Making Better Informed Channel Decisions with Enterprise Business Intelligence
22
Channel Focus Webinar Making Better Informed Channel Decisions with Enterprise Business Intelligence Jeff Staley Director, Industry Solutions Group SAP Americas, Inc.
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As organizations seek additional ways to increase brand awareness and generate demand, vendors increasingly view channel marketing funds as an effective means to leverage the budgets of their channel partners. This session addresses implementation best practices that ensure effectiveness of the funded activities, the efficiency of the funds and claims process, as well as legal compliance ramifications.
Transcript of Making Better Informed Channel Decisions with Enterprise Business Intelligence
Channel Focus WebinarMaking Better Informed Channel Decisions with Enterprise Business Intelligence
Jeff StaleyDirector, Industry Solutions GroupSAP Americas, Inc.
The evolution of Enterprise Business Intelligence
Best practices for making better informed decisions
Summary and future trends
Agenda
© SAP 2007 / Page 3
EnterpriseFocused
2000’s
IT
Biz
BICOE
DepartmentFocused
IT
Biz
SystemFocused
1990’s
IT
Biz
Shadow IT
Business Standards
© SAP 2007/Page 3
Bu
sin
es
s V
alu
e
UserInvolvement
Time
Past: information push by IT IT responsible for information delivery
IT centric, static processes only Months to years to implement IT spend 90% on mundane tasks
© SAP 2007 / Page 4
Shadow IT
EnterpriseFocused
2000’s
IT
Biz
BICOE
DepartmentFocused
IT
Biz
SystemFocused
1990’s
IT
Biz
© SAP 2007/Page 4
Bu
sin
es
s V
alu
eNow: information pull by business IT focus on managing services levels
User centric, in context of processes Agility, faster time of value Strategic IT, lower cost
Process- & User Focused(Intra- / Inter Enterprise)
2005+
Biz
IT
BPX
EIMCOE
EIM Infrastructure
“Process of Me”
Performance Optimization Apps
Processing
Access
Business Standards
UserInvolvement
Benefits of Enterprise Business Intelligence for Channel Management
Allocate go-to-market partner investments based on the ability to generate revenue and new customers
Enhance sales execution and allocation of resources through visibility into partner pipelines
Measure effectiveness of collaborative marketing to maximize revenue
Enhance channel partner effectiveness through product and offer recommendations
Understand end customers, buying patterns and segments
Maximize customer satisfaction by measure and managing partner service delivery
The evolution of Enterprise Business Intelligence
Best practices for making better informed decisions Organizing your data into a single version of the truth Cleansing the various silos of information into usable constructs Building effective dashboards Developing role-based analytics for every level of decision maker Incorporating flexible real-time and ad-hoc reporting capabilities
Summary and future trends
Agenda
Key Channel Management Processes
MarketingFunds
Management
MarketingFunds
Management
Order Mgmt& ChannelCommerce
Order Mgmt& ChannelCommerce
Complaints& Returns
Management
Complaints& Returns
Management
CustomerService
Management
CustomerService
Management
Channel Inventory Tracking
Channel Inventory Tracking
Lead / OpptyManagementLead / OpptyManagement
PriceProtection
PriceProtection
Revenue, Incentives &
Compensation
Revenue, Incentives &
Compensation
Customer
Partner Channel Manager
Partner Employee
POS/ResaleTracking &Reporting
POS/ResaleTracking &Reporting
PartnerManagement& Contracts
PartnerManagement& Contracts
Information &Training
Information &Training
Marketing &Programs
Marketing &ProgramsPartner
& ChannelAnalytics
Partner& ChannelAnalytics
Data Owners of Key Channel Management Processes
MarketingFunds
Management
MarketingFunds
Management
Order Mgmt& ChannelCommerce
Order Mgmt& ChannelCommerce
Complaints& Returns
Management
Complaints& Returns
Management
CustomerService
Management
CustomerService
Management
Channel Inventory Tracking
Channel Inventory Tracking
Lead / OpptyManagementLead / OpptyManagement
PriceProtection
PriceProtection
Revenue, Incentives &
Compensation
Revenue, Incentives &
Compensation
Customer
Partner Employee
POS/ResaleTracking &Reporting
POS/ResaleTracking &Reporting
PartnerRegistration& Contracts
PartnerRegistration& Contracts
Information &Training
Information &Training
Marketing &CampaignsMarketing &CampaignsPartner
& ChannelAnalytics
Partner& ChannelAnalytics
Marketing
Sales
Finance
Legal
Service
MarketingLegal
MarketingSales
Marketing Marketing
MarketingFinance
SalesMarketing
SalesFinance
SalesFinance
MarketingSales
FinanceSales
Finance
FinanceService
Service
SalesFinance
PROFILE
JOINT BIZ PLAN
CONTACTS
CONTRACTS
CERTIFICATIONS
SEGMENTATION
REGISTRATION
Partner Database
Today’s Technology CapabilitiesConsolidate, harmonize and centrally manage master data
Today’s Technology Eases Data ManagementConsolidate, harmonize and centrally manage master data
Consolidation data from multiple source systems
Direct database access, extract flat files, 3rd party application data, XML sources, many more..
