Microsoft Confidential Performance Management And BI Tools: Compete Michael Tejedor, Rex Parker, Bruno Aziza OBA – Product Management Microsoft Corporation

Microsoft Confidential

Performance Management And BI Tools: CompetePerformance Management And BI Tools: Compete

Michael Tejedor, Rex Parker, Bruno AzizaOBA – Product ManagementMicrosoft Corporation

Michael Tejedor, Rex Parker, Bruno AzizaOBA – Product ManagementMicrosoft Corporation


ContentContent

200 level session200 level session

DB205 – SQL Server 2005 DB205 – SQL Server 2005 Competitive updateCompetitive update

BI and CPM market overviewBI and CPM market overview

A look at Key Competitor offeringsA look at Key Competitor offerings

Competitive Win Case StudiesCompetitive Win Case Studies


Plan

Metadata and auditability

Data Integration

Workflow Security

MonitorDashboards

Scorecards

Reports

Alerts

Analyze

Ad-hoc analysis

Drilling

Performance Maps

Decomp Trees

Business LogicBusiness Logic

Performance ManagementEnabling a continuous process around your strategy


Gartner Hype Cycle Published July 14, 2006Gartner Hype Cycle Published July 14, 2006

Gartner combines the Hype Cycles for BI and CPMGartner combines the Hype Cycles for BI and CPM

“The lines between corporate performance management (CPM) and business intelligence (BI)

are blurring.”

“A ‘silo’ approach to BI and CPM is largely a thing of

the past. Organizations are not just looking for online

analytical processing, reporting or planning

applications.”

Internal only


BI Competitive LandscapeBI Competitive Landscape

Source: Gartner, Magic Quadrant for Business Intelligence Platforms, Jan. 9, 2006Source: Gartner, Magic Quadrant for Business Intelligence Platforms, Jan. 9, 2006

Pure-plays are starting Pure-plays are starting to feel bottom up to feel bottom up pressure from the pressure from the database vendors.database vendors.

Release of SQL Server Release of SQL Server 2005, couples with 2005, couples with BSM and the Office 12 BSM and the Office 12 announcements announcements provide detail on BI provide detail on BI vision and vision and commitment. commitment.

Note: This magic Note: This magic quadrant was release quadrant was release prior to the ProClarity prior to the ProClarity acquisition.acquisition.


IDC 2005 Vendor SharesPublished July 24, 2006IDC 2005 Vendor SharesPublished July 24, 2006

Worldwide Business Intelligence Revenue by Vendor, 2003–2005 ($M)

Vendor 2003 2004 20052003 Share

(%)2004 Share

(%)2005 Share

(%)

2003–2004 Growth

(%)

2004–2005 Growth

(%)

Business Objects 649.9712.

6795.

3 14.3 13.9 13.9 9.6 11.6

SAS Institute 473.4514.

5582.

4 10.4 10.0 10.2 8.7 13.2

Cognos 415.5511.

5567.

2 9.1 9.9 9.9 23.1 10.9

Microsoft 125.0281.

4353.

1 2.7 5.5 6.2 125.1 25.5

Hyperion Solutions 262.8

258.6

287.1 5.8 5.0 5.0 -1.6 11.0

Oracle 195.2214.

0247.

7 4.3 4.2 4.3 9.6 15.7

MicroStrategy 142.2185.

0212.

3 3.1 3.6 3.7 30.1 14.8

SAP AG 123.9152.

2181.

8 2.7 3.0 3.2 22.8 19.4

MicrosoftMicrosoft#1 Growth 25.5% (average 11.5%)#1 Growth 25.5% (average 11.5%)#3 Growth = #3 Growth = ProClarityProClarity w/ 21.5% w/ 21.5%

Internal only


Business ObjectsBusiness Objects


Business Objects XI R2“Enterprise Performance Management”Business Objects XI R2“Enterprise Performance Management”

Breadth of LineBreadth of LineEnterprise ReportsEnterprise Reports

Ad Hoc QueryAd Hoc Query

OLAP Analysis OLAP Analysis (client)(client)

Dashboards / Dashboards / Scorecards / PortalScorecards / Portal

Office IntegrationOffice Integration

Budgeting & Budgeting & PlanningPlanning

EIM Layer EIM Layer ETL, EII, Data ETL, EII, Data QualityQuality

Data Lineage and Data Lineage and Impact Analysis Impact Analysis from source to from source to report.report.Emphasize Breadth Emphasize Breadth

of offering, of offering, Innovation, and Innovation, and ScalabilityScalability


ReportingWeb Intelligence and Crystal ReportsReportingWeb Intelligence and Crystal Reports

WeaknessesWeaknesses

No Hierarchical DrillNo Hierarchical Drill

Requires Universe to Requires Universe to connect (DOLAP) not connect (DOLAP) not a ROLAP / MOLAP a ROLAP / MOLAP solution.solution.

Universe is closed.Universe is closed.

For more information on Platform and For more information on Platform and Reporting see:Reporting see:DB205 – SQL Server 2005 Competitive update DB205 – SQL Server 2005 Competitive update

StrengthsStrengths

Free Form LayoutFree Form Layout

On report analysisOn report analysis

Heterogeneous query Heterogeneous query joins.joins.

StrengthsStrengths

Highly ScalableHighly Scalable

Supports complex Supports complex reporting needsreporting needs

Appealing for Appealing for developersdevelopers

WeaknessesWeaknesses

Too complex for end Too complex for end users to design their users to design their own reports. own reports.

