We Were Wrong About Who Was Profitable — and We Had the Data to Prove It

In 2003, I was part of Altam Global Intelligence — the consulting practice built on ALG Software's HyperABC platform. A global air express leader came to us with a spreadsheet that said their banking customers were unprofitable. The spreadsheet was wrong. Structurally, causally, dangerously wrong. Pedro San Martín of Asher & Company tells the story of how the CAM-I Cross, 106 activities, and a 16x faster implementation methodology inverted an entire customer profitability ranking — and why that same question drives every Decision-to-Value engagement we do today.