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Today’s Presenters
Brian Booden
• QlikView & BI Architect, Cooper Software
• Communications
Niall Gallacher
• Global Director, Industry Solutions, Qlik
• Communications, Energy & Utilities
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Contents:
• Introduction & Welcome
• Industry Market Drivers & Macro Trends
• Qlik Enterprise Value Proposition & Solutions Kits
• Qlik Energy & Utilities Supply Chain Use Case
COFFEE BREAK
• Cooper Software Best Practice in Telco & OEM
• Customer Experience Analytics Best Practice
• Industry Collateral
• Key Takeaways and Q&A
Communications, Energy & Utilities Industry Forum
5. Communications
Market Drivers
Energy & UtilitiesMarket
Drivers
Complexity
Technology
Internet of
Things
Business
Intelligence
Mergers
Acquisitions
Oil Price [supply & demand]
6. Communications
Market Drivers
Energy & UtilitiesMarket
Drivers
Complexity
Technology
Internet of
Things
Business
Intelligence
Green
Smart
Grid
Smart
Meters
Customer Choice
Improved Analytics
MultimediaCloud
Quad Play
Convergence
CLV
Customer
Lifetime
Value
Digital Marketplaces Big Data Analytics
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Contents:
• Introduction & Welcome
• Industry Market Drivers & Macro Trends
• Qlik Enterprise Value Proposition & Solutions Kits
• Qlik Energy & Utilities Supply Chain Use Case
COFFEE BREAK
• Cooper Software Best Practice in Telco & OEM
• Customer Experience Analytics Best Practice
• Industry Collateral
• Key Takeaways and Q&A
Communications, Energy & Utilities Industry Forum
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Industry Solutions Kits:
• Credit & Collections
• Asset Management
• Customer Experience Management
Functional Solutions Kits:
• Sales Function
• Finance Function
• IT Function
• HR Function
• Procurement Function
Qlik Enterprise Value Proposition
Solution Selling
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Communications Industry Presentations:
• Telecommunications
• Media & Entertainment
Energy & Utilities Industry Presentations:
• Oil & Gas
• Utilities
• Mining
Qlik Enterprise Value Proposition
Key Industry Presentations Align Solutions to Key Business Drivers
13. Enterprise Phased Roll-Out Template
Phase
Department
Finance
Ops
CS
Other
Departments
PHASE
1
PHASE
2
PHASE
4
Credit &
Collections
Financial
Accounts
Spend /
Expenses
Asset
Mgmnt
Network
Operations
Sales
Customer
Insight
Workforce
Planning
Contact
Centre
PHASE
3
HR
Risk &
Complianc
eModify This Slide
Discuss priorities with your client & modify this
template slide to suit their specific needs.
Financial
Planning
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Contents:
• Introduction & Welcome
• Industry Market Drivers & Macro Trends
• Qlik Enterprise Value Proposition & Solutions Kits
• Qlik Energy & Utilities Supply Chain Use Case
COFFEE BREAK
• Cooper Software Best Practice in Telco & OEM
• Customer Experience Analytics Best Practice
• Industry Collateral
• Key Takeaways and Q&A
Communications, Energy & Utilities Industry Forum
19. Quick Survey – How Many Delegates Have the following:
• Sat Nav
• GPS location
• Internet / Bluetooth enabled camera
• Health Band (UP / Fitbit / etc.)
• Heart Rate Monitor
Opportunities That Internet of Things Presents
20. Quick Survey – How Many Delegates Have the following:
• Sat Nav
• GPS location
• Internet / Bluetooth enabled camera
• Health Band (UP / Fitbit / etc.
• Heart Rate Monitor
Opportunities That Internet of Things Presents
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Contents:
• Introduction & Welcome
• Industry Market Drivers & Macro Trends
• Qlik Enterprise Value Proposition & Solutions Kits
• Qlik Energy & Utilities Supply Chain Use Case
COFFEE BREAK
• Cooper Software Best Practice in Telco & OEM
• Customer Experience Analytics Best Practice
• Industry Collateral
• Key Takeaways and Q&A
Communications, Energy & Utilities Industry Forum
22. 22#qonnections
• Supervising Qlik Architect @ Cooper Software
• Certified Designer, Developer, Administrator
• 6 years Qlik experience, 15 years in IT
• 2nd year presenting at Qonnections
• Hexagonal Binning Qlik Sense Extension on
Qlik Branch
• Email: brian.booden@coopersoftware.co.uk
• Twitter: @brian_booden
• Twitter: @cooper_software
• LinkedIn: uk.linkedin.com/in/qlikviewifsexpert
Presenter
Brian Booden
23.
