Channel Focus Webinar Making Better Informed Channel Decisions with Enterprise Business Intelligence  Jeff Staley Director...
<ul><li>The evolution of Enterprise Business Intelligence </li></ul><ul><li>Best practices for making better informed deci...
Past: information push by IT  IT responsible for information delivery © SAP 2007 / Page  © SAP 2007/Page  Business Value U...
Now: information pull by business  IT focus on managing services levels © SAP 2007 / Page  © SAP 2007/Page  Business Value...
Benefits of Enterprise Business Intelligence for Channel Management <ul><li>Allocate go-to-market partner investments base...
<ul><li>The evolution of Enterprise Business Intelligence </li></ul><ul><li>Best practices for making better informed deci...
Key Channel Management Processes Marketing Funds Management Order Mgmt & Channel Commerce Complaints & Returns Management ...
Data Owners of Key Channel Management Processes Marketing Funds Management Order Mgmt & Channel Commerce Complaints & Retu...
Today’s Technology Capabilities Consolidate, harmonize and centrally manage master data
Today’s Technology Eases Data Management Consolidate, harmonize and centrally manage master data <ul><ul><li>Consolidation...
Today’s Technology Eases Data Management Consolidate, harmonize and centrally manage master data <ul><ul><li>Leverage buil...
Best Practice: Ongoing Process for Maintaining Superior Data Quality <ul><li>Key Mapping Provide cross-system identificati...
The foundation of dashboard building Visualization and Reporting © SAP 2007 / Page  Interactive  data visualization Seamle...
Dashboards – The ROI is Real <ul><li>50% of companies have ROI of $500K - $1M+ </li></ul><ul><li>Half of all companies ach...
Role-based Analytics and Dashboards C-Level Executive Channel Manager Partner Sales Rep SVP of Channels Account / Territor...
Flexible Ad-hoc Reporting  <ul><ul><li>Easy-to-use interface for casual end user reporting </li></ul></ul><ul><ul><li>Powe...
Enterprise Query, Reporting and Analysis Analysis  and  Sharing  of OLAP Data – designed for business analysts  Enterprise...
<ul><li>The evolution of Enterprise Business Intelligence </li></ul><ul><li>Best practices for making better informed deci...
Benefit: Improved Business Intelligence Deliver unique insights with an integrated platform <ul><li>Understand your most p...
Business Intelligence Delivers For the Channel <ul><li>All Information </li></ul><ul><li>Unified View </li></ul><ul><li>Tr...
Predictive Analysis Deploy anywhere…
Thank you! Jeff Staley SAP America, Inc. 3410 Hillview Avenue Palo Alto, CA  94304  USA T:  +1 510 396 0156 F: +1 650 847 ...
Copyright 2007 SAP AG All rights reserved <ul><li>No part of this publication may be reproduced or transmitted in any form...
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Making Better Informed Channel Decisions with Enterprise Business Intelligence

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As organizations seek additional ways to increase brand awareness and generate demand, vendors increasingly view channel marketing funds as an effective means to leverage the budgets
of their channel partners. This session addresses implementation best practices that ensure effectiveness of the funded activities, the efficiency of the funds and claims process, as well as legal compliance ramifications.

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  • Thank you… As LISA said, I am part of SAP Americas, which is a subsidiary of SAP AG, the world&apos;s largest business software company and the third-largest software supplier overall. So as a software solution provider, I’m not only able to draw from the experiences and lessons learned that we have encountered at SAP when dealing with our own channel partners, but I’m also able to aggregate the feedback that we receive from many of our over 47,000 customers worldwide to identify common needs, system requirements, and best practices out there in the marketplace. We work very closely with our customers and potential customers to understand their business processes and solution needs in the area of channel marketing, and while this obviously drives our direction in terms of product development, it also affords us the opportunity to share that information in forums such as the one provided today by Baptie. [CLICK]
  • So with that in the mind, I’ve assembled a framework for today’s discussion that will focus on these areas. Organizing your data into a single version of the truth  Cleansing the various silos of information into usable constructs  Building effective dashboards  Developing role-based analytics for every level of decision maker  Incorporating flexible real-time and ad-hoc reporting capabilities
  • Payback for those investments can be handsome!
