Te presentamos un resumen de la sesión que Niall Gallacher, Global Director - Qlik Indsutry Solutions, realizó sobre cómo muchas organizaciones de servicios profesionales de todo el mundo están aprovechando analíticas innovadoras para impulsar el éxito en sus estrategias de transformación digital.

1. Data Driven
Digital Transformation for
Professional & Business
Services
Niall Gallacher
Global Director
Qlik, Industry Solutions

2. Niall Gallacher
Global Director,
Qlik Industry Solutions.
niall.gallacher@qlik.com
Join this session to hear how professional and
business service organisations around the globe
are leveraging innovative analytics to drive
success in their digital transformation strategies.

3. This presentation includes certain statements, estimates, targets and projections that reflect Qlik’s
management’s assumptions concerning anticipated future performance of Qlik. Such statements,
estimates, targets and projections are based on significant assumptions and subjective judgments
concerning anticipated results, which are inherently subject to risks, variability and contingencies, many
of which are beyond the control of Qlik, Thoma Bravo and any of Qlik’s current or future direct or indirect
owners. These assumptions and judgments may or may not prove to be correct and there can be no
assurance that any projected results are attainable or will be realized. Qlik, Thoma Bravo, and each of
their respective representatives and affiliates expressly disclaim any and all liability with respect to
information contained in or omitted from this presentation. None of Qlik or Thoma Bravo, nor their
respective representatives or affiliates, make any representations and/or warranties, whether express or
implied, with respect to this presentation, the information contained herein or omitted herefrom. Qlik
undertakes no intention or obligation to update or revise any statements made in this presentation,
whether as a result of new information, future events or otherwise, and such statements should not be
relied upon as representing Qlik's views as of any date subsequent to the date of this presentation.
Further, this presentation is intended to outline Qlik’s general product direction and should not be relied
on in making a purchase decision, as the development, release, and timing of any features or
functionality described for our products remains at our sole discretion.
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4. 4
Contents
• Strategic need for Digital Transformation and the benefit of Analytics
• Industry Challenges and Responses
• Transformation Approaches to Analytics
• Typical Analytical Solutions
• Analytical Techniques which aid Digital Transformation
• Example Professional Services Implementations
• Actionable Takeaways and Q&A

5. Introducing Services industry

6. 6
Strategic Market Drivers & Industry Trends
1. Expansion & Diversification:
• Leverage Global Resource Availability
• Develop New (adjacent) Service Lines
2. Commoditization & Cost Pressure:
• Near / Off-Shore Pressures
• Value Based Contracting (vs T&M)
3. Workforce Enablers:
• Increasingly Agile & Adaptable Workers
• Diversity (Gender, Ethnicity, Language)
4. Regulation
• Increasing & Changing Regulations
• Complex Employment, Accounting, etc. Data

7. Strategic Need for Data Analytics:
data driven
digital
transformation
insight
data
Forward looking analysis & discovery
Predict future outcomes, rather than
simply reviewing previous
performance
Provide informative insight,
rather than basic reports
Discover & simulate rather than slice & dice
Model possible changes that could occur as
the business transforms over time
Use key performance predictors
(KPP’s) as well as (KPI’s)
Uncover hidden patterns
Provide c-suite with critical planning data,
readily consumable manner while mobile
Increase transparency
Cut costs & improve efficiency
Digital Transformation of Professional & Business Services

8. 8
Traditional BI has not enabled the business
The constraints to developing insights
are due to the IT development process
The company’s IT system is not optimized to enable
business decision makers in all departments to
effectively do their job
The current development cycle for new analytical
insights is too long and does not match
my business requirements
Source: Cap Gemini research
45%
agree or strongly
agree
52%
agree or strongly
agree
47%
agree or strongly
agree

9. 9
Many different Professional Services organizations are adopting digital transformation
strategies by leveraging data analytics for competitive advantage.
Challenges & Responses within
Professional Services
Consulting, Audit and Tax
• Increase audit veracity (& sampling)
• Improve resource allocation
• Optimize cost allocations
• Maximize account profitability
• Increase transparency
• Create new lines of business
Legal
• Attorney Dashboards
• Reduce reporting time
• Generate insights
• Understand matter & case costs
• Track activities
• Improve billing & profitability

10. 10
Many different Business & Engineering Services organizations are adopting digital
transformation strategies by leveraging data analytics for competitive advantage.
Challenges & Responses within
Business & Engineering Services
Engineering & Construction Services
• Improve resource allocation
• Increase supply chain efficiency
• Maximize account / project profitability
• Generate insights
• Optimize cost allocation & transparency
• Create new lines of business
Business Services, Computer & Data
Service Providers
• Increase sales performance
• Improve resource utilization & billing
• Monetize data services via portals
• Optimize cost allocation & transparency
• Create new lines of business
• Single view of operational delivery

