Building Effective Strategic Charts
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Building Effective Strategic Charts
- 1. David Goldstein Managing Partner 11 December 2012 Building Effective Strategic Charts
- 2. 0 20 40 60 80 100% 2012 Revenue in $M Revenue by Region US 29% Western Europe 25% Asia/Pacific 16% Japan 9% Latin America 8% Middle East & Africa 7% Eastern Europe 4% $3,304M Canada 2% Revenue by Region Over 50% of revenue from US and Western Europe.
- 3. Revenue by Vertical Financial Services 22% Public Sector 20% Manufacturing 19% Communications 9% Retail 9% Services 7% Utilities 5% Transporation 4% Healthcare 4% Agriculture, Mining and Construction 1% $3,304M Revenue by Vertical Market 80% of revenue comes from 5 largest verticals. Growth opportunities per sector: • Add dedicated public sector sales force • Focus manufacturing sales on China • Healthcare should be an emerging market worldwide
- 4. 0 20 40 60 80 100% 2012 Revenue by Vertical Vertical Markets Financial Services $730M Public Sector $651M Manufacturing $617M Communications $292M Retail $303M Services $248M Other Verticals $464M $3,304M Other Verticals Utilities $167M Transporation $144M Healthcare $116M Agriculture, Mining and Construction $37M $464M Revenue by Vertical—Another View Drilling down highlights healthcare and other smaller verticals.
- 5. Revenue Growth by Vertical 0 1,000 2,000 3,000 $4,000M Revenue in $M 2009 Financial Services $741M Public Sector $621M Manufacturing $634M Communications $286M Retail $307M Services $243M Utilities $163M Transportation $146M Healthcare $113M Agriculture,Mining and Construction $39M $3,293M 2010 Financial Services $775M Public Sector $657M Manufacturing $666M Communications $304M Retail $321M Services $258M Utilities $173M Transportation $154M Healthcare $120M Agriculture,Mining and Construction $40M $3,468M 2011 Financial Services $711M Public Sector $627M Manufacturing $613M Communications $286M Retail $298M Services $243M Utilities $162M Transportation $141M Healthcare $113M Agriculture,Mining and Construction $36M $3,230M 2012 Financial Services $730M Public Sector $651M Manufacturing $617M Communications $292M Retail $303M Services $248M Utilities $167M Transportation $144M Healthcare $116M Agriculture,Mining and Construction $37M $3,305M -0.50% -1.74% 1.59% -0.90% 0.69% -0.44% 0.68% 0.81% -0.46% 0.88% 2009-2012 CAGR Public sector had largest growth over the past 4 years.
- 6. Revenue Mix Change by Vertical 2009- 2012 0 20 40 60 80 100% % of Revenue from Each Vertical 2009-2012 2009 Financial Services 22.5% Public Sector 18.9% Manufacturing 19.3% Communications 8.7% Retail 9.3% Services 7.4% Utilities 4.9% Transportation 4.4% Healthcare 3.4% Agriculture,Mining andConstruction 1.2% $3,293M 2012 Financial Services 22.1% Public Sector 19.7% Manufacturing 18.7% Communications 8.8% Retail 9.2% Services 7.5% Utilities 5.1% Transportation 4.4% Healthcare 3.5% Agriculture,Mining andConstruction 1.1% $3,305M Revenue mix relatively stable. Public sector only vertical that accounted for a significantly larger proportion of revenue in 2012 when compared to 2009. Financial services and manufacturing shrinking the most.
- 7. 0 20 40 60 80 100% 2012 Revenue by Region and Vertical USA & Canada Financial Services 27% Public Sector 16% Manufacturing 16% Communications 8% Retail 10% Services 11% Other 13% $1,031M Europe Financial Services 28% Public Sector 23% Manufacturing 14% Communications 6% Retail 9% Services 8% Other 12% $976M Asia Pacific Financial Services 15% Public Sector 17% Manufacturing 24% Communications 11% Retail 9% Services 5% Other 20% $820M Rest of World Financial Services 13% Public Sector 27% Manufacturing 23% Communications 13% Retail 9% Services 4% Other 12% $477M Total = $3,304M Market Map by Region and Vertical Opportunities in financial services and services in APAC and ROW.
- 8. 0.0 1.0 2.0 3.0% Projected Growth Rate 2012-2016 2.5% 1.5% 1.1% Public Sector 0.8% Retail 0.5% Manufacturing 0.4% $120M $40M $140M $70M $200MMarket Size 2012 Financial Services Services 2.3% Communications Other $90M $160M Projected Growth by Vertical Asia Pacific Largest projected growth in financial services and services verticals.
- 9. 2 4 6 8 10% Profit Margin by Region 2012 Asia/Pacific 9.7% 8.4% Canada Western Europe 4.7% US 4.1% 3.8% $516M $305M $836M $958MMarket Size 2012 0 Japan 5.1% Latin America Eastern Europe 2.1% Middle East & Africa 1.2% $75M $257M $141M $217M Profitability by Region Highest profit also in Asia/Pacific and Japan.
- 10. Impact of Proposed Changes New campaigns in APAC could significantly increase profit over next two years. 300 310 320 330 340 350 360 $370M Projected Profit 2012-2014 2012 Profit $314M Projected Growth $12M APAC Financial Services Campaign $15M 2013 Profit $341M Projected Growth $14M APAC Services Campaign $8M 2014 Profit $363M
Notes de l'éditeur
- Use a 100% stacked bar chart to take a key variable (e.g., revenue) and break it out by category (e.g., by region, vertical market product line or competitor).
- You can use the ½ chart capability to place multiple charts on a slide or place a chart with text. Alter the chart margins and series gaps to widen the chart within the chart area. You can remove the X and Y axes from the chart for a cleaner look.
- Use an ‘Other series’ to consolidate smaller segments and make the chart easier to read. Use an exploding segment to provide detail in the 100% stacked bar. The exploding segment can provide the detail for the other series or for any specific segment. You could, for example, break out manufacturing into components like auto, appliances and aerospace. Color can highlight a specific segment.
- The stacked bar can show trends over time. Here we have revenue by year by vertical. The CAGR column allows you to quantify the growth rates. The red segment and bold CAGR number highlights the largest growth vertical.
- The 100% stacked bar also can be used to track trends over time. In this case the trends are in revenue mix by vertical. You can see which verticals are growing or shrinking in importance over time.
- The Marimekko chart shows drill down along two dimensions. In this case, revenue by region and vertical are presented. The number of regions and verticals was reduced to increase readability and to highlight trends. Make sure both region and vertical categories are mutually exclusive and completely exhaustive (“MECE”).
- The Bar-mekko presents future growth opportunities. Growth is plotted on the Y axis and the width of the bars is proportional to the current revenue from each vertical. You can see if the high growth verticals are among your largest or smallest current markets. Add a data row to make it easier to present current market size.
- You can also use the Bar-mekko to plot profit versus market size. Here we have current profit by region. We use color to highlight the highest profit regions.
- The cascade chart presents the impact of proposed changes. In our example, we are proposing implementing two revenue generation campaigns. APAC financial services campaign will boost 2013 profit and APAC services will boost 2014 profit.