Analytics and BI for Sage CRM_140410

Good morning everyone. Happy Thursday. This is Johnny Giorardi, Data Cell founder and CEO. Thanks for joining us. Today we're going to have an educational webinar about 25 minutes long. So let's get the ball rolling. And before I jump into the presentation, a quick history why I founded the business back in 2005. So I'm an electrical engineer by undergrad and for many years in my early career I was a programmer. Eventually I fell in love with the business area. I had my MBA and I became a business person. And for me, reporting and data analysis was never really an issue. I was a programmer. So working with complicated computer tools, databases, connecting things was not an issue for me. But my business peers, they often would have challenges building new reports or slicing, dicing reports and they would have to call a consultant. They have to call me to get those things done. Even myself, it would take sometimes many hours to put together some new report. So I joined the business intelligence industry back in the year 2000 and in 2005 I decided to spin off and open data self. The vision was and still is today. There are great technology out there in the upper market that makes reporting data analysis really easy and fast for decision makers. However, usually those tools are too expensive and too complicated to set up for mid sized companies. The midsize businesses are wide open business. They need better bi, they need better reporting, but usually the right solutions or the better solutions are too expensive. So my vision from the beginning was I want to find in the upper market best of breed technologies that would feed the mid market. I want to make them simpler, I want to make them better for mid market companies. So that was the vision is simplify and amplify best of breed technology for mid sized companies. And what you're going to see today is the latest and greatest. So let's go for it. So first of all all lines are muted and if you have questions Please use the GoToMeeting chat inbox and at the end of presentation we're going to be addressing them. So I'm going to spend a few minutes talking about why analytics and why us. I will spend most of the time showing the actual product and then we'll jump into a Q and A session. So why analytics for Sage CRM? Well, one of the most basic needs are simply a better and easier opportunity in pipeline management. Want to see what opportunities are open, what the probabilities are by account manager, by customer, by territory, by product, you name it. Very easy to slice and dice analytics. Using analytics campaign and contact management is Another big topic that people use analytics for better understanding of how well the campaigns are doing. Sometimes you have to connect campaign information from CRM along with your ERP system and analytics can help you with that. Support case management to see how efficient you are with your support cases, how quickly you're resolving them, who's more efficient, what issues are popping up lately, many things that you need to slice and dice. Analytics can help you with that. Having a better grasp of sales and profitability, how well you're doing, is it growing or is it declining? Which clients are becoming more profitable or less profitable or which ones are growing sales? Which ones are declining sales? Which ones are no longer buying from you? Many of those questions analytics can help you address quickly. Sales Commission Sometimes some companies, they spend hours, sometimes days or even weeks, putting together sales commission at the end of the period. Analytics can usually automate the process, quite often 100% of the process. At any time, any day you can see how well you're doing against your quotas and how much money you're going to be making at the end of the month. So analytics can help with that as well. Data Integration Quite often when people are analyzing Sage CRM information, they need to combine data from other places such as your ERP package or maybe information coming from Excel data files or something. So the ability to combine Sage CRM information with other data can be critical for your analysis and analytics can help you with that. So those are the most typical needs. People come to us trying to get better analytics from sahrm, but there are many more. So let me talk a little bit about the initial vision and how we're doing this today. This is Gartner Magic Quadrant for BI and Analytics. Gartner is one of the most reputable companies doing technology assessment in the upper market in the Fortune 2000. Making long story short, the more a vendor these are BI vendors, the more a vendor is to the right, the better it is for Fortune 2000 companies. So not so critical for mid sized companies. But however the higher you are on the Y axis, the better the company is doing when it comes to product support and just success overall as a business. So being higher on this axis is good for mid sized companies as well. By the way, this is the latest revision Gartner releases every year this assessment and this just came about a month or so ago. So these two vendors that I highlighted here, Tableau and Microsoft, right now is considered the best ones from their own categories. Tableau is considered the king of the