Closed file format Closed file format (.rpt)(.rpt)

Web Intelligence: Web Intelligence: competescompetes with Report Builder / SSRS / 0ffice 12 / with Report Builder / SSRS / 0ffice 12 / ProClarityProClarity

Crystal Reports: Crystal Reports: competescompetes with SSRS with SSRS


AnalysisWeb Intelligence and OLAP IntelligenceAnalysisWeb Intelligence and OLAP Intelligence

StrengthsStrengthsOLAPI – OLAPI – Access to 3Access to 3rdrd party cubes party cubes

WebI – WebI – Heterogeneous join across Heterogeneous join across relational and OLAP.relational and OLAP.

Light Analysis on relational Light Analysis on relational data.data.

Weaknesses Weaknesses

OLAPI – OLAPI – No Analytic Engine, just a No Analytic Engine, just a client.client.

Not best of breed.Not best of breed.

No support for SQL Server No support for SQL Server 20052005

No XMLA supportNo XMLA support

WebI –WebI –Limited Analytic capabilities Limited Analytic capabilities and navigation.and navigation.

No OLAP Engine benefits: No OLAP Engine benefits: Currency conversion, ranking, Currency conversion, ranking, time period analysis, time period analysis, calculating ratio’s and calculating ratio’s and averages across hierarchies.averages across hierarchies.

No advanced pro-active No advanced pro-active caching for performance. caching for performance.

WebI WebI competescompetes with SSRS, O12, with SSRS, O12, ProClarityProClarityOLAPI OLAPI competescompetes with ProClarity with ProClarity


Scorecard, Dashboard, and PortalPerformance Manager / Dashboard Manager / InfoView

Scorecard, Dashboard, and PortalPerformance Manager / Dashboard Manager / InfoView

StrengthsStrengths

Certified with Scorecard Certified with Scorecard Collaborative. Collaborative.

Updated graphics, great Updated graphics, great demos.demos.

Role based dashboards.Role based dashboards.

Analytic Engines for Analytic Engines for Segmentation Analysis and Segmentation Analysis and Predictive analysis on Predictive analysis on relational data.relational data.


No Hierarchy capabilities in No Hierarchy capabilities in scorecards.scorecards.

CompetesCompetes with BSM, ProClarity, and with BSM, ProClarity, and SharePointSharePoint


Budgeting and PlanningBudgeting, Payroll Planning, Sales Planning

Budgeting and PlanningBudgeting, Payroll Planning, Sales PlanningStrengthsStrengths

Acquired Financial domain Acquired Financial domain knowledge from SRC knowledge from SRC acquisition.acquisition.

Strong win rate and customer Strong win rate and customer satisfaction rating prior to satisfaction rating prior to acquisition.acquisition.


Not integrated on the BI Not integrated on the BI platform – does not share platform – does not share services. services.

No strong consolidation No strong consolidation engine. engine.

Not seen as a leader in Not seen as a leader in Performance Management by Performance Management by GartnerGartner


Business Objects losing Dominance?Business Objects losing Dominance?

Pre-announced earnings miss for this quarter. Pre-announced earnings miss for this quarter. Stock plummeted 25%. Cut in half in 5 months. Stock plummeted 25%. Cut in half in 5 months.

End of OEM agreement with SAP.End of OEM agreement with SAP.

Now ranked #2 by market cap.Now ranked #2 by market cap.


CognosCognos


Cognos 8“Corporate Performance Management”Cognos 8“Corporate Performance Management”



OLAP AnalysisOLAP Analysis

Dashboards / Dashboards / Scorecards / PortalScorecards / Portal


Budgeting, Planning, Budgeting, Planning, and Consolidationand Consolidation

Emphasize Platform Emphasize Platform as a strengthas a strength

Web Services based Web Services based SOASOA

Reality:Reality: C8 Platform is C8 Platform is unproven in regards to unproven in regards to scalabilityscalability

Position as most Integrated: 1 Product / 5 StudiosPosition as most Integrated: 1 Product / 5 StudiosQuery Studio / Report Studio / Analysis Studio / Events Studio, Metrics Query Studio / Report Studio / Analysis Studio / Events Studio, Metrics StudioStudio

Reality:Reality: No more integrated than a Suite of products and Budgeting and No more integrated than a Suite of products and Budgeting and Planning is not yet integrated as a service on the C8 platform. Planning is not yet integrated as a service on the C8 platform.


ReportingQuery Studio and Report StudioReportingQuery Studio and Report Studio

For more information on Platform and For more information on Platform and Reporting see: Reporting see: DB205 – SQL Server 2005 Competitive updateDB205 – SQL Server 2005 Competitive update

Query StudioQuery StudioAd-Hoc tool for end Ad-Hoc tool for end user queries. user queries.

Thin ClientThin Client

CompetesCompetes with Report with Report BuilderBuilder

Report StudioReport StudioEnterprise Enterprise Reporting tool.Reporting tool.

Thin Client only, Thin Client only, no thick client.no thick client.

CompetesCompetes with with SSRS.SSRS.


AnalysisAnalysis Studio and PowerPlay TransformerAnalysisAnalysis Studio and PowerPlay Transformer

StrengthsStrengths

Analysis Studio strong in terms Analysis Studio strong in terms of functionality.of functionality.

Time series analysis in Time series analysis in Transformer. Transformer.


PowerPlay Tranformer ranked 3PowerPlay Tranformer ranked 3rdrd by Pense’s OLAP Report by Pense’s OLAP Report

SSAS (#1) and Essbase (#2) SSAS (#1) and Essbase (#2)

No ROLAP capabilitiesNo ROLAP capabilities

No Roadmap for Transformer as No Roadmap for Transformer as Cognos adopts a heterogeneous Cognos adopts a heterogeneous strategy.strategy.