24. Smart Partnering for Communications
Geo-Mapping using IdevioMaps
Brian Booden – Cooper Software
29 April, 2015
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Agenda
• Introduction to Cooper Software
• Smart Partnering with Ciqual and Idevio
• Geo-mapping in the Communications and Utilities sectors
• Delivery and Maintenance Demo
• Mobile Signal KPI Demo
• Summary and Key Takeaways
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Company Profile
• Cooper Software, established in 2005
• Headquartered in Fife, Scotland with a regional office in Manchester
• Product Partners:
– Europe's largest independent supplier of products and services for IFS
– One of the UK’s fastest growing Qlik Partners
– One of the UK’s largest NetSuite Solution Providers
• Profitable & growing business:
– FY’14 turnover: £3m (FY’13: £2m)
– 95% come back to Cooper Software for more business
– 45 full-time staff with a large network of associates & delivery partners
– Diverse market with no reliance on any particular sector
– 250+ technical projects delivered globally including Blue Chip Companies
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Sales Management for IFS
• Analyse Customer Order
quantities, Gross and Net
Sales values, and margins
• Use Google Maps to
geographically plot your
customers’ locations
Our QlikMarket Apps
Finance Ledger for IFS
• Analyse your Balance Sheet
and P&L by Account, Account
Group and Cost Centre
• Analyse General Ledger
vouchers, at transactional
level.
On Time Delivery for IFS
• Analyse Aging Orders
• Full Visibility of Late and On
Time Deliveries
• Forecast, Planned and
Promised orders
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The Value of Smart Partnering between System Integrators and Technology Partners – Qonnections 2014
Combination of a unique value
proposition or solution developed with 2
or more complementary partners and Qlik
– resulting in exponential positive impact
“ “
Smart Partnering
• Focused on a specific business challenge or area/industry
• Drives value for all partners (defined value: based on each partner’s KPI)
• Gains commitment from all partners to invest: people, money, marketing
and communication, and GTM
• Includes a plan with time lines and actions from all partners
• Conducts regular governance and pipeline reviews
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Qlik Solution Provider
• Official Partner with Idevio for over 2 years
• Specialists in utilising IdevioMaps for QlikView
• Great experience in optimising data models for geo-mapping
Matching The Partners
Qlik Technology Partner
• Providers of IdevioMaps QlikView Extensions
• Extension also available for Qlik Sense
• Experts in geo-mapping and optimisation
Qlik OEM Partner
• Specialists in Mobile Customer Experience
• Bespoke mobile app to collect KPI data
• Existing QlikView apps to analyse data in a non-Geo capacity
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How It Flows…
• Professional Services
Request
• Mutual contacts shared
• Experience in Geo-
Mapping needed
• Bespoke updates to
IdevioMaps Extension
• Heatmap Colours
• Navigational elements for
Scatter Chart
• Local Apache Web Server
• Installation of Apache Web
Server
• Performance optimisation
• IdevioMaps
Parameterisation
• Smart Partner “match”
• Mutual contacts
shared
• Setup of Commercials
Smart Partnering Flow
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Qlik®
Customer Snapshot
Challenges
• How to visualize complex Cell data in a meaningful
manner?
• Data volumes, JSON and extension limitations
• Multiple KPIs to map
• Variable Thresholds
• Existing model did not support geo-analysis
• Slow user experience due to Idevio hosted servers
Solution
• Heat Map and Bubble Map via IdevioMaps Extension
• Native QlikView scatter map implementation
• Data model optimized for geo-mapping
• Excel sheet to manage thresholds and Variablised, Centralised
solution
• Local installation of Apache Idevio to bolster app response times
Benefits
• Easy to understand visualisation
• Responsive, extensible app
• Maintainable from outside of QlikView
• Pioneering alternative to 3rd party mapping solutions such as
http://opensignal.com/
Heat maps for Cell Signals
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Data Modelling
• Reduce fields and data set wherever possible
• Automated variables from external source like Excel
• KPI pre-aggregation in Edit Script. If it is possible, do it!
Best Practice & Lessons Learned
Apps and Objects
• Variables are essential!
