159 - Uncorking Customer Insights: How Data Products Revealed Hidden Gems in Liquor & Hospitality Retail

Today, I’m talking to Andy Sutton, GM of Data and AI at Endeavour Group, Australia's largest liquor and hospitality company. In this episode, Andy—who is also a member of the Data Product Leadership Community (DPLC)—shares his journey from traditional, functional analytics to a product-led approach that drives their mission to leverage data and personalization to build the “Spotify for wines.” This shift has greatly transformed how Endeavour’s digital and data teams work together, and Andy explains how their advanced analytics work has paid off in terms of the company’s value and profitability.

You’ll learn about the often overlooked importance of relationships in a data-driven world, and how Andy sees the importance of understanding how users do their job in the wild (with and without your product(s) in hand). Earlier this year, Andy also gave the DPLC community a deeper look at how they brew data products at EDG, and that recording is available to our members in the archive.

• What it was like at EDG before Andy started adopting a producty approach to data products and how things have now changed (1:52)
• The moment that caused Andy to change how his team was building analytics solutions (3:42)
• The amount of financial value that Andy's increased with his scaling team as a result of their data product work (5:19)
• How Andy and Endeavour use personalization to help build “the Spotify of wine” (9:15)
• What the team under Andy required in order to make the transition to being product-led (10:27)
• The successes seen by Endeavour through the digital and data teams’ working relationship (14:04)
• What data product management looks like for Andy’s team (18:45)
• How Andy and his team find solutions to  bridging the adoption gap (20:53)
• The importance of exposure time to end users for the adoption of a data product (23:43)
• How talking to the pub staff at EDG’s bars and restaurants helps his team build better data products (27:04)
• What Andy loves about working for Endeavour Group (32:25)
• What Andy would change if he could rewind back to 2022 and do it all over (34:55)
• Final thoughts (38:25)

• “I think the biggest thing is the value we unlock in terms of incremental dollars, right? I’ve not worked in analytics team before where we’ve been able to deliver a measurable value…. So, we’re actually—in theory—we’re becoming a profit center for the organization, not just a cost center. And so, there’s kind of one key metric. The second one, we do measure the voice of the team and how engaged our team are, and that’s on an upward trend since we moved to the new operating model, too. We also measure [a type of] “voice of partner” score [and] get something like a 4.1 out of 5 on that scale. Those are probably the three biggest ones: we’re putting value in, and we’re delivering products, I guess, our internal team wants to use, and we are building an enthused team at the same time.” - Andy Sutton (16:18)
• “ You can put an [unfinished] product in front of an end customer, and they will give you quality feedback that you can then iterate on quickly. You can do that with an internal team, but you’ll lose credibility. Internal teams hold their analytics colleagues to a higher standard than the external customers. We’re trying to change how people do their roles. People feel very passionate about the roles they do, and how they do them, and what they bring to that role. We’re trying to build some of that into products. It requires probably more design consideration than I’d anticipated, and we’re still bringing in more designers to help us move closer to the start line.’” - Andy Sutton (19:25)
• “ [Customer research] is becoming critical in terms of the products we’re building. You’re building a product, a set of products, or a process for an operations team. In our context, an operations team can mean a team of people who run a pub. It’s not just about convincing me, my product managers, or my data scientists that you need research; we want to take some of the resources out of running that bar for a period of time because we want to spend time with [the pub staff] watching, understanding, and researching. We’ve learned some of these things along the way… we’ve earned the trust, we’ve earned that seat at the table, and so we can have those conversations. It’s not trivial to get people to say, ‘I’ll give you a day-long workshop, or give you my team off of running a restaurant and a bar for the day so that they can spend time with you, and so you can understand our processes.’” -  Andy Sutton (24:42)
• “ I think what is very particular to pubs is the importance of the interaction between the customer and the person serving the customer. [Pubs] are about the connections between the staff and the customer, and you don’t get any of that if you’re just looking at things from a pure data perspective… You don’t see the [relationships between pub staff and customer] in the [data], so how do you capture some of that in your product? It’s about understanding the context of the data, not just the data itself.” - Andy Sutton (28:15)
• “Every winery, every wine grower, every wine has got a story. These conversations [and relationships] are almost natural in our business. Our CEO started work on the shop floor in one of our stores 30 years ago. That kind of relationship stuff percolates through the organization. Having these conversations around the customer and internal stakeholders in the context of data feels a lot easier because storytelling and relationships are the way we get things done. An analytics team may get frustrated with people who can’t understand data, but it’s [the analytics team’s job] to help bridge that gap.” - Andy Sutton (32:34)

• LinkedIn: https://www.linkedin.com/in/andysutton/ 
• Endeavour Group: https://www.endeavourgroup.com.au/   
• Data Product Leadership Community https://designingforanalytics.com/community