Deloitte Managed Analytics (DMA) Application Catalog

Deloitte Managed Analytics (DMA) Application Catalog

Deloitte Analytics LLC

Managed analytic applications Deloitte Managed Analytics (DMA) solutions are designed to help businesses to discover various insights within weeks, instead of years of costly business analysis and technology investments. By implementing business analytics through a cloud-based, on-demand delivery model, our clients can start analyzing key performance indicators and metrics more expeditiously. Our turnkey analytic applications are composed of dozens of interactive reports, dashboards, and scorecards with underlying multiple-source data integration and data warehousing for SAP and other enterprise application data delivered over the web, for a fixed monthly fee. The DMA portfolio of managed analytics includes:  Sales and gross margin performance  Supplier evaluation  Customer and product profitability  Inventory performance  Customer experience  Transportation cost  Aftermarket services revenue growth  Transportation contract compliance  Services operations and warranty

This Application Catalog provides detailed descriptions of the DMA managed analytic applications, including sample screenshots of several reports, scorecards and dashboards. If you would like to try live versions of these applications, please visit www.deloitte.com/us/datademos and take the Test Drive.

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Sales & Gross Margin Analysis Enterprise Resource Planning Systems (ERP) are useful for planning and executing transactions, but these systems may not be optimal for the in-depth reporting and analysis activities needed to identify opportunities to improve gross margins, to identify poorly performing product lines regions or business units, to understand revenue drivers, to gain insight into customer-buying trends, or to monitor ongoing performance. The DMA Sales & Gross Margin Performance Analysis application integrates revenue data and detailed cost of goods sold data from multiple source systems and presents it to users, over the web, via interactive reporting dashboards and scorecards. The following are representative insights, related metrics, and key performance indications that can be provided by DMA; however, this list is not all-inclusive and not every client will experience the same results. Insights in action  See revenue trends in product lines, customers, business units, and regions as early indicators of under/over performance  Identify revenue performance against plan and prior period to focus resources on underperforming areas  Identify over-performing business units, market segmetns and customers to mine for best practices for use in other areas of the business  Analyze profitability and costs to find high and lowperforming customers, products, channels, and regions  Identify sales teams that are optimizing sales volume and higher-than-average selling prices

Metrics and key performance indicators  Average selling price – current versus prior  Gross sales  Net sales  Gross margin – amount and percentage  Discounting – amounts and percentage  Forecast sales  Plan and forecast variance  Year-to-year variance  Backlog units and dollar amounts  Cost of goods sold total, material, labor

Reports and scorecards  Sales & Gross Margin Analysis  Bookings and Backlog Analysis  Revenue Trending  At-Risk Product Lines and Regions  Revenue Actual versus Plan and Forecast  Revenue and Profitability Scorecard

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Sales & Gross Margin Analysis application screenshots

The Sales & Gross Margin Analysis report. Users can view, drill-down, print (PDF) and export (XLS) data.

The Sales & Gross Margin Analysis report shows users their drill-down path on the current report view.

The Sales & Gross Margin Analysis report is used to display key summary metrics and interactive charts to provide insight.

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Each report allows users to analyze data by multiple business dimensions.

The Revenue Trending report

A few DMA Revenue Trending charts

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DMA Sales & Profitability Scorecards. DMA scorecards are designed to provide insight and analysis via rich visualizations and interactive graphics.

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The Sales & Gross Margin Performance Scorecard facilitates analysis of sales performance by many dimensions, including region, sales representative, or product.

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The Sales & Gross Margin Performance Ad Hoc Analysis facilitates an exploratory analysis of sales and margin performance.

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Customer and Product Profitability Analysis While it is often clear what revenue each customer or product generates, it is typically not clear what costs the organization incurs to serve each customer or to produce, promote, sell, and distribute each product. As a result, companies sometimes struggle to rationalize products, select distribution channels, improve their product mix, or prioritize customer relationship-building activities. The DMA Customer and Product Profitability Analysis application integrates product and customer-related revenue data and detailed cost data from multiple source systems and presents it to users, over the web, via interactive reporting dashboards and scorecards. The following are representative insights, related metrics, and key performance indications that can be provided by DMA; however, this list is not all-inclusive and not every client will experience the same results. Insights in action

Metrics and key performance indicators

 Identify which products, customers or channels have the highest and lowest operating margin

 Gross sales by multiple dimensions (customers, products, regions, distribution type, etc.)

