(Download Partner Sales Meet - By Vikram Kole)


Published on

1 Like
  • Be the first to comment

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide
  • such as revenue, return on investment, overhead, and operational costs’
  • (Download Partner Sales Meet - By Vikram Kole)

    1. 1. <ul><li>MAIA Intelligence </li></ul><ul><li>Welcomes you to </li></ul><ul><li>‘ Partner Sales Conference’ </li></ul><ul><li>Panvel – July 18, 2007 </li></ul>
    2. 2. <ul><li>Business Intelligence – An Overview </li></ul><ul><li>MAIA’s offering in brief </li></ul><ul><li>Competitive scenario </li></ul><ul><li>MAIA Value Proposition </li></ul><ul><li>MAIA Sales Strategy </li></ul><ul><li>Key Presentation points </li></ul><ul><li>MAIA Marketing Initiatives </li></ul>
    3. 3. Business Intelligence - An Overview
    4. 4. Gartner: Business Intelligence is #1 priority for CIOs
    5. 5. <ul><li>Worldwide business intelligence (BI) software market is poised for constant growth through 2009, when the market is projected to reach $3 billion in 2009 </li></ul><ul><li>- Gartner Inc </li></ul>
    6. 6. Business Intelligence Software Market in India <ul><li>Indian market for Business Intelligence (BI) is growing at a CAGR of 27 percent and is expected to be $ 17 million market by end-2007 – An IDC Report </li></ul>
    7. 7. Reasons for being bullish on BI Investments in India <ul><li>Heavy investments in ERP, CRM, HRMS, SCM applications over the last decade </li></ul><ul><li>Managing information is becoming critical for Business growth </li></ul><ul><li>Increased competition due to globalisation has necessitated effective and faster decision making across all functions </li></ul><ul><li>Business optimisation can be effectively achieved by making data analysis possible at all levels </li></ul><ul><li>Single View representation and analysis of enterprise data will add an additional thrust to smart decisions </li></ul>
    8. 8. What does Business Intelligence Software include? <ul><li>Data mining Software </li></ul><ul><li>End-User Query </li></ul><ul><li>Reporting & Analysis Software </li></ul><ul><li>Packaged Data Mart / Datawarehouse </li></ul><ul><li>ETL Tools </li></ul>
    9. 9. Increasing Value Generational Step Transactional Reporting Slice/Dice Ad-hoc Query, BI Tools Performance Management (KPI, Guided Analytic) Fact-Based Actions (OLAP, Statistics) Intelligent Interactions (Data Mining) How are my export and domestic sales doing Can I understand my gross margin return on space? How is the business doing compared to last year? Compared to plan? Are there any potential out-of-stock situations region warehouse wise? Reporting Analysis Forecasting Predictive
    10. 11. MAIA Business Intelligence Offerings enable Operational Business Intelligence End User Query Reporting & Analysis
    11. 12. MAIA’s offering in the Business Intelligence space
    12. 14. MAIA Business Intelligence Product Offerings <ul><li>1KEY </li></ul><ul><ul><li>Client Server Arch. </li></ul></ul><ul><ul><li>Connects to all DBs </li></ul></ul><ul><ul><li>1KEY View </li></ul></ul><ul><ul><li>1KEY Cube </li></ul></ul><ul><ul><li>1KEY Chart </li></ul></ul><ul><ul><li>1KEY Query Builder </li></ul></ul><ul><ul><li>1KEY Scheduler </li></ul></ul><ul><ul><li>1KEY File Reader </li></ul></ul><ul><ul><li>Real-time BI & Reporting possible </li></ul></ul><ul><li>WebKeY </li></ul><ul><ul><li>Web Arch. </li></ul></ul><ul><ul><li>Connect to all DBs </li></ul></ul><ul><ul><li>Supports all browsers </li></ul></ul><ul><ul><li>WebKeY View </li></ul></ul><ul><ul><li>WebKeY Chart </li></ul></ul><ul><ul><li>WebKeY Query Builder </li></ul></ul><ul><ul><li>WebKeY Scheduler </li></ul></ul><ul><ul><li>Real-time BI & Reporting possible </li></ul></ul>
    13. 15. Target segment for MAIA BI Products
    14. 16. Reporting Compliance with 1KEY
    15. 17. 1KEY - Key Features <ul><li>Single Reporting Platform </li></ul><ul><li>High performance and scalability </li></ul><ul><li>High control with multiple levels of rights & securities </li></ul><ul><li>Flexible report formatting tool for business users </li></ul><ul><li>Ease of Query building for IT users </li></ul><ul><li>Visually stunning reports (View, Cube & Chart reports) </li></ul><ul><li>Local data analysis </li></ul><ul><li>Simple architecture </li></ul><ul><li>Mass Reporting </li></ul><ul><li>Affordable </li></ul>
