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DAMA Day Conference Dallas, Texas September 19, 2007

How to Identify Business Value, Sell, and Position Your Data Quality Initiative. DAMA Day Conference Dallas, Texas September 19, 2007. Jim Orr . Professional Background. Data Quality Practice Director, Trillium Software 12+ years leading consulting services for software technology providers

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DAMA Day Conference Dallas, Texas September 19, 2007

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  1. How to Identify Business Value, Sell, and Position Your Data Quality Initiative DAMA Day ConferenceDallas, TexasSeptember 19, 2007

  2. Jim Orr Professional Background • Data Quality Practice Director, Trillium Software • 12+ years leading consulting services for software technology providers • 7 + years leading data quality consulting services • Other leadership positions in the data quality space since 2000 • Director of Professional Services, Firstlogic • Global Services Practice Director, Business Objects • Oversight, responsibility, participation in nearly 1000 data quality engagements world-wide • Past clients include several Fortune 500, start up, and mid-market leadership companies

  3. Demonstrate Business Value Put your business hat on… Data quality is a business problem so it requires a business approach to solve it.

  4. Demonstrate Business Value Put your business hat on… Draw on your business acumen, not your technical prowess to demonstrate business value.

  5. Build a Business Case Do your homework…..research, document, present • Research the problem • Research the people & process • Quantify business impact • Document the findings • Summarize go forward strategy • Sell, market, promote, & present

  6. Research the Problem Identify business drivers.... • Common business drivers • Failed marketing campaigns • Product returns & mailing errors • Excessive/lengthy customer service calls • Fines from regulatory agencies • Inability to leverage purchasing power • Labor time for reworking and cleaning up management reports and customer lists • Errors attributed to the lack of product code standards • Labor associated with data entry • More…..

  7. Research the Problem Quantify business drivers.... • Financial drivers • Lost revenue • Operational expense • Labor expense • Regulatory costs • Opportunity loss • Data management costs • Operational improvements • Increased productivity, etc. • Material verses incidental cost • Hard vs. Soft dollars • Use ranges that reflect realistic potential • Best case vs. worst case

  8. Research the Problem Quantify the condition of the data.... • Determine the volume for: • Duplicate records • Incorrect data • Unusable data • Missing data • Etc. • Determine the rate for which problem data continues to enter the system • Use a data profile tool to assist with this process

  9. Research the People & Process Know your organization.... • People • CFO • CxO • Manager • Peers • Cross-functional leadership dependencies • Process • Budget • Non-budgeted • Capital vs. expense

  10. Quantify Business Impact Crunch the numbers.... • Financial opportunities: • Revenue generation • Expense reductions • Labor savings/redirection • Regulatory compliance • Risk avoidance • Investment Requirements • People • Process • Technology • ROI • 12 months or less is best

  11. Document the Findings Use common financial tools & practices.... • Business case summary • Get to the point! • ROI, payback, and vision rather than throughput, load balancing, and ease of use • Supporting industry information/metrics • Business case details (spreadsheets) • Good business format: • Revenue • Expense • Labor • Investment • ROI • Total all columns & rows

  12. Summarize Go Forward Strategy High level project plan.... • Reflect the future, vision, and strategy • Break into phases • Identify timelines in business terms • Note resource requirements • Deliverables • Etc.

  13. Sell, Market, Promote, and Present • Float ideas, concepts, & theories early • Get to know your CFO/CxO before you present a business case • Speak the language • Business vs. Technical • Bounce your plan off trusted associates • Get an audience with the CFO/CxO • Sell yourself

  14. Thank you very much for your time and attention! Questions? Jim Orr Data Quality Practice Director, Trillium Software E-mail: james_orr@trilliumsoftware.com Phone: (719) 481-0565

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