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Make Data Work
September 11, 2018: Training & Tutorials
September 12–13, 2018: Keynotes & Sessions
New York, NY

CANCELED: Leading next-best offer strategies for financial services

Robin Way (Corios)
3:30pm–4:00pm Tuesday, 09/11/2018
Emerging technologies & case studies
Location: 1A 08 Level: Intermediate
Secondary topics:  Financial Services, Recommendation Systems
Average rating: ***..
(3.00, 1 rating)

The media is full of broad promises and platitudes promising the use of customer data and analytics to deliver the next-best offer to your bank’s clients. Yet the reality is there is a dearth of measurable proof about how and how well these approaches actually work—until now.

Furthermore, the culture change required of large banking enterprises to adopt and embrace these approaches has impacts on the flow of information, senior executive collaboration and trust, creating a shared vocabulary, and changing often long-held standards for how banking relationship managers select and present offers to customers. Asking sales teams to change to whom they sell, how they contact those clients, and which needs of those clients they should address is pushing water uphill.

Robin Way addresses both topics, using recent case studies from several North American banks, where fundamental change in customer offer presentment for the better was achieved and institutionalized with measurable and significant impacts. Along the way, Robin shares lessons learned about identifying who is the “right” customer, what is the “right” offer, and especially, what is the “right” time to present these offers, giving you practical assets you can bring back to your enterprise.

You’ll also receive a copy of Robin’s new book, Skate Where the Puck’s Headed: A Playbook for Scoring Big with Predictive Analytics.

Photo of Robin Way

Robin Way


Robin Way is a faculty member for banking at the International Institute of Analytics and the founder and president of management analytics consultancy Corios. Robin has over 25 years of experience in the design, development, execution, and improvement of applied analytics models for clients in the credit, payments, lending, brokerage, insurance, and energy industries. Previously, Robin was a managing analytics consultant in SAS Institute’s Financial Services Business Unit for 12 years and spent another 10+ years in analytic management roles for several client-side and consulting firms. Robin’s professional passion is devoted to democratizing and demystifying the science of applied analytics. His contributions to the field correspondingly emphasize statistical visualization, analytical data preparation, predictive modeling, time series forecasting, mathematical optimization applied to marketing, and risk management strategies. He is author of Skate Where the Puck’s Headed: A Playbook for Scoring Big with Predictive Analytics. Robin holds an undergraduate degree from the University of California at Berkeley; his subsequent graduate-level coursework emphasized the analytical modeling of human and consumer behavior. He lives in Portland, Oregon, with his wife, Melissa, and two sons, Colin and Liam. In his spare time, Robin plays soccer and holds a black belt in taekwondo.