hill when it comes to ease of Use dashboarding and analytics for decision makers. And Microsoft is considered the best when it comes to BI infrastructure. Well, what about them? What about us? What about you here? Well, it goes back to my initial vision, what our solution is. We take right now the best of the breed, the top vendor from an analytics standpoint, we take the best vendor from a BI infrastructure standpoint. We put those two into our box. We add our own technology that eliminates programming from these other vendors so it makes it easier, simpler, we simplify them and then we add more than 2,000 reports, dashboards and KPIs pretty much ready to go. So we amplify them, we make them better. So that's what we do. We take the best of the technology, we simplify and we amplify them. At the end of the day, what we're providing is easy to use technology. You know, business people, anytime, anywhere, they can have a grasp of their data, they can use mobile devices, they can be in a meeting, in a coffee shop, even in a bar, they just pop their smartphone and they do analytics. So it's easy for them, it's easy for it to maintain this framework because we use best of the technology, simplified, so easy for it as well. Usually it takes hours or days to deploy the complete solution. If you would not be using our framework, it would take you months or years. So we make it really fast to get roi. We have expertise, we've been working with Sage, CRM and mid sized companies. The core team of Dataself has been working with CHRM and mid sized companies for over 14 years. So you know BI, we know CHCRM, we know other ERP package in the mid market, we know how to connect them together for mid sized companies. So you got that from us as well. And finally our cost is a fraction of the cost. If you try to build the solutions by yourself, it's really inexpensive. So that's what we sell. Ease of use, speed for deployment, expertise and low cost. So that was about us. And because we use the best of the grid technology, the best of grid components, we call that our solution is like a Ferrari. Among the BI vendors for Sage CRM, we're not the least expensive. We do not cost a Ferrari, not at all. It's like not even Toyota actually. It's very inexpensive. However, our solution is the fastest, one of the fastest, one of the most exciting. It's flashy, it's easy to use, it's really, really impressive. And that's what I hope you're going to see today in this presentation. So let's go for our test drive, we're going to break our presentation in three buckets. I'm going to show secure access, some sample KPIs out of the 2000 and then I'm going to do some ad hoc analysis. So let's go for it, buckle up, let's put some helmets on and let's go for our drive. Most of the time, business users will access our framework through a web portal. They can use a desktop, a web device, or they can use a mobile device such as smartphone or let's say a tablet. When they log into this portal, they would only be able to see their own dashboards. So if I'm the CEO of the company, I only see my CEO dashboards. If I'm a salesperson, I would only be able to see the sales team dashboard. If I'm from finance, I would only see finance team dashboards. So the, the tool will know who you are and will give your own dashboards. Not only that, but when I'm browsing through my dashboards and I open one of them, like I'm doing right now, let's say top customer by sales this year to date, this dashboard can be designed in a way that when I open it, I would only be able to see my own information. So if I'm the rep from California, I I would see California top customers while the rep for Florida opens the same dashboard and views top customers in Florida while the big boss opens the same dashboard and views top customers across all territories. Same dashboard, different information based on your user credentials. So it can be that smart when it comes to security. So that's how secure it is, highly secured. You only have access to your own dashboards and reports and maybe only your own information. Everything taken care by the security framework. Now let me show a little bit about the out of the box reports dashboards. And as I mentioned, we have more than 2000 total our dashboards and reports. They were designed to be insightful. The idea is business people are busy. We want to cut the time that it takes for them to come up with decisions, better decisions, hopefully more informed decisions so they can act on the decisions. So it's fast to get access to information, it's fast to have insights from it and then you can move on to do whatever you're supposed to. So this is an example of the out of the box dashboards. It shows my top customers by sales this year. And I have here my customers. Every customer has a bar. Bigger bars mean bigger sales in this year to date. In the color of the bar has a color schema to show profitability. In this example, profitability may come from the ERP side. Anyway, the idea is if I have profitability from this color schema, I can quickly tell that one of my top customers, actually more than one, they have fairly low profitability. And that may be an issue that you may have to work on to change that. We also have the profitability using these black dots. So once I have