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comes more complex and dimcult. /| |h|s |nec||on po|n|, p|ann|n or |he d|dre w||h a reasonab|e deree o
condence |n |he orecas| can be e|ds|ve Sdch |s |he case |oday or nany conpan|es
No| on|y has |he pace o bds|ness |ncreased, bd| |he vo|dne o da|a |s now |ncred|b|y vas| and ana|y||ca||y over7
whe|n|n CFCs en|rds|ed |o nake dec|s|ons have a d|cd|| ||ne a|n|n |ns|h| |n|o how |he oran|.a||on |s pro7
ress|n Conseqden||y, |hey a|| |o know where || |s headed, perornancew|se, ndch |ess where || s|ands a| pres7
en| They wan| |o deve|op and |ead a perornancedr|ven bds|ness, bd| canno| nake a conden| dec|s|on |o sh||
resodrces when and where needed
Th|s Cd|debook |s des|ned |o ass|s| CFCs |n |ak|n chare o |he bds|ness ron an opera||n s|andpo|n|, |evera7
|n nob||e, c|oddbased |echno|o|es, soc|a| ned|a and F| Da|a |o |nprove |he s|a|ds qdo Fy |ak|n |n|o cons|d7
era||on |he |ypes o |echno|oy |nprovenen|s c||ed |n |h|s d|debookso|d||ons |ha| are nodern, ex|b|e, a||e,
ac||onab|e, |ns|h|d| and da|a dr|venCFCs can drana||ca||y |nprove bds|ness resd||s F|nance ch|es who a|| |o
rasp |he necess||y o |ransorn|n |he bds|ness now, and who are wa|||n or o|her conpan|es |o |ake |he |ead,
w||| n|ss |h|s oppor|dn||y |o a|n a conpe||||ve advan|ae
/s p|ann|n exper| S|eve P|ayer, |he Nor|h /ner|can proran d|rec|or a| |he Feyond Fdde||n Rodnd Tab|e, con7
5$/6$+ 6- !"# naa.|ne, 'n |he o|d days, |he CFC sa| |n |he back o |he sh|p record|n wha| happened Now, |he
CFC s|ands on |he br|de |ook|n orward and adds||n or var|ab|es
CFCs |nsp|red |o peer |n|o |he d|dre and nake nore know|edeab|e dec|s|ons can d|de an oran|.a||on |o reach
|n|ended des||na||ons as|er and w||h |ess r|sk, and can a|so enpower enp|oyees |hrodhod| |he oran|.a||on |o
he|p ach|eve |hese oa|s
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p|a|orns have |he horsepower |o prov|de rea| reach,
easy dep|oynen| and w|de ex|b||||y F| Da|a|he
enornods anodn| o s|rdc|dred and dns|rdc|dred
perornance da|acan be accessed |n |he c|odd,
obv|a||n |he need |o bd||d a nass|ve, expens|ve T
|nras|rdc|dre |n|erna||y Mob||||y |ves enp|oyees |he
|norna||on |hey need on |he spo| |o ade |he hea||h
o |he bds|ness and nake ac||onab|e dec|s|ons |ha|
dr|ve be||er perornance Soc|a| ned|a |s a p|a|orn
or enp|oyees |o conndn|ca|e and co||abora|e nore
ec|en||y, eec||ve|y and sa||sy|n|y
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bds|ness |nprovenen| Ty|n |hen |oe|her |o crea|e
an |dea| oran|.a||ona| |nras|rdc|dre |ha| prov|des
|rd|y renarkab|e perornance |ns|h| resd||s |n nod7
ern bds|ness ana|y||cs so|d||ons Sdch |oo|s can ass|s|
ndch rea|er en|erpr|se a||||y, |ransparency, dec|s|on
nak|n and co||abora||on
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8 Make da|a ava||ab|e any||ne, anywhere
8 Se| c|ear oa|s and ass|n ne|r|cs |o es|ab||shed
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s|na|s |hey rece|ve ,|hey are |he c|oses| |o wha|
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G10#3( ,con|) For sone oran|.a||ons, |he bds|ness |ransorna||on
represen|ed by nodern so|d||ons nay appear dadn|7
|n, as everyone |n |he conpany w||| exper|ence |he
|npac| `e|, |h|s |npac| |s sdre |o be pos|||ve
Fy prov|d|n enp|oyees w||h |oo|s |o cons|rdc||ve|y
execd|e |asks and par||c|pa|e |n |he ana|y||cs dr|v|n
ac|da| conpany perornance, |hey w||| becone nore
enaed |n |he|r work, os|er|n a s|ron sense o own7
ersh|p Ra|her |han nanae s|a||c spreadshee|s, |hey
|n|erac| w||h |he bds|ness da|a, d|scern|n prob|ens and oppor|dn|||es, |n|||a||n dec|s|ons |ha| |nprove |he s|a|ds
qdo /ccord|n |o a recen| ne|aana|ys|s by Ca||dp o enp|oyees |n near|y 2CC oran|.a||ons across = |ndds|r|es,
