How to explain the business benefits of advanced machine learning

As more and more enterprises master the basics of business intelligence reporting and descriptive analytics, the real value from analytics is moving into more advanced territory, like predictive and prescriptive analytics. The problem, particularly for businesses that sell analytics-based products, is how to explain this value to customers. "In some instances, people get what we do in a flash," Boris Savkovic, lead data scientist at BuildingIQ, wrote in an email interview. "In some cases, we have a lot of educating to do." BuildingIQ, based in San Mateo, Calif., is a software-as-a-service company that helps building managers monitor and adjust facilities' heating and air conditioning to improve efficiency and reduce costs. The product is built around advanced machine learning algorithms that factor in historical energy use data, weather forecasts, data streaming off buildings' HVAC systems and energy cost data.