Business Objects2
Productivity Improvement Program - China

Customer

Business Objects provides business intelligence software and services worldwide. It is now part or SAP, the world leader in enterprise applications in terms of software and software-related service revenue.

Situation

Business Objects Greater China was in its second year of an organisational revitalisation. This effort included installing a new management team, hiring new employees, building the brand and creating a Partner ecosystem.
The intention was for the year to be one of operational and financial consolidation, building on the pains and gains of the previous year, and preparing the organisation for a surge of growth in the next year and beyond.

Complication

The Sales force had changed considerably during the last two years, including both sales people and sales managers. Sales competence and performance was low. The Indirect Sales business provides around 85% of revenue, but the Partner ecosystem needed building and careful management.
The new management team faced considerable challenges in both the external environment and the internal climate. These had been identified in a S.W.O.T. session with Weaknesses identified in the areas of expertise and operations.

Resolution

Implementing a Business Value Assessment and Improvement Program had the potential to unlock the latent revenue generating capability of the company and increase the top line through improving sales productivity. The key parts of the approach were:
  1. Detecting any weaknesses in the current Go-To-Market approach and identification of how it may be improved to support the organisation’s Vision
    2 Improving the performance of the Sales organisation through disciplined execution of appropriate strategies and plans
    3 Building team performance across the organisation by aligning all groups behind the revenue growth objective
    4 Developing the infrastructure and management capability to drive continuous growth.

Recommendation

"BusinesSPM conducted a review of the Business Objects Australia-New Zealand business. They helped me identify where there was unrealised potential for revenue and margin improvement and where the barriers were to unlocking that potential. They then helped the ANZ management team develop roadmaps and priorities to deliver on that performance improvement. The results were so good that I contracted BusinesSPM to do the same for our Greater China businesses, and the outcome was just as impressive."

Keith Budge, SVP and GM Asia Pacific, Business Objects

BO GC SP