Six properties of modern Business Intelligence

Regardless of the industry in which you operate, you need information systems that evaluate your business data in order to provide you with a basis for decision-making. These systems are commonly referred to as so-called business intelligence (BI). In fact, most BI systems suffer from deficiencies that can be eliminated. In addition, modern BI can partially automate decisions and enable comprehensive analyzes with a high degree of flexibility in use.

Let us discuss the six characteristics that distinguish modern business intelligence, which mean taking technical tricks into account in detail, but always in the context of a great vision for your own company BI:

1. Uniform database of high quality

Every managing director certainly knows the situation that his managers do not agree on how many costs and revenues actually arise in detail and what the margins per category look like. And if they do, this information is often only available months too late.

Every company has to make hundreds or even thousands of decisions at the operational level every day, which can be made much more well-founded if there is good information and thus increase sales and save costs. However, there are many source systems from the company’s internal IT system landscape as well as other external data sources. The gathering and consolidation of information often takes up entire groups of employees and offers plenty of room for human error.

A system that provides at least the most relevant data for business management at the right time and in good quality in a trusted data zone as a single source of truth (SPOT). SPOT is the core of modern business intelligence.

In addition, other data on BI may also be made available which can be useful for qualified analysts and data scientists. For all decision-makers, the particularly trustworthy zone is the one through which all decision-makers across the company can synchronize.

2. Flexible use by different stakeholders

Even if all employees across the company should be able to access central, trustworthy data, with a clever architecture this does not exclude that each department receives its own views of this data. Many BI systems fail due to company-wide inacceptance because certain departments or technically defined employee groups are largely excluded from BI.

Modern BI systems enable views and the necessary data integration for all stakeholders in the company who rely on information and benefit equally from the SPOT approach.

3. Efficient ways to expand (time to market)

The core users of a BI system are particularly dissatisfied when the expansion or partial redesign of the information system requires too much of patience. Historically grown, incorrectly designed and not particularly adaptable BI systems often employ a whole team of IT staff and tickets with requests for change requests.

Good BI is a service for stakeholders with a short time to market. The correct design, selection of software and the implementation of data flows / models ensures significantly shorter development and implementation times for improvements and new features.

Furthermore, it is not only the technology that is decisive, but also the choice of organizational form, including the design of roles and responsibilities – from the technical system connection to data preparation, pre-analysis and support for the end users.

4. Integrated skills for Data Science and AI

Business intelligence and data science are often viewed and managed separately from each other. Firstly, because data scientists are often unmotivated to work with – from their point of view – boring data models and prepared data. On the other hand, because BI is usually already established as a traditional system in the company, despite the many problems that BI still has today.

Data science, often referred to as advanced analytics, deals with deep immersion in data using exploratory statistics and methods of data mining (unsupervised machine learning) as well as predictive analytics (supervised machine learning). Deep learning is a sub-area of ​​machine learning and is used for data mining or predictive analytics. Machine learning is a sub-area of ​​artificial intelligence (AI).

In the future, BI and data science or AI will continue to grow together, because at the latest after going live, the prediction models flow back into business intelligence. BI will probably develop into ABI (Artificial Business Intelligence). However, many companies are already using data mining and predictive analytics in the company, using uniform or different platforms with or without BI integration.

Modern BI systems also offer data scientists a platform to access high-quality and more granular raw data.

5. Sufficiently high performance

Most readers of these six points will probably have had experience with slow BI before. It takes several minutes to load a daily report to be used in many classic BI systems. If loading a dashboard can be combined with a little coffee break, it may still be acceptable for certain reports from time to time. At the latest, however, with frequent use, long loading times and unreliable reports are no longer acceptable.

One reason for poor performance is the hardware, which can be almost linearly scaled to higher data volumes and more analysis complexity using cloud systems. The use of cloud also enables the modular separation of storage and computing power from data and applications and is therefore generally recommended, but not necessarily the right choice for all companies.

In fact, performance is not only dependent on the hardware, the right choice of software and the right choice of design for data models and data flows also play a crucial role. Because while hardware can be changed or upgraded relatively easily, changing the architecture is associated with much more effort and BI competence. Unsuitable data models or data flows will certainly bring the latest hardware to its knees in its maximum configuration.

6. Cost-effective use and conclusion

Professional cloud systems that can be used for BI systems offer total cost calculators, such as Microsoft Azure, Amazon Web Services and Google Cloud. With these computers – with instruction from an experienced BI expert – not only can costs for the use of hardware be estimated, but ideas for cost optimization can also be calculated. Nevertheless, the cloud is still not the right solution for every company and classic calculations for on-premise solutions are necessary.

Incidentally, cost efficiency can also be increased with a good selection of the right software. Because proprietary solutions are tied to different license models and can only be compared using application scenarios. Apart from that, there are also good open source solutions that can be used largely free of charge and can be used for many applications without compromises.

However, it is wrong to assess the cost of a BI only according to its hardware and software costs. A significant part of cost efficiency is complementary to the aspects for the performance of the BI system, because suboptimal architectures work wastefully and require more expensive hardware than neatly coordinated architectures. The production of the central data supply in adequate quality can save many unnecessary processes of data preparation and many flexible analysis options also make redundant systems unnecessary and lead to indirect savings.

In any case, a BI for companies with many operational processes is always cheaper than no BI. However, if you take a closer look with BI expertise, cost efficiency is often possible.

How Important is Customer Lifetime Value?

This is the third article of article series Getting started with the top eCommerce use cases. If you are interested in reading the first article you can find it here.

Customer Lifetime Value

Many researches have shown that cost for acquiring a new customer is higher than the cost of retention of an existing customer which makes Customer Lifetime Value (CLV or LTV) one of the most important KPI’s. Marketing is about building a relationship with your customer and quality service matters a lot when it comes to customer retention. CLV is a metric which determines the total amount of money a customer is expected to spend in your business.

CLV allows marketing department of the company to understand how much money a customer is going  to spend over their  life cycle which helps them to determine on how much the company should spend to acquire each customer. Using CLV a company can better understand their customer and come up with different strategies either to retain their existing customers by sending them personalized email, discount voucher, provide them with better customer service etc. This will help a company to narrow their focus on acquiring similar customers by applying customer segmentation or look alike modeling.

One of the main focus of every company is Growth in this competitive eCommerce market today and price is not the only factor when a customer makes a decision. CLV is a metric which revolves around a customer and helps to retain valuable customers, increase revenue from less valuable customers and improve overall customer experience. Don’t look at CLV as just one metric but the journey to calculate this metric involves answering some really important questions which can be crucial for the business. Metrics and questions like:

  1. Number of sales
  2. Average number of times a customer buys
  3. Full Customer journey
  4. How many marketing channels were involved in one purchase?
  5. When the purchase was made?
  6. Customer retention rate
  7. Marketing cost
  8. Cost of acquiring a new customer

and so on are somehow associated with the calculation of CLV and exploring these questions can be quite insightful. Lately, a lot of companies have started to use this metric and shift their focuses in order to make more profit. Amazon is the perfect example for this, in 2013, a study by Consumers Intelligence Research Partners found out that prime members spends more than a non-prime member. So Amazon started focusing on Prime members to increase their profit over the past few years. The whole article can be found here.

How to calculate CLV?

There are several methods to calculate CLV and few of them are listed below.

Method 1: By calculating average revenue per customer

 

Figure 1: Using average revenue per customer

 

Let’s suppose three customers brought 745€ as profit to a company over a period of 2 months then:

CLV (2 months) = Total Profit over a period of time / Number of Customers over a period of time

CLV (2 months) = 745 / 3 = 248 €

Now the company can use this to calculate CLV for an year however, this is a naive approach and works only if the preferences of the customer are same for the same period of time. So let’s explore other approaches.

Method 2

This method requires to first calculate KPI’s like retention rate and discount rate.

 

CLV = Gross margin per lifespan ( Retention rate per month / 1 + Discount rate – Retention rate per month)

Where

Retention rate = Customer at the end of the month – Customer during the month / Customer at the beginning of the month ) * 100

Method 3

This method will allow us to look at other metrics also and can be calculated in following steps:

  1. Calculate average number of transactions per month (T)
  2. Calculate average order value (OV)
  3. Calculate average gross margin (GM)
  4. Calculate customer lifespan in months (ALS)

After calculating these metrics CLV can be calculated as:

 

CLV = T*OV*GM*ALS / No. of Clients for the period

where

Transactions (T) = Total transactions / Period

Average order value (OV) = Total revenue / Total orders

Gross margin (GM) = (Total revenue – Cost of sales/ Total revenue) * 100 [but how you calculate cost of sales is debatable]

Customer lifespan in months (ALS) = 1 / Churn Rate %

 

CLV can be calculated using any of the above mentioned methods depending upon how robust your company wants the analysis to be. Some companies are also using Machine learning models to predict CLV, maybe not directly but they use ML models to predict customer churn rate, retention rate and other marketing KPI’s. Some companies take advantage of all the methods by taking an average at the end.

Integrate Unstructured Data into Your Enterprise to Drive Actionable Insights

In an ideal world, all enterprise data is structured – classified neatly into columns, rows, and tables, easily integrated and shared across the organization.

