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www.fabak.ir Data is power
‫ا‬‫د‬‫خ‬‫انم‬‫هب‬

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www.fabak.ir Data is power
‫س‬‫ف‬‫ا‬‫د‬‫اه‬‫ا‬‫ب‬‫ده‬‫ا‬‫د‬‫ی‬‫ی‬‫و‬‫س‬‫هم‬‫ی‬‫ن‬‫ا‬‫م‬‫ز‬‫ا‬
‫ی‬‫ی‬‫ا‬‫خ‬‫س‬‫د‬‫ا‬‫و‬‫ج‬‫مد‬‫ح‬‫م‬–‫دی‬1397 Sakhaee@fabak.irwww.fabak.ir

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www.fabak.ir Data is power

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www.fabak.ir Data is power
Michael Treacy Fred Wiersema

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www.fabak.ir Data is power
‫نوآوری‬
‫ریسک‬
‫سه‬Value Discipline

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www.fabak.ir Data is power

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www.fabak.ir Data is power

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www.fabak.ir Data is power

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www.fabak.ir Data is power

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www.fabak.ir Data is power

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www.fabak.ir Data is power
Walmart, Maersk, Foxconn, Dell,
Vodafone, SouthWest Airlines
Harrods, Zappos,
Louis Vitton,
McKinsey, HSBC,
Accenture
Tencent, Samsung,
Google, Pfizer, FT, Harvard
Business School, Time
Warner

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www.fabak.ir Data is power

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www.fabak.ir Data is power

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www.fabak.ir Data is power

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www.fabak.ir Data is power

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www.fabak.ir Data is power
1896

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www.fabak.ir Data is power

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www.fabak.ir Data is power

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www.fabak.ir Data is power

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www.fabak.ir Data is power
As a utility
Always on, general purpose
IT cost minimization, low switching cost,
perhaps high availability
total cost of ownership
(TCO)
Service-level based
Part of general outsourcing,
or part of overall IT
responsibility
Compliance-based
As part of existing
systems

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www.fabak.ir Data is power

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www.fabak.ir Data is power
D&A hub
Optimize business cost, time and quality
Supply chain
optimization metrics
Centralized
based on dominance in the value
chain
Office of the CDO
Analytics-based
Exchange data across
multiple systems
As an enabler

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www.fabak.ir Data is power
Integrated Value Chain
Agility, market alignment
Time to market,
prediction accuracy
Collaborative
Office of the CDO
Extended
Integrated information
infrastructure
As a driver
create a completely integrated
information value chain, with a
dedicated and integrated
information infrastructure
throughout the value chain
There is no particular end to the
information life cycle; it gets
extended as much as possible.

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www.fabak.ir Data is power
D&A as a Service
Know the customer
Upsell
Legal boundaries,
acceptable use
Office of CDO as support
function
Compliance-based
Standard CRM
functionality
Share D&A as part of service or
product
The analytics are most likely an
integral part of the CRM system.
As a utility
cross-sell, deep-sell
the office of the CDO plays a
pivotal role with the CRM system

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www.fabak.ir Data is power
360-Degree View
Interact with the customer
Share of wallet, Cross-sell rate
Govern process of
customer self-service
Sales/marketing
Analytics-based
Social media, mobile apps, data
integration, master data management
(MDM)
Share D&A as part of service or product
As an enabler
Sales and marketing drive the
governance of the data
Data integration is a key
capability, as well as extensive
predictive and prescriptive
analytics
The data is collected through
continuous interaction, for
instance via social media of
mobile apps

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www.fabak.ir Data is power
Personal Analytics
Enable the customer to create value
Loyalty, share of network
Trust
Office of CDO as business unit
Extended
Internet of Things (IoT), mobile apps
As a driver
The data the enterprise shares
has a direct benefit for the life or
work of their customers, such as
in the form of personal analytics
(in contrast to business analytics
for the benefit of the enterprise).
The value proposition is to
enable customers to create their
own value
loyalty and the extent to which
friends of customers (the
customer's network) are
included in sales
Governance between enterprise
and customer is based on trust,
and perhaps even supported by
a separate entity to ensure trust.

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www.fabak.ir Data is power
Customer self-service model
Engage with the customer
Cost of service
Transactional
Office of CDO as a service department
Compliance-based
Part of web/mobile apps
As a utility
The business model itself then
becomes the innovation, giving
power to the customers to manage
their own business with you.
Customer engagement is
combined with lowering the cost
of service.
The governance is in the hands of the
customer service department
the life cycle is compliance-based

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www.fabak.ir Data is power
Feedback through usage dashboards
or predictive maintenance
Help customer maximize value
Loyalty metrics
Customer service
Office of CDO outward-facing
Analytics-based
IoT devices
As an enabler A popular use case is predictive
asset maintenance. Through
collecting data of the use of
products, analytics calculate the
actual need for maintenance.
These services can be sold on a
subscription basis, leading to
new revenue streams.
The governance is in the hands
of customer service and
operations.
The Office of the CDO has a
strong operations focus too, it
delivers a key component of the
company's value proposition

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www.fabak.ir Data is power
Information-based products
Information is the product
Percentage of overall revenue, margin
Business governance
Office of CDO product management
Extended
Digital platform
As a driver
it is seen as a product in and of
itself and can be sold.
The organization and
governance is fully integrated in
the business, like with any other
product category
data is never discarded and is
available through the company's
overall digital platform.

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www.fabak.ir Data is power
Compliance
Minimize cost
Cost of compliance
Part of overall
governance
IT/compliance officer
Compliance-based
Standard GRC functionality
As a utility
the value of D&A is aimed at
compliance reporting.
Data is seen as an IT problem and a function of governance, risk
management and compliance (GRC) software
Analytics can be advanced, and
aimed at for instance fraud
detection. Most likely these
analytics come from
commercially available
applications

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www.fabak.ir Data is power
Risk Mitigation
Risk management
Cost of noncompliance
Part of risk
IT/risk
Analytics-based
Aligned information infrastructure on
business and risk
As an enabler
Better data actively helps in risk
mitigation and selecting business
opportunities based on an accurate
comparison of risk relative to project
investment and returns
The risk department is in charge
of risk data governance
the information systems are aligned
with other business systems; they
don't operate as a silo.

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www.fabak.ir Data is power
Handle risks others can't
Risk leadership
Market share
Business governance
Sales, marketing, risk, IT or Office of CDO
handling both risk and business side
Extended
Integrated information infrastructure
As a driver
D&A can also drive better risk
management, even something
called risk leadership. If by a
superior information position and
through real-time analytics you
can handle risks that others
can't, then new business
opportunities open up.
higher win rates and higher
market share
Information about risk is completely integrated in business governance
structures and permeated throughout all business areas

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www.fabak.ir Data is power

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www.fabak.ir Data is power