Mar/Apr 2017

Account-based marketing (ABM) – and the related technology of predictive lead scoring – is dramatically changing the face of sales and marketing. The difference is like spearfishing when all you’ve known before is dragging a net. It’s much more precise and uses analytical processes to ensure that your efforts are focused on the results your organization needs and your leads are more efficiently converted to sales.

• Megan Lueders

“It is difficult to make predictions, especially about the future.” – Danish saying, variously attributed to Niels Bohr or Yogi Berra

• James J. Swain

Cathy O’Neil, an industry insider and experienced expert, thoroughly covers the sociological downside of data science in her New York Times bestseller and first-of-its kind book, “Weapons of Math Destruction.”

• Eric Siegel

Over the past 30+ years, businesses have spent billions on talent assessments. Many of these are now being used to understand job candidates. Increasingly, businesses are asking how (or if) a predictive talent acquisition strategy can include the use of pre-hire assessments? As costs of failed new hires continue to rise, recruiters and hiring managers are looking for any kind of pre-hire information to increase the probability of making a great hire.

• Greta Roberts

Amidst the ongoing debates about the U.S. 2016 elections, the most plausible explanation comes to us from a Greek OR/MS analyst who started off looking at medical research. As often happens, truth is stranger than fiction, and powerful insights tend to emerge from seemingly unrelated lines of thinking.

• Doug Samuelson