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ADP crystalreports.com Case Study
Darrin Farnsworth, ADPMani Gill, SAP BusinessObjects OnDemand
SAPPHIRE May 2009
© SAP 2009 / Page 2
1. Business intelligence in the cloudSaaS BI Industry dataSAP BusinessObjects OnDemand offerings
2. ADP customer success storyADP’s business needsDemo of ADP’s crystalreports.com
Agenda
What are the benefits of Saas BI?
Business optimization for hard times
Faster “time to value” for quicker return on investment
Access by more employees to more data
Broad reach across the firewall
Stramlined architecture, with zero infrastructure
Lower implementation costs
Lower ongoing costs
Ability to tap operating expense budgets vs. capital expense budgets
Better alignment to business goals
© SAP 2008 / Page 3
IDC Technology SpotlightApril 2009, IDC #215504
Customer Overview: OnDemand BI SubscriberGrowth
020,00040,00060,00080,000
100,000120,000140,000160,000180,000200,000
H22005
H12006
H22006
H12007
H22007
H12008
H22008
© SAP 2008 / Page 4
More than 230,000 subscribers and growing
Current customers in thefollowing industries:
AutomotiveBanking
ChemicalsConsumer Products
Engineering, Const. OpsFinance
HealthcareHigher Education and
ResearchHigh Tech
Industrial MachineryInsurance
Life SciencesMill Products
MediaNon-profit
Oil and GasProfessional Services
Public SectorTravel & Logistics
Serving most industries
Substantial growth for SaaS BI (M€)
050
100150200250300350400450500
2007 2008 2009 2010 2011 2012IDC Megamodel
28.9% CAGR2008-2012
SAP BusinessObjects OnDemand offerings
© SAP 2008 / Page 5
STORE – REPORT – ANALYZE: BI OnDemandSHARE – REPORT – ANALYZE: crystalreports.com
COMPARE AND CLEANSE: Information OnDemand /Address Cleansing OnDemand
© SAP 2008 / Page 6
How to use SAP BusinessObjects OnDemand
STORE – REPORT – ANALYZE: BI OnDemandSHARE – REPORT – ANALYZE: crystalreports.com
Sharing reports and dashboard inside and outsidethe organization (without VPN)
Automatic data updates for the most currentinformation
Multiple data source supportReport schedulingReport notification
Robust data warehouseReport and dashboard creation support
Support for ad hoc reportingDevelopment environment
COMPARE AND CLEANSE: Information OnDemand /Address Cleansing OnDemand
Competitive benchmarking: Compare yourcompany data against third-party and market data
with pre-configured widgetsAddress Cleansing
Public Relations Sentiment Analysis
All solutions work with existing SAP and BI products: Crystal Reports, Xcelsius®,SAP BusinessObjects Web Intelligence and on-premise offerings
Users Inside or Outside The Company CanShare, Report, and Analyze Any Data
© SAP 2008 / Page 7
Company FirewallCompany Firewall
Customers, Partnersand Employees
OnDemand Offerings
On-premise applications and data
Crystal ReportsCrystal ReportsXcelsius®Xcelsius®
Web IntelligenceWeb Intelligence
Cloud Applications
• crystalreports.com• BI OnDemand
• Information OnDemand• Address Cleansing OnDemand
BI extenderBI extender
© SAP 2009 / Page 8
Who is ADP?
