DISCOVER

SEGMENT

ACTION

EACH

SEGMENT

Analytics Process

Analytics Output

BI APPLICATIONS

Financial Services, Healthcare, Telecom, Tax Authority, &

Manufacturing

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Financial Services: Asset Management

• Sales Performance Management– Folio level aum

– Market share vs industry

– Loyalty Management for Distributors

• Risk Management– Exposure

– Credit scoring/Liquidity scoring

– Limits alerts

• Financial Management– AMC operations

– Costs - commissions, expenses

– Profits

Sales Performance Management

Finance, Operations

Risk Management

Financial Services: General Insurance

OPERATIONS

CLAIMS

RISK

REINSURANCE

FINANCE

UNDERWRITING

MARKETING

SALES

PERSONAL LINES

• Personal Auto

• Health

• Home

• Travel

• Personal Accident

• Student Medical

COMMERCIAL LINES

• Commercial Auto

• Health

• Fire

• Engineering

• Marine

• Liability

• Property

• Crime

Financial Services: Microfinance

SalesTop branches, Agents

OperationsCustomer Services, Credit Applications Processing

FinanceCashflow, Statutory,Provisioning

CollectionsArrears Analysis, Follow up lists and effectiveness, NPL profile

Apps for Finance Departments Across Industry

Consolidated

Accounts

Reporting

System

Hospital

Financial

Information

SystemRevenue

Assurance

Asset Liability

Management

Collections

Management,

Net Economic

Value

Multi Country, Multi

Currency Accounting

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Healthcare: Public Hospital Bills and Costs

Business Challenge

• There is always a high demand for fast, reliable, up-to-date and affordable information. A lot of available information is not easily accessible by the business users.

• On the other hand, what is alarming is the huge amount of redundant information and reports, causing a problem of “information overload”.

Solution

• FISH – Financial Information System for Hospitals, consolidates useful information, and presents them in an easily understandable format.

• Up-to-date information such as patient bills, visits, hospital and departmental financial results, workloads, referrals are just few clicks away.

Benefits

• By assisting management to make well informed decisions, FISH enables the management to have more effective and efficient control of each patient service and its development and support processes.

• Accelerates implementation of any new service or organizational change.

• The system improves cost transparency and is being used for comparing actual performance against benchmarking cost data.

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Government: Improved Tax Collection

User Empowerment

• Business users are able to create their own new reports, and able to drill down for root cause analysis, without requiring support from IT

ROI

• Manpower cost savings due to reduced work in compilation of reports.

• Prevention of revenue loss by identifying potential enforcement gaps

Result

• “IBIS with CUBOT, by automating and providing accurate and timely reports, has freed our officers to do more value-added enforcement work.” - Assistant Commissioner (Enforcement Division)

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Manufacturing: Pan European Steel Business

Multi Country Business Performance Management

Accurate, timely and consolidated reporting throughout the 14 operating companies of the DylanGroup. This allows company to react quickly to new markets and large projects, while managing its purchasing, sales, invoicing, collections more actively.

Some 50 managers across the entire business process from purchasing, inventory to quality, sales and delivery are involved and all get a holistic one view of data.

Data Integration

Consolidation of all data across its subsidiaries and publishing and tracking many different types of numbers to manage the multi company multi country operation.

Combining ERP data with sales data maintained in Excels allowed for accurate matching of sales and invoicing and collections within one platform.

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Telecom: Value Added Services

Business Process KPIs

BI PLATFORM – DATA

ACQUISITION TO ACTIONABLE

INTELLIGENCE

Covering the BI Continuum with CUBOT

•CUBOT ETL front

end with automated

processes + Perl

based data extract

from varied data

sources

•Parallel processing

DATA ACQUISITION

•CUBOT OLAP using

SQL on

•Relational (MySQL,

MS SQL) or

•Column DB

(InfiniDB,

Vectorwise)

DATA MANAGEMENT

•CUBOT Formulas

•AWK Scripts

•R based statistics

BUSINESS ANALYTICS

•SVG package with

wrapper

•CUBOT dashboard

UI with Java script

•Self Service BI

KNOWLEDGE

DELIVERY

•Customer Analytics

– Acquisition,

Retention, Renewal,

Churn Management

•Product Analytics

ACTIONABLE

INTELLIGENCE

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Data Acquisition

CUBOT Data

Warehouse

Vertical ERP

Systems

SUN General

Ledger

Budgeting

Spreadsheets

OthersCampaigns, Market

Data, Investments

EXTRACT, TRANSFORM, LOAD

Adaptors for

industry standard

databases

Adaptors for enterprise

applicationsConnectors for XML, Excel, CSV,

Custom

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SALES

Top branches, Agents

OPERATIONS

Customer Services, Credit Applications

Processing

FINANCE

Cash-flow, Statutory, Provisioning

COLLECTIONS

Arrears Analysis, Follow up lists and

effectiveness, NPL profile

Data Management & Business AnalyticsExample: Credit Processing Application - Star Schema, Numbers, OLAP

CREDIT

PROCESSING

ARREARS,

PROVISION

DISBURSEME

NTFOLLOW-UP

COLLECTIONLEGAL

PROCEEDING

TIME

PRODUCT SOLICITOR

BRANCHCUSTOMER

COMPANY

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Knowledge Delivery: Overview

