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® IBM Software Group © IBM Corporation

  1. 1. Prospecting Made Easy: Performance Dashboards IBM ® Lotus ® ActiveInsight™
  2. 2. What Are You Selling? <ul><li>Performance Management Solution: Lotus ActiveInsight </li></ul><ul><ul><li>Solution that helps business users define and communicate business goals , view real-time metrics , and take action via composite dashboards and scorecards – improving overall business performance </li></ul></ul>
  3. 3. Why Are You Selling It? <ul><li>Many companies are not achieving their performance goals </li></ul><ul><li>Executives are under growing pressure to: </li></ul><ul><ul><li>Speed, but also make quality, decisions </li></ul></ul><ul><ul><li>Monitor & act upon performance metrics in real-time </li></ul></ul><ul><li>Most companies rely on spreadsheets and/or BI reporting tools for performance information </li></ul><ul><ul><li>Often requires manual data aggregation/formatting (expensive, inefficient, prone to errors) </li></ul></ul><ul><ul><li>After-the-fact reporting inhibits proactive problem resolution (diminishing impact) </li></ul></ul><ul><ul><li>Emailing Excel reports, presentations, etc. limits security and validity of information (no way to ensure people are viewing the same/latest version) </li></ul></ul><ul><ul><li>Difficult to create personalized/customized reports (taxes IT and/or business analyst resources) </li></ul></ul>
  4. 4. Who Are You Selling To? <ul><li>Primary: Line of Business (LOB) </li></ul><ul><ul><li>CxO (Finance, Operations, Information, Compliance, Sales, Marketing…even CEO!) </li></ul></ul><ul><ul><li>VPs, Directors, Managers </li></ul></ul><ul><ul><li>Make it a business decision! </li></ul></ul><ul><li>Secondary: Information Technology (IT) </li></ul><ul><ul><li>CIO, IT Director, IT Manager, etc. </li></ul></ul><ul><ul><li>Use references from other IT peers (Starwood, TransMontaigne, etc.) that show how IT can lead in addressing business issues </li></ul></ul><ul><ul><li>Demonstrate how CIO as the key budget holder can make LOB successful – and increase IT’s value in the boardroom </li></ul></ul><ul><li>Use Dashboards to Help Sell More WebSphere Portal! </li></ul><ul><li>Visual UI of solutions help demonstrate the value of Portal to non-technical audiences </li></ul><ul><li>Show CIO & IT value from their existing applications and/or Portal investment – demonstrate how this helps them accomplish that goal </li></ul>
  5. 5. How Do You Sell It?: Four (4) Easy Steps! <ul><li>Start with a few “ situational ” questions first </li></ul><ul><ul><li>Do you have Key Performance Indicators (KPIs) defined that you are trying to manage to? </li></ul></ul><ul><ul><li>How are these KPIs or goals and objectives reported on? </li></ul></ul><ul><ul><ul><li>Excel/Spreadsheets? BI Reports? Other? </li></ul></ul></ul><ul><li>Follow-up with simple “ problem ” questions </li></ul><ul><ul><li>Are your KPIs and performance measures available in real-time? </li></ul></ul><ul><ul><li>Are there KPIs you are not currently tracking that you would like to track? </li></ul></ul><ul><ul><li>Are spreadsheets or presentation files you’re using easy to manage? </li></ul></ul><ul><ul><li>Can you easily customize reports? </li></ul></ul><ul><ul><li>Can every employee use the BI reporting solution? </li></ul></ul><ul><li>Continue with a few “ impact ” questions </li></ul><ul><ul><li>Does the fact that some issues are not identified until after they have happened concern you? </li></ul></ul><ul><ul><li>How do you ensure everyone is looking at the latest, official version of the performance management reports? </li></ul></ul><ul><ul><li>Is it a problem waiting for IT or a business analyst to generate custom reports? </li></ul></ul><ul><ul><li>How much time does your team spend aggregating data and formatting it into periodic management reports? Is it a cost-effective process? </li></ul></ul>
