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Marek Daniłowski
business development director




                                          sales force automation
                          business intelligence second generation
                                                mobile solutions
Founded      2002 – Budapest, HUNGARY                             Our strategic
Employees    ~160                                                  partners

Customers    100+
Users        50.000+
Partners     15+
Company      Broad Experience in Business Intelligence & Mobile
highlights   International Business Experience
             Young and Agile Professional Team
             Dedicated Connections to Universities
             Continuous R&D Projects in BI & Mobile space
             Multilingual Culture

Some
References
R&D, Innovation Awards:
- Best innovation on EEVC
                                           Teams:
  conferences 2009, 2010
                                   -Professional Services
  - Nestlé Innovation Price
                                    - Enterprise mobility
      - Most Innovative
                                    - Sales Effectiveness
   Company in R&D, ICT
            sector


                   Agile Cooperations:
     - Budapest University of Technology and Economics
           -Babes Boyai University, Cluj Napoca
                      - Sintef, Norway
                   -- Kuźmiński, Polska
Saleseffectivity and business intelligence
Genesis
                                     Traditional         Custom & Legacy
                                 Business Intelligence     Applications




  Cost Savings




                                                            Packaged
                                                           Applications

 Sales Growth




 Risk Reduction                                          Salesforce.com
                                ERP Systems



                  ERP Systems
Typical business questions

How successful is my product
      at my customer?
                                     How do my
                                 promotions perform?     Assortment optimization?
        Where do I have/risk
      Out-Of-Stocks / Dvoids ?
                                                      How do my
                                                   new items perform?
        How do different retailer outlets
        perform (Store Benchmarking)?

                                           What sales
                                        patterns do exist?
      Efficient Pricing
       & Promotion ?                                   How is my inventory at
                                                     the retail outlet developing ?
SALES EFFECTIVITY

       This is our answer
Sales Effectivity Concept
PLAN             Planning and visit management
GOALS:
• Optimized tours
• Intelligence visit frequency handling
• Sales/visit targets for sales representatives

MEASURES
• Target visit number coverage
• Visit distribution between targeted customers
• Activities sequence

FEATURES
• Expenses reduction
• Increase effectivness of sales people
• Better care of the most prospective customers
• Limit too big preasure for some customers
• Get full and clearly view of this activity
PLAN            Field budget planning
GOALS:
• Dedicated budgets for visitors/clients
• Divide into activities

MEASURES
• Number of visits vs targeted
• Number of visits vs targeted revenue
• Really cost of visists vs targeted

FEATURES
• Better budget management
• Give better represenatives additional possibilities
• Aware good sales people
• Increase sales effectivenes
PLAN                Campaign Planning & Execution

Identify and target unique customer segments
• Provide    visibility into unknown trends and relationships in the data

Develop richer customer profiles and lists
• Easily
       access and combine data from multiple marketing applications to
 develop 360o customer view

Improve campaign effectiveness
• Identify
         campaign drivers and explore their impact through predictive
 analytics to improve market share and value
DRIVE               Drive actions with PLAN !!!

SFA / CRM / VanSales / Doctor Visitor:
• Sector based field force support
• Full range of Mobile extensions in
  functionality and platforms


Contract management:
• Extended approval management
• Discount and pay back registering
• Document management


Distributor management:
• Integrate sales workflow with 3rd party
   wholesalers systems
DRIVE                Monitoring sales efficienty




   Sales force efficiency messures
   Reporting tool on multiple
    levels
   Surface of daily messaging
    from HQ
   Efficient control over the field-
    workers
ANALYZE                Sales effictivity with Spotfire Analysis
From Out of the box solution …
   o Interactive data analysis
   o standard and ad-hoc reporting
with Zero Foot print (thin) client in browser
       … To BI building

