Monetization thru business intelligence
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CUBOT is a business intelligence product developed by Robust Designs to provide data-driven insights. It integrates data from various sources and uses analytics and visualizations to help customers gain insights into their operations, finances, customers and make better strategic decisions. CUBOT applications have been implemented across various industries like financial services, healthcare, telecom and government to improve areas such as sales performance, risk management, collections, billing and costs. The platform provides self-service capabilities and security controls to deliver actionable intelligence to users.
Monetization thru business intelligence
- 1. Putting Data to Use: Business Intelligence and Analytics Jan 2015
- 2. 2 Contents • About Us • Uses of Data • BI Applications • BI Platform • Customer Analytics
- 3. ABOUT US
- 4. 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
- 5. 5 Experience with BI over the Years Installations in India, Singapore, Malaysia, Vietnam, Netherlands, and Africa PASTCURRENT APACINDIA PASTCURRENT
- 6. 6 Business Intelligence Delivery Business Data Science Technology Identify and use information to run business better Produce, provide information Integrate, organize, manage data; provide technology
- 7. 7 Our Offering Domain Specific Apps Business Intelligence Analytics • Telecom • Financial Services • Healthcare
- 8. USES OF DATA
- 9. 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
- 10. 10 Integration, Perspectives Adaptors for industry standard databases Adaptors for enterprise applications Connectors for XML, Excel, CSV, Custom CUBOT Data Warehouse Vertical ERP Systems SUN General Ledger Budgeting Spreadsheets External Data EXTRACT, TRANSFORM, LOAD Holistic View Data Perspectives
- 11. Operations and StatutoryReports CREDIT PROCESSING ARREARS, PROVISION DISBURSEMENT FOLLOW-UP COLLECTION LEGAL PROCEEDING TIME PRODUCT SOLICITOR 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
- 12. 12 Executive View, Strategic Insights INFORMATION GENERATION Reports, Dashboards, Ad- Hoc Analysis, Alerts INFORMATION DISTRIBUTION Web Portals, Emails, Extracts, Mobile Dashboards
- 13. 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 CUSTOMER ANALYTICS TRACK PROFILE, DISCOVER SEGMENT ACTION EACH SEGMENT Analytics Process Analytics Output
- 14. BI APPLICATIONS Financial Services, Healthcare, Telecom, Tax Authority, & Manufacturing
- 15. 15 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
- 16. 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
- 17. Financial Services: Microfinance Sales Top branches, Agents Operations Customer Services, Credit Applications Processing Finance Cashflow, Statutory, Provisioning Collections Arrears Analysis, Follow up lists and effectiveness, NPL profile
- 18. Apps for Finance Departments Across Industry Consolidated Accounts Reporting System Hospital Financial Information System Revenue Assurance Asset Liability Management Collections Management, Net Economic Value Multi Country, Multi Currency Accounting
- 19. 19 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.
- 20. 20 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)
- 21. 21 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.
- 22. 22 Telecom: Value Added Services Business Process KPIs
- 23. BI PLATFORM – DATA ACQUISITION TO ACTIONABLE INTELLIGENCE
- 24. 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
- 25. 25 Data Acquisition CUBOT Data Warehouse Vertical ERP Systems SUN General Ledger Budgeting Spreadsheets Others Campaigns, Market Data, Investments EXTRACT, TRANSFORM, LOAD Adaptors for industry standard databases Adaptors for enterprise applications Connectors for XML, Excel, CSV, Custom
- 26. 26 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 Analytics Example: Credit Processing Application - Star Schema, Numbers, OLAP CREDIT PROCESSING ARREARS, PROVISION DISBURSEME NT FOLLOW-UP COLLECTION LEGAL PROCEEDING TIME PRODUCT SOLICITOR BRANCHCUSTOMER COMPANY
- 27. 27 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
- 28. 28 Knowledge Delivery: Detail INFORMATION GENERATION Reports, Dashboards, Ad- Hoc Analysis, Alerts INFORMATION DISTRIBUTION Web Portals, Emails, Extracts, Mobile
- 29. 29 Knowledge Delivery: Visualizations Location Analysis KPI Analysis Heat maps Executive Landing Page
- 30. 30 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
- 31. 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
- 32. 32 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
- 34. 34 Goal: Real Time Analytics 1. Get Data, Build Data Model 2. Create Snapshots 3. Track Movements 4. Improve Conversions 5. Act in Real Time
- 35. 35 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 ANALYTICS 360O CUSTOMER VIEW
- 36. 36 Customer Segmentation is the Foundation TRACK PROFILE, DISCOVER SEGMENT ACTION EACH SEGMENT
- 37. 37 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
- 38. 38 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)
- 39. 39 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 Transact ion 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 Value Scale Profil e Sales Potentia l Score O1 O2 …On Id1 S1 P1 0.4 High Low Low Id2 S2 P1 0.5 Me d High Low Id3 S3 P2 0.2 Low Low Low ..IdN S2 P2 0.8 Me d High High Cross Sell Intelligence Customer Profile
- 40. 40 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
- 42. 42 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
- 43. Last Slide