Metodi Quantitativi per Economia,
Finanza e Management

Management & Quantitative Methods

Management & Quantitative Methods
112 Keywords
57 Data Analysis & Quantitative Methods

Management & Quantitative Methods
Gartner's (*) Top Three Predictions for 2009-2010
• IT Cut Costs . Inside of traditional Information Technology we're going to find a lot of new ways to quickly cut costs .
….
• High-Scale BI . Business Intelligence (BI) will require a move up scale to larger sets of data, larger sets of content, and more mingling or joining of disparate types of data and content in order to draw inferences about what the customers are willing to do and pay across both B2B and B2C activities.
• Social Data-CRM Mash-ups . The role of social media and networks will continue to grow and be impactful for enterprises, as marketers and sales-people begin to look to these organizations from the metadata and inference about what customers are willing to buy, particularly under tight economic conditions.
There's going to be a need to tie traditional Customer Relationship Management (CRM) and sales applications with some sort of a process overlay into the metadata that's available from these Web-based cloud environments, where users have shared so much inference and data about themselves.
I look for some mash-ups between social data and the sales and business development applications and data.
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Gartner, Inc. (NYSE: IT) is the world’s leading information technology research and advisory company.

Management & Quantitative Methods

Metodi Quantitativi per Economia,
Finanza e Management
Agenda:
• Business Intelligence & Data Sources
• Internal Data - External Data
• Le ricerche di mercato
• Il Campionamento

Business Intelligence
Business intelligence (*) (BI) refers to skills, knowledge, technologies, applications , quality, risks, security issues and practices used to help a business to acquire a better understanding of market behavior and commercial context . For this purpose it undertakes the collection, integration, analysis, interpretation and presentation of business information.
BI applications provide historical, current, and predictive views of business operations, most often using data already gathered into a Data Warehouse or a Data Mart.
BI applications tackle sales, production, financial, and many other sources of business data to support better business decisionmaking . Thus one can also characterize a BI system as a
Decision Support System (DSS).
(*) http://en.wikipedia.org/wiki/Business_Intelligence

Business Intelligence & Data Sources
Business Intelligence systems are data-driven DSS.
Internal Data
• Operational digital transaction
• CRM digital transaction
External Data
• Public Data Base (Bureau of Census, Central Bank,..)
• Private Data Base (Consodata, D&B,..)
• Market Research

Business Intelligence & Internal Data
Business
Intelligence

Business Intelligence & Internal Data
DMA

Business Intelligence & Internal Data
• Interaction between Customers & Company
• Digital transactions
• Billions of data
• Data Warehousing
– Marketing Data Mart - Customer DataBase
• Data Mining (*)
• Customer Profiling
(*) Data Mining is the process of extracting hidden patterns from data. As more data are gathered, data mining is becoming an increasingly important tool to transform this data into information. It is commonly used in a wide range of profiling practices, such as marketing, fraud detection and scientific discovery.
http://en.wikipedia.org/wiki/Business_Intelligence

Customer Profiling & Data Mining
How to select target marketing segments?
Evaluation of results
Marketing plan implementation
Marketing
Datamart
Identify business area
Make behavioural data available
Analysis and classification
Marketing
Datamart
Who are the best prospect to target for the campaign?
Evaluation of results
Campaign implementation
Marketing
Datamart
Identification of prior cross-selling segment
Extract sample data
Scoring model building

Customer Profiling & Data Mining
Scoring Model
Behavioural Segmentation
Credit Scoring
Acceptance Score Card
1990
Credit Scoring
Basel II
Needs Based
Segmentation
Social
Network Analysis
2000
Mail Order Teleco
New Media
Finance
Publishing