IBM Analytics for SugarCRM Partners

©2013 SugarCRM Inc. All rights reserved.
World Class Analytics for SugarCRM with
IBM
Jose Maldonado
Palmtree Consulting

IBM - SugarCRM
 What it means for Sugar Partners
 New opportunities in enriching offering and
reaching more markets

Agenda
 About Palmtree Consulting
 Adding Value to SugarCRM
 Business Analytics
 IBM‟s Offering
 SugarCRM and Cognos

Palmtree Consulting
 Founded: 2004
 Human Team: 47
 Projects: 300+
 Locations: Bogota, Miami
 Customers across LATAM

Palmtree Consulting
 Performance Management
 Business Technology
- B. Analytics, Balanced Scorecard, CRM, Costing & Planning, Infrastructure, Security, Cloud
 SugarCRM Gold Partner & Partner Advisory Board
member
 IBM Premier Partner
 Microsoft, Amazon AWS, others

Palmtree Consulting and IBM
 Business Analytics
 Information Management
 Enterprise Content Management
 Industry Solutions
 Highest Performing Vendor in
BA for IBM
 Top Sales Champion for
Nexsys

Value-adding Opportunities for Sugar
Partners
“Fringe”
Features
Core
Features
• Workflow Management
• Document Management
• Social Media Integration
• Marketing Automation
• Analytics
• …
• 360 Customer View
• Opportunity
Management
• Sales Force Automation
• Lead Management
• Case Management
• …
SugarCRMOpenPlatform+Easeof
Integration

SugarCRM and IBM
SugarCRM - an IBM global alliance business partner -
delivers an open source CRM solution that provides
tremendous benefits to IBM customers.
- SugarCRM.com
- Sinergies with Connections, Cast Iron, Lotus
Notes/Domino, Coremetrics, Unica, Cognos
“

Business Analytics
What gets measured, gets managed.
- Peter Drucker
“

Key Analytics on Analytics
10%
17%
68%
4%
Org. Analytics Maturity Model
Novice
Builder
Leader
Master
Revenue
Growth
EBITDA
Growth
Storck Price
Appreciation
160%
250%
200%
Orgs that Apply Analytics
1x
2x
Top
Objectives
for BA
CRM Sales
46% 42%
Analytics vs. CRM Markets
CRM ANALYTICS
1:“Outperforminginadata-rich,hyper-connectedworld,”IBMCenterforAppliedInsightsstudy
conductedincooperationwiththeEconomistIntelligenceUnitandtheIBMInstituteofBusiness
Value.2012.2:IBM,2011.3:Computerworld‟sInnerCircleResearchPanel“QuickPulse:
BusinessAnalyticsMaturity,”2011.4:IDC2011

Players
Source, Gartner 2013
Source, Forrester Q2
2012

IBM’s Analytics Offering
 IBM Cognos
 IBM SPSS
 IBM OpenPages
 IBM Algorithmics

IBM Cognos Insight
 Personal Analytics for the Desktop
 Import, merge, analyze multi-source data
 Custom dashboard building
 What-if scenarios
 Publish and share
 Personal edition FREE

Cognos Insight

IBM Cognos Express
 Complete Analytics Suite for SMB { <100 users }
 In-memory analytics server, web portal, security
 Simple deployment
 Dashboards, analysis, What-ifs, planning, budgeting
 Centralized server for Insight share
 Controlled Self-Service
 iPad mobile client

Cognos Mobile
 Mobile is key driver for
customer interest and
use case
 All Sugar Mobile efforts
(internal & third-party)
focus on transaction,
not analysis
 Offer key value to
decision makers and
executives, on top of
existing offering for
sales force.

IBM Cognos Enterprise
 Enterprise-ready architecture, scalability, management,
security
 In-memory Dynamic Query & Dynamic Cube engine for
faster responses and scalability
 Enterprise-wide collaboration
 Web Services direct connections
 SOAP, REST, XML

Demo Integration Case
 Bring the two platforms together
 Embed Cognos Reports in Dashlets
 Access Cognos Workspace from Sugar Reports

Example Use Cases
 Auto Industry – Customer
Intelligence
 Mass Transport – Service
Feedback
 Insurance – Policy
forecasting per Customer
Groups

What we’ve done with IBM
 Leverage Resources to support marketing, demoing,
sales
 Engage the market with Powerful brand, Networking
 No CRM offering: Extensive Current and Legacy
customer base
 Financing available –including non-IBM pieces

Future Analytics with Big Data
 IBM Data Explorer: Pulling together structured and non-
structured external data. Relationships, Activity Streams,
Search
 IBM Big Insights: Hadoop-based app builder for
analyzing large volumes of Data
 IBM Streams: Continuously analyze massive
information-in-motion: Social streams, call data records

SugarCRM has done the work
 Heavy-lifting is taken care of
 Partners fluent in both technologies will benefit most
Smarter CRM:
Leveraging IBM
Cognos BI with Sugar
Charles Hicks, Solutions
Architect, SugarCRM
Tomorrow 3:40-4:15pm

Recap
 Why Analytics:
– Powerful „fringe‟ feature that adds value and distances offering
– Analytics-driven companies outperform their peers
– Actual and Target customers already in initial Analytics maturity levels
– CRM is key driver for Analytics content
– Analytics‟ market much larger than CRM‟s
 Why IBM
– Other BI Leaders have CRM offerings
– IBM NEEDS us to complete their competitiveness: two way street
– IBM‟s Analytics offering is market validated, tried and true, and complete
– SugarCRM is doing the heavy lifting
– Specific IBM benefits involved
– All target sizes, starting from free.

Thanks
 Work with us!
 josemaldonado@palmtree.co
 twitter.com/josemaldonad0
 www.Palmtree.co
 Info@palmtree.co

IBM Analytics for SugarCRM Partners

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