The reality is far from it! Datamation estimates that unstructured data accounts for more than 80% of enterprise data, and it is growing at a rate of 55 – 65 percent annually. This includes information stored in images, emails, spreadsheets, etc., that cannot fit into databases.

Therefore, it becomes imperative for a data-driven organization to leverage their non-traditional information assets to derive business value. We have outlined a simple 3-step process that can help organizations integrate unstructured sources into their data eco-system:

1. Determine the Challenge

The primary step is narrowing down the challenges you want to solve through the unstructured data flowing in and out of your organization. Financial organizations, for instance, use call reports, sales notes, or other text documents to get real-time insights from the data and make decisions based on the trends. Marketers make use of social media data to evaluate their customers’ needs and shape their marketing strategy.

Figuring out which process your organization is trying to optimize through unstructured data can help you reach your goal faster.

2. Map Out the Unstructured Data Sources Within the Enterprise

An actionable plan starts with identifying the range of data sources that are essential to creating a truly integrated environment. This enables organizations to align the sources with business objectives and streamline their data initiatives.

Deciding which data should be extracted, analyzed, and stored should be a primary concern in this regard. Even if you can ingest data from any source, it doesn’t mean that you should.

Collecting a large volume of unstructured data is not enough to generate insights. It needs to be properly organized and validated for quality before integration. Full, incremental, online, and offline extraction methods are generally used to mine valuable information from unstructured data sources.

3. Transform Unstructured Assets into Decision-Ready Insights

Now that you have all the puzzle pieces, the next step is to create a complete picture. This may require making changes in your organization’s infrastructure to derive meaning from your unstructured assets and get a 360-degree business view.

IDC recommends creating a company culture that promotes the collection, use, and sharing of both unstructured and structured business assets. Therefore, finding an enterprise-grade integration solution that offers enhanced connectivity to a range of data sources, ideally structured, unstructured, and semi-structured, can help organizations generate the most value out of their data assets.

Automation is another feature that can help speed up integration processes, minimize error probability, and generate time-and-cost savings. Features like job scheduling, auto-mapping, and workflow automation can optimize the process of extracting information from XML, JSON, Excel or audio files, and storing it into a relational database or generating insights.

The push to become a data-forward organization has enterprises re-evaluating the way to leverage unstructured data assets for decision-making. With an actionable plan in place to integrate these sources with the rest of the data, organizations can take advantage of the opportunities offered by analytics and stand out from the competition.

5 Things You Should Know About Data Mining

The majority of people spend about twenty-four hours online every week. In that time they give out enough information for big data to know a lot about them. Having people collecting and compiling your data might seem scary but it might have been helpful for you in the past.

 

If you have ever been surprised to find an ad targeted toward something you were talking about earlier or an invention made based on something you were googling, then you already know that data mining can be helpful. Advanced education in data mining can be an awesome resource, so it may pay to have a personal tutor skilled in the area to help you understand. 

 

It is understandable to be unsure of a system that collects all of the information online so that they can learn more about you. Luckily, so much data is put out every day it is unlikely data mining is focusing on any of your important information. Here are a few statistics you should know about mining.

 

1. Data Mining Is Used In Crime Scenes

Using a variation of earthquake prediction software and data, the Los Angeles police department and researchers were able to predict crime within five hundred feet. As they learn how to compile and understand more data patterns, crime detecting will become more accurate.

 

Using their data the Los Angeles police department was able to stop thief activity by thirty-three percent. They were also able to predict violent crime by about twenty-one percent. Those are not perfect numbers, but they are better than before and will get even more impressive as time goes on. 

 

The fact that data mining is able to pick up on crime statistics and compile all of that data to give an accurate picture of where crime is likely to occur is amazing. It gives a place to look and is able to help stop crime as it starts.

 

2. Data Mining Helps With Sales

A great story about data mining in sales is the example of Walmart putting beer near the diapers. The story claims that through measuring statistics and mining data it was found that when men purchase diapers they are also likely to buy a pack of beer. Walmart collected that data and put it to good use by putting the beer next to the diapers.

 

The amount of truth in that story/example is debatable, but it has made data mining popular in most retail stores. Finding which products are often bought together can give insight into where to put products in a store. This practice has increased sales in both items immensely just because people tend to purchase items near one another more than they would if they had to walk to get the second item. 

 

Putting a lot of stock in the data-gathering teams that big stores build does not always work. There have been plenty of times when data teams failed and sales plummeted. Often, the benefits outweigh the potential failure, however, and many stores now use data mining to make a lot of big decisions about their sales.

 

3. It’s Helping With Predicting Disease 

 

In 2009 Google began work to be able to predict the winter flu. Google went through the fifty million most searched words and then compared them with what the CDC was finding during the 2003-2008 flu seasons. With that information google was able to help predict the next winter flu outbreak even down to the states it hit the hardest. 

 

Since 2009, data mining has gotten much better at predicting disease. Since the internet is a newer invention it is still growing and data mining is still getting better. Hopefully, in the future, we will be able to predict disease breakouts quickly and accurately. 

 

With new data mining techniques and research in the medical field, there is hope that doctors will be able to narrow down problems in the heart. As the information grows and more data is entered the medical field gets closer to solving problems through data. It is something that is going to help cure diseases more quickly and find the root of a problem.

 

4. Some Data Mining Gets Ignored

Interestingly, very little of the data that companies collect from you is actually used. “Big data Companies” do not use about eighty-eight percent of the data they have. It is incredibly difficult to use all of the millions of bits of data that go through big data companies every day.

 

The more people that are used for data mining and the more data companies are actually able to filter through, the better the online experience will be. It might be a bit frightening to think of someone going through what you are doing online, but no one is touching any of the information that you keep private. Big data is using the information you put out into the world and using that data to come to conclusions and make the world a better place.

 

There is so much information being put onto the internet at all times. Twenty-four hours a week is the average amount of time a single person spends on the internet, but there are plenty of people who spend more time than that. All of that information takes a lot of people to sift through and there are not enough people in the data mining industry to currently actually go through the majority of the data being put online.

 

5. Too Many Data Mining Jobs

Interestingly, the data industry is booming. In general, there are an amazing amount of careers opening on the internet every day. The industry is growing so quickly that there are not enough people to fill the jobs that are being created.

 

The lack of talent in the industry means there is plenty of room for new people who want to go into the data mining industry. It was predicted that by 2018 there would be a shortage of 140,000 with deep analytical skills. With the lack of jobs that are being discussed, it is amazing that there is such a shortage in the data industry. 

 

If big data is only able to wade through less than half of the data being collected then we are wasting a resource. The more people who go into an analytics or computer career the more information we will be able to collect and utilize. There are currently more jobs than there are people in the data mining field and that needs to be corrected.

 

To Conclude

The data mining industry is making great strides. Big data is trying to use the information they collect to sell more things to you but also to improve the world. Also, there is something very convenient about your computer knowing the type of things you want to buy and showing you them immediately. 

 

Data mining has been able to help predict crime in Los Angeles and lower crime rates. It has also helped companies know what items are commonly purchased together so that stores can be organized more efficiently. Data mining has even been able to predict the outbreak of disease down to the state.

 

Even with so much data being ignored and so many jobs left empty, data mining is doing incredible things. The entire internet is constantly growing and the data mining is growing right along with it. As the data mining industry climbs and more people find their careers mining data the more we will learn and the more facts we will find.

 

Python vs R: Which Language to Choose for Deep Learning?

Data science is increasingly becoming essential for every business to operate efficiently in this modern world. This influences the processes composed together to obtain the required outputs for clients. While machine learning and deep learning sit at the core of data science, the concepts of deep learning become essential to understand as it can help increase the accuracy of final outputs. And when it comes to data science, R and Python are the most popular programming languages used to instruct the machines.

Python and R: Primary Languages Used for Deep Learning

Deep learning and machine learning differentiate based on the input data type they use. While machine learning depends upon the structured data, deep learning uses neural networks to store and process the data during the learning. Deep learning can be described as the subset of machine learning, where the data to be processed is defined in another structure than a normal one.

R is developed specifically to support the concepts and implementation of data science and hence, the support provided by this language is incredible as writing codes become much easier with its simple syntax.

Python is already much popular programming language that can serve more than one development niche without straining even for a bit. The implementation of Python for programming machine learning algorithms is very much popular and the results provided are accurate and faster than any other language. (C or Java). And because of its extended support for data science concept implementation, it becomes a tough competitor for R.

However, if we compare the charts of popularity, Python is obviously more popular among data scientists and developers because of its versatility and easier usage during algorithm implementation. However, R outruns Python when it comes to the packages offered to developers specifically expertise in R over Python. Therefore, to conclude which one of them is the best, let’s take an overview of the features and limits offered by both languages.

Python

Python was first introduced by Guido Van Rossum who developed it as the successor of ABC programming language. Python puts white space at the center while increasing the readability of the developed code. It is a general-purpose programming language that simply extends support for various development needs.

