Transcript Performance Management And BI Tools: Compete

Performance Management
And BI Tools: Compete
Michael Tejedor, Rex Parker, Bruno Aziza
OBA – Product Management
Microsoft Corporation
Microsoft Confidential
Content
200 level session
DB205 – SQL Server 2005 Competitive
update
BI and CPM market overview
A look at Key Competitor offerings
Competitive Win Case Studies
Microsoft Confidential
Performance Management
Enabling a continuous process around your strategy
Plan
Monitor
Metadata and
auditability
Data
Integration
Dashboards
Business Logic
Scorecards
Reports
Alerts
Workflow
Security
Analyze
Ad-hoc analysis
Drilling
Performance Maps
Decomp Trees
Microsoft Confidential
Gartner Hype Cycle
Published July 14, 2006
Gartner combines the Hype Cycles for BI and CPM
“The lines between corporate
performance management
(CPM) and business
intelligence (BI) are blurring.”
“A ‘silo’ approach to BI and
CPM is largely a thing of the
past. Organizations are not
just looking for online
analytical processing,
reporting or planning
applications.”
Internal only
Microsoft Confidential
BI Competitive Landscape
Pure-plays are starting to
feel bottom up pressure
from the database
vendors.
Release of SQL Server
2005, couples with BSM
and the Office 12
announcements provide
detail on BI vision and
commitment.
Note: This magic
quadrant was release
prior to the ProClarity
acquisition.
Source: Gartner, Magic
Quadrant for Business Intelligence Platforms, Jan. 9, 2006
Microsoft Confidential
IDC 2005 Vendor Shares
Published July 24, 2006
Worldwide Business Intelligence Revenue by Vendor, 2003–2005 ($M)
2004 Share
(%)
2005 Share
(%)
2003–2004
Growth
(%)
2004–2005
Growth
(%)
Vendor
2003
2004
2005
2003 Share
(%)
Business Objects
649.9
712.6
795.3
14.3
13.9
13.9
9.6
11.6
SAS Institute
473.4
514.5
582.4
10.4
10.0
10.2
8.7
13.2
Cognos
415.5
511.5
567.2
9.1
9.9
9.9
23.1
10.9
Microsoft
125.0
281.4
353.1
2.7
5.5
6.2
125.1
25.5
Hyperion Solutions
262.8
258.6
287.1
5.8
5.0
5.0
-1.6
11.0
Oracle
195.2
214.0
247.7
4.3
4.2
4.3
9.6
15.7
MicroStrategy
142.2
185.0
212.3
3.1
3.6
3.7
30.1
14.8
SAP AG
123.9
152.2
181.8
2.7
3.0
3.2
22.8
19.4
Microsoft
#1 Growth 25.5% (average 11.5%)
#3 Growth = ProClarity w/ 21.5%
Internal only
Microsoft Confidential
Business Objects
Microsoft Confidential
Business Objects XI R2
“Enterprise Performance Management”
Breadth of Line
Enterprise Reports
Ad Hoc Query
OLAP Analysis (client)
Dashboards /
Scorecards / Portal
Office Integration
Budgeting & Planning
EIM Layer
ETL, EII, Data Quality
Data Lineage and
Impact Analysis from
source to report.
Emphasize Breadth of
offering, Innovation,
and Scalability
Microsoft Confidential
Reporting
Web Intelligence and Crystal Reports
Web Intelligence: competes with Report Builder / SSRS / 0ffice 12 / ProClarity
Strengths
Free Form Layout
On report analysis
Heterogeneous query
joins.
Weaknesses
No Hierarchical Drill
Requires Universe to
connect (DOLAP) not a
ROLAP / MOLAP
solution.
Universe is closed.
Crystal Reports: competes with SSRS
Strengths
Highly Scalable
Supports complex
reporting needs
Appealing for
developers
Weaknesses
Too complex for end
users to design their
own reports.
Closed file format (.rpt)
For more information on Platform and Reporting see:
DB205 – SQL Server 2005 Competitive update
Microsoft Confidential
Analysis
Web Intelligence and OLAP Intelligence
WebI competes with SSRS, O12, ProClarity
OLAPI competes with ProClarity
Strengths
OLAPI – Access to 3rd party cubes
WebI –
Heterogeneous join across
relational and OLAP.
Light Analysis on relational data.
Weaknesses
OLAPI –
No Analytic Engine, just a client.
Not best of breed.
No support for SQL Server 2005
No XMLA support
WebI –
Limited Analytic capabilities and
navigation.
No OLAP Engine benefits:
Currency conversion, ranking, time
