'Impact of emerging technologies in Business' was presented at the 17th IMA CEO Roundtable, by Sudipta K. Sen, Regional Director - South East Asia, Vice Chairman and Member of Board, SAS Institute (India). The presentation talks about how technologies in data management, analytics and BI can help organisations in driving breakthrough business outcomes.

1. IMPACT OF EMERGING
TECHNOLOGIES IN BUSINESS
SUDIPTA K. SEN
REGIONAL DIRECTOR – SOUTH EAST ASIA,
VICE CHAIRMAN & BOARD MEMBER
SAS INDIA
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2. LESSON FROM THE EVOLUTION
Dinosaur • Extinct even
though the largest
living organism in
the universe
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3. LESSON FROM THE EVOLUTION CONTD.
Amoeba
• Surviving even
though one of the
smallest living
organism in the
universe
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4. GLOBAL CHALLENGE
INNOVATE & OPTIMIZE
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5. GLOBAL CHALLENGE
INNOVATION
 New ways of thinking. New strategies.
 “Best Practices” vs. “Next Practices”.
 Beyond improving on what already exists.
 Involves risk and disruption.
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6. GLOBAL CHALLENGE
OPTIMIZATION
 Process improvements.
 Cost cutting. Reallocation of resources.
 Let go of what you shouldn’t be doing.
 Too much may challenge long-term viability.
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7. GLOBAL CHALLENGE
STRIKING A BALANCE
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8. DRIVING CHANGE
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9. DRIVING CHANGE
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10. DATA DRIVES INNOVATION
GLOBAL ONLINE POPULATION TO HIT 2.2 BILLION BY 2013
Internet Users 2008
•
•
•
•
•
US
China
Japan
Brazil
Germany
Internet Users 2013
•
•
•
•
•
China
US
India
Japan
Brazil
43% of the world’s online population will reside in Asia by 2013
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11. BIG DATA –
WHAT IS IT?
“Data that exceeds the processing capacity
of conventional database systems.”
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12. DRIVING CHANGE
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13. KEY
CONSIDERATIONS
Data
 Which kind?
 Predict outcomes
 Quantifiable benefit
Platforms
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14. IT’S ALL ABOUT PROFITABLE REVENUE GROWTH
Driving the need for…
Intelligence with Analytics
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15. ANALYTICS
WHAT SHOULD YOU EXPECT?
Pinpoint
Understand
Discover
Simulate
Act
Isolate
Limit
Filter
Justify
Conserve
Model
Improve
Contain
Eliminate
Decide
Illuminate
Hedge
Streamline
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Simplify
Recycle
Better
Find
Constrain
Anticipate
Reduce

16. ANALYTICS
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17. DRIVING CHANGE
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19. ISLANDS OF INFORMATION
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20. BRINGING ISLANDS TOGETHER!
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21. Agility
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22. Are We Agile?
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23. TOO MANY
DECISIONS TO
MAKE
Effective
Acquisition
Mechanisms
Structured
X-Sell and
Up-Sell
Structure
Increased
Share-of Customer Wallet
Increase
Customer Value
Reduce
Time to Decision
Increase
Product
Holding Ratio
Reduce
Customer Irritation
Quotient
Increase
Share-Of-Wallet
Reduce
Leaking Bucket
Syndrome
Increase
Month on Books
Increase
Customer Value
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Reduce
Marketing & Allied
Costs
Reduce
Bad Customer
Acquisition

24. STEP 1 – INFRASTRUCTURE
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25. STEP 2 – SEGMENT CUSTOMERS
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26. XUP
RETAIN
STEP 3 – PROFILE SEGMENTS
DON’T
FOCUS
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DON’T FOCUS
XUP
XUP
DON’T RETAIN
FOCUS
RETAIN
DON’T
FOCUS

27. Decisioning!
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28. STEP 4 – KNOW YOUR CUSTOMER
CORROBORATIVE DATAPOINTS
VALUABLE
CREDIT CARD
CUSTOMER
MOBILE BILL
PAYMENT IS
ON STANDING
INSTRUCTION
AVERAGE
MOBILE
PAYMENT
7,200
CUSTOMER FOR OVER
4 YEARS
AVERAGE
REVOLVING
AMOUNT INR
12,000
NO
DELINQUENCY
IN 24 MONTHS
• Busy Executive
• Age 36
• Living in South Mumbai
• Low Risk, Potentially
• High Value Customer
• Current exposure to Business
– VERY LOW
• Potential Cross-Sell Products
Personal Loan
• Communication Channel Priority
Electronic Mail and Mobile (SMS)
POSSIBLE ACTION
• Cross-Sell Prospect to PRODUCT-1 PL
• Propose via E-Mail Channel
• Provide 1 Year offer with Low APR
ANTICIPATED RESULT
• Increased Exposure thus Increased
Value/Revenue
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29. Timely
Application!
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30. HOW?

Run Targeted
Outbound Programs
Lead Intimation
Mr. Kumar has withdrawn 4 Standard
Deviation Higher
Amount of Average
Behavior today,
PL Scores have been
consistent since three
months – Propose an
Offer!
Offer has already been
calculated for 10.25%
Interest
Empower Relevant Stakeholders in the
Enterprise with Analytically Validated
Decisions for Execution!
Transform
Service to Sales
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31. SOCIAL MEDIA
WHERE DOES IT PLAY?
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34. SUCCESS STORIES
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35. SEBI
“SEBI has always been seen as a
proactive regulator, and when we
implement a solution of this kind,
we live up to that standard – a
standard that says, ‘Look,
somebody is watching you.’”
Avneesh Pandey, General Manager, SEBI
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36. TELECOM ITALIA
“Analysis that is valuable and
makes sense today may be
irrelevant tomorrow. And we need
to see well beyond tomorrow.
SAS Visual Analytics has allowed
us to identify profitable areas that
we can strengthen in terms of
infrastructure and services to be
marketed”
Fabrizio Bellezza, Vice President - National Wholesale
Services and Head of Market Development ,
Telecom Italia
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37. MARUTI SUZUKI
Developed a comprehensive
unified view of the customer
across different sources. Reduced
redundancies in the customer
database, leading to optimization
of marketing spend and enabling
opportunities to cross and upsell.
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38. SALES TAX
DEPARTMENT OF A
MAJOR STATE IN
INDIA
Identifying and plugging the
leakages in the system, resulting in
increased Tax revenue for the
department. Enabling a culture of
data-driven decision making and
resource optimisation across
various divisions
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39. THE POWER OF ANALYTICS – KEY TAKEAWAY
•
In an increasingly volatile world, hindsight is a poor tool to create insight
•
Past trends tend to be poor predictors of future possibilities
•
Today’s insights would be tomorrow’s hindsight
•
Organizations with capability of learning from hindsight and ability to do
well in the future through foresight will thrive
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40. Leader in Business Analytics
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41. “One cannot be in business today with
yesterday’s methods and practices and be in
business tomorrow”
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42. THANK YOU