© 2009 IBM Corporation
®
Paul Parter, Sr. Director R&DConcur Technologies
SIIA On-Demand IBM Preconference Workshop, Oct 28, 2009SIIA On-Demand IBM Preconference Workshop, Oct 28, 2009
IBM Software Group
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Introduction
Concur Technologies
The Market Leader for On-Demand Employee Spend Management
Founded in 1993 1100 person global company Offices in Redmond WA, Minneapolis, Virginia, London, Paris, Prague 9,000 clients of all sizes running on various platforms Clients in 90 countries Process $35B in spend a year
Enabling organizations to globally control costs by automating the processes they use to manage employee spending
IBM Software Group
© 2009 IBM Corporation
A Common Point of Reference:What is Employee “Spend”?
Fact: Employee spend typically represents
8-10% of your total operating expenses
Employee PurchasesMeals, gifts, incentives, services,
supplies, fees, maintenance, utilities, etc.
Business TravelAirfare, car, hotel, meals,
entertainment, etc.
Answer: Employee discretionary spending
Source: Aberdeen Group
IBM Software Group
© 2009 IBM Corporation
Reporting
Concur Intelligence
Book Trip
Concur Cliqbook Travel
Concur Expense
Concur Pay
Concur Audit
One Platform One Service
One User Experience One Set of Reconciled Data
Take TripComplete Expense Report
Audit/Back Office
Payment
Concur Technologies
IBM Software Group
© 2009 IBM Corporation5
Situational Overview
Market Need Offering Goal
Enhance our Service Stay the market leader Improve client satisfaction
Expand the offering Increase Revenue Increase “Stickiness”
Solve client requests around Reporting and Analytics
Great Reporting SAAS Flexible Self service Self authoring
Combined data Travel Credit Card eReceipt Expense Report
More then just reports “Actionable Analytics”
IBM Software Group
© 2009 IBM Corporation6
Solution Overview
Solution
Cognos BI platform
2 tier approach Basic reporting – free Premium reporting ($)
Integrated system Users managed in our
application SSO into Cognos Data consistency
Set of standard reports (templates) Documentation Self service training kit Training classes ($) Premium Services ($)
SolutionInternal Requirements
Client Support Standard Offering Standard DB layout Standard Model
Operations Easy to deploy Easy to monitor Efficient ETL process Good Performance
Business Affordable for clients Profitable for Concur
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Great Tools: Powerful reporting tools - Cognos Authoring – create your own reports 100+ Standard reports – “ready to use” or “modify and save”
Standard BI Benefits Analyze your spending Analyze your processes See trends and make projections Identify places to save money
Unique Benefits Based on our unique set of data
Reserved vs actual spend Corporate rate vs actual spend Fraud reporting Process Adjustments (audit rules, work flows, etc) Future: Travel cost advice, Budgeting, and more
Benefits/Value/Return for Client (1200 clients)
IBM Software Group
© 2009 IBM Corporation
Data becomes information and becomes actionable
IBM Software Group
© 2009 IBM Corporation
Are Travelers Using the Booking Tool?
Was that a peak in April?
Have the policy changes really taken affect?
Will this usage trend continue?
IBM Software Group
© 2009 IBM Corporation
IBM Software Group
© 2009 IBM Corporation
IBM Software Group
© 2009 IBM Corporation12
Solution Value to Concur
Top 3 Values Delivered by the Offering/Partnership
1. Market Leadership• Concur maintaining and expending our lead• Partnering with the market leader in BI
2. Revenue• Increased revenue• Increased stickiness
3. Client satisfaction• Better tools• Actual savings• NPS scores are up
IBM Software Group
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What advice would you offer other SaaS/Cloud ISVs?
Top 3 Takeaways
1. Look for ways to expand your footprint within the client base and to expand your revenue
2. Look for unique value within your application or your data
3. Supportability1. Standard offering – custom offering are hard to sustain2. Plan and build internal tools – not as an after thought
• Monitoring, file transfer, logging, support access3. Think about processes: on-boarding, deployment, support4. Think about end user training5. Self service / easy to use