ABIBA

© Abiba Systems | www.abibasystems.com

 • About ABIBA Systems
• ABIBA – Offerings
• Analytics – Overview
• Customer Lifecycle
• Analytics Solutions from ABIBA
• ABIBA Segmentation Methodology
• Advantages of prebuilt solutions
• Why ABIBA ?

© Abiba Systems | www.abibasystems.com

 • We are a Technology firm focused on being a Business Intelligence & Analytics partner of
choice for Global Corporations
• We use advanced analytics tools customized to meet industry specific requirements.

• Our approach
– We understand the business, the business user requirements and then provide the most
appropriate and cost effective solution.

• Our solution highlights

• Right B.I solution
• Rapid deployment for quick wins
• User friendly solutions to improve end user product utilization
• Lower TCO to ensure higher ROI

• ABIBA Management
– Promoter team have several decades of experience globally in companies in Europe,
North America, Asia and Africa
– Senior management team is highly qualified with experience in management and
technology

© Abiba Systems | www.abibasystems.com

 Solutions and Services -
Products BI Consulting:
3DM Approach

Datamart and
TM BI Strategy, Scoping
TeleView Enterprise Data
and Selection
Warehouse

BI System design/ Data Sourcing -

Champion TM
architecture ELT/ETL/EAI

Technical and business Data Mining and

TIMSTM
user training analytics

BI System performance
PI Miner analysis & Data Management
improvement

Manufacturing Process improvement

Intelligence & workflow solutions

© Abiba Systems | www.abibasystems.com

 Analytics is the science of examining business data to identify historic trends and
patterns, predict potential trends and to analyze the effects of certain decisions or
events.

The goal of analytics is to improve the quality of decision making in business by

gaining in-depth knowledge of past, current and future performance.

Type of Analytics :

Descriptive Analytics: It describes the distribution of the data as well as

cluster the data into more homogeneous groups

Predictive Analytics: Predictive Analytics tries to predict the value of

one or more responses in a data set

© Abiba Systems | www.abibasystems.com

 • Improved Sales
• Identify segments and launch targeted acquisition campaigns
• Improve the forecasting of acquisitions and plan support activities
• Increased Customer service and satisfaction
• Increase customer retention
• Develop effective loyalty programs to improve stickiness
• To analyze QoS across different segments
• Improved effectiveness of marketing activities
• Product development based on customer segmentation
• To design campaigns considering the responses of earlier campaigns
• Risk management
• To determine risk profile of customers and predict potential defaulters
• To avoid acquiring specific segments of customers who are more risky
• Enables better decision making

© Abiba Systems | www.abibasystems.com

 Revenue

Time

© Abiba Systems | www.abibasystems.com

 Sales & Operations & Customer Human Strategic
Finance
Marketing Network Services Resources Planning

Customer
Customer Credit Risk Supply chain Attrition Market Entry
Lifetime
Acquisition Management Optimization Modeling strategy
Value

Churn Revenue Capacity Loyalty Market

Recruitment
Modeling optimization forecasting management Segmentation

Product &
Campaign Cost
segment QoS analytics
effectiveness Simulation
profitability

Sales
forecasting

Market Mix
Modeling

© Abiba Systems | www.abibasystems.com

 Segmentation & Identify your profitable segments and their behavior
Profiling Estimate the life time value of your customer segments for better marketing

Identify the most sensitive customers for cross selling/up selling

Response Modeling
Identify customers likely to respond to promotional offers

Churn Prediction Predict the potential churn –individual subscriber and segment

Identify the most risky customer segments and list at-risk customers
Risk Models
Identify the customers who are going to default or delay the payment

Forecasting Forecast Sales, Revenue, Churn, Default and other critical attributes based on
historic performance.

Return

© Abiba Systems | www.abibasystems.com

 • Customer segmentation is a process that divides customers into smaller groups called
segments. Segments are to be homogeneous within and desirably heterogeneous in
between.

• Need for Segmentation

– Marketers are increasingly recognizing that the success of their marketing campaigns ; equally
important is to ensure they're talking to the right people and ensuring they have the right message.
– Both targeting and messaging are made easier when a marketing team has the ability to segment its
audience according to meaningful criteria and tailor their communications to the attributes of this
audience segment.

• ABIBA Profiler offers some of the most advanced segmentation capabilities available on the
market today, enabling marketers to create segments according to almost any combination of
criteria available in their target database.

MARKET 1 MARKET 2
© Abiba Systems | www.abibasystems.com
 • Objective : A large telecom provider with over 5mn post paid subscribers, wanted to identify
potential defaulters and build effective collection strategies. It adopted an analytics
framework to develop customer segments and collection scorecard.