period analysis, calculating ratio’s
and averages across hierarchies.
No advanced pro-active caching for
performance.
Microsoft Confidential
Scorecard, Dashboard, and Portal
Performance Manager / Dashboard Manager / InfoView
Competes with BSM, ProClarity, and SharePoint
Strengths
Certified with Scorecard
Collaborative.
Updated graphics, great demos.
Role based dashboards.
Analytic Engines for Segmentation
Analysis and Predictive analysis on
relational data.
Weaknesses
No Hierarchy capabilities in
scorecards.
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Budgeting and Planning
Budgeting, Payroll Planning, Sales Planning
Strengths
Acquired Financial domain
knowledge from SRC acquisition.
Strong win rate and customer
satisfaction rating prior to
acquisition.
Weaknesses
Not integrated on the BI platform –
does not share services.
No strong consolidation engine.
Not seen as a leader in
Performance Management by
Gartner
Microsoft Confidential
Business Objects losing Dominance?
Pre-announced earnings miss for this quarter. Stock
plummeted 25%. Cut in half in 5 months.
End of OEM agreement with SAP.
Now ranked #2 by market cap.
Microsoft Confidential
Cognos
Microsoft Confidential
Cognos 8
“Corporate Performance Management”
Breadth of Line
Enterprise Reports
Ad Hoc Query
OLAP Analysis
Dashboards /
Scorecards / Portal
Office Integration
Budgeting, Planning,
and Consolidation
Emphasize Platform as a
strength
Web Services based SOA
Reality: C8 Platform is
unproven in regards to
scalability
Position as most Integrated: 1 Product / 5 Studios
Query Studio / Report Studio / Analysis Studio / Events Studio, Metrics Studio
Reality: No more integrated than a Suite of products and Budgeting and Planning is not yet
integrated as a service on the C8 platform.
Microsoft Confidential
Reporting
Query Studio and Report Studio
Query Studio
Ad-Hoc tool for end user
queries.
Thin Client
Competes with Report
Builder
Report Studio
Enterprise Reporting
tool.
Thin Client only, no
thick client.
Competes with
SSRS.
For more information on Platform and Reporting see:
DB205 – SQL Server 2005 Competitive update
Microsoft Confidential
Analysis
Analysis Studio and PowerPlay Transformer
Competes with ProClarity and SSAS
Strengths
Analysis Studio strong in terms of
functionality.
Time series analysis in Transformer.
Weaknesses
PowerPlay Tranformer ranked 3rd by
Pense’s OLAP Report
SSAS (#1) and Essbase (#2)
No ROLAP capabilities
No Roadmap for Transformer as
Cognos adopts a heterogeneous
strategy.
Analysis Studio is a complete re-write
for the C8 platform, hints of
performance issues.
Analysis Studio does not yet support
SQL Server 2005.
“Our further investigation indicates the Cognos 8 rewrite of PowerPlay (Analysis module) may
require fine tuning”
- Susquehanna Financial Group, LLP November 01, 2005.
Microsoft Confidential
Scorecards, Dashboards and Portal
Metrics Manager / Events Manager
Compete with BSM, ProClarity, and SharePoint
Strengths
Certified by Scorecard
Collaborative.
Strong Alerting
Impact Diagrams
Weaknesses
Impact Diagrams are laborious to
set up.
No SQL Server 2005 support
Microsoft Confidential
Budgeting, Planning, and Consolidation
Strengths
Rated as a leader in PM by
Gartner.
Domain knowledge through
Adaytum and Frango acquisitions.
Weaknesses
Not yet integrated on the C8
platform – no shared services.
Microsoft Confidential
Cognos Business Strategy
Penetrate the enterprise with small deployments
Radiate across different departments with other manageable
deployments
Subsequently saturate with a large standardization mandate
Differentiate on Planning/Budgeting in BI opportunities and
differentiate on BI in Financial Applications opportunities
Allocate resources to Strategic Accounts, each with a $100M
