![What did we learn in Enterprise 1.0?
• Sell to “C-level” executives
• “We don't wake up for less than [$1,000,000 deal]”
• One big deal each year
• Reality is a guide, pitch the possible
• Every answer begins with, “yes”
• Sell first, deploy second
• Win every feature war
• World’s leading provider of fully integrated suites
• Never pilot
• Scripted demo vignettes
• No touching
Customer complicity?](https://image.slidesharecdn.com/svpma-05-2008-simplywhatsnext-anthonydeighton-130411124255-phpapp01/85/Enterprise-2-0-and-its-affect-on-Business-Intelligence-Software-7-320.jpg)
![What business are our competitors in?
SAS is the leader in business Cognos, an IBM company, is As an independent business Hyperion Solutions Corporation
Leader
intelligence and analytical World leader
the world leader in business Independent
unit within SAP, Business Global leader
is the global leader in
software and services. intelligence and performance Objects transforms the way the Business Performance
Customers at more than management solutions. It world works by connecting Management software. More
[which]
44,000 sites use SAS software
[which]
provides world-class
[which]
people, information and
[which]
than 10,000 customers –
to improve performance enterprise planning and BI businesses. Together with one including 91 of the Fortune 100
Improves
through insight from data, manages financial
software and services to help delivers business
of the industry's strongest and Translates
– rely on Hyperion software to
resulting in faster, more companies plan, understand most diverse partner networks, translate strategies into
performance
accurate business decisions; and operational
and manage financial and performance
the company delivers business strategies into
plans, monitor execution
more profitable relationships performance
operational performance. optimization
performance optimization to plans, monitors
and provide insight to improve
with customers and suppliers; Cognos was acquired by IBM in customers worldwide across all financial and operational
[via an]
compliance with governmental January 2008.
[and] close the
major industries, including
execution [and]
performance. Hyperion
regulations; research [via an] loop between
financial services, retail, improves financial
combines the most complete
Enterprise
breakthroughs; and better business strategy
consumer-packaged goods, and operational
set of interoperable
products and processes. Only healthcare and public sector. applications with the leading
intelligence
SAS offers leading data performance and execution
With open, heterogeneous performance
Business Intelligence platform
platform
integration, storage, analytics management [an applications in the areas of to support and create
and business intelligence governance, risk and Business Performance
applications within a
d] enterprise [via an]
compliance; enterprise
[via an]
Management solutions.
comprehensive enterprise planning performance management;
intelligence platform. Since enterprise
and business intelligence; and Business
1976, SAS has been giving through global consulting and
customers around the
performance
education services, Business
Performance
world THE POWER TO management [an
Objects enables organizations Management
KNOW®.
d] enterprise
of all sizes around the globe to
close the loop between
planning
business strategy and
execution.](https://image.slidesharecdn.com/svpma-05-2008-simplywhatsnext-anthonydeighton-130411124255-phpapp01/85/Enterprise-2-0-and-its-affect-on-Business-Intelligence-Software-33-320.jpg)
Enterprise 2.0 and its affect on Business Intelligence Software
- 1. Simple’s What’s Next Enterprise 2.0 and its affect on Business Intelligence Software Anthony Deighton, Senior Vice President of Marketing
- 2. About QlikTech Heritage Board • Founded in 1993 in Sweden • Paul Wahl, former COO Siebel and CEO, SAP America • R&D located in Lund, Sweden • Alex Ott, JVP, former President, Siebel North America • Granted patents on in-memory associative technology • Bruce Golden, Accel, former Executive, Sun, Illustra and • Eight major QlikView product releases Informix • QlikView 8 released in 2007 • Claes Björk, former CEO, Skanska • Lead investors – Accel Partners and JVP • Måns Hultman, Chairman, QlikTech • Lars Björk, CEO, QlikTech Organization Results • Management Team: • Leading provider of next generation BI solutions – Former executives from SAP, Siebel, Oracle, • Fastest growing BI software company in the world for Mactive, Intentia three years running (2005 – 2007) according to IDC • ~400 employees across 17 offices in 9 countries • Profitable, annual revenue growth of ~80% • More than 300 partners • 8,456 customers in 85 countries • Headquartered in US (Radnor, PA) • Adding 13 new customers every day • 381,000 live users
- 3. Our Mission Simplifying Analysis For Everyone
- 4. Patented In-Memory Associative Technology A Fundamental Difference What How The Power of Simplicity Associative In Memory Memory & Processor Power QlikView Real-time OLAP • Thought driven • Fast “Real-time processing” • Natural • Light impact • Visually Interactive • Freeing 64 Bit • Summary and Detail • Flexible • Portable Traditional Cube OLAP • Collaborative “Pre-processing” • Simple • Personal • Inexpensive • Empowering • Integrative Time
- 5. Simple is What’s Next… • Industry Trends – Consumerization of enterprise software – Top down vs. bottom up management – Consolidation in BI • Impact on QlikView
- 6. Consumerization of enterprise software
- 7. What did we learn in Enterprise 1.0? • Sell to “C-level” executives • “We don't wake up for less than [$1,000,000 deal]” • One big deal each year • Reality is a guide, pitch the possible • Every answer begins with, “yes” • Sell first, deploy second • Win every feature war • World’s leading provider of fully integrated suites • Never pilot • Scripted demo vignettes • No touching Customer complicity?