an enaed workorce pos|||ve|y aec|s n|ne perornance od|cones, |nc|dd|n !C% h|her cds|oner ne|r|cs, 2!%
h|her proddc||v||y and 22% h|her pro|ab||||y 'Conpan|es w||h nore enaed enp|oyees have be||er odds o
ach|ev|n |he od|cones |he|r oran|.a||ons des|re, sdch as revende, pro|, cds|oner enaenen|, sae|y, qda|||y
work, and enp|oyee re|en||on, |he s|ddys ad|hors conc|dded
**
These revo|d||onary |echno|o|es are no| or |he a|n| o hear| The CFC nds| have |he de|ern|na||on |o re||nqd|sh
od|da|ed nanaenen| ne|hods and T sys|ens, rep|ac|n |hen w||h perornancedr|ven processes and |echno|7
o|es /s !"# %&'&()*+ repor|ed, 'Ce| ,enp|oyees a| |he edes o |he oran|.a||on) |o |ype |n a ew opera||ona|
neasdres on |he|r snar|phones or |ab|e|s, and |he d|dre becones c|earer or nance, |oosen|n nore conden|,
bo|der dec|s|ons
***
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n |odays as|chan|n bds|ness env|ronnen|, p|ann|n and dec|s|onnak|n nds| be a||e and ex|b|e Tech
no|oy can ass|s| |hese oa|s by nak|n perornance da|a ava||ab|e any||ne, anywhere Th|s a||||y |s |ncreas|n|y
|he pr|ce o w|nn|n |n a narke|p|ace
oran|.a||ons canno| qd|ck|y nake chanes |o p|ans and |ac||cs becadse |hey are ||ed |o od|da|ed nanaenen|
ne|hods or an||qda|ed T sys|ens, |hey w||| |ose conpe||||ve advan|ae |o conpan|es |ha| can nake nore
|norned, sk|||d| dec|s|ons Sdch conpan|es have cha||ened |he|r od|noded processes and |nves|ed |n new sys|ens
Proress|ve CFCs ||ke Dav|d S|ack o HdbSpo| dnders|and |h|s dynan|c /| HdbSpo|, a as|row|n prov|der o
narke||n so|ware |o nore |han !C,CCC cds|oners |n 5o codn|r|es, S|ack has |ed a bds|ness and sys|en |ransor7
na||on |o dr|ve be||er perornance and dec|s|onnak|n HdbSpo|s ex|raord|nary row|h was a key ac|or con7
pe|||n |he eor|
'\hen cane on board ve years ao, |here were C enp|oyees and we had a 2 n||||on rdn ra|e, now weve o|
o5C enp|oyees and odr revende rew 8Cp|ds percen| |as| year |o 52 n||||on, S|ack sa|d
|v
'Conseqden||y, we
needed |o re|h|nk odr |nras|rdc|dre and sys|ens
/non |he chanes was |he dec|s|on |o reqd|re every depar|nen| conpanyw|de |o dse SaaS ,So|ware as a
Serv|ce) c|oddbased apps 'Theyre ds| eas|er |o dep|oy and na|n|a|n, and be||er sd|| odr cd||dre, S|ack exp|a|ns
'Theyre ex|b|e, |n |ha| |hey |ve enp|oyees access |o do wha| |hey need |o do when |hey need |o e| || done,
wh|ch sone||nes n|h| be on |he weekend C|ven odr as| bds|ness row|h env|ronnen|, we can| have |hen
connec||n |o an onpren|se server w||h a s|ow perornance ||ne To w|n, we have |o be n|nb|e
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To ach|eve |h|s |ype o bds|ness |ransorna||on, s|ra|e|c oa|s nds| be es|ab||shed and conndn|ca|ed |hrodhod|
|he en|erpr|se, no| ds| |o ||neobds|ness |eads, and ||ed |o ac||on Fach enp|oyee nds| dnders|and he or she w|||
be re||ed on |o nake da|adr|ven dec|s|ons |ha| d|||na|e|y con|r|bd|e |o |he conpanys perornance Ra|her |han
nere|y repor||n bds|ness |ns|h|s, |hey nds| ac| dpon |hese |ns|h|s
Fy a|n|n access |o bds|ness ne|r|cs and |evera|n ana|y||cs |o eva|da|e |he |np||ca||ons, enp|oyees |n |he
e|d can nake dec|s|ons |ha| |nprove perornance, eec||ve|y chan|n |he codrse o |he conpany /s Feyond
Fdde||n Rodnd Tab|es S|eve P|ayer a|so no|ed, 'These peop|e are yodr enera|s a| |he ron| ||nes, |he ones who
can prov|de a rea|||ne v|ew o wha|s ac|da||y o|n on |n |he bds|ness /rn |hen w||h nob||e dev|ces |o repor|
|he|r nd|ns |o c|oddbased sys|ens, and |hen bean || dp |o FP&/ or |he|r ana|ys|s and |ns|h|
v
Sdch pred|c||ve capab|||||es are poss|b|e now, |hanks |o nodern |echno|o|es / vas| array o |n|erna| and ex|erna|
