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Competing on Analytics: Updated, with a New Introduction
book

Competing on Analytics: Updated, with a New Introduction

by Thomas Davenport, Jeanne Harris, David Abney
August 2017
Beginner to intermediate content levelBeginner to intermediate
320 pages
8h 6m
English
Harvard Business Review Press
Content preview from Competing on Analytics: Updated, with a New Introduction

CHAPTER THREE

ANALYTICS AND BUSINESS PERFORMANCE

TRANSFORMING THE ABILITY TO COMPETE ON ANALYTICS INTO A LASTING COMPETITIVE ADVANTAGE

In the 1980s, two financial services consultants, Richard Fairbank and Nigel Morris, identified a major problem in the credit card industry, as well as a potential solution. The problem was that the industry lacked a focus on the individual customer, and the solution came in the form of technology-driven analytics. Fairbank and Morris believed that insights from data analysis would enable a company to discover, target, and serve the most profitable credit customers while leaving other firms with less profitable customers. They pitched this idea, their “information-based market strategy,” to more than fifteen ...

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Publisher Resources

ISBN: 9781633693739