TURN BIG DATA INTO ACTIONABLE INSIGHTS WITH

SUGAR 7Chian Robinson

Principal Product Manager SugarCRM

Narayan BharadwajGuest Speaker

Head of Products, ClearStory Data

@TwitterHandle #SugarCon

Story of Chris Oliver

Senior ISR, NAWorks for a B2B software company that develops and sells HR management software to SMBs.

Quota $20,000

Closed Won $14,154

Deficit $5,846

Story of Chris Oliver

Senior ISR, NAWorks for a B2B software company that develops and sells HR management software to SMBs.

Opportunity Name

Account Name

Expected Close Date

Product Stage Probability Amount

Southern Reality Southern R…

06/20/2014 Bennie Gad… Closed Won 100 $7,730.00

B.H. Edwards,…

B.H. Edwar…

05/06/2014 Ilene Gadget…

Closed Won 100 $6,424.00

Underwater M… Underwate… 06/25/2014 Marcellus G… Negotiation/Review

80 $5,984.00

AtoZ Co Ltd AtoZ Co ltd 06/20/2014 Mindy Gad… Negotiation/Review

80 $6,100.00

360 Vacation… 360 Vacati… 06/15/2014 Bennie Gad… Negotiation/Review

80 $5,849.00

Story of Chris Oliver

Which one of these three opportunities should I pursuit?

$

Sales Stage = Negotiation/Review

$ $

Probability = 80%

Expected Close Date = End of May

Sales Amount > $5,846

Story of Chris Oliver

DATA AND SUGARCRM

Chian Robinson

Principal Product Manager

SugarCRM

Growth of Data - Volume and Velocity

“We now create as much information

every two days as we did from the dawn of civilization to 2003.” - Eric Schmidt, TechCrunch,

August, 2010

Two Days

20 K Years7.3 M Days

Growth of Data - Variety

• Various formats• Various channels• Various devices

Impact on CRM

Source: Forrester Research, Inc

Growth of Transaction Data of Sugar OD Customers

Total numberof records created within a year

How about Unstructured Data

Source: Forrester Research Inc, 2012

Unstruc-tured66%Semi-

struc-tured4%

Struc-tured29%

SMBs

Un-struc-tured58%

Semi-struc-tured4%

Struc-tured38%

LEs

How about Unstructured Data

Source: International Data Corporation (IDC), 2012

Unstruc-tured Data

85%

Structured Data15%

Total Customer Data by 2020

• The volume of unstructured data is roughly 3x structured data.

• Data volumes are expected to grow 44x by 2020. The growth in unstructured data will be 3x structured data.

– EMC

• The volume of structured data of a typical Sugar customer will be 1.6B and the volume of unstructured data will be 14.4 B.

Story of Chris Oliver

1.6 B

14.4 B

Story of Chris Oliver

Which one of these three opportunities should I pursuit?

$

Sales Stage = Negotiation/Review

Probability = 80%

Expected Close Date = End of May

Sales Amount > $5,846

$ $decision makers

Influencers

Relationship between Chris and decision makers

Opinions

Sentiment

Availability

Locations

$

Sugar’s Product Goal

• Supply users with deep knowledge of their customers so that they can have deep engagement with their customers.

Product Offerings

• Activity Streams: breaking internal silos

• Twitter integration: capturing sentiments, trends

• D&B integration

• Notifications

• Mobile location Context

• Single page view of customer data

• RHS Intelligence Panel

• Integration with BI tools

• Plugin Side Panel

Activity Streams

• Internal social collaboration platform

• Allows text-based updates, posts, mentions, references, and notifications

• User can share images, videos, URLs with colleagues

• Data is unstructured

Activity Streams

Activity Streams

Activity Streams

Data from External Social Channels

• Twitter integration

• View tweets in record view

• Re-tweet, Reply in record view

• Pull tweets into activity streams

• Tweet to cases, tweet to bugs

Data from External Social Channels

Data from External Social Channels

Data from Trusted Partners

• D&B for Sugar Connector– Pull data from D&B during account creation– Enrich existing accounts– Pull contacts from D&B– Build a list (BAL)

Data from Trusted Partner – D&B

Data from Trusted Partner – D&B

Data from Trusted Partner – D&B

Sugar Intelligence Panel

• Single page view of a record and its related record information

• Context sensitive history and analytical data

• Customizable dashlets

• D&B dashlets

Sugar Intelligence Panel

Sugar Intelligence Panel

Sugar Intelligence Panel

Sugar Plugin Side Panel

• Bring Sugar Data to user’s favorite app– Gmail Plugin– Outlook Plugin– IBM Notes Plugin

Sugar Plugin Side Panel

Next Step

• Data Analytics

• Predictive Intelligence

• Content Analytics• Tagging

• Keyword Search

• More integrations: Google, Facebook

DATA INTELLIGENCE

Narayan Bharadwaj

Head of Products

ClearStory Data

@nadubharadwaj

New Requirements in The Data World

• More Data– More internal sources and data types– Plus external data sources: public and premium

• More Speed– Automates data convergence for fast time-to-answers– On the fly exploration of new insights

• More People– New user model for any business user– Rich collaboration on insights for faster decisions

What Is Needed?

A data intelligence solution for the enterprise

Need speedy insights over private & external data, with an easy, collaborative user model for

everyone.

Distributed

Teams

Business Users

Data AnalystsData

Stewards

What constitutes a Data Intelligence solution?

• Enables fast-cycle analysis converging and harmonizing internal and external data sources

• An interactive way for business users to see, explore and stay up-to-date on new data and insights.

• Allows users and globally distributed teams to actively collaborate for faster analysis and data-driven decisions.

• An easy, intuitive user experience that requires no IT or technical skills.

Data Sources ClearStory Platform ClearStory Application

Data Inference & Profiling

Harmonization

Visualization

Collaboration

Data Convergence

A new data platformSolve for scale, variety and speed

Data HarmonizationCombine internal and external data

Data-aware collaborationCrowd source to insights

Story of Chris Oliver

Which one of these three opportunities should I pursuit?

$

Sales Stage = Negotiation/Review

Probability = 80%

Expected Close Date = End of May

Sales Amount > $5,846

$ $decision makers

Influencers

Linkage between Chris and decision makers

Opinions

Sentiment

Availability

Locations

$How quick to close

Impact on pipeline deals

Upsell opportunity

THANK YOU

CHIAN ROBINSONROBINSONC@SUGARCRM.COM

@ChianRobinson #SugarCon@nadubharadwaj