EXPERTISE. ACT.

Three stone cutters were asked about their jobs.

The first one replied, “I’ m paid to cut stones”.

The second replied, “I use special techniques to shape

stones in an exceptional way, here let me show you”.

He proceeded to demonstrate.The third just smiled and said,

“I BUILD CATHEDRALS”.

JUNE 6-7, 2016

DATA DRIVEN

DECISIONS FOR

PROFITABILITY

Most importantKPIs setup for

revenue andprofitability

Identification

BIG DATAbenefits in myorganisation / my functions

Data driven toolstowards

sales andprofitability

improvement

BOOST

BIG DATA

control

In the computerized world of nowadays every company piles up huge amounts of various customer and process related data. However, the value is not in the amount of data organization has, but what it does with that. “Industrial Insights Report for 2015 by GE and Accenture” indicates that 53% of Top Performing companies make data-driven decisions very frequently.

Program Intro: Opportunities & Challenges

The use of Big Data is becoming a key basis of competition and growth for individual firms. In most industries, established competitors and new entrants alike will leverage data-driven strategies to innovate, compete, and capture value from deep and up-to-real-time information. These days examples of such use of data is in every sector: Retail – Walgreens; Airlines - Delta; Media - FT.com; Logistics - UPS; Financial Services – AIG, e-commerce - Amazon. These successful examples includes automated individualized proposals for Amazon visitors based on their past purchase or search history or fleet optimization by UPS that already saved from driving 364 million miles and over 39 million gallons of fuel since project reliese.

”Industrial Insights Report for 2015” found that:

- 89% of respondents who have implemented at least one big data project already see it as a way to revolutionize business operations- 84% of those surveyed believes big data analytics will “shi� the competitive landscape for my industry” within a year and 87% believe so in three years- 89% believes a lack of big data adoption will create a risk of losing market share

State of the art mathematical data mining leeds to sophisticated customer segmentation, churn prediction, system fault prediction and other methods that heavily influence financial performance figures of each Company . 90% of standart Organisations revenue and profit growth is usually achieved through improving product and service porfolio and by streamlining the internal processes – Data Driven decisions is one of the crussials point there.

TAKE THENEXT STEP

www.executive.ktu.edu/big-dataREGISTRATION:

PRICE799 EUR

PLACEAMBERTON hotelL. Stuokos-Gucevičiaus g. 1 Vilnius

TIMEJune 6-7, 2016

LANGUAGEEnglish / Lithuanian

6-7 core KPIs geared towards sales improvement and their application explained in detail with hands-on experience delivered;

Program Values / Main take-a-ways:

A good feel what big data actually means and what it takes to implement it;Principles of data-driven decision making process oriented at revenue enhancement;

WHO SHOULD ATTEND

Positions: CEOs, CFOs, Head’s of Commercial dep., Marketing dep., Sales dep

Companies types: Medium and Large size

Industries: Retail, E-Commerce, Services: Finance / Insurance / Logistics / Accommodation / Travel / Healthcare / Utilities

Best practices with different revenue management techniques;Best practices on measuring and managing customer loyalty;Solutions and tools geared towards getting the most of your marketing investments;Data Driven techniques for:

- measuring customers value and rights KPI’s in : pricing decisions, marketing solutions; process management;- building data based patterns - customer base segments, customer behaviours, forms of churn, root causes for bottom line costs and etc.;- making more precisely tailored products and services;- improving the development of the next generation of products and services,

Principles and solutions for starting analysing the big data companies already hoarded.

EXPERTISE. ACT.

DAY 1

Introduction: Understanding Big Data in Business

Data-driven decision making: Data culture at the organisation: data availability, reliability, openness.When does the data help you make better decisions and when do you still need to trust your gut feeling?Data-driven decision process and corporate politics: not an easy couple.

Effective application of KPI’sLimits of data: in the end, you still need to talk to your clients.

KPI application in business processes: Important insights we get by analysing information in a structured way.Overview of the most important KPIs for revenue and profitability control.

Revenue management techniquesData analysis on a customer level: Basic approach, why this can be importantPractical questions around dataCustomer segmentation: overall idea

PROGRAM OUTLINE

Ways to create value through data: revenue and profitability effects.The next step: big data and real time automated decision making.

Customer value and behaviour analysis by customer segmentsBusiness cases / Practical workshop / Practical exercises

During the workshop a take-away task will be given to participants. The solutions will be discussed the next day.

Retention managementThe definition and interpretation of Churn. Why and where is it important?Analyzing the reasons for churnChurn calculation and monitoring techniques

Evaluation of your sales & marketing efforts

Campaigns: possible goals and typesBeing smart in what you do with marketing experimentsMeasuring effectiveness of a marketing campaign

Program Resume: developing concrete Action Plan

DAY 2

Who intends to leave us? Churn prediction modelsRetention strategiesPractical cases and workshop

Bringing revenue and churn together: the concept of customer lifetime value (CLV)

Practical cases and workshop

Business cases / Practical workshop / Practical exercises.

EXPERTISE. ACT.

OUR EXPERTS TO TAKE A CHALLENGE

Justė Pačkauskaitė,Partner at UAB CivittaCompetences: 10 years of experience in Finance, Strategy, Data analytics and Sales&Marketing. Justė is responsible for analytics and research project stream in Civitta. Justė has mainly worked in such industries as Telecommunications, B2B Professional services, Insurance, Real Estate management both in Lithuania and abroad. Justė holds CFA level III certification.Impact: practical knowledge of data analytics based sales and marketing strategy formulation; financial analysis, KPI based budgeting, cost control, investment control, managerial reporting.

Enn Metsar General manager at Uber Technologies Estonia

Enn is a US educated executive with extensive prior experience in investment management and business development. He has over ten years of experience in managing equity funds, technology driven venture capital, management consulting, trading, business development, sales and investor relations from both sides of the Atlantic. Enn holds an MSc degree from Carnegie Mellon University.

Mārtiņš Bajārs, Associate partner at SIA Civitta Latvija

Competences: 9 years of international experience with focus on customer analytics and telecommunications. Specific areas of expertise: Strategic Analysis, Pricing Optimization, Product Portfolio Optimization, Customer Retention & Churn Management, Customer Segmentation, Financial Analysis.Impact: real life near-time data analytics tool creation and application in European and African mobile network operators.

Competences: 10 years of experience in finance, asset management and data analytics. Petras has worked with large sets of data (Vinted - 10 million users). His experience at finance comes from managing pension and investment funds as well as overseeing private equity projects at Invalda group.Impact: practical knowledge of data analytics, data infrastructure, business modeling, data driven decisions and leading the analyst teams to provide data insights.

Petras KudarasData and business analyst

Vinted - is a peer-to-peer marketplace to sell, buy and swap clothes / the highest-valued startup in the Baltics, 2014 - €80 million/ operating in11 countries.

Multinational online transportation network company providing service in 58 countries and 300 cities worldwide. Ranked us 48th-most powerful company in America with estimated worth of 62.5 billion $.Company’s business model is largely based on Big Data principle. By using them in very effective way Uber has disrupted whole Taxi Industry and become worldwide phenomenal organization.

KTU Executive School: www.executive.ktu.edu

For more information, or to apply please contact:

Eva SabaliauskaitėBusiness Development and Sales Director +370 699 95 779 eva.sabaliauskaite@ktu.lt