Business Intelligence

Business Intelligence
Business
Business Technology
Technology Solutions
Solutions Conference
Conference 2003
2003
Presented by
Mr. John A. Hurt
Vice President Information Services
LaSalle National Leasing Corporation
June 19, 2003
Business Intelligence
It is NOT an oxymoron!
Presented by
Mr. John A. Hurt
Vice President Information Services
LaSalle National Leasing Corporation
June 19, 2003
Key Concepts
Must develop a strategic data vision
Systems must fit within this overall vision
Systems must share data
Management must take ownership
“Data” is not the ultimate goal
It’s all about Sales
LNLC Overview
•Commenced Operations July, 1996
•Wholly-owned subsidiary of LaSalle Bank
•Part of ABN-AMRO Consumer & Commercial Clients Group (C&CC)
•Corporate Headquarters: Towson, MD
•105 employees
•$2.18 billion in outstandings (as of 6/30/02)
•2001 volume of $1.233 billion vs. plan of $1.080 billion
•2001 fee income of $12mm vs. plan of $10.2mm
•2001 pre-tax profit of $30.4mm vs plan of $27.9mm
LNLC Overview
23 offices serving Commercial, Municipal, and Vendor
financing needs throughout the United States
WA
ND
MT
MN
ME
SD
OR
ID
WI
WY
NV
UT
NY
MI
IA
NE
CA
VT
CO
IN
IL
KS
AZ
PA
OH
KY
VA
TN
AR
NC
NM
SC
MS
TX
CT
WV
MO
OK
NH
MA
AL
GA
LA
FL
NJ
DE
MD
RI
LNLC Overview
• Commercial
– National Sales & Syndication
– Special Products
– Bank Referral
– ABN AMRO Leasing Canada
• Municipal Finance
– Direct Sales
– Indirect Sales
– Energy Finance
– Vendor Finance
Existing Application Model
Existing Application Model
Multiple entry of the same data
Silos of information
Minimal reporting capabilities
Support nightmare
Severely limited our ability to grow
Key Concepts
Must develop a strategic data vision
Systems must fit within this overall vision
Systems must share data
Management must take ownership
“Data” is not the ultimate goal
It’s all about Sales
Four Business Groups
Originations
Syndication
Processing
Accounting
Executive/Management
Three App Model
Three App Model
All new apps go into one of these systems
Security is standardized
Eliminate reconciliation
Global reporting
Enhanced Management tools
Data Mining
Where does it all begin?
SALES!!
23 offices serving Commercial, Municipal, and Vendor
financing needs throughout the United States
WA
ND
MT
MN
ME
SD
OR
ID
WI
WY
NV
UT
NY
MI
IA
NE
CA
VT
CO
IN
IL
KS
AZ
PA
OH
KY
VA
TN
AR
NC
NM
SC
MS
TX
CT
WV
MO
OK
NH
MA
AL
GA
LA
FL
NJ
DE
MD
RI
SalesLogix
Built around the prospecting process
Bi-Directional data flow (synching)
Drives performance reporting *
Allows for improved management
80% marketing data entered by Reps **
* SLX data is combined with HUB and LeasePack data
to produce performance tracking reports.
** We import most of the new account from third party
repositories.
SalesLogix
Built around the prospecting process
Bi-Directional data flow (synching)
Drives performance reporting
Allows for improved management
80% Marketing data entered by Reps
SalesLogix
The core of our business is prospecting
Prospecting is a numbers game
Design around the sales process
Keep the goal in front of the sales force
Provide self monitoring tools
SalesLogix
Prospecting
Right Click
SalesLogix
Prospecting
SalesLogix
Prospecting
SalesLogix
The core of our business is prospecting
Prospecting is a numbers game
Design around the sales process
Keep the goal in front of the sales force
Provide self monitoring tools
How?
SalesLogix
SalesLogix
SalesLogix
SalesLogix
Additional management tools
Combine SLX data with funding info
Combine SLX data with outside data sources
Additional Sales tools
Fully integrated with Email
PDA enabled calendar
Back office connectivity
Beyond Contact Management
Building the total customer record
Unlimited amount of History on each contact
RFP and opportunity
Banking and financial information
Other demographic information
Syndication activity on closed deals
Beyond Contact Management
Building the total customer record
Expanding the CRM role
Implementing SLX in the Syndication group
Extended SLX to the Equipment and
Operations groups
Link every employee who interacts with a
customer
Key Concepts
Must develop a strategic data vision
Systems must fit within this overall vision
Systems must share data
Management must take ownership
“Data” is not the ultimate goal
It’s all about Sales
Implementation
Define the ultimate goal and keep focused
Functionality should be a design priority
Look for the “hook”
Manageable chunks