Discovery

Discovery for Analytics Prospects
November 22, 2013
Internal and SAP Partner
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Agenda
General Questions for prospecting and discovery and early qualification

Line of Business Needs

Discovery questions for Line of Business
 IT
 Finance
 Marketing

Closing and Follow Up

 Sales
 Other lines of business
 C-Level

General Questions for Discovery
Additional Resources
• Discovering Customer Requirements (learning map)
• Analytics Selling Guide
• SAP IQ for SAP BusinessObjects BI
solutions Selling Guide
• SAP IQ for Big Data Selling Guide
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Questions for prospecting and discovery, and qualification
Start with the end goal and ask your prospect:
What do you do?
What is your vision of a perfect BI solution?
What are you currently using or doing?
What are the limitations of using your current system?
Why are you looking to change?
When are you looking to do this?
Why is this timescale important?
What happens if you don’t meet this timescale?
Has budget been approved for this project?
Who owns this budget?
Who are the key stakeholders in this project?
On a scale of 1-10 how important is this project to the
business?

How do you report at the moment?
What business units use or need reporting at the
moment?
Who sees the reports?
How often?
How are they distributed?
Do any reports go externally to customers or suppliers?
How many are mission critical?
What key applications do you use in your business?
How many users use each application?
Do you have any major application projects or upgrades
planned?
Are you working with a VAR or one of our partners?
Who? And contact names?

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Questions for prospecting and discovery, and qualification
Data Warehousing (Customer with existing data warehouse):
How does your department respond when you are
brought requests for real time analytics?
How is your EDW being asked to handle Big Data?
What kinds? How much? Using what tools?
Does your organization support Hadoop and
MapReduce? What kinds of requests are you getting?
Are you being asked to keep historical data online?
How much IT intervention is required for user requests
for new queries and reports? What do those DBA cycles
cost you?
What is your backlog on reporting workloads? How
would your reporting users rate your ability to meet their
needs?
How do you handle reports with integrated data from
current systems — and provide answers rapidly?
Have you struggled to meet your current SLAs? Missed
them? What causes the biggest issues?
How much data is currently available to business users?
What prevents you from offering all data to users?
How often are reporting workloads causing bottlenecks
in data warehouse performance?
What is the cost of staffing for tuning and optimizing
queries for reporting, dashboards, and KPIs?

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Internal
Questions for prospecting and discovery, and qualification
Data Warehousing (Customer without existing data warehouse):
How many different systems are being used today to
support analytics and business intelligence?
What business groups are using them?
What groups are working with, or need to work with Big
Data?
What kinds? How much? Using what tools?
Does your organization support Hadoop and
MapReduce?
What kinds of requests are you getting?
Are you being asked to keep historical data online?
How much IT intervention is required for user requests
for new queries and reports? What do those DBA cycles
cost you?
Who is responsible for meeting SLAs? What are the
consequences of performance issues?
How much data is currently available to business users?
What prevents you from offering all data to users?
What is the cost of staffing for tuning and optimizing
queries for reporting, dashboards, and KPIs?
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Internal
Questions for prospecting and discovery, and qualification
Data Warehousing (Customer with existing BusinessObjects BI deployment):
How much IT intervention is required for reporting
requests? What do those DBA cycles cost you?
What is your backlog on reporting workloads? How
would your reporting users rate your ability to meet their
needs?
How do you support your BusinessObjects tools with
integrated data from current systems—and provide
answers rapidly?
Have you struggled to meet your current SLAs? Missed
them? What causes the biggest issues?
How much data is currently available to business users
for reporting? What prevents you from offering all data to
users?
How often are reporting workloads causing bottlenecks
in operational, ODS or data warehouse performance?
Are operational systems, like CRM or ERP bogging
down with reporting workloads from your
BusinessObjects tools? What would the costs be of an
outage?
What is the cost of staffing for tuning and optimizing
queries for reporting, dashboards, and KPIs?
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Internal
Discovery: C-Level
Are you able to:
• See a consolidated overview of all relevant KPIs of
organization.
• Automate alerts to have faster and better decisions.
• Get the right level of insight across the organization.
• Access all of the information you need
• Trust the information available
• Consolidate data from all relevant data sources?
• Gain visibility across the business network.
• Prepare decision ready information and communicate result to
the organization.