Analysis Studio is a complete re-Analysis Studio is a complete re-write for the C8 platform, hints of write for the C8 platform, hints of performance issues.performance issues.

Analysis Studio does not yet Analysis Studio does not yet support SQL Server 2005.support SQL Server 2005.

““Our further investigation indicates the Cognos 8 rewrite of PowerPlay (Analysis Our further investigation indicates the Cognos 8 rewrite of PowerPlay (Analysis module) may require fine tuning”module) may require fine tuning”

- Susquehanna Financial Group, LLP November 01, 2005.- Susquehanna Financial Group, LLP November 01, 2005.

CompetesCompetes with ProClarity and SSAS with ProClarity and SSAS


Scorecards, Dashboards and PortalMetrics Manager / Events Manager

Scorecards, Dashboards and PortalMetrics Manager / Events Manager

StrengthsStrengths

Certified by Scorecard Certified by Scorecard Collaborative. Collaborative.

Strong AlertingStrong Alerting

Impact DiagramsImpact Diagrams


Impact Diagrams are laborious Impact Diagrams are laborious to set up. to set up.

No SQL Server 2005 supportNo SQL Server 2005 support

CompeteCompete with BSM, ProClarity, and with BSM, ProClarity, and SharePointSharePoint


Budgeting, Planning, and ConsolidationBudgeting, Planning, and Consolidation

StrengthsStrengths

Rated as a leader in PM by Rated as a leader in PM by Gartner.Gartner.

Domain knowledge through Domain knowledge through Adaytum and Frango Adaytum and Frango acquisitions.acquisitions.


Not yet integrated on the C8 Not yet integrated on the C8 platform – no shared services. platform – no shared services.


Cognos Business StrategyCognos Business StrategyPenetrate the enterprise with small deployments Penetrate the enterprise with small deployments

Radiate across different departments with other Radiate across different departments with other manageable deploymentsmanageable deployments

Subsequently saturate with a large standardization mandateSubsequently saturate with a large standardization mandate

Differentiate on Planning/Budgeting in BI opportunities and Differentiate on Planning/Budgeting in BI opportunities and differentiate on BI in Financial Applications opportunitiesdifferentiate on BI in Financial Applications opportunities

Allocate resources to Strategic Accounts, each with a $100M Allocate resources to Strategic Accounts, each with a $100M customer lifetime valuecustomer lifetime value

Partner (focus resources on building relationships) with SIs Partner (focus resources on building relationships) with SIs to drive large dealsto drive large deals

Solution-oriented and partner-focused model versus Solution-oriented and partner-focused model versus features/functions selling of toolsfeatures/functions selling of tools

Vertical Focus – provide industry specific solutionsVertical Focus – provide industry specific solutions

Target the OEM marketTarget the OEM market


HyperionHyperion


Hyperion System 9“Business Performance Management”Hyperion System 9“Business Performance Management”



OLAP AnalysisOLAP Analysis

Dashboards / Scorecards / Dashboards / Scorecards / PortalPortal


Budgeting, Planning, and Budgeting, Planning, and ConsolidationConsolidation

Emphasize Master Data Emphasize Master Data Management (MDM) as a Management (MDM) as a core strength. core strength.

Synchronization of Synchronization of Hierarchies Hierarchies

Position as most Integrated: BI and PM on the same platformPosition as most Integrated: BI and PM on the same platformReality:Reality: User experience appears integrated, but still have multiple User experience appears integrated, but still have multiple reporting tools with overlapping functionality for content creation. reporting tools with overlapping functionality for content creation.


ReportingInteractive Reporting / Financial Reporting / Production Reporting

ReportingInteractive Reporting / Financial Reporting / Production Reporting

StrengthsStrengths

Hard core Brio customers like Hard core Brio customers like the flexibility of old Brio the flexibility of old Brio products. products.


No central Metadata layer - No central Metadata layer - definitions are report specific definitions are report specific (MetaTopics).(MetaTopics).

Light on reporting features.Light on reporting features.

3 separate reporting tools with 3 separate reporting tools with overlapping functionality. overlapping functionality.

Specialized knowledge needed Specialized knowledge needed for old Brio SQR – Scribe for old Brio SQR – Scribe scripting.scripting.

CompeteCompete with SSRS and Report with SSRS and Report BuilderBuilder


AnalysisWeb Analysis and EssbaseAnalysisWeb Analysis and Essbase

StrengthsStrengths

Web Analysis is feature rich.Web Analysis is feature rich.

Essbase is the second strongest Essbase is the second strongest OLAP Engine by market share, as OLAP Engine by market share, as tracked by the OLAP Report. tracked by the OLAP Report.


Essbase offers no equivalent to Essbase offers no equivalent to Pro-Active Caching. Pro-Active Caching.

Web Analysis a homogeneous Web Analysis a homogeneous solution for Essbase (will support solution for Essbase (will support SQL Server 2005 in the near SQL Server 2005 in the near future).future).

CompeteCompete with ProClarity and with ProClarity and SSASSSAS


Scorecards, Dashboards, and PortalsEnterprise Metrics / Performance Scorecard

Scorecards, Dashboards, and PortalsEnterprise Metrics / Performance Scorecard

StrengthsStrengths

Strong Strategy Maps and Strong Strategy Maps and ScorecardsScorecards

OLAP Visualization (OEM Tableau OLAP Visualization (OEM Tableau software)software)


No support for SQL Server 2005No support for SQL Server 2005

No Alerting (email) functionalityNo Alerting (email) functionality


Budgeting, Planning, and ConsolidationStrategic Finance / Planning / Workforce Planning / Financial Management

Budgeting, Planning, and ConsolidationStrategic Finance / Planning / Workforce Planning / Financial Management

StrengthsStrengths

Market Leader in Financial Market Leader in Financial Applications.Applications.


