Business Analytics Solutions Guide

Business Analytics Solutions for You
Quiterian Analytics 2012

Business Analytic Solutions for You

Contents

u 8 u 10 u 13 u 20 u 30

1. Business Analytics Solutions for eCommerce 3
1.1 Solution for Pure Click 4
1.2 Solution for e-Fashion 5
1.3 Solution for Travel agencies, Tourism Operators, Air Transportation 6
1.4 Solution for e-Analytics (Intensive integration web + mailing) 7
1.5 Solution for eCommerce Business Units 8
1.6 Solution for eGambling / Online Gaming 9

2. Business Analytics Solutions for Telecom 10
2.1 Solution for Telecom 11
2.2 Solution for Cable service 12

3. Business Analytics Solutions for Health 13
3.1 Solution for Hospitals 14
3.2 Solution for Payers - Health Insurance 15
3.3 Solution for Health Public Autohority 16
3.4 Solution for Epidemiology Centers 17
3.5 Solution for Blood and Tissues Banks 18
3.6 Solution for Pharma - Life Sciences 19

4. Business Analytics Solutions for Customer Analytics 20
4.1 Solution for Banking 21
4.2 Solution for Insurance 22
4.3 Solution for Loyalty companies 23
4.4 Solution for Publishing companies 24
4.5 Solution for Casinos & Gaming 25
4.6 Solution for Web Analytics to generate revenue through web 26
4.7 Solution for Retail 27
4.8 Solution for Leisure & Restaurant / Food industry 28
4.9 Solution for Automotive 29

5. Business Analytics Solutions for Business Performance 30
5.1 Solution for Goverment / Public Administration 31
5.2 Solution for Public Transportation 32
5.3 Solution for Police, Homeland Security 33
5.4 Solution for Tax Agency 34
5.5 Solution for Logistics & Supply Chain 35
5.6 Solution for Utilities & Green Energy 36
5.7 Solution for Travel & Hospitality 37
5.8 Solution for Manufacturing 38

2


1. Business Analytics Solutions for eCommerce

New consumption habits, the war of
prices and new competitors, contribute
to intensify market competitiveness.
Obtaining information in detail
from customers, making advanced
segmentations and having a total
control of the customer management
process, will let you anticipate to
unpredicted situations and increase
conversion.

3

1.1 Solution for Pure-Click

Target description
Pure-Click companies are those that have launched a website
without any previous existence as a firm. They usually are B2C
companies and need to solve logistics and stock issues of their
products.

Challenge
It is imperative that such companies set up and operate their
e-commerce websites very carefully. Customer service is a key
factor for their success. They need to have a 360º customer view
Why Quiterian?
and the agility and flexibility for reacting as fast as the market
and customers require. • Easy integration of data from heterogeneous
sources (customer base, transactional, web
analytics) for 360º client vision.
Pains to solve • Efficiency in marketing campaigns: advanced
analytics to meet customer’s profile willing to
• Lack of full and individualized vision of customers and respond.
prospects: web visitors, customer’s behavior related to
each campaign. • Predictive analytics to prevent customer
churn and identify the best product to
• Ability to predict customers demand for stock optimiza- recommend.
tion and reduction of unnecessary expenditure and costs.
• Individualized customer’s behavior related to each cam- • Early detection of loss of customer value.
paign. • Forecasting scenarios.

• Necessity of short term analysis: behavior of demand in • Sale of proximity, by cloning (iteration
very short cycles (agility). campaigns).
• Analysis of customer behavior and demand
in very short cycles (agility).
Benefits
• Campaign management: immediate results
• Gain an unified view of customers across brands and mer- and modifications on the fly.
chandise. • All in a self-service and agile way, allowing
• Predict customer behavior by using analytics to gain in- business users to obtain key business
sights of the major factors that influence customer satis- insights on the fly, with no dependency on
faction, long-term relations and sales results. the IT department.
• Anticipate customers demand in order to optimize pur-
chases and stock.
• Identify cross-sell/up-sell prospects using detailed seg-
mentation.
• Connect offers to the right customer segments based
on demographic, geographic, attitudinal and behavioral
data.
References
• Automate and execute relevant offers with automated
campaign planning.
• Instant and valuable segmentations.
• Integral campaigns management.
• Churn prediction and soon detection of conversion op-
portunities.
• Sales forecast by product hierarchy level (brand, group,
family,…)

Person to approach
CEO / CMO / CRM / BU Director

4

1.2 Solution for e-Fashion

Target description
Most fashion brands and retailers have come to accept internet
as a powerful sales tool and as a platform for a new kind of brand
engagement. Many fashion brands today make much more
money through their online-shop than through their largest
flagship or multilabel stores.
Why Quiterian?
Challenge
To maximize customer profitability through advanced behavior
• Easy integration of data form miscellaneous
sources: web analytics, transactional data
tracking, customer segmentation, campaign management and and campaigns results.
real-time offer optimization. • Classification of the optimal web visits.
• Complete knowledge of individual web
Pains to solve visitors’ behavior.

• Integration of online / offline data sources in a fast and easy • Predictive analytics to prevent customer
way.
recommend.
• 360º view of visitors.
• Early detection of loss of customer value.
• Improve efficacy and efficiency in marketing campaigns.
• Forecasting scenarios.
• Sales of proximity, by cloning (iteration
Benefits campaigns).
• Predict customer behavior by using analytics to gain in- • Analysis of customer behavior and demand
sights of the major factors that influence customer satis- in very short cycles (agility).
faction, long-term relations and sales results. • Campaign management: immediate results
• Anticipate customers demand in order to optimize pur- and modifications on the fly.
chases and stock. • All in a self-service and agile way, allowing
• Identify cross-sell/up-sell prospects using detailed seg- business users to obtain key business
mentation. insights on the fly, with no dependency on
the IT department.
data.
campaign planning.
• Integral campaigns management.
References
portunities.
• Sales forecast by product hierarchy level (brand, group,
family).

