Transcript Partner Sales Meet - By Vikram Kole

MAIA Intelligence
Welcomes you to
‘Partner Sales Conference’
Panvel – July 18, 2007
Business Intelligence
- An Overview
Gartner:
Business Intelligence is #1 priority for CIOs
Worldwide business intelligence (BI)
software market is poised for constant
growth through 2009, when the
market is projected to reach $3 billion
in 2009
- Gartner Inc
Business Intelligence Software
Market in India
• Indian market for Business Intelligence (BI) is growing at a CAGR
of 27 percent and is expected to be $ 17 million market by end2007 – An IDC Report
BI Software Investment Contribution
19%
35%
10%
15%
BFSI
Telecom
21%
Manufacturing
Services (Majorly ITES)
Others
Reasons for being bullish
on BI Investments in India
• Heavy investments in ERP, CRM, HRMS, SCM
applications over the last decade
• Managing information is becoming critical for Business
growth
• Increased competition due to globalisation has
necessitated effective and faster decision making across
all functions
• Business optimisation can be effectively achieved by
making data analysis possible at all levels
• Single View representation and analysis of enterprise
data will add an additional thrust to smart decisions
What does Business Intelligence
Software include?
• Data mining Software
• End-User Query
• Reporting & Analysis Software
• Packaged Data Mart / Datawarehouse
• ETL Tools
Predictive
Intelligent
Interactions
(Data Mining)
Forecasting
Fact-Based
Actions (OLAP,
Statistics)
Increasing Value
Analysis
Performance
Management
(KPI, Guided
Analytic)
Reporting
Slice/Dice
Ad-hoc Query,
BI Tools
Transactional
Reporting
How is the business doing
compared to last year? Compared
to plan?
Can I understand my gross
margin return on space?
How are my export and domestic sales doing
Generational Step
Are there any potential out-of-stock
situations region warehouse wise?
MAIA Business Intelligence Offerings
enable
Operational Business Intelligence
End User Query
Reporting & Analysis
MAIA’s offering in the
Business Intelligence space
MAIA Business Intelligence
Product Offerings
• 1KEY
– Client Server Arch.
– Connects to all DBs
– 1KEY View
– 1KEY Cube
– 1KEY Chart
– 1KEY Query Builder
– 1KEY Scheduler
– 1KEY File Reader
– Real-time BI & Reporting
possible
• WebKeY
– Web Arch.
– Connect to all DBs
– Supports all browsers
– WebKeY View
– WebKeY Chart
– WebKeY Query Builder
– WebKeY Scheduler
– Real-time BI & Reporting
possible
Target segment for
MAIA BI Products
MAIA Target Markets
Banking
Financial Services
Insurance
Telecom
Manufacturing
Pharma
FMCG
BPO / ITES
Reporting Compliance with 1KEY
1KEY - Key Features
•
•
•
•
•
•
•
•
•
•
Single Reporting Platform
High performance and scalability
High control with multiple levels of rights & securities
Flexible report formatting tool for business users
Ease of Query building for IT users
Visually stunning reports (View, Cube & Chart reports)
Local data analysis
Simple architecture
Mass Reporting
Affordable
1KEY / WebKeY
possible ecosystems
1KEY / WebKeY
Partner Services
Informix
Oracle
SQL
DB2
Legacy…
MAIA Value Proposition
Today’s Reporting facts…
• Limited standard reports in applications like ERP, CRM,
SCM etc – Time consuming scripting for additional
reports
• Availability of only Static reports – No analysis possible
• For analysis & intelligence, export to Excel – Chances of
data corruption and data manipulation
Today’s Reporting Facts
Contd…
• Multiple Data sources – Single view not possible
• Tactical & Strategic Business Intelligence for top
management – After-the-fact reports and analysis
• Adhoc and enhancement requests from business users
– Productivity loss of IT resources
Solution : Operational Business Intelligence & Reporting
MAIA Value Proposition
• Convert all existing static reports (standard & nonstandard) to dynamic reports with rich features for data
analysis
• Create a mechanism of generating non-standard and adhoc reports using 1KEY, thereby reducing the
dependency on third party vendors and/or proprietary
skills
• Provide a secure, enterprise-wide easy to deploy and
easy to use BI & Reporting tool where users can create
and format their own reports
MAIA Value Proposition
Contd…
• Connect directly to the source data, thereby enabling
real-time Business Intelligence and reporting
• Standardise on a single reporting platform across
multiple applications & databases
• Create an Operational Business Intelligence
(Empowering ALL employees) set-up with easy-to-use
multi-dimensional analytics
MAIA Strategy
MAIA Strategy
Customers & Partners are not part of our
strategy
– They are OUR SOLE STRATEGY…
MAIA Marketing Strategy
• Corporate & Product branding
• Lead Generation
• Customer Testimonials
MAIA Sales Strategy
• Focus on potential verticals
• Develop a regional partner network
• First target : CIO with Technical Value
Proposition
• Second Target: Key Business User (s) with
Business Value Proposition
• Third Target: CEO with Strategic Value
Proposition
• OEM partnerships with Enterprise Application
vendors
Technical Value Proposition
• How many of your IT users are writing mundane
Reporting queries?