Know-how for Field work performance
measurement with KPI’s
   • Visit performance analysis,
   • Sales target comparing
   • Financial effectiveness

all data transformed into powerful, dynamic
visual content
 performance Dasboards
 management Scorecards
 predictive data analysis & drill down into any
   data
ANALYZE   BI since 1950’s
ANALYZE   BI since 1950’s
ANALYZE               Changing times

New Database and BI technologies introduced
   Excel
   Relational databases
   Reports can be created through excel


Data warehousing realized
   To enable mass data handling
   Reliable reporting and fast data aggregation




            Everyone has BI nowadays
ANALYZE   Current BI architectures
ANALYZE                   IT Centric BI
                                          IT                                        Business
                                       Developer                                      User
                                                                Gather
       Source          Load                                  Specifications
      the data       the data

                              Design
                            Data Models                                                        Publish
ERP                                                                                            To User




                 E           Data                               BI
                           Warehouse                         Platform
CRM              T
                                               Meta
                 L                             Data                        Build
                                                                          Reports
                                             Construct
                            OLAP            BI Metadata
SCM                             Cube

                                                   If specifications change, repeat the process!
ANALYZE                   Business user centric BI
                                       IT                                         Business
                                    Developer                                       User
                                                              Gather
       Source          Load                                Specifications
      the data       the data
                          … and/or
                          Multiple
                               Design
                        Data Sources
                            Data Models                                                      Publish
ERP                                                                                          To User
                                                                            Publish/Share
                                                                              w/ others
                                             Connect to
                             Data            Data Source      BI
                 E
                           Warehouse                       Platform
CRM              T
                                               Meta
                 L                             Data
                                           Interact &                    Build
                                          Visualize Data                Reports
                             OLAP             Construct
                                            BI Metadata
                             Cube
SCM
                                                If specifications change, repeat the process!
ANALYZE   In-memory analytics
ANALYZE               The new game

Still challenged business issues

   Data Warehouse projects do NOT deliver
     Take Too long, Cost Too much and Requite Too much effort
     Not flexible enough in any way

   IT Driven
     Business users have little influence on the results
     Cannot change quickly if new approach is necessary

   Data Explosion
     Data amount is hugely increasing
     Data sources are also increasing in volume.
ANALYZE   The new game
ANALYZE                New era
                  Hardware Acceleration
Key Features
   Hardware optimized to the database engine
   Not Cheap
Key Benefits
   Data Access Speed is tremendously increased
   Scalable and easy to build clusters on it

                     Columnar databases
Key Features
• Totally different approach to data storage
Key Benefits
• More efficient on aggregate needs
• Scalable and easy to build clusters on it
ANALYZE              In-memory analytics
Key Features
• Calculations are done in memory
• Independent of any traditional BI
  formats
• Improving hugely and will keep on
  increasing in significance

Key Benefits
• Faster than any BI method for
  analytical approach
• More complex calculations can be
  achieved in memory
• Analytics and data exploration can
  get back into the focus again
• CHEAP compared to the other
  next gen items
Analytic Dashboards
    ANALYZE             Quickly focus on vital information
Key Features
•   Interactive Summary Views with
     – Dynamic Values
     – Wide range of Conditional
        Icons
     – Sparklines
•   Drill-down navigation
•   Driven by filters, user control
•   Guided Analytics is the way to
    step-by-step approach

Key Benefits
•   Key metrics at a glance
•   Quickly see everything needed on
    a single screen
•   Easily & intuitively spot patterns,
    exceptions, trends and outliers
•   Quickly drill into details when
    needed
       Analytic Dashboards increase productivity and improve data-
                             driven decision making!
ANALYZE                       User Centered Design
Key Features
•   Clean visual style for graphics, pages and
    tables
     –   Larger titles on visualizations
     –   Smaller table headers
•   Easily hide unneeded elements
     –   Popover filters and legends, more control
         over contents
     –   Individual control over axis labels
Integratable Into our Current Business
APPS

