IBM Cognos Express Foundational Sales Training

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Nov 25, 2013 (3 years and 11 months ago)

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© 2011 IBM Corporation
Business Analytics software
© 2010 IBM Corporation
Business Analytics
IBM Cognos Express
Foundational Sales Training
© 2011 IBM Corporation
Business Analytics software
Setting the Stage.

IBM Cognos Express is the
member of the Cognos 10
Family

that provides integrated
Reporting, Analysis, and
Planning

for workgroups and midsize
organizations.
Why this is Important to Know
Mark Morton
Product Marketing
IBM Business Analytics
Speaking to you today
© 2011 IBM Corporation
Business Analytics software
After this session, you will be able to

Understand the opportunity in workgroups and midsize
organizations

Describe the key elements of Cognos Express

Find additional resources to learn more about selling
Cognos Express
© 2011 IBM Corporation
Business Analytics software
Market Drivers
LOB purchasing analytics without IT involvement
Business units controlling 40% of BI budget by 2014
Demand for LOB focused solutions that are easy to
acquire, install, use and maintain
Consumerization of BI
User expectations rapidly changing and number of
analytics users will double by 2014
In-memory analytics back in vogue
Driving market understanding of the resulting speed and
flexibility
Turbulent times increase urgency
Driving convergence of integrated analytics and planning
solutions spanning financial and operational
performance management
© 2011 IBM Corporation
Business Analytics software
Workgroups and midsize organizations are
different from large Enterprises
General
Price Sensitivity
Needs Simplicity (Constraints on
resource, infrastructure, skills)
BI and Planning
Excel primarily used for
Reporting, Analysis and Planning
Possibly evaluating other
solutions like a MS, Qliktech,
Adaptive Analytics, niche players
Low maturity in DW/IM
Growing data sources
© 2011 IBM Corporation
Business Analytics software
Business Model for Workgroups and Midsize Orgs
IT and Business work closer, who you
talk to is not necessarily defined by
persona
Business and technical decisions
might be made by one person
Non-IT titles playing an increasingly
significant role in influencing or making
IT decisions
© 2011 IBM Corporation
Business Analytics software
IBM Cognos 10 family
Analytics in the hands of everyone
Insight to action
with every product
Right-sized for your
organization
Built to future-proof
your investment
7
© 2011 IBM Corporation
Business Analytics software
Cognos
Express
Cognos
Enterprise
IBM Cognos 10 family
Analytics in the hands of everyone
Cognos
Insight
Business user
Buying center
Individuals
(1 to n)
Community size
IT not involved
IT environment
Standalone
Deployment style
LOB-led
with LOBIT/IT advising
Workgroups
(10s upto 100)
Minimal IT required,
pre-determined stack
Single server
IT-led
with LOB sponsorship
Large
(20 to 10s of 1,000s)
IT required,
Leverage IT standards
Distributed servers
© 2011 IBM Corporation
Business Analytics software
Start anywherego everywhere!
When starting with Cognos Insight:LOB can be self sufficient
IT can deliver personal analytic agility that will grow and integrate when
required.
Solutions can grow to include Cognos Express or Cognos Enterprise
When starting with Cognos Express:LOB can quickly implement and deploy with minimal IT intervention
IT can rapidly satisfy urgent workgroup needs
Solutions can grow as needed to Cognos Enterprise
When starting with Cognos Enterprise:IT has the flexibility and enterprise scale to deploy organization wide.
LOB has self-service capability and all the information they need
Customers can capabilities, and flexibly deploy in any server configuration
© 2011 IBM Corporation
Business Analytics software
Introducing IBM Cognos Express
The onlyintegrated Reporting, Analysis and Planning
solution purpose built
for workgroups and midsize companies
© 2011 IBM Corporation
Business Analytics software
IBM Cognos Express
Great uptake in the market
Over 1,200 customers
In over 50 countries
Delivered by IBM direct sales and over 275 partners
Unsurpassed customer success
Great reference customers with published case studies
and videos
Rapid time to value
Small investment, fast returns
The
only
integrated Reporting, Analysis and Planning solution
purpose built for workgroups and midsize organizations
© 2011 IBM Corporation
Business Analytics software
Outstanding Customer
Testimonials
FKG saves up to $400,000
annually
Uponor slashes annual IT
costs by $400,000
Kettle Foods reduces time to
create financial reports by 63%
California Natural Products
cuts reporting by three weeks
© 2011 IBM Corporation
Business Analytics software
Go-To-Market Model
IBM Cognos Express packaged and priced right
Simple pricing model
Attractive financing options
Very competitive
Sales
Try and Buy
Simple out of the box experience
Partners will lead in sales and delivery for
Midmarket
IBM sales look for incremental workgroup
solutions in existing and new opportunities
© 2011 IBM Corporation
Business Analytics software
IBM Cognos Express delivers the essential business
intelligence and planning capabilities purpose-built and priced
for workgroups and midsize companies.
All business users are empowered through self-service
reporting, analysis, dashboards and planning. And everything
required for immediate success is included in a self-contained
solution that makes it simple to own, operate and grow.
Elevator Pitch
© 2011 IBM Corporation
Business Analytics software
Pre-configured solution includes everything
required for simple deployment and management
Easy to Install
Easy to Use
Self-service access empowers business users and
removes the burden from IT
Easy to Buy
Packaged and priced right Start small, start
anywhere, deliver immediate value, and grow
Value Proposition
© 2011 IBM Corporation
Business Analytics software
Easy to Install
Preconfigured , Self contained -
No assembly required
All you need -embedded