• Scatter Plot – Advanced Mode
• Bubble Sizes – consider using Dual()
Extensions and Geo-Mapping
• Always be wary of data volumes with extensions
• Use variables to sync expressions between extensions
and standard QlikView Objects
• Is your latitude / longitude granularity correct?
• Use multiple extension objects with Show Conditions
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• Smart Partnering can be hugely beneficial to all parties
• Your competitors can also be your assets
• Leverage Qlik – can they assist you with Smart Partnering ideas?
• Geo-Mapping is valuable tool to have to give a different slant on data
• Telecoms industry needs this analysis and innovation
Summary and key takeaways
• Great opportunity for Qlik to fill this space
• Put the time into data modelling
• Check out my LinkedIn Blog on Qlik Smart
Partnering
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Contents:
• Introduction & Welcome
• Industry Market Drivers & Macro Trends
• Qlik Enterprise Value Proposition & Solutions Kits
• Qlik Energy & Utilities Supply Chain Use Case
COFFEE BREAK
• Cooper Software Best Practice in Telco & OEM
• Customer Experience Analytics Best Practice
• Industry Collateral
• Key Takeaways and Q&A
Communications, Energy & Utilities Industry Forum
46. 46#qonnections
Contents:
• Introduction & Welcome
• Industry Market Drivers & Macro Trends
• Qlik Enterprise Value Proposition & Solutions Kits
• Qlik Energy & Utilities Supply Chain Use Case
COFFEE BREAK
• Cooper Software Best Practice in Telco & OEM
• Customer Experience Analytics Best Practice
• Industry Content & Collateral
• Key Takeaways and Q&A
Communications, Energy & Utilities Industry Forum
47. 47#qonnections
Industry Solutions Forum Sessions
Session Date
S04 Industry Forum - Manufacturing and High Tech Monday
Part I 15:10 – 16:10; Part 2 16:20 – 17:20
S05 Industry Forum - Financial Services: Insurance Monday
Part I 15:10 – 16:10; Part 2 16:20 – 17:20
S06 Industry Forum - Healthcare Monday
Part I 15:10 – 16:10; Part 2 16:20 – 17:20
S28 Functional Forum – Finance Monday
Part I 15:10 – 16:10; Part 2 16:20 – 17:20
S13 Industry Forum – Supply Chain Management Tuesday
Part 1 10:30 – 11:30; Part 2 11:40 – 12:40
S26 Industry Forum – Retail and Services Tuesday
Part 1 16:20 – 17:20; Part 2 17:30 – 18:30
S27 Industry Forum – Public Sector Tuesday
Part 1 16:20 – 17:20; Part 2 17:30 – 18:30
S07 Functional Forum – Human Resources Tuesday
Part 1 16:20 – 17:20; Part 2 17:30 – 18:30
S29 Industry Forum – Financial Services: Banking, Securities, and
Investments
Tuesday
Part 1 16:20 – 17:20; Part 2 17:30 – 18:30
S36 Industry Forum – Communications, Energy and Utilites Wednesday
Part 1 11:00 – 12:00; Part 2 12:10 – 13:10
S37 Functional Forum – Sales Performance Wednesday
Part 1 11:00 – 12:00; Part 2 12:10 – 13:10
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Global Solutions Programs
Integrated set of activities across multiple channels
Optimized for the key personas in buyer’s journey
Intended to help drive from initial interest through to an opportunity
Will run globally for over multiple quarters…. it’s a sustained effort!
The sum of the parts is what will make this successful!
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2015 Global Solutions Programs
Sales Performance
Highest # of customers
Large user populations
Applies to every
industry/geo
Solution content exists
Easy to grasp
Supply Chain
Area of strong success
Related to top Qlik
industries
Applies to most
geographies
Solution content exists
Healthcare
Strong industry
success
Repeatable use cases
Cross functional
success
Some dedicated field
Solution content exists
Aligns all field channels: Marketing, Sales, Presales, Services, Hub, Partners
Integrated tactics: Content, Website, Industry Events, AR/PR, Lists,
Evangelism, Advertising, Hub PowerPlays, Webinars, etc.
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What’s in it for You?
Open new doors with new buyers
Larger opportunities Support from Qlik
New content to help you sell & market
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Sample Program Framework
Persona Based Nurture Programs
Attract Engage Convert
Event in a Box Kits:
Social – Blog,
Paid and Kit
Search
Content
Syndication
Industry Events &
Associations
PR
Different content available to attract, engage
and convert key solution personas throughout
the buyer’s journey.