• Methodology: Subscriber Segments were developed based on collectability and amount at

stake along with collection score card based on certain key parameters like outstanding, time
on network, historical payment behavior. Based upon the findings the telecom provider
segmented post paid subscriber base to create customer segments coupled with collection
scorecard to direct its collection strategies on specific customer groups likely to default

• Results: Collections (amount collected) improved by 15% and lower default rate by 12 %
( for key segments)

© Abiba Systems | www.abibasystems.com

 • Objective: To compete with other providers of mobile telecommunications in the post paid
segment, Vodafone realized it is important to know enough about your customers and to
know the wants and needs of your customers for post paid business customers. The total
number of postpaid business users (Corporate Scheme) at Vodafone is more than 800,000.

• Methodology :The customers were segmented based on behavioral and geographical

variables like average call duration, average no calls received per day, average no calls
originated per day, daytime calls, % of weekday calls, % of calls to mobile phones, average no
sms received per day, average no sms originated per day, % international calls, % of outgoing
calls within the same operator, zip codes and so on

• Result: Vodafone segmented its business customers into 6 different segments. It was able to
identify 2 most lucrative segments of the 6 and came out with special market offerings for
them. This move increased the response to the marketing campaigns launched.

© Abiba Systems | www.abibasystems.com

 • Objective : Volvo Cars wanted to increase it’s online campaign ROI.

• Methodology: Volvo Cars devised a system to segment it's customers into 3 segments hot
leads, normal leads and poor leads based upon the behavioral data like pages they visited in
it's website, the time spent, the type of ads they respond to and so on. If a customer is
categorized into hot leads then he is funneled into the next stage wherein he is invited for
test drive or given a free brochure. After information is collected from the customer then
loop is finally closed with a sales pitch.

• Result: This segmentation methodology helped Volvo to identify the right customers and
save costs on the brochure and increase the responsive to the market offering.

© Abiba Systems | www.abibasystems.com

 Segmentation is normally performed along with the following demographic, geographic, psychographic,
and behavioral variables

• Behavioral segmentation variables include product usage rate and end, brand royalty, benefit sought,
decision making units, ready-to-buy stage, and so on. This set of variables is considered to be pivotal in
any datamining application

• Demographic segmentation variables describe characteristics of customers and include age, gender,
education, occupation, income, religion, marital status and so on. Note that demographic segmentation
normally refers to segmentation with these demographic variables.

• Geographic variables include various classification of geographic areas, for example, zip code, state,
country, region, climate, population, and other geographical census data. Note that this information can
come from national census data

• Psychographic segmentation variables describe life style, personality, values, attitudes, and so on. Note
that psychographic segmentation normally refers to segmentation with these psychographic variables.

• Past business history, Customers' past business track records can be extremely useful for segmentation.
This may include total amounts purchased, purchasing frequency, (credit) default records, (insurance)
claims, responsiveness for marketing campaigns, and so on

© Abiba Systems | www.abibasystems.com

© Abiba Systems | www.abibasystems.com
 Data Data
Segmentation Visualization Scoring
understanding Preprocessing

•Data sample is collected from the source systems:

The sample collected is based on the data model for the particular requirement. The basic data model
is reconfigured after discussions with the domain experts of the client.
•Data preprocessing for analysis:
Once the samples are collected from the analytical datamart, it is preprocessed to be used in
modeling. Typical pre-processing activities done in the modeling engine are – binning, example
selection, feature selection and standardization
•Segmentation:
The preprocessed data is then used for segmentation. The variables are chosen and the number of
segments are specified.
•Visualization:
•The segments formed can be viewed in the form of classification trees and also in the form of
dendograph.
•Scoring : The model is then scored with the customer records

© Abiba Systems | www.abibasystems.com

 • Integrated solution having data handling, segmenting, profiling and analysis tools
seamlessly integrated
• Provides choice of display – Decision Trees, Dendograph
• Pre-built models for key business functions
• Works on multiple OS – Windows and Linux
• Multiple modes of data capture
• Scalable architecture
• Client Server and web-based deployment models

© Abiba Systems | www.abibasystems.com

© Abiba Systems | www.abibasystems.com
 • Single Vendor – One Stop shop –All software tools required for solution are provided by us.
PLUS implementation and support if required.
• Business user driven implementation– Minimal dependency on analysts, a scarce resource in
many markets
• Ease of use – Customisable GUI, workflow guiding model building
• High level of configurability and customisation – suits rapidly changing market dynamics
• Pricing flexibility – In-house, proprietary solutions gives greater flexibility
• Off-shore driven deployment – If data can be provided offshore
• Lower overall TCO – upto 40% lower than other industry standard tools
• Enhanced Security Features -Role-based views for all employees
• Quick Deployment - organizations can simply adopt or tailor the predefined reports and
metrics in a packaged analytic application

© Abiba Systems | www.abibasystems.com

© Abiba Systems | www.abibasystems.com