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2014 10 22 broadband world forum mike sherman
1. DataMediary (Consumer Data
Mall) – A Consumer Driven Big
Data Concept
Mike Sherman
Amsterdam, October 22, 2014
Copyright 2014 Mike Sherman, no use allowed without explicit written permission
2. KISS always applies
1 Copyright 2014 Mike Sherman, no use allowed without explicit written permission
3. 2
Big Data Defined
Big data is like High School sex:
• everyone talks about it
• nobody really knows how to do it
• everyone thinks everyone else is doing it
• so everyone claims they are doing it
Copyright 2014 Mike Sherman, no use allowed without explicit written permission
4. More Variety
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5. More Volume
Billing Data (old)
CDR (call data records: old
but can store more now
App usage (if on network,
new)
Location (new)
Sensors, e.g.
accelerometer, gyroscope
(new)
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6. IT is helping
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7. Big Data: Overhyped!
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8. Source: DMA, Big Data and one to one marketing, 12 myths busted, August, 2014
11
Myth: Big Data is a Strategy
Copyright 2014 Mike Sherman, no use allowed without explicit written permission
9. Source: DMA, Big Data and one to one marketing, 12 myths busted, August, 2014
12
Myth: Big Data Provides A
Competitive Advantage
Copyright 2014 Mike Sherman, no use allowed without explicit written permission
10. Source: DMA, Big Data and one to one marketing, 12 myths busted, August, 2014
13
Myth: More Data = More Insight
Copyright 2014 Mike Sherman, no use allowed without explicit written permission
11. 14
Copyright 2014 Mike Sherman, no use allowed without explicit written permission
12. Sometimes Less Data Is Better
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13. Big Data isn’t Pacman, you can’t
gobble data and spit out the answer
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14. Lots of Overpromise
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15. It made for great “the future of business” fodder. A technology company
crowdsources its R&D by ponying up $1,000,000 to anyone who can improve their
recommendation engine. Netflix, stickler for user-experience as it is, was
willing to pay all this money even if it meant making their algorithm just 10%
better. Amazing! If you were looking for an anecdote to cheerlead Web 2.0 to, this
was almost too good to be true.
And in fact, it was. Despite all the plaudits and case studies, Netflix announced this
week that despite paying $1 million dollars to a winning team
of multinational researchers in 2009, they never bothered to
implement their solution. Why? Because, according to Netflix the
“additional accuracy gains that we measured did not seem to justify the
engineering effort needed to bring them into a production environment.”
In other words, all the experts telling businesses to follow in Netflix’s
crowdsourcing footsteps were shouting bogus advice all over the internet.
Source: What the Failed $1M Netflix Prize Says About Business Advice – Forbes April 16, 2012
18
More failures than successes
Copyright 2014 Mike Sherman, no use allowed without explicit written permission
16. Failed Personalization
Selling gas to a bus rider?
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written permission
17. Failed Personalization:
Selling flights 6 months too late?
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18. Issue: Communication Gap
End Users / Senior Management
정보 요구 정보 가 필요합니다
αιτήματος Ανάλυση Έξοδος Ανάλυση
Data, IT, Data Scientists
22 Copyright 2014 Mike Sherman, no use allowed without explicit written permission
19. Translator/Integrator Role Required
End Users / Senior Management
정보 요구 정보 가 필요합니다
(Information needs) (Information required)
αιτήματος Ανάλυση Έξοδος Ανάλυση
(Analysis Request) (Analysis Output)
23
Data, IT, Data Scientists
Copyright 2014 Mike Sherman, no use allowed without explicit written permission
20. The Consumer Data Mall
24
Data Mall
Data
Scores
Relevant Offers
Feedback
Dialogue, not Monologue
Permission based, not
passive
Win-Win
Marketers
Efficiency
and
Effective-ness)
Consumers
Service, not
sales
Engagement,
not
annoyance
Copyright 2014 Mike Sherman, no use allowed without explicit written permission
21. Consumer Data Mall: Anchor Tenants
Retailer(s)
Telco
25
Transaction
processor
Category
exclusivity
Bring
extensive
data and
customers
Benefit by
expanding
their share
of market
Copyright 2014 Mike Sherman, no use allowed without explicit written permission
22. Consumer Data Mall: Other Tenants
26
Non-exclusive
Bring more
data
Use data
output
(marketing
scores)
Copyright 2014 Mike Sherman, no use allowed without explicit written permission
23. Consumer Data Mall: Kiosks
Kiosks
27
Non-exclusive
Mainly local
companies
Use data,
contribute
little
Copyright 2014 Mike Sherman, no use allowed without explicit written permission
24. Consumer Data Mall: Consumers
28
Opt-in
Share data
Receive
PERSONALIZED
messages and
offers
Copyright 2014 Mike Sherman, no use allowed without explicit written permission
25. Key Points
Yes, Big Data exists: there is more data, more
types of data, faster access to data and perhaps,
more accurate data (the 3-4 V’s)
Yes, there are new hardware and software
solutions that allow us to collect, access,
manipulate and analyze that data
No, that alone won’t solve our problems
What else do we need?
