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Performance Management & Analytics Workshop

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This session provides the opportunity for partners to understand the IBM & Aline Performance Management & Analytics Workshop for clients. This third-party offering has provided excellent results around performance management & analytics. CFOs love this event, and Business Partners across all industries should be driving these opportunities for their clients.

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Performance Management & Analytics Workshop

  1. 1. Performance Management & Analytics Workshop Roland Mosimann, Aline
  2. 2. Round Table Outline Performance Management and Analytics Workshop • Introduction and Overview • Performance Management Framework • Demo and Role Play • Using it with your Clients
  3. 3. Performance Management & Analytics Workshop Overview • What is it? – A business simulation game where participants role play as executive team, newly hired to “turn around” company performance within four quarters – A showcase of all different IBM Business Analytics and Information solution capabilities in a comprehensive business scenario – An example of fully integrated transaction data across LOBs and business functions in all areas of the business (Finance/Sales/Marketing/SCM/HR) • What is it’s purpose? – First and foremost, as great tool to sell software by • Providing one streamlined business value message to clients • Creating a highly interactive, informal and ‘fun’ client event • Giving clients a chance to ‘test drive’ the vision of a CFO Value Integrator • How is it used? – With New Prospects = To accelerate sales cycles by focusing on business value vs features and functions – With Existing Clients = To identify and create up-sell/cross-sell opportunities by demonstrating value of cross-functional information and analytics
  4. 4. Aline (BII) History with Cognos and IBM since 1995 • The Multidimensional Manager (1995) explained OLAP and BI in terms of business value by function, over 500,000 copies published. • 24 Ways Framework and Programs underpinned book and defined 24 ‘information sweet spots’ or Ways to Impact the Bottom Line with dimensionality and analytics in contrast to traditional ‘query &reporting’ terms. • The Performance Manager book series and PM Framework for Manufacturing, Life Sciences, Banking, Insurance, Retail and Government • PM & Analytics ‘event’ series / services, including: • Half and full day workshops • Accelerator Service, short facilitated sessions to raise awareness around PM value and flag most important areas of opportunity • Priority Road Map Service, ‘As Is” interviews, reporting and data environment is organized into order-of-magnitude ‘cost/benefit’ heat map based on PM Framework to achieve consensus on business and IT • Industry role based frameworks with Dimensional Attributes, KPIs, Metrics and User Profiles for Manufacturing, Banking, Insurance, Services, Pharma verticals.
  5. 5. Round Table Outline Performance Management and Analytics Workshop • Introduction and Overview • Performance Management Framework • Demo and Role Play • Using it with your Clients
  6. 6. Performance Management Framework • A framework for highlighting and prioritizing performance drivers of shareholder value in: – Financial Management – Revenue Management – Expense Management – Strategic Asset Management • A framework for aligning information and analytics with corporate goals, strategy and business objectives to optimize performance and manage risk across the enterprise. • A framework for matching capability requirements with decision-making cycles and with different roles, responsibilities and collaboration demands – How are we doing? Scorecards and dashboards monitor the business with KPIs and metrics (e.g. Executives) – Why? Reporting and analytics provides the ability to look at historic data and understand trends and anomalies , mine data for predictive outcomes and share findings with others (e.g. Business Analysts) – What should we be doing? Planning, forecasting and ‘What If’ scenarios help you establish a reliable view of the future (e.g. Financial Analysts)
  7. 7. Manage data and content over its lifetime and as part of processes Performance Management and Analytics = Unlocking the Value of Information Customer & Product Profitability Multi-Channel Marketing Business Optimization Flexible Architecture for Leveraging Existing Investments Other Information Sources Establish and maintain an accurate, trusted view of information Plan, understand and optimize business performance IBM Information Agenda End-to-End Capabilities
  8. 8. DrivingDriving Smarter DecisionsSmarter Decisions for better business outcomes Through the strategic application of Business AnalyticsBusiness Analytics Software • Cut Costs • Improve Profits • Drive Cash Flow • Manage Risk • Explore New Opportunities • Compliance & Governance
  9. 9. Optimizing Business Performance IT SALES MARKETING CUSTOMER SERVICE HR OPERATIONS PRODUCT DEVELOPMENT FINANCE Decide & Act
  10. 10. How are we doing? IT SALES MARKETING CUSTOMER SERVICE HR OPERATIONS PRODUCT DEVELOPMENT FINANCE What is Happening? Why? What is Likely to Happen?
  11. 11. Immediate Insights to Business Performance ?? Decide & Act What is happening? Scorecards & Dashboards For Example…….
  12. 12. ?? Decide & Act What is happening? Reports Immediate Insights Scorecards & Dashboards For Example……. Immediate Insights to Business Performance
