Do you have analytics requirements that aren’t met by Sugar Reporting? Do you find yourself constantly exporting data from Sugar into spreadsheets for analysis? If so, attend this session to hear about an exciting new offering: Sugar Analytics Powered by Cognos Business Intelligence. Fully integrated into Sugar, this offering provides advanced analytics and visualization capabilities such as: trending comparison over a time series, multidimensional data analysis, and scorecarding inside a Sugar dashboard. You’ll see examples showing how individual sellers can use this tool to determine which activities they need to perform to meet their quota; and how individual customer service agents can use this tool to better handle service calls.​

1. SUGAR ANALYTICS
POWERED BY COGNOS BUSINESS INTELLIGENCE
Charles Hicks
Laurence Leong
Jeetu Lakhotia
@SugarIBM#SugarCon

2. 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

3. 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?

4. Introducing: Sugar Analytics
Powered 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

5. 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
6

7. 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

8. 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

9. 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

10. Dashlet Guidance
Examples Products Skills Work
Personalization
Minor UI tweaks to existing dashlets
Change: field names, colors
Place: Dashlets, drop downs
Select: Rows and columns to display
Manipulate: Filtering, sorting, grouping reordering or
renaming columns or changing prompt values,
Sugar Analytics Cognos
Workspace
Minutes
Hours
Configuration
Change or create dashlets (existing metadata model)
Create: Widgets (lists, charts) from existing metadata
Add: Data sources to widgets from existing metadata
Change: chart types, content, calculations,summaries.
Sugar Analytics
+ Author
Cognos
Workspace
Advanced
Hours /
Days
Customization
Create new or change metadata model
Create/Place: Customized/New Sugar fields in dashlets
Sugar Analytics
+ Author
+ Administrator
Cognos
Framework
Manager
Days /
Weeks
SimplerMorecomplex

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
11

12. How Locus Solutions Can Help
• Collaborate with VARs for Customer Success
• Deliver Sugar Analytics Demos
• Implement & Configure Sugar Analytics
• Customize Reports &Dashlets
12

13. For More about Locus Solutions
• Visit Locus Solutions at the SugarConSmarties 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
13

14. Product Notes
• Supports Sugar on-premonly – 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

15. Sugar Analytics Pricing / Packaging
Base Offering
Sugar Analytics Powered
By Cognos Business
Intelligence
Every Customer Starts with this Package
• Minimum 20 users per deal
• 1 Author subscription included
• $20 / user / month
Author
Sugar 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
Administrator
Sugar 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

16. 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?

17. Next steps
• See a demo at the Smarties bar
• Contact us for information
– lleong@sugarcrm.com
– chicks@sugarcrm.com
– SugarAnalytics@LocusSolution.com

18. THANK YOU
@SugarIBM #SugarCon