DASHBOARDS

• For Executives

REPORTS

• For Operations and Finance

MIS

• Drill down, Filters, Enquiry, Detailed lists, Export to Excel, pdf

SECURITY

• Role based provisioning of information to different departments, geographies and seniority

WEB BASED

• Browser front-end, Server centric, cloud ready

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Knowledge Delivery: Detail

INFORMATION

GENERATION

Reports, Dashboards, Ad-Hoc Analysis, Alerts

INFORMATION

DISTRIBUTION

Web Portals, Emails,

Extracts, Mobile

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Knowledge Delivery: Visualizations

Location

Analysis

KPI

Analysis

Heat maps

Executive Landing

Page

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Actionable Intelligence: BI Applications

• Customer Analytics

• Data Driven Loyalty

Programs

• Marketing Campaign

lists

• Collection Follow up

suggestions

• Renewal Alerts

• Churn Management

• Cross sell/Up sell

SAMPLE APPLICATIONS IN FINANCE

Example screenshot from an IFA Loyalty Management Programme(CQ=Current Quarter)

The loyalty management programme awards points based on quarterly performance and moves IFA’s through various levels – Platinum, Gold, Silver

Actionable Intelligence: Loyalty Management

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Actionable Intelligence: CRM and Analytics

CRM: INTERACTION,

SENTIMENT

INVESTORS

CAMS

CAMPAIGN

360°

CUSTOMER

VIEW

Goals:

• Better customer understanding

• Improved customer interactions

• Cross-sell, and up-sell

opportunities identified

• Sentiment capture

• Integrated into the programme

to increase customer delight

CUSTOMER ANALYTICS

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Goal: Real Time Analytics

1. Get Data, Build Data

Model

2. Create Snapshots

3. Track Movements

4. Improve Conversions

5. Act in Real Time

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Analytics Framework

• Popular Products

• Related Products

• By Category, Geography, Timeline

PRODUCT

ANALYTICS

• Campaigns On Demand

• Campaign Effectiveness

MARKETING

ANALYTICS

• Micro Segmented Sales

• Sales Performance Management

SALES

ANALYTICS

CUSTOMER ANALYTICS360O

CUSTOMER

VIEW

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Customer Segmentation is the Foundation

TRACKPROFILE, DISCOVER

SEGMENT

ACTION

EACH

SEGMENT

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Data to Create a Complete Customer View

To maximize

data and get

a 360° view

of the

customer, 4

essential

types of data

should be

analyzed

Descriptive data

Customer profiles – demographics, attributes, declared info

WHO are your customers

Behaviourial data

Customer activity – transactional data

WHAT are they doing

Interaction data

Customer interaction with company – web clickstreams, e-mail, chat, call centre data

HOW are they behaving with the company

Attitudinal data

Customer opinions, needs, desires, preferences- market research data, customer surveys, social media

WHY are they behaving so

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Customer Intelligence

CORRELATION, PREDICTION

BIG DATA

CROSS BI PLATFORM

Acquire

(Campaign Management)

CUSTOMER

INTELLIGENCE

Retain

(Loyalty Management)

Understand, Keep Track

(Profiling, Segmentation)

Mine

(Cross Sell, Up Sell)

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Cross Sell Intelligence

Customer Attributes ->

Customer Id

A1 A2 …An Business Value Scale

Profile ID

Id1 S1 P1

Id2 S2 P1

Id3 S3 P2

..IdN S2 P2

Type of Account

Credit Rating

Asset Classes

Net Worth

Transaction

History

Business Volume

Product Offering ID

Product Name Profile Match

O1 Deposit Products – Fixed, Recurring P2

O2 Loan Products – Business, Personal, Mortgage, Housing, Education

P3

O3 Non-fund Products –Bank Guarantee, Trustee, Credit Card

P1

O4 Allied Products - Shares, MF,Insurance, Bonds, Real-estate

P2

Sales Potential ->

Customer Id

ValueScale

Profile

Sales Potential Score

O1 O2 …On

Id1 S1 P1 0.4 High Low Low

Id2 S2 P1 0.5 Med

High Low

Id3 S3 P2 0.2 Low Low Low

..IdN S2 P2 0.8 Med

High High

Cross Sell Intelligence

Customer Profile

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Product Analytics

PRODUCT

CATEGORIZATION

BASED ON SALES

• Top selling products

• Slow moving

PRODUCT

MATCHING WITH

CUSTOMERS

• Customer segments that bought in product categories

SIMILAR

PRODUCTS

• Products similar to each other

Product Trend

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Marketing Analytics

TARGET

CUSTOMER

SEGMENTS

CREATE

CAMPAIGN

LISTS

ACTION

CAMPAIGN

ANALYZE

CAMPAIGN

EFFECTIVENE

SS

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Sales Analytics

Creating More Accurate Customer

Micro-segments

To Understand and Predict Customer

Lifetime Value

How to Acquire the Right Customers

Creating a Sense of Loyalty and Retaining the Right Customers

Matching Products to Customer for Upselling

and Cross-selling

Last Slide