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Paul Parter, Sr. Director R&D Concur Technologies SIIA On-Demand IBM Preconference Workshop, Oct 28, 2009
Introduction Concur Technologies <ul><li>The Market Leader for On-Demand Employee Spend Management  </li></ul><ul><li>Foun...
A Common Point of Reference: What is Employee “Spend”? Fact:  Employee spend typically represents  8-10%   of your total o...
Concur Technologies Reporting Concur  Intelligence Book Trip Concur  Cliqbook  Travel Concur  Expense Concur  Pay Concur  ...
Situational Overview Market Need Offering Goal <ul><li>Enhance our Service  </li></ul><ul><ul><li>Stay the market leader <...
Solution Overview Solution Solution <ul><li>Cognos BI platform </li></ul><ul><li>2 tier approach </li></ul><ul><ul><li>Bas...
<ul><li>Great Tools: </li></ul><ul><ul><li>Powerful reporting tools - Cognos </li></ul></ul><ul><ul><li>Authoring – create...
Data becomes  information and  becomes  actionable
Are Travelers Using the Booking Tool? <ul><li>Was that a peak in April? </li></ul><ul><li>Have the policy changes really t...
 
 
Solution Value to Concur Top 3 Values Delivered by the Offering/Partnership <ul><li>Market Leadership </li></ul><ul><ul><l...
What advice would you offer other SaaS/Cloud ISVs? Top 3 Takeaways <ul><li>Look for ways to expand your footprint within t...
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SIIA OnDemand Pre Conference Concur

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Presentation Delivered at the 2009 SIIA OnDemand Pre-Conference in San Jose, CA

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SIIA OnDemand Pre Conference Concur