customer lifetime value
Partner (focus resources on building relationships) with SIs to drive
large deals
Solution-oriented and partner-focused model versus
features/functions selling of tools
Vertical Focus – provide industry specific solutions
Target the OEM market
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Hyperion
Microsoft Confidential
Hyperion System 9
“Business Performance Management”
Breadth of Line
Enterprise Reports
Ad Hoc Query
OLAP Analysis
Dashboards / Scorecards / Portal
Office Integration
Budgeting, Planning, and
Consolidation
Emphasize Master Data
Management (MDM) as a core
strength.
Synchronization of Hierarchies
Position as most Integrated: BI and PM on the same platform
Reality: User experience appears integrated, but still have multiple reporting tools with
overlapping functionality for content creation.
Microsoft Confidential
Reporting
Interactive Reporting / Financial Reporting / Production
Reporting
Compete with SSRS and Report Builder
Strengths
Hard core Brio customers like the
flexibility of old Brio products.
Weaknesses
No central Metadata layer definitions are report specific
(MetaTopics).
Light on reporting features.
3 separate reporting tools with
overlapping functionality.
Specialized knowledge needed for
old Brio SQR – Scribe scripting.
Microsoft Confidential
Analysis
Web Analysis and Essbase
Compete with ProClarity and SSAS
Strengths
Web Analysis is feature rich.
Essbase is the second strongest
OLAP Engine by market share, as
tracked by the OLAP Report.
Weaknesses
Essbase offers no equivalent to ProActive Caching.
Web Analysis a homogeneous
solution for Essbase (will support
SQL Server 2005 in the near future).
Microsoft Confidential
Scorecards, Dashboards, and Portals
Enterprise Metrics / Performance Scorecard
Strengths
Strong Strategy Maps and
Scorecards
OLAP Visualization (OEM Tableau
software)
Weaknesses
No support for SQL Server 2005
No Alerting (email) functionality
Microsoft Confidential
Budgeting, Planning, and Consolidation
Strategic Finance / Planning / Workforce Planning /
Financial Management
Strengths
Market Leader in Financial
Applications.
Weaknesses
Implementation time and cost.
Microsoft Confidential
Microsoft Business Intelligence
Microsoft Confidential
Microsoft Business Intelligence
An end-to-end integrated offering
Performance
Management
Applications
Business
Scorecards,
Advanced
Scorecarding
Analytics, Planning
Analytics
(Business
(PerformancePoint (ProClarity 6.1)
Scorecard
Server 2007)
Manager 2005)
Collaboration and Content
(Office SharePoint Server 2007)
End-user Analysis
(Excel 2007)
BI
Platform
Integration
Analysis
Reporting
Integration Services
Analysis Services
Reporting Services
SQL Server 2005
RDBMS
Microsoft Confidential
Demo
Collaborative Forecasting
Complete Planning & Budgeting
Managed Business Rules
Centralized Metadata
Modeling and
Planning
Exception-based reporting
Root-cause Analysis
Guided Analysis
Visualization
Pervasive
Analytics
Consolidated reporting
Personalized views
Strategy mapping
Centralized KPI definitions
Scorecarding
and
Dashboarding
Microsoft Confidential
Competitive Wins
Microsoft Confidential
Microsoft Confidential
Winning
It’s the result of a lot of different factors
PLACE
PRICE
TARGET AUDIENCE
“Microsoft shops”
They have Microsoft software investment (Office, SPS, SQL) and
trust our ability to execute.
And/or they are invested in Office and SQL, particularly Analysis
services.
“Metric savvy companies”
They are familiar with CPM and have infrastructure that supports
metrics-based management.
And/or their infrastructure is slow and inefficient/manualbased/excel-based.
PROMOTION
PRODUCT
Microsoft Confidential
Win over Business Objects & Hyperion:
Gemplus
Microsoft Confidential
Gemplus
How the deal was closed