  13. 13. ?? Decide & Act What is happening? Reports Real Time Monitoring Immediate Insights Scorecards & Dashboards Immediate Insights to Business Performance For Example…….
  14. 14. Decide & Act Decide & Act Why? Decide & Act Scorecards & Dashboards Deeper Analysis of Trends & Patterns Ad Hoc Query For Example…….
  15. 15. Ad Hoc Query Trend & Statistical Analysis Decide & Act Decide & Act Why? Decide & Act Deeper Analysis of Trends & Patterns For Example…….
  16. 16. Ad Hoc Query Trend & Statistical Analysis Decide & Act Decide & Act Why? Decide & Act Deeper Analysis of Trends & Patterns Content Analytics For Example…….
  17. 17. How are we doing? Decide & Act What is Likely to Happen? What if Foresight to Plan & Allocate Resources For Example…….
  18. 18. How are we doing? Decide & Act What is Likely to Happen? What if Predictive Modeling Foresight to Plan & Allocate Resources For Example…….
  19. 19. How are we doing? Foresight to Plan & Allocate Resources Decide & Act What is Likely to Happen? What if Predictive Modeling Planning & Budgeting For Example…….
  20. 20. Decide & Act IT SALES MARKETING CUSTOMER SERVICE HR OPERATIONS PRODUCT DEVELOPMENT FINANCE Informed, Aligned Decisions and Actions
  21. 21. Performance Management Framework: The Performance Manager* Financial Management Expense Management Revenue Management Asset Management *The book is available from IBM in seven industry editions. rimary Areas, 42 Decision areas with related KPI´s Decide & Act
  22. 22. Decide & Act Decision Areas (Sample) Sales results Customer/product profitability Sales tactics Sales pipeline Sales plan variance Market opportunities Competitive positioningProduct life cycle mgmt Pricing Dem and generation Marketing Decision Area – Demand generation
  23. 23. Decision Areas – Cross-Functional Perspective
  24. 24. Round Table Outline Performance Management and Analytics Workshop • Introduction and Overview • Performance Management Framework • Demo and Role Play • Using it with your Clients
  25. 25. Workshop and Business Simulation • Typically, a PM & A Workshop takes 3-4 hours • The participants play the game as a business executive team, newly hired to “turn things around” • If we had the time to do the full business simulation game, here’s what would happen: – Divide into teams – Introduce a fictitious company – Look at reports on the company’s key performance results for last three years – Receive a challenge to improve next year’s results – Decide where to invest to achieve targets – Enter your decisions into the simulator • In the interest of time, I’m going to give you an quick demo
  26. 26. Business Context Alpha  mass product (commodity)  small growth rates/ margins  consumer appliances Charger  well established product  good growth rates and margin  mobile devices Nova  new innovative product  high growth rates and margins  medical diagnostic equipment The Company The Products Geography  North America  Europe  Asia-Pacific Business Model:  B2B
  27. 27. Start with Income Statement @ Year-end 2009 What stands out? Distribution costs are way up R&D is way down
  28. 28. Product Mix Market Size by Segment & Product What stands out? Alpha is Low segment only Nova & Charger demand is from High & Medium segments
  29. 29. Region Mix Market Size by Region & Segment What stands out? High & Medium segments are critical for North America Low segment is only important in AsiaAsia
  30. 30. Sales Growth Market Size Timeline by Region What stands out? Decent growth in North America & Asia Europe is lagging
  31. 31. Market Size Market Size, Margin & Growth Choose a Strategy by Segment • Lower Margin • Higher Margin
  32. 32. During Q1 & Q2 we made these decisions: • We decided on a two-prong Market Strategy – Exploit commodity product: Alpha in Asia/Low Segment – Emphasize newer, higher margin products in NA & Europe in High & Medium Segments • We realigned the sales force – We assigned sales people by customer type (ABC) – We designated customer type based on market opportunity • We restarted R&D spending – Prior management cut R&D to minimal levels • We did not tackle distribution costs
  33. 33. Round Table Outline Performance Management and Analytics Workshop • Introduction and Overview • Performance Management Framework • Demo and Role Play • Using it with your Clients
  34. 34. Using it with your Clients Performance Management & Analytics Workshops Available: • Half day format – Typically focused on Revenue Mgt only – Often a multi-client setting (e.g. Marketing event) • Full day format – Revenue & Expense Mgt – Often single client (e.g. Sales In House event) • From either/or – IBM = worldwide locations scheduled over year – Aline = North American events – PMSI* = EMEA events – YOU = training and certification available * Aline affiliate based in London
  35. 35. Using it with your Clients General process for using workshops with your clients 1. Introductory call with Aline, including a web based walkthrough of workshop 2. Attend a workshop (IBM scheduled event or request from Aline/PMSI) 3. ‘Test’ a workshop either internally or with client(s) 4. Determine workshop strategy / use a) Plan and order events from Aline/PMSI b) Get trained and certified to conduct your own events Note: Training and certification takes 2-3 days in 2+ hour increments spread over time.
  36. 36. Contact Information Aline 680 American Avenue, Suite 100 King of Prussia, PA 19406 +1 484-688-8300 www.AlineGRC.com

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