• Do your business users have a flexible reporting
tool to generate and format their own reports?
• What is the frequency of Business Users coming
to the IT department with new / enhancement
requests for reports?
Technical Value Proposition
Contd…
• Are people using excel for reporting?
• What is the sanctity of data when say a Sales
report generated by a TM is compared with that
of the AISM, both reports developed in excel?
• Are your IT users able to re-use the work they
have already done in generating query
statements?
Technical Value Proposition
Contd…
• How dependent are you on your third party application
vendor to develop new reports?
• How many reports are you currently managing and what
is the significance of each report?
• What do you do when you need to create a single view
of data coming from multiple data sources?
• Have you ever considered setting up an Operational
Business Intelligence infrastructure?
Business Value Proposition
• What if we give you a tool which can convert all
your existing static reports to dynamic reports?
• Are you sure on the sanctity of data coming in
excel reports from various individuals?
• Are all your business users equally competent to
use excel?
Business Value Proposition
Contd…
• How much time do you spend in collating data from your
applications and multiple excel sheets?
• What is the significance of multiple reports generated in
your department currently?
•
Would you like to have a look at a BI tool which is
extremely user friendly, for Business Users and can
easily combine your current multiple reports into a single
dynamic report with intuitive analytic features?
Strategic Value Proposition
• Are you able to get a reliable, single view of your
enterprise-wide data with rich analysis features?
• Do you think you have a single, streamlined
Reporting and Analysis platform across your
organisation?
• Don’t you think you will have an advantage if all
users in your organisation are empowered with a
secure data analysis tool?
Strategic Value Proposition
• How many times have you restrained yourself
from rolling out your current BI tools / investing
in BI tools because of TCO issues?
• Have you tried incorporating an easy to
comprehend and widely accepted single CPM &
KPI structure across your organisation?
OEM Partnerships
• Joint positioning with Software Application
vendors with the MAIA Value proposition
• Creating customer testimonials by implementing
in current customer base of Software Application
vendor
• Joint Marketing campaigns to a focused
audience
CPM & KPI concepts with
MAIA solutions
Business Challenges
Competition
Market Volatility
Customer
Management
Manpower
TECHNOLOGY
Consolidation
Transaction
Volume
Government
Reforms
Suppliers
Today’s Business Pressures
Accountability, Transparency
• How do I comply with corporate
Rapidly Changing Conditions
• How can I accelerate my planning
governance requirements?
and decision cycles?
• How can I ensure accurate, timely
• How do I monitor conditions and
reporting?
take early corrective action?
Sales
Marketing
Credit
Risk
Finance
Service
Human
Resources
Project Mgmt
Ineffective Decision Support
• How do I filter extraneous data
and focus on relevant information?
• How can I access and rationalize
disparate, fragmented data?
Plan &
Model
Execute
Report &
Analyze
Efficiency & Cost Control
• How can I sustain / improve
profitability?
• How do I keep information
current?
Corporate Performance Management
‘Corporate Performance Management (CPM)
is the area of
Business Intelligence (BI)
involved with monitoring and managing
an
organization's performance, according to
Key Performance Indicators (KPIs)
CPM Significance
• Marketing Departments can develop better products & services,
assess the results of campaigns, better understand their target
market, cross sell, upsell…
• Credit Departments can leverage CPM for collaborative analysis
and slicing and dicing data in new and creative ways
• Human Resource Departments can use it extensively to analyze the
workforce and the impact of salary and related decisions
• Executives can get real-time access to key performance indicators,
and would be able to interact and drill-down on data as against a
static number
• …
What CPM enables?
• Make the right investments in products, people, projects and
processes
• Continuously assess operational performance based on key
performance indicators and historical trends
• Adjust & re-align strategies as needed to achieve organizational
goals
• Deliver consistent information to all levels within the organization for
collaborative performance
• Visualise enterprise-wide planning and budgeting in a single model
What CPM enables?