Gemplus showed maturity with scorecarding

The customer had OLAP cubes and tested BSA and BI Portal.

Competition: Business Objects, Hyperion

Products: BSM, SQL Server, SharePoint
“Both IT and business adopted BSM right away and even built the prototype
together!”
Karen Perdigal
Internal only
Microsoft Confidential
Gemplus
Customer
Challenge
Aligning corporate strategic
metrics all the way down to
line of business managers.
Create flexible finance
dashboards and scorecards
that are integrated with
powerful end user
applications.
Leverage a scalable,
reliable and extensible
platform required to satisfy
key performance requirements
while being flexible to support
a wide array of information
analysis requirements.
Solution
Enterprise BI vision
 Enterprise Class software and
hardware.
 Rapid Development of BI
solutions.
 Ease of integration with office
tools, 3rd party tools and
workflow and portals.
Enterprise Class Toolset






Business Scorecard Manager 2005
Microsoft Office 2003
SQL Server Analysis Services 2005
SQL Server Reporting Services 2005
Microsoft Windows SharePoint Services
Windows Server 2003
Internal only
Microsoft Confidential
Customer
Results/Benefits
Offline and printable
scenarios thru reporting
services integration.
Increased focus and
accountability with business
owner.
Better performance thru
actionable analysis and office
integration.
Highly secure information
delivery
Ease of Management
Key Take aways
Great collaborative work between business and IT
Business and IT built 6 BSM prototypes together in a
week!
BSM pulled thru SQL Server 2005
Thanks to BSM, the customer tested and adopted
SQL 2005.
Implementation simplicity
BSM capabilities corresponded well to finance
department’s needs and its implementation was seen
as simple.
Internal only
Microsoft Confidential
Win over Hyperion:
Build–a–Bear
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Build-a-Bear
How the deal was closed

Collaborative Pilot work



Gathered customer information around their DW and existing scorecarding solution (homegrown).
Build a solution with and for the customer as a ‘conference room proof a concept’.
Integrated, innovative and affordable end-to-end BI story


BSM, SharePoint and Office working together as one solution.
Lower TCO and increased customer value.

Competition: Hyperion, Homegrown.

Deal size: EA ($750k).
“When the Build-a-Bear CIO saw Business Scorecard Manager, he understood that
Microsoft was his business intelligence solution for the stores.”
Danni Ortman
Internal only
Microsoft Confidential
Build a Bear
Customer
Challenge
To give a snap shot view of
the store’s success
indicators to the store
manager.
Provide up to date data
points to the stores.
Present a dashboard
allowing focused insight
into the store’s status with
the ability for the Store
Mangers to customize the
reports and web page.
Solution
Enterprise BI vision
 Enterprise Class software and
hardware.
 Rapid Development of BI
solutions.
 Ease of integration with office
tools, 3rd party tools and
workflow and portals.
Enterprise Class Toolset





