- 1. Case Study - How a Leading Medical device Company
Effectively Tracked Utilization of Field Equipment and Measured
Sales Performance Using BusinessObjects Xcelsius Dashboards Kumar
Bhargava Sista Intelligroup, Inc.
2. Agenda
- System Landscape & Data Flow
3. About Customer
- Multi-billion dollar leading Medical Device manufacturer
- Global operations span all the continents
- Has over 1000 Sales Representatives in USA alone
- Has over 20000 products and components with 40-50 new devices /
components every year.
4. Business Scenario
- Average of 40-50 new product launches in a year
- # of Sales Reps increase each year to cater better to the
customers
- One Device shipped to each Sales Rep to introduce new
products
- Millions of dollars worth of Assets are in the field at any
given time
-
- Directly with Sales Representatives
-
- Held at Branches to be shared by associated Sales Reps
-
- Customer site on consignment
Limited or no visibility to Device location or its utilization
by the sales force 5. Business Objective
- Develop an interactive dashboard to know / decide:
- Visibility to the location of Assets
- What is the utilization of Assets?
- Which Assets are to be moved to where/whom?
- How is the Sales Force performing?
- Track the Assets / Sales by Direct recipients, Branches and
Others.
- How many assets need to be deployed?
Expected Result:Save Millions of dollars by reducing the number
of Devices in the field with NO compromise in Sales. 6. User
Profile
-
- Head divisional sales operations
-
- Lead areawise sales operations
-
- Lead regional sales operations
7. About Xcelsius
- Allows rapid development of dashboard visualizations, based on
drag and drop interface
- Interactive BI Dashboards through a flexible and easy to use
point and click interface
- Extensible library of visualization components
- Many Data connectivity options XML, Web Service, etc with SAP
& Non-SAP databases
- Can deploy easily to many environments, Microsoft Office tools,
Adobe, Web Pages and Portals
- Transform Excel spreadsheets into interactive data
visualizations
- Ability to perform Planning & Analysis
8. System Landscape & Data Flow
- Billing information & Master Data from JDE Data is made
available in flat files
- Data is loaded into SAP BW DSOs / InfoCubes
- BEx Workbook with 20 Queries and multiple formulae was
created
- Dashboard visualization is broadcast to users via email
9. Solution 10. Solution Flat File Billing Information and
Master Data from JDEdwards Write Optimized DSO Staging area
Temporary Storage Standard DSO Store for Billing Information
Standard DSO Store for Launch Product Information Standard InfoCube
Launch Product Information MultiProvider InfoProvider for
reporting
- Data Quality & Master Data is maintained at Source -J D
Edwards.
- Extract data As Is from Source
- Business Rules applied in BW transformations
11. Key Performance Indicators KPI Definition Asset Dist. Plan #
of Assets that are planned for distribution directly to Reps and
Branches.Current Onhand # of Assets currently held by Reps and
Branches. Normalized YTD Normalized quantity of Assets held as of
report date.(Asset Qty)*(# of Days on Hand) / (# of days in Current
year) Grants Rep. Value of the Assets accumulated as of Report date
with the RepCust. Value of the Assets accumulated as of Report date
with the cust. Sales/Asset Normalized YTD "Sales YTD divided by
Asset Normalized YTD. Sales YTD Sales from the Launch Date to the
Report Date. LY Sales for prior year.YTD Units Sales in units from
Launch Date to the Report Date. # of Proc./Asset Estimated # of
procedures conducted per field Asset.{[Sales] / [Asset Val./Proc.]}
/ {Asset Current Onhand} Unutilized Assets Onhand # of Assets
Onhand with no Sales since 4 weeks of Launch. % Assets Onhand to
Total %age of Asset Unutilized to the Assets Onhand.Unutilized
Assets Sal. Val. Sales value of the Unutilized Assets Onhand.# of
Asset Transfers # of transfers of Assets between Reps, Branches and
Reps & Branch. 12. Solution
- Asset Material (Sales Admin Maintained this table in JDE)
Important Data Used
- Device Distribution Plan (Sales Admin Maintained this table in
JDE)
-
- Material List Type (Sales / Field Asset / Grant)
-
- Avg. Device value per Procedure
-
- Device Dist. Plan Qty - Direct
-
- Device Dist. Plan Qty - Branch
13. Solution
- Contains low level data for KPI calculation.
