1. Performance Management & Analytics Workshop Roland Mosimann, Aline

2. Round Table Outline

Performance Management and Analytics Workshop

Introduction and Overview

Performance Management Framework

Demo and Role Play

Using it with your Clients

3. Performance Management & Analytics Workshop Overview

What is it?

• A business simulation game where participants role play as executive team, newly hired to turn around company performance within four quarters

• A showcase of all different IBM Business Analytics and Information solution capabilities in a comprehensive business scenario

• An example of fully integrated transaction data across LOBs and business functions in all areas of the business (Finance/Sales/Marketing/SCM/HR)

What is its purpose?

• First and foremost, as great tool to sell software by

• • Providing one streamlined business value message to clients

• • Creating a highly interactive, informal and fun client event

• • Giving clients a chance to test drive the vision of a CFO Value Integrator

How is it used?

• With New Prospects = To accelerate sales cycles by focusing on business value vs features and functions

• With Existing Clients = To identify and create up-sell/cross-sell opportunities by demonstrating value of cross-functional information and analytics

4. Aline (BII) History with Cognos and IBM since 1995

The Multidimensional Manager (1995) explained OLAP and BI in terms of business value by function, over 500,000 copies published.

24 Ways Framework and Programsunderpinned book and defined 24 information sweet spots or Ways to Impact the Bottom Line with dimensionality and analytics in contrast to traditional query &reporting terms.

The Performance Manager book series and PM Framework for Manufacturing, Life Sciences, Banking, Insurance, Retail and Government

PM & Analytics event series / services, including:

• • Half and full day workshops

• • Accelerator Service, short facilitated sessions to raise awareness around PM valueand flag most important areas of opportunity

• • Priority Road Map Service, As Is interviews, reporting and data environment is organized into order-of-magnitude cost/benefit heat map based on PM Framework to achieve consensus on business and IT

Industry role based frameworks with Dimensional Attributes, KPIs, Metrics and User Profiles for Manufacturing, Banking, Insurance, Services, Pharma verticals.

5. Round Table Outline

Performance Management and Analytics Workshop

Introduction and Overview

Performance Management Framework

Demo and Role Play

Using it with your Clients

6. Performance Management Framework

A framework for highlighting and prioritizing performance drivers of shareholder value in:

• Financial Management

• Revenue Management

• Expense Management

• Strategic Asset Management

A framework for aligning information and analytics with corporate goals, strategy and business objectives to optimize performance and manage risk across the enterprise.

A framework for matching capability requirements with decision-making cycles and with different roles, responsibilities and collaboration demands

• How are we doing? Scorecards and dashboards monitor the business with KPIs and metrics(e.g. Executives)

• Why? Reporting and analytics provides the ability to look at historic data and understand trends and anomalies , mine data for predictive outcomes and share findings with others (e.g. Business Analysts)

• What should we be doing? Planning, forecasting and What If scenarios help you establish a reliable view of the future(e.g. Financial Analysts)

7. Performance Management and Analytics =Unlocking the Value of Information Manage data and content over its lifetime and as part of processes Customer & ProductProfitability Multi-Channel Marketing Business Optimization Establish and maintain an accurate, trusted view of information Plan, understand and optimize business performance IBM InformationAgendaEnd-to-End Capabilities Flexible Architecture for Leveraging Existing Investments Other Information Sources 8. Driving Smarter Decisions for better business outcomes

