Research

Portland 2019 Analytics Symposium: Event Summary

Apr 17, 2019

Available to Research & Advisory Network Clients Only

IIA’s 14th Analytics Symposium was held in Portland, Oregon, on March 12, 2019. This Symposium brought together leading analytics thinkers on the future of AI, data engineering, and analytics, along with analytics leaders from different industries, functions, and geographies to share insights and best practices.

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Inquiry Response: Occasion-Based Segmentation

By IIA Expert, Mar 25, 2019

Available to Research & Advisory Network Clients Only

Inquiry:

We’ve gathered occasion-based customer segmentation data through a third-party survey firm, but now what? How we can better design and use surveys in general?

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Inquiry Response: Including Customer Lifetime Value

By IIA Expert, Jan 07, 2019

Available to Research & Advisory Network Clients Only

Inquiry:

We have models to show propensity to buy, and now would like to include customer lifetime value. Do you have any suggestions on how to make this happen?

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Inquiry Response: Personalized B2B Sales Strategies

By Scott Friesen, Sep 10, 2018

Available to Research & Advisory Network Clients Only

Inquiry:

We’d like to use data to increase efficiency within our global B2B sales team, both on the internal and the external sides. We’re interested in developing a personalized contact and sales strategy, moving beyond simple segmentation.

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Predictive Analytics World 2018

By Bill Franks, Jun 26, 2018

Available to Research & Advisory Network Clients Only

IIA attended the Predictive Analytics World (PAW) show in Las Vegas, June 6–7, 2018. This year the show had a new format called “Mega PAW” where a number of (previously individual) PAW shows were all housed together under one roof. Some of the keynotes were shared by all attendees, while the breakouts were segmented by topic. All of the sessions IIA attended were in the business track. In this event summary, the key points from each session attended will be provided, as will some commentary on IIA’s thoughts about the topic.

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Inquiry Response: Using Social Media to Inform Customer Segmentation

By IIA Expert, Feb 19, 2018

Available to Research & Advisory Network Clients Only

Inquiry:

We’re keen to understand the needs and attitudes of our clients so we can better tailor our communications and suggest additional services. How have others used third-party data to better understand their customers?

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Disintegrating Castles & Category Kings

By Geoffrey Moore, Oct 03, 2017

The most prevalent impact of digitalization on the structure of markets has been to reduce the barriers to entry for a whole raft of established categories—as it has, for example in media, retail, consumer packaged goods, fast food, and transportation. A flood of small but numerous new entrants, individually nothing more than minor nuisances, become collectively a real presence. This shows up in market-share pie charts where the catch-all category Other is growing faster than the market as a whole. The result in each case is category fragmentation, and the big loser in each case is the currently reigning category king.

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Optimization of Inventory Allocation

By Dr. Chris Holloman, Leigh Helsel, Tayler Blake, Aug 23, 2017

Available to Research & Advisory Network Clients Only

In 2016, U.S. e-commerce sales totaled an estimated $394.9 billion, accounting for 8.1 percent of total annual sales. This total was a 15 percent increase from 2015. Advances in technology and adoption of the internet have forced the retail industry to make dramatic shifts toward e-commerce. While this change presents a tremendous opportunity for business growth, the cost associated with inefficiencies in supply chains makes optimally allocating inventory to fulfillment centers integral to retailers’ success. In this research brief, we describe a method to determine the best allocation of inventory to fulfillment centers after a total buy has been determined.

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Saving Retail

By Geoffrey Moore, Jul 18, 2017

Okay, so you know a sector is in trouble when there is a Web page in Wikipedia entitled “The Retail Apocalypse.” This post is not about how much trouble retail is in. This one is about how it can get out.

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The Manufacturer’s Dilemma

By Geoffrey Moore, Jun 20, 2017

There is a lot of serious talk in America these days about improving the state of our manufacturing sector. Smart products, Internet of things, robotics, predictive maintenance—all great stuff. But none of it addresses the most fundamental challenge facing the sector: how to deal with a demand/supply inversion which has made the customer king.

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