Speaker "Robin Way" Details Back



Predictive customer journeys in the financial services industry


The media is full of broad promises and platitudes promising the use of customer data and analytics to deliver the Next Best Offer to your company’s clients. Yet the reality is there is a dearth of measurable proof about how and how well these approaches actually work: until now. Furthermore, the culture change required of large companies to adopt and embrace these approaches has impacts on the flow of information, senior executive collaboration and trust, creating a shared vocabulary, and changing often long-held standards for how relationship managers select and present offers to customers. Asking sales teams to change to whom they sell, how they contact those clients, and which needs of those clients they should address, is pushing water uphill. This Master Class will address both topics, using recent case studies from several North American companies, where fundamental change in customer offer presentment for the better was achieved and institutionalized, with measurable and significant impacts. Specific lessons learned about identifying who is the “right” customer, what is the “right” offer, and especially, what is the “right” time to present these offers, will provide the audience with practical assets to bring back to their enterprises. ***Audience members will also receive a copy of Mr. Way’s new book, “Skate Where the Puck’s Headed: A Playbook for Scoring Big with Predictive Analytics.”


Robin Way is a Faculty Member for Banking at the International Institute of Analytics, and is the founder and President of the management analytics consultancy, Corios. He has over 25 years of experience in the design, development, execution, and improvement of applied analytics models for clients in the credit, payments, lending, brokerage, insurance and energy industries. Robin is author of "Skate Where The Puck’s Headed: A Playbook for Scoring Big with Predictive Analytics". He lives in Portland, Oregon with his wife, Melissa and two sons, Colin and Liam. In his spare time, Robin plays soccer and holds a black belt in taekwondo. Robin’s professional passion is devoted to democratizing and demystifying the science of applied analytics. His contributions to the field correspondingly emphasize statistical visualization, analytical data preparation, predictive modeling, time series forecasting, mathematical optimization applied to marketing, and risk management strategies. Robin’s undergraduate degree from the University of California at Berkeley and his subsequent graduate-level coursework emphasized the analytical modeling of human and consumer behavior.