Transcript BPIO U Business Intelligence - Center

BPIO University
Business Intelligence
INTRODUCTION TO BUSINESS INTELLIGENCE
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Better Insight and Visibility
A need that exists throughout the organization
CEO
Operations Manager
Sales Director
Planning Analyst
Sales Rep
Customer Support Rep
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Information Overload
Scorecards
Spreadsheets
IM/chat
Newspapers
Financial reports
Documents
Meetings
Email
Portals
Business books
Slide decks
Webcasts
Presentations
RSS feeds
Project plans
Intranet
Blogs
Dashboards
Magazines
Television reports
Internet
Analytic
applications
Charts and graphs
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The IT Dilemma With Business Intelligence Today
Deliver business needs while managing cost and complexity
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Gartner CIO Study Results
1,400 surveyed in 30+ countries representing $90B+ in IT Spending
“Business Intelligence will surpass security as
their [CIOs] top technology priority this year.”
- Gartner
Average BI budget will increase by 4.8%
InformationWeek article on BI Spending
77% of respondents
Less than a quarter of workers use BI software today
Only 8% report more than half of employees use BI software
But 38% say more than half of their employees will use
BI software in two years
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Today’s BI Reality for Most Organizations
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The Microsoft BI Difference
+
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Microsoft Business Intelligence
Vision and strategy
providing business insights to
all employees leading to better,
faster, more
Complete and integrated
BI and Performance
Management offering
Agile products that adapt to
how your need the information
Built on a trusted part
of your IT backbone
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A Complete BI Offering
Delivering pervasive value across the enterprise
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Delivering the Right BI Tool
Every role in the organization
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Business Intelligence Sub-Capabilities
Data
Management
Information
Delivery
Performance
Management
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Data Management
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Data Management Challenges
Organizations face a convergence of factors
End User Challenges
 Users want to consume data no
matter their location and with a
variety of devices
IT Challenges
 Proliferation of new data types
which organizations must keep
track of
 SOX, BASEL II, HIPPA and others
require organizations to store
data more securely for longer
periods of time and higher levels
of privacy
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Integrate and Manage Data
Next generation data warehousing
Build Faster
Connect to data
Cleanse data
Integrate data
Manage Efficiently
Efficient Data Storage
Manage mixed workloads
Streamline Aggregates
Scalable Performance
DW Query Optimizations
Enhanced Partitioning
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Information Delivery
Query, Reporting, & Analysis
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Information Delivery Challenges
Organizations face a convergence of factors
End User Challenges
IT Challenges
 Difficult to find the right content,
data and people
 Cost of training and low end user
adoption of new tools
 Disintegrated islands of
information and applications
 Data stored in multiple data
sources
 Steep learning curve for new
tools
 Need scalable and reliable report
processing
 Diverse analytical needs
 Inefficient report development
process
 Rapid, ad hoc decision support
 Enablement of end user data
access and analysis
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Ready Information for Self Serve Access
Build on an open analytic platform
Reporting
Services
PerformancePoint
Server
Microsoft
SharePoint
SQL
Server
Excel
Oracle
DB2
Teradata
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Performance
Management
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The Value of Performance Management
Why performance management matters to customers
“Companies in the top quartile in terms of their BPM practices … generate 2.4 times the threeyear total shareholder return of the typical company in their industry”
Hackett Group, reported in Business Performance Management Magazine, February 2007
50% of large companies “believe that a gap exists between their company's ability to formulate
and communicate sound strategies and its success at implementing them.”
OnPoint Consulting, reported in Business Finance Magazine, November 2006
95% of a typical workforce does not understand how the organizational
goals and objectives relate to their jobs
Strategy and Execution in Performance Management, Palladium Group/BSCOL, 2007
“Business Intelligence (BI) is the #1 priority for CIO’s to deliver on in 2008.”
Gartner, January, 2008
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Performance Management Challenges
Organizations face a convergence of factors
End User Challenges
IT Challenges
 Poor communication and
execution of corporate strategy
 Multiple users, multiple tools
 Lack of accountability
 Disintegrated systems
 Inconsistent performance metrics
 Long budget cycles
 Flexible and scalable budgeting
and planning architecture
 Lack of transparency in the data
 Regulatory compliance
 Decentralized business logic
 Manual consolidation
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Need for an Integrated Approach
Aligning past information, present conditions, and future outcomes
What is Happening?
Scorecards and Dashboards
What happened?
Why did it happen?
Reporting
Analytics
What will happen?
What do I want to happen?