  6. 6. How Do You Sell It?: Four (4) Easy Steps! <ul><li>Finish with simple/direct “ payoff ” questions </li></ul><ul><ul><li>Would performance improve if you or your employees were alerted to a problem (or opportunity) and could take action when it happened? </li></ul></ul><ul><ul><li>If you could present KPIs immediately, based on an employee’s ID or role to ensure security, in a single intuitive user interface – would that help improve efficiency and productivity? </li></ul></ul><ul><ul><li>Would you like to understand how other businesses are benefiting from a performance management solution that leverages their existing applications, data and services as sources – thereby improving performance while also increasing the ROI of those existing assets? </li></ul></ul>Should Yield AFFIRMATIVE Response(s)! Offer “Call-to-Action” See Specific Prospecting Scenario Call Script/Message Examples that Follow
  7. 7. Prospecting Scenario Message: Excel/Spreadsheets <ul><li>Problem: </li></ul><ul><li>“ Many of our clients, such as Abbott Labs, are challenged by trying to measure critical business metrics with Excel spreadsheets. Doing so, they find it difficult to ensure security and are never sure everyone is looking at the same version of the reports, since they are only produced periodically and usually emailed to users. Also, the process to create the reports can be time-consuming and prone to inaccuracies as it requires manual aggregation from various sources.” </li></ul><ul><li>Solution: </li></ul><ul><li>“ By implementing a role-based, active performance dashboard, Abbott was able to increase productivity by automating the aggregation of critical sales-related performance metrics, and by allowing users to know about a problem when it happens rather than after-the-fact.” </li></ul><ul><li>Call-to-Action: </li></ul><ul><li>“ In a recent web seminar, Abbott Labs talked about their performance dashboard solution, and how it has helped their business – there is a replay available that I think you will find informative – can I send you a link?:” </li></ul><ul><li>http://event.on24.com/eventRegistration/EventLobbyServlet?target= lobby.jsp&eventid =27947&sessionid=1&key=DCF6BFC48D7B153EFD2EAD4196EF55DC&eventuserid=7717562 </li></ul>
  8. 8. Prospecting Scenario Message: BI Tool Limiting <ul><li>Problem: </li></ul><ul><li>“ Even with a BI solution, many companies are still finding it takes too long to create reports of critical performance information. For example, sales and other executives at Starwood Hotels would sometimes wait up to 3 weeks to get comprehensive sales performance reports from that were both useful and accurate” </li></ul><ul><li>Solution: </li></ul><ul><li>“ By implementing a sales performance dashboard to report metrics directly from the various data sources, Starwood has decreased by 30% the effort by their sales support team to produce monthly reports, and increased seller productivity by reducing the time it takes to search for information.” </li></ul><ul><li>Call-to-Action: </li></ul><ul><li>“ In a recent web seminar, Starwood talked about their performance dashboard solution, and how it has helped their business – there is a replay available that I think you will find informative – can I send you a link?:” </li></ul><ul><li>http://www-142.ibm.com/software/workplace/products/product5.nsf/wdocs/starwoodevent </li></ul>
  9. 9. Prospecting Scenario Message: Objective/Performance Gap <ul><li>Problem: </li></ul><ul><li>“ Many companies set goals and objectives for the organization, but often have a challenge aligning critical performance measures to them. For example, TransAlta, one of Canada’s largest power generating companies, had a goal to ensure compliance to ever changing and increasing environmental regulations for plant emissions – the only problem was they didn’t have a means to display emissions information in real-time to plant operations, managers and executives.” </li></ul><ul><li>Solution: </li></ul><ul><li>“ By implementing a role-based emissions dashboard that reports emission data – selectable by plant and/or region – TransAlta plant operators, plant managers, and most importantly company executives can now see in real-time how well they are performing in this critical area. This allows them to close the gap between strategic objectives and actual performance” </li></ul><ul><li>Call-to-Action: </li></ul><ul><li>“ In a recent web seminar, TransAlta talked about their performance dashboard solution, and how it has helped their business – there is a replay available that I think you will find informative – can I send you a link?:” </li></ul><ul><li>http://event.on24.com/eventRegistration/EventLobbyServlet?target= lobby.jsp&eventid =24654&sessionid=1&key=16E78C04F2E795B4A2503BA70F0C6824&eventuserid=6951129 </li></ul>