Run the Business Dashboard - SAP...
Transcript of Run the Business Dashboard - SAP...
Sales Forecast Accuracy
Dynamic Insights for Sales Executives (DISE)
Doug WilsonCisco SAP Alliance
April, 2015
Run the Business Dashboard
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Business Challenge & HANA Solution
Stale reports, disparate data sets, and manual work limit insights
Very intuitive, user-friendly tool with dynamic reports with real-time &
consistent quality data
MBR: My Business Reports• $$ of Bookings by Level• Overall Plan Attainment
SFDC & OMF:• Pipeline• Forecasting
PowerPoint & Excel:• All other information, e.g.
Architecture & Partner• Limited ad-hoc drill-downs
One System: Multiple Data Sets• Plan, Forecast, Bookings and
Pipeline data
Summary and Drill-Down Views:• Ability to show performance,
comparisons and trends• Theater, Country, Segment, GTM• Customer, Partner, Architecture/BE
Mobile Accessibility:Today: Desktop, iPad & iPhone
Legacy DISE
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DISE Run The Business DashboardThe DISE RTB Dashboard enables automated, self-serve access to Plan, Forecast, Bookings and Pipeline information in a consolidated view set for Cisco Sales Management.
DISE RTB Dashboard capabilities include: Bookings Linearity compared to Quarterly Forecast Visibility to Top Opportunities (Commit and Upside) Trends in Forecast Accuracy Drill-down capability to lowest Sales Level for Product or Service Near real-time Bookings performance v. Forecast by Week, Month and Quarter Multi-dimensional Bookings and Bookings Growth trends by Sales Level, BE, Segment and Country
710,830,879 rows of Pipeline data
553,884,879 rows of Bookings data
76,756,764 rows of Forecast data
Plus all the contextual data (customers, products, etc.)
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Legacy Challenges - Architecture
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Bookings(Every 15 minutes)
Tidal Enterprise Scheduler
Monitoring
Client
Load Balanced
CenterityMonitoring
Self Service
ITAuthored
Forecast(Every 5 Minutes)
Misc. Data
Pipeline(Every Hour)
EDW
OMF
Dashboard
Explorer
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Potential Cost SavingsDISE RTB
Roles
Potential Time
Savings per Quarter **
AVP 448 hours
OD 2,047 hours
RM 4,748 hours
Total 7,243 hours
* AVP = 70%, OD = 90%, RM = 80%** Estimated 45 minutes per week
$1.5M/QrtrPer 1000 users
4 FTE’s
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Q1FY14 Q2FY14 Q3FY14 Q4FY14 Q1FY15 Q2FY15
Plan 900 1,400 1,650 2,000 2,250 2,250
Actual 656 1,094 1,479 1,844 2,028 2,010
900
1,400
1,650
2,000
2,200 2,300
656
1,094
1,479
1,844
2,028 2,010
-
500
1,000
1,500
2,000
2,500
Q1FY14 Q2FY14 Q3FY14 Q4FY14 Q1FY15 Q2FY15
Plan
Actual
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“DISE has rapidly evolved to be a fantastic source of information to streamline our business operation management. The more we use the tool, the more we will see productivity gains from operating from a common set of numbers… Without a doubt, this tool will help us focus our efforts on managing the business rather than trying to explain the discrepancies between the multitude of Excel spreadsheets.” – Sylvain Tremblay, OD, US Commercial
“Having been involved in forecast meetings for three decades, DISE is, without doubt, the very best tool I have ever seen to help us build predictability into our forecast. I'd urge everyone to implement the use of DISE quickly. The sooner we use DISE, the sooner we improve our predictability… it's as simple as that.” – Duncan Mitchell, SVP, EMEAR-Emerging
Feedback from Cisco Sellers
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Predictive Analytics Framework & Scope
Sales Forecast
( 3 Years)
Sales Pipeline
( 3 Years)
Sales Booking
( 7 Years)
Provide “Predictive Model” to Sales Executives ODs & RMs -based on the current state of Forecast, Booking & Pipeline…
1. What would be my Bookings at the end of Month or Quarter?
2. Which Opportunities, Should I be concentrating on?1. Reliability Score2. Target Score
3. Segmenting the attainment data and extracting metrics for various dimensions by segments Who will Outperform /Underperform at
the end of Qtr/Year – Theaters, Countries, BE & TAG ?
Install Base / Services
( 7 Years)
Macroeconomics / TAM / Wallet
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Cisco DISE Case Study Where to Find More InformationCisco on Cisco: SAP HANA for Business Intelligence
http://www.cisco.com/c/en/us/solutions/collateral/enterprise/cisco‐on‐cisco/cs‐dc‐09292014‐sap‐hana‐business‐intelligence.html
Bloomberg Businessweek:Real‐Time Business Case Studies
http://global.sap.com/campaign/na/usa/CRM‐XU14‐NON‐TBITLP/index.html?source=social‐glo‐tsm14‐HTCustStories‐Adobe&AUTH=1
Q & A
DISE Demo
Thank You
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Business Productivity
$3,108Risk Mitigation andUser Productivity
$2,580Infrastructure Cost
Reduction
$701IT Staff Productivity
$3,172© 2014 IDC, Document #250419
ROI Summary for Cisco UCS as a Platform for SAP HANA and Other SAP Mission-Critical Applications
Key Performance Improvements Realized from Customers Who
Deployed Cisco UCS
Business Value Benefits: Average Annual Benefits per 100 Users