Presentation on theme: "Identifying Opportunities Mike Peck. Themes o Identifying opportunities outside of IT o 100-250 CAL opportunities – what’s different? o Beating Microsoft."— Presentation transcript:
Identifying Opportunities Mike Peck
Themes o Identifying opportunities outside of IT o CAL opportunities – what’s different? o Beating Microsoft
Opportunities Outside of IT Inertia: Business Objects is comfortable selling to IT BUT IT budgets are now even more heavily scrutinized Think Q – What happened to my pipeline? To capture more dollars we must g o beyond IT BOBJ never trained how to do this effectively
Lifecycle of a BOBJ Customer – What do they buy and how do we traditionally sell? 1. Registration of Crystal Reports 2. Upsell of CR Server / Enterprise 3. Expand with more licenses 4. Cross sell with Web Intelligence 5. Seed then expand Xcelsius 6. Implement Data Quality / Data Integrator 7. Complement Universes / data structure with Predictive Analytics 8. Roll out BI to the masses with Explorer BO Enterprise / CR Server
When do people buy large deployments? Pilot matured to full roll out Other departments getting access Expanding departments = more employees Extranets – supplier and customer Due to tighter budgets – no customer will buy unless there is a real compelling reason to do so What are some of the business reasons people buy?