Web
Persona Based Nurture Programs
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Solutions Program Partner Engagement Model
Strategic Marketing Engagement
• By application
– Expertise partners
• Partnership marketing
– Strategy and goal alignment
• Joint execution
– Market reach and scalability
• Integrated activities
– Attract, engage and convert
Qlik Partner Marketing Services
• Turn-key execution
– Customizable, co-branded assets
• Intelligible marketing tactics
– Scaled demand generation
• Effective deployment
– Attract, engage and convert
• Tools and processes
– Marketing automation platform
A tiered engagement model
Education and enablement: resources and materials and the keys to success
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Sales Performance Program in QPMS
Attract Tactics [Available this week]
• Web content syndication – a hands-free way to keep your website current with
the latest Qlik solutions content
Engage & Convert Tactics [Available now]
• Persona Based Email Campaigns
– Engage: Sales Operations
• Touch 1: Gartner on-demand webinar
• Touch 2: Qlik whitepaper
• Touch 3: Qlik Sense Desktop download
– Engage: Sales Leader
• Touch 1: Aberdeen whitepaper
• Touch 2: *Video
– Convert: All Sales
• Touch 1: Gartner Magic Quadrant
• Touch 2: ROI calculator (face-to-face meeting)
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Get Involved in Solutions Programs
Qlik Partner Marketing Services Workshop
• Tuesday, April 28th 1.30pm – 3.40pm CDT (Morocco)
Attend the Upcoming Program Enablement Session
• Thursday, May 7th
Reach out to Qlik
• Work with your Partner Marketing Manager to determine which
program engagement model best suits you
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Why Qlik Market?
Showcase your Products
Market your Services
Increase Revenue
For more information
Visit the Qlik Market Solutions Lounge or email us at qlikmarket@qlik.com
Qlik Market Team: Jasbir Gill and Michael Duval
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Qlik Market is a central repository for partner developed
apps, connectors and extensions leveraging the QlikView
and Qlik Sense Business Discovery platform.
What is Qlik Market?
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Customers
• Central repository of solutions; customers don’t need to search the web
• One-stop shop for a wide array of solutions to expand the Qlik platform
Partners
• Provides another marketing opportunity for products and services
• Creates revenue opportunities for developed assets
• Fosters collaborative relationships between partners
Qlik
• Powerful presales tool leveraging existing solutions to solve specific needs
• Generates indirect revenue as customers require more licenses from
using partner solutions acquired via Qlik Market
Benefits for………
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Strong support from Partners
• 187 partners have solutions
• 288 solutions posted
• 8-10 solutions approved every
month
• Solutions include Applications,
Extensions and Connectors
• By region
• By partner type
Continued interest in solutions
• Over a million page views
• Over 65,000 click-throughs
• Over 6% conversion rate
• More than 63% traffic on Qlik
Market is from customers
Continued Success of Qlik Market
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Qlik Market 2.0 is coming………
• We are looking for your feedback, suggestions on ways to
improve customer experience on Qlik Market.
• We also want to learn what will motivate you to become active
on Qlik Market.
Come talk to Jasbir Gill and Michael Duval at the Qlik Market Q-bar
or email us at qlikmarket@qlik.com
Your feedback
62. 63#qonnections
Contents:
• Introduction & Welcome
• Industry Market Drivers & Macro Trends
• Qlik Enterprise Value Proposition & Solutions Kits
• Qlik Energy & Utilities Supply Chain Use Case
COFFEE BREAK
• Cooper Software Best Practice in Telco & OEM
• Customer Experience Analytics Best Practice
• Industry Collateral
• Key Takeaways and Q&A
Communications, Energy & Utilities Industry Forum
63. 64#qonnections
Enterprise Sales – Qlik Platform
• Position Qlik Solutions mapped out in a wider vision driving value
• Leverage Qlik Global Solution Program Campaigns
– Supply Chain Analytics
– Sales Performance / Customer Experience
Our thanks are extended to Brian Booden for his support
demonstrating two outstanding Enterprise use cases.
Summary And Key Takeaways
64. 65#qonnections
Feedback Survey
• Please complete the track session survey via the mobile app
• Access the track session survey through the mobile app
• Enter track session code S36
• Provide your feedback