LoB Questions for Discovery
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Discovery of Line of Business Needs
Each department, line of business, or function has different needs. For example:
Sales and marketing
• Understanding the profitability of customer
segments

Customer/partner self-service
• Improving operational efficiencies from
sharing information with partner

Human resources
• Determining what factors drive retention of
the best employees

Manufacturing
• Scorecarding supplier performance

Finance
• Understanding the drivers of key financial
metrics; automate planning and
consolidation

Operations
• Improving inventory management


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Internal
Line of Business Discovery: IT
Are you facing any of these challenges?
• Integrating all data or information from structured and
unstructured data sources into a Data Warehouse or
into Reporting [Data integration issues]
• Ensuring the data quality within the systems and within
the reporting [data quality]
• Data Lineage (knowing where the data comes from
and how it was calculated)
• Providing reporting for Multi-source data providers
• Distribution of reporting and changing standard
reporting quickly, to roll it out into the organization.
• Preparing decision ready information.

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Internal
Line of Business Discovery: Finance (BI)
Learn more about selling to Finance in the Analytics Selling Guide
Ask your prospect
• How much time do you spend chasing data or proving
whose data is correct?
• How often do you need to change assumptions and re-
forecast?
• How quickly does your annual budget become
obsolete?
• How do you plan your staffing levels?
• From which systems do you source your employee
information?
• Are you able to control access to sensitive/ confidential
information such as payroll?
• Do you have fragmented buying data or lack insights
into supplier risks?


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Line of Business Discovery: Finance (BPC)
Learn more about selling to Finance in the Analytics Selling Guide
Ask your prospect
• How well is the planning and forecasting process
controlled?
• Do you need adaptive or continuous planning or have
constantly fluctuating commodity pricing and margins?
• Do you require extensive customization and manual
effort for top-down, bottom-up, or other allocation
methods?
• Do you need more organizational agility with your
planning and forecasting tools, and updates?
• Could you benefit from uploading inputs like sales
forecasts from iPads in addition to viewing KPIs and BI
on mobile devices?


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Line of Business Discovery: Marketing
Learn more about selling to Marketing in the Analytics Selling Guide
Ask your prospect
• How do you measure sales and marketing performance today?
• What issues do you have with data quality and duplicate
records?
• How do you know which campaigns actually drive incremental
revenue? Does this work in certain regions and not in others?
• What is the ROI by campaign? Product? Customer segment?
Region?
• How do you monitor the status of campaigns in real time?
• How do you identify existing high-value/high-potential
customers?
• How do you identify which products/customers are the best
cross-sell/upsell opportunities?
• How do you predict the outcomes based on historical patterns
to decide the optimal marketing-mix investment?



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Internal
Line of Business Discovery: Sales
Learn more about selling to Finance in the Analytics Selling Guide
Ask your prospect
• Do you have complete line of sight into the sales pipeline,
leads acceptance, and conversion?
• What kind of sales information are you not getting today that
would be most useful?
• How do you identify price-sensitive/price-insensitive customer
segments?
• What kind of scorecarding or dashboarding capabilities are you
using today?
• How do you know which are the best and most profitable
prospects to target?
• How is your compensation model aligned to enable your sales
strategy?
• How good is the accuracy of your sales forecasting? Have you
become as good as you want at predicting your sales
volumes?
• How well do you reward top performers? Do you have different
categories of top performers or track sales performer by
product? Industry? Vertical or horizontal segment? Other?
• What will happen if you change the sales plan?



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Internal
Line of Business Discovery: Other LoBs
Are you facing any of these challenges?
• Reporting on multi source – integrating more information
• Having fast and easy access to all relevant information an
KPIs
• Discovering the relevant information with drill down.
• Missing the ability to integrate complex formula’s and functions
• Missing the ability to stay in current environment like Excel
• Ability to create and/or personalize a report
• Easily creating visualizations of Information
• Missing the ability to create a and receive alerts for important
KPIs
• Ability to use mobile devices without creating new content for
Mobile device.
• Consuming and exploring relevant business Information
• Prepare decision ready information.



Closing and Follow Up
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Closing the discovery call
Summarize the call and your
understanding of the situation.
Check your understanding is correct.
Agree next action, e.g. call business
users, speak to IT manager, arrange
web demo etc.

Confirm your understanding in a
written output with next actions
Ask the customer to reply that your
summary is correct?

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Internal
Follow up Action Items
Confirm your understanding in a
written output with next actions
Ask the customer to reply that your
summary is correct?

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Thank you