Contd…
• Analyze customer, product and services profitability in real-time
• Consolidate financial data from disparate sources across the entire
enterprise
• Standardise on data communication, data comprehension & data
control
• Optimise IT resources and infrastructure
• Single version of the truth
CPM Framework
C3 : Communication, Comprehension, Control
CPM Elements
Strategic
Objectives &
Goals
Business
Measurements
Operational
Objectives
IT
infrastructure
Information
Management
Business
Processes &
Activities
CPM factors
Internal
External
Business Functions
Statutory Compliance
Data Integration
Market
Hierarchy
External Entities
Security
Industry Regulations
Operational Discipline
Competition
CPM Benefits
CPM Solution
Align the business strategy
horizontally and vertically throughout
your enterprise.
Enabling proactive and directed
action.
Benefits
Organizations are no longer
fractured by independent actions of
the business units. They now are
aligned and working towards the same
business goals.
Resources are directed towards
actions that are consistent with
meeting the business goals. This
enables improved resource planning
and prioritization.
CPM Benefits
CPM Solution
Benefits
Providing real-time, contextual insight,
delivering role-based visibility into
business operations and metrics.
Results in a consolidated view of the
current state of the business, by
combining process state information,
operational activity status and IT status. It
puts the current state of the business in
context, enabling proactive problem
avoidance.
Improving team productivity and
effectiveness.
Enables improved and automated
processes and allocation of resources.
Provides collaboration across enterprise
teams and processes to accelerate
business performance improvements.
Initiating CPM
• Integrate and take advantage of existing IT assets
• Identify the data integration strategy
• Identify a Business Intelligence strategy (Operational + Tactical)
• Blending Business Intelligence with elements of planning, budgeting
and appropriate-time monitoring
• Identify measurable Business Performance Parameters (BPP)
• Peg operational data with BPP
• Improve and simplify pegging continuously
Data Communication
Data Comprehension
Data Control
Data Communication
Data Comprehension
Data Control
Summary
• CPM is not a technology, but a Business Strategy
• Core concept for CPM : C3 (Communication, Comprehension
& Control)
• Business Intelligence is an Intelligent first step in incorporating
CPM
SWOT Analysis of MAIA’s
offerings
MAIA SWOT
Strengths
Weaknesses
•In-memory processing architecture
•More on operational BI than strategic &
tactical BI
•Easy to use Business User tools
•Performance when data is initially fetched
from the data source
•Faster deployment - in days & weeks
•No full-blown dashboard features
•Connection to disparate databases including age
old legacy systems like Foxpro
•Late entrant in the BI space
•Innovation through Operational Business
Intelligence concept
•Less top of the mind brand recall during BI
evaluations
•Disruptive licensing policy
•No unique proposition on technology
•Partner spread across India
•Customer testimonials
•Strong value proposition for IT as well as
Business users
•Large available pool of manpower resources for
deployment and training
MAIA SWOT contd…
Opportunities
Threats
•
27% CAGR in BI investments in India
•
Large brand recall players like Oracle, SAP,
Microsoft, Business Objects, Cognos…
•
No BI vendor taking the Operational concept to
market
•
Large players in every aspect of Business
Intelligence i.e: Datawarehouse, ETL,
Presentation layer etc.
•
Existing BI investments are not rolling out across the
organisation
•
Microsoft trying to create an Operational BI
offering through a mix of technology and Office
applications
•
80% of employees in any organisation are still
outside the BI usage population
•
ERP vendors offering their own BI - faster
acceptability due to existing Customer
relationships
•
ERP, CRM, SCM applications touch only 15-20% of
employees
•
Large pool of Excel users
•
Co-existence with BI vendors targeting only the
Strategic, Tactical & Predictive analysis space
•
Rich strategic and tactical features like Dashboards,
KPIs planned in the next release - Dec 2007
•
Partners can work on OEM relationships OR vertical
markets to create focused competencies
MAIA Partner Initiatives
MAIA Partner Support Initiatives
• Joint Marketing Campaigns
– Regional
– Vertical
– OEM
• Leads generated through MAIA Marketing campaigns,
event participation etc
• Product Training
• Product Delivery
• Online Knowledge portal – MAIA Forum
( www.maiaforums.surebrowse.net )
• Marketing Materials
MAIA Partner – Go for Growth plan
• License resell margins
• Service Revenues
• Special Partner Incentive plan
MAIA’s expectations from Partners
• Weekly update on leads
• Dedicated Sales and Consulting Resources
• Monthly strategic plan on what can be done jointly
• Suggestions to improve channel traction
• Weekly updates during delivery
• Business plan for MAIA products & services
Thank You!
Vikram Kole
Head – Marketing
[email protected]