Several of our Members, Board of Advisors and Clients have contributed to the ongoing research "Turning Data into Dollars, Consumerism and Beyond, 1995-2022" in cooperation with leading U.S. and European business schools. An excerpt of the work can be found here, as curated links to related relevant publications

“The better you manage information about business assets,
the better you manage the assets themselves”

THE NEW 360° VIEW: INTEGRATING CUSTOMER WEB BEHAVIOR DATA

First of a Three-Part Series, this whitepaper addresses digital consumer interaction data as a source of value, beyond the tradition of using purchase data or basket data. One cannot ignore how during the last few years, leaps of technology development and higher levels of consumer interactivity have brought the full view of sales, customers, and products from the back office to a more consumer-centric domain.

By Bill Franks & Rebecca Bucnis

Project Complexity in Airlines:
Initial Results

While the evaluation of project complexity presents an important aspect for today´s project success and therefore various systematic approaches exist, there is only little information available, how broadly these have been adopted by airlines and their industry business partners. The initial results allow for additional insights on the organizational maturity level of the participating companies.

By Sebastian Burgemeister

Customer Analytics Pay Off!

This IBM Institute for Business Value executive report combines the observations of "Turning Data into Dollars" quantified research with case studies and practitioners expertise gained through years of experience to provide a point of view on some of the more effective customer analytics strategies. Organizations can deploy these strategies as a competitive differentiator and an engine for sales growth. <a/div>

By Marc Teerlink and Michael Haydock
THE NEW 360° VIEW: WEB BEHAVIOR DATA IN DETAIL

Second of a Three-Part Series, this whitepaper addresses digital consumer interaction data as a source of value, beyond the tradition of using purchase data or basket data. One cannot ignore how during the last few years, leaps of technology development and higher levels of consumer interactivity have brought the full view of sales, customers, and products from the back office to a more consumer-centric domain.

By Bill Franks & Rebecca Bucnis

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Case Study by INFOR on Sebastian Burgermeister's CRM project during his time at Swiss

"In recent years, bitter competition has marked the passenger airline industry, with low-cost carriers exerting increasing pressure on providers in the high-end segment.

Despite this pressure, the Swiss subsidiary of Lufthansa, Swiss International Air Lines AG, has managed to sustain its long-term success on the European market."

The new hero of big data and analytics: The Chief Data Officer

As executives witness data’s proven impact on performance and innovation and recognize its strategic significance, they also realize the growing need for a leader whose primary role is to understand and advocate on behalf of data: The Chief Data Officer.

By Marc Teerlink, Paula Wiles Sigmon, Brett Gow and Kingshuk Banerjee

THE NEW 360° VIEW: WEB BEHAVIOR DATA IN ACTION

Third of of a Three-Part Series, this whitepaper addresses digital consumer interaction data as a source of value, beyond the tradition of using purchase data or basket data. One cannot ignore how during the last few years, leaps of technology development and higher levels of consumer interactivity have brought the full view of sales, customers, and products from the back office to a more consumer-centric domain.

By Bill Franks & Rebecca Bucnis

THE RISE OF THE DATA SCIENTIST
Tech ́s new rock stars turn (Big) Data to dollars
[Though the original article is in Dutch, an English summary can be found here] Fun Fact: Olav & Marc have promised to provide us soon with an updated version of this point of view on Data To Dollar's blog.
Why is data science suddenly a topic in daily news coverage? Why do we keep seeing this reference? The answer is simple: the growth of Big Data.

By Olav Laudy & Marc Teerlink

Taking Your Analytics Up A Notch By Integrating Clickstream Data

Most companies stop their Web integration with the inclusion of online sales transactions whilst detailed Web behavior data is not usually leveraged outside of Web reporting.

This paper outlines what those leaders are doing, why they are doing it, and why your organization should consider such actions today. The examples are quite compelling and promise to be eye opening to those who have not yet given much thought to integrating their detailed clickstream data

by Bill Franks & Rebecca Bucnis

 

Challenging CIOs to Drive Front-Office Transformation

This  Cutter IT Journal on Social, Mobile, Analytics & Cloud (SMAC) provides different looks at the opportunities and challenges SMAC pose. Taking the CIO angle, this article leverages the "Turning Data into Dollars" quantified research to advise CIOs who wish to transform their organizations into data-driven decision making fighting machines to be mindful of four stages of transformation.

By Marc Teerlink, Desmond Martin, and Jan-Paul Fillié