- Load zero records for Sales Representatives who have no
reportable data for the Device.
InfoCube 14. Solution
-
- Territory / Region / Area level details.
-
- Unutilized Asset Details.
-
- Used Authorization on Division.
- Used MS Excel formulas to retrieve the data needed.
BEx Workbook 15. Solution
Xcelsius 16. Final Output and Demo 17. Final Output 18. Best
Practices
- Create a dummy visualization with all the components design the
interactivity
- In Xcelsius create the tables with dummy
- Generate the SWF file to preview
- After the above create queries for the tables in Xcelsius and
embed in the workbook.
Designing Xcelsius Visualizations 19. Best Practices
- Group logical data sets together
-
- Master Data Query output in one tab
- Use Colors & Column & Row Labels to identify
datasets
- Have a Legend tab to maintain above details and more
Preparing the Workbook Color Description Light Blue Query
results Light Green Calculations Light Orange Destination Cells
Light Yellow Source Data 20. Lessons Learned
- Use dashboard mock-ups to talk to the users they may not be
able to visualize the final output or the interactivity
- Think twice before you say it is a quick change. It always took
more time to fix the issue than it seemed.
- Although Xcelsius is based on MS Excel, all the Excel formulae
are not supported.
21. Business Benefits
- Know the location of the devices
- Increased sales efficiency and reduce asset bench time
- Reduce the device inventory in the field.
- Establish the ROI of the devices distributed
- Foster accountability among the sales force
- Set standards for objective performance evaluation and sales
force rating
- Trending and comparison between Sales, Sets on hand and Sales
per equipment
No. of Procedures / Device 10% -7% 100% Unutilized Assets Device
Transfers 22. Future Steps
- The company is now implementing SAP BO Enterprise XI
- Composite Xcelsius Dashboards that allow detailed data analysis
and drilldowns
- Dashboards which give insight into customer sales.
- Marketing & Manufacturing departments are looking into the
tool with increased awareness.
23. Q&A 24. Appendix
- Xcelsius 2008 General Best
Practices:http://www.sdn.sap.com/irj/boc/go/portal/prtroot/docs/library/uuid/a084a11c-6564-2b10-79ac-cc1eb3f017ac?QuickLink=index&overridelayout=true
- Using Master Data to Create Xcelsius
Dashboards:http://www.sdn.sap.com/irj/scn/go/portal/prtroot/docs/library/uuid/700a9b37-26e7-2c10-1ebd-d9742af7fcf0?QuickLink=index&overridelayout=true
- Xcelsius Gurus - Top 10 Excel Tips for
Success:http://www.sdn.sap.com/irj/boc/index?rid=/webcontent/uuid/907e07f3-b09c-2b10-a1bd-bdc869e133f4
- A Six-Step Approach to Design an Xcelsius
Dashboard:http://www.sdn.sap.com/irj/scn/weblogs?blog=/pub/wlg/13282
- Creating Dashboards with Xcelsius
2008:http://www.sdn.sap.com/irj/scn/weblogs?blog=/pub/wlg/9893
25. Intelligroup Corporate Overview Description
- US Based Company - Headquartered in Princeton, New Jersey
Employees
- 2,500 (18% in United States, 77% in India, 5% Other)
Certifications
- SEI CMMI Level-5ver 1.2 & PCMM Level 4
Global Delivery Platform
- Operations in North America, Canada, India, Middle East, Japan,
UK and Denmark; Partner Operations in Latin America &
China
26. Alliance Partners 2008Revenue by Vertical
- 40% projects (i.e. upgrades, implementations, rollouts)
- 70% from mid-market clients
- 1700 ERP consultants (1200 SAP, 500 Oracle)
Data Points 27. Consumer Products High Tech Life Sciences Other
GE Long Term Client Relationships < 3 Years 3-5 Years 5 + Years
28. Infrastructure Management Business Intelligence E-Business
Integration Test Automation E-Learning Go-To Market and Service
Lines SAP Oracle Microsoft HP IDS Life Sciences & Consumer
Products High Tech & Discrete Mfg Public Sector & Education
Services Sector Global Delivery Life Cycle Management ERP OPERATE
TRANSFORM BUILD ENHANCE 29. ]
- Thank you for participating.
Kumar Bhagava Sista Principal Consultant [email_address]
609-558-1848