  • BO Data Federator allows for a “virtual” and consistent view into all the Iron Mountain databases. 86 DB instances appear as one logical entity for querying and reporting. Under this virtual view the complex rules are applied and tweaked with simple reports and queries.
  • A study was done from the Hurwitz Group which shows factually you now have the IT side of the equation too, and research that you can look at from these folks saying, “hey, dashboards in and of themselves achieve a measurable ROI, and are key contributors to the overall performance impact of your strategy.”
  • With the latest release of BusinessObjects XI Web Intelligence is further improved with: More powerful query capabilities More options to display and analyze information Deeper trust in information through even more relevant meta data displayed to end users
  • All Information: This Intelligence Platform is the &amp;quot;first and only trustable BI platform for structured and unstructured data, from inside and outside your organization and on SAP and non-SAP data” Unified View 1)&amp;quot;First and only BI platform with integrated text analysis”- DI has transform capabilities that directly bring in Text Analysis data. Text Analysis includes universes so that BusinessObjects Enterprise and our BI clients can directly access the Text Analysis data. 2)&amp;quot;First and only BI platform that provides BI-ready external information from sources like Dunn &amp; Bradstreet and Thomson Financial” – Other data sources include US Bureau of Economic Analysis, eBay transaction data, Employment Development Department, NewsTin, and US Census Bureau Best on SAP and non-SAP environments The most deployment options on SAP. Access- R/3, BW, Rapid Marts, BAPI, ABAP, DW. Cleansing - DQ connectors. ETL - BW load. Portal - PIK.   Broadest and most application support – we have integration kits for Oracle’s family of applications – Siebel, JDE, PSFT, and Oracle EBS (planned for Q2), no other competitor has that and we can access application data at multiple levels -  through the database, universe or through our ETL capabilities  Trusted decision quality  &amp;quot;Most complete global data quality offering” - Over 180 different country addresses - more than any other DQ vendor. Flexibility to work with the most data types of any DQ vendor. DQ also available via on SaaS. &amp;quot;The first and only BI platform providing data lineage - the ability for end users to see where the data comes from.&amp;quot; – Informatica claims to have data lineage but requires programming and does not come up with a reporting environment. &amp;quot;Business Objects pioneered the universe and single common metadata for BI”
  • And with that, I thank you for your time and attention today, and will turn it back over to Lisa…
  • Making Better Informed Channel Decisions with Enterprise Business Intelligence

    1. 1. Channel Focus Webinar Making Better Informed Channel Decisions with Enterprise Business Intelligence Jeff Staley Director, Industry Solutions Group SAP Americas, Inc.
    2. 2. <ul><li>The evolution of Enterprise Business Intelligence </li></ul><ul><li>Best practices for making better informed decisions </li></ul><ul><li>Summary and future trends </li></ul>Agenda
    3. 3. Past: information push by IT IT responsible for information delivery © SAP 2007 / Page © SAP 2007/Page Business Value User Involvement Time <ul><ul><li>IT centric, static processes only </li></ul></ul><ul><ul><li>Months to years to implement </li></ul></ul><ul><ul><li>IT spend 90% on mundane tasks </li></ul></ul>Enterprise Focused 2000’s IT Biz BI COE Department Focused IT Biz System Focused 1990’s IT Biz Shadow IT Business Standards
    4. 4. Now: information pull by business IT focus on managing services levels © SAP 2007 / Page © SAP 2007/Page Business Value <ul><ul><li>User centric, in context of processes </li></ul></ul><ul><ul><li>Agility, faster time of value </li></ul></ul><ul><ul><li>Strategic IT, lower cost </li></ul></ul>Shadow IT Enterprise Focused 2000’s IT Biz BI COE Department Focused IT Biz System Focused 1990’s IT Biz Process- & User Focused (Intra- / Inter Enterprise) 2005+ Biz IT BPX EIM COE EIM Infrastructure “ Process of Me” Performance Optimization Apps Processing Access Business Standards User Involvement
