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Business Intelligence for Mid-SizeCompanies
Thursday, June 26, 2008
1:00 PM Eastern, 10:00 AM Pacific
60 minutes
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BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT 2008 BUSINESS OBJECTS S.A.
Welcome
Michael KriegerVP, Market Experts Group
Ziff Davis Enterprise
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BUSINESS OBJECTS CONFIDENTIAL. COPYRIGHT 2008 BUSINESS OBJECTS S.A.
Featured Speakers
Michael SpeyerSenior Analyst, Forrester Research
George Bock
Vice President of IT, Sole Technology
Todd Rowe
Group Vice President and General ManagerMid-Market Division, Business Objects, an SAP
company
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Business Intelligence for
Midmarket Companies
Michael SpeyerSenior AnalystForrester Research
June 30, 2008
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Entire contents 2008 Forrester Research, Inc. All rights reserved.
Agenda
Why do Business Intelligence and PerformanceManagement?
Is Business Intelligence used by midmarketcompanies?
What should you look for in a midmarket BIsolution?
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Entire contents 2008 Forrester Research, Inc. All rights reserved.
BI and PM offer tangible business benefits
Business Intelligence
Reporting of historical data andinformation
What stock needs to bereplenished?
Which marketing campaigns areworking?
Discovery of trends or businessanomalies that could impact futuregrowth
My average deal size is decreasingin customer segment X
Defect rates are higher when we usethis parts from supplier Y
Strategy development with an eyetoward future decisions.
Customer X is likely to pay late
We should cross-sell to thesecustomer segments
Performance Management
Monitoring specific businessactivities and processes as theyoccur
Call center wait-times are rising
Alerting the stakeholders whenmetrics and indicators are out oftolerance
Escalate the wait-time issue to asenior exec
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Entire contents 2008 Forrester Research, Inc. All rights reserved.
Business Performance Management extends
the usefulness Business Intelligence
Reporting
Disparate data sources (Excel, Oracle, SQL Server etc)
Static
Snapshot in time
Simple visual presentation
Information Management
Integrated data source
Historical reporting
Analytics
Sophisticated visual presentation (Dashboards)
Performance Management
Key performance indicators
Scenarios
Feedback loop
Predictive
Historic
Today
Today
Near RealTime
Future
REACTIVE
PROACTIVE
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Entire contents 2008 Forrester Research, Inc. All rights reserved.
Business Intelligence spans a continuum of functions
whose value vary with their complexity
PerformanceManagement
InformationManagement
Reporting,Queries
Value to BusinessTactical Strategic
Technology and ImplementationSimple Complex
Role in the BusinessInformative Predictive
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Entire contents 2008 Forrester Research, Inc. All rights reserved.
Some real world examples of BI success
Consumer packaged goods firm transforms forecasting from
manually driven Excel hell to a performance managementforecasting system using automated inputted POS data.Performance management allows for what-if scenarios for forecastplanning
In insurance claims fraud predictive analysis technology is usedanticipate where fraud might occur, and in doing so prevent it fromhappening by tightening up appropriate policies and procedure.
A bank bridges a legacy database with departmental databases,giving branch managers and other users access to BI applicationsto determine who the most profitable customers are or whichcustomers they should try to cross-sell new products to.
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Entire contents 2008 Forrester Research, Inc. All rights reserved.
Agenda
Why do Business Intelligence and PerformanceManagement?
Is Business Intelligence used by midmarketcompanies?
What should you look for in a midmarket BIsolution?
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Entire contents 2008 Forrester Research, Inc. All rights reserved.
Midmarket companies can use BI and PM to address
a wide range of business challenges
Base: 525 North American Midmarket IT Decision makersSource: Enterprise and SMB IT Budgets and Spending Survey, North America, Europe and Asia Pacif ic 2007
How well does your IT organization currently support each of the following goals?
7%
12%
25%
21%
29%
22%
26%
33%
28%
38%
50%
42%
37%
23%
26%
22%
23%
18%
23%
8%
6%
6%
44% 27%
Driving innovative new market offerings or
business practices
Re-engineering core business processes
Acquiring and retaining customers
Improving the quality of products and/or processes
Lowering the company's overall operating costs
Improving end-user workforce productivity
To a great extent High support Low support Not at all
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Entire contents 2008 Forrester Research, Inc. All rights reserved.