Person to approach
CMO / CRM / BU Director

5

1.3 Solution for Travel agencies,
Tourism Operators, Air Transporta-
tion

Target description
Companies that need to create, book, manage and integrate
travel and accommodation information more efficiently and
accurately: travel agencies, online travel agencies, tour operators,
airlines and travel distributors.

Challenge Why Quiterian?
Companies operating in the travel and leisure industry need
to promote customized products and services within the 2.0 • Accurate incomes foreseeing and analysis.
environment, in order to generate a bigger sales volume and • Improving and speeding up the strategic
decisions making process.
profitably.
• 360º customer and business view.

Pains to solve • More capability to correct deviations or to
respond to unplanned situations on the fly.
• Analysis of the consumer’s behaviour.
• Resources optimization and costs reduction.
• Integration of web and transactional data.
• Anticipating to cross and up selling
• Integrated marketing campaigns management. opportunities.
• Identify the best product to recommend to each custo- • Increasing conversion and the service quality.
mer.
• More capability to analyze millions of multi-
origin data instantly and securely.
Benefits • All in a self-service and agile way, allowing
business users to obtain key business
• Loading and integrating big volumes of data from misce- insights on the fly, with no dependency on
llaneous sources, both internal and external (sentiment the IT department.
analytics, web, research, campaigns, CRM, data bases).
• Web Analytics follows users in their navigation for identi-
fying the substitute and additional products and services,
and the behavior of each customer per campaign.
• Establish the profile of the customers who have made cer-
tain reservations in order to extrapolate them to a wider
target.
• Advanced analytics to identify association rules between
reservations, hotel stays and vacation packages, and for
making basket analysis and product/service matrix.
• Predictive analysis to foresee behavioral patterns (in order
to respond to a campaign or to identify the best product
to recommend), or to anticipate to the demand in short,
medium and long term so that rates can be adjusted to
this fluctuations.
• Precise segmentation, campaigns design and monitoring
through Campaign Workflow. New elements incoporation
on the fly and inmediate campaign feedback.
• Forecast occupation rates: rooms availability, passengers
by routes, etc.

Person to approach

6

1.4 Solution for e-Analytics (intensive
integration web + e-mailing)
Target description
Courses, Office goods suppliers, direct MKT companies.

Challenge
• Intensive integration of web analytics and online marke-
ting campaigns.
• Identification of visitors and their behavior, beyond the
quantitative data on visits, page views, average time of
visits, etc. Why Quiterian?
• Extracting valuable information from large volumes of
logs / tags that often are not useful and unmanageable • Analysis of millions of records instantly.
because of its size. • Capability to create reports, indicators and
• Data privacy. The information, even if it´s confidential is dashboards with unlimited segmentations
hosted on third party servers in order to use their tools instantly, no waiting and no dependency on
web analytics. the IT department.
• Ensure that data is not altered when it passes
through third party servers.
Pains to solve • The information is stored within the
• Lack of integration of data from different sources (web organization, so the data can be under their
analytics + campaign results): not able to analyze custo- control and not under third parties.
mer data in a comprehensive way across the navigation,
data crossing with other transactional data to obtain a real
knowledge.
• To be dependent on web analytics provider for the analy-
sis of new situations / not predefined events.
• More reliability of the information. There is no guarantee
that the data used for the analysis have not been altered
or biased on external servers.
• Biased view of the customer, resulting in low effective
campaigns.

Benefits
• Detailed information on the website interaction with each
visitor, even for unregistered users, due to the possibility
of creating behavior profiles.
• Predictive analysis techniques to predict visitors’ needs
and behaviors.
• 360º customer view: integrating information from the References
web with internal or external data sources.
• Increase the effectiveness of the website and detect which
aspects are necessary to modified in order to achieve the
objectives.

Person to approach
CEO / CMO / CRM / COO / CFO / CIO / BU Director

7

1.5 Solution for eCommerce Business
Unit

Target description
Companies who set up a specific business unit for eCommerce
(eCBU).

Challenge
To maximize customer profitability through advanced behavior Why Quiterian?
tracking, customer segmentation, campaign management and
real-time offer optimization, by integrating e-commerce as part • Easy integration of data form miscellaneous
of its operations instead of a stand-alone silo.
and campaigns results.
• Optimal web visits classification.
Pains to solve • Total knowledge of pre-purchase customers,
web visitors and customers.
• Integration of online / offline data sources.
• Predictive analytics to prevent customer
• 360º view of customers, prospects and web visitors. churn and identify the best product to
• More efficacy and efficiency in marketing campaigns. recommend.

• Ability to optimize logistics by reducing unnecessary • Forecasting scenarios.
expenditure and costs. • Sales of proximity, by cloning (iteration
campaigns).

Benefits
• Predict customer behavior by using analytics to gain in-
sights of the major factors that influence customer satis-
faction, long-term relations and sales results.
• Anticipate customers demand in order to optimize pur-
chases and stock.
• Identify cross-sell/up-sell prospects using detailed seg-
mentation.
data.
campaign planning.
• Integral campaigns management. References
portunities.

Person to approach

8

1.6 Solution for eGambling / On line
Gaming

Target description
Companies in this industry that provide gambling and wagering
services over the Internet. This industry also includes companies
engaged in online sports betting.

Why Quiterian?
Challenge:
Maximize customer´s life cycle by providing a good gaming • Quick and easy segmentations by product
experience / client experience. type.
• Predict tendency to churn, detect cross and
up selling opportunities, best product to re-
Pains to solve commend.
• Advanced and predictive analytics techni-
• Reduce customer churn and reinforce their loyalty. ques for better targeted offers: market bas-
• Unified view of players and better understanding of thei preferen- ket analysis, forecasting and optimization of
ces on: sports, poker, casino, games. clients, profiling and player behavior analysis.
• Design customized offers and promotions. • Marketing campaigns automation.
• Understand the main aspects that influence on players behavior • Consistent, secure, and accurate customer
to drive greater gaming experience and revenue. base information.
• Predict and improve response rates of marketing campaigns.