Implementation time and cost.Implementation time and cost.


Microsoft Business IntelligenceMicrosoft Business Intelligence


Collaboration and ContentCollaboration and Content(Office SharePoint Server 2007)(Office SharePoint Server 2007)

SQL Server 2005 SQL Server 2005 RDBMSRDBMS

IntegrationIntegrationIntegration ServicesIntegration Services

AnalysisAnalysisAnalysis ServicesAnalysis Services

ReportingReportingReporting ServicesReporting Services

Business Business ScorecardingScorecarding

(Business (Business Scorecard Scorecard

Manager 2005)Manager 2005)

End-user AnalysisEnd-user Analysis(Excel 2007)(Excel 2007)

Scorecards, Scorecards, Analytics, PlanningAnalytics, Planning(PerformancePoint (PerformancePoint

Server 2007)Server 2007)

AdvancedAdvancedAnalyticsAnalytics

(ProClarity 6.1)(ProClarity 6.1)

Microsoft Business IntelligenceAn end-to-end integrated offering

BIBIPlatforPlatfor

mm

Performance Performance ManagementManagementApplicationsApplications


Consolidated reportingConsolidated reportingPersonalized viewsPersonalized viewsStrategy mappingStrategy mappingCentralized KPI definitionsCentralized KPI definitions

DemoDemo

Exception-based reportingException-based reportingRoot-cause AnalysisRoot-cause AnalysisGuided Analysis Guided Analysis VisualizationVisualization

Modeling andModeling andPlanningPlanning

ScorecardingScorecardingand and

DashboardingDashboarding

PervasivePervasiveAnalyticsAnalytics

Collaborative ForecastingCollaborative ForecastingComplete Planning & Complete Planning & BudgetingBudgetingManaged Business RulesManaged Business RulesCentralized MetadataCentralized Metadata


Competitive WinsCompetitive Wins



WinningIt’s the result of a lot of different factors

PRICEPRICE PLACEPLACE

PROMOTIONPROMOTION PRODUCTPRODUCT

TARGET AUDIENCETARGET AUDIENCE““Microsoft shops”Microsoft shops”

They have Microsoft software investment (Office, SPS, They have Microsoft software investment (Office, SPS, SQL) and trust our ability to execute.SQL) and trust our ability to execute.

And/or they are invested in Office and SQL, particularly And/or they are invested in Office and SQL, particularly Analysis services.Analysis services.

““Metric savvy companies”Metric savvy companies”They are familiar with CPM and have infrastructure that They are familiar with CPM and have infrastructure that supports metrics-based management.supports metrics-based management.

And/or their infrastructure is slow and inefficient/manual-And/or their infrastructure is slow and inefficient/manual-based/excel-based.based/excel-based.


Win over Business Objects & Hyperion:Win over Business Objects & Hyperion:

GemplusGemplus


Gemplus showed maturity with scorecarding The customer had OLAP cubes and tested BSA and BI Portal.

Competition: Business Objects, Hyperion

Products: BSM, SQL Server, SharePoint

“Both IT and business adopted BSM right away and even built the prototype together!”

Karen Perdigal

GemplusHow the deal was closed

Internal only


CustomerCustomerResults/Results/BenefitsBenefits

SolutionSolutionCustomer Customer ChallengeChallenge

Offline and printable scenarios thru reporting services integration. Increased focus and accountability with business owner.Better performance thru actionable analysis and office integration.Highly secure information deliveryEase of Management

Enterprise BI vision Enterprise Class software and

hardware. Rapid Development of BI

solutions. Ease of integration with

office tools, 3rd party tools and workflow and portals.

Enterprise Class Toolset Business Scorecard Manager 2005 Microsoft Office 2003 SQL Server Analysis Services 2005 SQL Server Reporting Services

2005 Microsoft Windows SharePoint

Services Windows Server 2003

Aligning corporate strategic metrics all the way down to line of business managers.

Create flexible finance dashboards and scorecards that are integrated with powerful end user applications.

Leverage a scalable, reliable and extensible platform required to satisfy key performance requirements while being flexible to support a wide array of information analysis requirements.

Gemplus

Internal only


Great collaborative work between business Great collaborative work between business and ITand IT

Business and IT built 6 BSM prototypes Business and IT built 6 BSM prototypes together in a week!together in a week!

BSM pulled thru SQL Server 2005BSM pulled thru SQL Server 2005

Thanks to BSM, the customer tested and Thanks to BSM, the customer tested and adopted SQL 2005.adopted SQL 2005.

Implementation simplicityImplementation simplicity

BSM capabilities corresponded well to finance BSM capabilities corresponded well to finance department’s needs and its implementation department’s needs and its implementation was seen as simple.was seen as simple.

Key Take aways

Internal only


Win over Hyperion:Win over Hyperion:

Build–a–Bear Build–a–Bear


Collaborative Pilot work Gathered customer information around their DW and existing scorecarding solution (homegrown). Build a solution with and for the customer as a ‘conference room proof a concept’.

Integrated, innovative and affordable end-to-end BI story BSM, SharePoint and Office working together as one solution. Lower TCO and increased customer value.

Competition: Hyperion, Homegrown.

Deal size: EA ($750k).

