This session provides the opportunity for partners to understand the IBM & Aline Performance Management & Analytics Workshop for clients. This third-party offering has provided excellent results around performance management & analytics. CFOs love this event, and Business Partners across all industries should be driving these opportunities for their clients.
- 1. Performance Management & Analytics Workshop Roland
Mosimann, Aline
2. Round Table Outline
- Performance Management and Analytics Workshop
- Introduction and Overview
- Performance Management Framework
- Using it with your Clients
3. Performance Management & Analytics Workshop Overview
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- A business simulation game where participants role play as
executive team, newly hired to turn around company performance
within four quarters
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- A showcase of all different IBM Business Analytics and
Information solution capabilities in a comprehensive business
scenario
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- An example of fully integrated transaction data across LOBs and
business functions in all areas of the business
(Finance/Sales/Marketing/SCM/HR)
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- First and foremost, as great tool to sell software by
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- Providing one streamlined business value message to
clients
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- Creating a highly interactive, informal and fun client
event
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- Giving clients a chance to test drive the vision of a CFO Value
Integrator
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- With New Prospects = To accelerate sales cycles by focusing on
business value vs features and functions
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- With Existing Clients = To identify and create
up-sell/cross-sell opportunities by demonstrating value of
cross-functional information and analytics
4. Aline (BII) History with Cognos and IBM since 1995
- The Multidimensional Manager (1995) explained OLAP and BI in
terms of business value by function, over 500,000 copies
published.
- 24 Ways Framework and Programsunderpinned book and defined 24
information sweet spots or Ways to Impact the Bottom Line with
dimensionality and analytics in contrast to traditional query
&reporting terms.
- The Performance Manager book series and PM Framework for
Manufacturing, Life Sciences, Banking, Insurance, Retail and
Government
- PM & Analytics event series / services, including:
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- Half and full day workshops
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- Accelerator Service, short facilitated sessions to raise
awareness around PM valueand flag most important areas of
opportunity
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- Priority Road Map Service, As Is interviews, reporting and data
environment is organized into order-of-magnitude cost/benefit heat
map based on PM Framework to achieve consensus on business and
IT
- Industry role based frameworks with Dimensional Attributes,
KPIs, Metrics and User Profiles for Manufacturing, Banking,
Insurance, Services, Pharma verticals.
5. Round Table Outline
- Performance Management and Analytics Workshop
- Introduction and Overview
- Performance Management Framework
- Using it with your Clients
6. Performance Management Framework
- A framework for highlighting and prioritizing performance
drivers of shareholder value in:
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- Strategic Asset Management
- A framework for aligning information and analytics with
corporate goals, strategy and business objectives to optimize
performance and manage risk across the enterprise.
- A framework for matching capability requirements with
decision-making cycles and with different roles, responsibilities
and collaboration demands
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- How are we doing? Scorecards and dashboards monitor the
business with KPIs and metrics(e.g. Executives)
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- Why? Reporting and analytics provides the ability to look at
historic data and understand trends and anomalies , mine data for
predictive outcomes and share findings with others (e.g. Business
Analysts)
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- What should we be doing? Planning, forecasting and What If
scenarios help you establish a reliable view of the future(e.g.
Financial Analysts)
7. Performance Management and Analytics =Unlocking the Value of
Information Manage data and content over its lifetime and as part
of processes Customer & ProductProfitability Multi-Channel
Marketing Business Optimization Establish and maintain an accurate,
trusted view of information Plan, understand and optimize business
performance IBM InformationAgendaEnd-to-End Capabilities Flexible
Architecture for Leveraging Existing Investments Other Information
Sources 8. Driving Smarter Decisions for better business
outcomes
- Explore New Opportunities
Through the strategic application ofBusiness AnalyticsSoftware
9. Optimizing Business PerformanceDecide& ActIT SALES MARKETING
CUSTOMER SERVICE HR OPERATIONS PRODUCT DEVELOPMENT FINANCE 10. How
are we doing? What is Happening? Why? What is Likely to Happen? IT
SALES MARKETING CUSTOMER SERVICE HR OPERATIONS PRODUCT DEVELOPMENT
FINANCE 11. Scorecards & Dashboards For Example. Immediate
Insights to Business Performance ? Decide& Act What is
happening? 12. Immediate Insights Scorecards & Dashboards For
Example. ? Decide& Act What is happening? Reports Immediate
Insights to Business Performance 13. Immediate Insights Scorecards
& Dashboards For Example. ? Decide& Act What is happening?