Key Benefits
•   Maximize your useful view
     –   Put your data in focus for rapid insight
•   Easier to blend in with portals and other
    applications
     –   Deliver analyses in business context
•   Intuitive, interactive experience
     –   Discover and focus on the important insights
•   Shorten ramp up time & ensure adoption
ANALYZE
ANALYZE            On-line Data Exploration

From Past to Present
Helping Data Consumers to focus on Information Search
• Interactive Data Access
• Straightforward visualization and design
• Flexible interface for changing and digging deep
ANALYZE             Predictions
Exploring the FUTURE
• Exploring possibilities
• Usable for analysts
• What if? Always the next question
• Driving the unknown
ANALYZE                       Contextual & Social Collaboration

Key Features
•   Embed Analytics pages directly into Sharepoint,
    corporate portals, blogs, etc.
•   Share out to any social media (with link back)
     –   Visualization, page, or bookmark
     –   Alerting, mobile access
•   Embed discussions in the analysis
     –   Provide deeper context
     –   Works with other portals as well


Key Benefits
•   Embed analyses directly in relevant business
    context
     –   Improve decision quality
•   Easily socialize your analysis
     –   Leverage collective expertise of distributed teams
•   Rapid find insights and drive consensus on action
     –   Increase productivity and improve decision making
•   Improve visibility to key insights
     –   Drive confidence in the data, process, & key
         decisions
ANALYZE                 Mobility, easy to reach

   Data Exploration is important on the field as well
   Tablets widely available
   Presentation tool
   Important for Teamwork
ANALYZE                    Plan detail per Division & Customer & Engagement




Filter Settings
InvoiceANDPlans
- Div / Clients: PS (Empty)
- Inv_Date: 2012
ANALYZE                             Overview by project leader - financial




Filter Settings
Time & Invoice analysis
- Date: 2012
- ClientName: (Rafinanz Service Kft.)
ANALYZE   Sample
ANALYZE                        Summary
Universal Adaptability                                  Visibility Into the Unknown
Leverage a single analytics and data discovery          Discover unexpected insights hidden in Big Data
platform to empower anyone, anywhere to make            and Real-Time Events to immediately identify
insightful decisions                                    strategic business opportunities or threats.




Self-Service Discovery                                  Fastest to Actionable Insight
Freely explore data to any level of detail, radically   Instantly turn insight into action by enabling
accelerating decision making, while dramatically        anyone to rapidly discover hidden insights and
reducing dependence on IT                               quickly collaborate in context
ANALYZE                     The Shift to Spotfire Analytics
                    Reporting                             Analytics / Statistics



                                                    Interactive                 Data
    Q&R         MOLAP       ROLAP    HOLAP           Analysis       Predictive Mining Stats
      Dashboards
         EPM



Crystal Reports Cognos PowerPlay Cognos ReportNet     Excel                           SAS
   IBI Focus      Microsoft AS   Business Objects                                     SPSS
      Brio                        MicroStrategy                                        R
  Impromptu                          Qliktech

             Metaphor Business Objects              Spotfire Analytics
             Essbase   MicroStrategy
                           Seibel
ANALYZE                              Enterprise Information Architecture
 Contextual Collaboration |




    Executive             HR               Sales          Business      IT Staff       Treasurer     Procurement
                      Professional        Manager          Analyst                                    Specialist

 Dimension-Free Data Exploration               Data Mashup |                         Predictive & Event driven |
 |
                                                      Enterprise apps
           Analytic &                                                                        Business Events
           Operational                                Data warehouse
           Dashboards
                                                                                             Predictive Algorithms
                                                      Excel, Access, SAS, …
           Analytic
           Applications                               Other sources
                                               Data on Demand                           Statistics & Events

Enterprise-class |




      Mission             Unmatched          Massive         24x7 Customer         Global Domain     Security
      Reliable            Performance       Scalability         Service              Expertise
ANALYZE   Simpler integration to enterprise data
ANALYZE                        TS Enterprise Analytics – Platform Overview