Forecasting
Planning, Budgeting,
Consolidation
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Integrated Business Intelligence Offering
Drives adoption throughout the enterprise
DELIVERY
END USER TOOLS AND PERFORMANCE MANAGEMENT APPLICATIONS
BI PLATFORM (RDBMS, ETL, OLAP, Reporting)
Mainframe/
Departmental
Systems
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Give Business Intelligence to Everyone
Empower more users with powerful analysis capabilities in Excel
Easily access LOB data
Setup your most common data connections once with
the Data Connection Library
Enhanced support for SQL Server 2005 Analysis
Services Cubes
Analyze the data with powerful, easy to use tools
Identify trends with improved conditional formatting
Improved PivotTable views are approachable to all
Advanced filtering and sorting
Share your analysis with others safely
Be selective to publish entire spreadsheets or single
components to Excel Services on SharePoint Server
Manage permissions and protect data
Use Excel Web Parts to create meaningful dashboards
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Provide End User Access
Through familiar Microsoft Office products
Excel
Great cross product investments optimizing
Excel as analytical client for Analysis
Services.
Agile and Familiar environment.
Rapid, ad-hoc decision support.
Enables advanced modeling and calculations
not yet formalized into a database-driven
system.
Rich Web Analysis
Great cross product investments optimizing
PerformancePoint as thin analytic client for
Analysis Services.
Rich web capabilities for data exploration.
Embedded into dashboards for guided and
contextual root cause analysis.
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Provide Powerful Predictive Analysis
Bring data mining to the masses
Enable easy to use predictive
analysis
At every desktop
For every information worker
Through three powerful add-ins
Predictive capabilities readily
available for business users in
Excel
Data mining client for building
data mining models in Excel
Data mining templates for
project visualization in Visio
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Demo
Capability Based Demo
Enterprise Performance Management
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CUSTOMER VALUE
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Hotel / Casino Enhances Operational Efficiency
Business Intelligence saves U.S. $400,000
“SQL Server will enable us to understand our operational decisions
better, understand our customer decisions better, and translate that
understanding into an even better bottom line.”
David Farlin, Borgata VP of IT and Chief Information Officer

Borgata needed
sophisticated
database software to
manage an online
recruiting site to
quickly hire 5,000
employees
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Stored procedures
and triggers in
Microsoft SQL Server
enabled PeopleSoft
to pass custom
information to an
enterprise portal,
providing custom
views of the site
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One time savings of
U.S. $400,000
Projected additional
savings of $153,000
over five years
Lower staffing
requirements
Business Intelligence
to boost customer
satisfaction
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Restaurant Franchise Unlocks Data
Access to create single service report saves U.S. $45,000 annually
“We’re getting data we just couldn’t get otherwise. If the parameters
were large, our old system would time out before we could even get
data. Now we run reports right out of our Performance Management
solution; it’s easy.”
Paul Mullin, Culver’s business analyst

Though Culver’s Site
Operations system gathered
a lot of data, the company
lacked an efficient method
for analyzing it. Getting the
information needed to make
decisions involved highly
manual reporting processes
that bogged down
operational staff and
franchise business partners.
The difficulty of analysis
meant that many decisions
were based on intuition
rather than hard numbers .

The Microsoft BI
solution gives CFSI
easy access to the
data needed to make
better decisions and
improve store
operations, while
vastly reducing
reporting time.
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CFSI now gets early
warning of
underperforming
stores.
Franchise partners
no longer waste time
on reporting – many
reports are generated
by CFSI’s business
analyst in a matter of
minutes.
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Video
Premier Bankcard
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PARTNER OPPORTUNITY
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AMR Research 2008 BI Market Projection
“Global BI/PM spending will top $57.1 Billion in 2008…”
“In the United States, BI and analytic infrastructure software
shows double-digit growth at the expense of other categories.”
“Global BI/PM services spending is back on track.”
“Companies are split on the market consolidation effect.”
“Broad BI/PM expansions are on tap for 2008.”
“Initial 2009 spending plans look solid.”
Source: AMR Research:“The Business Intelligence and Performance Management Spending Report,
2008-2009: Inside the $57.1B Market,” (May 09, 2008)
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Business Intelligence
A space where Microsoft is growing
Microsoft is the Execution
Leader
Microsoft is growing 2X
the competition
Microsoft now has a
complete offering
PPS CAL growth of
+178.8% in RY08
Sources: Magic Quadrant for Data Warehouse Database Management Systems, 2007 - 10 October 2007
Magic Quadrant for CPM Suites, 2007 - 19 December 2007
Magic Quadrant for Business Intelligence Platforms, 2008 - 1 February 2008
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Typical Deal Parameters
Early large BI full stack deal survey
Microsoft research: 25 large deals (>2K seats) studied in detail for
purchasing dynamics - combined nearly 100K CALs
Summary of Findings
IT led purchases on the majority of large deals
Partner Guidance
IT tending to push rationalization of BI tools and
applications for IWs
BDMs and TDMs sponsor deals 50/50
Typical motivations 1.Drive IW productivity and company
growth; 2.Rationalize their BI tools/applications
Selling to both BDM and TDM is critical to competing
Oracle was the core DBMS in ~90% of deals
Typically between a 1:5 and 1:7 ratio of software to
services. Opens up opportunities for the whole Microsoft
platform.