11. Transformation
Approaches
and Analytical Solutions
for Professional &
Business Services

12. 4 Key Business Priorities
Improve Operational ExcellenceImprove Governance (risk etc.)
. .
. .
Increase Revenue
Reduce Costs
Cautious
Change
Agile
Change
Finance &
Compliance
Market
Planning
Account
Development
Financial
Control
Service
Engagement
Business
Operations
IT / HR Service
Planning

13. 13
Digital Transformation Analytics Solutions
for Professional & Business Services
Audit, Advisory,
Assurance & Risk
Consulting, HRM,
Resource & Planning,
Utilization & Productivity
Legal, Casework,
Billing & Profitability
Engineering / Construction
Program / Project Mgmt
Capital Planning
Risk Management

14. 14
Digital Transformation Analytics Solutions
Audit & Accounting
• HR Management
• Resource Planning, Scheduling & Management
• Audit using Data Analytics
• Audit Action Control Monitoring
Audit, Advisory,
Assurance & Risk
HR Management
• Key measures:
• FTE / Headcount
• Skills / Qualifications
• Salary
• Work Permits
• Performance
• Succession
• Key ratios:
• Diversity
• Attrition / Retention
• Subcontractors
Resource Planning
• Key measures:
• Resource Permits, Skills,
Qualifications & Availability
• Scheduled Activities
• Time Booked
• Location / Client Proximity
• Key ratios:
• % Availability
• % Billed-to-Paid time
• % Billed-to-Booked time
• % Operational Shrinkage
Audit using Data & Analytics
• Key features & benefits:
• Increase Sample Size, Audit
Veracity & Confidence
• Automate Repeatable Checks
in an Audits Standard
Framework
• Review More Controls
• Improve View of Risks
• Visualise Relationships
Between Measures, Controls,
Risk and Operating Practices
• Increase Audit Transparency
Action Control Monitoring
• Key features & benefits:
• Exec Overview of Audit / Risk
increasing Transparency
• Departmental view of risk and
action plan progress
• Audit Opinion Analysis identifie
organisational effectiveness
• Audit Manager views shows
team member performance
• Automate Repeatable Checks
an Audits Standard Framework
HR Reporting & Headcount
Skills, Qualifications, Work
Permits, Security Checks, etc
Work Schedules & Availability
Billing, P&L, Profitability,
Employee Bill-to-Paid, T&E, etc
Departmental Risk Plans
Audit Opinion AnalysisAudit & Risk Report
Audit Algorithms

15. 15
Digital Transformation Analytics Solutions
Legal Firms
• Attorney Dashboard
• Case / Resource Allocation & Planning
• Billing & Profitability
• Business & Market Development
Legal, Casework,
Billing & Profitability
Data & Analytics for Legal Firms:
Key features & benefits:
• Exec Overview of Legal Practice,
revenue, casework & pipeline
• Attorney Dashboard highlighting
case work in progress
• Casework & Resource Planning
• Time recording
• Billing & Profitability
• Sales / Revenue & Business
Development
Client 360 / Market 360
Resource Scheduling & Planning
Project / Case Analysis
Productivity, Utilization, Billability &
Performance

16. 16
Digital Transformation Analytics Solutions
Consulting & BPO Organizations
• Human Resource Management
• Resource Planning & Scheduling
• Resource Utilization & Billing
Consulting, HRM,
Scheduling &
Planning
HR Reporting & Headcount
Skills, Qualifications, Work
Permits, Security Checks, etc
Employee Locations Work Schedules & Availability Productivity & Utilization
Talent & Performance
Job Tasks & Resolution
Billing, P&L, Profitability,
Employee Bill-to-Paid, T&E, etc

17. 17
Digital Transformation Analytics Solutions
Engineering, Construction Service Providers
• HRM, Resource Planning & Scheduling
• Resource Utilization & Billing
• Capital / Program / Project management
• Supply Chain, Fleet & Logistics Management
HR Reporting & Headcount Work Schedules & Availability
Skills, Qualifications, Work
Permits, Security Checks, etc
Billing, P&L, Profitability,
Employee Bill-to-Paid, T&E, etc
Supply Chain, Asset
Management & Utilization
Capital / Program Management
Job Tasks & Resolution
Fleet & Logistics Management
Engineering / Construction,
Program / Project Mgmt
Capital Planning
Risk Management

18. . .
. .
4 Key Business Priorities
Improve Operational ExcellenceImprove Governance (risk etc.)
Increase Revenue
Reduce Costs
Cautious
Change
Agile
Change
Finance &
Compliance
Market
Planning
Account
Development
Financial
Control
Service
Engagement
Business
Operations
IT / HR Service
Planning