                               Spotfire                                        Spotfire
                               Professional                                    Player
                      Dimension-free                           Analytic &
                                              Analytic
                      Data                                     Operational
                                              Applications
                      Exploration                              Dashboards


                Administration,                                                           Enterprise
 Security:
                Integration &                                    In-memory                Social
 Central IT
                SDK                                              Engines                  Collaboration
 LDAP
                                                                 Spotfire
                              Spotfire
                              Server
                                                                 Player                        tibbr
                                                                 Server
                      Data
                      Mashup


      Spotfire                               Spotfire                        Rules &             Spotfire
      Advanced/                                                               Event              Automation
      Application
                                             Statistics
      Data Services                          Services                        Services            Services
                                        Advanced                       Real-time
 Data Connectivity                      Statistics &                   Connectivity
                                        Predictive Analytics
Web Service data
SAP ERP, SAP BI                        Corporate data marts
Other Applications                     Relational databases
ANALYZE   Traditional Business Intelligence
ANALYZE   Business Intelligence Second Generation
Thank You for your attention

                             www.infomatix.pl
                              www.spotfire.pl



       First to Insight. First to Action.

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Saleseffectivity and business intelligence

  • 1. Marek Daniłowski business development director sales force automation business intelligence second generation mobile solutions
  • 2. Founded 2002 – Budapest, HUNGARY Our strategic Employees ~160 partners Customers 100+ Users 50.000+ Partners 15+ Company Broad Experience in Business Intelligence & Mobile highlights International Business Experience Young and Agile Professional Team Dedicated Connections to Universities Continuous R&D Projects in BI & Mobile space Multilingual Culture Some References
  • 3. R&D, Innovation Awards: - Best innovation on EEVC Teams: conferences 2009, 2010 -Professional Services - Nestlé Innovation Price - Enterprise mobility - Most Innovative - Sales Effectiveness Company in R&D, ICT sector Agile Cooperations: - Budapest University of Technology and Economics -Babes Boyai University, Cluj Napoca - Sintef, Norway -- Kuźmiński, Polska
  • 5. Genesis Traditional Custom & Legacy Business Intelligence Applications Cost Savings Packaged Applications Sales Growth Risk Reduction Salesforce.com ERP Systems ERP Systems
  • 6. Typical business questions How successful is my product at my customer? How do my promotions perform? Assortment optimization? Where do I have/risk Out-Of-Stocks / Dvoids ? How do my new items perform? How do different retailer outlets perform (Store Benchmarking)? What sales patterns do exist? Efficient Pricing & Promotion ? How is my inventory at the retail outlet developing ?
  • 7. SALES EFFECTIVITY This is our answer
  • 9. PLAN Planning and visit management GOALS: • Optimized tours • Intelligence visit frequency handling • Sales/visit targets for sales representatives MEASURES • Target visit number coverage • Visit distribution between targeted customers • Activities sequence FEATURES • Expenses reduction • Increase effectivness of sales people • Better care of the most prospective customers • Limit too big preasure for some customers • Get full and clearly view of this activity
  • 10. PLAN Field budget planning GOALS: • Dedicated budgets for visitors/clients • Divide into activities MEASURES • Number of visits vs targeted • Number of visits vs targeted revenue • Really cost of visists vs targeted FEATURES • Better budget management • Give better represenatives additional possibilities • Aware good sales people • Increase sales effectivenes
