Author Archive
July 13 th
SAP Sets the Bar for BI CSR
Posted by: | CommentsSAP just released their 2009 Sustainability Report and I must say I am impressed. They have really raised the bar for corporate sustainability reporting (CSR). Not only are they one of the top reports in the BI and even the software vendor category, but they’re report is top of the line for all CSR reports.
It opens with a video message from the CSO (Chief Sustainability Officer) Peter Graf, who reports directly to both of the SAP CEOs. His two-minute message gives a high-level overview of their strategy and progress toward sustainability. SAP’s 2009 report takes sustainability reporting to a whole new level by including video clips, interactive metrics in dashboards, and allowing readers to leave comments and feedback. You can see an 7.5 minute overview video here. It was a little hard to find, but I finally found it in the bottom menu, far right under Take a Tour.
SAP is wise, taking a two-pronged approach to sustainability. Not only do they support sustainability internally, through both environmental and social measures, but they also help their customers meet sustainability goals through the solutins they offer. It’s exactly what I’d expect of any BI company.
With this in mind, their report is broken down into three sections: Performance (internal), Solutions (external), and Feedback (engaging readers and stakeholders).
Performance – Each major objective, along with supporting objectives has interactive dashboards that offer filters to explore the data and timeline sliders to change data parameters. For example, the carbon footprint dashboard by default shows the world view but that can be changed to show just EMEA or US. The charts can be switched between pie charts and bar graphs. They even offer quarterly results in addition to the annual report. Finally, you have a choice to download to Excel or print. Nice way to show off their own product functionality.
Solution – SAP has structured their solutions to help companies drive profitability through sustainability. Take a look at their sustainability map which covers most all potential sustainability requirements for an organization. By offering solutions that cover business process management along with metrics and reporting, SAP breaks down the barriers to entry on sustainability programs for their customers. They even include a few case study examples you can read.
Feedback - Sap interviewed hundreds of stakeholders, including customers, employees, shareholders, NGO’s, partners, and analysts, to best understand their priorities for SAP. You’ll see the results in their materiality matrix, where bio diversity was ranked lowest and areas like green house gasses and employee satisfaction ranked highest. You can even create and submit your own materiality matrix and contribute to SAP’s sustainability priorities. It’s a great example of what companies managing sustainability programs should do on a regular basis.
You will also find the unedited letter from their strategic advisory panel that applauds SAP’s efforts, and you see their Assurance Report from KPMG auditors. SAP follows the GRI guidelines and was rated an A+, the highest rating available.
If you’re still new to corporate sustainability and wonder just what a good report should look like, I encourage you to head out and take a look at SAP. They’re truly setting the bar.
July 6 th
Seeing through your customer’s eyes
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You have a great idea. You turned it into a product. It’s going to solve all kinds of problems. The company you work for is great (lucky you). You see it and you want everyone else to see it too.
You want to make sure people know that you have the coolest thing around, so:
• You write a white paper that tells all about your product and its features.
• You write a case study on who bought your product and how they’re using it.
• You write a blog post letting your readers know what a visionary you or your company is
• You produce a Webinar that demos all the features of your product.
It’s natural. When you’re passionate and proud of something, you want to tell the world. But guess what? The world has their own things they care about and you now have to do something that can be very difficult—step into your customer’s shoes and see the world through their eyes.
Your customers live in a world with competing priorities, differing opinions, and tight budgets, yet are being asked to find answers to real business problems. Can you repeat the business problems your customers are dealing with – in their own words? Do you know the constraints they’re up against?
Beneath the business needs that your product may address, you also need to speak to the personal needs of your buyer. Yes, you’re selling to a real person who has his own personal agenda. Make sure you consider these personal needs as well:
• Make my company money
• Save my company money
• Stay employed by making the best decision
• Stay out of jail (compliance)
• Make me successful
The successful vendor or marketer will be the one who knows how to marry the product benefits with real world needs and do so in a way that shows the customer you understand his challenges. It’s the basic solution-based selling over product sales. Most vendors are doing this now, but we all need that reminder to take another look at our messages and make sure it’s all about the customer, not all about me.
June 17 th
Are Some BI Vendors too Quiet?
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Yesterday, I went to a luncheon put on by Qlikview at the Seattle Yacht Club. I love these vendor luncheons, not because of the free lunch (though it was delicious), but to keep up on the BI industry and hear first hand from other BI users and managers.
I really didn’t know much about Qlikview. Oh, I’ve heard the name now and then but still hadn’t heard anything of substance. Turns out they’ve actually been around since the 1993 and have been headquartered in the US since 2005. And, last year IDC named them as the fastest growing company for three years running—which is probably where I heard about them.
They have a nice reporting and analysis product that replaces the need for cubes and their associated processing time. Because all of the data for a particular subject area (created by IT) is in memory, users are not limited to a predefined hierarchy and can move around through the data very quickly. Ok, that’s very cool.
As for marketing, they seem to be doing most things right. They have a very robust website, including lots of available educational resources like white papers, analyst reports, a blog, webinars, and several “how-to” videos. They’re also good at promoting their community with an active Twitter account (@qlikview), a very busy forum, user groups, and even a wiki.
Finally – be still my heart – they even have a corporate social responsibility program. Currently, I only see that they will offer grants for free product, hosting, and training to selected non-profits. It’s a start, though I think they can do much more here.
So my BI friends, have you run across vendors that you should have known but didn’t? Why do you think that is?






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