Benefits
• Agility and capability for analyzing at record breaking speeds mi-
llions of data instantly and securely in a self-service mode.
• Provide more effective loyalty programs and a personalize custo-
mer experience by linking specific offers with specific segments.
• Better understanding of players´ behavior, their churn tendency
and how to prevent it.
• Increase customer satisfaction.
• Maximize the current customer base, retain and encourage the
most valuable ones.
• Deeper analysis of campaigns results and their direct impact on
the business. References
• 360º client and business view.

Person to approach
CEO/ CMO / CRM / CIO/ BU Director

9


2. Business Analytics Solutions for Telecom

Lower and corporate consumption Within a critical industry regarding
rates, a higher dissatisfaction and customer’s attrition, telecoms need to
distrust of customers towards their get to know their current customers in
operators and the entrance of new depth to boost their value and loyalty,
players in the market, have turned avoid their churn and optimize the
customers retention into a true business.
challenge for telecommunications
companies.

10

2.1 Solution for Telecom

Target description
Telecommunication companies that offer telephone and mobile
services.

Challenge
• Integrate data from all internal channels with external
sources to obtain a 360º customers view and identify cross
Why Quiterian?
selling opportunities early in advance.
• Prevent customers churn and detect cross selling oppor- • Easy integration of heterogeneous data
sources, customer base, inbound and
tunities.
outbound call center campaigns results, web
• More effectiveness in acquisition and retention campaig- analytics, fees, other lines.
ns with prior knowledge about the best product to re-
commend to each customer. • Advanced analytics to understand the
customer profile and obtain more effective
campaigns.
Pains to solve • Predictive analysis to prevent customer
churn, identify the best product and rate to
• Reduction of churn: prediction and prevention of custo- recommend.
mers that will leave.
• Ability to cross sell to customers with more
• Lack of Data Integration (web, call center, stores, campaig- than one line with contracts from different
ns, e-mailing, SMS, rates). companies.
• Lack of customer knowledge: wide product-customer • Client-product vision rather than product-
view but not customer-product view. client.
• Optimal pricing definition.
• Improve of customer loyalty ratio.
insights on the fly, with no dependency on
• More effectiveness in marketing campaigns. the IT department.
• Improvement of customer engagement rate.
• Identification of the best product to recommend.
• Prevention of abandonment.
• Optimal pricing.
• Integrated campaigns.

Person to approach
CMO / CRM
References

11

2.2 Solution for Cable Service

Target description
Telecommunications companies that offer cable television and
Internet services.

Challenge
• Integrate data from all internal channels with external
sources to obtain a 360º customers view and identify cross
selling opportunities early in advance. Why Quiterian?
• Prevent customers churn and detect cross selling oppor-
tunities.
• Easy integration of heterogeneous data
• More effectiveness in acquisition and retention campaig- sources, customer base, inbound and
ns with prior knowledge about the best product to re- outbound call center campaigns results, web
commend to each customer. analytics, fees, other lines.
• Understand the customer experience and how to to im- • Advanced analytics to understand the
prove it. customer profile and obtain more effective
• Use insights to drive right decision making process, in- campaigns.
crease average revenue per user (ARPU) and costs. • Predictive analysis to prevent customer
churn, identify the best product and rate to
recommend.
Pains to solve • Ability to cross sell to customers with more
than one line with contracts from different
• Lack of unified customers view.
companies.
• Inefficient segmentation due to a lack of customers
knowledge. • Client-product vision rather than product-
client.
• Reduction of churn.
• Inefficient marketing campaigns. • Optimal pricing definition.
• All in a self-service and agile way, allowing
Benefits insights on the fly, with no dependency on
the IT department.
• Holistic customers view.
• Improve of customer loyalty ratio.
• More effectiveness in marketing campaigns.
• Improvement of customer engagement rate.
• Identification of the best product to recommend.
• Prevention of abandonment.
• Optimal pricing.
• Forecast traffic demand.
References
Person to approach
CMO / CRM

12


3. Business Analytics Solutions for Health

Quiterian offers advanced analytics
solutions designed to face the
challenges in current health sector and
pharma industry.

13

3.1 Solution for Hospitals

Target description
Healthcare organizations that require a software to help them
drive operational efficiencies, reduce costs, improve the quality
of care and comply with government regulations.

Challenge
Why Quiterian?
The increase in the healthcare services portfolio, population’s
growth and ageing, plus the fact that treatments are becoming
progressively sophisticated, make hospital activity more
• Accessibility: Quiterian has a powerful
analytical capability to manage large volumes
complex day after day. The challenge is to maintain the quality of data from heterogeneous sources.
of the services with the maximum efficiency, efficacy and cost • Unlimited analysis.
reduction. • Maximum efficiency.
• Scorecard: hospitalization, emergency
Pains to solve rooms, surgery rooms, monitoring of budget,
consumption, professionals, etc.
Integration of large amount of data from heterogeneous sources
• Absolute security: maximum security for
that is generated and stored inside a hospital, ensuring the users and data: LDAP, LOPD, logs, security
quality of that information and the availability of data for cross- matrix and restricted access to functions,
sectional analysis. tables and specific content fields, etc.
Reduce the ever increasing costs without diminishing the quality
of care services.

Benefits
• Integrate large volumes of data from heterogeneous sour-
ces, such as prescribing and dispensing, creation of the
MDS; unification of medical records, exchange of informa-
tion, etc.
• More autonomy for the health professional to extract
knowledge from data.
• Quick creation of a dynamic picture of the activity indica-
tors and results of the different areas: care, financial ma-
nagement and HR; in order to evaluate the efficiency and
services hired.
• Sustainable cost-effectiveness relation. References
• Soon identification of measures for reducing pharma ex-
penses.
• Smart cost reduction.
• Resources optimization.

Person to approach
COO / CFO / CIO .

14

3.2 Solution for Payers - Health
Insurance

Target description
Health Insurance companies.