Business Scorecard Manager 2005
SQL Server 2005 (Database,AS,RS)
SharePoint Portal Server
Windows Server 2003
Windows SharePoint Services
Internal only
Microsoft Confidential
Customer
Benefits
This dashboard solution
integrated seamlessly into
their already planned
SharePoint store portal
deployment.
Increased visibility and real
time access to information
for store employees.
Ease of communication
and monitoring of store
metrics to a wider
audience.
Key Take aways
Perfect Business Intelligence solution for SharePoint
Customer needed business intelligence as part of
their SharePoint deployment.
Customer was a ‘Microsoft shop’
Customer owned SharePoint and SQL server.
BSM integration was key to answering their needs.
BSM value and ease of use
BSM offered the best market value for the customer in
terms of scorecarding.
BSM ease of use and integration with IW/AppPlat
technologies were key.
Internal only
Microsoft Confidential
More to come!
Internal only
HOME DEPOT U S A INC
WAL MART
MITCHELLS & BUTLERS PLC
TDC Services A/S
HSBC BANK MEXICO S.A. de C.V.
FIRST DATA CORPORATION MAIN
U S DEPARTMENT OF VETERANS AFFAIRS
BUILD-A-BEAR WORKSHOP
MINISTÉRIO DA SAÚDE
HSBC UK
COLONIAL PROPERTIES
DEPARTMENT OF FOREIGN AFFAIRS AND TRADE
DEPARTMENT OF DEFENCE
The Office of Management and
CAMERON SYSTEMS INC
Gunnar Karlsen AS Hovedkontor
BANCO DE CHILE
TROPICAL SHIPPING
PFIZER INC
US POSTAL SERVICE
CATERPILLAR
MOBILE TELEPHONE NETWORK
UNIVERSITY OF COLORADO
FIRE SERVICE
STATE OF VICTORIA
LEVEL 3 COMMUNICATIONS
ECLIPSYS CORP
ENERGEN CORPORATION
U S DEPARTMENT OF THE TREASURY
SERVICIOS ADMINISTRATIVOS CABLEMAS S.A. de C.V.
AMERICAN EXPRESS COMPANY
CSR LIMITED
BAESYSTEMS
VICTORIAN AUDITOR GENERALS OFFICE
AMERICAN BAPTIST CHURCHES U S A
JOSE CARTELLONE CONSTRUCCIONES CIVILES S A
SWISER HYGIENE CORPORATION
NASPERS PTY LTD
Pfizer Inc.
CAPITA GROUP PLC
HARRY WINSTON INC
Microsoft
Confidential
GEMPLUS
SA
To Recap
Better integration with Microsoft stack
Better integration with SQL AS 2005.
Better integration with SharePoint, MBS, Project,
Visio, BizTalk…etc.
Easier deployment
Better story for the business users ($$$).
Better story for the IT implementers (templates!)
Better story for our BI partners ($$$).
Microsoft Confidential
BSM Competitive Win showcase
Find details on BSM competitive wins on
the OBA site.
Listen to the Closers:
http://oba/C3/MOBScorecardManager2005/Lists/Announcements/DispForm.aspx?ID=20&Source=http%3A%
2F%2Foba%2FC3%2FMOBScorecardManager2005%2Fdefault%2Easpx
Microsoft Confidential
Win over Business Objects:
Lehman Brothers
Microsoft Confidential
Microsoft Confidential
Lehman Brothers
Situation / Pain Points :
No analytic solution in place
Static, inflexible reporting not meeting needs
of the BDMs
Large, geographically disperse deployment
Unique requirements for different parts of
the business
Demands flexibility
Need to control costs
Internal only
Microsoft Confidential
Lehman Brothers
Competitors :
Business Objects / Crystal Reports
Oracle
Internal only
Microsoft Confidential
Lehman Brothers
Result :
Microsoft win!
ProClarity and SQL Server 2005
200 users initially
“huge upside”
$290,000 in licenses, s&m, and services
Internal only
Microsoft Confidential
Lehman Brothers
Win Factors :
Interactive analytics to augment their
reporting strategy
“Wildly impressed” with SQL 2005 toolset
Cost model of the SQL 2005 and
ProClarity solution
Ability to migrate Crystal Reports to
ProClarity Analytics and Oracle DBs to
SQL Server 2005
Internal only
Microsoft Confidential
Win over Business Objects:
Progressive Insurance
Microsoft Confidential
Progressive Insurance
Situation / Pain Points :
Click-stream analysis critical for their business –
large, complex data
Internet drives Progressive’s business, clickstream analysis is mission-critical
Standardized on Analysis Services
Existing analytics front-end did not perform well
or have the analytic tools required for clickstream analysis
Very deep, very ragged hierarchies
Relatively complex, visualization is key
Internal only
Microsoft Confidential
Progressive Insurance
Competitors :
Business Objects / Crystal Decisions
Internal only
Microsoft Confidential
Progressive Insurance
Result :