    5. 5. Benefits of Enterprise Business Intelligence for Channel Management <ul><li>Allocate go-to-market partner investments based on the ability to generate revenue and new customers </li></ul><ul><li>Enhance sales execution and allocation of resources through visibility into partner pipelines </li></ul><ul><li>Measure effectiveness of collaborative marketing to maximize revenue </li></ul><ul><li>Enhance channel partner effectiveness through product and offer recommendations </li></ul><ul><li>Understand end customers, buying patterns and segments </li></ul><ul><li>Maximize customer satisfaction by measure and managing partner service delivery </li></ul>
    6. 6. <ul><li>The evolution of Enterprise Business Intelligence </li></ul><ul><li>Best practices for making better informed decisions </li></ul><ul><ul><li>Organizing your data into a single version of the truth </li></ul></ul><ul><ul><li>Cleansing the various silos of information into usable constructs </li></ul></ul><ul><ul><li>Building effective dashboards </li></ul></ul><ul><ul><li>Developing role-based analytics for every level of decision maker </li></ul></ul><ul><ul><li>Incorporating flexible real-time and ad-hoc reporting capabilities </li></ul></ul><ul><li>Summary and future trends </li></ul>Agenda
    7. 7. Key Channel Management Processes Marketing Funds Management Order Mgmt & Channel Commerce Complaints & Returns Management Customer Service Management Channel Inventory Tracking Lead / Oppty Management Price Protection Revenue, Incentives & Compensation Customer Partner Channel Manager Partner Employee POS/Resale Tracking & Reporting Partner Management & Contracts Information & Training Marketing & Programs Partner & Channel Analytics
    8. 8. Data Owners of Key Channel Management Processes Marketing Funds Management Order Mgmt & Channel Commerce Complaints & Returns Management Customer Service Management Channel Inventory Tracking Lead / Oppty Management Price Protection Revenue, Incentives & Compensation Customer Partner Employee POS/Resale Tracking & Reporting Partner Registration & Contracts Information & Training Marketing & Campaigns Partner & Channel Analytics Marketing Sales Finance Legal Service Marketing Legal Marketing Sales Marketing Marketing Marketing Finance Sales Marketing Sales Finance Sales Finance Marketing Sales Finance Sales Finance Finance Service Service Sales Finance PROFILE JOINT BIZ PLAN CONTACTS CONTRACTS CERTIFICATIONS SEGMENTATION REGISTRATION Partner Database
    9. 9. Today’s Technology Capabilities Consolidate, harmonize and centrally manage master data
    10. 10. Today’s Technology Eases Data Management Consolidate, harmonize and centrally manage master data <ul><ul><li>Consolidation data from multiple source systems </li></ul></ul><ul><ul><li>Direct database access, extract flat files, 3 rd party application data, XML sources, many more.. </li></ul></ul><ul><ul><li>Single pass data transformation, Auto-mapping, Validation Rules, Exception handling </li></ul></ul><ul><ul><li>Business Users can define matching rules, complex matching strategies, conduct data profiling, enrich data </li></ul></ul><ul><ul><li>Data Enrichment using vendor solutions like Trillium, D & B and other partners for address completion, company validation and enriching data </li></ul></ul><ul><ul><li>Search and compare records, identify sub-attributes for consolidation in sub-second response times </li></ul></ul><ul><ul><li>Merge Records seamlessly, tracking source systems with built in key mappings </li></ul></ul><ul><ul><li>Leverage standard data models for consolidated data </li></ul></ul>
    11. 11. Today’s Technology Eases Data Management Consolidate, harmonize and centrally manage master data <ul><ul><li>Leverage built in workflow to manage compliance process, ensure administrators can validate imported records </li></ul></ul><ul><ul><li>Enforce data governance through user roles, security, workflow, audits to prevent future data problem </li></ul></ul><ul><ul><li>Syndicate master data to all enterprise applications </li></ul></ul><ul><ul><li>Refer new entries to central master data system </li></ul></ul><ul><ul><li>Leverage validation rules to enforce data integrity </li></ul></ul><ul><ul><li>Manage rich content set and relationships associated with master data record </li></ul></ul>
    12. 12. Best Practice: Ongoing Process for Maintaining Superior Data Quality <ul><li>Key Mapping Provide cross-system identification to ensure enterprise-wide data quality </li></ul>Mapping & Conversion Normalize and standardize information Validations & Assignments Ensure compliance according to defined criteria Enrichment Architecture Achieve more complete and meaningful master data Matching & Merging De-duplicate records for unambiguous and consistent master data Workflows Leverage built in workflows to manage compliance process Ensuring Data Quality is the First step to Enterprise SOA and Web 2.0 Clean Master Data
