Business Intelligence for Mid-Size Companies

Thursday, June 26, 2008 1:00 PM Eastern, 10:00 AM Pacific 60 minutes

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Welcome

Michael Krieger
VP, Market Experts Group Ziff Davis Enterprise

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Featured Speakers
Michael Speyer
Senior Analyst, Forrester Research

George Bock
Vice President of IT, Sole Technology

Todd Rowe
Group Vice President and General Manager Mid-Market Division, Business Objects, an SAP company

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Business Intelligence for Midmarket Companies

Michael Speyer Senior Analyst Forrester Research
June 30, 2008

Agenda
Why do Business Intelligence and Performance Management? Is Business Intelligence used by midmarket companies?
What should you look for in a midmarket BI solution?

Entire contents 2008 Forrester Research, Inc. All rights reserved.

BI and PM offer tangible business benefits

Business Intelligence Reporting of historical data and information
What stock needs to be replenished? Which marketing campaigns are working?

Performance Management Monitoring specific business activities and processes as they occur
Call center wait-times are rising

Discovery of trends or business anomalies that could impact future growth

My average deal size is decreasing in customer segment X Defect rates are higher when we use this parts from supplier Y

Alerting the stakeholders when metrics and indicators are out of tolerance
Escalate the wait-time issue to a senior exec

Strategy development with an eye toward future decisions .

Customer X is likely to pay late We should cross-sell to these customer segments

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)

Historic

Static Snapshot in time

Simple visual presentation

Information Management
Integrated data source

REACTIVE

Historical reporting Analytics Sophisticated visual presentation (Dashboards)

Today

Performance Management
Key performance indicators Scenarios
Feedback loop PROACTIVE

Today Near Real Time

Future

Predictive

Entire contents 2008 Forrester Research, Inc. All rights reserved.

Business Intelligence spans a continuum of functions whose value vary with their complexity

Reporting, Queries

Information Management

Performance Management

Informative

Role in the Business

Value to Business Technology and Implementation

Predictive

Tactical

Strategic

Simple

Complex

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 management forecasting system using automated inputted POS data. Performance management allows for what -if scenarios for forecast planning In insurance claims fraud predictive analysis technology is used anticipate where fraud might occur, and in doing so prevent it from happening 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 applications to determine who the most profitable customers are or which customers they should try to cross-sell new products to.

Entire contents 2008 Forrester Research, Inc. All rights reserved.

Agenda
Why do Business Intelligence and Performance Management? Is Business Intelligence used by midmarket companies?
What should you look for in a midmarket BI solution?

Entire contents 2008 Forrester Research, Inc. All rights reserved.

Midmarket companies can use BI and PM to address a wide range of business challenges
How well does your IT organization currently support each of the following goals?

Improving end-user workforce productivity Lowering the company's overall operating costs Improving the quality of products and/or processes Acquiring and retaining customers Re-engineering core business processes

22% 29% 21% 25% 12% 33% 26%

50% 38% 44% 28% 23% 37% 42%

22% 26% 27% 23%

6% 6% 8%

18% 23%

Driving innovative new market offerings or 7% business practices To a great extent High support

Low support

Not at all

Base: 525 North American Midmarket IT Decision makers Source: Enterprise and SMB IT Budgets and Spending Survey, North America, Europe and Asia Pacif ic 2007 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 on information management software

Entire contents 2008 Forrester Research, Inc. All rights reserved.

Agenda
Why do Business Intelligence and Performance Management? Is Business Intelligence used by midmarket companies?
What should you look for in a midmarket BI solution?

Entire contents 2008 Forrester Research, Inc. All rights reserved.

If youre a midmarket CIO, you are

Not technology neophyte, and often look like a minienterprise
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 needs to 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 able offer a complete solution and bring in their vertical industry expertise
Entire contents 2008 Forrester Research, Inc. All rights reserved.

Look for BI solutions fit midmarket requirements

In comparison to enterprises, midmarket companies need software solutions that have:
Similar functionality Lower implementation complexity Lower operating costs Fast time to value

Know upgrade path

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 an experienced solution partner
Ensure that the partner you choose has the appropriate experience

BI implementations require a fully-baked project plan

Process documentation

Adequate IT and non-IT staffing

User training plan

Entire contents 2008 Forrester Research, Inc. All rights reserved.

Summary
BI and PM are increasingly being adopted by midmarket companies. Many proof points exist that demonstrate the value of BI/PM to the business
Carefully consider where BI/PM can add value to your business

When evaluating a BI/PM solution, make sure that its been designed to the fit the requirements of your midmarket IT shop

Entire contents 2008 Forrester Research, Inc. All rights reserved.

Thank you
Michael Speyer

+1 617.613.6349
mspeyer@forrester.com www.forrester.com

Entire contents 2008 Forrester Research, Inc. All rights reserved.

Business Intelligence for Mid-Size Companies

George Bock VP of IT Sole Technology

Sole Technology

$200M globally dispersed, multi-national action sports 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

Old data lead to poor decisions Inconsistent data, definitions, standards Disparate data sources Inventory and SKU reporting Sales forecasting Production planning

Edge Crystal Reports Web Intelligence and Universes Xcelsius Dashboards Knowledge Accelerator

Employees trust our data No more instances of reports not being accurate Departmental data integrity Consistent and standard methodology for accessing our data

Business Intelligence for Mid-Size Companies

Todd Rowe, Global Vice President Business Objects, an SAP company

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 knowhow

Unparalleled business growth Global organization and capabilities Continued market share gains
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Business Objects BI Platform: Unparalleled Value to the SME

Complete
Complete breadth of tools and solutions for any user in any role Best-in-class capabilities

Easy
Suitable for all user types, novice to advanced Flexible enough to meet your demanding (and ever-changing) business requirements

Integrated

BusinessObjects TM XI 3.0
Crystal Reports

Crystal Reports Server

BusinessObjects TM Edge

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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/edgetrial

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