Measuring the Value of Information in Terms a CFO Will Understand

Michael Hoffman
President/CEO
Client x Client

Wednesday 3:15pm - 4:15pm

Level: All Levels

Quality information may be priceless, but your CFO still wants to know what it’s worth. This session shows how to place traditional information value estimates into a comprehensive business value framework. This process ensures that all ramifications of information value are included and often uncovers benefits that are missed in conventional analyses. It presents the results in a transparent format that is easily understood by senior management . This allows an “apples to apples” comparison of return on information investments with returns from other investment opportunities, ensuring that information projects receive a proper share of total corporate resources. Key topics:

• the nine types of value to look for from any information investment
• converting information value estimates into business terms
• building metrics that prove that value objectives have been achieved
• creating credible value estimates when baseline information is unavailable

Michael Hoffman is CEO and founder of Client x Client, a customer value optimization software and consulting company. A recognized authority on CRM, customer profitability, analytics and marketing systems Mr. Hoffman has published in DM News, CRM Magazine, American Banker, Defying the Limits, Montgomery CRM Research and other industry publications. Mr. Hoffman has addressed conferences in the U.S., Europe and including the National Center for Database Marketing, Direct Marketing Association, Direct Marketing to Business, Canadian Direct Marketing Operations Conference, Bank Marketing Association Conference, American bankers Conference. Mr. Hoffman advises major consumer and business marketers on customer strategy, customer experience management, customer information technology architecture, customer performance metrics and customer process design. In addition, Mr. Hoffman frequently consults on CRM and marketing technology and application issues with industry vendors including service bureaus, software developers and advertising agencies. Prior to starting Client x Client in 2004, Mr. Hoffman held senior executive positions with Experian, ClientLogic, DoubleClick, Customer Analytics and a major regional financial services company. His roles have included strategic planning, product management and development, mergers and acquisitions, sales and marketing management.