Midmarket companies are investing in BI solutions
Business intelligence was a high investment area in 2007,across all major vertical industries.
In 2008, 36% of midmarket firms will increase spending oninformation management software
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Entire contents 2008 Forrester Research, Inc. All rights reserved.
Agenda
Why do Business Intelligence and PerformanceManagement?
Is Business Intelligence used by midmarketcompanies?
What should you look for in a midmarket BIsolution?
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Entire contents 2008 Forrester Research, Inc. All rights reserved.
If youre a midmarket CIO, you are
Not technology neophyte, and often look like a mini-
enterprise Relatively less project management experience
Budget and IT-resource constrained
Want assurances around IT project success
Prepared to spend on IT solutions, but business value needsto be proven
Want to know the TCO/ROI of IT projects
Highly likely to involve non-IT decision makers in major
software purchase decisions Careful when selecting solution implementation partners
Partners must be able to demonstrate their prior experience, be ableoffer a complete solution and bring in their vertical industry expertise
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Entire contents 2008 Forrester Research, Inc. All rights reserved.
Look for BI solutions fit midmarket requirements
In comparison to enterprises, midmarket companiesneed software solutions that have:
Similar functionality
Lower implementation complexity
Lower operating costs
Fast time to value
Know upgrade path
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Entire contents 2008 Forrester Research, Inc. All rights reserved.
Successful BI project implementation checklist
Ensure strong executive level buy-in
BI supports executives, and usage is driven downward
Its likely that you will implement BI with anexperienced solution partner
Ensure that the partner you choose has theappropriate experience
BI implementations require a fully-bakedproject plan
Process documentation Adequate IT and non-IT staffing
User training plan
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Entire contents 2008 Forrester Research, Inc. All rights reserved.
Summary
BI and PM are increasingly being adopted bymidmarket companies.
Many proof points exist that demonstrate the valueof BI/PM to the business
Carefully consider where BI/PM can add value toyour business
When evaluating a BI/PM solution, make sure thatits been designed to the fit the requirements of yourmidmarket IT shop
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Entire contents 2008 Forrester Research, Inc. All rights reserved.
Michael Speyer
+1 617.613.6349
www.forrester.com
Thank you
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Business Intelligence for Mid-Size
Companies
George Bock
VP of IT
Sole Technology
S l T h l
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Sole Technology
$200M globally dispersed, multi-national actionsports footwear and apparel company
Experienced rapid growth beginning in 2002 Currently 500+ EEs and 29 global IT staff
US and EU ERP instances, WMS, PDM
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Old data lead to poor decisions Inconsistent data, definitions, standards
Disparate data sources
Inventory and SKU reporting Sales forecasting
Production planning
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Edge Crystal Reports
Web Intelligence and Universes
Xcelsius Dashboards Knowledge Accelerator
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Employees trust our data No more instances of reports not being
accurate
Departmental data integrity
Consistent and standard methodology foraccessing our data
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Business Intelligence for Mid-SizeCompanies
Todd Rowe, Global Vice President
Business Objects, an SAP company
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BUSINESS OBJECTS CONFIDENTIAL.
Built on a strong foundation:
Business Objects SME Solution
Unrivalled marketplace strength:
30+ years of industry experience
Deepest software portfolio
Broadest geographic reach with partners
Strongest local expertise with partners
Largest percentage of mid-market customers
Unmatched Partner industry-specific know-
how
Unparalleled business growth
Global organization and capabilities
Continued market share gains
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BUSINESS OBJECTS CONFIDENTIAL.
Business Objects BI Platform:
Unparalleled Value to the SME
Complete
Complete breadth of tools and solutions for any user in any roleBest-in-class capabilities
EasySuitable for all user types, novice to advancedFlexible enough to meet your demanding (and ever-changing) businessrequirements
Integrated
Crystal ReportsCrystal Reports
Server
BusinessObjectsTM XI 3.0
BusinessObjectsTM Edge
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BUSINESS OBJECTS CONFIDENTIAL.
Next Steps
Exclusive Offer
Forrester research report - $379 value
Its Time to Reinvent Your BI Strategy
Call 1-800-877-2340 (press 2 for sales) to request your
complimentary copy Offer valid through September 30, 2008
Free 30-day BusinessObjects Edge software trial
Download at: www.businessobjects.com/edgetr ia l
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