Translators/Integrators?
Consumer Data Mall?
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26. Thank You!
Questions?
www.MikeSherman.net
Mike@MikeSherman.net
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27. Consumer Data Mall
Kiosk
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Editor's Notes
Kiss: keep it simple, stupid!
Let me see if I understand Big Data enough to explain it simply
The suite of IT products that enable Big Data is extensive and growing
Big Data is likely very overhyped, as reported by Garnter
As the DMA reminds us, Big Data is NOT a strategy
Nor does it provide competitive advantage. Big data is a tool, nothing more, nothing less
Again from the DMA, more data doesn’t necessarily mean more insight, sometimes more is less
And the old rules still apply: such as garbage in, garbage out, e.g. just having more data doesn’t help unless it is the right data
As we learn from Harvard Business Review where they talk to the focusing on getting the right data, not lots of data
And then there is the pacman myth, where people believe that all you need is “pacman IT’ to gobble up data and spit out the answers. It just doesn’t work that way.
There is a lot of overpromise – most companies would report mainly investments to date, little if any profit improvement and certainly not 10%
And when big data is employed, it doesn’t necessarily make a difference. In this case, despite winning a $1 million prize, the big data solution was never implemented.
The promise of big consumer data, personalized marketing, is still largely more a promise than a reality. As seen here, four square thinks that bus riders need to buy gas
And Smarter Travel is still trying to sell me a ticket to Barcelona, 6 months after they know I went there.
Solution One: we need to close the gap between end users and senior management, who have business problems where big data could help and the data scientists, who with their tools, could help. But today, the don’t communicate because they speak different languages
What I believe is needed is a new role, the Big Data Translator or Integrator, who understands both languages and can insure that information needs are translated into appropriate analysis and the analysis output is retranslated into information that the end users and senior managers can use
Marketers want both efficiency (reach more of the right people) and effectiveness (more responses from those they do reach)
Consumers respond when messages are perceived as service (not sales) and when they are engaged (not annoyed)
The consumer data mall seeks to deliver both via Dialogue (versus monologue, with permission, not passivity, seeking a win win value exchange
How does this work
Marketers send data to the “mall”, which combines data from various sources. They also send messages and offers they would like to use
The Mall sends back a “score” that predicts how likely a person is to respond to an offer
The scores are used to decide who gets an offer. Importantly, marketers agree NOT to send to those with low scores, as this is unlikely to lead to a response and it annoys those customers (or leads them to ignore messages in general)
Consumers feedback both via their responses and by providing responses to information requests
Up to 4 Anchor tenants who bring a strong core of customers and customer data: Telco, Transaction processor and a food and hard goods retailers
Category exclusivity, so they can benefit by building share
Additional tenants who bring more data, e.g. airlines, hotels, restaurants, insurance, automotive, medical
Non-exclusive, they benefit by using data (via marketing scores)
Kiosks, e.g. local merchants, dry cleaner, restaurants, they mostly use data, but contribute little additional data
Non-exclusive
Consumers, they opt in to participating and share additional data
In return they get relevant messages. So engagement increases by a step function, as they welcome, rather than ignore messages and offers.
The challenge for marketers is to increase the relevance of the messaging – sending the same “mass market message” to either everyone or selected segments ignores the need to customize the message, not just the target.
Initially, they may get point, miles, etc as an incentive to join, especially if one of the anchors has an existing program or an airline joins (in which case they might get category exclusivity). But the longer term value proposition is “less spam, more communications you like”.
A key tenet is that the reinforcement between sharing data and getting something relevant back should be very quick – the mall should seek to expliciity reinforce the value of sharing data.