How to Outsource Analytics
By now you would say "Jeez Louise, enough already," as all this is just too much to manage to build just a few models. Suddenly, outsourcing may sound like a great idea. Then you would realize there are many things to consider when outsourcing analytical work.
First, where would you go? Everyone in the data industry and their cousins claim that they can take care of analytics. But in reality, it is a scary place where many who have "analytics" in their taglines do not even touch "predictive analytics."
Analytics is a word that is abused as much as "Big Data," so we really need to differentiate them. "Analytics" may mean:
- Business Intelligence (BI) Reporting: This is mostly about the present, such as the display of key success metrics and dashboard reporting. While it is very important to know about the current state of business, much of so-called "analytics" unfortunately stops right here. Yes, it is good to have a dashboard in your car now, but do you know where you should be going?
- Descriptive Analytics: This is about how the targets "look." Common techniques such as profiling, segmentation and clustering fall under this category. These techniques are mainly for describing the target audience to enhance and optimize messages to them. But using these segments as a selection mechanism is not recommended, while many dare to do exactly that (more on this subject in future articles).
- Predictive Modeling: This is about answering the questions about the future. Who would be more likely to behave certain ways? What communication channels will be most effective for whom? How much is the potential spending level of a prospect? Who is more likely to be a loyal and profitable customer? What are their preferences? Response models, various of types of cloning models, value models, and revenue models, attrition models, etc. all fall under this category, and they require hardcore statistical skills. Plus, as I emphasized earlier, these model scores compact large amounts of complex data into nice bite-size packages.
- Optimization: This is mostly about budget allocation and attribution. Marketing agencies (or media buyers) generally deal with channel optimization and spending analysis, at times using econometrics models. This type of statistical work calls for different types of expertise, but many still insist on calling it simply "analytics."
Let's say that for the purpose of customer-level targeting and personalization, we decided to outsource the "predictive" modeling projects. What are our options?
Stephen H. Yu is a world-class database marketer. He has a proven track record in comprehensive strategic planning and tactical execution, effectively bridging the gap between the marketing and technology world with a balanced view obtained from more than 30 years of experience in best practices of database marketing. Currently, Yu is president and chief consultant at Willow Data Strategy. Previously, he was the head of analytics and insights at eClerx, and VP, Data Strategy & Analytics at Infogroup. Prior to that, Yu was the founding CTO of I-Behavior Inc., which pioneered the use of SKU-level behavioral data. “As a long-time data player with plenty of battle experiences, I would like to share my thoughts and knowledge that I obtained from being a bridge person between the marketing world and the technology world. In the end, data and analytics are just tools for decision-makers; let’s think about what we should be (or shouldn’t be) doing with them first. And the tools must be wielded properly to meet the goals, so let me share some useful tricks in database design, data refinement process and analytics.” Reach him at email@example.com.