Single pass data transformation, Auto-mapping, Validation Rules, Exception handling
Business Users can define matching rules, complex matching strategies, conduct data profiling, enrich data
Data Enrichment using vendor solutions like Trillium, D & B and other partners for address completion, company validation and enriching data
Search and compare records, identify sub-attributes for consolidation in sub-second response times
Merge Records seamlessly, tracking source systems with built in key mappings
Leverage standard data models for consolidated data
Today’s Technology Eases Data ManagementConsolidate, harmonize and centrally manage master data
Leverage built in workflow to manage compliance process, ensure administrators can validate imported records
Enforce data governance through user roles, security, workflow, audits to prevent future data problem
Syndicate master data to all enterprise applications
Refer new entries to central master data system
Leverage validation rules to enforce data integrity
Manage rich content set and relationships associated with master data record
Best Practice: Ongoing Process for Maintaining Superior Data Quality
Key MappingProvide cross-system identification to ensure enterprise-wide data quality
Clean Master DataClean Master Data
Clean Master Data
Mapping & ConversionNormalize and
standardize information
Validations & Assignments
Ensure compliance according to defined
criteria
Enrichment Architecture
Achieve more complete and meaningful master data
Matching & Merging
De-duplicate recordsfor unambiguous and consistent
master data
WorkflowsLeverage built in
workflows to manage compliance process
Ensuring Data Quality is the First step to Enterprise SOA and Web 2.0
© SAP 2007 / Page 13
The foundation of dashboard buildingVisualization and Reporting
Interactive data visualization
Seamless MS Office integration
Enterprise class formatted reporting
Dashboards – The ROI is Real
50% of companies have ROI of $500K - $1M+
Half of all companies achieve positive ROI in less than one year by implementing dashboards
Dashboards represent 25% - 50% of analytics budgets
Decision making and visualization represent the highest value and they are key drivers for dashboards
Source: Hurwitz Research
Role-based Analytics and Dashboards
C-Level Executive
Channel Manager
Partner Sales Rep
SVP of Channels
Account / Territory Performance
Partner Team Performance
Channel Organization Performance
Corporate Performance
Place the right information into the hands of decision makers at every level of the value chain
Flexible Ad-hoc Reporting
Easy-to-use interface for casual end user
reporting
Powerful query features
Leverage business friendly ‘semantic layer’
to hide complexity
Self-service reporting and analysis,
autonomy from IT
Simple user interface, designed for the
masses
Combine data from multiple data sources in
a single report
Enterprise Query, Reporting and Analysis
Analysis and Sharing of OLAP
Data – designed for business analysts
Enterprise Query and Reporting via
the Web
Finding relevant information fast
with Search
The evolution of Enterprise Business Intelligence
Best practices for making better informed decisions Organizing your data into a single version of the truth Cleansing the various silos of information into usable constructs Building effective dashboards Developing role-based analytics for every level of decision maker Incorporating flexible real-time and ad-hoc reporting capabilities
Summary and future trends
Agenda
Understand your most profitable products, best customers and best performing partners
Gain insights by integrating transactional data from heterogeneous systems with master data for analysis
Benefit: Improved Business IntelligenceDeliver unique insights with an integrated platform
+
TRANSACTIONAL DATA =MASTER
DATA
BUSINESS INSIGHT
All Information
Unified View
Trusted decision quality
One Platform
Complete integrated data and BI services
Adaptive and extensible services
Choice of delivery model
All People
Full-spectrum BI
Next generation user experience
Alignment of teams & business networks
Business Intelligence DeliversFor the Channel
Cloud DataUnstructured Data
www
Predictive AnalysisDeploy anywhere…
Thank you!
Jeff Staley
SAP America, Inc.3410 Hillview AvenuePalo Alto, CA 94304 USA
T: +1 510 396 0156F: +1 650 847 2824