Initial deal size of $50,000 – upside for additional
$100,000 this year
ProClarity now on standards list, expect more
groups to migrate from Business Objects
“…many other groups have expressed
significant dissatisfaction with the analysis
tools Business Objects provides for Microsoft
Analysis Services.”
Internal only
Microsoft Confidential
Progressive Insurance
Win Factors :
Decomposition Tree – “…almost perfectly
satisfied the needs of the web analytic team”
Performance of ProClarity on Analysis Services
2005
Ability to handle large data sets in Analysis
Services 2005
Rich UDM support
Internal only
Microsoft Confidential
Win over Cognos:
Southern Company
Microsoft Confidential
Southern Company
Situation / Pain Points :
Need to standardize BI solutions across divisions
Need to control IT spend
Thin client to minimize deployment /
management costs
Existing Cognos solution expensive (s&m
renewals and cost to maintain)
Need to tailor information delivery for different
groups (relevant information)
Internal only
Microsoft Confidential
Southern Company
Competitors :
Cognos (incumbent)
Panorama
Internal only
Microsoft Confidential
Southern Company
Result :
Microsoft win!
ProClarity
$72,000 in licenses and support
* Lead source was a technical webcast on
Analysis Services 2005!
Internal only
Microsoft Confidential
Southern Company
Win Factors :
ProClarity expertise on Analysis Services 2005
Sales, services, product
Thin-client for web delivery, easy to deploy
Decomposition Tree
Flexible Dashboard
$72,000 in licenses and support
Cost savings over incumbent solution
Internal only
Microsoft Confidential
Consistent Threads
Cost benefit of Microsoft platform
ProClarity’s Analysis Services 2005 expertise
Sales, services, product
Business Objects & Cognos have weak story for
Analysis Services 2005 (we have a window)
Thin-client
Data visualization (Decomposition Tree)
Execution and professionalism consistently
stated as a factor in the win
Internal only
Microsoft Confidential
ProClarity Competitive Win Showcase
Find details on ProClarity competitive wins here:
http://infoweb/C8/mergersandacquisitions/ProCla
rity%20Win%20Reports/Forms/AllItems.aspx
*Temporary site, will be posted to OBA site and
standard competitive sites in near future
Internal only
Microsoft Confidential
Key Takeaways
BI is HOT!
Microsoft is HOTTER!!!
BI and CPM converging as a single offering
Position the full BI stack
Especially against BO, Cognos, and Hyperion.
Work as a team.
OBA and AP reps need to work together
particularly in a competitive bake-off.
Microsoft Confidential
Related Content
Breakout Sessions/Chalk Talks
DB205: SQL Server 2005 Competitive Update
IW215: Microsoft All-Up BI Strategy
IW306: Architecting and Designing Report Center Dashboards in
SharePoint 2007
IW307: Architecting and Designing PerformancePoint
Management Solutions with Microsoft Business Scorecard
Manager 2005
IW327: Excel 2007 and Excel Services – Designing Next
Generation Reporting and Analysis Solutions
IW330: ProClarity Deep Dive
IW334: PerformancePoint Server 2007 Technical Drilldown and
Solution Scenarios
IW335: Managing and Maintaining Excel 2007 Spreadsheets
using Office SharePoint Server 2007.
Hands-on Labs
IWHOL322 – OLAP Analysis in Excel 2007
IWHOL323 – Using BSM and ProClarity for PM
IWHOL324 – BSM 2005: Builder Fundamentals
IWHOL325 – Building Analytic applications in ProClarity
Microsoft Confidential
Compete Resources
Business Objects
Cognos
Competitive Battlecard
Competitive Battlecard
Crystal Migration Guide
ReportNet Whitepaper
BO FUD Rebuttal
Enterprise Reporting
Metrics Manager
Battlecard
Crystal Products
Cognos 8 BI
Query and Analysis
Cognos 8 BI Reporting
General Compete Sites/Content
BI Competitive Playbook
Arsenal
TSP Academy Live
BI Compete: Data Integration Competitive Landscape
BI Competitive Site
http://competition/C12/BICompete/default.aspx
Comphot
http://comphot
SSRS resources
http://sqlserver/reportingservices.aspx
SQL BI resources
http://sqlserver/businessintelligence.aspx
Session Resources
http://AcademyLive
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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
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