1. ADP crystalreports.com Case Study
Darrin Farnsworth, ADP
Mani Gill, SAP BusinessObjects OnDemand
SAPPHIRE May 2009

2. Agenda
1. Business intelligence in the cloud
SaaS BI Industry data
SAP BusinessObjects OnDemand offerings
2. ADP customer success story
ADP’s business needs
Demo of ADP’s crystalreports.com
© SAP 2009 / Page 2

3. What are the benefits of Saas BI?
Business optimization for hard times
Faster “time to value” for quicker return on investment
Access by more employees to more data
Broad reach across the firewall
Stramlined architecture, with zero infrastructure
Lower implementation costs
Lower ongoing costs
Ability to tap operating expense budgets vs. capital expense budgets
Better alignment to business goals
IDC Technology Spotlight
April 2009, IDC #215504
© SAP 2008 / Page 3

4. Customer Overview: OnDemand BI Subscriber
Growth
More than 230,000 subscribers and growing Serving most industries
200,000
180,000
Current customers in the
160,000 following industries:
140,000 Automotive
120,000
100,000
Banking
80,000 Chemicals
60,000 Consumer Products
40,000
20,000
Engineering, Const. Ops
0 Finance
H2 H1 H2 H1 H2 H1 H2 Healthcare
2005 2006 2006 2007 2007 2008 2008
Higher Education and
Research
Substantial growth for SaaS BI (M€) High Tech
Industrial Machinery
500
450
Insurance
400
Life Sciences
350 Mill Products
300 Media
250 Non-profit
200 Oil and Gas
150 Professional Services
100 Public Sector
50 Travel & Logistics
0 IDC Megamodel
2007 2008 2009 2010 2011 2012 28.9% CAGR
© SAP 2008 / Page 4 2008-2012

5. SAP BusinessObjects OnDemand offerings
SHARE – REPORT – ANALYZE: crystalreports.com STORE – REPORT – ANALYZE: BI OnDemand
COMPARE AND CLEANSE: Information OnDemand /
Address Cleansing OnDemand
© SAP 2008 / Page 5

6. How to use SAP BusinessObjects OnDemand
All solutions work with existing SAP and BI products: Crystal Reports, Xcelsius®,
SAP BusinessObjects Web Intelligence and on-premise offerings
SHARE – REPORT – ANALYZE: crystalreports.com STORE – REPORT – ANALYZE: BI OnDemand
Sharing reports and dashboard inside and outside Robust data warehouse
the organization (without VPN) Report and dashboard creation support
Automatic data updates for the most current Support for ad hoc reporting
information Development environment
Multiple data source support
Report scheduling
Report notification
COMPARE AND CLEANSE: Information OnDemand /
Address Cleansing OnDemand
Competitive benchmarking: Compare your
company data against third-party and market data
with pre-configured widgets
Address Cleansing
Public Relations Sentiment Analysis
© SAP 2008 / Page 6

7. Users Inside or Outside The Company Can
Share, Report, and Analyze Any Data
Cloud Applications
Customers, Partners
and Employees
OnDemand Offerings
• crystalreports.com
• BI OnDemand
• Information OnDemand
• Address Cleansing OnDemand
Xcelsius®
Crystal Reports
Web Intelligence BI extender
Company Firewall
On-premise applications and data
© SAP 2008 / Page 7

8. Who is ADP?
One of the world's largest providers of comprehensive business outsourcing
solutions
Established in 1949
Nearly $9 Billion in annual revenues
Employs 46,000 employees worldwide
1 out of 6 private sector US workers are paid using ADP
Over 585,000 clients
© SAP 2009 / Page 8

9. Agenda
1. Our sales environment
2. Situation prior to crystalreports.com
3. Why crystalreports.com fit into our strategy/environment so well
4. Sales Leadership’s role of coach & mentor
5. Demonstration
© SAP 2009 / Page 9

10. Major Account Sales Environment
1,700 associates
Team selling
Leads & alliances
Telesales to 3 - 6 month sales cycle
© SAP 2009 / Page 10

11. Before crystalreports.com
Manual data manipulation & reporting
Inconsistencies, minimal standardization
Native reports
8,000+ reports (duplicates, non-compliant, ad-hoc/one off)
Many limitations
Issues running large data volume reports
© SAP 2009 / Page 11

12. Our Requirements
Secure integration with CRM
Single sign on
Leverage existing security model
Contextually aware reporting
“Keep it simple”
On demand & scheduled reporting
On premise database reporting
Interactive dashboards
© SAP 2009 / Page 12