seen this dashboard and understood the bars and the colors and the dots, next time as I open this dashboard, things are changing on a daily basis. Next time they open this dashboard, I can quickly tell where I should focus my efforts. So very insightful. I can make decisions quickly and go about making my business more productive or having better sales. So we have lots of those dashboards showing insights like this. Let me show another way of looking at data that sometimes is very critical. Looking at the tip of the growth curve of your major key performance indicators is usually critical. And this is an example of that in practice. This dashboard is looking at the tip of the growth curve from a sales on a year to date basis versus last year to date. Bigger bars on this side means clients with bigger sales increase. Bigger bars on the negative side means bigger customer buy sales decline. If I have recurring customers, I don't want this to happen and I want to try to reverse the trend. Maybe they're not happy because competition is knocking the door. Maybe we're not doing a good job somehow. So I need to know who these clients are and act proactively before they're gone for good. So again, look at the tip of the growth curve is critical and we have many reports looking at that. Let me show another way of looking at critical trends that are usually very important is what we call exceptional reporting. Exception reporting is looking at transactions that are no longer happening. And this is an example. If you have recurring customers, you want to know which of the recurring customers are no longer buying. So if they're always buying, let's say always buying on an ongoing basis, every week, every month, why these customers are no longer buying. In this case, I'm looking they were buying the last 60 days, but not in the last 30 days. Maybe you're busy. Want to see people who are buying the last year but not in the last three months. It's very easy to change those buckets and see which ones are no longer buying. So the point is looking at exception reporting. Things that are no longer happening is usually critical. And we have many reports looking at those perspectives so you can focus again, your energy where it matters the most, shortcut the time that you have great insights so you can act on them. All right, so I'm going to show now the last dashboard and show how you can easily slice and dice them. Let's take a look at the geography analysis. There it is. So this dashboard is showing sales and this could be open opportunities, it could be potential opportunities, whatever it is from CRM. So in this case I have a map and I have bubbles. Bigger bubbles would be bigger sales amount, actual sales or potential sales. And then I sliced each bubble by the deal size, larger deals, medium deals or small deals. Maybe I want to slice these bubbles by probability, is that you name it. But anyway, I have those bubbles sliced. I can easily change this dashboard and let's say I'm changing the year here and this could be quarter, this could be month to see, let's say if I'm growing or declining, are the bubbles getting bigger over time or the let's say blues less is getting bigger because I want it to. So very easy to see that visually on this dashboard. I also have here sales by account manager, bigger bars, bigger sales and also have profitability on this color schema and then what products have been sold. So very easy. I have this insight now. If I want to change this dashboard, let's say I want to see only the west coast people. I can use my mouse or my fingers on my iPad, let's say select them and automatically the dashboard would change to show which account managers are selling to those three states and what products are being shipped to those three states. It's very easy. If I click one account manager now, for instance, I further filter in the dashboard, this is how much Sam is selling in those three states and these are the products on those three states. Now, these changes are very easy and most business people will be able to do them without assistance from even from training. Now some business users, they may want to do even more. They want to slice and dice things on the fly, anytime, anywhere. For those users, which we call power users, they have this edit button that will allow them to change dynamically this on the fly. And this tool here that I'm showing was designed by Stanford University professors who studied how business people look at business data and have insights from it. It's a journey, it's a process. And that's why when a business person asks it for a new report, quite often it takes many trips and many talks between the two until the report gets ready. It is what it is. It takes Interaction with the data until the business person has the right insight. They want to see numbers, they want to see charts, they want to see summaries, filters, lines, whatever. And every question usually takes the it some time. Here. This tool was designed by the Stanford University professors and the goal is to help decision makers walk through this journey with no assistance from it. So let's see how this works. So I click the edit button and I have now a tab for each of the quadrants of my dashboard. Suppose I want to see this dashboard here, this