Cut Costs

Improve Profits

Drive Cash Flow

Manage Risk

Explore New Opportunities

Compliance & Governance

Through the strategic application ofBusiness AnalyticsSoftware 9. Optimizing Business PerformanceDecide& ActIT SALES MARKETING CUSTOMER SERVICE HR OPERATIONS PRODUCT DEVELOPMENT FINANCE 10. How are we doing? What is Happening? Why? What is Likely to Happen? IT SALES MARKETING CUSTOMER SERVICE HR OPERATIONS PRODUCT DEVELOPMENT FINANCE 11. Scorecards & Dashboards For Example. Immediate Insights to Business Performance ? Decide& Act What is happening? 12. Immediate Insights Scorecards & Dashboards For Example. ? Decide& Act What is happening? Reports Immediate Insights to Business Performance 13. Immediate Insights Scorecards & Dashboards For Example. ? Decide& Act What is happening? Reports Real Time Monitoring Immediate Insights to Business Performance 14. Why? Scorecards & Dashboards Deeper Analysis of Trends & Patterns Ad Hoc Query For Example. Decide& Act Decide& Act Decide& Act 15. Ad Hoc Query Trend & Statistical Analysis Why? Deeper Analysis of Trends & Patterns For Example. Decide& Act Decide& Act Decide& Act 16. Ad Hoc Query Trend & Statistical Analysis Why? Deeper Analysis of Trends & Patterns For Example. Decide& Act Decide& Act Decide& Act Content Analytics 17. How are we doing? What is Likely to Happen? Foresight to Plan & Allocate ResourcesFor Example. Decide& Act What if 18. How are we doing? What is Likely to Happen? Foresight to Plan & Allocate ResourcesFor Example. Decide& Act What if Predictive Modeling 19. How are we doing? Foresight to Plan & Allocate Resources What is Likely to Happen? For Example. Decide& Act What if Predictive Modeling Planning & Budgeting 20. IT SALES MARKETING CUSTOMER SERVICE HR OPERATIONS PRODUCT DEVELOPMENT FINANCE Informed, Aligned Decisions and Actions Decide& Act 21. Performance Management Framework:The Performance Manager* Financial Management Expense Management Revenue Management Asset Management * The book is available from IBMin seven industry editions . 4 Primary Areas, 42 Decision areaswith related KPIs Decide& Act 22. Decision Areas (Sample) Market opportunities Competitive positioning Product life cycle mgmt Pricing Demand generation Decide& Act Sales results Customer/product profitability Sales tactics Sales pipeline Sales plan variance Marketing Decision Area Demand generation 23. Decision Areas Cross-Functional Perspective 24. Round Table Outline

Performance Management and Analytics Workshop

Introduction and Overview

Performance Management Framework

Demo and Role Play

Using it with your Clients

25. Workshop and Business Simulation

Typically, a PM & A Workshop takes 3-4 hours

The participants play the game as a business executive team, newly hired to turn things around

If we had the time to do the full business simulation game, heres what would happen:

• Divide into teams

• Introduce a fictitious company

• Look at reports on the companys key performance results for last three years

• Receive a challenge to improve next years results

• Decide where to invest to achieve targets

• Enter your decisions into the simulator

In the interest of time, Im going to give you an quick demo

26. Business Context

Alpha

mass product (commodity)

small growth rates/ margins

consumer appliances

Charger

well established product

good growth rates and margin

mobile devices

Nova

new innovative product

high growth rates and margins

medical diagnostic equipment

The Company The Products

Geography

North America

Europe

Asia-Pacific

Business Model:

B2B

27. Start with Income Statement @ Year-end 2009 What stands out? Distribution costs are way up R&D is way down 28. Product Mix Market Size by Segment & Product What stands out? Alpha isLowsegment only Nova & Charger demand is fromHigh&Mediumsegments 29. Region Mix Market Size by Region & Segment What stands out? High & Medium segments are critical forNorth America Low segment is only important inAsia 30. Sales Growth Market Size Timeline by Region What stands out? Decent growth inNorth America&Asia Europeis lagging 31. Market Size Market Size, Margin & Growth

Choose a Strategy by Segment

Lower Margin

Higher Margin

32. During Q1 & Q2 we made these decisions:

We decided on a two-prong Market Strategy

• Exploit commodity product: Alpha in Asia/Low Segment

• Emphasize newer, higher margin products in NA & Europe in High & Medium Segments

We realigned the sales force

• We assigned sales people by customer type (ABC)

• We designated customer type based on market opportunity

We restarted R&D spending

• Prior management cut R&D to minimal levels

We did not tackle distribution costs

33. Round Table Outline

Performance Management and Analytics Workshop

Introduction and Overview

Performance Management Framework

Demo and Role Play

Using it with your Clients

34. Using it with your Clients

Performance Management & Analytics Workshops Available:

Half day format

• Typicallyfocused on Revenue Mgt only

• Often a multi-client setting (e.g. Marketing event)

Full day format

• Revenue & Expense Mgt

• Often single client (e.g. Sales In House event)

From either/or

• IBM = worldwide locations scheduled over year

• Aline = North American events

• PMSI* = EMEA events

• YOU= training and certification available

* Aline affiliate based in London

35. Using it with your Clients

General process for using workshops with your clients

Introductory call with Aline, including a web based walkthrough of workshop

Attend a workshop (IBM scheduled event or request from Aline/PMSI)

Test a workshop either internally or with client(s)

Determine workshop strategy / use

• Plan and order events from Aline/PMSI

• Get trained and certified to conduct your own events

Note: Training and certification takes 2-3 days in 2+ hour increments spread over time.

36. Contact InformationAline 680 American Avenue, Suite 100 King of Prussia, PA 19406 +1 484-688-8300 www.AlineGRC.com