Leveraging Information for Revenue Generation and Profitability

WebFOCUS iWay Software

Solutions Brief

Information Builders has

been helping customers to

transform their corporate

data into business value for

almost four decades. With

best-of-breed solutions for

intelligence, integration,

and integrity, we deliver the

knowledge organizations

need to generate more

revenue, enhance customer

support, improve operations

and financial management,

mitigate fraud and risk, and

facilitate compliance.

IntelligenceOur business intelligence (BI), advanced analytics, and performance management solutions offer broad data access, unparalleled usability and scalability, and low cost of ownership. Companies can transform historical, real-time, and predictive data into information and analytics that are consumable by all employees, managers, partners, and customers.

IntegrationOur integration solutions unify all data, applications, B2B interactions, and cloud-based information assets. From data and application integration, to more complex integration projects, we provide the tools that help optimize mission-critical business processes and transform raw information into insight that drives real-time decision-making and competitive advantage.

IntegrityOur data quality management, master data management, and data governance solutions dramatically enhance the completeness, accuracy, and consistency of vital information across all systems and sources.

To learn more about our intelligence, integration, and integrity solutions, visit us at informationbuilders.com.

Information Builders1

Leveraging Information to Boost Revenue and Profitability

Customers are spending less money than ever before as a result of the faltering economy. Organizations across all industries are struggling with shrinking income and diminishing margins. To win new business, increase the value of existing clients, and sustain ideal levels of profitability they must develop innovative competitive strategies and find new sources of revenue.

To achieve these goals, many companies are tapping into the power of their corporate information. By unifying and analyzing diverse data sources to gain greater visibility into the factors that impact revenue, such as what customers are buying and why, organizations can develop more successful sales and revenue-generation strategies.

Additionally, many businesses are learning that the data they maintain may be valuable to customers and other external constituents, and are launching information-based services to create new income streams.

Information Builders offers a comprehensive suite of intelligence, integration, and integrity solutions that help companies to boost revenue generation. With a broad range of powerful and innovative tools, organizations of all types and sizes can improve their bottom line by:

■n Analyzing patterns and trends in customer behavior and demographics to uncover up-sell and cross-sell opportunities

■n Identifying their most high-value clients and creating more effective programs to promote loyalty among them

■n Increasing customer acquisition by offering value-added information services that differentiate them from competitors

■n Opening up new revenue streams by developing powerful, yet intuitive fee-based solutions that provide access to vital and timely information

■n Leveraging predictive analytics to assess the viability of new products or services, test the effectiveness of proposed price-cutting strategies, and determine the potential success of alternate sales channels

Leveraging Information for Revenue Generation and Profitability2

Here are just a few customers that have transformed their corporate data into a valuable business asset using Information Builders intelligence, integrity, and integration solutions:

Ainsworth – For Ainsworth, a contractor of heating, ventilation, electrical, and mechanical services, a large portion of revenue comes from maintenance contracts. Previously, the company kept track of hundreds of contract renewals manually. If renewal dates were overlooked, the company lost revenue. A WebFOCUS-based Contract Renewal Dashboard allows Ainsworth to now see which contracts are up for renewal. It ranks them by value and shows whether the customer has received a letter or follow-up call. WebFOCUS has improved renewal rates by 30 percent, leading to substantial additional revenue for Ainsworth.

Air Canada – When Air Canada, the world’s 14th largest commercial airline, wanted to make it easier for both business and leisure travelers to book and manage their flights, it turned to WebFOCUS. The powerful BI platform was employed to build a comprehensive and intuitive self-service reporting portal, track associated costs, and provide around-the-clock access to booking details, frequent flyer information, and more – all via the web. The application has given Air Canada a competitive edge while boosting sales, increasing customer satisfaction, and further solidifying relationships with key corporate clients.

Appraisal Institute – This association of appraisers and property analysts deployed WebFOCUS as the foundation of an Associate Status Dashboard that allows tens of thousands of members to track the requirements and goals needed to upgrade from associate status to designated distinction. Making it easier for members to reach that status increases membership revenue for the institute, since required course fees for designated memberships are higher than those charged for associate memberships.

Centerstone Technologies – iWay Software is helping Centerstone, which develops and markets sales order management solutions, to drive revenue and improve customer service. A versatile, high-performance environment fully automates the scheduling, loading, and cleansing of e-commerce data with complete support for data quality, queue management, web services, and ERP integration. By replacing its previous integration infrastructure with more robust solutions from iWay, Centerstone has laid a firm foundation for business growth.