Reports Real Time Monitoring Immediate Insights to Business
Performance 14. Why? Scorecards & Dashboards Deeper Analysis of
Trends & Patterns Ad Hoc Query For Example. Decide& Act
Decide& Act Decide& Act 15. Ad Hoc Query Trend &
Statistical Analysis Why? Deeper Analysis of Trends & Patterns
For Example. Decide& Act Decide& Act Decide& Act 16. Ad
Hoc Query Trend & Statistical Analysis Why? Deeper Analysis of
Trends & Patterns For Example. Decide& Act Decide& Act
Decide& Act Content Analytics 17. How are we doing? What is
Likely to Happen? Foresight to Plan & Allocate ResourcesFor
Example. Decide& Act What if 18. How are we doing? What is
Likely to Happen? Foresight to Plan & Allocate ResourcesFor
Example. Decide& Act What if Predictive Modeling 19. How are we
doing? Foresight to Plan & Allocate Resources What is Likely to
Happen? For Example. Decide& Act What if Predictive Modeling
Planning & Budgeting 20. IT SALES MARKETING CUSTOMER SERVICE HR
OPERATIONS PRODUCT DEVELOPMENT FINANCE Informed, Aligned Decisions
and Actions Decide& Act 21. Performance Management
Framework:The Performance Manager* Financial Management Expense
Management Revenue Management Asset Management * The book is
available from IBMin seven industry editions . 4 Primary Areas, 42
Decision areaswith related KPIs Decide& Act 22. Decision Areas
(Sample) Market opportunities Competitive positioning Product life
cycle mgmt Pricing Demand generation Decide& Act Sales results
Customer/product profitability Sales tactics Sales pipeline Sales
plan variance Marketing Decision Area Demand generation 23.
Decision Areas Cross-Functional Perspective 24. Round Table
Outline
- Performance Management and Analytics Workshop
- Introduction and Overview
- Performance Management Framework
- Using it with your Clients
25. Workshop and Business Simulation
- Typically, a PM & A Workshop takes 3-4 hours
- The participants play the game as a business executive team,
newly hired to turn things around
- If we had the time to do the full business simulation game,
heres what would happen:
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- Introduce a fictitious company
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- Look at reports on the companys key performance results for
last three years
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- Receive a challenge to improve next years results
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- Decide where to invest to achieve targets
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- Enter your decisions into the simulator
- In the interest of time, Im going to give you an quick
demo
26. Business Context
- small growth rates/ margins
- good growth rates and margin
- high growth rates and margins
- medical diagnostic equipment
The Company The Products
27. Start with Income Statement @ Year-end 2009 What stands out?
Distribution costs are way up R&D is way down 28. Product Mix
Market Size by Segment & Product What stands out? Alpha
isLowsegment only Nova & Charger demand is
fromHigh&Mediumsegments 29. Region Mix Market Size by Region
& Segment What stands out? High & Medium segments are
critical forNorth America Low segment is only important inAsia 30.
Sales Growth Market Size Timeline by Region What stands out? Decent
growth inNorth America&Asia Europeis lagging 31. Market Size
Market Size, Margin & Growth
- Choose a Strategy by Segment
32. During Q1 & Q2 we made these decisions:
- We decided on a two-prong Market Strategy
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- Exploit commodity product: Alpha in Asia/Low Segment
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- Emphasize newer, higher margin products in NA & Europe in
High & Medium Segments
- We realigned the sales force
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- We assigned sales people by customer type (ABC)
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- We designated customer type based on market opportunity
- We restarted R&D spending
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- Prior management cut R&D to minimal levels
- We did not tackle distribution costs
33. Round Table Outline
- Performance Management and Analytics Workshop
- Introduction and Overview
- Performance Management Framework
- Using it with your Clients
34. Using it with your Clients
- Performance Management & Analytics Workshops
Available:
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- Typicallyfocused on Revenue Mgt only
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- Often a multi-client setting (e.g. Marketing event)
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- Often single client (e.g. Sales In House event)
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- IBM = worldwide locations scheduled over year
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- Aline = North American events
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- YOU= training and certification available
- * Aline affiliate based in London
35. Using it with your Clients
- General process for using workshops with your clients
- Introductory call with Aline, including a web based walkthrough
of workshop
- Attend a workshop (IBM scheduled event or request from
Aline/PMSI)
- Test a workshop either internally or with client(s)
- Determine workshop strategy / use
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- Plan and order events from Aline/PMSI
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- Get trained and certified to conduct your own events
- Note: Training and certification takes 2-3 days in 2+ hour
increments spread over time.
36. Contact InformationAline 680 American Avenue, Suite 100 King
of Prussia, PA 19406 +1 484-688-8300 www.AlineGRC.com