One of the world's largest providers of comprehensive business outsourcingsolutionsEstablished in 1949Nearly $9 Billion in annual revenuesEmploys 46,000 employees worldwide1 out of 6 private sector US workers are paid using ADPOver 585,000 clients
© SAP 2009 / Page 9
1. Our sales environment2. Situation prior to crystalreports.com3. Why crystalreports.com fit into our strategy/environment so well4. Sales Leadership’s role of coach & mentor5. Demonstration
Agenda
© SAP 2009 / Page 10
Major Account Sales Environment
1,700 associatesTeam sellingLeads & alliancesTelesales to 3 - 6 month sales cycle
© SAP 2009 / Page 11
Before crystalreports.com
Manual data manipulation & reporting
Inconsistencies, minimal standardization
Native reports8,000+ reports (duplicates, non-compliant, ad-hoc/one off)Many limitationsIssues running large data volume reports
© SAP 2009 / Page 12
Our Requirements
Secure integration with CRMSingle sign onLeverage existing security modelContextually aware reporting
“Keep it simple”On demand & scheduled reportingOn premise database reportingInteractive dashboards
A Flexible, Powerful Solution
API On DemandReporting
On-PremiseData
Warehouse
ReportPublisher
Report Designer
Publish
© SAP 2009 / Page 14
ADP Sales Leadership
Sales leadership coaching & mentoringEffective pipeline managementTargeting “Best Opportunities”Engaged at the right levelLeveraging all resources (lead referrals, multi product sales)
Look at a collection of metricsUse the analytics to facilitate one on one discussionReview metrics with associates and gain their acceptanceWeekly plan & review should have a defined structure
© SAP 2009 / Page 15
crystalreports.comDemonstration
© SAP 2009 / Page 16
Measurable Accomplishments
10% improvement in team member coverage
15% improvement in data quality
Estimated 30 min/day average time savings for field sales leaders
Estimated 1 hour/day average time savings for divisional project managers
APB1
Slide 16
APB1 Darrin, if you have any specific cost savings or revenue increase to attribute to this, I have slightly different icons to useAlison Benson; 06.05.2009
“
© SAP 2008 / Page 17
Benefits that SAP BusinessObjects OnDemandOfferings deliver
For any Line of Business Manager:
Quick Time-to-Value BI for the BusinessLow up-front investmentPurchase with expense budgetQuick implementation, little-to-no ITStand-alone or extension to on-premise BI
Easy External Data Sharing and AnalysisLatest reports for customers, partners, andemployeesNo security or firewall issues
360° View of Your BusinessCombine data from any source, on-premise or inthe cloud
Improved sales visibility and performanceFaster, more robust reporting from lead to sale
"In about 10 minutes, Ilearned about the serviceand had a report hosted."
Keith R. Werosh, universityregistrar, National University of Health
Sciences
© SAP 2008 / Page 18
Thank you!
Share: crystalreports.com
Share data easily inside and outside theorganizationAutomatic data updates for currentinformationWorks with on-premise and cloud BICan report off of multiple data sourcesScheduling and notificationSecure
BenefitsUp and running quickly with little-to-no ITresourcesEasy to share information without ITinterventionUsers notified when latest information isavailableShare the latest data to make moreaccurate decisions
© SAP 2008 / Page 19
Store, Report, and Analyze: BI OnDemand
A complete BI solution for sales reportingData storage in the cloudReporting and ad hoc analysis on manysourcesMore professional looking reportsReport sharing inside and outside theorganizationWorks with existing on-premise BI and cloud BI
BenefitsUp and running quickly with little-to-no ITresourcesMeasure and improve sales rep productivityImproved decision-making with ad-hoc, what-if,and trend analysis
© SAP 2008 / Page 20
Compare and Cleanse: Information OnDemand
© SAP 2008 / Page 21
Online portal and external data sourceCompare company data to market data
(consumer, government, etc.)Address cleansing
Media sentiment analysis
BenefitsAdd relevancy to your business intelligence
with external dataDownload and immediately use widgets
© SAP 2008 / Page 22
Sales Management and Efficiency At ADPWith SAP BusinessObjects OnDemand Offerings
Challenges and OpportunitiesManual data manipulation & reporting(Excel, Access, PDF)Data inconsistencies, minimalstandardization8,000+ reports (duplicates, non-compliant, ad-hoc/one off)Issues running large data volumereportsLack of ability to schedule reportsNo integration between on-premiseand salesforce.comNo interactive dashboardsNeed for single sign-on and ability toleverage existing security model
ObjectivesCreate sales leadership and mentoringprogram to improve sales pipelinemanagementImprove sales rep and project managerproductivity
Implementation Highlights1,700+ usersCombined SaaS and on-premise data
Why SAPPrevious successful SAPimplementationsRapid time-to-value with SaaSdeployment
BenefitsEstimated 30 min/day average timesavings for field sales leadersEstimated 1 hour/day average timesavings for divisional projectmanagers.10% improvement in team membercoverage15% improvement in data quality
Company InformationADP: Global company, HQ:Roseland, New Jersey, U.S.AIndustry: Professional ServicesProducts and Services:HR, payroll, tax and benefitsadministration solutionsRevenue: $9 billionEmployees: 46,000Web Site: www.adp.comSAP Solutions and Services:crystalreports.com reportsharing, scheduling, and distribution
“crystalreports.com delivers ADP’s CrystalReports & Xcelsius content online, givingus valuable insight into our salesperformance & sales opportunitiesresulting in more effective leadership andsales execution.”
Darrin FarnsworthDirector, Sales Automation ProjectsADP
© SAP 2009 / Page 23
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