e2e ebusiness The e-Volution of SalesMan Ontario Cognos User Group Presented by David Bercovitch Ontario Cognos User Group Presented by David Bercovitch Thinking Solutions for eCorporations

What is E2E eBusiness 2 minutes An example of E2E eBusiness25 minutes The E-Volution of SalesMan Demonstration Technical Overview The Benefits Criteria for a successful E2E project10 minutes Cognos and E2E 8 minutes Questions?? minutes What is E2E eBusiness 2 minutes An example of E2E eBusiness25 minutes The E-Volution of SalesMan Demonstration Technical Overview The Benefits Criteria for a successful E2E project10 minutes Cognos and E2E 8 minutes Questions?? minutes Agenda

Who is ThoughtCorp? B2B and BwB eBusiness mBusiness Multi-Tiered Software Development Application Development Business Intelligence Query Based Reporting Multidimensional Analysis OLAP Servers Data Warehousing Knowledge Management

E2E eBusiness Capture Synchronize Store Integrate Process Analyze Interface

Examples of E2E eBusiness Forecasting that is enhanced with performance information, which drives better forecasting Inventory management that is enhanced with sales information and inventory depletion rates HR that is enhanced by employee surveys of which benefits they want to see Stock purchasing that is enhanced by econometric leading indicators Sales that is enhanced by knowing what customers are buying, what is on promotion, etc. Changing the e-commerce web site based on clickstream information about where the customer came from, and what they have bought in the past Forecasting that is enhanced with performance information, which drives better forecasting Inventory management that is enhanced with sales information and inventory depletion rates HR that is enhanced by employee surveys of which benefits they want to see Stock purchasing that is enhanced by econometric leading indicators Sales that is enhanced by knowing what customers are buying, what is on promotion, etc. Changing the e-commerce web site based on clickstream information about where the customer came from, and what they have bought in the past

The Evolution of SalesMan

Circa 1980: SalesMan lugs equipment to demo The e-Volution of SalesMan Pre-civilization: Barter between reapers…No SalesMan Circa 1960: SalesMan writes orders on back of cigarette pack Circa 1960: SalesMan writes orders on back of cigarette pack Circa 1970: SalesMan has better tools – order sheets Circa 1970: SalesMan has better tools – order sheets Circa 1990: SalesMan booking orders, doing research Circa 1950: Contacts most important to SalesMan Circa 1950: Contacts most important to SalesMan

Circa 2000 Handheld computer sales enabling technology SalesMan captures Orders In-store observations Application features Flexible call sheets Intelligent call sheets Global messages and priorities Scheduling, Contacts, Notepads KPI’s delivered to the device Synchronization via the Internet Handheld computer sales enabling technology SalesMan captures Orders In-store observations Application features Flexible call sheets Intelligent call sheets Global messages and priorities Scheduling, Contacts, Notepads KPI’s delivered to the device Synchronization via the Internet Advantage: Powerful, Targeted, and Inexpensive

Circa 2000 The Application

Technology Overview Analysis Datamart PowerPlay WebCognos PowerCube Transactional Database SalesMan’s Application Bi-directional Synch Server KPI Processor Distributor Sent Orders Technologies Used: VB for CEVB for CE COM and DCOMCOM and DCOM XMLXML ASPASP SQL ServerSQL Server IISIIS Cognos PowerPlayCognos PowerPlay Technologies Used: VB for CEVB for CE COM and DCOMCOM and DCOM XMLXML ASPASP SQL ServerSQL Server IISIIS Cognos PowerPlayCognos PowerPlay

Demonstration

Solution’s Benefits Lower costs Transaction (order of magnitude less) Information processing Technical support and hardware costs Improved flexibility Fostering a team relationship between: Sales People Customers Distributors Incredible value added to the internal value chain Classic feedback loop – information drives performance Lower costs Transaction (order of magnitude less) Information processing Technical support and hardware costs Improved flexibility Fostering a team relationship between: Sales People Customers Distributors Incredible value added to the internal value chain Classic feedback loop – information drives performance