 Identify revenue trends as an early indicator for product threats, under-performance, or overperformance

 Net sales

 Rationalize products, customers, sales teams, markets, and distribution methods based on detailed activity-based costs and net profit

 Gross and net margin – amount and percentage  Discounting – amounts and percentage  Supply chain-related costs: ordering, fulfillment, warehouse, transportation, etc.

 Identify low-margin customers and adjust the product mix and service levels to drive improvements

 Inventory value

 Identify operating cost levers and overall impact to business profitability

 Product cost of goods sold

 Selling and promotions costs

 Customer service levels: order fill rate, on-time delivery, etc.

Reports and scorecards  Total Cost to Serve Analysis  Customer and Product Profitability  Customer and Product Profit Map  Profit Segmentation Map  Lowest Profit Customers  Profitability Scorecard  Cost to Serve Scorecard

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Customer and Product Profitability Analysis application screenshots

Total Cost to Serve multidimensional, drillable report

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The Customer Profitability Scorecard supports the analysis of customer performance relative to other customers, plan, products, etc.

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The Profit Segmentation Map is designed to help clients in their efforts to more easily segment products, regions, and customers to determine which are the most and least profitable.

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Customer Experience Analysis Having a 360-degree view of customers can drive increased efficiency, help focus actions, and ultimately can drive revenue and customer satisfaction. The DMA Customer Experience Analysis application is designed to provide companies with a single view of their customers across multiple dimensions, including historical financial performance, forecast pipeline revenue, operational performance, customer satisfaction, and several others. It integrates data for cost, revenue, service delivery metrics, and customer feedback from multiple source systems and presents it to users, over the web, via interactive reporting dashboards and scorecards. The following are representative insights, related metrics, and key performance indications that can be provided by DMA; however, this list is not all-inclusive and not every client will experience the same results. Insights in action

Metrics and key performance indicators

 Review historical customer spend, determine readiness to serve customer needs, measure customer satisfaction, gain insights into customer buying trends

 Total sales revenue and units

 Identify customers with the highest revenue potential

 Pipeline revenue and forecast

 Focus on identifying cross-selling and up-selling opportunities

 Invoice accuracy

 Understand customer sentiment and target at-risk customers for targeted problem resolution

 Order fill rate

 Provide sales teams with the insight to focus the right sales approaches on the right customers  Visualize performance of segments and regions down to the individual customer level

 Year-to-year revenue growth  Pipeline units and sales

 On-time delivery

 Service events, response and resolution times operational index  Net promoter score and other customer satisfaction scoring

Reports and scorecards  Customer Experience  Customer Satisfaction Analysis  Operational Performance Index  At-Risk Customers  Revenue Growth and Pipeline  Customer Scorecard

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Customer Experience Analysis application screenshots Deloitte Analytics

The Customer Health Scorecard provides instant feedback on customer satisfaction trends.

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Interactive visualizations of new and lost account data by multiple dimensions

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The Customer Experience Analysis Application analyzes customer service levels, revenue, and satisfaction.

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Supplier Evaluation Analysis Making intelligent purchasing decisions can be crucial as procurement can account for more than 50% of a company’s base costs. Effective supplier coordination and supplier alliances can have an immediate and compelling impact on your product, costs, and customer satisfaction levels. The DMA Supplier Evaluation Analysis application integrates procurement and other supply chain data from multiple source systems and presents it to users, over the web, via interactive reporting dashboards and scorecards. The following are representative insights, related metrics, and key performance indications that can be provided by DMA; however, this list is not all-inclusive and not every client will experience the same results. Insights in action  Identify savings opportunities and prioritize projects to maximize savings  Monitor and enforce compliance procurement strategies  Perform supplier cost-variance analysis  Determine year-over-year supplier cost productivity  Comprehensively rank key suppliers on critical criteria, such as cost compliance, on-time delivery, item fill rate, order lead time, quality defects and other business-relevant parameters  Share online scorecards with suppliers to electively monitor and help improve key supplier metrics  Provide access to key performance information to allow collaboration with customers, suppliers, and third-party service providers

Metrics and key performance indicators  Total spend  Number of items purchased  Number open and closed purchase orders  Number of items received  Average item cost  Supplier defect rate percentage  Supplier on-time delivery percentage  Supplier invoice accuracy percentage  Supplier inventory on hand  Supplier purchase price variance  Item substitutions  Overall supplier score and rank

Reports and scorecards  Supplier Evaluation  Purchase Price Variance (PPV)  Supplier Cost Productivity  Supplier Scorecard

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Sourcing and Suppliers Analysis application screenshots

The multidimensional and drillable Purchase Price Variance (PPV) report

The Supplier Evaluation report with performance charts and key metrics data displayed.

