SUGAR ANALYTICSPOWERED BY COGNOS BUSINESS INTELLIGENCE

Charles Hicks

Laurence Leong

Jeetu Lakhotia

@SugarIBM #SugarCon

The value of Analytics for CRM

36%Growth in Revenues

15%Increase in ROIC

2xGrowth in EBITDA

Organizations that make extensive use of analytics:

57%Increase in Competitive Advantage

Sources: Study done by IBM Institute for Business Value and MIT Sloan Management Review.

“CRM analytics … must be delivered with and as an

integral component of the CRM software and

deliver analytics in context of CRM data”-crmsearch.com

embedded

Many CRM users have questions like:

What reps are most

effective, and what are the

more effective reps

doing?

Which customers

have the most priority or

oldest open cases?

Which cases should I give priority to?

What’s my average

call resolution

time?

Sales Rep Sales Manager Service Rep

Is our pipeline

sufficient to make our

number this quarter?

How likely is it that I will

hit my quota?

Am I engaging the right type and

number of activities to

be successful?

Which of my opportunities

should I spend time on today?

Introducing: Sugar AnalyticsPowered by Cognos Business Intelligence

Integrated: Advanced analytics and business intelligence within the Sugar UX

Market Leading: Powered by IBM’s customer proven Cognos Business Intelligence offering

Extends Sugar: Complements Sugar’s out-of-box reporting geared for organizations that need advanced analytics

Trending

Drill Down

Demo introduction

Sales Rep

How likely is it that I will hit my

quota?

Am I engaging the right type

and number of activities to be successful?

Which of my opportunities

should I spend time on today?

6

Demo

Sugar Analytics Helped the Sales Rep

• Helping him immediately see the differences between closed revenue and forecast revenue

• Pointing out where his activity (email, calls, meetings) was falling below not an arbitrary target but actual company average

• Showing him which of his opportunities may be getting “stuck” in the sales cycle – again, compared to actual company average data

What’s in the Product

Cognos “Bridge” – Security– User Management– Integrated administration

Cognos BI components– Basic = Workspace– Author = Workspace Advanced– Admin = Framework Manager

Starter reporting tables and reporting for opportunity data Starter dashlets for individual sales rep scenario

How Dashlets get Created in Sugar Analytics

DEFINE = Sugar Skills

1. Define desired dashlets- What data should appear, with which dimensions, and what if any is the drill down / drop down behavior

2. Define the underlying reporting db schema supporting those dashlets

- May need to include use of Sugar audit tables for history

3. Define the mapping from the Sugar operational db to the reporting db

- Requires knowledge of Sugar data model

BUILD = Cognos Skills

6. Build dashlets using Sugar Analytics Author Component

5. Build reporting metadata model and business objects with Sugar Analytics Administration component

4. Implement the ETL from Sugar operational db to reporting db

Dashlet GuidanceExamples Products Skills Work

PersonalizationMinor UI tweaks to existing dashlets

Change: field names, colorsPlace: Dashlets, drop downsSelect: Rows and columns to displayManipulate: Filtering, sorting, grouping reordering or renaming columns or changing prompt values,

Sugar Analytics Cognos Workspace

MinutesHours

Configuration Change or create dashlets (existing metadata model)

Create: Widgets (lists, charts) from existing metadataAdd: Data sources to widgets from existing metadataChange: chart types, content, calculations, summaries.

Sugar Analytics + Author

Cognos Workspace Advanced

Hours / Days

CustomizationCreate new or change metadata model

Create/Place: Customized/New Sugar fields in dashlets

Sugar Analytics + Author+ Administrator

Cognos Framework Manager

Days / Weeks

Sim

ple

rM

ore

co

mp

lex

11

About Locus Solutions

• End-to-End solutions provider with highly skilled team of Certified Business Analytics professionals

• SugarCRM Technology Partner• Data modelling / dashlets for Sugar Analytics

• Headquartered in Silicon Valley• 240+ customers• 4 offices

• Dedicated sales & pre-sales reps• On-site technical consultants• Strong offshore development / upgrade team

12

How Locus Solutions Can Help

• Collaborate with VARs for Customer Success• Deliver Sugar Analytics Demos

• Implement & Configure Sugar Analytics• Customize Reports & Dashlets

13

For More about Locus Solutions

• Visit Locus Solutions at the SugarCon Smarties Bar– Jeetu Lakhotia, CEO– Darin Burkenpas, VP

• Attend Sugar Analytics Webinar– May 14th at 10am (PST)– Live demo of Sugar Analytics– Learn how to leverage & extend Sugar Analytics– RSVP to SugarAnalytics@LocusSolution.com

• For information about Sugar Analytics or Locus Solutions, email SugarAnalytics@LocusSolution.com or visit www.LocusSolution.com

Product Notes

• Supports Sugar on-prem only – Not Sugar On-Demand• Supports both Sugar 6 and Sugar 7• Support LAMP stack (Linux, Apache, MySQL, PHP)• Admin component is English only• Supports Pro, Ultimate and Enterprise Editions.

– However we expect most customers that need advanced BI capability, will be using Ultimate and Enterprise

• Minimum deal: 20 users• Every Sugar user must be a Sugar Analytics user

Sugar Analytics Pricing / Packaging

Base OfferingSugar Analytics Powered By Cognos Business Intelligence

Every Customer Starts with this Package• Minimum 20 users per deal• 1 Author subscription included• $20 / user / month

AuthorSugar Analytics Powered By Cognos Business Intelligence: Author

For Creating and Modifying Reports Requires Base Offering (includes 1 Author) Rule of thumb: 1 Author per 20 users $20 / user / month

AdministratorSugar Analytics Powered By Cognos Business Intelligence: Administrator

For Customizing and Modifying the Data Model No minimum Requires Base Offering Required if Sugar data model has been customized and

those customizations need to be reflected in Cognos Can be licensed month to month ($700 / user / month)

All Sugar Analytics Powered By Cognos BI products are only licensed for used with Sugar database

Key Takeaways

• What is it?– A NEW! SugarCRM add-on product– Provides advanced analytics and business intelligence for Sugar– Powered by IBM Cognos Business Intelligence: proven, robust, market-leading

• Positioning:– Extends out-of-box Sugar reporting for organizations that need advanced analytics– Only licensed for data in the Sugar database – For general enterprise BI beyond Sugar, use Cognos BI from IBM or other tools

• If you answer YES to any of these, then Sugar Analytics is a fit :– Do you have analytics and business intelligence needs that go beyond the

capabilities of Sugar reporting?– Do you frequently export Sugar data to Excel or other tools?– Do you need to be able to perform any of the following with CRM data: e.g.

dashboards, trending, drill up / down, create charts and graphs?

Next steps

• See a demo at the Smarties bar• Contact us for information

– lleong@sugarcrm.com– chicks@sugarcrm.com– SugarAnalytics@LocusSolution.com

THANK YOU

@SugarIBM #SugarCon