1. Choosing Business Intelligence Platforms Prepared For The: Microsoft Business Intelligence User Group of New York City Scott Stein scott.stein@insightspi.com +1 (609) 937-6107 June 2011

3. Cost

4. Vendor Roadmap

5. Incumbency & Vendor/Customer Relationships

6. Alignment With IT Strategy

7. Business Solutions

9. AS is a superior mix of scalability and analytical functionality

10. Competitors do well at the “high end”

11. Advanced Visualizations

12. Data mining

13. “Big data”

14. Data quality

15. Features/functionality no longer a big factor in BI platform decisions

16. All BI vendors are comparable

18. Doing more with less

19. Companies looking for quick wins (3 months) w/tangible results

20. Mandate to deliver projects that drive immediate bottom-line results i.e. this fiscal year

21. “Defend the Spend” with Self-funding incremental ROI

22. Focus back on Departmental BI

23. The rise of Self-Service BI

24. MS platform ~1/5 cost of competitors

25. Many already own it i.e. SQL Server, SharePoint, Office

26. MS TCO

27. Less complexity in implementation

28. 1 to 4 ratio of implementation man-hours compared to Hyperion, Cognos, OBIEE, others

29. M&S costs ranging from 15% to 25% of the license fee annually

30. Microsoft BI skills investment are ‘incremental’ to most organizations

31. MS “low-cost” plays well for…

32. Cost-constrained industries e.g. retail, healthcare

33. BI ‘re-starts’ or second surgery

35. Couldn’t easily analyze impact of investment/discretionary spend on income statement & balance sheet

36. Financial and customer transaction data in disparate systems

37. Hyperion Planning/BI systems were

38. too rigid

39. took years and many millions to deliver

40. weren’t likely to rip and replace

41. …however didn’t want to invest more

42. Oracle was offering expensive data “connectors” requiring constant customizations and extensive config/dev

43. Solution

44. Owned SQL Server & minimal incremental cost for SharePoint

45. Implemented MS BI solution

46. Extract and integrate financials and customer data,in weeks, not many months

47. Designed models than plan/analyze their discretionary spend and enable investment optimization across the business

48. Used across 40+ American Expressbusiness segments

51. Maintenance revenue is increasingly important for vendors

52. Pricing pressures and bundling

53. Infrastructure-light BI will benefit

54. Users will look at what they already have

55. Open source and SaaS will get a push

56. Repurposing of BI: Focus on the bottom line

57. Uncertain users investing tactically

59. Oracle/Hyperion and IBM/Cognos have strong relationships with Finance

60. SAP/Oracle have strong industry relationships

61. ERP Vendors are now BI Vendors e.g. SAP, Oracle

62. “Own” the data

63. Selling BI into their install base

64. Interoperability of a vendor’s product lines should not be assumed

65. Align with customers’ vendor consolidation strategy

66. Typically good for MS if IT drives the decisions

67. IBM/Cognos is there too

68. Ubiquity of SharePoint in the enterprise

69. Significantly decrease barriers to entry

72. Business User Adoption/Rejection

73. Organizations need to focus standardization efforts more on defining the use case (i.e. how the tools should be used and why) and less on stipulating which tools are allowed

74. “More than half of enterprise BI users said they were dissatisfied with IT’s ability to deliver business intelligence functionality” (ComputerWorld, 5/4/2011)

75. Cost prohibitive & high entry barriers for enterprise deployment

76. Requires comprehensive data management strategies

77. MS vision for PERVASIVE BI

78. Increase BI usage from 20% to 80% in the enterprise

79. BI as a “feature”, not a specialization

80. Convergence of BI w/collaboration, search, content management

81. Address user adoption issues w/familiar tools i.e. Excel & SharePoint

82. Cost is no longer a barrier to entry

84. IT “standardized” on IBM/Cognos

85. Low business adoption

86. Unnecessary complexity i.e. overkill

87. Dependence on IT support

88. Low perceived ROI

89. Consequently, using “Clipboard” approach to program management

90. Unable to adequately sense & respond to Program issues

91. “Brute force” stovepipe management of financials, technical metrics and resource planning

92. Solution

93. Needed something between “clipboard” and “IT standard”

94. Low-cost scalable solution

95. Integrate with existing program rhythm

96. Provide visibility and enable program optimization

97. Already owned SQL Server & SharePoint

98. Rapid user adoption with familiar tools e.g. Excel

99. SharePoint dashboards + SQL Server MSAS + SQL ServerMSIS for data integration

101. Still new to BI

102. Emotional IT bigotry

105. Focus on IT, not BDMs

106. Need to shift conversations away from pure technology

107. Competitors out-spend MS, invest in sales cycle

108. Perception around competitor’s industry and functional solutions

109. Demo-ware positioned as industry “templates”, data models and “accelerators”

110. Finance/CFO often drive BI decisions with Performance Management

111. MS doesn’t sell to finance

112. PPS Planning failure

113. MS partner eco-system can be very effective

114. Planning/budgeting vendors like Tagetik, Prophix, SAP BPC (OutlookSoft)

115. Industry solutions & functional expertise

116. Departmental BI i.e. Shadow IT

117. Self-Service

118. QlikViewis user-friendly with mature feature tools and visualization

119. Mega-vendors following, Tableau is getting there

120. PowerPivotcatching up (but require upgrades, compatibility)

121. Creates huge data governance/management challenges for IT

123. Recently merged west coast and east coast companies

124. 2 financial transaction systems

125. Thousands of financial reports

126. Manual process for planning, budgeting, forecasting did not scale

127. Catch-22

128. Finance rejected IT ‘standards’ andwould not give up Excel for reporting

129. IT could not provide timely data access without enforcing standards

130. Solution

131. Robust integrated reporting and analysis

132. MS Integration Services + SME for data integration and data warehousing

133. Excel-based tools (SAP BPC e.g. OutlookSoft) for Planning/Budgeting

134. Integrated with dynamic reporting toolset

135. One version of the truth across the business

136. Aligned Business & IT Goals for flexibility, timeliness and standards-based approach

137. Linked corporate strategy to operational performance

138. Provided platform to plan/manage/analyze the business

140. Comes with high cost, high complexity and relatively long delivery and time-to-value

141. Targeted at a small set of users across the organization

142. Most are more sophisticated than Microsoft in their sales motions w/customers

143. Mega-vendors are already entrenched with their customers e.g. ERP

144. MS BI platform lowers barriers to entry & risk

145. Pricing and TCO is massively better than competition

146. Increase user adoption (#1 success driver and reason for BI project failures) with delivery of powerful solutions through familiar tools used in every-day business processes i.e. Office (the #1 business tool) and SharePoint

147. Incremental ROI i.e. quick time-to-value solutions and not “big bang” high-cost high-risk long timeframes like many competitive solutions