19. Digital Transformation Analytics Solutions
Improve Operational ExcellenceImprove Governance (risk etc.)
simplifying decision making for everyone, everywhere
Increase Revenue
Reduce Costs
Financial Planning Market Planning
Finance / AccountsExec Dashboard
Sales 360 Extranet / Portal
Project Management Capital & Risk Planning
Workforce Scheduling
Case ManagementAudit
Agile Billing
Travel & Expenses Procurement
HR ManagementIT Management
$
. .
. .
Finance &
Compliance
Market
Planning
Account
Development
Financial
Control
Service
Engagement
Business
Operations
IT / HR Service
Planning

20. Analytical Techniques
which aid Digital
Transformation

21. 21
Visualizations with Context:
• KPI Objects can simplify complex tables to direct user comparison
Analytical Techniques
Beyond tables, trends & bar charts…

22. 22
Analytical Techniques
Beyond tables, trends & bar charts…
Visualizations with Context
• Opacity can help show the data in focus relative to the wider context
Departmental Headcount of
Customer Facing Staff
• Blue is Male
• Red is Female
• Opaque is non-customer facing

23. 23
Analytical Techniques
Beyond tables, trends & bar charts…
Visualizations with Context
• Clusters & Outliers simplify human interpretation and decision making
GOOD
BAD
NORMAL

24. 24
Analytical Techniques
Beyond tables, trends & bar charts…
Visualizations with Context
• Users can apply varying lenses with alternative dimensions & measures:

25. 25
Analytical Techniques
Beyond tables, trends & bar charts…
Visualizations with Context
• Increase user engagement and comprehension with Geo Analytics

26. 26
Analytical Techniques
Users can apply varying lenses with
alternative dimensions & measures:
Geo Analytics:
Beyond tables, trends & bar charts…
Visualizations with Context
• KPI’s
• Opacity
• Clusters
& Outliers

27. Example
Implementations in
Professional Services

28. 75%
of the world’s largest
Professional Services
firms use Qlik’s Visual
Analytics Platform

29. Top Visual Analytics Solutions
Professional Services Deployments
Audit, Advisory,
Assurance & Risk
Capital Investment &
Program Management
Advisory & Analytical
Services and Portal
Human Resource
Management,
Planning & Utilization
Finance, Billing,
Profitability &
Controls
Firm 1
Audit:
• Planning
• Audit Data Analytics
• Internal Audit
• External Audit
Capital / Risk Mgt:
• Capital Investment
Planning
• Project Management
• Risk Analysis
Advisory:
• Hosted Audit Data
Analytics Portal
• Internal Audit – Self
Service
Audit & Consulting:
• HRM & Planning
• Skills, Permits,
Clearances
• Scheduling & Utilization
Finance:
• Accounts
• Procurement
• Billing
• Profitability
• Exec Dashboard
Firm 2
Audit:
• Planning
• Audit Data Analytics
• Internal Audit
• External Audit
Audit & Consulting:
• HRM & Planning
• Skills, Permits,
Clearances
• Scheduling & Utilization
Finance:
• Accounts
• Procurement
• Billing
• Profitability
• Exec Dashboard
Firm 3
Audit:
• Planning
• Audit Data Analytics
• Internal Audit
• External Audit
Retail Advisory:
• Price & Leadership
Benchmarking
• Customer Service
Delivery
Audit & Consulting:
• HRM & Planning
• Skills, Permits,
Clearances
• Scheduling & Utilization
Finance:
• Accounts
• Procurement
• Billing
• Profitability
• Exec Dashboard

30. Audit Accounting, Tax, Advisory Benchmarking
Project &
Risk Mgmt
Accounts
Exec Dashboards
Operations
Project Management
Marketing
Management
Billing
Account Management
Resource & Planning
Account Profitability
Finance
HR
Employee Dev
Additional Sell-To Products
Product /
Market
Offerings
Qlik (QIX, QAP,
Scheduler, nPrinting)
Business
Rules
Workflow
Management
Program Mgmt
Capital & Risk
Planning:
Project 1
Project 2
Project 3
.
Project n
Expenses
Procurement
Compensation
Retail
Health/Safety
Environmental
CIO Survey
EU-GDPR
ExternalInternalEngineTypical Analytics Products for Audit, Accounting, Tax & Advisory

31. 31
Actionable Takeaways
• Digital Transformation is well underway in many organizations
─ Many organizations are casting their traditional Reporting and BI solutions aside.
• Analytics has an important part to play in this transformation
─ Modern data and analytics approaches can help the transformation realize its goals.
• Changing from “reporting” to innovative analytics helps change embed
─ Research highlights that analytics can help the cultural adoption of change initiatives in organizations
• Example analytical solutions help demonstrate the “art of the possible”
─ Qlik has a wide array of example applications to showcase various analytical solutions.
• Many firms are emerging with new products, led by analytics
─ This creates new market potential for many firms.

32. Thank you!