By Joe DeCosmo, Chief Analytics Officer - Enova International

1. Joseph DeCosmo
Chief Analytics Officer
Do or die – Putting analytics at the
heart of everything you do

2. Confidential
k
k
We are a growing global online lender operating eleven brands in six countries
around the world
• Founded and HQ’d in Chicago since 2004
• 1,100+ employees – 500 corporate employees
• Scalable and flexible technology platform
• Proprietary analytics and data
• Publicly traded on NYSE (ENVA) since Nov. 13th, 2014
Over $15 billion in credit extended to 4MM+ customers around the world

3. Confidential
1. Apply 2. Underwrite
Easy-to-complete
Identity, employment,
income, payroll date, bank
account information
Multi-Stage Screening
Verifies identity and
prevents fraud
Decisioning
In 3 to 6 seconds,
analytics system pulls
data and determines
creditworthiness
Advanced Analytics
Massive parallel
processing of 100
algorithms, 1,000
variables, 11 years and
10.5 TB of customer
behavior data
3. Accept & Fund 4. Service
Accept
Agreements reviewed and
digitally signed online
Funding
ACH funding by next
business day in U.S.;
within 10 minutes to debit
card in U.K.
Multi-Channel
Service
U.S.-based in-house
service center for
assistance and payment
Proprietary Systems
Tailored CRM system
integrated with analytics
engine and marketing
channels
Advanced analytics is at the center of our customer experience
3

4. Confidential
• Centralized org
• 51 employees, six teams - 24 new hires in the last 12 months, 8 interns
• Mix of college hires and experienced analysts; Mix of expertise / disciplines
Our Analytics Team …
CEO
CAO
Data Services BI
Portfolio
Analytics
Fraud
Marketing
Analytics
Research and
Platforms

5. Confidential
Our Values
Listen to customers’ needs
Provide options for
hardworking customers
Deliver beyond customer
expectations
Customer First
Challenge assumptions,
add unique perspectives
and create the best
solution
Foster innovation
Loudness and rank lose
Best Answer
Wins
Think big and move fast
Roll up your sleeves
Use resources like they’re
your own
Set high expectation and
make it happen
Always add value
Use data to drive results
Hire and develop the best
Work in small, focused
teams
Encourage diversity of
thought
Operate as an
Owner
Accountable for
Results
Top Talent and
Teamwork
We’re all analysts at Enova!

6. Analytics in Action
6

7. Confidential
How we deliver real-time analytics at scale
7
Decisioning
in 3 to 6 seconds, analytics
system pulls data and
determines credit worthiness
Advanced Analytics
massive parallel processing of 100
algorithms, 1,000 variables, 10 years
and over 9 TB of data
Loan Offer
Our team and infrastructure solves a wide variety of business problems as we grow our brands
around the world

8. Confidential
Faster page load times
50% reduction in page load times
(approx 1 second) generated a
2.25% conversion rate increase
and $1.5MM+ in incremental
annual revenue with one product
alone

9. Confidential
Improved products and offers
Customer-approved access to electronic banking data in real-time allows us to
improve our offers during the application process …
Initial
Underwriting
•Initial credit risk score
•Approve/Deny
•Base offer
Transactional
Data
•Customer approved bank
account access
•Deep data parsing
•Text Analysis / New variables
Improved
Offer
•Improved loan
amount, APR, term

10. Confidential
Reduced customer friction
Creative use of social, business and geo data in real-time can eliminate manual
verification tasks for both the company and customer
“Social Proof” Models
• Facebook, Twitter,
LinkedIn, Yelp (for
business)
• ID Verification score
Employment / Business
Validation
• LinkedIn, Yelp, Google
Places
• Verification scores for
employee and employer
Eliminating manual, offline verification can lead to
5 to 10%+ improvement in conversion rates

11. Confidential
Stalled or abandoned applications create opportunities for targeted customer
intervention.
Targeted customer service
Targeted Follow-up
Hi self-convert = Monitor Med = rep call Low = Ignore
Application Intercept and Model Scoring
Likelihood of “self conversion”
Incomplete Application
Stalled in-session Abandoned session
Reduced call volume, increased sales, and
happier customers

12. Lessons Learned
(some the hard way!)
12

13. 1. Deeply understand the customer experience …
and the data it leaves behind

14. 2. Invest in analytics infrastructure and
accessibility …
build or buy

15. 3. Memorialize your work …
KPI’s, data, programs, processes

16. 4. Truly embrace a test and learn culture …
there are no failures, just results

17. 5. Think big, start small …
and priotize by ROI

18. 6. Reward business impact …
not plans or ideas

19. Enova Decisions:
https://www.enovadecisions.com/
Up Next:
CAO Forum Europe
March 8-10, 2016
Joe DeCosmo
Chief Analytics Officer
jdecosmo@enova.com
175 West Jackson Blvd.
Chicago, IL 60606
Tel 312.800.4390