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The Purchase Order Status report with ad hoc reporting capabilities

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The Supplier Scorecard shows overall performance across the enterprise and operational metrics for individual suppliers.

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Inventory Performance Analysis Inventory management continues to be a target for strategic efforts to improve cash and working capital. Companies which are successful in implementing inventory management transformation plans are better equipped to minimize inventory without affecting customer service. Our solution integrates inventory data from multiple source systems, such as ERPs, demand planning systems, forecasting systems, etc., and presents it to users, over the web, via interactive reporting dashboards and scorecards. The following are representative insights, related metrics, and key performance indications that can be provided by DMA; however, this list is not all-inclusive and not every client will experience the same results. Insights in action  Identify items at risk of a stock out or of having excess inventory

Metrics and key performance indicators  Units on hand  Cost of inventory

 Share real-time inventory data with your suppliers and customers

 Months or days of supply

 Evaluate and balance working capital with service levels (order fill rate, on-time delivery) using DMA’s Inventory Management Index

 Released and planned orders

 Create an inventory Pareto analysis of time supply  Shift excess inventory or critical parts to other locations at risk of backorders  Project future inventory valuations and changes  Measure and evaluate buyer performance

 Inventory turns

 Safety stock  Target stocking level (TSL) and variance to TSL  Order fill rate  Number of backordered units  Age of inventory  Order arrival times  Number of products out of stock  Percent of obsolete units on-hand  Items at risk of a stockout  Items at risk of excess inventory

Reports and scorecards  Inventory Analysis  Inventory Timeline  Out of Stock  Inventory Histogram  Inventory Buyer Performance  Top Item Excesses  Inventory Scorecard

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Sourcing and Suppliers Analysis application screenshots…

The DMA Inventory Analysis report with key metrics displayed.

Inventory Analysis charts

Inventory Timeline report with charts and several key metrics displayed.

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The Out of Stock Parts report with several key metrics displayed.

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The Inventory Management Scorecards are designed to provide insight into inventory performance by products or by planners.

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The Inventory Management Scorecard also supports “what-if” analysis of inventory performance.

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The DMA Inventory Analysis ad hoc reporting tool

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Transportation Cost Analysis Real-time visibility into transportation operations and costs can allow companies to more effectively manage and streamline this important piece of their supply chain. Our solution integrates transportation data from multiple source systems and presents it, over the web, via interactive reporting dashboards and scorecards, providing visibility into operations, costs, carrier performance, and their impacts on customer satisfaction. The following are representative insights, related metrics, and key performance indications that can be provided by DMA; however, this list is not allinclusive and not every client will experience the same results. Insights in action  Examine line haul costs and accessorial charges by lane, carrier, or ordering customer to identify patterns of waste or poor practices  Review year over year transportation cost productivity for carriers, lanes, modes, item categories, ship to locations, etc  View asset utilization, load balance, and trailer capacity utilization with detailed data, including shipment-specific information

Metrics and key performance indicators  Total shipped orders, cases, weight, miles  Total cost per case, per CWT, per mile  Percentage of trailers under capacity  Line haul cost  Accessorial charge details (fuel surcharges, insurance, excess miles, unloading)  On-time delivery percentage

 Perform root cause analysis of variances  Improve trailer utilization by preempting less than full truckloads or carloads  View actual delivery time, and compare it directly with customer request dates, as well as appointment schedules to have a full circle view of customer service

Reports and scorecards  Transportation Cost Analysis  Transportation Cost Period versus Period  Accessorial Charge Detail  Capacity Utilization  Load Leveling  On-Time Carrier Performance  Top Cost Carrier Accessorial Charges  Transportation Scorecard

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Transportation Analysis application screenshots

The Transportation Cost Analysis report can enable interactive analysis of transportation cost details.

The Capacity Utilization report

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The Load Leveling by Case report

The On-Time Shipping report with key metrics displayed.

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The Transportation Scorecards features interactive visualizations to facilitate high-level or low-level views of transportation costs.