- 8. Changing expectations of how software is delivered • 1990: shrink wrapped, box, manual, diskette – Support by manual • 1995: shareware, internet delivered – Support by news group • 2000: web site – Support by chat, email, group… or not needed
- 9. New generation of IT buyer Generation Y • Always connected • Tech savvy • Narcissists • Completely public • Herd mentality • Fickle but driven IT Rules Don’t Apply
- 10. Gmail vs. Outlook • All my email, any time, everywhere • Slick clickable UI • Search • Ads delivery • 24/7 operation • ... • Reading pane • SMTP/IMAP support • Global address book • Trust center • Out-of-office messages • Plugable framework • Notes, Journal, Todo • Mailbox cleanup • PSTs • Email Forms • ...
- 11. Salesforce.com vs. SAP • Customer Relationship Management, now • World’s largest Oracle DB • Massive concurrency • Always live • Multi tenancy • Configurable • ... • ERP, CRM, BPM, MM, AP, AF, AHHH • User control • Process definition • Required fields • Workflow engine(s) • Meta data • BAPI • Lists and forms • ...
- 12. QV Sterling vs. Sterling • Always find a flight • Destination ↓ • Date ↓ • Time ↓ • Flight ↓ • Fare
- 18. QV Sterling vs. Sterling • Always find a flight • Destination ↓ • Date ↓ • Time ↓ • Flight ↓ • Fare
- 27. QV Sterling vs. Sterling • Always find a flight • Associations • Data aggregation • Slick interactive UI • Real time integration • ... • Destination ↓ • Date ↓ • Time ↓ • Flight ↓ • Fare
- 28. What can web 2.0 tell us about BI 2.0? End User Developers • Work the way your mind works • Leave the data as it is and • Visual where it is • Click-interactive • Low total cost • Different views of the data • Web based • Collaborative • Fewer clicks/more done • Always on • Hide complexity • Risk free
- 29. New business models are simply a red herring Business Model Technology • SAAS • Low cost • Open source • Short implementation • Premise • Usable • Sell bottom up • Easy upgrade/stay current • Freedom from IT • Community
- 30. The KISS siren KISS
- 31. Top down versus bottom up performance management
- 32. What business are our competitors in? SAS is the leader in business Cognos, an IBM company, is As an independent business Hyperion Solutions Corporation intelligence and analytical the world leader in business unit within SAP, Business is the global leader in software and services. intelligence and performance Objects transforms the way the Business Performance Customers at more than management solutions. It world works by connecting Management software. More 44,000 sites use SAS software provides world-class people, information and than 10,000 customers – to improve performance enterprise planning and BI businesses. Together with one including 91 of the Fortune 100 through insight from data, software and services to help of the industry's strongest and – rely on Hyperion software to resulting in faster, more companies plan, understand most diverse partner networks, translate strategies into accurate business decisions; and manage financial and the company delivers business plans, monitor execution more profitable relationships operational performance. performance optimization to and provide insight to improve with customers and suppliers; Cognos was acquired by IBM in customers worldwide across all financial and operational compliance with governmental January 2008. major industries, including performance. Hyperion regulations; research financial services, retail, combines the most complete breakthroughs; and better consumer-packaged goods, set of interoperable products and processes. Only healthcare and public sector. applications with the leading SAS offers leading data With open, heterogeneous Business Intelligence platform integration, storage, analytics applications in the areas of to support and create Business and business intelligence governance, risk and Performance Management applications within a compliance; enterprise solutions. comprehensive enterprise performance management; intelligence platform. Since and business intelligence; and 1976, SAS has been giving through global consulting and customers around the education services, Business world THE POWER TO Objects enables organizations KNOW®. of all sizes around the globe to close the loop between business strategy and execution.
