The document discusses how organizations can make smarter decisions through analytics. It outlines 5 levels of analytical capability that organizations can achieve, from analytically impaired to analytical competitors. It also identifies 5 key factors (data, enterprise, leadership, targets, analysts) that are important for building strong analytical capabilities. The goal of analytics is to systematically improve decisions through interventions like identifying key decisions, inventorying the current process, implementing changes, and institutionalizing the improvements. Regular measurement and adapting approaches are important for organizations to continue enhancing their decision-making.
5. Levels of Analytical Capability
Stage 5
Analytical
Competitors
Stage 4
g
Analytical Companies
Stage 3
Analytical Aspirations
Stage 2
Localized Analytics
Stage 1
g
Analytically Impaired
5
Thomas H. Davenport – Analytics at Work
18. Multiple Interventions:
Better Pricing Decisions at Stanley
Pricing identified as one of four key decision domains
Pricing Center of Excellence established in 2003
Adopted several difference pricing methodologies
Implemented new p
p pricing optimization software
g p
Regular “Gross Margin Calls” for senior managers
Offshore capability gathers competitive pricing data
Some automated pricing systems, e.g., for promotions
Center spreads innovations across Stanley
Result: gross margin from 34% to over 40% in six years
g g y
Thomas H. Davenport – Analytics at Work