““When the Build-a-Bear CIO saw Business Scorecard Manager, he understood that When the Build-a-Bear CIO saw Business Scorecard Manager, he understood that Microsoft was his business intelligence solution for the stores.”Microsoft was his business intelligence solution for the stores.”

Danni Ortman

Build-a-BearHow the deal was closed

Internal only


Customer Customer BenefitsBenefitsSolutionSolutionCustomer Customer

ChallengeChallenge

This dashboard solution integrated seamlessly into their already planned SharePoint store portal deployment.

Increased visibility and real time access to information for store employees.

Ease of communication and monitoring of store metrics to a wider audience.

Enterprise BI vision Enterprise Class software and

hardware. Rapid Development of BI

solutions. Ease of integration with

office tools, 3rd party tools and workflow and portals.

Enterprise Class Toolset Business Scorecard Manager 2005 SQL Server 2005 (Database,AS,RS) SharePoint Portal Server Windows Server 2003 Windows SharePoint Services

To give a snap shot view of the store’s success indicators to the store manager.

Provide up to date data points to the stores.

Present a dashboard allowing focused insight into the store’s status with the ability for the Store Mangers to customize the reports and web page.

Build a Bear

Internal only


Perfect Business Intelligence solution for Perfect Business Intelligence solution for SharePoint SharePoint

Customer needed business intelligence as part Customer needed business intelligence as part of their SharePoint deployment.of their SharePoint deployment.

Customer was a ‘Microsoft shop’Customer was a ‘Microsoft shop’

Customer owned SharePoint and SQL server.Customer owned SharePoint and SQL server.

BSM integration was key to answering their BSM integration was key to answering their needs.needs.

BSM value and ease of useBSM value and ease of use

BSM offered the best market value for the BSM offered the best market value for the customer in terms of scorecarding.customer in terms of scorecarding.

BSM ease of use and integration with BSM ease of use and integration with IW/AppPlat technologies were key.IW/AppPlat technologies were key.

Key Take aways

Internal only


More to come!HOME DEPOT U S A INCHOME DEPOT U S A INC

WAL MARTWAL MART

MITCHELLS & BUTLERS PLCMITCHELLS & BUTLERS PLC

TDC Services A/STDC Services A/S

HSBC BANK MEXICO S.A. de C.V.HSBC BANK MEXICO S.A. de C.V.

FIRST DATA CORPORATION MAINFIRST DATA CORPORATION MAIN

U S DEPARTMENT OF VETERANS AFFAIRSU S DEPARTMENT OF VETERANS AFFAIRS

BUILD-A-BEAR WORKSHOPBUILD-A-BEAR WORKSHOP

MINISTÉRIO DA SAÚDEMINISTÉRIO DA SAÚDE

HSBC UKHSBC UK

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FIRE SERVICEFIRE SERVICE

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Pfizer Inc.Pfizer Inc.

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Avto Triglav d.o.o.Avto Triglav d.o.o.

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MEMORIAL HOSPITAL YORK PAMEMORIAL HOSPITAL YORK PA

CERTIFIED GENERAL ACCOUNTANTS OF CANADACERTIFIED GENERAL ACCOUNTANTS OF CANADA

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PIONEER GLOBAL ASSET MANAGEMENTPIONEER GLOBAL ASSET MANAGEMENT

FLORIDA STATE OFFLORIDA STATE OF

SMITH & NEPHEW FRANCESMITH & NEPHEW FRANCE

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REEDS JEWELERSREEDS JEWELERS

MobistarMobistar

WELLS FARGO & COMPANYWELLS FARGO & COMPANY

NEWELL & BUDGE LTDNEWELL & BUDGE LTD

U S COURTSU S COURTS

ソニー株式会社ソニー株式会社ADULT LEARNING INSPECTORATEADULT LEARNING INSPECTORATE

Malaysian Airline System BhdMalaysian Airline System Bhd

DXP ENTERPRISES INCDXP ENTERPRISES INC

WEST CHESTER AREA SCHOOL DISTRICTWEST CHESTER AREA SCHOOL DISTRICT

VeriSign, Inc.VeriSign, Inc.

PURATOS - PROD E ARTIGOS PARA A INDÚST ALIMENTAR SAPURATOS - PROD E ARTIGOS PARA A INDÚST ALIMENTAR SA

ADELAIDE BANKADELAIDE BANK

ALLEGACY FEDERAL CREDIT UNIONALLEGACY FEDERAL CREDIT UNION

GRUPOMASGRUPOMAS

DHSSPS DISDHSSPS DIS

Time & Space Tech Co., Ltd.Time & Space Tech Co., Ltd.

SECURITIES EXCHANGE COMMISSIONSECURITIES EXCHANGE COMMISSION

PROVINCE OF ONTARIO JUSTICE CLUSTERPROVINCE OF ONTARIO JUSTICE CLUSTER

ASEGURADORA MUNDIALASEGURADORA MUNDIAL

CITATION CORPORATIONCITATION CORPORATION

GEO SPECIALTY CHEMICALS INCGEO SPECIALTY CHEMICALS INC

Porsgrunn KommunePorsgrunn Kommune

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MERCK & COMPANY INCMERCK & COMPANY INC

ALLSTATE INSURANCE COMPANY OF CANADAALLSTATE INSURANCE COMPANY OF CANADA

SIEMENS CORPORATIONSIEMENS CORPORATION

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СТРОЙБАЗА РЫБИНСКАЯ ОООСТРОЙБАЗА РЫБИНСКАЯ ООО

SHEARMAN & STERLINSHEARMAN & STERLIN

STATE OF ARKANSASSTATE OF ARKANSAS

OFISIS S.A.OFISIS S.A.