The packages of Python includes support for web development, software development, GUI (Graphical User Interface) development and machine learning also. Using these packages and putting the best development skills forward, excellent solutions can be developed. According to Stackoverflow, Python ranks at the fourth position as the most popular programming language among developers.

Benefits for performing enhanced deep learning using Python are:

  • Concise and Readable Code
  • Extended Support from Large Community of Developers
  • Open-source Programming Language
  • Encourages Collaborative Coding
  • Suitable for small and large-scale products

The latest and stable version of Python has been released as Python 3.8.0 on 14th October 2019. Developing a software solution using Python becomes much easier as the extended support offered through the packages drives better development and answers every need.

R

R is a language specifically used for the development of statistical software and for statistical data analysis. The primary user base of R contains statisticians and data scientists who are analyzing data. Supported by R Foundation for statistical computing, this language is not suitable for the development of websites or applications. R is also an open-source environment that can be used for mining excessive and large amounts of data.

R programming language focuses on the output generation but not the speed. The execution speed of programs written in R is comparatively lesser as producing required outputs is the aim not the speed of the process. To use R in any development or mining tasks, it is required to install its operating system specific binary version before coding to run the program directly into the command line.

R also has its own development environment designed and named RStudio. R also involves several libraries that help in crafting efficient programs to execute mining tasks on the provided data.

The benefits offered by R are pretty common and similar to what Python has to offer:

  • Open-source programming language
  • Supports all operating systems
  • Supports extensions
  • R can be integrated with many of the languages
  • Extended Support for Visual Data Mining

Although R ranks at the 17th position in Stackoverflow’s most popular programming language list, the support offered by this language has no match. After all, the R language is developed by statisticians for statisticians!

Python vs R: Should They be Really Compared?

Even when provided with the best technical support and efficient tools, a developer will not be able to provide quality outputs if he/she doesn’t possess the required skills. The point here is, technical skills rank higher than the resources provided. A comparison of these two programming languages is not advisable as they both hold their own set of advantages. However, the developers considering to use both together are less but they obtain maximum benefit from the process.

Both these languages have some features in common. For example, if a representative comes asking you if you lend technical support for developing an uber clone, you are directly going to decline as Python and R both do not support mobile app development. To benefit the most and develop excellent solutions using both these programming languages, it is advisable to stop comparing and start collaborating!

R and Python: How to Fit Both In a Single Program

Anticipating the future needs of the development industry, there has been a significant development to combine these both excellent programming languages into one. Now, there are two approaches to performing this: either we include R script into Python code or vice versa.

Using the available interfaces, packages and extended support from Python we can include R script into the code and enhance the productivity of Python code. Availability of PypeR, pyRserve and more resources helps run these two programming languages efficiently while efficiently performing the background work.

Either way, using the developed functions and packages made available for integrating Python in R are also effective at providing better results. Available R packages like rJython, rPython, reticulate, PythonInR and more, integrating Python into R language is very easy.

Therefore, using the development skills at their best and maximizing the use of such amazing resources, Python and R can be togetherly used to enhance end results and provide accurate deep learning support.

Conclusion

Python and R both are great in their own names and own places. However, because of the wide applications of Python in almost every operation, the annual packages offered to Python developers are less than the developers skilled in using R. However, this doesn’t justify the usability of R. The ultimate decision of choosing between these two languages depends upon the data scientists or developers and their mining requirements.

And if a developer or data scientist decides to develop skills for both- Python and R-based development, it turns out to be beneficial in the near future. Choosing any one or both to use in your project depends on the project requirements and expert support on hand.

Process Paradise by the Dashboard Light

The right questions drive business success. Questions like, “How can I make sure my product is the best of its kind?” “How can I get the edge over my competitors?” and “How can I keep growing my organization?” Modern businesses take their questions further, focusing on the details of how they actually function. At this level, the questions become, “How can I make my business as efficient as possible?” “How can I improve the way my company does business?” and even, “Why aren’t my company’s processes working as they should?”


Read this article in German:

Mit Dashboards zur Prozessoptimierung


To discover the answers to these questions (and many others!), more and more businesses are turning to process mining. Process mining helps organizations unlock hidden value by automatically collecting information on process models from across the different IT systems operating within a business. This allows for continuous monitoring of an organization’s end-to-end process landscape, meaning managers and staff gain specific operational insights into potential risks—as well as ongoing improvement opportunities.

However, process mining is not a silver bullet that turns data into insights at the push of a button. Process mining software is simply a tool that produces information, which then must be analyzed and acted upon by real people. For this to happen, the information produced must be available to decision-makers in an understandable format.

For most process mining tools, the emphasis remains on the sophistication of analysis capabilities, with the resulting data needing to be interpreted by a select group of experts or specialists within an organization. This necessarily creates a delay between the data being produced, the analysis completed, and actions taken in response.

Process mining software that supports a more collaborative approach by reducing the need for specific expertise can help bridge this gap. Only if hypotheses, analysis, and discoveries are shared, discussed, and agreed upon with a wide range of people can really meaningful insights be generated.

Of course, process mining software is currently capable of generating standardized reports and readouts, but in a business environment where the pace of change is constantly increasing, this may not be sufficient for very much longer. For truly effective process mining, the secret to success will be anticipating challenges and opportunities, then dealing with them as they arise in real time.

Dashboards of the future

To think about how process mining could improve, let’s consider an analog example. Technology evolves to make things easier—think of the difference between keeping track of expenditure using a written ledger vs. an electronic spreadsheet. Now imagine the spreadsheet could tell you exactly when you needed to read it, and where to start, as well as alerting you to errors and omissions before you were even aware you’d made them.

Advances in process mining make this sort of enhanced assistance possible for businesses seeking to improve the way they work. With the right process mining software, companies can build tailored operational cockpits that unite real-time operational data with process management. This allows for the usual continuous monitoring of individual processes and outcomes, but it also offers even clearer insights into an organization’s overall process health.

Combining process mining with an organization’s existing process models in the right way turns these models from static representations of the way a particular process operates, into dynamic dashboards that inform, guide and warn managers and staff about problems in real time. And remember, dynamic doesn’t have to mean distracting—the right process mining software cuts into your processes to reveal an all-new analytical layer of process transparency, making things easier to understand, not harder.

As a result, business transformation initiatives and other improvement plans and can be adapted and restructured on the go, while decision-makers can create automated messages to immediately be advised of problems and guided to where the issues are occurring, allowing corrective action to be completed faster than ever. This rapid evaluation and response across any process inefficiencies will help organizations save time and money by improving wasted cycle times, locating bottlenecks, and uncovering non-compliance across their entire process landscape.

Dynamic dashboards with Signavio

To see for yourself how the most modern and advanced process mining software can help you reveal actionable insights into the way your business works, give Signavio Process Intelligence a try. With Signavio’s Live Insights, all your process information can be visualized in one place, represented through a traffic light system. Simply decide which processes and which activities within them you want to monitor or understand, place the indicators, choose the thresholds, and let Signavio Process Intelligence connect your process models to the data.

Banish multiple tabs and confusing layouts, amaze your colleagues and managers with fact-based insights to support your business transformation, and reduce the time it takes to deliver value from your process management initiatives. To find out more about Signavio Process Intelligence, or sign up for a free 30-day trial, visit www.signavio.com/try.

Process mining is a powerful analysis tool, giving you the visibility, quantifiable numbers, and information you need to improve your business processes. Would you like to read more? With this guide to managing successful process mining initiatives, you will learn that how to get started, how to get the right people on board, and the right project approach.

Interview – Customer Data Platform, more than CRM 2.0?

Interview with David M. Raab from the CDP Institute

David M. Raab is as a consultant specialized in marketing software and service vendor selection, marketing analytics and marketing technology assessment. Furthermore he is the founder of the Customer Data Platform Institute which is a vendor-neutral educational project to help marketers build a unified customer view that is available to all of their company systems.

Furthermore he is a Keynote-Speaker for the Predictive Analytics World Event 2019 in Berlin.

Data Science Blog: Mr. Raab, what exactly is a Customer Data Platform (CDP)? And where is the need for it?

The CDP Institute defines a Customer Data Platform as „packaged software that builds a unified, persistent customer database that is accessible by other systems“.  In plainer language, a CDP assembles customer data from all sources, combines it into customer profiles, and makes the profiles available for any use.  It’s important because customer data is collected in so many different systems today and must be unified to give customers the experience they expect.

Data Science Blog: Is it something like a CRM System 2.0? What Use Cases can be realized by a Customer Data Platform?

CRM systems are used to interact directly with customers, usually by telephone or in the field.  They work almost exclusively with data that is entered during those interactions.  This gives a very limited view of the customer since interactions through other channels such as order processing or Web sites are not included.  In fact, one common use case for CDP is to give CRM users a view of all customer interactions, typically by opening a window into the CDP database without needing to import the data into the CRM.  There are many other use cases for unified data, including customer segmentation, journey analysis, and personalization.  Anything that requires sharing data across different systems is a CDP use case.

Data Science Blog: When does a CDP make sense for a company? It is more relevant for retail and financial companies than for industrial companies, isn´t it?