Challenge
Over recent years, preventive healthcare has gained a parallel
ground to all healthcare activities digitalization. This has Why Quiterian?
generated a large volume of information that can be analyzed
to improve the health of the insured and the efficiency of the
service.
• Quiterian responds quickly and accurately
to any unexpected information need:
emergencies management, interactive
supplier costs analysis, hospital stays
Pains to solve analysis,.
In addition to the daily stress experienced in analysis teams, there • Crossing and comparing different concepts:
are also increasingly urgent information requests. Managers and insured people, doctors, medical treatments,
healthcare professionals need tools to do their jobs under the demographic information, etc.
necessary rigor, utmost professionalism and diligence. They also • Quiterian protects the insured patient record
require the necessary information source and technology for and all sensitive information with rigor and
under data protection policies.
specific daily situations.

Benefits
• Quick integration of information from different sources.
• Cross insurance data with other internal and external data
instantly.
• Audit and enrichment of the information.
• Population recount for controlling and managing
provisions.
• Fraud prevention and detection.
• 360º customer view.
• Predict and anticipate customers’ needs and desires, offer
them personalized products and services.

Person to approach
CMO / CRM References

15

3.3 Solution for Health Public
Authority

Target description
Health Public Authorities.

Challenge
Health activity generates a large volume of information that
must be analyzed instantly in order to improve the citizens’ Why Quiterian?
health and gain effectiveness in daily operations.
• Easy integration of heterogeneous data
sources.
Pains to solve • Advanced analytics to understand the
citizen´s profile and obtain more effective
• Databases integration from different sources.
campaigns.
• Data audit & cleansing.
• Questions and research on the fly. • Increase response rates and decrease costs of
campaigns.
• Immediate responses to the unexpected.
• Predictive analysis to improve health care
services.
• Integrate and cross data from different sources: activity re-
cords, medical episodes, clinical trials, drug prescription,
the IT department.
health cards, environmental information, demographic
data, among others; in order to obtain high value analysis,
check hypotheses and trends, etc.
• Increase user agility and autonomy.
• Provide analysts with a self-service solution to clean data,
build validation rules, define indicators, decode, enrich
the model, analyze and obtain relevant information ins-
tantly.
• Drastically reduce dependence on IT by providing quick
access to data, answering on time unexpected questions
and facilitating the decision-making in unforeseen situa-
tions.
• Advanced security: integrated LDAP, ACL for functions
and data access (objects, records, securities), Data Protec-
tion Act (definition of data sensitivity, log access, restric-
tions, etc.) Restricted access codes and expiration policy
passwords, logs access, etc. References
Person to approach
CEO / COO / CFO / CIO

16

3.4 Solution for Epidemiology Centers

Target description
Epidemiology centers.

Challenge
Provide high-value information that helps epidemiologists
predict the evolution of diseases, determine strategies for health Why Quiterian?
prevention and evaluate the effectiveness of the programs that
are carried out. • Easy integration of heterogeneous data
sources.
• Advanced and predictive analytics in a simple
Pains to solve and agile way that allows to extract valuable
information and knowledge.
• Integration of different data sources from public health
records. • All in a self-service and agile way, allowing
epidemiologists to obtain key business
• Audit and validate data quality.
• Dynamic research on the MDS. the IT department.
• Immediate answer to unexpected questions.

Benefits
• Integrate and cross data from different sources providing
high-value information: activity records, clinical trials,
drug prescription, health cards, environmental and
demographic information, hypotheses tests, predictions,
patterns, profiles, etc.
• Autonomy for the investigation: data cleansing, creation
of validation rules, indicators and decodes, model
enrichment.
• Relevant information instantly: impact analysis of
weather and environmental conditions in some diseases,
identification of the main mortality factors in a given socio
demographic profile, etc.
• Reduce dependence on IT: fast and easy access to data
enabling users to perform in-depth and instant analysis
and give responses to unexpected situations.
• Advanced security: integrated LDAP, ACL for functions
References
and data access (objects, records, securities), Data Protec-
tion Act (definition of data sensitivity, log access, restric-
tions, etc.) Restricted access codes and expiration policy
passwords, logs access, etc.

Person to approach
CEO / COO / CFO / CIO

17

3.5 Solution for Blood and Tissue Banks

Target description
Blood and tissues Banks.

Challenge
Obtain instant valuable information that facilitates procedures
and speeds up interventions processes, where the propper Why Quiterian?
management of donations information is a key factor.
• Easy to extract knowledge from databases,
for auditing, cleaning records and responding
Pains to solve immediately to any unplanned situation.

• Biased knowledge of the donors profile. • No need of cubes nor metadata: Quiterian
analyzes instantly and in depth large volumes
• Low efficiency in donor recruitment campaigns. of data and extracts relevant and reliable
information instantly.
Benefits • Flexibility, range, speed and immediacy for
in-depth analysis of different integrated
• Quick loading and data audit. sources.
• Accurate typifying of donors. • Track campaigns in real time, measure its
• Detailed analysis of seasonality. effectiveness and enrich the model on the
fly.
• Ability to scale the service.
• Analysis of collections effectiveness. • Extract quality data that will objectively
evaluate the service offered by practitioners,
identifying “rejections”, quantifying
Person to approach donations, etc.
CEO / CMO / CRM / CIO • Explores, investigates, formulates and tests
hypotheses, analyzes trends, discovers
patterns and profiles with total autonomy
and no dependence on the IT department.

References

18

3.6 Solution for Pharma – Life Sciences

Target description
Pharma – Life Sciences companies.