Laboratorios SteinLaboratorios Stein

POTOMAC HUDSON ENGINEERINGPOTOMAC HUDSON ENGINEERING

Molde KommuneMolde Kommune

SUBSECRETARIA DEL TRABAJOSUBSECRETARIA DEL TRABAJO

EASTERN CAPE PROVINCIAL GOVERNMENTEASTERN CAPE PROVINCIAL GOVERNMENT

UNMANAGED ACCOUNTS - CENTRAL MUNICIPALUNMANAGED ACCOUNTS - CENTRAL MUNICIPAL

BHP BILLITONBHP BILLITON

Continental AGContinental AG

FISHER SCIENTIFICFISHER SCIENTIFIC

MEDTRONIC INCMEDTRONIC INC

University Of CanterburyUniversity Of Canterbury

MULTIMEDMULTIMED

BAE SYSTEMS GROUPBAE SYSTEMS GROUP

BAKER HILL CORPORATIONBAKER HILL CORPORATION

WOOD MIZER PRODUCTSWOOD MIZER PRODUCTS

CBNCBN

OTECEL S.A. - MOVISTAROTECEL S.A. - MOVISTAR

Hitachi Electronics Products (M) Sdn BhdHitachi Electronics Products (M) Sdn Bhd

LIFE SOURCELIFE SOURCE

OLD REPUBLIC NATIONAL TITLE INSURANCE COMPANYOLD REPUBLIC NATIONAL TITLE INSURANCE COMPANY

SOUTH PACIFIC VISCOSE PTSOUTH PACIFIC VISCOSE PT

CORPORACION JOSE R LINDLEYCORPORACION JOSE R LINDLEY

SOURCE MEDICAL SOLUTIONSSOURCE MEDICAL SOLUTIONS

MARICOPA COMMUNITY COLLEGESMARICOPA COMMUNITY COLLEGES

MIN JEUNESSE SPORTSMIN JEUNESSE SPORTS

KAUAI ISLAND UTILITY COOPERATIVEKAUAI ISLAND UTILITY COOPERATIVE

FORSVARETS LOGISTIKKORGANISASJON/IKFORSVARETS LOGISTIKKORGANISASJON/IK

MOVIE GALLERY INCMOVIE GALLERY INC

ARAPAHOE COUNTY SCHOOL DISTRICT 6ARAPAHOE COUNTY SCHOOL DISTRICT 6

Scandlines Deutschland GmbHScandlines Deutschland GmbH

SOFTWARE4YOU PlanungssystemeSOFTWARE4YOU Planungssysteme

DUKE POWER COMPANYDUKE POWER COMPANY

A/s Politiken HoldingA/s Politiken Holding

PRIMELIFE CORPORATION LIMITEDPRIMELIFE CORPORATION LIMITED

LEND LEASELEND LEASE

UNICREDITO ITALIANO SPAUNICREDITO ITALIANO SPA

SMITH NEPHEWSMITH NEPHEW

BRADENTON CAMPUSBRADENTON CAMPUS

DUVAL COUNTY SCHOOL DISTRICTDUVAL COUNTY SCHOOL DISTRICT

Solidere s.a.lSolidere s.a.l

FRANCE TELECOM SIEGE DE LA DIR GALEFRANCE TELECOM SIEGE DE LA DIR GALE

McKee Foods Corporation SubsidariesMcKee Foods Corporation Subsidaries

ALLSTATE INSURANCE GROUPALLSTATE INSURANCE GROUP

SIEMENS AG GERMANYSIEMENS AG GERMANY

UNIVERSITY OF CALIFORNIA SYSTEMUNIVERSITY OF CALIFORNIA SYSTEM

Continental AGContinental AG

三洋電機株式会社三洋電機株式会社TELEFONICA GROUP SPAINTELEFONICA GROUP SPAIN

株式会社日立製作所株式会社日立製作所COCA COLA FOUNTAINCOCA COLA FOUNTAIN

BOUYGUESBOUYGUES

BM&F-Bolsa de Mercadorias & FuturosBM&F-Bolsa de Mercadorias & Futuros

NRO Mid-Market - Latin America HQNRO Mid-Market - Latin America HQ

Manual Order Center (Disk & Doc)Manual Order Center (Disk & Doc)

DEPARTMENT EDUCATION TRAINING & EMPDEPARTMENT EDUCATION TRAINING & EMP

EKURHULENI METROPOLITAN MUNICIPALITY1EKURHULENI METROPOLITAN MUNICIPALITY1

Internal only


To RecapBetter integration with Microsoft stackBetter integration with Microsoft stack

Better integration with SQL AS 2005.Better integration with SQL AS 2005.

Better integration with SharePoint, MBS, Better integration with SharePoint, MBS, Project, Visio, BizTalk…etc.Project, Visio, BizTalk…etc.

Easier deploymentEasier deploymentBetter story for the business users ($$$).Better story for the business users ($$$).

Better story for the IT implementers Better story for the IT implementers (templates!)(templates!)

Better story for our BI partners ($$$).Better story for our BI partners ($$$).


BSM Competitive Win showcaseBSM Competitive Win showcase

Find details on BSM competitive wins Find details on BSM competitive wins on the OBA site.on the OBA site.

