3 Ways Retailers Can Create Relevant & Personalized Promotions

March 13, 2013

Did you know, only 31%* of Americans find rewards-program communications extremely relevant and only 12%* of consumers feel that there is any value in being loyal to their favorite brands?  These numbers are a plea for better loyalty program experiences and more relevant and personalized promotions.  Here are a few suggestions  for retailers looking for some tips on how to create more relevant and personalized experiences.

1.  Avoid set it and forget it mentality
Always consider the environment, pay attention to seasonality, holidays, and special events to avoid missing our on valuable opportunities to engage your audience. The Baltimore Ravens may have won the Super Bowl this past Sunday but Oreo was the real winner. Their tweet, “You can still dunk in the dark.” sent out within minutes of the Superdome blackout garnered the cookie company over 15,540 retweets and almost 6,000 favorites. Compare this free publicity to the cost of a TV commercial that would have set the company back a cool $3.8 million. Oreo’s well-timed tweet is a great example of the value of communicating with your audience in a relevant way.

Oreo Twitter Feed

2.  Offer valuable incentives and rewards
Can you believe that over 16 billion* rewards go un-redeemed?  This says a great deal about the perceived value of loyalty programs rewards. A couple of ways that loyalty programs are going about providing more personal and relevant rewards are by offer members to exercise flexible reward and points redemption that can be used at other businesses or allowing members to donate unused rewards to causes. For example, AMEX has the MembersGive program. The program makes it possible for members to donate their unused rewards to a charity of choice. By allowing flexible reward redemption AMEX has identified a socially responsible, relevant, and personalized way of rewarding members for their loyalty.

3.  Don’t treat every customer the same
The phrase, “GILT sends a lot of emails”, is quite the understatement. Within a single minute of noon, every member of the flash sale site will receive one of 3,000 versions of GILT”s daily message – talk about extreme personalization!  Emails are custom tailored to each GILT customer, depending on purchase history, brand preferences, sales viewed,  and even size. CMO, Alexandra Wilkis-Wilson reports that applying these tactics to create more personalized email communication has contributing to a lift of 9%-10% in sales conversions.

Thanks to the guys at:

http://blog.500friends.com/2013/02/06/3-ways-retailers-can-create-relevant-personalized-promotions/#more-1546

 


Data Stewardship in 13 Minutes a Week

February 14, 2013

Andrew White, Research VP at Gartner, has a great thesis on data stewardship:

“13 minutes a week – that is how much work your data stewards should be doing.”

That is, in order for data stewardship (or data ownership) to be truly adopted by the business—marketing, HR, finance—the work we require them to do should amount to no more than 13 minutes per week.

This is a terrific goal and it is what we strive for withDataPrivilege.  How do we do it?

  • We make reviews devoid of noise – stewards only see data they care about
  • We make reviews differential – if it hasn’t changed since last review, it doesn’t show up
  • We make reviews inline with normal workflow – a timely email appears in the steward’s inbox with a big link that takes them right to the review; no separate reminders or TODOs needed
  • We make reviews actionable – exceptional items are highlighted and a suggested action is given along with the ability to take the action without leaving the review screen

A significant portion of our operational plan is devoted to finding, assigning, and involving data owners.  But without buy-in from the people who will be doing the work, the plan can’t be executed.  Andrew cuts right to the core of why many businesses have failed at implementing information governance programs: they have effectively dumped an unreasonable and unnecessaryamount of work on their stewards’ desks and walked away.

What do you think? Could you sell 13 minutes of work per week in exchange for true information governance, accountability, and data protection?


Using Varonis: Involving Data Owners (Part I)

January 2, 2013

(This one entry in a series of posts about the Varonis Operational Plan – a clear path to data governance.  You can find the whole series here.)

Almost every organization is now data driven. With all the talk about data growth and big data analytics over the past couple of years, people have started to ask: “How do we maximize the value of our data? How can we make sure we’re deriving real business benefit?”

The keys to maximizing the value of our data are to gather the right intelligence about it, and then give the right people the ability to take action using the intelligence you’ve gathered.

Now that we know who our Data Owners are, it’s time to start getting them involved. Remember that it’s the owners—not IT—that have adequate context to make decisions about who should and shouldn’t have access to their assets.

The next step in operationalizing Varonis is to provide owners intelligence about their data assets.  DatAdvantage can deliver data-driven reports that shed light on what is happening with their data: who can access it, what they’re doing with it, which data is stale, etc. These reports greatly simplify and optimize reporting by delivering reports to all owners which contain information aboutonly the data they own.

An Example

Say you’ve spent a few weeks identifying and confirming business owners for all of the top-level folders on a large NAS (or two, or three…). Depending on the size of the company, this might be a few dozen or a few thousand people. One of the most common next steps is to provide permissions reports on all of these data sets to the relevant owners. So the HR owner gets a report on all of the users who have access to the HR folder, for instance. It’s the same with Finance, Marketing, R&D, etc. In the past, you would have to create and deliver a separate report for each owner, which depending on the complexity of your reporting process might be an onerous undertaking all by itself. DatAdvantage gives you a far better alternative.

In DatAdvantage, to accomplish the same thing, you’d only need to create a single report, and all owners would get permissions reports once a quarter (or however often you like). Create the report, include the proper filters and formatting, and then set up a data-driven subscription to be delivered on the first day of the first month of the quarter. That’s it you’re done.

