Sales Forecast Accuracy

Sales Forecast Accuracy
Dynamic Insights for Sales Executives
(DISE)
Run the Business Dashboard
Doug Wilson
Cisco SAP Alliance
April, 2015
Business Challenge & HANA Solution
Legacy
MBR: My Business Reports
• $$ of Bookings by Level
• Overall Plan Attainment
SFDC & OMF:
• Pipeline
• Forecasting
PowerPoint & Excel:
• All other information, e.g.
Architecture & Partner
• Limited ad-hoc drill-downs
Stale reports, disparate data sets,
and manual work limit insights
© 2013-2014 Cisco and/or its affiliates. All rights reserved.
DISE
One System: Multiple Data Sets
• Plan, Forecast, Bookings and
Pipeline data
Summary and Drill-Down Views:
• Ability to show performance,
comparisons and trends
• Theater, Country, Segment, GTM
• Customer, Partner, Architecture/BE
Mobile Accessibility:
Today: Desktop, iPad & iPhone
Very intuitive, user-friendly tool with
dynamic reports with real-time &
consistent quality data
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DISE Run The Business Dashboard
The DISE RTB Dashboard enables automated, self-serve access to Plan, Forecast, Bookings and
Pipeline information in a consolidated view set for Cisco Sales Management.
710,830,879 rows of Pipeline data
553,884,879 rows of Bookings data
76,756,764 rows of Forecast data
Plus all the contextual data (customers, products, etc.)
DISE RTB Dashboard capabilities include:






Bookings Linearity compared to Quarterly Forecast
Visibility to Top Opportunities (Commit and Upside)
Trends in Forecast Accuracy
Drill-down capability to lowest Sales Level for Product or Service
Near real-time Bookings performance v. Forecast by Week, Month and Quarter
Multi-dimensional Bookings and Bookings Growth trends by Sales Level, BE, Segment and Country
© 2013-2014 Cisco and/or its affiliates. All rights reserved.
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Legacy Challenges - Architecture
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Self Service
Client
Pipeline
(Every Hour)
OMF
Explorer
Forecast
(Every 5 Minutes)
Dashboard
IT
Authored
Misc. Data
EDW
Load Balanced
Bookings
(Every 15 minutes)
Tidal Enterprise
Scheduler
Monitoring
© 2010 Cisco and/or its affiliates. All rights reserved.
Centerity
Monitoring
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Potential Cost Savings
DISE RTB
Roles
Potential
Time
Savings per
Quarter **
AVP
448 hours
$1.5M/Qrtr
Per 1000 users
4 FTE’s
OD
2,047 hours
RM
4,748 hours
Total
7,243 hours
* AVP = 70%, OD = 90%, RM = 80%
** Estimated 45 minutes per week
© 2013-2014 Cisco and/or its affiliates. All rights reserved.
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Q1FY14
Q2FY14
Q3FY14
Q4FY14
Q1FY15
Q2FY15
Plan
900
1,400
1,650
2,000
2,250
2,250
Actual
656
1,094
1,479
1,844
2,028
2,010
2,500
2,200
2,028
2,000
2,000
2,300
2,010
1,844
1,650
1,400
1,500
1,479
Plan
1,094
1,000
Actual
900
656
500
Q1FY14
© 2013-2014 Cisco and/or its affiliates. All rights reserved.
Q2FY14
Q3FY14
Q4FY14
Q1FY15
Q2FY15
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Feedback from Cisco Sellers
“DISE has rapidly evolved to be a fantastic source of information to streamline
our business operation management. The more we use the tool, the more we
will see productivity gains from operating from a common set of numbers…
Without a doubt, this tool will help us focus our efforts on managing the
business rather than trying to explain the discrepancies between the multitude
of Excel spreadsheets.” – Sylvain Tremblay, OD, US Commercial
“Having been involved in forecast meetings for three decades, DISE is, without
doubt, the very best tool I have ever seen to help us build predictability into our
forecast. I'd urge everyone to implement the use of DISE quickly. The sooner
we use DISE, the sooner we improve our predictability… it's as simple as that.”
– Duncan Mitchell, SVP, EMEAR-Emerging
© 2013-2014 Cisco and/or its affiliates. All rights reserved.
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Predictive Analytics Framework & Scope
Sales
Forecast
( 3 Years)
Sales
Pipeline
Provide “Predictive Model” to
Sales Executives ODs & RMs based on the current state of
Forecast, Booking & Pipeline…
1. What would be my Bookings at
the end of Month or Quarter?
( 3 Years)
Sales
Booking
( 7 Years)
Install Base /
Services
( 7 Years)
Macroeconomics
/ TAM / Wallet
© 2013-2014 Cisco and/or its affiliates. All rights reserved.
2. Which Opportunities, Should I
be concentrating on?
1. Reliability Score
2. Target Score
3. Segmenting the attainment
data and extracting metrics for
various dimensions by
segments

Who will Outperform /Underperform at
the end of Qtr/Year – Theaters,
Countries, BE & TAG ?
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Cisco DISE Case Study
Where to Find More Information
Cisco on Cisco: SAP HANA for Business Intelligence
http://www.cisco.com/c/en/us/solutions/collate
ral/enterprise/cisco‐on‐cisco/cs‐dc‐09292014‐
sap‐hana‐business‐intelligence.html
Bloomberg Businessweek:
Real‐Time Business Case Studies
http://global.sap.com/campaign/na/usa/CRM‐
XU14‐NON‐TBITLP/index.html?source=social‐
glo‐tsm14‐HTCustStories‐Adobe&AUTH=1
© 2013-2014 Cisco and/or its affiliates. All rights reserved.
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Q&A
DISE Demo
Thank You
ROI Summary for Cisco UCS as a Platform for SAP
HANA and Other SAP Mission-Critical Applications
Business Value Benefits: Average
Annual Benefits per 100 Users
Business Productivity
$3,108
Key Performance Improvements
Realized from Customers Who
Deployed Cisco UCS
Risk Mitigation and
User Productivity
$2,580
Infrastructure Cost
Reduction
$701
IT Staff Productivity
© 2014 IDC, Document #250419
© 2013-2014 Cisco and/or its affiliates. All rights reserved.
$3,172
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