quadrant, looking at numbers per se. I don't want to see charts, I want to see numbers. I click the show me button and I can select any graphical representation such as grid. So there it is. I'm looking at numbers by the penny. Awesome. I love numbers. I'm looking numbers by the penny. What if I want to see sales by account manager, by product line? I come to this data panel, I expand it and I drag and drop my product line to my query with my fingers on my iPad for instance. And there it is by salesperson, by product line. Maybe when I break down this by year, I just drag and drop into my columns or rows and the solution will show the information right off the bat. Very easy, very straightforward. Business people can actually do things that otherwise would take it quite an effort to do the same thing. Very straightforward and again designed for business people. So that's pretty much how the ad hoc analysis works. Let me go back to my presentation, PowerPoint and I hope you have enjoyed the quick Ferrari spin. Actually, we have right now a Ferrari promotion and because you are attending this webinar, you are automatically entitled to get a 1 ticket for getting a Ferrari drive. The idea is to bring you to a Ferrari racing track and let you drive a Ferrari on us. And you just earn one ticket for that. If you want to get more tickets toward this, draw this drawing. You can follow us on Twitter. When you follow us on Twitter, you get another ticket. If you follow us on LinkedIn, you get another ticket. If you mention us on Twitter and or LinkedIn, you get tickets as well. If you evaluate our solution, you get a ticket. If you buy or subscribe, you get many tickets. In July we're going to be drawing tickets and some lucky guys and women are going to be driving Ferrari on us. So I hope you enjoy our social media and our business to have some fun as well. So having said that, we have three minutes for questions, questions and answers, please. If you have questions, Write on the GoToMeeting chat in box and I'M going to see if we have any questions. So let's see here. Yes, we have questions. Question for Margaret, can this solution integrate Sage CRM with the Sage 300 data? Margaret, thank you for your question. Absolutely. We can integrate data from any data source. If you come to our website dataself.com and you go to software architecture, this is how our solution works. We pull data from Sage CRM and we have out of the box connection to Sage 300 as well. We bring into a ultralight data warehouse and we combine this data. So if you want to see sales and profitability, you can. And then we push this whole information into the analytics platform and let people analyze that using web, desktop and mobile devices. So yes, absolutely, we can integrate Sage CRRM and Sage ERP data. Actually we do that out of the box. Margaret, thanks for your question. More questions here. Yes, from question from Mark. How many reports do you have for opportunity analysis from Sage CRM? Mark was good question. We're actually just rolling out a new out of the box solution for Sage CRM and for opportunity alone we have more than 1,000 reports, dashboards and KPIs for opportunity analysis alone. And once we finish this new rollout for contact management as well as for support case management, we're going to have for CRM alone more than 2,000 reports, dashboards and KPIs. And if you are like Margaret that may want this, with Sage CRM combined with Sage ERP or any other ERP, we're going to have more than 5,000 out of the box. So again, our idea is to shortcut the time that it takes for your team to make more informed decisions, hopefully better decisions so you can focus on making your business better, grow better. Better customer service, better products. Folks, we are wrapping it up. We are pretty much finishing our presentation. I just want to show quickly here, if you want to find more about our solution, you can come to our website and come to, let's say to Sage CRM. And here you're going to get an email later today or tomorrow where a recording of this webinar is going to be available. On this button you can request test drives. You can get a brochure. You can see sample reports. We also have here under the upcoming webinars some exciting things coming up shortly. One of them is a BI panel we're going to have three weeks from now. It's about this incredible company. They sell soft tables and it's very fun. The actual inventor of this technology put his own thing, finger on an active table saw blade and he doesn't get it. Not even a scratch. It's very exciting. So if you're interested in learning how they're using our technology for better reporting and analysis, please join our webinar. Get another Ticket for the Ferrari hopefully you'll be one of the lucky ones to be driving Ferrari with us in July, folks. I really appreciate it. I'm going to show here my contact information if you have any questions. If you want some insights about us, about other providers to see which one is the better for your business, please contact me. You have my cell phone here, my email and my Twitter account. Follow us on Twitter, on LinkedIn and hopefully contact us if you want to do some business with us or just learn from us. Have a great Thursday and see you some other time. Thank you.