Challenge
Patent expirations, pipeline challenges, intense pricing scrutiny
and increased competition have placed significant pressure on Why Quiterian?
life sciences organizations, to allocate marketing expenditures
more effectively as well as their sales force need to be more
• Easy integration of large volumes of data at
efficient and effective. high speed.
• Answer instantly any unforeseen question on
Pains to solve operational and market data, facilitating the
strategic decision-making.
• Quick and easy data audit and enrichment. • Freedom to users in order to define metrics,
• Sales efficiency and optimization of assignment plans. to check hypotheses, to build new tactics, to
• Instant answers to any unexpected question. exploit synergies, etc.
• Business analysts can explore data without
restrictions, reducing their dependence on IT
Benefits departments
• Advanced analytics to define potential prescription • Safe administration of users and content for
segments instantly. a strict compliance of the Data Protection Act
• Anticipate facts: visual data mining techniques to analyze (LOPD).
behaviors and trends.
• Processes automation: promote business effectiveness.
• Predictive analytics to optimize the supply chain: soon
detection of inefficiencies, improvement in preparation
processes and delivery routes, predictive maintenance.

Person to approach
CMO / CRM

References

19


4. Business Analytics Solutions for Customer Analytics

In a critical context such as the
current, companies need to manage
their customers’ portfolio efficiently,
maximizing its value. This includes
growing from acquiring new customers,
from developing loyalty programs and
from anticipating to most-valuable
customers’ churn.

20

4.1 Solution for Banking

Target description
Banks and financial services companies .

Challenge
The financial sector generates large volumes of data everyday and
at the same time they must comply with increasing regulatory Why Quiterian?
pressure and changes, which all directly affect the performance
of their reporting systems. The global financial crisis, stronger • Quiterian Analytics loads large volumes of
data in much less time than traditional BI
competence, lower margins, a better customer’s financial
tools do.
culture, new population segments and new communication
channels, are also factors that need to be predicted in order to • Analyzes instantly and in depth customers
data, extracting relevant and reliable
reduce the impact level on financial institutions. information.
• Making researches, formulating and testing
Pains to solve hypotheses, analyzing trends, discovering
patterns and profiling, are much easier tasks
• Lack of a holistic customers’ insight, resulting in a weak
with Quiterian Analytics.
relationship with the customer.
• Inability for predicting customer behavior. • Campaigns tracking in real time, product
study (features of customers who use
• High and constant churn ratios: decreased customers
certain products), promotions (evaluation of
loyalty.
promotions, etc.)
• Big amounts of heterogeneous data: inability to manage
it easily and quickly, for providing more valuable
information.
the IT department.
Benefits
• Gain a 360º customer view across products and channels.
• Predict customer behavior by using analytics to gain
insights into the major factors that influence customer
satisfaction, long-term relations and sales results.
• Systematically anticipate to the exposure to any kind of
risk (credit, operating, liquidity or environmental) through
predictive analytics.
• Fraud detection and prevention.
• Identify cross-sell/up-sell opportunities quickly.
References
• Connect offers to the right customer segments based on
demographic, geographic, attitudinal and behavioral data
across the enterprise.
campaign planning.

Person to approach
CMO / CRM

21

4.2 Solution for Insurance

Target description
Insurance companies.

Challenge
Companies in the insurance sector must face a changing and
highly competitive environment. In addition to the threat of
less business volume due to the worldwide economic crisis,
insurance companies bump into other structural and sectorial
factors which affect the business: globalization risks, the sector’s Why Quiterian?
concentration, population’s ageing and a strict pro-solvency
regulation. Among these, there is the growing competitive
• Analyzes unlimited volumes of raw data from
pressure that gets stronger by the second due to the restructuring heterogeneous sources in order to obtain a
of the banking sector or the adaptation to regulations and rules global business view.
that control the risk level within the sector, like Solvency II in • Total security: protects the confidentiality,
the EU or the Risk-based capital guidelines in the US. In such integrity and availability of corporate data
scenario, the main challenge that these companies must face and customers files.
is ensuring their growth, both in terms of volume and benefit, • Aligns business and IT users with the
while reducing costs and risks. All these by detecting soon organization’s goals and unifies the
customers´ communication channels, by
business opportunities that allow them to gain efficiency and integrating them with the back office’s
competitiveness, and not just to survive. processes for a consistent business view.
• Systematizes the best practices in order to
Pains to solve guide the business through its internal and
external processes, and to speed up the
• Lack of an integrated business and customer view. strategic decisions making.
• Product-customer view in spite of Customer-product view. • All in a self-service and agile way, allowing
• Unmanageable big amounts of data from heterogeneous insights on the fly, with no dependency on
sources. the IT department.

Benefits
• Integrating heterogeneous sources in order to gain
analytical capabilities and respond faster to any
unexpected question.
• Deep knowledge of customers, advanced segmentation
and 360º control over all campaign stages.
• Soon detection of customer-product opportunities.
• Identification of association rules, product matrix and
References
scorings in order to get to know the best substitute or
complementary products to offer or recommend.
• Business processes monitoring in real time: best practices
automation to guide the business towards efficiency and
competitiveness.
• Increasing loyalty and profitability of clients.
• Predicting and avoiding customer churn.

Person to approach
CMO / CRM

22

4.3 Solution for Loyalty companies

Target description
Companies that have reward programs for customers and
members, who collect points through the purchase/usage of
different kind of services.

Perform behavior analysis and intelligent segmentation, manage
campaign tracking in real time and register web activity. • Easy integration of heterogeneous data
sources.
• Advanced analytics to understand the
Pains to solve customer profile and obtain more effective
campaigns: highly effective promotions to
• Low levels of efficiency and efficacy of marketing
target the right segment with the right offers.
campaigns.
• Lack of a 360º customers view that allows a customized • Increase response rates and decrease costs of
campaigns.
communication with each one of them.
• Lack of integration of different data sources (web + email • Predictive analysis to prevent customer
churn, identify the best rate and product to
marketing campaigns, transactional systems).
recommend.
• Advanced analytics to identify cross-sell and
Benefits up-sell opportunities.
• Analytical CRM. • All in a self-service and agile way, allowing
• Multiwave campaigns.
• Optimize the customer segmentation. the IT department.
• Identify the best channel for each campaign.
• Optimize the channels for marketing campaigns.
• Contact optimization.
• Multichannel campaign managenement.
• Quick count & selection.
• Efficiency in campaign workflows.