CDP has been adopted most widely in retail and online media, where each customer has many interactions and there are many products to choose from.  This is a combination that can make good use of predictive modeling, which benefits greatly from having more complete data.  Financial services was slower to adopt, probably because they have fewer products but also because they already had pretty good customer data systems.  B2B has also been slow to adopt because so much of their customer relationship is handled by sales people.  We’ve more recently been seeing growth in additional sectors such as travel, healthcare, and education.  Those involve fewer transactions than retail but also rely on building strong customer relationships based on good data.

Data Science Blog: There are several providers for CDPs. Adobe, Tealium, Emarsys or Dynamic Yield, just to name some of them. Do they differ a lot between each other?

Yes they do.  All CDPs build the customer profiles I mentioned.  But some do more things, such as predictive modeling, message selection, and, increasingly, message delivery.  Of course they also vary in the industries they specialize in, regions they support, size of clients they work with, and many technical details.  This makes it hard to buy a CDP but also means buyers are more likely to find a system that fits their needs.

Data Science Blog: How established is the concept of the CDP in Europe in general? And how in comparison with the United States?

CDP is becoming more familiar in Europe but is not as well understood as in the U.S.  The European market spent a lot of money on Data Management Platforms (DMPs) which promised to do much of what a CDP does but were not able to because they do not store the level of detail that a CDP does.  Many DMPs also don’t work with personally identifiable data because the DMPs primarily support Web advertising, where many customers are anonymous.  The failures of DMPs have harmed CDPs because they have made buyers skeptical that any system can meet their needs, having already failed once.  But we are overcoming this as the market becomes better educated and more success stories are available.  What’s the same in Europe and the U.S. is that marketers face the same needs.  This will push European marketers towards CDPs as the best solution in many cases.

Data Science Blog: What are coming trends? What will be the main topic 2020?

We see many CDPs with broader functions for marketing execution: campaign management, personalization, and message delivery in particular.  This is because marketers would like to buy as few systems as possible, so they want broader scope in each systems.  We’re seeing expansion into new industries such as financial services, travel, telecommunications, healthcare, and education.  Perhaps most interesting will be the entry of Adobe, Salesforce, and Oracle, who have all promised CDP products late this year or early next year.  That will encourage many more people to consider buying CDPs.  We expect that market will expand quite rapidly, so current CDP vendors will be able to grow even as Adobe, Salesforce, and Oracle make new CDP sales.


You want to get in touch with Daniel M. Raab and understand more about the concept of a CDP? Meet him at the Predictive Analytics World 18th and 19th November 2019 in Berlin, Germany. As a Keynote-Speaker, he will introduce the concept of a Customer Data Platform in the light of Predictive Analytics. Click here to see the agenda of the event.

 


 

A Bird’s Eye View: How Machine Learning Can Help You Charge Your E-Scooters

Bird scooters in Columbus, Ohio

Bird scooters in Columbus, Ohio

Ever since I started using bike-sharing to get around in Seattle, I have become fascinated with geolocation data and the transportation sharing economy. When I saw this project leveraging the mobility data RESTful API from the Los Angeles Department of Transportation, I was eager to dive in and get my hands dirty building a data product utilizing a company’s mobility data API.

Unfortunately, the major bike and scooter providers (Bird, JUMP, Lime) don’t have publicly accessible APIs. However, some folks have seemingly been able to reverse-engineer the Bird API used to populate the maps in their Android and iOS applications.

One interesting feature of this data is the nest_id, which indicates if the Bird scooter is in a “nest” — a centralized drop-off spot for charged Birds to be released back into circulation.

I set out to ask the following questions:

  1. Can real-time predictions be made to determine if a scooter is currently in a nest?
  2. For non-nest scooters, can new nest location recommendations be generated from geospatial clustering?

To answer these questions, I built a full-stack machine learning web application, NestGenerator, which provides an automated recommendation engine for new nest locations. This application can help power Bird’s internal nest location generation that runs within their Android and iOS applications. NestGenerator also provides real-time strategic insight for Bird chargers who are enticed to optimize their scooter collection and drop-off route based on proximity to scooters and nest locations in their area.

Bird

The electric scooter market has seen substantial growth with Bird’s recent billion dollar valuation  and their $300 million Series C round in the summer of 2018. Bird offers electric scooters that top out at 15 mph, cost $1 to unlock and 15 cents per minute of use. Bird scooters are in over 100 cities globally and they announced in late 2018 that they eclipsed 10 million scooter rides since their launch in 2017.

Bird scooters in Tel Aviv, Israel

Bird scooters in Tel Aviv, Israel

With all of these scooters populating cities, there’s much-needed demand for people to charge them. Since they are electric, someone needs to charge them! A charger can earn additional income for charging the scooters at their home and releasing them back into circulation at nest locations. The base price for charging each Bird is $5.00. It goes up from there when the Birds are harder to capture.

Data Collection and Machine Learning Pipeline

The full data pipeline for building “NestGenerator”

Data

From the details here, I was able to write a Python script that returned a list of Bird scooters within a specified area, their geolocation, unique ID, battery level and a nest ID.

I collected scooter data from four cities (Atlanta, Austin, Santa Monica, and Washington D.C.) across varying times of day over the course of four weeks. Collecting data from different cities was critical to the goal of training a machine learning model that would generalize well across cities.

Once equipped with the scooter’s latitude and longitude coordinates, I was able to leverage additional APIs and municipal data sources to get granular geolocation data to create an original scooter attribute and city feature dataset.

Data Sources:

  • Walk Score API: returns a walk score, transit score and bike score for any location.
  • Google Elevation API: returns elevation data for all locations on the surface of the earth.
  • Google Places API: returns information about places. Places are defined within this API as establishments, geographic locations, or prominent points of interest.
  • Google Reverse Geocoding API: reverse geocoding is the process of converting geographic coordinates into a human-readable address.
  • Weather Company Data: returns the current weather conditions for a geolocation.
  • LocationIQ: Nearby Points of Interest (PoI) API returns specified PoIs or places around a given coordinate.
  • OSMnx: Python package that lets you download spatial geometries and model, project, visualize, and analyze street networks from OpenStreetMap’s APIs.

Feature Engineering

After extensive API wrangling, which included a four-week prolonged data collection phase, I was finally able to put together a diverse feature set to train machine learning models. I engineered 38 features to classify if a scooter is currently in a nest.

Full Feature Set

Full Feature Set

The features boiled down into four categories:

  • Amenity-based: parks within a given radius, gas stations within a given radius, walk score, bike score
  • City Network Structure: intersection count, average circuity, street length average, average streets per node, elevation level
  • Distance-based: proximity to closest highway, primary road, secondary road, residential road
  • Scooter-specific attributes: battery level, proximity to closest scooter, high battery level (> 90%) scooters within a given radius, total scooters within a given radius

 

Log-Scale Transformation

For each feature, I plotted the distribution to explore the data for feature engineering opportunities. For features with a right-skewed distribution, where the mean is typically greater than the median, I applied these log transformations to normalize the distribution and reduce the variability of outlier observations. This approach was used to generate a log feature for proximity to closest scooter, closest highway, primary road, secondary road, and residential road.

An example of a log transformation

Statistical Analysis: A Systematic Approach

Next, I wanted to ensure that the features I included in my model displayed significant differences when broken up by nest classification. My thinking was that any features that did not significantly differ when stratified by nest classification would not have a meaningful predictive impact on whether a scooter was in a nest or not.

Distributions of a feature stratified by their nest classification can be tested for statistically significant differences. I used an unpaired samples t-test with a 0.01% significance level to compute a p-value and confidence interval to determine if there was a statistically significant difference in means for a feature stratified by nest classification. I rejected the null hypothesis if a p-value was smaller than the 0.01% threshold and if the 99.9% confidence interval did not straddle zero. By rejecting the null-hypothesis in favor of the alternative hypothesis, it’s deemed there is a significant difference in means of a feature by nest classification.

Battery Level Distribution Stratified by Nest Classification to run a t-test

Battery Level Distribution Stratified by Nest Classification to run a t-test

Log of Closest Scooter Distribution Stratified by Nest Classification to run a t-test

Throwing Away Features

Using the approach above, I removed ten features that did not display statistically significant results.

Statistically Insignificant Features Removed Before Model Development

Model Development

I trained two models, a random forest classifier and an extreme gradient boosting classifier since tree-based models can handle skewed data, capture important feature interactions, and provide a feature importance calculation. I trained the models on 70% of the data collected for all four cities and reserved the remaining 30% for testing.

After hyper-parameter tuning the models for performance on cross-validation data it was time to run the models on the 30% of test data set aside from the initial data collection.

I also collected additional test data from other cities (Columbus, Fort Lauderdale, San Diego) not involved in training the models. I took this step to ensure the selection of a machine learning model that would generalize well across cities. The performance of each model on the additional test data determined which model would be integrated into the application development.

Performance on Additional Cities Test Data

The Random Forest Classifier displayed superior performance across the board

The Random Forest Classifier displayed superior performance across the board

I opted to move forward with the random forest model because of its superior performance on AUC score and accuracy metrics on the additional cities test data. AUC is the Area under the ROC Curve, and it provides an aggregate measure of model performance across all possible classification thresholds.