  • 11. PLAN Campaign Planning & Execution Identify and target unique customer segments • Provide visibility into unknown trends and relationships in the data Develop richer customer profiles and lists • Easily access and combine data from multiple marketing applications to develop 360o customer view Improve campaign effectiveness • Identify campaign drivers and explore their impact through predictive analytics to improve market share and value
  • 12. DRIVE Drive actions with PLAN !!! SFA / CRM / VanSales / Doctor Visitor: • Sector based field force support • Full range of Mobile extensions in functionality and platforms Contract management: • Extended approval management • Discount and pay back registering • Document management Distributor management: • Integrate sales workflow with 3rd party wholesalers systems
  • 13. DRIVE Monitoring sales efficienty  Sales force efficiency messures  Reporting tool on multiple levels  Surface of daily messaging from HQ  Efficient control over the field- workers
  • 14. ANALYZE Sales effictivity with Spotfire Analysis From Out of the box solution … o Interactive data analysis o standard and ad-hoc reporting with Zero Foot print (thin) client in browser … To BI building Know-how for Field work performance measurement with KPI’s • Visit performance analysis, • Sales target comparing • Financial effectiveness all data transformed into powerful, dynamic visual content  performance Dasboards  management Scorecards  predictive data analysis & drill down into any data
  • 15. ANALYZE BI since 1950’s
  • 16. ANALYZE BI since 1950’s
  • 17. ANALYZE Changing times New Database and BI technologies introduced  Excel  Relational databases  Reports can be created through excel Data warehousing realized  To enable mass data handling  Reliable reporting and fast data aggregation Everyone has BI nowadays
  • 18. ANALYZE Current BI architectures
  • 19. ANALYZE IT Centric BI IT Business Developer User Gather Source Load Specifications the data the data Design Data Models Publish ERP To User E Data BI Warehouse Platform CRM T Meta L Data Build Reports Construct OLAP BI Metadata SCM Cube If specifications change, repeat the process!
  • 20. ANALYZE Business user centric BI IT Business Developer User Gather Source Load Specifications the data the data … and/or Multiple Design Data Sources Data Models Publish ERP To User Publish/Share w/ others Connect to Data Data Source BI E Warehouse Platform CRM T Meta L Data Interact & Build Visualize Data Reports OLAP Construct BI Metadata Cube SCM If specifications change, repeat the process!
  • 21. ANALYZE In-memory analytics
  • 22. ANALYZE The new game Still challenged business issues  Data Warehouse projects do NOT deliver  Take Too long, Cost Too much and Requite Too much effort  Not flexible enough in any way  IT Driven  Business users have little influence on the results  Cannot change quickly if new approach is necessary  Data Explosion  Data amount is hugely increasing  Data sources are also increasing in volume.
  • 23. ANALYZE The new game
  • 24. ANALYZE New era Hardware Acceleration Key Features  Hardware optimized to the database engine  Not Cheap Key Benefits  Data Access Speed is tremendously increased  Scalable and easy to build clusters on it Columnar databases Key Features • Totally different approach to data storage Key Benefits • More efficient on aggregate needs • Scalable and easy to build clusters on it
  • 25. ANALYZE In-memory analytics Key Features • Calculations are done in memory • Independent of any traditional BI formats • Improving hugely and will keep on increasing in significance Key Benefits • Faster than any BI method for analytical approach • More complex calculations can be achieved in memory • Analytics and data exploration can get back into the focus again • CHEAP compared to the other next gen items
  • 26. Analytic Dashboards ANALYZE Quickly focus on vital information Key Features • Interactive Summary Views with – Dynamic Values – Wide range of Conditional Icons – Sparklines • Drill-down navigation • Driven by filters, user control • Guided Analytics is the way to step-by-step approach Key Benefits • Key metrics at a glance • Quickly see everything needed on a single screen • Easily & intuitively spot patterns, exceptions, trends and outliers • Quickly drill into details when needed Analytic Dashboards increase productivity and improve data- driven decision making!