Person to approach
CEO / CMO / CRM / CIO / BU Director
References

23

4.4 Solution for Publishing companies

Target description
Newspaper publishers, magazine publishers, book publishers,
printing companies.

Challenge
In order to survive and be more competitive, publishers must Why Quiterian?
overcome the big challenges of the digital age by reinventing new
ways of making their products available in multiple platforms. It • Easy data integration from miscellaneous
is necessary to increase the flexibility of the business, support
and campaigns results.
innovation and optimize production and marketing processes.
• Optimal web visits classification.
• Complete knowledge of customers.
Pains to solve • Predictive analytics to prevent customer
• Lack of integration of multichannel data.
recommend.
• Lack of knowledge of customers from each business unit.
• Lack of knowledge of the client on corporate levels. • Forecasting scenarios.

• Lack of user autonomy in managing data and campaigns. • Sales of proximity, by cloning (iteration
campaigns).

Benefits
• Integration of data from multiple sources.
• Effectiveness in campaigns: customers are willing to
respond to each campaign.
• Cross-selling opportunities.
• Efficacy in campaigns.
• Automation: generation of alerts and events.
• Fast campaigns development: effective segmentation,
planning, execution, monitoring.
• Access to daily updated information.

Person to approach
CMO / CRM
References

24

4.5 Solution for Casinos & Gaming

Target description
Casinos, Gaming & Hospitality companies.

Challenge
In a highly competitive environment, casinos struggle to find an
advantage. Whether it’s redesigning service offerings, improving Why Quiterian?
retention, launching loyalty programs or pricing to maximize
revenue and profit, having in-depth knowledge of patron • Easy integration of heterogeneous data
sources.
behavior, market conditions and competitor influence is a
necessity. Their everyday goal is to improve the client experience, • Advanced analytics to understand the
customer profile and obtain more effective
increase the value of the client relationship, optimize operations
campaigns: highly effective promotions to
to control costs and increase revenue and profits. target the right segment with the right offers.
• Increase response rates and decrease costs of
Pains to solve campaigns.
• Predictive analysis to prevent customer
• Full customer behavior Knowledge. churn, better product to recommend, great
• Identify the most valuable patrons. rate.

• Integrating big amounts of data from different sources. • Advanced analytics to identify cross-sell and
up-sell opportunities.

insights on the fly, with no dependency on IT
• Improve effectiveness in marketing campaigns.
department.
• Increase promotion response rates.
• Cross-sell / up-sell opportunities.
• Automation: generation of alerts and events.
• Improve retention.
• Increase customers loyalty through the improvement of
customer experience.
• Improve pricing strategies to maximize revenue and
profits.

Person to approach
CMO / CRM / COO / CFO References

25

4.6 Solution for Web Analytics to
generate revenue through web

Target description
Companies which website is a core in order to generate revenue
(i.e. Newspapers, sport clubs).

Challenge
Web analytics adds value to any business but especially to those Why Quiterian?
companies that whose business strategies are strongly backed
up by the strict analysis of their web data. However, most of them • Easy integration data form miscellaneous
treat data from web as a silo, compared to the other information
and campaigns results
managed by the organization. The integration of internal and
external data is, nevertheless, a must to build a global view of • Optimal web visits classification

the business with focus on web visitors and on prospects and • Total knowledge of individual web visitors’
behavior: In-depth analysis of user behavior
potential customers.
• Forecasting scenarios
• Sales of proximity, by cloning (iteration
Pains to solve campaigns)

• Impossibility to know individual behavior of each visitor • Behavior of demand analysis in very short
to the web site. cycles (agility).

• Lack of integration of web visitors and transactional data. • Campaign Management: immediate results
and correction on the fly.
• Lack of effective segmentation of web visitors.
• Large data sets and much faster cycle analysis

Benefits • Microsegmentation and campaign tracking
in real time
• Full business view with focus on web visitors. • Information security
• Web analytics integrating transactional data, web visits + • Customization of metrics and reports
campaigns. • All in a self-service and agile way, allowing
• Optimal web visits classification. business users to obtain key business
• Web visitors analytic behavior.
department.
• Accurate segmentation for campaigns.
• Visitors clustering: Homogeneous groups based on
continuous values (time, pages, number of visit).
• Microsegmentation based on behavior: discovering value
segments.

Person to approach
CMO / CRM / COO / CFO

26

4.7 Solution for Retail

Target description
Retail companies.

Challenge
In such concentrated sector such as retail, only a deep business
knowledge can provide the companies operating in it with a Why Quiterian?
clear competitive advantage. That companies have big volumes
of data on sales, stock,… and need to extract from them relevant • Easy integration of data from multiple
sources (point-of-sale, merchandising, supply
information for the business instantly in order to achieve a clear
chain, financial and resource management
competitive advantage. systems):
• RFM (Recency, Frequency, Monetary) analysis
Pains to solve • Cart path knowledge

• Efficient management of customers’ portfolio. • Profile high value customers (Share Wallet)
• Forecasting scenarios
• Automating processes.
• 360º business view. business users to obtain key business
Benefits department.

• Full customer knowledge, their likes, needs and purchasing
behaviour, to identify sales opportunities and anticipate
to their rivals.
• To analyze their current customers’ portfolio, to predict
customers churn or to detect customers’ value loss soon.
• Improve acquisition and retention ratios.
• Reinforcing the most profitable clients’ loyalty.
• Maximize sales: Advanced and predictive analytics to
determine optimal pack, price and allocation.
• Reduce costs of lost-of-stock thanks to predictive analytics
to anticipate customers demand.
• Integrated business view: all data sources together.
• Increase productivity: automation of processes.

Person to approach References
CMO / CRM / CIO

27

4.8 Solution for Leisure & Restaurant /
food industry

Target description
Restaurants, bars and recreational services´ companies.