OLAP

Security

Content store

Portal

Data integration
Central management console
Benefits

No hidden costs

Minimum resource needed

Quick time to value
© 2011 IBM Corporation
Business Analytics software
Easy to Use
Self Service -Novice to
advanced Users
Simple business view creation
Data viewed in business context
Right interface for the right user
Flexible delivery model
Benefits

Reduce IT Backlog

Reduce burden on IT

Business empowered

Minimum resources
needed

Quick time to value
© 2011 IBM Corporation
Business Analytics software
Easy to Buy

Packaged and priced right

Buy what you need and
when you need it

Low entry price point

No hidden costs

Room to grow

Affordable
Benefits

Start small, start anywhere

Match projects to match
resource and budget constraints

Quick time to business value

Low risk
© 2011 IBM Corporation
Business Analytics software
IBM Cognos Express
Can be purchasedin its entirety orby product
to meet specific buying agendas.
© 2011 IBM Corporation
Business Analytics software
Self-service reporting and
ad hoc query Simple, intuitive authoring for novice to
experts
Different reports to meet the needs of
different users
Breadth of report coverage 
operational, transactional, dashboards,
ad hoc
Connect to data and in any combination
relational, OLAP, desktop files
Flexible report delivery via web interface,
PDF, Excel, email or Portal
Includes on the go support on PC or
iPad with Active Reports.
© 2011 IBM Corporation
Business Analytics software
Explore, Analyze, Visualize
Real-time analysis with in-memory
multidimensional capability
Slice and dice, drill down capabilities
High impact data visualizations
On-the-fly business view changes
What if scenario modelling with write-back
Includes Cognos Insight entitlement
© 2011 IBM Corporation
Business Analytics software
22
Excel-based Business Analysis
and Optimization Extends and transforms common
spreadsheets for real-time business
analysis and optimization
Centrally managed data, business
hierarchies, rules, calculations
What if scenario modeling & write-
back to analytic server
Role-based security and clear audit
trails
© 2011 IBM Corporation
Business Analytics software
Automated planning,
budgeting and forecasting

Finance-managed solution (pre-built)

Template-driven plan contribution

Continuous planningdaily, weekly or
monthly with real-time updates

Automated workflows

Contribute to plans over the web or from
the desktop with Cognos Insight
© 2011 IBM Corporation
Business Analytics software
IBM Cognos Express Capabilities
ReporterAdvisorXceleratorPlanner
Self Service Reporting


Ad hoc query and analysis



Multidimensional Analysis
and Visualization


Excel-based
Multidimensional Analysis


Dashboards





Planning, Budgeting and
Forecasting



In-memory OLAP engineSource for
reporting




Write-back




Security





Data Integration





Centralized admin & mgmt





© 2011 IBM Corporation
Business Analytics software
Cognos Express Enablement Resources
Cognos Sales Resources

Cognos Express Sales Learning

Sales Play for Cognos Express

Sales and Marketing Kit
Cognos Technical Sales Resources

Cognos Express Technical Sales Learning (presales)
Partner Resources

https://www.ibm.com/partnerworld/page/pw_com_sfw_ba_midmarket

Sales and marketing kit

Sales Play For Cognos Express
Business Partner Learning Center Links (by role):
Business development manager

https://www.ibm.com/partnerworld/page/swg_com_sfw_svpplc_ba_development_manager_mm_foundational
Technical sales specialist 

https://www.ibm.com/partnerworld/page/swg_com_sfw_svpplc_ba_technical_sales_mm_foundational
Developer -

http://www.ibm.com/partnerworld/page/swg_com_sfw_svpplc_cognos_developer_mm
Technical support analyst


http://www.ibm.com/partnerworld/page/swg_com_sfw_svpplc_cognos_analyst_midmarket
© 2011 IBM Corporation
Business Analytics software
You should now be able to .

Understand the opportunity in workgroups and midsize
organizations

Describe the key elements of Cognos Express

Find additional resources to learn more about selling
Cognos Express