SAP was the core LOB application in ~60% of deals
SharePoint Server affinity is stronger than SQL Server
affinity
Given a high concentration of Oracle and SAP, IT is likely
to oppose Microsoft in the deal. People-Ready is key!
Rationalizing the desktop/interface of the decision makers
is the key position to winning in the enterprise.
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SELLING BUSINESS INTELLIGENCE
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Key Audiences
Business Intelligence touches all users inside a corporation
Technical Decision Makers
Power Users
Business
Analysts
Modelers
Contributors
IT Managers
CFO, CEO,
COO
Controller
Finance
Executive
General
Manager
Line of Business
Manager (sales,
operations, hr)
Information Workers
Business Executives
Business Decision Makers
Business Unit
IT
Corporate IT
Director of BI
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Understand the Buyer / Influencer Interests
Orient the conversation toward platform strengths
BDM
Business Insight,
Productivity
Loss,
Performance
Visibility
Ease of Use,
Information
Access
Data/Application Silos,
Inconsistent Data
Definitions, High cost of
ad-hoc reporting
Security/Access
TDM
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Microsoft BI Sales Guidance
Selling to both the BDM and TDM
BDM
BDM or TDM
Account Manager
1. Discover
TDM
Sales Rep
2. Qualify
TDM Lead
1. Talk to the BDMs ASAP
2. Bring TDMs and BDMs together
3. Assess and address the business problems
4. Make the TDM the hero
SSP
3. Develop
Solution
Proof
Close
BDM Lead
1. Qualify deal size and reach
2. Bring TDMs and BDMs together
3. Assess and address the business problems
4. Broaden the agenda where possible
5. Make the TDM the hero
Risk symptoms
•TDM does all the representing to the BDM
•You get stuck in price and/or feature discussions
instead of selling the solution value in the context of
the customer needs
Risk symptoms
•Your deal gets stuck inside one department
•You live on the fringe of another corporate
standard (SAP/IBM/Oracle)
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Uncovering Opportunity
Ask and listen for… personal productivity
Ask…
• How many places to you need to go
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to, to get the answer?
How often is data re-keyed?
How much information do you need to
manually aggregate?
How much data needs to be
manipulated to get to an answer?
How hard is it to create an ad-hoc
report?
What tools and information are
available to decision makers?
How many end users can use your
reporting tools?
How do your employees react to
learning new technology?
Listen for…
• The data I need is all over the place
• I am using too many manually created
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spreadsheets.
I can’t get my hands on real-time data
Need for basic, intuitive functionality that is
easy to use
It takes too long for IT to create my ad-hoc
reports
Complaints about employees’
unwillingness to learn new technology
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Uncovering Opportunity
Ask and listen for… business productivity
Ask…
• How does your company manage the
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protection of confidential information?
How do you know which version is the
right version?
How long does it take to close the
books?
Is your business heavily reliant on
consolidating spreadsheets?
What are your performance metrics?
Are you using any dashboard or
scorecards to monitor results? How
current are the results?
Listen for…
• Loss of productivity
• Information being recreated
• Multiple versions of the truth
• Lack of a structured process around
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planning, budgeting and forecasting
Budget and strategy are disconnected
Lack of visibility into business
performance
Performance “surprises”
Lack of timely information
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Uncovering Opportunity
Ask and listen for… infrastructure productivity
Ask…
• Does the organization have a
single/standard datawarehouse? How
is this working?
• Is your information contained in multiple
data and application stores?
• What challenges do you have with
integrating line-of-business (LOB)
information?
• How much time and resources are
consumed creating ad-hoc reports for
business users?
Listen for…
• Reporting complexities due to
inconsistent data definitions
• Too much time spend creating ad-hoc
reports and answering routine questions
• Systems and data complexity limit
adoption of self service reporting
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Handling Objections
What could make a win difficult or impossible
Objection
Response
We don’t believe that Microsoft is a leader in the
BI space. Microsoft is a low-end BI solutions
•According to the OLAP Report paper “Market Share Analysis,” Microsoft was
in the #1 market position in 2005 and had a 28% OLAP market share
The Microsoft RDBMS can’t scale and is not
ready for the enterprise
•SQL Server is enterprise ready. NASDAQ, Inc., Xerox Corporation and
Mediterranean Shipping Company have all experienced scalability benefits by
using SQL Server.
Microsoft is not speaking to my business
problem. I need a specific solution for my
vertical or horizontal BI solution.
•Microsoft understands your business and is your partner for solving complex
business problems. The Microsoft BI platform is designed to work with an
array of partner offerings to help you attain the fastest time-to-deployment (or
time-to-market).
Microsoft is not a one-stop-shop, but must
partner to deliver BI.