Challenge
Delivering a high quality service is critical for all companies in the
leisure and restaurant sector. To accomplish these, businesses Why Quiterian?
must efficiently manage their supply-chain against a backdrop
of industry unique challenges, including shelf life, compliance, • xx
Predict customer behavior by using
traceability, and quality, while trimming costs to keep consumer predictive techniques to gain insights into
the major factors that influence customer
prices low.
satisfaction, long-term relationships and
sales results.
Pains to solve • Create instant and detailed segmentations to
soon identify cross-sell and up-sell prospects.
• Complete supply chain visibility and control.
• Get 360 degree visibility of business and
• Segment markets, competition and customers to customers through analytical techniques,
understand and deliver maximum profit. to connect offers to the right customer
• Anticipate to customers demand. segments based on demographic,
• Reduce operational costs from analyses of material use geographic, attitudinal and behavioral data
and stocking levels, purchasing and production options, across the enterprise.
and supplier performance. • Churn prediction, quick detection of
• Ensure trusted and timely regulatory compliance by conversion opportunities, risks reduction and
enabling drill-down visibility into quality assurance, improvement of sales results by forecasting
product safety, and recall measures scenarios and putting Visual Data Mining
into practice.

Benefits
• Meet stringent service delivery and quality demands.
• Respond faster to changes in customer demands.
• Monitor and respond quickly to highly fluctuating variable
costs.
• Empower front-line staff to anticipate and resolve
customer needs.
• Manage global supply chain.
• Meet food safety and recall management standards.
References
Person to approach
CMO / CRM / CIO

28

4.9 Solution for Automotive

Target description
Organizations within the auto, truck, and heavy equipment
industry: manufacturers, auto parts sellers, service providers,
component and material suppliers.

In such concentrated sector such as retail, only a deep business
knowledge can provide the companies operating in it with a • Predict customer behavior by using
predictive techniques to gain insights into
clear competitive advantage. That companies have big volumes
the major factors that influence customer
of data on sales, stock,… and need to extract from them relevant satisfaction, long-term relationships and
information for the business instantly in order to achieve a clear sales results.
competitive advantage.
• Create instant and detailed segmentations to
soon identify cross-sell and up-sell prospects.
Pains to solve • Get 360 degree visibility of business and
customers through analytical techniques,
• Reduce operational costs and improve efficiency. to connect offers to the right customer
segments based on demographic,
• Optimization of purchases and inventory.
geographic, attitudinal and behavioral data
• 360º business and customer view. across the enterprise.
• Churn prediction, quick detection of
Benefits conversion opportunities, risks reduction and
improvement of sales results by forecasting
• Anticipation of customers demand. scenarios and putting Visual Data Mining
• Optimization of purchases and inventory. into practice.
• Increase of customer loyalty.
• Integrated, efficient and agile logistics management.
• Global business view, integrating Big Data from various
sources.
• Agility and reduction of the backlog generated by
traditional BI.
• Business users self-sufficiency.
• Fast creation of personalized indicators.
• Rapid adaptation to regulatory changes and compliance
needs.
• Easy deployment, affordable, quick payback, short time-
References
to-value.

Person to approach
CMO / CRM / CIO / BU Director

29


5. Business Analytics Solutions for Business
Performance

Quiterian offers advanced analytics
solutions designed to solve business
challenges of many companies, improve
their processes, optimize their resources
and respond effectively to the any
escenario they must face.

30

5.1 Solution for Government and
Public Administration

Target description
Government, Public Administration, public institutions.

Challenge
Public Administration needs to process large and increasing data
sets at high speed to discover what is not evident, to understand Why Quiterian?
why certain facts and emergencies occur and to get to know
what will happen in the future. The challenge is the constant • Instant analysis of large volumes of data,
loading directly from very heterogeneity
improvement of the quality and agility in the service delivery to
sources.
citizens achieving the highest level of efficiency and cost saving.
• Holistic citizen-centric view to improve
government programs and service delivery
Pains to solve • Data Audit & Integration of analytical
environments.
• Integration of data of multiple sources.
• Quiterian Analytics provides immediate
• Big amounts of data, decentralized. responses, understanding behaviors and
patterns, discovering trends and needs.
• Need of efficiency.
• Need to save costs. • Quick answers to optimize the identification,
targeting communication, improve
performance and increase the quality
Benefits perceived by the citizen.
Efficiency and saving • All in a self-service and agile way, allowing
non-technical users and Decision-makers to
• Increase outputs. obtain key business insights on the fly, with
• Reduce inputs. no dependency on IT department.
• Boost productivity.
Agility and anticipation
• Avoid unexpected facts and reduce emergencies.
• React faster when emergencies occur.
• Understand soon why things happen and forecast future
facts.

Knowledge and efficacy
• Integrate heterogeneous data sources for a cross, global
view to dive into user behavior.
References
• Put analytical techniques into practice and get new
insights on which to base new, more agile and accurate
decisions.

Person to approach
BU Director

31

5.2 Solution for Public Transportation

Target description
Public transportation companies.

Challenge
Passenger’s transportation is one of the services with more
impact on cities and his economic development. Analysis of Why Quiterian?
demand and mobility behavior is ongoing, since the behavior of
individuals varies over time depending on numerous variables. • Instant analysis of large volumes of data,
These variations impact on the entire passenger transport
sources.
system. Only through a deep understanding of these variations,
through advanced analysis made from different perspectives • 360º vision of business.

and through measurement and simulation of impacts, a high • Data Audit & Integration of analytical
environments.
quality service with great demand can be sustained.
• Quiterian Analytics provides immediate
responses, understanding behaviors and
Pains to solve patterns, discovering trends and needs.
• Quick answers to optimize the identification,
• Integration of data of multiple sources and data systems. targeting communication, improve
• Big amounts of data, decentralized. performance and increase the quality
• Need of efficiency: adapting supply to demand, behavioral perceived by the citizen.
patterns, external facts. • All in a self-service and agile way, allowing
• Need to save costs: improving of routes, timetables, etc. business users to obtain key business
department.
Benefits
• Depth analysis of demand for a better service: to adapt
supply to citizens’ expectations: test loading capability,
understanding demand’s seasonality, frequencies and
routes improvement, rate charts analysis to establish
collection scenarios and revenue forecasts, fraud analysis.
• Optimizing billing/ticketing operations.
• Detection of inefficiencies in routes.
• Predicting equipment failure: corrective maintenance.
• Predicting future demand.
• Integrated business view: all data sources together.
References
Person to approach
BU Director

32

5.3 Solution for Police and Homeland
Security

Target description
Local, national police forces. Defense and security.