  • 27. ANALYZE User Centered Design Key Features • Clean visual style for graphics, pages and tables – Larger titles on visualizations – Smaller table headers • Easily hide unneeded elements – Popover filters and legends, more control over contents – Individual control over axis labels Integratable Into our Current Business APPS Key Benefits • Maximize your useful view – Put your data in focus for rapid insight • Easier to blend in with portals and other applications – Deliver analyses in business context • Intuitive, interactive experience – Discover and focus on the important insights • Shorten ramp up time & ensure adoption
  • 29. ANALYZE On-line Data Exploration From Past to Present Helping Data Consumers to focus on Information Search • Interactive Data Access • Straightforward visualization and design • Flexible interface for changing and digging deep
  • 30. ANALYZE Predictions Exploring the FUTURE • Exploring possibilities • Usable for analysts • What if? Always the next question • Driving the unknown
  • 31. ANALYZE Contextual & Social Collaboration Key Features • Embed Analytics pages directly into Sharepoint, corporate portals, blogs, etc. • Share out to any social media (with link back) – Visualization, page, or bookmark – Alerting, mobile access • Embed discussions in the analysis – Provide deeper context – Works with other portals as well Key Benefits • Embed analyses directly in relevant business context – Improve decision quality • Easily socialize your analysis – Leverage collective expertise of distributed teams • Rapid find insights and drive consensus on action – Increase productivity and improve decision making • Improve visibility to key insights – Drive confidence in the data, process, & key decisions
  • 32. ANALYZE Mobility, easy to reach  Data Exploration is important on the field as well  Tablets widely available  Presentation tool  Important for Teamwork
  • 33. ANALYZE Plan detail per Division & Customer & Engagement Filter Settings InvoiceANDPlans - Div / Clients: PS (Empty) - Inv_Date: 2012
  • 34. ANALYZE Overview by project leader - financial Filter Settings Time & Invoice analysis - Date: 2012 - ClientName: (Rafinanz Service Kft.)
  • 35. ANALYZE Sample
  • 36. ANALYZE Summary Universal Adaptability Visibility Into the Unknown Leverage a single analytics and data discovery Discover unexpected insights hidden in Big Data platform to empower anyone, anywhere to make and Real-Time Events to immediately identify insightful decisions strategic business opportunities or threats. Self-Service Discovery Fastest to Actionable Insight Freely explore data to any level of detail, radically Instantly turn insight into action by enabling accelerating decision making, while dramatically anyone to rapidly discover hidden insights and reducing dependence on IT quickly collaborate in context
  • 37. ANALYZE The Shift to Spotfire Analytics Reporting Analytics / Statistics Interactive Data Q&R MOLAP ROLAP HOLAP Analysis Predictive Mining Stats Dashboards EPM Crystal Reports Cognos PowerPlay Cognos ReportNet Excel SAS IBI Focus Microsoft AS Business Objects SPSS Brio MicroStrategy R Impromptu Qliktech Metaphor Business Objects Spotfire Analytics Essbase MicroStrategy Seibel
  • 38. ANALYZE Enterprise Information Architecture Contextual Collaboration | Executive HR Sales Business IT Staff Treasurer Procurement Professional Manager Analyst Specialist Dimension-Free Data Exploration Data Mashup | Predictive & Event driven | | Enterprise apps Analytic & Business Events Operational Data warehouse Dashboards Predictive Algorithms Excel, Access, SAS, … Analytic Applications Other sources Data on Demand Statistics & Events Enterprise-class | Mission Unmatched Massive 24x7 Customer Global Domain Security Reliable Performance Scalability Service Expertise
  • 39. ANALYZE Simpler integration to enterprise data
  • 40. ANALYZE TS Enterprise Analytics – Platform Overview Spotfire Spotfire Professional Player Dimension-free Analytic & Analytic Data Operational Applications Exploration Dashboards Administration, Enterprise Security: Integration & In-memory Social Central IT SDK Engines Collaboration LDAP Spotfire Spotfire Server Player tibbr Server Data Mashup Spotfire Spotfire Rules & Spotfire Advanced/ Event Automation Application Statistics Data Services Services Services Services Advanced Real-time Data Connectivity Statistics & Connectivity Predictive Analytics Web Service data SAP ERP, SAP BI Corporate data marts Other Applications Relational databases
  • 41. ANALYZE Traditional Business Intelligence
  • 42. ANALYZE Business Intelligence Second Generation
  • 43. Thank You for your attention www.infomatix.pl www.spotfire.pl First to Insight. First to Action.