sales force automation

business intelligence second generation

mobile solutions

Marek Daniłowski

business development director

Founded 2002 – Budapest, HUNGARY

Employees ~160

Customers 100+

Users 50.000+

Partners 15+

Company

highlights

Broad Experience in Business Intelligence & Mobile

International Business Experience

Young and Agile Professional Team

Dedicated Connections to Universities

Continuous R&D Projects in BI & Mobile space

Multilingual Culture

Some

References

Our strategic

partners

R&D, Innovation Awards:

- Best innovation on EEVC

conferences 2009, 2010

- Nestlé Innovation Price

- Most Innovative

Company in R&D, ICT

sector

Agile Cooperations:

- Budapest University of Technology and Economics

-Babes Boyai University, Cluj Napoca

- Sintef, Norway

-- Kuźmiński, Polska

Teams:

-Professional Services

- Enterprise mobility

- Sales Effectiveness

Genesis

Sales Growth

Risk Reduction

Cost Savings

Traditional

Business Intelligence

Salesforce.comERP Systems

ERP Systems

Custom & Legacy

Applications

Packaged

Applications

Typical business questions

How successful is my product

at my customer?How do my

promotions perform?

Where do I have/risk

Out-Of-Stocks / Dvoids ?

How do different retailer outlets

perform (Store Benchmarking)?

Assortment optimization?

How do my

new items perform?

What sales

patterns do exist?

How is my inventory at

the retail outlet developing ?

Efficient Pricing

& Promotion ?

SALES EFFECTIVITY

This is our answer

Sales Effectivity Concept

PLAN Planning and visit management

GOALS:

• Optimized tours

• Intelligence visit frequency handling

• Sales/visit targets for sales representatives

MEASURES

• Target visit number coverage

• Visit distribution between targeted customers

• Activities sequence

FEATURES

• Expenses reduction

• Increase effectivness of sales people

• Better care of the most prospective customers

• Limit too big preasure for some customers

• Get full and clearly view of this activity

PLAN Field budget planning

GOALS:

• Dedicated budgets for visitors/clients

• Divide into activities

MEASURES

• Number of visits vs targeted

• Number of visits vs targeted revenue

• Really cost of visists vs targeted

FEATURES

• Better budget management

• Give better represenatives additional possibilities

• Aware good sales people

• Increase sales effectivenes

PLAN Campaign Planning & Execution

Identify and target unique customer segments• Provide visibility into unknown trends and relationships in the data

Develop richer customer profiles and lists• Easily access and combine data from multiple marketing applications to develop 360o customer view

Improve campaign effectiveness• Identify campaign drivers and explore their impact through predictive analytics to improve market share and value

DRIVE Drive actions with PLAN !!!

SFA / CRM / VanSales / Doctor Visitor:

• Sector based field force support

• Full range of Mobile extensions in

functionality and platforms

Contract management:

• Extended approval management

• Discount and pay back registering

• Document management

Distributor management:

• Integrate sales workflow with 3rd party

wholesalers systems

DRIVE Monitoring sales efficienty

Sales force efficiency messures

Reporting tool on multiple

levels

Surface of daily messaging

from HQ

Efficient control over the field-

workers

ANALYZE Sales effictivity with Spotfire Analysis

From Out of the box solution …

o Interactive data analysis

o standard and ad-hoc reporting

with Zero Foot print (thin) client in browser

… To BI building

Know-how for Field work performance

measurement with KPI’s

• Visit performance analysis,

• Sales target comparing

• Financial effectiveness

all data transformed into powerful, dynamic

visual content

performance Dasboards

management Scorecards

predictive data analysis & drill down into any

data

ANALYZE BI since 1950’s

ANALYZE BI since 1950’s

ANALYZE Changing times

New Database and BI technologies introduced

Excel

Relational databases

Reports can be created through excel

Data warehousing realized

To enable mass data handling

Reliable reporting and fast data aggregation

Everyone has BI nowadays

ANALYZE Current BI architectures

ANALYZE IT Centric BI

ERP

CRM

SCM

E

T

L

OLAP

Cube

DataWarehouse

MetaData

BI

Platform

GatherSpecifications

DesignData Models

Sourcethe data

Loadthe data

ConstructBI Metadata

BuildReports

PublishTo User

BusinessUser

ITDeveloper

If specifications change, repeat the process!

ANALYZE Business user centric BI

ERP

CRM

SCM

E

T

L

OLAP

Cube

DataWarehouse

MetaData

BI

Platform

GatherSpecifications

DesignData Models

Sourcethe data

Loadthe data

ConstructBI Metadata

BuildReports

PublishTo User

BusinessUser

ITDeveloper

If specifications change, repeat the process!

Connect toData Source

… and/orMultiple

Data Sources

Interact &Visualize Data

Publish/Sharew/ others

ANALYZE In-memory analytics

ANALYZE The new game

Still challenged business issues

Data Warehouse projects do NOT deliver

Take Too long, Cost Too much and Requite Too much effort

Not flexible enough in any way

IT Driven

Business users have little influence on the results

Cannot change quickly if new approach is necessary

Data Explosion

Data amount is hugely increasing

Data sources are also increasing in volume.

