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Selling Analytics to Your CEO

by Dave Boulet
February 19 2014

The C-Suite loves its Executive Summaries. And fortunately or unfortunately for the rest of us, the first step in integrating an analytics program throughout the company involves getting executive buy-in. A high level document on foundational analytics is a good idea for every organization. For many CEOs, a no B.S. perspective with clear concept definitions and hard goals gives him or her the inputs necessary to decide to make room in a budget. But how can you demonstrate the best course for mining data to build sales, drive marketing outcomes, and bolster the company's market position?

Most CEOs have had it with lip service on the nirvana of Big Data. To put it bluntly, your CEO wants the walk--not more talk. The best way to start talking about an analytics program is to think like the CFO and match data points to revenue end points. While thinking about collecting data is a critical step, knowing what to do with it is even more critical.

Is your company ready for a total company data program?

Most companies have data. But most of that data is challenging to mine and probably not aligned with a specific department. Let's say you're in Marketing. The first question to answer for your CEO requires an understanding of if you are funding a Marketing Analytics program, or fighting to include Marketing Analytics in a larger, company-wide program.

In a recent article in, Ken Makovsky reported some of the highlights of the "CEO2CEO" conference lecture on analytics sponsored by Chief Executive Magazine. He writes, "A comprehensive data program will cover the design of the data retrieval, the actual retrieval, and the people to perform the analysis and acquire the ...

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About Dave Boulet

Dave Boulet brings more than 27 years of technology and sales leadership experience to TARGIT. He is charged with expanding the company's leadership in the Business Intelligence, Analytics, and Data Visualization space. Dave is responsible for all sales and partner activities globally.

Prior to joining TARGIT, Dave spent the last 18 years in the Microsoft ecosystem leading a number of top resellers and ISVs.  Most recently, Dave was a Director at Microsoft managing the strategic alliances of some of the top Global Partners of Microsoft in the Enterprise Partner Group.

Dave's passion is expanding companies and building high performance sales and partner teams that focus on delivering real value to clients.

He is based out of his home office in Southern New Hampshire but spends much of his time in the field with his team, partners, and customers.

As an avid offshore angler and boater, Dave spends much of his free time on the water. He also enjoys golf, travel, and outdoor activities.

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