bds|ness |ns|h|s can be pd| |n |he hands o enp|oyees who can nake dec|s|ons a| |he po|n| o |npac| Sdch |s |he
case a| HdbSpo| ' wan|ed |o enpower odr enp|oyees |o nake be||er dec|s|ons SaaS app||ca||ons |ha| ave ds
ex|b||||y |o chane codrse qd|ck|y when needed were |he |o|ca| so|d||on, S|ack sa|d
;/%0+,# J2(+%147?#6
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The CFC had a v|s|on o HdbSpo| be|n a ane chaner |n p|ann|n and orecas||n '\e were a| |he b|eed|n ede
o he|p|n conpan|es narke| ,|he|r proddc|s) |n proodnd|y new ways, bd| were no| a| |he b|eed|n ede o where
we needed |o be |n p|ann|n and orecas||n, he exp|a|ned 'Now we are \e have |ven dp on |he re|a||ona| da|a7
base and |ns|a||ed a cen|ra| da|abase con|a|n|n a rea| vo|dne o accdra|e |norna||on |ha| enp|oyees can |ever7
ae or p|ann|n and node||n \e a|so have a c|oddbased orecas||n so|d||on |ha| |s ar nore robds| |han |he
onpren|se sys|en we prev|ods|y had /nd we have c|eared away ron |he nodn|a|n o spreadshee|s |ha| dened
odr processes and sys|ens |n pas|
Th|s bds|ness |ransorna||on was ach|eved by S|acks rn be||e |n |he RC ron a nodern, ex|b|e and a||e |ech7
no|oy so|d||on '\e now have |he |norna||on we need |o orecas| and p|an, S|ack sa|d 'For |ns|ance, odr key
ne|r|c |s |he cos| o cds|oner acqd|s|||onhow ndch || cos|s |o acqd|re a new cds|oner and |he an||c|pa|ed
||e||ne revende ron |ha| cds|oner These |oo|s |ve ds |he ab||||y |o rdn scenar|os ask|n, `\ha| | |h|s sa|es rep
becones nore proddc||ve and adds nore cds|oners` \ha| |npac| wod|d |h|s have on odr revende row|h and
odr bo||on ||ne`
'Fven be||er, wha| | we cod|d ach|eve an |dea| ra||o be|ween cds|oner acqd|s|||on cos|s and an||c|pa|ed revende`
he added 'Say || cos|s ds 5,CCC |o acqd|re a cds|oner and we wan| |o e| a =CC percen| re|drn on |h|s, 2C,CCC
over a par||cd|ar per|od o ||ne Tha|s odr |are| .one \e can |weak |he assdnp||ons dp and down on |he reve7
nde node| |o de|ern|ne how ndch |o a||oca|e |o var|ods narke||n prorans, how ndch conpensa||on |o ass|n,
and wha| we shod|d prov|de nanc|a||y |o anc|||ary cos|s ||ke sdppor| \e |||era||y nove |he d|a|s |o rdn |hese sce7
nar|os or s|or|es and do |he ca|cd|a||ons
J2(+%147?#6
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Da|a shod|d |e|| a s|ory L|ke any ood narra||ve, || shod|d dep|c| oppor|dn|||es and cha||enes|he |ens|on
be|ween sdccess and a||dre | shod|d |nvo|ve peop|e who are ac||vec|ose |o |he ac||on and |hereby enpow7
ered |o nake dec|s|ons d|d|n proddc||ve od|cones \|sda| dep|c||ons are a h|h|y conpe|||n way o showcas|n
bds|ness da|a \|sda|s a|so prov|de a nore dynan|c way |o no||va|e enp|oyees |han perds|n s|a||c spreadshee|s
How can an oran|.a||on |e|| |he s|ory o ||s bds|ness v|sda||y, |n a nean|nd|, |npac|d| way` | reqd|res |np|e7
nen||n a perornancedr|ven so|d||on |ha| everyone |n |he oran|.a||on bdys |n|o, a|on w||h |he w||| |o |rans7
orn |he bds|ness, codrae |n |he ace o enbrac|n chane nanaenen|, and condence |n |he know|ede |ha|
|he end ane |s wor|h |he eor|
These bene|s are ava||ab|e |o a|| conpan|es \hy enddre |he rds|ra||n annda| bdde||n exerc|se when nance
can |ns|ead dse an ||era||ve orecas||n process dr|ven by an ana|ys|s o rea|||ne perornance, ava||ab|e |o every7
one |n |he oran|.a||on` \hy wa|| s|x non|hs |o adds| a orecas| and bdde|, when || can |||era||y be acconp||shed
|h|s week, |oday or |h|s n|nd|e`
/s Cenera| F|ec|r|cs ack \e|ch conp|a|ned |n |he book :;)**)*'4< |he |rad|||ona| bdde||n exerc|se, 'sdcks |he
enery, ||ne, dn and b| dreans od| o an oran|.a||on | br|ns od| |he nos| dnproddc||ve behav|ors |n an ora7
n|.a||on, ron sand ba|n |o se||||n or ned|ocr||y
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