- 33. What business are our competitors in? SAS is the leader in business Cognos, an IBM company, is As an independent business Hyperion Solutions Corporation Leader intelligence and analytical World leader the world leader in business Independent unit within SAP, Business Global leader is the global leader in software and services. intelligence and performance Objects transforms the way the Business Performance Customers at more than management solutions. It world works by connecting Management software. More [which] 44,000 sites use SAS software [which] provides world-class [which] people, information and [which] than 10,000 customers – to improve performance enterprise planning and BI businesses. Together with one including 91 of the Fortune 100 Improves through insight from data, manages financial software and services to help delivers business of the industry's strongest and Translates – rely on Hyperion software to resulting in faster, more companies plan, understand most diverse partner networks, translate strategies into performance accurate business decisions; and operational and manage financial and performance the company delivers business strategies into plans, monitor execution more profitable relationships performance operational performance. optimization performance optimization to plans, monitors and provide insight to improve with customers and suppliers; Cognos was acquired by IBM in customers worldwide across all financial and operational [via an] compliance with governmental January 2008. [and] close the major industries, including execution [and] performance. Hyperion regulations; research [via an] loop between financial services, retail, improves financial combines the most complete Enterprise breakthroughs; and better business strategy consumer-packaged goods, and operational set of interoperable products and processes. Only healthcare and public sector. applications with the leading intelligence SAS offers leading data performance and execution With open, heterogeneous performance Business Intelligence platform platform integration, storage, analytics management [an applications in the areas of to support and create and business intelligence governance, risk and Business Performance applications within a d] enterprise [via an] compliance; enterprise [via an] Management solutions. comprehensive enterprise planning performance management; intelligence platform. Since enterprise and business intelligence; and Business 1976, SAS has been giving through global consulting and customers around the performance education services, Business Performance world THE POWER TO management [an Objects enables organizations Management KNOW®. d] enterprise of all sizes around the globe to close the loop between planning business strategy and execution.
- 34. What business are our competitors in? Hypersasonos Objects (recently acquired by IBAPacleSoft) Driving corporate performance through the use of software to align strategy and execution
- 35. Corporate Performance Management Objectives Strategy Results Indicators Management Activity Execution
- 36. Coincidence? Corporate Performance Management Data Warehouse Management
- 37. The new (old) vision for performance management Reflections Support Measurement Information Decisions Guiding principles Strategy Management and Execution Ideas Strategies
- 38. The practical realility • Toyota Production System – The right process will produce the right results – Add value to the organization by developing your people and partners – Continuously solving root problems drives organizational learning (Kaizen, 改善) • Google – 20% spent on “own projects” – Free food, laundry, snacks, coffee – High density offices – Flat reporting structures
- 40. The Great BI Squeeze – 2005 The Stack Vendors Traditional BI The Innovators – BI 2.0
- 41. The Great BI Squeeze – 2007 The Stack Vendors Traditional BI The Innovators – BI 2.0
- 42. The Great BI Obsolescence The Stack Vendors The Innovators – BI 2.0
- 43. The Great BI Obsolescence Top Down Traditional Commodity BI The Innovator – Simple, Visual, Everyone
- 44. Industry Trends • Consumerization of enterprise software • Top down vs. bottom up management • Consolidation of BI
- 46. Our Mission Simplifying Analysis For Everyone
- 47. Technology Adoption Market Opportunity Traditional BI Users • Average implementation time1: – 17 months in total; 5 months to deploy the first usable analytic application 100% of PC-users • Mean annual expenditure on BI software2: – $1.1 million for companies with >1,000 employees • Project success rate1: – 31% success rate, at best • Meeting needs - right data to right person2: – Only 36% are confident that reports and dashboards deliver the right data, to the right person, at the right time QlikView • Average implementation time: – 10 days • Mean annual expenditure on BI software: – Hundreds of thousands of dollars; in house deployment resources • Project success rate: $7 Billion – 99% success rate 5% of PC-users • Meeting needs - right data to right person: – Reaches up to 100% of potential users Time 1 DM Review & IDC Business Intelligence Survey, October 2006, 2004 (Material on implementation time not available in 2006 survey) 2 InfoWorld & IDC Business Intelligence Survey, October 2007
- 48. QlikTech’s Core Value Proposition • Associative analysis • Power AND Simplicity • Everyone • Seeing Is Believing