Challenge
One of the challenges of public safety consists of ensuring
security. Because of that, having quality information on time is a Why Quiterian?
priority for any security, police or defense force.
• Instant analysis of large volumes of data,
Pains to solve sources.

• Integration of data of multiple sources. • 360º vision of cititzen.
• Data Audit & Integration of analytical
• Big amounts of data, decentralized. environments.
• Need of efficiency. • Quiterian Analytics provides immediate
• Need to save costs. responses, understanding behaviors and
patterns, discovering trends and needs.

Benefits • Quick answers to optimize the identification,
targeting communication, improve
• Key information instantly and reliably. performance and increase the quality
perceived by the citizen.
• Questions, hypotheses and research on the fly.
• Detailed analysis of crime maps, criminal profiles, patterns, • All in a self-service and agile way, allowing
etc. business users to obtain key business
• Validate assumptions, proposals and cross correlational department.
data to find statistical.
• Establishing indicators and decision making
• Integration of all data sources for a comprehensive
business.
• Improving 911/112 emergency operations (patterns of
incidence, response time, profiles).

Person to approach
BU Director

References

33

5.4 Solution for Tax Agency

Target description
Government Tax Agencies.

Challenge
Tax fraud is a pandemic to governments and their citizens.
Systematically, there are cases of fraud that harm the public Why Quiterian?
accounts and therefore directly affect the performance and
welfare of citizens. The challenge of any government is to • Instant analysis of large volumes of data,
improve its efficiency to combat such fraud and abuse.
sources.
• 360º vision of citizen.
Pains to solve • Data Audit & Integration of analytical
environments.
• Improve efficiency.
• Detect patterns. • Quiterian Analytics provides immediate
responses, understanding behaviors and
• Predict and avoid fraud. patterns, discovering trends and needs.
• Deliver insights for quick response and
Benefits confident decisions.

• Advanced analytics to detect Fraud rapidly. • All in a self-service and agile way, allowing
• Control and inspection activities optimization: Advanced insights on the fly, with no dependency on IT
analytics to identify profiles of the organizations and department.
activities that could fail to fulfill.
• Optimization of funds for organizations or people.
• Taxes design optimization.
• Exploitation of tax or census databases.

Person to approach
BU Director

References

34

5.5 Solution Logistics / Supply Chain

Target description
Logistics and warehouses services provider that require business
process integration to make the business network operate as
one.

Challenge: Global view of the flow production- Why Quiterian?
storage-consumption
• Reduction of time to customers. • Predictive techniques for anticipating to
customers demand and adjust production
• Loss prevention and costs and waiting times cut. volume.
• Increase of quality and customer service.
• Obtain immediate business insights into all
• Optimization of logistic processes and routes. links of supply chain: customer satisfaction,
inventory levels, warehouse management,
resources vs real needs, expired and obsolete
Pains to solve products, sales results, etc.
• Detect bottlenecks in business processes. • Integrate large raw data sets from
miscellaneous sources for global view of
• Successful inventory management to prevent stock spoilage the flow production-storage-consumption
and obsolescence. and to implement suitable tracking and
• Optimization of logistics processes, routes, stocks and shelf monitoring strategies.
life. • User-friendly advanced and predictive
techniques for integrated management of
• Reduction of time to customers.
data, to optimize logistic processes and to
• Increase of quality and customer service. early detect inefficiencies in routes.
• Create customized indicators and alerts.
Benefits • Automate business rules through iWorkflow,
and monitor relevant variables in real time.
• Increase of quality in customer service, including
flexibility, customization and reduction of unproductive
waiting times.
• Increase of business profit.
• More efficiency and cost-effectiveness within supply
chain.
• Decrease of fixed assets, obsolete and expired products.
• Costs cut and efficient management of inventory.
• Sales boost and increase of product visibility.
• Adjustment of resources to real needs.
• Business users self-sufficiency.
• Agility, quick payback and short time-to-value.

Person to approach
CIO / BU Director

35

5.6 Solution for Utilities & Green
Energy

Target description
The success of public services companies (gas, water, electricity)
and green energy companies, consists of making the most
of customers’ incomes sources and of increasing efficiency
in all the operations. Being anticipative and getting to know
quite in advance how the production varies not only will make Why Quiterian?
these companies eco-friendlier and more environmentally
sustainable, but they will also be more competitive within the
global economic environment.
• Identifying the features of technological
equippments with optimum performance.
• Capability of cross and non-predefined
Challenge: Forecasting the production to opti- analysis, by crossing and integrating any
mize its market price type of available information (weather,
technology, production, etc.).
• Analyze the equippments’ demotion on yearly production
• Soon detection of floors showing falls
to avoid losses and gain efficiency. in production levels, and analysis of the
• Reduce the uncertainty on the services to be rendered in equippments’ and modules’ demotion
order to optimize its market value. according to miscellaneous parameters.
• Determine the demand variability on specific year terms. • Comparative analysis of yearly production to
estimate the equippments’ real vs. expected
demotion, making it possible to verify their
Pains to solve useful life and to rapidly identify tools with
• Predict future demand. less TCO.
• Improve efficiency.
• Detect frauds and risks.

Benefits
• 360º customer’s knowledge.
• Measure the customer’s real potential through the
calculation of the optimum consumption per contract.
• Capability to be anticipative.
• More efficiency in sales negotiation.
• Production optimization through the selection of
technologies with little demotion and higher performance.
• Costs reduction and production losses. References
• More competitiveness.
• Soon detection of business opportunities.

Person to approach
CMO / CRM / CIO / BU Director.

36

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