Sales Forecast Accuracy

Dynamic Insights for Sales Executives (DISE)

Doug WilsonCisco SAP Alliance

April, 2015

Run the Business Dashboard

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Business Challenge & HANA Solution

Stale reports, disparate data sets, and manual work limit insights

Very intuitive, user-friendly tool with dynamic reports with real-time &

consistent quality data

MBR: My Business Reports• $$ of Bookings by Level• Overall Plan Attainment

SFDC & OMF:• Pipeline• Forecasting

PowerPoint & Excel:• All other information, e.g.

Architecture & Partner• Limited ad-hoc drill-downs

One System: Multiple Data Sets• Plan, Forecast, Bookings and

Pipeline data

Summary and Drill-Down Views:• Ability to show performance,

comparisons and trends• Theater, Country, Segment, GTM• Customer, Partner, Architecture/BE

Mobile Accessibility:Today: Desktop, iPad & iPhone

Legacy DISE

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DISE Run The Business DashboardThe DISE RTB Dashboard enables automated, self-serve access to Plan, Forecast, Bookings and Pipeline information in a consolidated view set for Cisco Sales Management.

DISE RTB Dashboard capabilities include: Bookings Linearity compared to Quarterly Forecast Visibility to Top Opportunities (Commit and Upside) Trends in Forecast Accuracy Drill-down capability to lowest Sales Level for Product or Service Near real-time Bookings performance v. Forecast by Week, Month and Quarter Multi-dimensional Bookings and Bookings Growth trends by Sales Level, BE, Segment and Country

710,830,879 rows of Pipeline data

553,884,879 rows of Bookings data

76,756,764 rows of Forecast data

Plus all the contextual data (customers, products, etc.)

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Legacy Challenges - Architecture

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Bookings(Every 15 minutes)

Tidal Enterprise Scheduler

Monitoring

Client

Load Balanced

CenterityMonitoring

Self Service

ITAuthored

Forecast(Every 5 Minutes)

Misc. Data

Pipeline(Every Hour)

EDW

OMF

Dashboard

Explorer

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Potential Cost SavingsDISE RTB

Roles

Potential Time

Savings per Quarter **

AVP 448 hours

OD 2,047 hours

RM 4,748 hours

Total 7,243 hours

* AVP = 70%, OD = 90%, RM = 80%** Estimated 45 minutes per week

$1.5M/QrtrPer 1000 users

4 FTE’s

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Q1FY14 Q2FY14 Q3FY14 Q4FY14 Q1FY15 Q2FY15

Plan 900 1,400 1,650 2,000 2,250 2,250

Actual 656 1,094 1,479 1,844 2,028 2,010

900

1,400

1,650

2,000

2,200 2,300

656

1,094

1,479

1,844

2,028 2,010

-

500

1,000

1,500

2,000

2,500

Q1FY14 Q2FY14 Q3FY14 Q4FY14 Q1FY15 Q2FY15

Plan

Actual

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“DISE has rapidly evolved to be a fantastic source of information to streamline our business operation management. The more we use the tool, the more we will see productivity gains from operating from a common set of numbers… Without a doubt, this tool will help us focus our efforts on managing the business rather than trying to explain the discrepancies between the multitude of Excel spreadsheets.” – Sylvain Tremblay, OD, US Commercial

“Having been involved in forecast meetings for three decades, DISE is, without doubt, the very best tool I have ever seen to help us build predictability into our forecast. I'd urge everyone to implement the use of DISE quickly. The sooner we use DISE, the sooner we improve our predictability… it's as simple as that.” – Duncan Mitchell, SVP, EMEAR-Emerging

Feedback from Cisco Sellers

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Predictive Analytics Framework & Scope

Sales Forecast

( 3 Years)

Sales Pipeline

( 3 Years)

Sales Booking

( 7 Years)

Provide “Predictive Model” to Sales Executives ODs & RMs -based on the current state of Forecast, Booking & Pipeline…

1. What would be my Bookings at the end of Month or Quarter?

2. Which Opportunities, Should I be concentrating on?1. Reliability Score2. Target Score

3. Segmenting the attainment data and extracting metrics for various dimensions by segments Who will Outperform /Underperform at

the end of Qtr/Year – Theaters, Countries, BE & TAG ?

Install Base / Services

( 7 Years)

Macroeconomics / TAM / Wallet

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Cisco DISE Case Study Where to Find More InformationCisco on Cisco: SAP HANA for Business Intelligence

http://www.cisco.com/c/en/us/solutions/collateral/enterprise/cisco‐on‐cisco/cs‐dc‐09292014‐sap‐hana‐business‐intelligence.html

Bloomberg Businessweek:Real‐Time Business Case Studies

http://global.sap.com/campaign/na/usa/CRM‐XU14‐NON‐TBITLP/index.html?source=social‐glo‐tsm14‐HTCustStories‐Adobe&AUTH=1

Q & A

DISE Demo

Thank You

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Business Productivity

$3,108Risk Mitigation andUser Productivity

$2,580Infrastructure Cost

Reduction

$701IT Staff Productivity

$3,172© 2014 IDC, Document #250419

ROI Summary for Cisco UCS as a Platform for SAP HANA and Other SAP Mission-Critical Applications

Key Performance Improvements Realized from Customers Who

Deployed Cisco UCS

Business Value Benefits: Average Annual Benefits per 100 Users