  1. 1. Paul Parter, Sr. Director R&D Concur Technologies SIIA On-Demand IBM Preconference Workshop, Oct 28, 2009
  2. 2. Introduction Concur Technologies <ul><li>The Market Leader for On-Demand Employee Spend Management </li></ul><ul><li>Founded in 1993 </li></ul><ul><li>1100 person global company </li></ul><ul><li>Offices in Redmond WA, Minneapolis, Virginia, London, Paris, Prague </li></ul><ul><li>9,000 clients of all sizes running on various platforms </li></ul><ul><li>Clients in 90 countries </li></ul><ul><li>Process $35B in spend a year </li></ul><ul><ul><li>Enabling organizations to globally control costs by automating the processes they use to manage employee spending </li></ul></ul>
  3. 3. A Common Point of Reference: What is Employee “Spend”? Fact: Employee spend typically represents 8-10% of your total operating expenses Answer: Employee discretionary spending Source: Aberdeen Group Employee Purchases Meals, gifts, incentives, services, supplies, fees, maintenance, utilities, etc. Business Travel Airfare, car, hotel, meals, entertainment, etc.
  4. 4. Concur Technologies Reporting Concur Intelligence Book Trip Concur Cliqbook Travel Concur Expense Concur Pay Concur Audit <ul><li>One Platform </li></ul><ul><li>One Service </li></ul><ul><li>One User Experience </li></ul><ul><li>One Set of Reconciled Data </li></ul>Take Trip Complete Expense Report Audit/ Back Office Payment
  5. 5. Situational Overview Market Need Offering Goal <ul><li>Enhance our Service </li></ul><ul><ul><li>Stay the market leader </li></ul></ul><ul><ul><li>Improve client satisfaction </li></ul></ul><ul><li>Expand the offering </li></ul><ul><ul><li>Increase Revenue </li></ul></ul><ul><ul><li>Increase “Stickiness” </li></ul></ul><ul><li>Solve client requests around Reporting and Analytics </li></ul><ul><li>Great Reporting </li></ul><ul><ul><li>SAAS </li></ul></ul><ul><ul><li>Flexible </li></ul></ul><ul><ul><li>Self service </li></ul></ul><ul><ul><li>Self authoring </li></ul></ul><ul><li>Combined data </li></ul><ul><ul><li>Travel </li></ul></ul><ul><ul><li>Credit Card </li></ul></ul><ul><ul><li>eReceipt </li></ul></ul><ul><ul><li>Expense Report </li></ul></ul><ul><li>More then just reports </li></ul><ul><ul><li>“ Actionable Analytics” </li></ul></ul>
  6. 6. Solution Overview Solution Solution <ul><li>Cognos BI platform </li></ul><ul><li>2 tier approach </li></ul><ul><ul><li>Basic reporting – free </li></ul></ul><ul><ul><li>Premium reporting ($) </li></ul></ul><ul><li>Integrated system </li></ul><ul><ul><li>Users managed in our application </li></ul></ul><ul><ul><li>SSO into Cognos </li></ul></ul><ul><ul><li>Data consistency </li></ul></ul><ul><li>Set of standard reports (templates) </li></ul><ul><li>Documentation </li></ul><ul><li>Self service training kit </li></ul><ul><li>Training classes ($) </li></ul><ul><li>Premium Services ($) </li></ul>Internal Requirements <ul><li>Client Support </li></ul><ul><ul><li>Standard Offering </li></ul></ul><ul><ul><li>Standard DB layout </li></ul></ul><ul><ul><li>Standard Model </li></ul></ul><ul><li>Operations </li></ul><ul><ul><li>Easy to deploy </li></ul></ul><ul><ul><li>Easy to monitor </li></ul></ul><ul><ul><li>Efficient ETL process </li></ul></ul><ul><ul><li>Good Performance </li></ul></ul><ul><li>Business </li></ul><ul><ul><li>Affordable for clients </li></ul></ul><ul><ul><li>Profitable for Concur </li></ul></ul>
  7. 7. <ul><li>Great Tools: </li></ul><ul><ul><li>Powerful reporting tools - Cognos </li></ul></ul><ul><ul><li>Authoring – create your own reports </li></ul></ul><ul><ul><li>100+ Standard reports – “ready to use” or “modify and save” </li></ul></ul><ul><li>Standard BI Benefits </li></ul><ul><ul><li>Analyze your spending </li></ul></ul><ul><ul><li>Analyze your processes </li></ul></ul><ul><ul><li>See trends and make projections </li></ul></ul><ul><ul><li>Identify places to save money </li></ul></ul><ul><li>Unique Benefits </li></ul><ul><ul><li>Based on our unique set of data </li></ul></ul><ul><ul><ul><li>Reserved vs actual spend </li></ul></ul></ul><ul><ul><ul><li>Corporate rate vs actual spend </li></ul></ul></ul><ul><ul><ul><li>Fraud reporting </li></ul></ul></ul><ul><ul><ul><li>Process Adjustments (audit rules, work flows, etc) </li></ul></ul></ul><ul><ul><ul><li>Future: Travel cost advice, Budgeting, and more </li></ul></ul></ul>Benefits/Value/Return for Client (1200 clients)
  8. 8. Data becomes information and becomes actionable
  9. 9. Are Travelers Using the Booking Tool? <ul><li>Was that a peak in April? </li></ul><ul><li>Have the policy changes really taken affect? </li></ul><ul><li>Will this usage trend continue? </li></ul>
  10. 12. Solution Value to Concur Top 3 Values Delivered by the Offering/Partnership <ul><li>Market Leadership </li></ul><ul><ul><li>Concur maintaining and expending our lead </li></ul></ul><ul><ul><li>Partnering with the market leader in BI </li></ul></ul><ul><li>Revenue </li></ul><ul><ul><li>Increased revenue </li></ul></ul><ul><ul><li>Increased stickiness </li></ul></ul><ul><li>Client satisfaction </li></ul><ul><ul><li>Better tools </li></ul></ul><ul><ul><li>Actual savings </li></ul></ul><ul><ul><li>NPS scores are up </li></ul></ul>
  11. 13. What advice would you offer other SaaS/Cloud ISVs? Top 3 Takeaways <ul><li>Look for ways to expand your footprint within the client base and to expand your revenue </li></ul><ul><li>Look for unique value within your application or your data </li></ul><ul><li>Supportability </li></ul><ul><ul><li>Standard offering – custom offering are hard to sustain </li></ul></ul><ul><ul><li>Plan and build internal tools – not as an after thought </li></ul></ul><ul><ul><ul><li>Monitoring, file transfer, logging, support access </li></ul></ul></ul><ul><ul><li>Think about processes: on-boarding, deployment, support </li></ul></ul><ul><ul><li>Think about end user training </li></ul></ul><ul><ul><li>Self service / easy to use </li></ul></ul>

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