13. A Flexible, Powerful Solution
On Demand
API Reporting
Publish
Report
Publisher
On-Premise
Data
Warehouse
Report Designer

14. ADP Sales Leadership
Sales leadership coaching & mentoring
Effective pipeline management
Targeting “Best Opportunities”
Engaged at the right level
Leveraging all resources (lead referrals, multi product sales)
Look at a collection of metrics
Use the analytics to facilitate one on one discussion
Review metrics with associates and gain their acceptance
Weekly plan & review should have a defined structure
© SAP 2009 / Page 14

15. crystalreports.com
Demonstration
© SAP 2009 / Page 15

16. Measurable Accomplishments
10% improvement in team member coverage
APB1
15% improvement in data quality
Estimated 30 min/day average time savings for field sales leaders
Estimated 1 hour/day average time savings for divisional project managers
© SAP 2009 / Page 16

17. Slide 16
APB1 Darrin, if you have any specific cost savings or revenue increase to attribute to this, I have slightly different icons to use
Alison Benson; 06.05.2009

18. Benefits that SAP BusinessObjects OnDemand
Offerings deliver
For any Line of Business Manager:
Quick Time-to-Value BI for the Business
Low up-front investment
Purchase with expense budget
Quick implementation, little-to-no IT
Stand-alone or extension to on-premise BI
“ "In about 10 minutes, I
learned about the service
and had a report hosted."
Easy External Data Sharing and Analysis Keith R. Werosh, university
registrar, National University of Health
Latest reports for customers, partners, and Sciences
employees
No security or firewall issues
360° View of Your Business
Combine data from any source, on-premise or in
the cloud
Improved sales visibility and performance
Faster, more robust reporting from lead to sale
© SAP 2008 / Page 17

19. Thank you!
© SAP 2008 / Page 18

20. Share: crystalreports.com
Share data easily inside and outside the
organization
Automatic data updates for current
information
Works with on-premise and cloud BI
Can report off of multiple data sources
Scheduling and notification
Secure
Benefits
Up and running quickly with little-to-no IT
resources
Easy to share information without IT
intervention
Users notified when latest information is
available
Share the latest data to make more
accurate decisions
© SAP 2008 / Page 19

21. Store, Report, and Analyze: BI OnDemand
A complete BI solution for sales reporting
Data storage in the cloud
Reporting and ad hoc analysis on many
sources
More professional looking reports
Report sharing inside and outside the
organization
Works with existing on-premise BI and cloud BI
Benefits
Up and running quickly with little-to-no IT
resources
Measure and improve sales rep productivity
Improved decision-making with ad-hoc, what-if,
and trend analysis
© SAP 2008 / Page 20

22. Compare and Cleanse: Information OnDemand
Online portal and external data source
Compare company data to market data
(consumer, government, etc.)
Address cleansing
Media sentiment analysis
Benefits
Add relevancy to your business intelligence
with external data
Download and immediately use widgets
© SAP 2008 / Page 21

23. Sales Management and Efficiency At ADP
With SAP BusinessObjects OnDemand Offerings
Company Information Challenges and Opportunities Why SAP
ADP: Global company, HQ: Manual data manipulation & reporting Previous successful SAP
Roseland, New Jersey, U.S.A (Excel, Access, PDF) implementations
Data inconsistencies, minimal
Industry: Professional Services Rapid time-to-value with SaaS
standardization
Products and Services: deployment
8,000+ reports (duplicates, non-
HR, payroll, tax and benefits compliant, ad-hoc/one off)
administration solutions Benefits
Issues running large data volume
Revenue: $9 billion Estimated 30 min/day average time
reports
savings for field sales leaders
Employees: 46,000 Lack of ability to schedule reports
Estimated 1 hour/day average time
Web Site: www.adp.com No integration between on-premise
savings for divisional project
and salesforce.com
SAP Solutions and Services: managers.
No interactive dashboards
crystalreports.com report 10% improvement in team member
Need for single sign-on and ability to
sharing, scheduling, and distribution coverage
leverage existing security model
15% improvement in data quality
Objectives
“crystalreports.com delivers ADP’s Crystal Create sales leadership and mentoring
Reports & Xcelsius content online, giving program to improve sales pipeline
us valuable insight into our sales
management
performance & sales opportunities
Improve sales rep and project manager
resulting in more effective leadership and
sales execution.” productivity
Darrin Farnsworth Implementation Highlights
Director, Sales Automation Projects 1,700+ users
ADP
Combined SaaS and on-premise data
© SAP 2008 / Page 22

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