    16. 18. About MAIA Intelligence <ul><li>Indian champion in the Business Intelligence Software space </li></ul><ul><li>Technology driven Product development since 2003 </li></ul><ul><li>Focus on ‘Operational Business Intelligence’ </li></ul><ul><li>Mission: ‘To enhance customers investments in Application Software’ </li></ul><ul><li>Regional Partner Network across India </li></ul><ul><li>Dedicated Product Development, Delivery & Support team to enable customer satisfaction and referenceability </li></ul><ul><li>Customers like Pidilite, Asit C. Mehta, Lok Housing, Kodak, Thyocare…since August 2006 </li></ul>
    17. 19. 1KEY / WebKeY possible ecosystems 1KEY / WebKeY Partner Services Informix SQL DB2 Oracle Legacy…
    18. 20. 1KEY & WebKeY Solution Components Partner services
    19. 21. MAIA Value Proposition
    20. 22. Today’s Reporting facts… <ul><li>Limited standard reports in applications like ERP, CRM, SCM etc – Time consuming scripting for additional reports </li></ul><ul><li>Availability of only Static reports – No analysis possible </li></ul><ul><li>For analysis & intelligence, export to Excel – Chances of data corruption and data manipulation </li></ul>
    21. 23. Today’s Reporting Facts Contd… <ul><li>Multiple Data sources – Single view not possible </li></ul><ul><li>Tactical & Strategic Business Intelligence for top management – After-the-fact reports and analysis </li></ul><ul><li>Adhoc and enhancement requests from business users – Productivity loss of IT resources </li></ul>Solution : Operational Business Intelligence & Reporting
    22. 24. MAIA Value Proposition <ul><li>Convert all existing static reports (standard & non-standard) to dynamic reports with rich features for data analysis </li></ul><ul><li>Create a mechanism of generating non-standard and ad-hoc reports using 1KEY, thereby reducing the dependency on third party vendors and/or proprietary skills </li></ul><ul><li>Provide a secure, enterprise-wide easy to deploy and easy to use BI & Reporting tool where users can create and format their own reports </li></ul>
    23. 25. MAIA Value Proposition Contd… <ul><li>Connect directly to the source data, thereby enabling real-time Business Intelligence and reporting </li></ul><ul><li>Standardise on a single reporting platform across multiple applications & databases </li></ul><ul><li>Create an Operational Business Intelligence (Empowering ALL employees) set-up with easy-to-use multi-dimensional analytics </li></ul>
    24. 26. MAIA Strategy
    25. 27. <ul><li>Customers & Partners are not part of our strategy </li></ul><ul><ul><li>They are OUR SOLE STRATEGY… </li></ul></ul>MAIA Strategy
    26. 28. MAIA Marketing Strategy <ul><li>Corporate & Product branding </li></ul><ul><li>Lead Generation </li></ul><ul><li>Customer Testimonials </li></ul>
    27. 29. MAIA Sales Strategy <ul><li>Focus on potential verticals </li></ul><ul><li>Develop a regional partner network </li></ul><ul><li>First target : CIO with Technical Value Proposition </li></ul><ul><li>Second Target: Key Business User (s) with Business Value Proposition </li></ul><ul><li>Third Target: CEO with Strategic Value Proposition </li></ul><ul><li>OEM partnerships with Enterprise Application vendors </li></ul>
    28. 30. Technical Value Proposition <ul><li>How many of your IT users are writing mundane Reporting queries? </li></ul><ul><li>Do your business users have a flexible reporting tool to generate and format their own reports? </li></ul><ul><li>What is the frequency of Business Users coming to the IT department with new / enhancement requests for reports? </li></ul>
    29. 31. Technical Value Proposition Contd… <ul><li>Are people using excel for reporting? </li></ul><ul><li>What is the sanctity of data when say a Sales report generated by a TM is compared with that of the AISM, both reports developed in excel? </li></ul><ul><li>Are your IT users able to re-use the work they have already done in generating query statements? </li></ul>