Listen to the Closers:Listen to the Closers:http://oba/C3/MOBScorecardManager2005/Lists/Announcements/DispForm.aspx?ID=20&Sourcehttp://oba/C3/MOBScorecardManager2005/Lists/Announcements/DispForm.aspx?ID=20&Source=http%3A%2F%2Foba%2FC3%2FMOBScorecardManager2005%2Fdefault%2Easpx=http%3A%2F%2Foba%2FC3%2FMOBScorecardManager2005%2Fdefault%2Easpx

http://oba/C3/MOBScorecardManager2005/Lists/Announcements/DispForm.aspx?ID=20&Source=http%3A%2F%2Foba%2FC3%2FMOBScorecardManager2005%2Fdefault%2Easpx

http://oba/C3/MOBScorecardManager2005/Lists/Announcements/DispForm.aspx?ID=20&Source=http%3A%2F%2Foba%2FC3%2FMOBScorecardManager2005%2Fdefault%2Easpx


Win over Business Objects:Win over Business Objects:

Lehman BrothersLehman Brothers



Lehman Brothers Lehman Brothers

No analytic solution in placeNo analytic solution in placeStatic, inflexible reporting not meeting Static, inflexible reporting not meeting needs of the BDMsneeds of the BDMs

Large, geographically disperse Large, geographically disperse deploymentdeployment

Unique requirements for different Unique requirements for different parts of the businessparts of the business

Demands flexibilityDemands flexibility

Need to control costsNeed to control costs

Situation / Pain Points :

Internal only



Business Objects / Crystal ReportsBusiness Objects / Crystal Reports

OracleOracle

Competitors :

Internal only



Microsoft win!Microsoft win!ProClarity and SQL Server 2005ProClarity and SQL Server 2005

200 users initially200 users initially

““huge upside”huge upside”

$290,000 in licenses, s&m, and $290,000 in licenses, s&m, and servicesservices

Result :

Internal only



Interactive analytics to augment their Interactive analytics to augment their reporting strategyreporting strategy

““Wildly impressed” with SQL 2005 Wildly impressed” with SQL 2005 toolsettoolset

Cost model of the SQL 2005 and Cost model of the SQL 2005 and ProClarity solutionProClarity solution

Ability to migrate Crystal Reports to Ability to migrate Crystal Reports to ProClarity Analytics and Oracle DBs ProClarity Analytics and Oracle DBs to SQL Server 2005to SQL Server 2005

Win Factors :

Internal only


Win over Business Objects:Win over Business Objects:Progressive InsuranceProgressive Insurance


Progressive InsuranceProgressive Insurance

Click-stream analysis critical for their Click-stream analysis critical for their business – large, complex databusiness – large, complex data

Internet drives Progressive’s business, Internet drives Progressive’s business, click-stream analysis is click-stream analysis is mission-criticalmission-critical

Standardized on Analysis ServicesStandardized on Analysis ServicesExisting analytics front-end did not perform Existing analytics front-end did not perform well or have the analytic tools required for well or have the analytic tools required for click-stream analysisclick-stream analysis

Very deep, very ragged hierarchiesVery deep, very ragged hierarchiesRelatively complex, visualization is keyRelatively complex, visualization is key


Internal only



Business Objects / Crystal DecisionsBusiness Objects / Crystal Decisions

Competitors :

Internal only



Initial deal size of $50,000 – upside for Initial deal size of $50,000 – upside for additional $100,000 this yearadditional $100,000 this year

ProClarity now on standards list, expect ProClarity now on standards list, expect more groups to migrate from Business more groups to migrate from Business ObjectsObjects

“…“…many other groups have expressed many other groups have expressed significant dissatisfaction with the significant dissatisfaction with the analysis tools Business Objects provides analysis tools Business Objects provides for Microsoft Analysis Services.”for Microsoft Analysis Services.”

Result :

Internal only



Decomposition Tree – “…almost perfectly Decomposition Tree – “…almost perfectly satisfied the needs of the web analytic satisfied the needs of the web analytic team”team”

Performance of ProClarity on Analysis Performance of ProClarity on Analysis Services 2005Services 2005

Ability to handle large data sets in Analysis Ability to handle large data sets in Analysis Services 2005Services 2005

Rich UDM supportRich UDM support

Win Factors :

Internal only


Win over Cognos:Win over Cognos:

Southern CompanySouthern Company



Need to standardize BI solutions across Need to standardize BI solutions across divisionsdivisions

Need to control IT spendNeed to control IT spend

Thin client to minimize deployment / Thin client to minimize deployment / management costsmanagement costs

Existing Cognos solution expensive (s&m Existing Cognos solution expensive (s&m renewals and cost to maintain)renewals and cost to maintain)

Need to tailor information delivery for Need to tailor information delivery for different groups (relevant information)different groups (relevant information)


Internal only



Cognos (incumbent)Cognos (incumbent)

PanoramaPanorama

Competitors :

Internal only


Southern CompanySouthern CompanyResult :

Microsoft win!Microsoft win!

ProClarityProClarity

$72,000 in licenses and support$72,000 in licenses and support

* Lead source was a technical webcast on * Lead source was a technical webcast on Analysis Services 2005!Analysis Services 2005!

