Anyone can build the model. Getting a decision maker to trust it and act on it is a different job, and it is the one that creates the value.
Travis Grunewald is VP of AI and Analytics at Solvenna. He has watched the same quality of analytical work create tremendous value in one organization, and go absolutely nowhere in another.
The differentiator is whether the decision maker understands it, trusts it, and knows what to do with it.
His framework is three questions: what happened, why does it matter, what's next. A complete story answers all three. A compelling one answers them in the order the audience needs to hear them.
=== Listen to the full episode to learn:
- Why a decision maker who doesn't understand your model will never act on it
- How the "so what" ladder turns a churn stat into a revenue problem the CFO owns
- Why executives should hear "what's next" first, and technical audiences should hear it last
- What analysts gain when AI moves them from 90% analysis to 60%
- Learn how to turn an analysis into a decision the business will act on.
=== Jump to:
02:47 Why good analytical work goes nowhere
04:36 The framework: what happened, why it matters, what's next
06:38 Ordering the story for your audience
09:47 What "emotion" actually means in a data story
11:39 The "so what" ladder
16:03 Asking product, marketing and ops what changed
21:01 The 90/10 problem and the 60/40 fix
22:48 "I'm not going to let him fly the plane"
26:20 Four ways to start telling better data stories
=== Connect with Travis:
=== About the Everything Clicks podcast
Everything Clicks is a podcast about customer experiences that wow consumers while driving profitable growth. Each week, we dissect the strategies and tactics of top B2C marketers at leading Fortune 5000 companies.
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