Metric identification, data collection, comparing and contrasting, focused action and sustained improvement… these are the elements needed for the sales function to be more effective and help individuals and organizations to make their sales numbers! Obviously, Sales can no longer depend solely on transactional data, since there is more to understanding how, why, and when people buy. Could Big Data help in this endeavor?
Dr. Kevin Kramer, Head of Sales Analytics and Optimization, Aetna
Kevin Kramer, Ph.D. is Head of Sales Analytics and Optimization at Aetna, providing Business Intelligence and analytic support across the Commercial Sector. His team supports an array of sales, marketing, business, and operational function... More View all posts
Kevin Kramer, Ph.D. is Head of Sales Analytics and Optimization at Aetna, providing Business Intelligence and analytic support across the Commercial Sector. His team supports an array of sales, marketing, business, and operational functions leveraging member data and statistical tools to achieve sustained competitive advantage. Prior to Aetna, Dr. Kramer held several senior positions in retail banking. From 1993 – 2005, he was a Senior Executive Vice-President at MBNA America, the largest issuer of Affinity credit cards in the US. At MBNA, Dr. Kramer took the lead in building out a number of functions including market research, database marketing, internet marketing, Rewards Marketing, Customer/Account level profitability, and Customer Fulfillment (statements, correspondence, plastic issuance, etc.) Along the way, the areas he managed were significant contributors to the bottom line results of a broad range of business units in the US, Canada, and the UK. Prior to MBNA, Dr. Kramer worked at Citibank Telemarketing Services (CTS) for three years, responsible for all IT, back office, and analytic functions at this 400 seat, two site, 24 X 7 operation. CTS sold a variety of credit card services, fee based services, and insurance products. Dr. Kramer has held positions at General Motors, MarkeTech Systems, USAI, and Market Opinion Research, and as an independent consultant. He has managed a broad array of analytic based marketing projects for such varied clients as BCBS of Michigan, the Michigan State Lottery, Krogers, Continental Airlines, AAA, AIG, Chase, Marine Midland, SuperRx, PNC, National Senatorial, Gubernatorial, and Congressional Campaigns, and Sony. Dr. Kramer graduated from Cornell University with a Bachelor of Science degree in Industrial and Labor Relations. He received a Masters of Arts from Johns Hopkins University, School for Advanced International Studies, and a Ph.D. in Political Science from the University of Michigan. Less View all posts
Dr. Kathe Fox, Head of Informatics, Aetna Financial
Kathe Fox , Ph.D., is Head of Informatics and Strategic Alignment for Aetna, including: 1) evaluating care management programs, 2) supporting the design and assessment of provider and network services, 3) supporting the assessment and moni... More View all posts
Kathe Fox , Ph.D., is Head of Informatics and Strategic Alignment for Aetna, including: 1) evaluating care management programs, 2) supporting the design and assessment of provider and network services, 3) supporting the assessment and monitoring of Aetna Accountable Care partners, 4) providing the reporting and analysis for customers, 5) managing the business use of the data warehouse. In addition Informatics oversees the reporting and analytics for Active Health Management and collaborates with a HDMS, a provider of decision support tools for large employers, health plans, and provider (ACO) organizations. Prior to joining Aetna, Ms. Fox was Vice President and Practice Leader for Health Plan customers at Medstat. In that role she was responsible for leading the development and implementation of analytic and consulting solutions for the managed care market. She also lead a number of federal contracts including the Medicaid Encounter Data Quality and Performance Measurement project for CMS and a Medical Errors Reporting Implementation Plan for AHRQ. In other roles at Medstat, Ms. Fox served as a team leader for the audit of the NCQA National Report Card initiative, developed and tested analytical methodologies, was the National Practice Leader for Integrated Benefits Analysis working closely with PepsiCo and PacBell to support their absence management and worksite health promotion efforts. Before joining Medstat, Ms. Fox worked at Blue Cross and Blue Shield of Michigan, and was a faculty member at the University of Michigan Schools of Public Health and Nursing, Yale School of Medicine and the City University of New York. She was also a Robert Johnson Faculty Fellow in Health Care Finance at The Johns Hopkins School of Public Health. Ms. Fox earned her Ph.D. in Epidemiology and Public Health from Yale University and Bachelor of Arts degree in History from Skidmore College. Less View all posts