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Sales Talk Track for Dashboard Building

Dashboard Building

TALK TRACK

Dashboard Building with JMP® 14

 

 

Usage:  This is intended to be a living document.  We need sales’ help validating this messaging.  Does it play well?  We will gladly incorporate changes in future versions of this document in the spirit of continuous improvement.  Thank you!

The primary message is that we provide end-to-end workflow for the whole dashboard-building process with the secondary message that you can build applications and leverage other software (SAS, R, Matlab...) if needed.

 

AUDIENCE: Users seeking greater efficiency to address the whole process of dashboard building customized analytical applications.

CRITICAL BUSINESS ISSUE: Ensuring efficient provisioning of key information scientists and engineers need to make informed decisions and convey important metrics to others.

GOAL: Streamlined information sharing to more efficiently and effectively inform more decisions.

 

1. Defining the Problem

Customer Issue Description

·   We need to work smarter by truly understanding the day-to-day analytic tasks that command the most time from our analysts and technicians. If we can automate those tasks to streamline the work, we can become more productive and make better use of our resources. If we empower employees who have less training and expertise, they will be able to get more done than they can with our current mode of operations. With so much data, everyone has to be an analyst at some level. The trick is equipping people to be as productive as possible with all of the data they need to do their jobs well. ·   Our analysts must become more efficient in working with data and communicating results. If we had a common approach to compare results verbally and visually, we would be able to communicate those results easily, clearly and consistently.  ·   To compete more effectively, we need to make analytics available to everyone, especially to those who haven’t had the time or the expertise to use analytics in the past. We also need to tailor the tools to our specific business, which would give us an integral competitive advantage by helping us use our resources more effectively, thus saving time and money.

 

Business Impacts of Not Addressing the Issue

·   Continued inefficiency. A lack of automating the process to view the relevant information results in wasted time, poor use of resources and lost opportunities.  ·   Limited analysis. Analysts spend too much time on menial tasks that could be automated, rather than exploring the results. Greater self-sufficiency and automation mean analysts aren’t dependent on someone else to create additional reports to answer new questions that arise. ·   Poor decisions. Since data can be interpreted differently by different people, it is difficult to make sound, consistent and well-informed decisions.

 

External Validation of the Business Impact

From the GSK customer success story, “[Martin] Owen says that because processes and products vary from one to the next, he and his colleagues need the flexibility to create ‘adaptive dashboards’ rapidly.” See other customer successes for Dashboard Building.

 

Challenges/Barriers to Addressing the Issue

·   Culture of the organization. Some organizations fail to see what needs to be done and what could be done. This lack of vision prohibits them from understanding how new investments could produce greater efficiencies.   ·   Lack of access. Not everyone has access to tools they need or control over budget to ensure these tools are acquired.  ·   Lack of ability/skills. Some understanding of how the process can best be automated may mean that some programming / algorithmic thinking is required to create the dashboards for wider use. While many in the organization might benefit from tailored dashboards or applications, someone has to build them.  ·   No common platform. Too often, multiple tools are spread across various groups. By replacing some tools and augmenting others with a common platform, organizations could provide more productive, tailored analytic dashboards and applications for all its users.

 

1. JMP’s Solution to the Problem

Our Approach and Value Proposition

·   Easier dashboard and application building.  JMP provides a complete workflow for quickly building dashboards encapsulating the data access, cleanup, model-building, data visualization, organization and sharing needs. We streamline app building by eliminating some of the programming. Building dashboards and applications becomes very fluid, easy to see and easy to customize; JMP allows you to try out different user experiences – all separate from the actual application logic. ·   Extensible. JMP has all the tools to take advantage of your data, regardless of where it lives. JMP provides a common interface through mass customization that builds on all of your current JMP analytic tools while allowing you to add your own. By combining them in new and different ways, you gain a competitive advantage. You can use JMP to build new analytic processes. With JMP as your visual discovery paradigm, you can use your own motivation and knowledge to build completely new and unique applications. You can also expand your use of existing tools since JMP integrates with SAS, R, MATLAB and Excel, allowing you to combine the best of all these tools in one place for a streamlined workflow.

 

Differentiating Capabilities

·   Access to all of the UI elements that you need to build an analytical application. With JMP, you can build an entire dashboard from beginning to end. JMP prompts you or highlights items in a distribution or other visualization so that you don’t miss something important. While Spotfire lets you build a dashboard that allows users to look at data in a similar way, it can’t highlight or otherwise call your attention to key areas. Just as analysts need the right tools for their work– in the same way, dashboard builders benefit from tools to address the whole dashboard-buiding process. JMP can be your analytic hub with hooks into SAS, R, MATLAB and Excel.  If there is a graph or something you need that JMP hasn’t implemented yet, you can simply write it yourself or see if something is already available on the JMP File Exchange.  ·   Cost of ownership. With JMP, the investment you’ve made in other tools pays back even more. JMP may even allow you to rationalize some of the tools you already have so that you can do more with less. ·   Easy to use, yet powerful. JMP supports a full spectrum of users, from novice to expert, so the full range of your human capital can help you compete on analytics. With JMP’s extensibility, your analytic efforts can scale easily.

 

Case Study

GlaxoSmithKline

Chalenge:  To make evidence-based decisions that ensure robust drug-production processes.

Solution:   GlaxoSmithKline scientists assess risk and develop process-control strategies using unique experiment design features and other capabilities in JMP® statistical discovery software from SAS.

Results:  World-class design of experiment methods help scientists optimize manufacturing processes quickly, thereby reducing costs. JMP journals and customizable dashboards allow analysis results to be structured, shared and interactively interrogated. The software makes it easier to identify gaps, highlight important control features and demonstrate control.