AUC Score on Test Data for each Model

AUC Score on Test Data for each Model

Feature Importance

Battery level dominated as the most important feature. Additional important model features were proximity to high level battery scooters, proximity to closest scooter, and average distance to high level battery scooters.

Feature Importance for the Random Forest Classifier

Feature Importance for the Random Forest Classifier

The Trade-off Space

Once I had a working machine learning model for nest classification, I started to build out the application using the Flask web framework written in Python. After spending a few days of writing code for the application and incorporating the trained random forest model, I had enough to test out the basic functionality. I could finally run the application locally to call the Bird API and classify scooter’s into nests in real-time! There was one huge problem, though. It took more than seven minutes to generate the predictions and populate in the application. That just wasn’t going to cut it.

The question remained: will this model deliver in a production grade environment with the goal of making real-time classifications? This is a key trade-off in production grade machine learning applications where on one end of the spectrum we’re optimizing for model performance and on the other end we’re optimizing for low latency application performance.

As I continued to test out the application’s performance, I still faced the challenge of relying on so many APIs for real-time feature generation. Due to rate-limiting constraints and daily request limits across so many external APIs, the current machine learning classifier was not feasible to incorporate into the final application.

Run-Time Compliant Application Model

After going back to the drawing board, I trained a random forest model that relied primarily on scooter-specific features which were generated directly from the Bird API.

Through a process called vectorization, I was able to transform the geolocation distance calculations utilizing NumPy arrays which enabled batch operations on the data without writing any “for” loops. The distance calculations were applied simultaneously on the entire array of geolocations instead of looping through each individual element. The vectorization implementation optimized real-time feature engineering for distance related calculations which improved the application response time by a factor of ten.

Feature Importance for the Run-time Compliant Random Forest Classifier

Feature Importance for the Run-time Compliant Random Forest Classifier

This random forest model generalized well on test-data with an AUC score of 0.95 and an accuracy rate of 91%. The model retained its prediction accuracy compared to the former feature-rich model, but it gained 60x in application performance. This was a necessary trade-off for building a functional application with real-time prediction capabilities.

Geospatial Clustering

Now that I finally had a working machine learning model for classifying nests in a production grade environment, I could generate new nest locations for the non-nest scooters. The goal was to generate geospatial clusters based on the number of non-nest scooters in a given location.

The k-means algorithm is likely the most common clustering algorithm. However, k-means is not an optimal solution for widespread geolocation data because it minimizes variance, not geodetic distance. This can create suboptimal clustering from distortion in distance calculations at latitudes far from the equator. With this in mind, I initially set out to use the DBSCAN algorithm which clusters spatial data based on two parameters: a minimum cluster size and a physical distance from each point. There were a few issues that prevented me from moving forward with the DBSCAN algorithm.

  1. The DBSCAN algorithm does not allow for specifying the number of clusters, which was problematic as the goal was to generate a number of clusters as a function of non-nest scooters.
  2. I was unable to hone in on an optimal physical distance parameter that would dynamically change based on the Bird API data. This led to suboptimal nest locations due to a distortion in how the physical distance point was used in clustering. For example, Santa Monica, where there are ~15,000 scooters, has a higher concentration of scooters in a given area whereas Brookline, MA has a sparser set of scooter locations.

An example of how sparse scooter locations vs. highly concentrated scooter locations for a given Bird API call can create cluster distortion based on a static physical distance parameter in the DBSCAN algorithm. Left:Bird scooters in Brookline, MA. Right:Bird scooters in Santa Monica, CA.

An example of how sparse scooter locations vs. highly concentrated scooter locations for a given Bird API call can create cluster distortion based on a static physical distance parameter in the DBSCAN algorithm. Left:Bird scooters in Brookline, MA. Right:Bird scooters in Santa Monica, CA.

Given the granularity of geolocation scooter data I was working with, geospatial distortion was not an issue and the k-means algorithm would work well for generating clusters. Additionally, the k-means algorithm parameters allowed for dynamically customizing the number of clusters based on the number of non-nest scooters in a given location.

Once clusters were formed with the k-means algorithm, I derived a centroid from all of the observations within a given cluster. In this case, the centroids are the mean latitude and mean longitude for the scooters within a given cluster. The centroids coordinates are then projected as the new nest recommendations.

NestGenerator showcasing non-nest scooters and new nest recommendations utilizing the K-Means algorithm

NestGenerator showcasing non-nest scooters and new nest recommendations utilizing the K-Means algorithm.

NestGenerator Application

After wrapping up the machine learning components, I shifted to building out the remaining functionality of the application. The final iteration of the application is deployed to Heroku’s cloud platform.

In the NestGenerator app, a user specifies a location of their choosing. This will then call the Bird API for scooters within that given location and generate all of the model features for predicting nest classification using the trained random forest model. This forms the foundation for map filtering based on nest classification. In the app, a user has the ability to filter the map based on nest classification.

Drop-Down Map View filtering based on Nest Classification

Drop-Down Map View filtering based on Nest Classification

Nearest Generated Nest

To see the generated nest recommendations, a user selects the “Current Non-Nest Scooters & Predicted Nest Locations” filter which will then populate the application with these nest locations. Based on the user’s specified search location, a table is provided with the proximity of the five closest nests and an address of the Nest location to help inform a Bird charger in their decision-making.

NestGenerator web-layout with nest addresses and proximity to nearest generated nests

NestGenerator web-layout with nest addresses and proximity to nearest generated nests

Conclusion

By accurately predicting nest classification and clustering non-nest scooters, NestGenerator provides an automated recommendation engine for new nest locations. For Bird, this application can help power their nest location generation that runs within their Android and iOS applications. NestGenerator also provides real-time strategic insight for Bird chargers who are enticed to optimize their scooter collection and drop-off route based on scooters and nest locations in their area.

Code

The code for this project can be found on my GitHub

Comments or Questions? Please email me an E-Mail!

 

Attribution Models in Marketing

Attribution Models

A Business and Statistical Case

INTRODUCTION

A desire to understand the causal effect of campaigns on KPIs

Advertising and marketing costs represent a huge and ever more growing part of the budget of companies. Studies have found out this share is as high as 10% and increases with the size of companies (CMO study by American Marketing Association and Duke University, 2017). Measuring precisely the impact of a specific marketing campaign on the sales of a company is a critical step towards an efficient allocation of this budget. Would the return be higher for an euro spent on a Facebook ad, or should we better spend it on a TV spot? How much should I spend on Twitter ads given the volume of sales this channel is responsible for?

Attribution Models have lately received great attention in Marketing departments to answer these issues. The transition from offline to online marketing methods has indeed permitted the collection of multiple individual data throughout the whole customer journey, and  allowed for the development of user-centric attribution models. In short, Attribution Models use the information provided by Tracking technologies such as Google Analytics or Webtrekk to understand customer journeys from the first click on a Facebook ad to the final purchase and adequately ponderate the different marketing campaigns encountered depending on their responsibility in the final conversion.

Issues on Causal Effects

A key question then becomes: how to declare a channel is responsible for a purchase? In other words, how can we isolate the causal effect or incremental value of a campaign ?

          1. A/B-Tests

One method to estimate the pure impact of a campaign is the design of randomized experiments, wherein a control and treated groups are compared.  A/B tests belong to this broad category of randomized methods. Provided the groups are a priori similar in every aspect except for the treatment received, all subsequent differences may be attributed solely to the treatment. This method is typically used in medical studies to assess the effect of a drug to cure a disease.

Main practical issues regarding Randomized Methods are:

  • Assuring that control and treated groups are really similar before treatment. Uually a random assignment (i.e assuring that on a relevant set of observable variables groups are similar) is realized;
  • Potential spillover-effects, i.e the possibility that the treatment has an impact on the non-treated group as well (Stable unit treatment Value Assumption, or SUTVA in Rubin’s framework);
  • The costs of conducting such an experiment, and especially the costs linked to the deliberate assignment of individuals to a group with potentially lower results;
  • The number of such experiments to design if multiple treatments have to be measured;
  • Difficulties taking into account the interaction effects between campaigns or the effect of spending levels. Indeed, usually A/B tests are led by cutting off temporarily one campaign entirely and measuring the subsequent impact on KPI’s compared to the situation where this campaign is maintained;
  • The dynamical reproduction of experiments if we assume that treatment effects may change over time.

In the marketing context, multiple campaigns must be tested in a dynamical way, and treatment effect is likely to be heterogeneous among customers, leading to practical issues in the lauching of A/B tests to approximate the incremental value of all campaigns. However, sites with a lot of traffic and conversions can highly benefit from A/B testing as it provides a scientific and straightforward way to approximate a causal impact. Leading companies such as Uber, Netflix or Airbnb rely on internal tools for A/B testing automation, which allow them to basically test any decision they are about to make.

References:

Books:

Experiment!: Website conversion rate optimization with A/B and multivariate testing, Colin McFarland, ©2013 | New Riders  

A/B testing: the most powerful way to turn clicks into customers. Dan Siroker, Pete Koomen; Wiley, 2013.