    13. 13. The foundation of dashboard building Visualization and Reporting © SAP 2007 / Page Interactive data visualization Seamless MS Office integration Enterprise class formatted reporting
    14. 14. Dashboards – The ROI is Real <ul><li>50% of companies have ROI of $500K - $1M+ </li></ul><ul><li>Half of all companies achieve positive ROI in less than one year by implementing dashboards </li></ul><ul><li>Dashboards represent 25% - 50% of analytics budgets </li></ul><ul><li>Decision making and visualization represent the highest value and they are key drivers for dashboards </li></ul>Source: Hurwitz Research
    15. 15. Role-based Analytics and Dashboards C-Level Executive Channel Manager Partner Sales Rep SVP of Channels Account / Territory Performance Partner Team Performance Channel Organization Performance Corporate Performance Place the right information into the hands of decision makers at every level of the value chain
    16. 16. Flexible Ad-hoc Reporting <ul><ul><li>Easy-to-use interface for casual end user reporting </li></ul></ul><ul><ul><li>Powerful query features </li></ul></ul><ul><ul><li>Leverage business friendly ‘semantic layer’ to hide complexity </li></ul></ul><ul><ul><li>Self-service reporting and analysis, autonomy from IT </li></ul></ul><ul><ul><li>Simple user interface, designed for the masses </li></ul></ul><ul><ul><li>Combine data from multiple data sources in a single report </li></ul></ul>
    17. 17. Enterprise Query, Reporting and Analysis Analysis and Sharing of OLAP Data – designed for business analysts Enterprise Query and Reporting via the Web Finding relevant information fast with Search
    18. 18. <ul><li>The evolution of Enterprise Business Intelligence </li></ul><ul><li>Best practices for making better informed decisions </li></ul><ul><ul><li>Organizing your data into a single version of the truth </li></ul></ul><ul><ul><li>Cleansing the various silos of information into usable constructs </li></ul></ul><ul><ul><li>Building effective dashboards </li></ul></ul><ul><ul><li>Developing role-based analytics for every level of decision maker </li></ul></ul><ul><ul><li>Incorporating flexible real-time and ad-hoc reporting capabilities </li></ul></ul><ul><li>Summary and future trends </li></ul>Agenda
    19. 19. Benefit: Improved Business Intelligence Deliver unique insights with an integrated platform <ul><li>Understand your most profitable products, best customers and best performing partners </li></ul><ul><li>Gain insights by integrating transactional data from heterogeneous systems with master data for analysis </li></ul>+ TRANSACTIONAL DATA = MASTER DATA BUSINESS INSIGHT
    20. 20. Business Intelligence Delivers For the Channel <ul><li>All Information </li></ul><ul><li>Unified View </li></ul><ul><li>Trusted decision quality </li></ul><ul><li>One Platform </li></ul><ul><li>Complete integrated data and BI services </li></ul><ul><li>Adaptive and extensible services </li></ul><ul><li>Choice of delivery model </li></ul><ul><li>All People </li></ul><ul><li>Full-spectrum BI </li></ul><ul><li>Next generation user experience </li></ul><ul><li>Alignment of teams & business networks </li></ul>Cloud Data Unstructured Data www
    21. 21. Predictive Analysis Deploy anywhere…
    22. 22. Thank you! Jeff Staley SAP America, Inc. 3410 Hillview Avenue Palo Alto, CA 94304 USA T: +1 510 396 0156 F: +1 650 847 2824 [email_address] www.sap.com
    23. 23. Copyright 2007 SAP AG All rights reserved <ul><li>No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP AG. The information contained herein may be changed without prior notice. </li></ul><ul><li>Some software products marketed by SAP AG and its distributors contain proprietary software components of other software vendors. </li></ul><ul><li>SAP, R/3, mySAP, mySAP.com, xApps, xApp, SAP NetWeaver, Duet, Business ByDesign, ByDesign, PartnerEdge and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP AG in Germany and in several other countries all over the world. All other product and service names mentioned and associated logos displayed are the trademarks of their respective companies. Data contained in this document serves informational purposes only. 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