    30. 32. Technical Value Proposition Contd… <ul><li>How dependent are you on your third party application vendor to develop new reports? </li></ul><ul><li>How many reports are you currently managing and what is the significance of each report? </li></ul><ul><li>What do you do when you need to create a single view of data coming from multiple data sources? </li></ul><ul><li>Have you ever considered setting up an Operational Business Intelligence infrastructure? </li></ul>
    31. 33. Business Value Proposition <ul><li>What if we give you a tool which can convert all your existing static reports to dynamic reports? </li></ul><ul><li>Are you sure on the sanctity of data coming in excel reports from various individuals? </li></ul><ul><li>Are all your business users equally competent to use excel? </li></ul>
    32. 34. Business Value Proposition Contd… <ul><li>How much time do you spend in collating data from your applications and multiple excel sheets? </li></ul><ul><li>What is the significance of multiple reports generated in your department currently? </li></ul><ul><li>Would you like to have a look at a BI tool which is extremely user friendly, for Business Users and can easily combine your current multiple reports into a single dynamic report with intuitive analytic features? </li></ul>
    33. 35. Strategic Value Proposition <ul><li>Are you able to get a reliable, single view of your enterprise-wide data with rich analysis features? </li></ul><ul><li>Do you think you have a single, streamlined Reporting and Analysis platform across your organisation? </li></ul><ul><li>Don’t you think you will have an advantage if all users in your organisation are empowered with a secure data analysis tool? </li></ul>
    34. 36. Strategic Value Proposition <ul><li>How many times have you restrained yourself from rolling out your current BI tools / investing in BI tools because of TCO issues? </li></ul><ul><li>Have you tried incorporating an easy to comprehend and widely accepted single CPM & KPI structure across your organisation? </li></ul>
    35. 37. OEM Partnerships <ul><li>Joint positioning with Software Application vendors with the MAIA Value proposition </li></ul><ul><li>Creating customer testimonials by implementing in current customer base of Software Application vendor </li></ul><ul><li>Joint Marketing campaigns to a focused audience </li></ul>
    36. 38. CPM & KPI concepts with MAIA solutions
    37. 39. Business Challenges TECHNOLOGY Transaction Volume Market Volatility Consolidation Suppliers Government Reforms Customer Management Manpower Competition
    38. 40. Today’s Business Pressures Marketing Risk Service Sales Project Mgmt Human Resources Credit Finance Plan & Model Execute Report & Analyze <ul><li>Rapidly Changing Conditions </li></ul><ul><li>How can I accelerate my planning and decision cycles? </li></ul><ul><li>How do I monitor conditions and take early corrective action? </li></ul><ul><li>Accountability, Transparency </li></ul><ul><li>How do I comply with corporate governance requirements? </li></ul><ul><li>How can I ensure accurate, timely reporting? </li></ul><ul><li>Ineffective Decision Support </li></ul><ul><li>How do I filter extraneous data and focus on relevant information? </li></ul><ul><li>How can I access and rationalize disparate, fragmented data? </li></ul><ul><li>Efficiency & Cost Control </li></ul><ul><li>How can I sustain / improve profitability? </li></ul><ul><li>How do I keep information current? </li></ul>
    39. 41. Corporate Performance Management ‘ Corporate Performance Management (CPM) is the area of Business Intelligence (BI) involved with monitoring and managing an organization's performance, according to Key Performance Indicators (KPIs)
    40. 42. CPM Significance <ul><li>Marketing Departments can develop better products & services, assess the results of campaigns, better understand their target market, cross sell, upsell… </li></ul><ul><li>Credit Departments can leverage CPM for collaborative analysis and slicing and dicing data in new and creative ways </li></ul><ul><li>Human Resource Departments can use it extensively to analyze the workforce and the impact of salary and related decisions </li></ul><ul><li>Executives can get real-time access to key performance indicators, and would be able to interact and drill-down on data as against a static number </li></ul><ul><li>… </li></ul>