Internal only



ProClarity expertise on Analysis Services ProClarity expertise on Analysis Services 20052005

Sales, services, productSales, services, product

Thin-client for web delivery, easy to deployThin-client for web delivery, easy to deploy

Decomposition TreeDecomposition Tree

Flexible DashboardFlexible Dashboard

$72,000 in licenses and support$72,000 in licenses and support

Cost savings over incumbent solutionCost savings over incumbent solution

Win Factors :

Internal only


Consistent ThreadsConsistent Threads

Cost benefit of Microsoft platformCost benefit of Microsoft platformProClarity’s Analysis Services 2005 ProClarity’s Analysis Services 2005 expertiseexpertise

Sales, services, productSales, services, productBusiness Objects & Cognos have weak Business Objects & Cognos have weak story for Analysis Services 2005 (we have a story for Analysis Services 2005 (we have a window)window)Thin-clientThin-clientData visualization (Decomposition Tree)Data visualization (Decomposition Tree)Execution and professionalism consistently Execution and professionalism consistently stated as a factor in the winstated as a factor in the win

Internal only


ProClarity Competitive Win ShowcaseProClarity Competitive Win Showcase

Find details on ProClarity competitive wins Find details on ProClarity competitive wins here:here:

http://infoweb/C8/mergersandacquisitions/http://infoweb/C8/mergersandacquisitions/ProClarity%20Win%20Reports/Forms/AllIteProClarity%20Win%20Reports/Forms/AllItems.aspxms.aspx

*Temporary site, will be posted to OBA site *Temporary site, will be posted to OBA site and standard competitive sites in near and standard competitive sites in near futurefuture

Internal only

http://infoweb/C8/mergersandacquisitions/ProClarity%20Win%20Reports/Forms/AllItems.aspx




Key TakeawaysKey Takeaways

BI is HOT!BI is HOT!

Microsoft is HOTTER!!!Microsoft is HOTTER!!!

BI and CPM converging as a single BI and CPM converging as a single offering offering

Position the full BI stack Position the full BI stack Especially against BO, Cognos, and Especially against BO, Cognos, and Hyperion.Hyperion.

Work as a team.Work as a team.OBA and AP reps need to work together OBA and AP reps need to work together particularly in a competitive bake-off.particularly in a competitive bake-off.


Related Content Related Content Breakout Sessions/Chalk TalksBreakout Sessions/Chalk Talks

DB205: SQL Server 2005 Competitive UpdateIW215: Microsoft All-Up BI StrategyIW306: Architecting and Designing Report Center Dashboards in SharePoint 2007IW307: Architecting and Designing PerformancePoint

Management Solutions with Microsoft Business Scorecard Manager 2005IW327: Excel 2007 and Excel Services – Designing Next

Generation Reporting and Analysis SolutionsIW330: ProClarity Deep DiveIW334: PerformancePoint Server 2007 Technical Drilldown and Solution ScenariosIW335: Managing and Maintaining Excel 2007 Spreadsheets using Office SharePoint Server 2007.

Hands-on LabsHands-on LabsIWHOL322 – OLAP Analysis in Excel 2007IWHOL322 – OLAP Analysis in Excel 2007IWHOL323 – Using BSM and ProClarity for PMIWHOL323 – Using BSM and ProClarity for PMIWHOL324 – BSM 2005: Builder FundamentalsIWHOL324 – BSM 2005: Builder FundamentalsIWHOL325 – Building Analytic applications in ProClarityIWHOL325 – Building Analytic applications in ProClarity


Compete ResourcesCompete Resources

General Compete Sites/ContentGeneral Compete Sites/ContentBI Competitive BI Competitive PlaybookPlaybook ArsenalArsenal

TSP Academy LiveTSP Academy Live BI Compete: Data Integration Competitive LandscapeBI Compete: Data Integration Competitive Landscape

BI Competitive SiteBI Competitive Site http://competition/C12/BICompete/default.aspxhttp://competition/C12/BICompete/default.aspx

ComphotComphot http://http://comphotcomphot

SSRS resourcesSSRS resources http://sqlserver/reportingservices.aspxhttp://sqlserver/reportingservices.aspx

SQL BI resourcesSQL BI resources http://http://sqlserver/businessintelligence.aspxsqlserver/businessintelligence.aspx

Session ResourcesSession Resources http://http://AcademyLiveAcademyLive

Business ObjectsBusiness Objects

Competitive Competitive BattlecardBattlecard

Crystal Migration Crystal Migration GuideGuide

BO FUD RebuttalBO FUD Rebuttal

Enterprise ReportingEnterprise Reporting

Crystal ProductsCrystal Products

Query and AnalysisQuery and Analysis

CognosCognos

Competitive Competitive BattlecardBattlecard

ReportNet ReportNet WhitepaperWhitepaper

Metrics Manager Metrics Manager BattlecardBattlecard

Cognos 8 BICognos 8 BI

Cognos 8 BI Cognos 8 BI ReportingReporting

http://arsenalcontent/ContentDetail.aspx?ContentID=64076&portal=officesystem

http://tspsharept2/sites/AcademyLive/sessionDetails.aspx?sessionId=444e7627-7fcc-45d6-b340-8d4e785a480c

http://competition/C12/BICompete/default.aspx

http://comphot/

http://comphot/

http://sqlserver/reportingservices.aspx

http://sqlserver/businessintelligence.aspx



http://academylive/

http://academylive/

http://academylive/



Two ways to access Online Evaluation Forms:Two ways to access Online Evaluation Forms:

1.1. CommNet stations located throughout conference CommNet stations located throughout conference venuesvenues

2.2. From any wired or wireless connection to: From any wired or wireless connection to: http://www.MyTechReady.comhttp://www.MyTechReady.com

Please Complete An Evaluation FormYour Input Is Important!

Please Complete An Evaluation FormYour Input Is Important!

For more information please refer to your Pocket For more information please refer to your Pocket Guide Guide


© 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation

as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES,

EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Documents

Microsoft Confidential Performance Management And BI Tools: Compete Michael Tejedor, Rex Parker, Bruno Aziza OBA – Product Management Microsoft Corporation