ANALYZE The new game

ANALYZE New era

Hardware AccelerationKey Features

Hardware optimized to the database engine

Not Cheap

Key Benefits

Data Access Speed is tremendously increased

Scalable and easy to build clusters on it

Columnar databasesKey Features

• Totally different approach to data storage

Key Benefits

• More efficient on aggregate needs

• Scalable and easy to build clusters on it

ANALYZE In-memory analytics

Key Features

• Calculations are done in memory

• Independent of any traditional BI

formats

• Improving hugely and will keep on

increasing in significance

Key Benefits

• Faster than any BI method for

analytical approach

• More complex calculations can be

achieved in memory

• Analytics and data exploration can

get back into the focus again

• CHEAP compared to the other

next gen items

ANALYZE Quickly focus on vital information

Key Features• Interactive Summary Views with

– Dynamic Values– Wide range of Conditional

Icons– Sparklines

• Drill-down navigation• Driven by filters, user control• Guided Analytics is the way to

step-by-step approach

Key Benefits

• Key metrics at a glance

• Quickly see everything needed on a single screen

• Easily & intuitively spot patterns, exceptions, trends and outliers

• Quickly drill into details when needed

Analytic Dashboards increase productivity and improve data-

driven decision making!

Analytic Dashboards

ANALYZE User Centered Design

Key Features• Clean visual style for graphics, pages and

tables

– Larger titles on visualizations

– Smaller table headers

• Easily hide unneeded elements

– Popover filters and legends, more control over contents

– Individual control over axis labels

Integratable Into our Current Business APPS

Key Benefits• Maximize your useful view

– Put your data in focus for rapid insight

• Easier to blend in with portals and other applications

– Deliver analyses in business context

• Intuitive, interactive experience

– Discover and focus on the important insights

• Shorten ramp up time & ensure adoption

ANALYZE

ANALYZE On-line Data Exploration

From Past to Present

Helping Data Consumers to focus on Information Search

• Interactive Data Access

• Straightforward visualization and design

• Flexible interface for changing and digging deep

ANALYZE Predictions

Exploring the FUTURE

• Exploring possibilities

• Usable for analysts

• What if? Always the next question

• Driving the unknown

ANALYZE Contextual & Social Collaboration

Key Features• Embed Analytics pages directly into Sharepoint,

corporate portals, blogs, etc. • Share out to any social media (with link back)

– Visualization, page, or bookmark

– Alerting, mobile access

• Embed discussions in the analysis– Provide deeper context

– Works with other portals as well

Key Benefits• Embed analyses directly in relevant business

context – Improve decision quality

• Easily socialize your analysis – Leverage collective expertise of distributed teams

• Rapid find insights and drive consensus on action – Increase productivity and improve decision making

• Improve visibility to key insights – Drive confidence in the data, process, & key

decisions

ANALYZE Mobility, easy to reach

Data Exploration is important on the field as well

Tablets widely available

Presentation tool

Important for Teamwork

ANALYZE Plan detail per Division & Customer & Engagement

Filter Settings

InvoiceANDPlans

- Div / Clients: PS (Empty)

- Inv_Date: 2012

ANALYZE Overview by project leader - financial

Filter Settings

Time & Invoice analysis

- Date: 2012

- ClientName: (Rafinanz Service Kft.)

ANALYZE Sample

ANALYZE Summary

Fastest to Actionable InsightInstantly turn insight into action by enabling

anyone to rapidly discover hidden insights and

quickly collaborate in context

Universal AdaptabilityLeverage a single analytics and data discovery

platform to empower anyone, anywhere to make

insightful decisions

Self-Service DiscoveryFreely explore data to any level of detail, radically

accelerating decision making, while dramatically

reducing dependence on IT

Visibility Into the UnknownDiscover unexpected insights hidden in Big Data

and Real-Time Events to immediately identify

strategic business opportunities or threats.

ANALYZE The Shift to Spotfire Analytics

Stats

Crystal Reports

IBI Focus

Brio

Impromptu

SAS

SPSS

R

Dashboards

EPM

Excel

Metaphor

Essbase

Cognos PowerPlay

Microsoft AS

MOLAP

Business Objects

MicroStrategy

Seibel

ROLAPQ&R HOLAP

Cognos ReportNet

Business Objects

MicroStrategy

Qliktech

Reporting Analytics / Statistics

Data

MiningPredictive

Spotfire Analytics

Interactive

Analysis

ANALYZE Enterprise Information Architecture

Statistics & Events

Predictive Algorithms

Business Events

Data on Demand

Enterprise apps

Data warehouse

Excel, Access, SAS, …

Other sources

Data Mashup |

Enterprise-class |

Predictive & Event driven |

Contextual Collaboration |

Analytic &

Operational

Dashboards

Analytic

Applications

Dimension-Free Data Exploration

|

Executive HR

Professional

Sales

Manager

Business

Analyst

Treasurer Procurement

Specialist

IT Staff

Mission

Reliable

Unmatched

Performance

Massive

Scalability

24x7 Customer

Service

Global Domain

Expertise

Security

ANALYZE Simpler integration to enterprise data

ANALYZE TS Enterprise Analytics – Platform Overview

Spotfire

Server

Corporate data marts

Spotfire

Player

Server

Administration,

Integration &

SDK

Security:

Central IT

LDAP

Dimension-free

Data

Exploration

Analytic

Applications

Analytic &

Operational

Dashboards

Web Service data

SAP ERP, SAP BI

Other Applications

Spotfire

ProfessionalSpotfire

Player

Spotfire

Statistics

Services

Spotfire

Advanced/

Application

Data Services

Spotfire

Automation

Services

Rules &

Event

Services

In-memory

Engines

Real-time

ConnectivityData Connectivity

Advanced

Statistics &

Predictive Analytics

Relational databases

tibbr

Enterprise

Social

Collaboration

Data

Mashup

ANALYZE Traditional Business Intelligence

ANALYZE Business Intelligence Second Generation

www.infomatix.pl

www.spotfire.pl

Thank You for your attention

First to Insight. First to Action.