    41. 43. What CPM enables? <ul><li>Make the right investments in products, people, projects and processes </li></ul><ul><li>Continuously assess operational performance based on key performance indicators and historical trends </li></ul><ul><li>Adjust & re-align strategies as needed to achieve organizational goals </li></ul><ul><li>Deliver consistent information to all levels within the organization for collaborative performance </li></ul><ul><li>Visualise enterprise-wide planning and budgeting in a single model </li></ul>
    42. 44. What CPM enables? Contd… <ul><li>Analyze customer, product and services profitability in real-time </li></ul><ul><li>Consolidate financial data from disparate sources across the entire enterprise </li></ul><ul><li>Standardise on data communication, data comprehension & data control </li></ul><ul><li>Optimise IT resources and infrastructure </li></ul><ul><li>Single version of the truth </li></ul>
    43. 45. CPM Framework C3 : Communication, Comprehension, Control
    44. 46. CPM Elements Business Measurements Information Management Business Processes & Activities Operational Objectives Strategic Objectives & Goals IT infrastructure
    45. 47. CPM factors Competition Operational Discipline Industry Regulations Security External Entities Hierarchy Market Data Integration Statutory Compliance Business Functions External Internal
    46. 48. CPM Benefits Resources are directed towards actions that are consistent with meeting the business goals. This enables improved resource planning and prioritization. Enabling proactive and directed action. Organizations are no longer fractured by independent actions of the business units. They now are aligned and working towards the same business goals. Align the business strategy horizontally and vertically throughout your enterprise. Benefits CPM Solution
    47. 49. CPM Benefits Enables improved and automated processes and allocation of resources. Provides collaboration across enterprise teams and processes to accelerate business performance improvements. Improving team productivity and effectiveness. Results in a consolidated view of the current state of the business, by combining process state information, operational activity status and IT status. It puts the current state of the business in context, enabling proactive problem avoidance. Providing real-time, contextual insight, delivering role-based visibility into business operations and metrics. Benefits CPM Solution
    48. 50. Initiating CPM <ul><li>Integrate and take advantage of existing IT assets </li></ul><ul><li>Identify the data integration strategy </li></ul><ul><li>Identify a Business Intelligence strategy (Operational + Tactical) </li></ul><ul><li>Blending Business Intelligence with elements of planning, budgeting and appropriate-time monitoring </li></ul><ul><li>Identify measurable Business Performance Parameters (BPP) </li></ul><ul><li>Peg operational data with BPP </li></ul><ul><li>Improve and simplify pegging continuously </li></ul>
    49. 51. Data Communication
    50. 52. Data Comprehension
    51. 53. Data Control
    52. 54. Data Communication
    53. 55. Data Comprehension
    54. 56. Data Control
    55. 57. Summary <ul><li>CPM is not a technology, but a Business Strategy </li></ul><ul><li>Core concept for CPM : C3 (Communication, Comprehension & Control) </li></ul><ul><li>Business Intelligence is an Intelligent first step in incorporating CPM </li></ul>
    56. 58. SWOT Analysis of MAIA’s offerings