•Microsoft provides a complete BI product offering today. In addition, we
provide open standards so that through partnering, Microsoft is able to offer a
wider selection of premier solutions, thus making us a leader in the BI space.
Overall, Microsoft’s offering is designed to support a leading solution and
lower TCO.
I already have a BI Reporting solution. Why
should I switch?
•SQL Server Reporting Services offers a productive, dependable, costeffective and connected solution and may be more economical than Crystal
Report or Actuate solutions. It also benefits from a strong support ecosystem.
Because SQL Server is natively integrated with Web services through
Microsoft >NET technology and is part of a whole Microsoft solution, it also is
designed to provide one of the most comprehensive BI and reporting
solutions on the market today.
Reporting Services is a developer-only tool.
•End users who have no knowledge of the source database or report design can
easily interact with the ad-hoc reporting tool in a variety of formats, change report
parameters, drill from one report to another, and subscribe to specific reports.
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Business Intelligence
Class exercise
Infrastructure State
Sales Dynamics
SAP ERP sitting on Oracle
Incumbents:
SAS and SPSS are used for
statistical and financial analysis
and reporting.
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

Operational Data-stores on
SQL 2005 and IBM DB2 (used
in the HOGAN System)
Business Objects is positioning
a Global Data Warehouse
based on SAP
SAS
SPSS
Excel 2000
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Map Your Infrastructure Journey
In the context of the BPIO maturity model
Data silos, custom and IT
dependent reporting,
Limited automation of data
management
Disconnected scorecards and
IT dependant reporting and
analysis on subject-oriented
data
Automation of data loading
Data Management
Data silos for analysis and
reporting, Hand-coding ETL
Data Management
Basic ETL packages to load
subject/ functional datamart
Information Delivery
Static decentralized and highly
IT dependent reports (several
reporting tools)
Standalone spreadsheet
based analysis
Information Delivery
IT driven Parameterized
reporting from defined
data sources
Analytical tool connecting to
subject-oriented data
Performance Management
Manually entered KPIs and
static documents to track
performance
Performance Management
Departmental scorecards
where KPI sourced from
database
Basic
Standardized
Infrastructure for enterprisewide centralized scorecards
and self-service reporting
Centralized data management
Data Management
Centralized and managed data
warehouse
Automated ETL design,
implementation and
maintenance
Information Delivery
User-driven report building,
definition, scheduling
and subscription
Wizard-based publishing of
data from front-end analytical
applications and Web-based
interactive analysis
Performance Management
Strategy driven enterprise wide
scorecards
Automated tools for budgeting,
planning, forecasting
Rationalized
Real time closed loop and
proactive analysis
Data Management
Business Intelligence or
Business Activity Monitoring
within business process
automation
Master data management
Information Delivery
Predictive analytics
Data mining
Embedded reporting with
business process
Performance Management
Advanced visualization (KPIs
exposed in strategy maps and
custom visualizations)
Dynamic
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Business Intelligence
Standardized to rationalized
Challenges
Benefits
BUSINESS
BUSINESS
• Need centralized and efficient
scorecards
• No self-service reporting
• Lacking financial planning
automation
IT
• Tools were specific to a certain
department, and the business
users or developers who selected
them rarely had an organizationwide business intelligence
strategy in mind
• Business intelligence and Web
applications are not customized
• Data marts, designed for
functional/subject needs, cannot
be integrated or centralized
• Track and analyze performance
with strategy-driven scorecards
• Provide accurate reports and
analyses to others through Internet
sites
• Streamline the financial reporting
process with automated financial
tools
IT
• Improve collaboration and quality
of decisions by making
information throughout the
organization available to people
at all levels
• Enable users to easily create and
distribute reports without loading
software on the desktop
• Enable users to access
information from a centralized
and managed data warehouse
Projects
• Implement
departmental
scorecards
• Build analytical
solutions on subject
oriented LOB data
• Implement balanced
scorecard for
enterprise alignment
(i.e. sales
performance
management)
• Set up departmental
scorecards, KPIs are
automatically
populated from the
database
• Implement
departmental or
centrally-managed
data warehouse
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Call to Action
Get Ready
• Take BPIO U Tech Track Training (PerformancePoint
Server)
• BI product info: http://partner.microsoft.com/bi
• Take training on SQL 2008
Engage
• Execute BI Partner Solutions Plan (PSP) with your Partner
Account Manager
• Develop a proactive BI Marketing Campaign with your PAM
• Feature your offering in Office Systems Solutions Directory
• Tell Microsoft about your wins!
Specialize
• Achieve BI Competency, Performance Management
Specialization and BI Platform Specialization
• Develop distinctive industry solution offerings (get vertical!)
• Visit http://www.partner.microsoft.com/bi to get started
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partner.microsoft.com/bi
© 2008 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market
conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation.
MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.