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Business Intelligence Slideshow:
How to Sell the Value of Data to Your CEO

By Don Reisinger on 2010-09-01


The McCombs School of Business at the University of Texas recently conducted a survey, which was sponsored by Sybase, to explore how investments in data management and information technology affect the financial performance of a company. University researchers, working in conjunction with the Indian School of Business, surveyed 150 Fortune 1000 firms across several industries in an effort to quantify the relationship between effective data and key performance metrics. The study examined how 10% improvements to one of five distinct attributes of data impacts the metrics commonly reported for assessing the financial performance of businesses. For example, the median Fortune 1000 business in the study's sample would increase annual revenue by $2.01 billion as a result of increasing the usability of its data by 10%, according to the survey. This is driven by a strong correlation between data usability and sales per employee, which correspondingly increases 14.4%.

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Improving the manageability of corporate data by 10% each year would enable companies to increase total sales by $55,900 per employee.

Companies that improve the accessibility and usability of corporate data for employees can increase return-on-equity by 16%.

Making data available to sales professionals outside the office can increase the average Fortune 1000 company's net income by $5.4 million per year.

A 10% increase in the usability of data by mobile employees would result in a "significant increase in the productivity of the firm." Companies that fail to make data accessible, understandable, and easy to manipulate while mobile are experiencing productivity losses.

Sales per employee in the retail sector would jump 49% with "a 10% improvement in data usability."

Consultants would enjoy a 39% gain in sales per employee with better data usability.

The average telecommunications company would experience increased sales of more than $9,600 per employee upon increasing data usability by 10%.

The average consulting firm would see a $5,000 increase in sales per employee after making data 10% more usable.

Increasing intelligence and remote access to data by 10% can help the average insurance firm improve return-on-assets by a whopping 42%, easily besting other industries.

The average commercial bank can improve return-on-assets by 32% by implementing a 10% increase in data intelligence and accessibility.

The University of Texas at Austin researchers find that "the cost of increasing effective data is relatively minor compared to the resulting substantial returns."

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