Blogs:

https://eng.uber.com/xp

https://medium.com/airbnb-engineering/growing-our-host-community-with-online-marketing-9b2302299324

Study:

https://cmosurvey.org/wp-content/uploads/sites/15/2018/08/The_CMO_Survey-Results_by_Firm_and_Industry_Characteristics-Aug-2018.pdf

        2. Attribution models

Attribution Models do not demand to create an experimental setting. They take into account existing data and derive insights from the variability of customer journeys. One key difficulty is then to differentiate correlation and causality in the links observed between the exposition to campaigns and purchases. Indeed, selection effects may bias results as exposure to campaigns is usually dependant on user-characteristics and thus may not be necessarily independant from the customer’s baseline conversion probabilities. For example, customers purchasing from a discount price comparison website may be intrinsically different from customers buying from FB ad and this a priori difference may alone explain post-exposure differences in purchasing bahaviours. This intrinsic weakness must be remembered when interpreting Attribution Models results.

                          2.1 General Issues

The main issues regarding the implementation of Attribution Models are linked to

  • Causality and fallacious reasonning, as most models do not take into account the aforementionned selection biases.
  • Their difficult evaluation. Indeed, in almost all attribution models (except for those based on classification, where the accuracy of the model can be computed), the additionnal value brought by the use of a given attribution models cannot be evaluated using existing historical data. This additionnal value can only be approximated by analysing how the implementation of the conclusions of the attribution model have impacted a given KPI.
  • Tracking issues, leading to an uncorrect reconstruction of customer journeys
    • Cross-device journeys: cross-device issue arises from the use of different devices throughout the customer journeys, making it difficult to link datapoints. For example, if a customer searches for a product on his computer but later orders it on his mobile, the AM would then mistakenly consider it an order without prior campaign exposure. Though difficult to measure perfectly, the proportion of cross-device orders can approximate 20-30%.
    • Cookies destruction makes it difficult to track the customer his the whole journey. Both regulations and consumers’ rising concerns about data privacy issues mitigate the reliability and use of cookies.1 – From 2002 on, the EU has enacted directives concerning privacy regulation and the extended use of cookies for commercial targeting purposes, which have highly impacted marketing strategies, such as the ‘Privacy and Electronic Communications Directive’ (2002/58/EC). A research was conducted and found out that the adoption of this ‘Privacy Directive’ had led to 64% decrease in advertising methods compared to the rest of the world (Goldfarb et Tucker (2011)). The effect was stronger for generalized sites (Yahoo) than for specialized sites.2 – Users have grown more and more conscious of data privacy issues and have adopted protective measures concerning data privacy, such as automatic destruction of cookies after a session is ended, or simply giving away less personnal information (Goldfarb et Tucker (2012) ) .Valuable user information may be lost, though tracking technologies evolution have permitted to maintain tracking by other means. This issue may be particularly important in countries highly concerned with data privacy issues such as Germany.
    • Offline/Online bridge: an Attribution Model should take into account all campaigns to draw valuable insights. However, the exposure to offline campaigns (TV, newspapers) are difficult to track at the user level. One idea to tackle this issue would be to estimate the proportion of conversions led by offline campaigns through AB testing and deduce this proportion from the credit assigned to the online campaigns accounted for in the Attribution Model.
    • Touch point information available: clicks are easy to follow but irrelevant to take into account the influence of purely visual campaigns such as display ads or video.

                          2.2 Today’s main practices

Two main families of Attribution Models exist:

  • Rule-Based Attribution Models, which have been used for in the last decade but from which companies are gradualy switching.

Attribution depends on the individual journeys that have led to a purchase and is solely based on the rank of the campaign in the journey. Some models focus on a single touch points (First Click, Last Click) while others account for multi-touch journeys (Bathtube, Linear). It can be calculated at the customer level and thus doesn’t require large amounts of data points. We can distinguish two sub-groups of rule-based Attribution Models:

  • One Touch Attribution Models attribute all credit to a single touch point. The First-Click model attributes all credit for a converion to the first touch point of the customer journey; last touch attributes all credit to the last campaign.
  • Multi-touch Rule-Based Attribution Models incorporate information on the whole customer journey are thus an improvement compared to one touch models. To this family belong Linear model where credit is split equally between all channels, Bathtube model where 40% of credit is given to first and last clicks and the remaining 20% is distributed equally between the middle channels, or time-decay models where credit assigned to a click diminishes as the time between the click and the order increases..

The main advantages of rule-based models is their simplicity and cost effectiveness. The main problems are:

– They are a priori known and can thus lead to optimization strategies from competitors
– They do not take into account aggregate intelligence on customer journeys and actual incremental values.
– They tend to bias (depending on the model chosen) channels that are over-represented at the beggining or end of the funnel, according to theoretical assumptions that have no observationnal back-ups.

  • Data-Driven Attribution Models

These models take into account the weaknesses of rule-based models and make a relevant use of available data. Being data-driven, following attribution models cannot be computed using single user level data. On the contrary values are calculated through data aggregation and thus require a certain volume of customer journey information.

References:

https://dspace.mit.edu/handle/1721.1/64920

 

        3. Data-Driven Attribution Models in practice

                          3.1 Issues

Several issues arise in the computation of campaigns individual impact on a given KPI within a data-driven model.

  • Selection biases: Exposure to certain types of advertisement is usually highly correlated to non-observable variables which are in turn correlated to consumption practices. Differences in the behaviour of users exposed to different campaigns may thus only be driven by core differences in conversion probabilities between groups whether than by the campaign effect.
  • Complementarity: it may be that campaigns A and B only have an effect when combined, so that measuring their individual impact would lead to misleading conclusions. The model could then try to assess the effect of combinations of campaigns on top of the effect of individual campaigns. As the number of possible non-ordered combinations of k campaigns is 2k, it becomes clear that inclusing all possible combinations would however be time-consuming.
  • Order-sensitivity: The effect of a campaign A may depend on the place where it appears in the customer journey, meaning the rank of a campaign and not merely its presence could be accounted for in the model.
  • Relative Order-sensitivity: it may be that campaigns A and B only have an effect when one is exposed to campaign A before campaign B. If so, it could be useful to assess the effect of given combinations of campaigns as well. And this for all campaigns, leading to tremendous numbers of possible combinations.
  • All previous phenomenon may be present, increasing even more the potential complexity of a comprehensive Attribution Model. The number of all possible ordered combination of k campaigns is indeed :

 

                          3.2 Main models

                                  A) Logistic Regression and Classification models

If non converting journeys are available, Attribition Model can be shaped as a simple classification issue. Campaign types or campaigns combination and volume of campaign types can be included in the model along with customer or time variables. As we are interested in inference (on campaigns effect) whether than prediction, a parametric model should be used, such as Logistic Regression. Non paramatric models such as Random Forests or Neural Networks can also be used though the interpretation of campaigns value would be more difficult to derive from the model results.

A common pitfall is the usual issue of spurious correlations on one hand and the correct interpretation of coefficients in business terms.

An advantage if the possibility to evaluate the relevance of the model using common model validation methods to evaluate its predictive power (validation set \ AUC \pseudo R squared).

                                  B) Shapley Value

Theory

The Shapley Value is based on a Game Theory framework and is named after its creator, the Nobel Price Laureate Lloyd Shapley. Initially meant to calculate the marginal contribution of players in cooperative games, the model has received much attention in research and industry and has lately been applied to marketing issues. This model is typically used by Google Adords and other ad bidding vendors. Campaigns or marketing channels are in this model seen as compementary players looking forward to increasing a given KPI.
Contrarily to Logistic Regressions, it is a non-parametric model. Contrarily to Markov Chains, all results are built using existing journeys, and not simulated ones.

Channels are considered to enter the game sequentially under a certain joining order. Shapley value try to The Shapley value of channel i is the weighted sum of the marginal values that channel i adds to all possible coalitions that don’t contain channel i.
In other words, the main logic is to analyse the difference of gains when a channel i is added after a coalition Ck of k channels, k<=n. We then sum all the marginal contributions over all possible ordered combination Ck of all campaigns excluding i, with k<=n-1.

Subsets framework

A first an most usual way to compute the Shapley Vaue is to consider that when a channel enters coalition, its additionnal value is the same irrelevant of the order in which previous channels have appeared. In other words, journeys (A>B>C) and (B>A>C) trigger the same gains.
Shapley value is computed as the gains associated to adding a channel i to a subset of channels, weighted by the number of (ordered) sequences that the (unordered) subset represents, summed up on all possible subsets of the total set of campaigns where the channel i is not present.
The Shapley value of the channel ???????? is then:

where |S| is the number of campaigns of a coalition S and the sum extends over all subsets S that do not not contain channel j. ????(????)  is the value of the coalition S and ????(???? ∪ {????????})  the value of the coalition formed by adding ???????? to coalition S. ????(???? ∪ {????????}) − ????(????) is thus the marginal contribution of channel ???????? to the coalition S.

The formula can be rewritten and understood as:

This method is convenient when data on the gains of on all possible permutations of all unordered k subsets of the n campaigns are available. It is also more convenient if the order of campaigns prior to the introduction of a campaign is thought to have no impact.

