e2e ebusinessThe e-Volution of SalesMan

Ontario Cognos User GroupPresented by David BercovitchThinking Solutions for

eCorporations

• What is E2E eBusiness 2 minutes• An example of E2E eBusiness 25 minutes

• The E-Volution of SalesMan• Demonstration• Technical Overview• The Benefits

• Criteria for a successful E2E project 10 minutes• Cognos and E2E 8 minutes• Questions ?? minutes

• What is E2E eBusiness 2 minutes• An example of E2E eBusiness 25 minutes

• The E-Volution of SalesMan• Demonstration• Technical Overview• The Benefits

• Criteria for a successful E2E project 10 minutes• Cognos and E2E 8 minutes• Questions ?? minutes

AgendaAgenda

Who is ThoughtCorp?Who is ThoughtCorp?

B2B and BwB eBusiness

B2B and BwB eBusiness

mBusiness

mBusiness

Multi-Tiered Software

Development

Multi-Tiered Software

Development

Application DevelopmentApplication Development Business IntelligenceBusiness Intelligence

Query Based ReportingQuery Based Reporting

Multidimensional AnalysisMultidimensional Analysis

OLAP ServersOLAP Servers

Data WarehousingData Warehousing

Knowledge ManagementKnowledge Management

E2E eBusinessE2E eBusiness

CaptureCapture

SynchronizeSynchronize

StoreStore

IntegrateIntegrate

ProcessProcess

AnalyzeAnalyze

InterfaceInterface

Examples of E2E eBusinessExamples of E2E eBusiness

• Forecasting that is enhanced with performance information, which drives better forecasting

• Inventory management that is enhanced with sales information and inventory depletion rates

• HR that is enhanced by employee surveys of which benefits they want to see

• Stock purchasing that is enhanced by econometric leading indicators

• Sales that is enhanced by knowing what customers are buying, what is on promotion, etc.

• Changing the e-commerce web site based on clickstream information about where the customer came from, and what they have bought in the past

• Forecasting that is enhanced with performance information, which drives better forecasting

• Inventory management that is enhanced with sales information and inventory depletion rates

• HR that is enhanced by employee surveys of which benefits they want to see

• Stock purchasing that is enhanced by econometric leading indicators

• Sales that is enhanced by knowing what customers are buying, what is on promotion, etc.

• Changing the e-commerce web site based on clickstream information about where the customer came from, and what they have bought in the past

The Evolution of SalesMan

Circa 1980: SalesMan lugs equipment to

demo

Circa 1980: SalesMan lugs equipment to

demo

The e-Volution of SalesManThe e-Volution of SalesMan

Pre-civilization: Barter between

reapers…No SalesMan

Pre-civilization: Barter between

reapers…No SalesMan

Circa 1960:SalesMan writes orders on back

of cigarette pack

Circa 1960:SalesMan writes orders on back

of cigarette pack

Circa 1970:SalesMan has better tools – order sheets

Circa 1970:SalesMan has better tools – order sheets

Circa 1990: SalesMan

booking orders, doing research

Circa 1990: SalesMan

booking orders, doing research

Circa 1950:Contacts most

important to SalesMan

Circa 1950:Contacts most

important to SalesMan

Circa 2000Circa 2000

• Handheld computer sales enabling technology

• SalesMan captures• Orders• In-store observations

• Application features• Flexible call sheets• Intelligent call sheets• Global messages and priorities• Scheduling, Contacts, Notepads• KPI’s delivered to the device

• Synchronization via the Internet

• Handheld computer sales enabling technology

• SalesMan captures• Orders• In-store observations

• Application features• Flexible call sheets• Intelligent call sheets• Global messages and priorities• Scheduling, Contacts, Notepads• KPI’s delivered to the device

• Synchronization via the Internet

Advantage: Powerful, Targeted, and Inexpensive

Advantage: Powerful, Targeted, and Inexpensive

Circa 2000The Application

Technology OverviewTechnology Overview

Analysis Datamart

PowerPlay Web Cognos PowerCube

Transactional Database

SalesMan’s Application

Bi-directional Synch Server

KPI Processor

DistributorSent Orders

Technologies Used:Technologies Used:• VB for CEVB for CE• COM and DCOMCOM and DCOM• XMLXML• ASPASP• SQL ServerSQL Server• IISIIS• Cognos PowerPlayCognos PowerPlay

Technologies Used:Technologies Used:• VB for CEVB for CE• COM and DCOMCOM and DCOM• XMLXML• ASPASP• SQL ServerSQL Server• IISIIS• Cognos PowerPlayCognos PowerPlay

Demonstration

Solution’s BenefitsSolution’s Benefits

• Lower costs• Transaction (order of magnitude less)• Information processing• Technical support and hardware costs

• Improved flexibility• Fostering a team relationship between:

• Sales People• Customers• Distributors

• Incredible value added to the internal value chain• Classic feedback loop – information drives performance

• Lower costs• Transaction (order of magnitude less)• Information processing• Technical support and hardware costs

• Improved flexibility• Fostering a team relationship between:

• Sales People• Customers• Distributors

• Incredible value added to the internal value chain• Classic feedback loop – information drives performance

11 Criteria for a Successful eBusiness Project11 Criteria for a Successful eBusiness Project

1. Ultimate question: How does this application add value to the person, the function, and to the entire company?

2. Follow normal design criteria• Correctness: Is the information correct?• Efficiency: Is the application as fast as it could be?• Maintainability: Is the application easy to modify?• Interoperability: Can the application communicate with

other systems?• Integrity: Does the application satisfy expectations?• Reliability: Is the application up 24/7?

3. Make the application• Easy to use• Direct and to the point• Not too overwhelming

1. Ultimate question: How does this application add value to the person, the function, and to the entire company?

2. Follow normal design criteria• Correctness: Is the information correct?• Efficiency: Is the application as fast as it could be?• Maintainability: Is the application easy to modify?• Interoperability: Can the application communicate with

other systems?• Integrity: Does the application satisfy expectations?• Reliability: Is the application up 24/7?

3. Make the application• Easy to use• Direct and to the point• Not too overwhelming

11 Criteria for a Successful eBusiness Project11 Criteria for a Successful eBusiness Project

4. Know your audience5. Give equal weight to the internal and external processes 6. Remember: Form does not mean function7. Develop with the “get in and get out” mindset

• No lingering• This is not a consumer application

8. Measure the true effectiveness of the e-business initiative9. Speed and ruthless execution are everything10.Test, test, and test again11.Hire a good consulting company with

• A strong track record• Creative ideas• Well rounded skill sets• Good personalities

4. Know your audience5. Give equal weight to the internal and external processes 6. Remember: Form does not mean function7. Develop with the “get in and get out” mindset

• No lingering• This is not a consumer application

8. Measure the true effectiveness of the e-business initiative9. Speed and ruthless execution are everything10.Test, test, and test again11.Hire a good consulting company with

• A strong track record• Creative ideas• Well rounded skill sets• Good personalities

Cognos and E2E eBusinessCognos and E2E eBusiness

• Business Intelligence is the natural extension to eBusiness • It makes up the second “E” in E2E• Tremendous databases of knowledge

• Orders• In store observations• Other data (market research data, customer

demographics, web logs/clickstream information)• Business Intelligence helps you sell better, closing the

feedback loop• It’s not the delivery of the data, but its use

• Business Intelligence is the natural extension to eBusiness • It makes up the second “E” in E2E• Tremendous databases of knowledge

• Orders• In store observations• Other data (market research data, customer

demographics, web logs/clickstream information)• Business Intelligence helps you sell better, closing the

feedback loop• It’s not the delivery of the data, but its use

6 Criteria for a successful BI implementation in E2E eBusiness6 Criteria for a successful BI implementation in E2E eBusiness

1. Know your audience2. Target cubes and reports to the needs of the user3. Limit the data presented to

• User’s specific information requirements• A benchmark for comparison purposes

4. In your reports• Get to the heart of the matter quickly• Leave little room for interpretation• Reports can be a starting point and an ending point

5. Offer KPI style quick hits for selected users6. Hire a good consulting company with

1. An understanding of effective use of information2. A strong track record3. Great skills4. Good personalities

1. Know your audience2. Target cubes and reports to the needs of the user3. Limit the data presented to

• User’s specific information requirements• A benchmark for comparison purposes

4. In your reports• Get to the heart of the matter quickly• Leave little room for interpretation• Reports can be a starting point and an ending point

5. Offer KPI style quick hits for selected users6. Hire a good consulting company with

1. An understanding of effective use of information2. A strong track record3. Great skills4. Good personalities

ConclusionConclusion

• E2E eBusiness is the evolution of both eBusiness and current internal business practices

• E2E eBusiness has tremendous benefits, both hard and soft• It can redefine and enhance the way many current business

practices are done• Cognos Business Intelligence is integral to the second “E”• BI closes the loop on the feedback cycle• Projects need serious thought and creativity

• Integration with the business practices • Design• Speed of development• Testing• Implementation

• E2E eBusiness is the evolution of both eBusiness and current internal business practices

• E2E eBusiness has tremendous benefits, both hard and soft• It can redefine and enhance the way many current business

practices are done• Cognos Business Intelligence is integral to the second “E”• BI closes the loop on the feedback cycle• Projects need serious thought and creativity

• Integration with the business practices • Design• Speed of development• Testing• Implementation

e2e ebusinessThe e-Volution of SalesMan

Ontario Cognos User GroupPresented by David BercovitchThinking Solutions for

eCorporations