11 Criteria for a Successful eBusiness Project 1.Ultimate question: How does this application add value to the person, the function, and to the entire company? 2.Follow normal design criteria Correctness: Is the information correct? Efficiency: Is the application as fast as it could be? Maintainability: Is the application easy to modify? Interoperability: Can the application communicate with other systems? Integrity: Does the application satisfy expectations? Reliability: Is the application up 24/7? 3.Make the application Easy to use Direct and to the point Not too overwhelming 1.Ultimate question: How does this application add value to the person, the function, and to the entire company? 2.Follow normal design criteria Correctness: Is the information correct? Efficiency: Is the application as fast as it could be? Maintainability: Is the application easy to modify? Interoperability: Can the application communicate with other systems? Integrity: Does the application satisfy expectations? Reliability: Is the application up 24/7? 3.Make the application Easy to use Direct and to the point Not too overwhelming

11 Criteria for a Successful eBusiness Project 4.Know your audience 5.Give equal weight to the internal and external processes 6.Remember: Form does not mean function 7.Develop with the “get in and get out” mindset No lingering This is not a consumer application 8.Measure the true effectiveness of the e-business initiative 9.Speed and ruthless execution are everything 10.Test, test, and test again 11.Hire a good consulting company with A strong track record Creative ideas Well rounded skill sets Good personalities 4.Know your audience 5.Give equal weight to the internal and external processes 6.Remember: Form does not mean function 7.Develop with the “get in and get out” mindset No lingering This is not a consumer application 8.Measure the true effectiveness of the e-business initiative 9.Speed and ruthless execution are everything 10.Test, test, and test again 11.Hire a good consulting company with A strong track record Creative ideas Well rounded skill sets Good personalities

Cognos and E2E eBusiness Business Intelligence is the natural extension to eBusiness It makes up the second “E” in E2E Tremendous databases of knowledge Orders In store observations Other data (market research data, customer demographics, web logs/clickstream information) Business Intelligence helps you sell better, closing the feedback loop It’s not the delivery of the data, but its use Business Intelligence is the natural extension to eBusiness It makes up the second “E” in E2E Tremendous databases of knowledge Orders In store observations Other data (market research data, customer demographics, web logs/clickstream information) Business Intelligence helps you sell better, closing the feedback loop It’s not the delivery of the data, but its use

6 Criteria for a successful BI implementation in E2E eBusiness 1.Know your audience 2.Target cubes and reports to the needs of the user 3.Limit the data presented to User’s specific information requirements A benchmark for comparison purposes 4.In your reports Get to the heart of the matter quickly Leave little room for interpretation Reports can be a starting point and an ending point 5.Offer KPI style quick hits for selected users 6.Hire a good consulting company with 1.An understanding of effective use of information 2.A strong track record 3.Great skills 4.Good personalities 1.Know your audience 2.Target cubes and reports to the needs of the user 3.Limit the data presented to User’s specific information requirements A benchmark for comparison purposes 4.In your reports Get to the heart of the matter quickly Leave little room for interpretation Reports can be a starting point and an ending point 5.Offer KPI style quick hits for selected users 6.Hire a good consulting company with 1.An understanding of effective use of information 2.A strong track record 3.Great skills 4.Good personalities

Conclusion E2E eBusiness is the evolution of both eBusiness and current internal business practices E2E eBusiness has tremendous benefits, both hard and soft It can redefine and enhance the way many current business practices are done Cognos Business Intelligence is integral to the second “E” BI closes the loop on the feedback cycle Projects need serious thought and creativity Integration with the business practices Design Speed of development Testing Implementation E2E eBusiness is the evolution of both eBusiness and current internal business practices E2E eBusiness has tremendous benefits, both hard and soft It can redefine and enhance the way many current business practices are done Cognos Business Intelligence is integral to the second “E” BI closes the loop on the feedback cycle Projects need serious thought and creativity Integration with the business practices Design Speed of development Testing Implementation

e2e ebusiness The e-Volution of SalesMan Ontario Cognos User Group Presented by David Bercovitch Ontario Cognos User Group Presented by David Bercovitch Thinking Solutions for eCorporations