Ordered sequences

Let us define ????((A>B)) as the value of the sequence A then B. What is we let ????((A>B)) be different from ????((B>A)) ?
This time we would need to sum over all possible permutation of the S campaigns present before  ???????? and the N-(S+1) campaigns after ????????. Doing so we will sum over all possible orderings (i.e all permutations of the n campaigns of the grand coalition containing all campaigns) and we can remove the permutation coefficient s!(p-s+1)!.

This method is convenient when the order of channels prior to and after the introduction of another channel is assumed to have an impact. It is also necessary to possess data for all possible permutations of all k subsets of the n campaigns, and not only on all (unordered) k-subsets of the n campaigns, k<=n. In other words, one must know the gains of A, B, C, A>B, B>A, etc. to compute the Shapley Value.

Differences between the two approaches

We simulate an ordered case where the value for each ordered sequence k for k<=3 is known. We compare it to the usual Shapley value calculated based on known gains of unordered subsets of campaigns. So as to compare relevant values, we have built the gains matrix so that the gains of a subset A, B i.e  ????({B,A}) is the average of the gains of ordered sequences made up with A and B (assuming the number of journeys where A>B equals the number of journeys where B>A, we have ????({B,A})=0.5( ????((A>B)) + ????((B>A)) ). We let the value of the grand coalition be different depending on the order of campaigns-keeping the constraints that it averages to the value used for the unordered case.

Note: mvA refers to the marginal value of A in a given sequence.
With traditionnal unordered coalitions:

With ordered sequences used to compute the marginal values:

 

We can see that the two approaches yield very different results. In the unordered case, the Shapley Value campaign C is the highest, culminating at 20, while A and B have the same Shapley Value mvA=mvB=15. In the ordered case, campaign A has the highest Shapley Value and all campaigns have different Shapley Values.

This example illustrates the inherent differences between the set and sequences approach to Shapley values. Real life data is more likely to resemble the ordered case as conversion probabilities may for any given set of campaigns be influenced by the order through which the campaigns appear.

Advantages

Shapley value has become popular in allocation problems in cooperative games because it is the unique allocation which satisfies different axioms:

  • Efficiency: Shaple Values of all channels add up to the total gains (here, orders) observed.
  • Symmetry: if channels A and B bring the same contribution to any coalition of campaigns, then their Shapley Value i sthe same
  • Null player: if a channel brings no additionnal gains to all coalitions, then its Shapley Value is zero
  • Strong monotony: the Shapley Value of a player increases weakly if all its marginal contributions increase weakly

These properties make the Shapley Value close to what we intuitively define as a fair attribution.

Issues

  • The Shapley Value is based on combinatory mathematics, and the number of possible coalitions and ordered sequences becomes huge when the number of campaigns increases.
  • If unordered, the Shapley Value assumes the contribution of campaign A is the same if followed by campaign B or by C.
  • If ordered, the number of combinations for which data must be available and sufficient is huge.
  • Channels rarely present or present in long journeys will be played down.
  • Generally, gains are supposed to grow with the number of players in the game. However, it is plausible that in the marketing context a journey with a high number of channels will not necessarily bring more orders than a journey with less channels involved.

References:

R package: GameTheoryAllocation

Article:
Zhao & al, 2018 “Shapley Value Methods for Attribution Modeling in Online Advertising “
https://link.springer.com/content/pdf/10.1007/s13278-017-0480-z.pdf
Courses: https://www.lamsade.dauphine.fr/~airiau/Teaching/CoopGames/2011/coopgames-7%5b8up%5d.pdf
Blogs: https://towardsdatascience.com/one-feature-attribution-method-to-supposedly-rule-them-all-shapley-values-f3e04534983d

                                  B) Markov Chains

Markov Chains are used to model random processes, i.e events that occur in a sequential manner and in such a way that the probability to move to a certain state only depends on the past steps. The number of previous steps that are taken into account to model the transition probability is called the memory parameter of the sequence, and for the model to have a solution must be comprised between 0 and 4. A Markov Chain process is thus defined entirely by its Transition Matrix and its initial vector (i.e the starting point of the process).

Markov Chains are applied in many scientific fields. Typically, they are used in weather forecasting, with the sequence of Sunny and Rainy days following a Markov Process of memory parameter 0, so that for each given day the probability that the next day will be rainy or sunny only depends on the weather of the current day. Other applications can be found in sociology to understand the dynamics of social classes intergenerational reproduction. To get more both mathematical and applied illustration, I recommend the reading of this course.

In the marketing context, Markov Chains are an interesting way to model the conversion funnel. To go from the from the Markov Model to the Attribution logic, we calculate the Removal Effect of each channel, i.e the difference in conversions that happen if the channel is removed. Please read below for an introduction to the methodology.

The first step in a Markov Chains Attribution Model is to build the transition matrix that captures the transition probabilities between the campaigns accross existing customer journeys. This Matrix is to be read as a “From state A to state B” table, from the left to the right. A first difficulty is finding the right memory parameter to use. A large memory parameter would allow to take more into account interraction effects within the conversion funnel but would lead to increased computationnal time, a non-readable transition matrix, and be more sensitive to noisy data. Please note that this transition matrix provides useful information on the conversion funnel and on the relationships between campaigns and can be used as such as an analytical tool. I suggest the clear and easily R code which can be found here or here.

Here is an illustration of a Markov Chain with memory Parameter of 0: the probability to go to a certain campaign B in the next step only depend on the campaign we are currently at:

The associated Transition Matrix is then (with null probabilities left as Blank):

The second step is  to compute the actual responsibility of a channel in total conversions. As mentionned above, the main philosophy to do so is to calculate the Removal Effect of each channel, i.e the changes in the number of conversions when a channel is entirely removed. All customer journeys which went through this channel are settled out to be unsuccessful. This calculation is done by applying the transition matrix with and without the removed channels to an initial vector that contains the number of desired simulations.

Building on our current example, we can then settle an initial vector with the desired number of simulations, e.g 10 000:

 

It is possible at this stage to add a constraint on the maximum number of times the matrix is applied to the data, i.e on the maximal number of campaigns a simulated journey is allowed to have.

Advantages

  • The dynamic journey is taken into account, as well as the transition between two states. The funnel is not assumed to be linear.
  • It is possile to build a conversion graph that maps the customer journey provides valuable insights.
  • It is possible to evaluate partly the accuracy of the Attribution Model based on Markov Chains. It is for example possible to see how well the transition matrix help predict the future by analysing the number of correct predictions at any given step over all sequences.

Disadvantages

  • It can be somewhat difficult to set the memory parameter. Complementarity effects between channels are not well taken into account if the memory is low, but a parameter too high will lead to over-sensitivity to noise in the data and be difficult to implement if customer journeys tend to have a number of campaigns below this memory parameter.
  • Long journeys with different channels involved will be overweighted, as they will count many times in the Removal Effect.  For example, if there are n-1 channels in the customer journey, this journey will be considered as failure for the n-1 channel-RE. If the volume effects (i.e the impact of the overall number of channels in a journey, irrelevant from their type° are important then results may be biased.

References:

R package: ChannelAttribution

Git:

https://github.com/MatCyt/Markov-Chain/blob/master/README.md

Course:

https://www.ssc.wisc.edu/~jmontgom/markovchains.pdf

Article:

“Mapping the Customer Journey: A Graph-Based Framework for Online Attribution Modeling”; Anderl, Eva and Becker, Ingo and Wangenheim, Florian V. and Schumann, Jan Hendrik, 2014. Available at SSRN: https://ssrn.com/abstract=2343077 or http://dx.doi.org/10.2139/ssrn.2343077

“Media Exposure through the Funnel: A Model of Multi-Stage Attribution”, Abhishek & al, 2012

“Multichannel Marketing Attribution Using Markov Chains”, Kakalejčík, L., Bucko, J., Resende, P.A.A. and Ferencova, M. Journal of Applied Management and Investments, Vol. 7 No. 1, pp. 49-60.  2018

Blogs:

https://analyzecore.com/2016/08/03/attribution-model-r-part-1

https://analyzecore.com/2016/08/03/attribution-model-r-part-2

                          3.3 To go further: Tackling selection biases with Quasi-Experiments

Exposure to certain types of advertisement is usually highly correlated to non-observable variables. Differences in the behaviour of users exposed to different campaigns may thus only be driven by core differences in converison probabilities between groups whether than by the campaign effect. These potential selection effects may bias the results obtained using historical data.

Quasi-Experiments can help correct this selection effect while still using available observationnal data.  These methods recreate the settings on a randomized setting. The goal is to come as close as possible to the ideal of comparing two populations that are identical in all respects except for the advertising exposure. However, populations might still differ with respect to some unobserved characteristics.

Common quasi-experimental methods used for instance in Public Policy Evaluation are:

  • Discontinuity Regressions
  • Matching Methods, such as Exact Matching,  Propensity-score matching or k-nearest neighbourghs.

