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Might IBM Cognos have sparked a competitive spirit at Pronto?
Stefan Crisp 270005EPTV email@example.com | | Tags:  ibm xi management stefan analytics system cognos business_intelligence_ana... crisp insight enterprise intelligence business pronto
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As the Product Manager responsible for Pronto Software’s integration of IBM Cognos Business Intelligence suite, I’ve been talking with many of our clients about our BI value proposition and the benefits of Cognos for some time now. Most commonly this focuses on the higher-level business benefits that can be achieved. Pronto’s integration of IBM Cognos into Pronto Xi Enterprise Management System entailed significant effort involving the creation of a reporting framework to allow end users to create their own report content without the need for any framework modelling. Our goal was to deliver valuable real-time business information to the hands of our Pronto Xi users without the complexity often associated with a BI integration.
The perspective I want to share is my own interpretation of how the product built primarily for our clients has been adopted and utilised by our own staff – and the effect I’ve observed it has had on results. I want to make it clear that I don’t reside in a sales function, don’t have a mandate over the products our sales teams should sell, but as a result of Cognos and the integration Pronto has developed, I have been able to share insight into what they have (or consequently have not) been selling.
It’s not surprising to hear that sales staff by their very nature have a competitive spirit, it’s one of the key factors that drives their success. But bring in a simple to use BI solution into the mix and you have a recipe for some serious competition between peers.
Knowing this, I used a combination of a few Pronto Xi Business Dashboards and reports we’d built for our clients, as well as a few custom ones that I quickly knocked up, to develop a sales summary within IBM Cognos Business Insight. At a very high level, it showed a breakdown of Pronto Xi BI product sales per month and who had been making the sales. I shared this with the sales team as an “educational exercise” to show the power and simplicity of Pronto Xi BI with Cognos – hoping that it might spark some internal competition for the products I was responsible for.
Let’s just say, that over the following months, there were some interesting results that came from this little test that were all very favourable!
Can you share an interesting perspective on how Cognos has influenced behaviours in your organisation?
Stefan Crisp, the author of this blog is also a regular contributor to The ERP Channel blogs. The ERP Channel is a group blog, written by experienced tech and vertical industry professionals. The blog seeks to inform and help decipher between tech buzzwords and what’s practical for businesses.