Business Discovery - User Driven Business Intelligence

1. Business Discovery – for proactive and agile enterprises
Abhijit Varma
Director, Management Consulting
KPMG

2. About the Speaker
Director KPMG
Technology Tourist
Father
Movie Buff
Chennai Super Kings

3. The 3 LEGGED CHICKEN
Before you
embark on
your BI
Journey
Remember

4. More than 50 percent of business
intelligence projects fail to deliver the
expected benefit
KPMG and Cambridge University Survey

5. 75% of organizations see MS Excel as
the prime way of supporting
performance management
Oracle and Cranfield School of management

6. 70% of companies use BI metrics that
aren’t reliable or statistically valid
Harvard Business Review

7. 15 dashboards
200+reports
600+ users
2000+ pdf users
CEO, CFO, COO, HoFs
Support Staff
Partners, Directors
Managers
Audit
KGS
Tax
Advisory
Finance
Human Resources
Markets
By users By function
Finding the 3rd Leg

8. things we learnt
from our BI implementations

9. Jonathan Freedman and
Scott Fraser
Important study on stakeholder management
Foot in the door

10. Tried to get a group of middleclass homeowners to put this sign in their
neatly manicured lawn as a public interest exercise:
Compliance
17 %
The experiment

11. Tried again with another set of home owners
Compliance
76 %
The experiment

12. This time, the researchers first asked people if they were okay to put a
small card (with the same message) in their windows for a week, before
making the second request of putting the sign in their lawn
People respond much
better to change when
they have bought into
the change – however
small the start is
What’s different

13. Think Big
Start Small
Deliver Quickly
1

14. Sheena Iyengar
Choices are important

15. Retail store Jam Section : was changed
every hour to study shopper behaviour
Retail Store
When only 6 varieties of Jams were
displayed, pickup rate is 75%
When 24 varieties of Jams were
displayed, pickup rate slowed to 40%

16. Less
Choices
Are better
2

17. •We spend more time reconciling data than analyzing it (33%).
•No one is accountable for the quality of information (17%).
•We cannot determine which spreadsheet has correct data (12%).
•It takes weeks to close our books (11%).
• We duplicate R&D efforts (6%)
Ventana Research
Data Quality - Research

18. Data quality to be checked
thoroughly before embarking on
the BI journey

19. Beware your past sins !
3

20. With Great Power Comes Great Responsibility
Source : Sony Pictures

21. Visualize Data,
Not Visualies
4

22. Loss Aversion
Losses loom larger than gains

23. Loss Aversion
Losses loom larger than gains

24. Ownership Bias
People value things more when
they feel a sense of ownership

25. The scooter you
borrow from your
friend, once in a
while….
What is more valuable to you….
Your first scooter
that your dad
bought you after
you stood first in
class….

26. Harvard business review, June 2006
Eager Sellers, Stony Buyers
By John T. Gourville

27. The “9X” Problem
5

28. Excell Issue
MS Excel + Cell phones
In many organizations,
Administrators rely
heavily on MS Excel
Decision makers are
reliant on cell phones
to call administrators
It takes a large scale change management exercise to
gradually bring about this change

29. In Summary:5 Things
1. Stakeholder commitment
2. Smart choices
3. Data quality and architecture
4. Visualization
5. Change management

30. Thank you!