Every quarter, every data owner is going to get that report in their inbox, and the report will contain information about only the data that they own—they won’t see anything that doesn’t belong to them. As you add and change owners over time, the subscription will continue to work without intervention. If my job role changes and suddenly I’m the owner of additional folders, my permissions report will show those as well. If I’m no longer an owner, my report won’t contain information about what I no longer own.

Permissions reporting is a great use case for data driven reports, and it’s not the only one. Reports that show actual access can be useful, too.  What if every data owner could see exactly who on their team was accessing data most? What about those people who weren’t accessing any? Or people from outside their team bumbling around?  Who creates content? Showing owners what data is stale or which folders are growing the fastest can help give them understanding of how their using resources. Providing owners intelligence about where their sensitive data is, where it’s exposed, and who has been accessing it lead to informed decisions about how they can reduce risk.

Once you’ve started putting intelligence into the hands of your owners, the next step is to give them the power to take action without bugging IT. We’ll cover that next.


IBM Report Highlights the Power of Predictive Analytics

October 4, 2012

This morning I read an important guide by IBM, Making Critical Connections: Predictive Analytics in Government, Improve Strategic and tactical decision-making. The guide highlights the benefits of predictive analytics in government and shows how data can provide insight and guide decision making for government agencies. I’d encourage you to take a look at the report, and consider how predictive analytics can help transform your agency.

 

Today, government collects more data than ever before. There are countless examples, whether data is coming from social media, photo sharing, business operations, customer service, HR, health data, research studies, there are dozens of examples of how much data is collected. With all this data now readily available, the challenge becomes how to manage, store and drive action based on data. Predictive analytics has become a potential way to unlock data driven decisions for agencies. In discussions with government employees, here are some of the common challenges related to predictive analytics:

 

Defined Mission

Just like any kind of implementation of technology, it is important to consider what exactly is trying to be solved by using predictive analytics. Any successful program has clear metrics that the organization is aiming to reach. For example, if an agency desires to reduce call center volumes, predictive analytics can be used to identify challenges and issues that customers are facing. If there is a common thread or theme seen through the data, an agency can solve the problem, and the center may receive less calls.

 

Data Management

Predictive analytics is all about data. In order to truly capitalize on predictive analytics, agencies need to identify what data they are collecting, where it is housed, who has access, how data is currently being used, and what kind of data they may need to look at to solve the problem they identified.

 

Who else is Using Predictive Analytics? How can we use predictive analytics?

There are a lot of agencies using predictive analytics, and there are many great ways that agencies have implemented predictive analytics into their agency. Recently, I wrote about the Blue CRUSH program in the City of Memphis, as a great example of using predictive analytics to fight crime in our neighborhoods. GovLoop also hosted a webinar that discusses the Blue CRUSH program, which you can access here.

 

Another great resource comes from Frank Stein, Director of IBM’s Analytics Solution Center, also provided some great examples of using big data in his post Big Weather, Big Data.Further, the IBM guide further identifies some ways agencies have used predictive analytics, stating:

 

  • Law enforcement agencies look for patterns in criminal behavior and suspicious activity. This enables them to deploy personnel more effectively and to identify possible motives and suspects.
  • Auditors of tax returns and Medicare/Medicaid claims compare information across cases to understand normal activity patterns. In this way, they can identify cases that deviate from the norm and, therefore, warrant further investigation.
  • Disease management analysts study events that led to favorable outcomes across time and patient populations, in order to develop optimal treatment protocols.
  • Public health authorities monitor syndromic information from various sources, looking for elevated levels of certain symptoms that signal a widespread disease outbreak. This accelerates the process of uncovering the cause of the outbreak.
  • Network analysts protect the security of computer and communications systems by detecting “cyber threats.” These include unauthorized access and the release of computer worms or viruses.

 

Identifying Value

There are many reasons why agencies decide to use predictive analytics. IBM provides an extensive list of the benefits below. In today’s climate for government employees, predictive analytics can help conquer some of the most pressing challenges for government. For instance, predictive analytics has successful lead to a reduction in costs, identifying new efficiencies, and improved safety, and managing risk. IBM expands on these themes in their report:

 

  • Reduce costs while improving resource allocation. Facing an increasing backlog of collections, an agency develops a collection prioritization plan that leverages its limited resources and aligns operations with new strategic goals. By focusing its collection efforts, the agency achieves a higher success rate, resulting in additional annual revenue.
  • Reduce fraud, waste and abuse. A Medicaid fraud detection office predicts which claims are likely to be fraudulent, so that auditors can concentrate on the right claims and recoup lost revenue more cost effectively.
  • More efficiently protect public safety and security. Analysts at a U.S. metropolitan police department review and analyze crime data, identify trends and patterns, and develop predictive models that are then made available to operational personnel through an intranet. Command staff can evaluate real-time conditions and send police units where they are most likely to be needed.
  • Better manage risk. Government agencies are alerted to anomalies
in the reported number of cases of a particular illness. As a result, medical personnel in the affected area can be notified in a timely fashion.
  • Streamline processes. Millions of pieces of data from microarray experiments, such as genetic factors underlying malignant brain tumors in children, are analyzed to discover the most effective therapies, thereby extending or saving lives.
  • Increase job effectiveness. Recruiters are able to improve their efficiency at filling jobs by focusing on the few candidates among hundreds of leads that are most likely to respond favorably.

 

The complexity of data and the challenges faced by government today require new ways of thinking, new technology and for agencies to continually learn how to provide improved services more efficiently. As pressures continue to grow on agencies to improve service delivery, while budgets and resources decrease, predictive analytics is one way agencies can find new and innovative ways to transform their agency with data drive decisions.


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