 

JMP® 14

·   Dashboard Builder: easier-to-read drop zones, blank dashboard template & ability to store templates. ·   You can select the object for a platform in a dashboard or application and edit the script for that platform.

 

JMP® Pro 14

·   New features in JMP Pro can be extended to new applications.

 

 

1. Sales Cycle Guidance

Prospecting Criteria
Increase innovation:
·   Find the companies who are in pain and feeling the competition. If they don’t become more efficient, they will lose out.
·   Regardless of a company’s approach to providing or customizing dashboards and analytic applications, JMP can provide efficiencies at all levels – to individual practitioners (e.g., an everyday task can be automated with one button), departments and the entire enterprise.  Enable smart work, not just hard work: ·   If you have 150 yield engineers who need the same report, write it and deploy it once. ·   Make the necessary information available to the right people so they don’t have to hunt for it or wait on others before they can do their own jobs.

 

Conversation Starters

·   What functional group are you in and how does your group fit into your organization?  ·   What do you need to develop? Where are you inefficient? Where do you need to invest to gain efficiencies?  ·   What interests you?  ·   What’s your analytic process today? Do you have people who spend lots of time doing rote work? Can you remove the drudgery? Does it take too long to get the data and make it ready for analysis? How many people does it take?  ·   Do you need a tool to create applications for yourself, for your department or for the whole enterprise? ·   Do you have data that lives in disparate places?  ·   Do you have problems that span a number of people (e.g., 20 people who look at the same class of problem, 20 yield engineers that need standard measures)? Do you have lots of people all doing the same kind of thing but with different processes and different results?  ·   Do you have people who can think algorithmically or are programmers? ·   What tools do you use currently? ·   Who are the primary users of those tools? Can you describe some of the current analytic workflows? ·   Describe your solution.

 

Sales Cycle Tips

·   What about IT? JMP can be another arrow in IT’s quiver. If IT is a service organization within the larger enterprise that needs as many tools as possible to solve problems and provide services, custom applications empower users to easily explore new questions that arise. Since JMP is so broad and easily customized, it can be a real advantage to IT by reducing the complexity of applications and eliminating the need for other applications and tools.  ·   What about getting users off the server? Just as programmers like to learn the newest language, IT wants to be doing the latest new thing, which, right now, is cloud and server based. But don’t let that stop you. The Well Appointed Analytic Workbench blog post provides this justification: Many organizations have invested in their servers and ignored the desktop. However, when your expensive analytic talent is twiddling their thumbs because of slow bandwidth or a network outage, and they are left with nothing more than a spreadsheet on their desktops (if they even have a desktop), opportunity costs can be high. The analytically advanced should be provided with compute options — on desktops, on servers and remotely. With these analysts juggling multiple projects in different phases, they can be much more productive by having both adequate desktop and server compute resources. Especially in the exploratory phase, local, in-memory visual tools with instantaneous response will take advantage of greater visual bandwidth — analysis at the speed of sight, revealing the data’s structure more quickly. ·   With the exception of R, one could argue Spotfire and Tableau are not as customizable as JMP. ·   The inefficiencies don’t exist because of a lack of analytics. Start with analytics first. You will not outgrow SAS as a company. If you begin with JMP, you won’t be limited.  ·   If they don’t have the skills in house or if they aren’t currently available, we can connect them with partner consultancies such as Wayne Levin at Predictum.  ·   Be careful not to oversell Application Builder. A company must be able to understand how apps work, how things relate to one another, and how to break up the parts. However, if they have those skills and they have the need, there is a multiplier effect in its value when they are able to build useful custom apps for many users.

 

1. Capabilities Map

Expanded Discussion of JMP^® Capabilities and the Value Created/Vision

Capability Description	Diagnostic Questions	So What? Value/Impact
Visual dashboard building and JSL: ·   Build dashboards and applications rapidly. ·   Boost productivity of experienced JSL programmers.	·   When you can point and click to get things done faster and with less effort than writing code, why wouldn’t you? ·   Do you have JSL programmers who aren’t taking advantage of App Builder?	·   Rapid dashboard and application development is important for making more people more productive faster. ·   They can start the design in visual mode and augment with JSL as needed.
Extenisble: ·   Integrated with SAS. ·   Integrated with R. ·   Integrated with Excel. ·   Integrated with MATLAB ·   JMP add-ins	·   Do you have a lot of SAS users or SAS jobs that run to inform others? ·   Do you have R users in your organization? If you don’t currently, you may as you hire more analytic talent. ·   Do you have a lot of Excel users who are doing mission-critical work in an application that is prone to errors? ·   Do your MATLAB users need more robust statistical methods? ·   By using JMP Add-Ins, you can share queries, dashboards, and visualizations with others.	·   You can leverage your investment in SAS. ·   Many R users find JMP’s interactive visual approach a real boost to their productivity. In addition, if you have both SAS and R but new hires don’t yet know SAS, JMP can be used to connect the R users to SAS more easily. ·   Let users stay in the familiar interface of Excel, but give them dashboards/apps that deliver more consistent results and are less error-prone. Even if users don’t have JMP, you can output results as interactive HTML to share in a browser. ·   JMP’s integration with MATLAB allows users to create applications that let your workers focus on creating value, rather than on switching in and out of applications and moving data around. ·   JMP add-ins are a great way to extend more paclaged functionality to meet custom needs.
Democratize analytics: ·  Deploy applications easily.	·   How well are people equipped to make data-driven decisions? Are they constantly switching between spreadsheets, reports, and other tools and applications to get things done?	·   JMP provides a complete workflow for quickly building dashboards encapsulating the data access, cleanup, model-building, data visualization, organization and results sharing. Spread the use of analytics across your organization to enable more data-driven decisions. Since time is money, easily deployed, customized applications can be the ticket to enabling more informed decisions.

 

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