References:

Article:

“Towards a digital Attribution Model: Measuring the impact of display advertising on online consumer behaviour”, Anindya Ghose & al, MIS Quarterly Vol. 40 No. 4, pp. 1-XX, 2016

https://pdfs.semanticscholar.org/4fa6/1c53f281fa63a9f0617fbd794d54911a2f84.pdf

        4. First Steps towards a Practical Implementation

Identify key points of interests

  • Identify the nature of touchpoints available: is the data based on clicks? If so, is there a way to complement the data with A/B tests to measure the influence of ads without clicks (display, video) ? For example, what happens to sales when display campaign is removed? Analysing this multiplier effect would give the overall responsibility of display on sales, to be deduced from current attribution values given to click-based channels. More interestingly, what is the impact of the removal of display campaign on the occurences of click-based campaigns ? This would give us an idea of the impact of display ads on the exposure to each other campaigns, which would help correct the attribution values more precisely at the campaign level.
  • Define the KPI to track. From a pure Marketing perspective, looking at purchases may be sufficient, but from a financial perspective looking at profits, though a bit more difficult to compute, may drive more interesting results.
  • Define a customer journey. It may seem obvious, but the notion needs to be clarified at first. Would it be defined by a time limit? If so, which one? Does it end when a conversion is observed? For example, if a customer makes 2 purchases, would the campaigns he’s been exposed to before the first order still be accounted for in the second order? If so, with a time decay?
  • Define the research framework: are we interested only in customer journeys which have led to conversions or in all journeys? Keep in mind that successful customer journeys are a non-representative sample of customer journeys. Models built on the analysis of biased samples may be conservative. Take an extreme example: 80% of customers who see campaign A buy the product, VS 1% for campaign B. However, campaign B exposure is great and 100 Million people see it VS only 1M for campaign A. An Attribution Model based on successful journeys will give higher credit to campaign B which is an auguable conclusion. Taking into account costs per campaign (in the case where costs are calculated by clicks) may of course tackle this issue partly, as campaign A could then exhibit higher returns, but a serious fallacious reasonning is at stake here.

Analyse the typical customer journey    

  • Performing a duration analysis on the data may help you improve the definition of the customer journey to be used by your organization. After which days are converison probabilities null? Should we consider the effect of campaigns disappears after x days without orders? For example, if 99% of orders are placed in the 30 days following a first click, it might be interesting to define the customer journey as a 30 days time frame following the first oder.
  • Look at the distribution of the number of campaigns in a typical journey. If you choose to calculate the effect of campaigns interraction in your Attribution Model, it may indeed help you determine the maximum number of campaigns to be included in a combination. Indeed, you may not need to assess the impact of channel combinations with above than 4 different channels if 95% of orders are placed after less then 4 campaigns.
  • Transition matrixes: what if a campaign A systematically leads to a campaign B? What happens if we remove A or B? These insights would give clues to ask precise questions for a latter AB test, for example to find out if there is complementarity between channels A and B – (implying none should be removed) or mere substitution (implying one can be given up).
  • If conversion rates are available: it can be interesting to perform a survival analysis i.e to analyse the likelihood of conversion based on duration since first click. This could help us excluse potential outliers or individuals who have very low conversion probabilities.

Summary

Attribution is a complex topic which will probably never be definitively solved. Indeed, a main issue is the difficulty, or even impossibility, to evaluate precisely the accuracy of the attribution model that we’ve built. Attribution Models should be seen as a good yet always improvable approximation of the incremental values of campaigns, and be presented with their intrinsinc limits and biases.

Introduction to ROC Curve

The abbreviation ROC stands for Receiver Operating Characteristic. Its main purpose is to illustrate the diagnostic ability of classifier as the discrimination threshold is varied. It was developed during World War II when Radar operators had to decide if the blip on the screen is an enemy target, a friendly ship or just a noise.  For these purposes they measured the ability of a radar receiver operator to make these important distinctions, which was called the Receiver Operating Characteristic.

Later it was found useful in interpreting medical test results and then in Machine learning classification problems. In order to get an introduction to binary classification and terms like ‘precision’ and ‘recall’ one can look into my earlier blog  here.

True positive rate and false positive rate

Let’s imagine a situation where a fire alarm is installed in a kitchen. The alarm is supposed to emit a sound in case fire smoke is detected in the room. Unfortunately, there is a lot of cooking done in the kitchen and the alarm may trigger the sound too often. Thus, instead of serving a purpose the alarm becomes a nuisance due to a large number of false alarms. In statistical terms these types of errors are called type 1 errors, or false positives.

One way to deal with this problem is to simply decrease sensitivity of the device. We do this by increasing the trigger threshold at the alarm setting. But then, not every alarm should have the same threshold setting. Consider the same type of device but kept in a bedroom. With high threshold, the device might miss smoke from a real short-circuit in the wires which poses a real danger of fire. This kind of failure is called Type 2 error or a false negative. Although the two devices are the same, different types of threshold settings are optimal for different circumstances.

To specify this more formally, let us describe the performance of a binary classifier at a particular threshold by the following parameters:

 

These parameters take different values at different thresholds. Hence, they define the performance of the classifier at particular threshold. But we want to examine in overall how good a classifier is. Fortunately, there is a way to do that. We plot the True Positive Rate (TPR) and False Positive rate (FPR) at different thresholds and this plot is called ROC curve.

Let’s try to understand this with an example.

A case with a distinct population distribution

Let’s suppose there is a disease which can be identified with deficiency of some parameter (maybe a certain vitamin). The distribution of population with this disease has a mean vitamin concentration sharply distinct from the mean of a healthy population, as shown below.

This is result of dummy data simulating population of 2000 people,the link to the code is given  in the end of this blog.  As the two populations are distinctly separated (there is no  overlap between the two distributions), we can expect that a classifier would have an easy job distinquishing healthy from sick people. We can run a logistic regression classifier with a threshold of .5 and be 100% succesful in detecting the decease.

The confusion matrix may look something like this.

In this ideal case with a threshold  of  .5 we do not make a single wrong classification. The True positive rate and False positive rate are 1 and 0, respectively. But we can shift the threshold. In that case, we will  get different confusion matrices. First we plot threshold vs. TPR.

We see for most values of threshold the TPR is close to 1 which again proves data is easy to classify and the classifier is returning high probabilities  for the most of positives .

Similarly Let’s plot threshold vs. FPR.

For most of the data points FPR is close to zero. This is also good. Now its time to plot the ROC curve using these results (TPR vs FPR).

Let’s try to interpret  the results,  all the points lie on line x=0 and y=1, it means for all the points FPR is zero or TPR is one, making  the curve a square. which means the classifier does perfectly well.

Case with overlapping  population distribution

The above example was about a perfect classifer. However, life is often not so easy. Now let us consider another more realistic situation in which the parameter distribution of the population is not as distinct as in the previous case. Rather, the mean of the parameter with healthy and not healthy datapoints are close and the distributions overlap, as shown in the next figure.

If we set the threshold to 0.5, the confusion matrix may look like this.

Now, any new choice of threshold location will affect both false positives and false negatives. In fact, there is a trade-off. If we shift the threshold with the goal to reduce false negatives, false positives will increase. If we move the threshold to the other direction and reduce false positive, false negatives will increase.

The plots (TPR vs Threshold) , (FPR vs Threshold) are shown below

If we plot the ROC curve from these results, it looks like this:

From the curve we see the classifier does not perform as well as the earlier one.

What else can be infered from this curve? We first need to understand what the diagonal in this plot represent. The diagonal represents ‘Line of no discrimination’, which we obtain if we randomly guess. This is the ROC curve for the worst possible classifier. Therefore, by comparing the obtained ROC curve with the diagonal, we see how much better our classifer is from random guessing.

The further away ROC curve from the diagonal is (the closest it is to the top left corner) , better the classifier is.

Area Under the curve

The overall performance of the classifier is given by the area under the ROC curve and is usually denoted as AUC. Since TPR and FPR lie within the range of 0 to 1, the AUC also assumes values between 0 and 1. The higher the value of AUC, the better is the overall performance of the classifier.

Let’s see this for the two different distributions which we saw earlier.

As we know the classifier had worked perfectly in the first case with points at (0,1) the area under the curve is 1 which is perfect. In the latter case the classifier was not able to perform as good, the ROC curve is between the diagonal and left hand corner. The AUC as we can see is less than 1.

Some other general characteristics

There are still few points that needs to be discussed on a General ROC curve

  • The ROC curve does not provide information about the actual values of thresholds used for the classifier.
  • Performance of different classifiers can be compared using the AUC of different Classifier. The larger the AUC, the better the classifier.
  • The vertical distance of the ROC curve from the no discrimination line gives a measure of ‘INFORMEDNESS’. This is known as Youden’s J satistic. This statistics can take values between 0 and 1.

Youden’s  J statistic is defined for every point on the ROC curve . The point at which Youden’s  J satistics reaches its maximum for a given ROC curve can be used to guide the selection of the threshold to be used for that classifier.

I hope this post does the job of providing an understanding of ROC curves  and AUC. The  Python program for simulating the example given earlier can be found here .

Please feel free to adjust the mean of the distributions and see the changes in the plot.