Module 21 – Business Case: Improved Sales And

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Transcript Module 21 – Business Case: Improved Sales And

Agenda: BPIO Partner Sales Readiness
Workshop
Day 4:
Business Intelligence (BI)
Partners will understand Microsoft Office system’s Business Intelligence (BI) Capabilities and sub capabilities.
Education will be layered against the CES methodology. Partners will also understand the competitive landscape
and how to effectively communicate the Microsoft BI value proposition to win the engagement.
Time
Module
Description
8:00 a.m. – 8:30 a.m.
Breakfast and Networking
8:30 a.m. – 9:00 a.m.
19 – The BI Opportunity
Microsoft vision for BI and possible solutions for BI
(OSSD, Case Studies, Personal Experience)
9:00 a.m. – 9:45 a.m.
20 – What’s New in 2007?
New or better features and capabilities of BI in
Office 2007 and competitive differentiators for BI
9:45 a.m. – 10:15 a.m.
21 – Scenario-Based Demo
Improving Sales and Marketing ROI
and Business Case
10:15 a.m. – 10:30 a.m.
Break
10:30 a.m. – 11:30 p.m.
22 – The BPIO Model in BI
Standardized to Rationalized view for each sub-capability;
screenshots/sub-capabilities under each BPIO view for BI
11:30 a.m. – 12:00 p.m.
23 – Partner Opportunities
The solution and services opportunities for BI, guidance on
how to build a practice, where to find/drive opportunities
(OSSD, MSPP) and a list of current OSSD scenarios available
12:00 p.m. – 1:00 p.m.
Lunch Break
1:00 p.m. – 5:00 p.m.
24 – Hands-on Learning
Class walks through business case for BI and applies CES
(BI Business Case)
methodology (Solution Briefing and Architecture Design Session)
to the business case
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Module 21 – Business Case: Improved Sales And Marketing ROI
Business Productivity Infrastructure Optimization
The BPIO Campaign for Microsoft Office 2007
Business Intelligence
Flash Demo:
Improving Sales And
Marketing ROI
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BI Business Case:
Improving Sales And
Marketing ROI
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Module 21 – Learning Objectives
Business Intelligence business case:
Improving sales and marketing ROI
Group discussion
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Contoso, Ltd.
Contoso, Ltd. is the world leader in WLAN setup. They have
worldwide customers in more 9 countries. Contoso has more than
$200 million in revenue each year
Contoso has the following business pains
Inability to quickly access, manipulate, and ultimately draw
conclusions from marketing and sales information
Marketing and sales analysis process is inefficient, slow,
and labor intensive
Sales information cannot be dynamically analyzed
(e.g., roll-ups, drill-downs, trending)
Lack general analytics to identify root causes of financial problems
and may take days to create
Difficult to collaborate and share insights between Marketing
and Sales departments
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Stakeholder Challenges
VP of Sales
Monitor and analyze
distribution channel and
sales force performance
Adjust to shift in market
share positions
Accurately and promptly
manage sales reps
VP of Marketing
Schedule face time with
experts and collaborators
Integrate with
line-of-business (LOB)
applications
Align activities to strategy
Maximize brand and
product performance
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District Managers
Control data from
multiple sources
Link budgets,
forecasts, actual
Gain better visibility
into sales, customer,
and market information
Sales Managers
Analyze market
structure and
segmentation
Better define
targeted marketing
and sales strategies
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Organizational Impact
IT Personnel
“We spend too much time
manually importing data,
running batch jobs, and
customizing reports for
our various end users.”
Impact
Slow response time
Static and
inflexible data
Wasted resources
VP Marketing
“There are too many
different data sources,
systems, and techniques
for extracting and
analyzing all the business
data that we capture.”
Impact
Inefficient data
aggregation
Inaccurate reporting
Operational
inefficiencies
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VP Sales
“I don’t have the reporting
flexibility that I need to
drill down and make
sense of my performance
data.”
Impact
Inadequate data
analysis
Insufficient
business insight
Poor decision making
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The Need For An Improved Sales
And Marketing ROI Solution
Challenges: Data Aggregation
and Analysis Capabilities
Lack of business insight
Prolonged decisionmaking cycle
Manually intensive data
analysis process
Insufficient dynamic
reporting tools
Poor data accessibility
Ineffective collaboration
among departments
Higher operational costs
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Executiv
e
Analyst
Sales and
Marketing
Manager
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Key Capabilities Identified
Collaborative workspaces and portals
Performance management
Identify sales and strategic opportunities
Turn sales data into actionable intelligence
Set goals and accurately measure progress
Ensure greater optimization and investment returns
Reporting and analysis
Interactively drill in to accurately forecast trends
Display real-time analytic results
Quickly access and draw conclusions
Gain accurate insight from integrated and comprehensive reports
Easily uncover opportunities in sales data
Leverage capability in insight-driven marketing
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Technology Considerations
The following products and technologies should be considered when
creating an Improve Sales and Marketing ROI solution based on
the Microsoft Office system
Server
Microsoft Windows Server 2003
Microsoft SQL Server 2005
Microsoft Office SharePoint Server 2007
Microsoft Excel Server 2007
Microsoft Office Business Scorecard Manager 2005
ProClarity 6.2
Microsoft Office PerformancePoint Server 2007 (future)
Client
Microsoft Office Professional 2007(Excel)
ProClarity 6.2
Microsoft Internet Explorer
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© 2006 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.
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