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The Transportation Analysis ad hoc reporting capability

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Transportation Contract Compliance Analysis The DMA Transportation Contract Compliance Analysis application is designed to reveal spend performance across multiple dimensions, including vendors, carriers, lanes, origination and destination locations, customers, etc. With so many supply chain partners operating in dynamic environments, compliance visibility can be challenging. For example, the DMA solution can help identify aggregate contract spend variances and the underlying influences exerted by load changes, contract carrier overcharges, the use of noncompliant carriers, or expediting charges. By highlighting variations from budgeted and modeled sourcing events, DMA can save businesses time and effort needed to manually research contract compliance, helps identify overcharges, and highlights and reduces contract leakage to the annual budget. The following are representative insights, related metrics, and key performance indications that can be provided by DMA; however, this list is not all-inclusive and not every client will experience the same results. Insights in action  Analyze how much “leakage” was incurred from rate variances, volume variances, and unapproved carrier variances  Identify which carriers overcharged most frequently  Determine which loads, which lanes, and what “ship from” locations provide cost-out opportunities  Analyze what impact is unexpected expending and accessorial charges having on the spend profile and which planners and shippers have the highest contract variance  Examine if the company is realizing the projected savings from improved e-sourcing events

Metrics and key performance indicators  Actual transportation spend  Budgeted transportation spend  Total spend variance  Rate cost variance  Load cost variance  Carrier cost variance  Carrier percentage of noncompliance  Actual and historic miles, loads, L/H cost, fuel cost, and accessorial charges

Reports and scorecards  Contract Variance Analysis  Actual versus Historic Analysis  Period versus Period Spend Analysis  Unapproved Carrier Variance by Lane  Approved Carrier Rate Overcharges  Contract Compliance Scorecard

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Transportation Analysis application screenshots

The Transportation Contract Variance Analysis report Evaluate period versus period spending and variance analysis by multiple dimensions

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The Contract Compliance Scorecard facilitates enterprise-wide variance analysis by business unit, carrier, lanes, and shows most and least compliant carriers.

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Aftermarket Services Revenue Growth Analysis Data-driven analysis is strategically important for companies that offer aftermarket services. Insight into services performance can help them in their efforts to make more effective strategic decisions in areas, such as services profitability, service growth opportunities, new service offerings development, services delivery performance, and customer satisfaction levels. The DMA Aftermarket Services Revenue Growth Analysis application integrates services data from multiple source systems and presents it to users, over the web, via interactive reporting dashboards and scorecards. The following are representative insights, related metrics, and key performance indications that can be provided by DMA; however, this list is not all-inclusive and not every client will experience the same results. Insights in action  See services revenue and margin performance across regions, offerings, customers, segments, equipment types, service event types, and contract types  Identify opportunities to sell more service agreements with longer coverage periods  Analyze the adjusted margins accounting for global agreements, warranty expense, concessions, discounting, and regional differences  Evaluate installed base growth and service sales account penetration  Determine warranty conversion and long-term service agreement coverage

Metrics and key performance indicators  Service revenue  Service gross margin  Revenue and margin variance to plan  Percentage of service agreement coverage  Service agreement revenue  T&M contract profitability  Number of new service offerings  Service offering adoption rate  Number new service accounts  Installed unit growth

Reports and scorecards  Service Revenue and Margin Performance  Account Visibility and Performance  Service Contract Coverage  Installed Base Growth  Warranty Conversion Rate  Services Growth Scorecard

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Aftermarket Services Revenue Growth Analysis application screenshots

The Account Visibility & Performance report and charts

The Services Performance dashboard charts

The Services Contract Coverage report

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Services Operations and Warranty Analysis Improving product quality and providing excellent customer service can be made easier and more effective with good business intelligence. A feedback loop that identifies the cause, cost, and resolution of service and warranty events can allow a company to not only improve responses to customer services needs, but also use services data to improve product quality. DMA Services Operations and Warranty integrates services data from multiple source systems and presents it to users, over the web, via interactive reporting dashboards and scorecards. The following are representative insights, related metrics, and key performance indications that can be provided by DMA; however, this list is not all-inclusive and not every client will experience the same results. Insights in action  Identify the underlying causes for the costliest types of service calls, so the cause can be addressed  Understand equipment and part reliability performance (MTBF)  Analyze new equipment installation performance and costs  Understand how product quality affects profitability via warranty cost metrics  Prioritize resources through Pareto analysis of top event and cost drivers  Gain visibility to equipment performance and operations, such as parts fulfillment, field, repair center, tech support, and call center. Use the information to leverage benchmarking and discover leading practices