Coty – When this world leader in the beauty supply market acquired Unilever, a well-known provider of fragrance products, it struggled to create cohesiveness between the two IT infrastructures. With the help of iWay Software, Coty was able to quickly bring together Unilever’s architecture with its own, while seamlessly integrating with IBM’s systems for procurement outsourcing. By completing the integration so rapidly, Coty reduced overhead costs and created the foundation for real-time operations, while tapping into synergies between the two companies to increase revenue.

Helzberg Diamonds – By empowering managers to analyze point of sale (POS) and other data, WebFOCUS is enabling Helzberg Diamonds to better anticipate market trends and boost revenues. Users at 230 stores can examine product sales and campaign performance, as well as track store-specific information, such as individual associate performance, credit sales, and extended care plan performance. Insight derived from the BI environment helps the company up-sell and provides additional value to customers and partners, while also increasing the average sale.

Customer Successes

Information Builders3

Jobs2Web – This interactive recruitment marketing firm relies on WebFOCUS to transform raw data into meaningful metrics for clients. Dashboards with drill-down capabilities allow them to measure and monitor the effectiveness of various job marketing campaigns and channels. Sales of this advanced analytics package has given Jobs2Web a large revenue boost.

Moneris – For Canada’s leading processor of credit card and other transactions, WebFOCUS has provided an effective means of attracting new clients and retaining existing ones. Merchant Direct is a powerful self-service BI environment that allows Moneris clients to view and analyze their debit, MasterCard, and Visa transaction data online to better track and understand consumer spending patterns. The Merchant Direct service has given Moneris a substantial edge in a highly competitive market.

Oxford Properties – As a leader in real estate management, Oxford Properties wanted to simplify day-to-day activities while facilitating expansion on a global scale. It used WebFOCUS to build Oxford Advanced Strategic Information Source (OASIS), an asset and performance measurement application that allows users to analyze millions of square feet of real estate properties in real time. OASIS also includes a customer-facing portal that hosts timely, comprehensive reports about all facets of the business, such as tenants, outstanding bills, property histories, legal clauses, and company financials. This value-added service has set the company apart from its competitors.

Parker Hannifin – The ability to deliver premier service to both internal and external customers is driving higher revenue at Parker Hannifin, the world’s leading manufacturer of motion and control technologies. The company relies on WebFOCUS to track metrics related to its Win Strategy – a continuous-improvement program based on superior customer service, strong financial performance, and revenue growth. Since WebFOCUS was deployed, one of those metrics, parts shipped on time (PSOT), has improved more than 10 percent, helping Parker Hannifin to reach its Win Strategy goals.

Power Systems Research – To gain a competitive edge, Power Systems Research, a provider of market information to manufacturers, turned to the WebFOCUS platform. Customers can now obtain greater insight into their industries by merging their own information with that maintained by the company, and then analyzing it through intuitive dashboards. The environment serves as a strong differentiator and increases revenue for Power Systems Research by providing clients with more options for analyzing market data.

Scotiabank – iWay Software and WebFOCUS were leveraged to replace an outdated sales information infrastructure at Scotiabank. A new, comprehensive sales reporting environment captures data from multiple retail banking systems and delivers weekly sales reports to the bank’s 1,024 branches. By accelerating its ability to open new channels and improving the way sales officers reach out to customers, qualify leads, and align customer profiles with the product mix, Scotiabank expects to generate an additional $250 million in annual sales across all its products.

Leveraging Information to Boost Revenue and Profitability4

“Our company is highly dependent on integration technology, which means iWay is fundamental to everything we do. Once it is fully implemented, iWay will be a critical component of our e-commerce application.”

Rich Guess Director of IT CenterStone Technologies, Inc.

“iWay has lived up to its reputation for handling large, complex integration projects, and has already given Coty great ROI, including project payback within two months.”

David Berry Senior Vice President and Global CIO Coty Inc.

“We delivered an innovative BI application in only a few weeks at an extremely low cost, proving that BI does not have to be an expensive or complex endeavor. Many BI providers supply reports to external customers, but very few supply true BI capabilities like WebFOCUS.”

Chantal Berthiaume Director of Network Optimization Air Canada

“I don’t think there’s any jewelry retailer of our size doing the same kind of sophisticated data analysis that we’re now doing with WebFOCUS. These BI tools make us more nimble and efficient, so we adapt more quickly than the competition. That’s a competitive advantage in our industry.”

Greg Backhus Director of Data Warehousing and BI Helzberg Diamonds

WebFOCUS iWay Software

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