    57. 59. MAIA SWOT   <ul><li>Large available pool of manpower resources for deployment and training </li></ul>  <ul><li>Strong value proposition for IT as well as Business users </li></ul>  <ul><li>Customer testimonials </li></ul>  <ul><li>Partner spread across India </li></ul><ul><li>No unique proposition on technology </li></ul><ul><li>Disruptive licensing policy </li></ul><ul><li>Less top of the mind brand recall during BI evaluations </li></ul><ul><li>Innovation through Operational Business Intelligence concept </li></ul><ul><li>Late entrant in the BI space </li></ul><ul><li>Connection to disparate databases including age old legacy systems like Foxpro </li></ul><ul><li>No full-blown dashboard features </li></ul><ul><li>Faster deployment - in days & weeks </li></ul><ul><li>Performance when data is initially fetched from the data source </li></ul><ul><li>Easy to use Business User tools </li></ul><ul><li>More on operational BI than strategic & tactical BI </li></ul><ul><li>In-memory processing architecture </li></ul>Weaknesses Strengths
    58. 60. MAIA SWOT contd…   <ul><li>Partners can work on OEM relationships OR vertical markets to create focused competencies </li></ul>  <ul><li>Rich strategic and tactical features like Dashboards, KPIs planned in the next release - Dec 2007 </li></ul>  <ul><li>Co-existence with BI vendors targeting only the Strategic, Tactical & Predictive analysis space </li></ul>  <ul><li>Large pool of Excel users </li></ul>  <ul><li>ERP, CRM, SCM applications touch only 15-20% of employees </li></ul><ul><li>ERP vendors offering their own BI - faster acceptability due to existing Customer relationships </li></ul><ul><li>80% of employees in any organisation are still outside the BI usage population </li></ul><ul><li>Microsoft trying to create an Operational BI offering through a mix of technology and Office applications </li></ul><ul><li>Existing BI investments are not rolling out across the organisation </li></ul><ul><li>Large players in every aspect of Business Intelligence i.e: Datawarehouse, ETL, Presentation layer etc. </li></ul><ul><li>No BI vendor taking the Operational concept to market </li></ul><ul><li>Large brand recall players like Oracle, SAP, Microsoft, Business Objects, Cognos… </li></ul><ul><li>27% CAGR in BI investments in India </li></ul>Threats Opportunities
    59. 61. MAIA Partner Initiatives
    60. 62. MAIA Partner Support Initiatives <ul><li>Joint Marketing Campaigns </li></ul><ul><ul><li>Regional </li></ul></ul><ul><ul><li>Vertical </li></ul></ul><ul><ul><li>OEM </li></ul></ul><ul><li>Leads generated through MAIA Marketing campaigns, event participation etc </li></ul><ul><li>Product Training </li></ul><ul><li>Product Delivery </li></ul><ul><li>Online Knowledge portal – MAIA Forum ( www.maiaforums.surebrowse.net ) </li></ul><ul><li>Marketing Materials </li></ul>
    61. 63. MAIA Partner – Go for Growth plan <ul><li>License resell margins </li></ul><ul><li>Service Revenues </li></ul><ul><li>Special Partner Incentive plan </li></ul>
    62. 64. MAIA’s expectations from Partners <ul><li>Weekly update on leads </li></ul><ul><li>Dedicated Sales and Consulting Resources </li></ul><ul><li>Monthly strategic plan on what can be done jointly </li></ul><ul><li>Suggestions to improve channel traction </li></ul><ul><li>Weekly updates during delivery </li></ul><ul><li>Business plan for MAIA products & services </li></ul>
    63. 65. MAIA Core Customer Offerings <ul><li>Give results, not sales pitches </li></ul><ul><li>Talk to customers about partnership, not products </li></ul><ul><li>Understand customer needs for better decision making </li></ul><ul><li>Customers should get inspired by meeting us </li></ul>
    64. 66. About MAIA Intelligence <ul><li>Indian champion in the Business Intelligence Software space </li></ul><ul><li>Technology driven Product development since 2003 </li></ul><ul><li>Focus on ‘Operational Business Intelligence’ </li></ul><ul><li>Mission: ‘To enhance customers investments in Application Software’ </li></ul><ul><li>Regional Partner Network across India </li></ul><ul><li>Dedicated Product Development, Delivery & Support team to enable customer satisfaction and referenceability </li></ul><ul><li>Customers like Pidilite, Asit C. Mehta, Lok Housing, Kodak, Thyocare…since August 2006 </li></ul>
    65. 67. <ul><li>Thank You! </li></ul><ul><li>Vikram Kole </li></ul><ul><li>Head – Marketing </li></ul><ul><li>[email_address] </li></ul>