Metrics and key performance indicators  Installed base units  Installation performance  Time and materials service events, revenue, costs  Long-term contract service events, revenue, costs  Warranty service events, cost  Warranty costs as a percentage of product sales  Warranty costs variance to budget  Equipment mean time before failure (MTBF)  Number of escalated accounts  Service call resolution rate  Customer satisfaction score  Average service call resolution time

 Improve account team performance, customer communication, and satisfaction

Reports and scorecards  Operations Performance  Warranty Analysis  Reliability Analysis (MTBF)  Escalation and Customer Complaint Resolution  Asset Maintenance Analysis  Services Scorecard

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Services Operations and Warranty Analysis application screenshot Deloitte Analytics

The Services Management Scorecard highlights service events, cost, resolution by product, customer, and other dimensions.

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The DMA managed analytic platform: data integration, data warehousing, and data security DMA managed analytic applications are built on a broad data integration and data warehousing platform. DMA Solution highlights include:  Analytics delivered on demand – The DMA solution offers an economical path to effective insights. The solution typically deploys in about eight weeks for a fraction of the cost of traditional BI projects and without affecting your company’s data center.  Multisource data integration – The DMA solution features patented data discovery and mapping technology, which can reduce the need for months of extract, transform, and load (ETL) development costs and risks.

Alerts

Executive Dashboards

Multi-Dimensional Reports

Interactive, What-If Dashboards

Formatted Reports

Exception Reports

Ad Hoc Reports

Multi-Source Data Warehouse

Data Integration

Marketing

Sales

Operations

Departmental Sources

SAP R/3

SCM

SAP BW

Spreadsheets

Simple RDB

3rd Party Data

 Prebuilt connectivity to SAP and other enterprise applications – The DMA solution is one of the only managed analytics solutions available with built-in SAP connectivity. Our solution can extract data from SAP ERP and SAP CRM instances, even those that have been highly customized, and transport it into the solution’s cloud-based data warehouse. Data is pushed into the solution; no inbound network paths are required. The solution can also integrate data from other enterprise data sources in a similar manner. Enterprise Systems

Other Data Sources

 Scalable data warehouse – The DMA solution is built on top of a cloud-based data warehouse, running 24x7 and hosted in a top-tier data center. Data is stored in “single-tenant” databases, meaning that data from different customers never resides within the same database instance. This provides customers with enhanced, auditable security, and application performance benefits.  Stringent security – The DMA solution has achieved compliance with rigorous customer reviews. Role-based security can be implemented at multiple levels, including business unit, division, product, and individual. Based on the authenticated user identity, security is applied at the following levels: website, specific solution instances, business specific (division/business unit specific), individual reports, and data items within reports.  Report quality alerts – The DMA solution automatically alerts users, in real time, if the report they are currently viewing has become outdated by new data that has just been loaded into the data warehouse.  Support for global deployment – The DMA solution supports multinational character sets for analyzing international data and provides 24x7 uptime for nonstop “follow-the-sun” availability.

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For more information, please contact: Rich Cohen Principal Deloitte Consulting LLP +1 215-446-3435 [email protected]

Steve Morandi Deloitte Managed Analytics +1 781-810-2508 [email protected]

Dan Spillett Deloitte Managed Analytics 201-736-7509 [email protected]

This publication contains general information only and is based on the experiences and research of Deloitte practitioners. Deloitte is not, by means of this publication, rendering business, financial, investment, or other professional advice or services. This publication is not a substitute for such professional advice or services, nor should it be used as a basis for any decision or action that may affect your business. Before making any decision or taking any action that may affect your business, you should consult a qualified professional advisor. Deloitte, its affiliates, and related entities shall not be responsible for any loss sustained by any person who relies on this publication. As used in this document, “Deloitte” means Deloitte LLP and its subsidiaries. Please see www.deloitte.com/us/about for a detailed description of the legal structure of Deloitte LLP and its subsidiaries. Certain services may not be available to attest clients under the rules and regulations of public accounting. Copyright © 2011 Deloitte Development LLC. All rights reserved. Member of Deloitte Touche Tohmatsu Limited