Siperian Solutions Day
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Last week, I attended Siperian’s Solutions Day event in Princeton, NJ. I’ve been to several Siperian events in the past and always found them to be well done, with interesting and educational sessions. Nancy Ellickson and the Siperian team did a great job, and about 125 people attended.
After a brief “MacGyver” video, Ramon Chen (Siperian’s VP of Product Marketing) kicked things off, welcoming everyone and introducing the first speaker.
I saw the presentation by Charles Bloodworth, Director of IT at Johnson & Johnson Health Care Systems, when J&JHCS won the first “MDM Excellence” award at the Gartner MDM Summit. This time, he had more time and was able to tell a more complete version of their story. I liked his emphasis on “master data as the foundation of what we do”.
They funded their MDM effort by reallocating money from 3-4 different IT projects which would have all involved master data on customers, affiliations, products, list prices and sales force alignment. I’ve seen this approach to building a business case work several times – rather than duplicating all that effort, do it once and share the results, and you can usually do it for less.
J&JHCS has been weaving consistent master data into their major reengineering programs for about four years now. Information flows from the MDM system into their ERP and manufacturing applications, and from there into a data consolidation and business intelligence delivery capability, and this has driven a huge amount of value for them.
That session was followed by a demonstration of Siperian’s Business Data Director™, a new data governance user interface. I was impressed by its built-in workflow for data stewards, the slick view of data lineage, and its flexible hierarchy management.
Dan Goldsmith, a partner at IBM Life Sciences, did a session on IBM’s new managed service offering for Siperian MDM. It was revealing that IBM chose Siperian as the heart of its managed services offering, rather than its own MDM product. I spoke to Dan after his session, and he agreed to do an interview with me in a future article on the Hub Designs Blog.
Lynn Weishaupt, the MDM Technical Team Lead for Weyerhaeuser, talked about their use of Siperian in their SAP manufacturing environment. Having done a number of ERP implementations at manufacturing companies prior to the development of separate MDM systems, I found her session very interesting.
Siperian’s founder and CTO, Ken Hoang, gave an overview of the next generation of the company’s products, including an intriguing look at the Semantic Master, also referred to as Master Content Management. It was an interesting view into the way Siperian listens to its customers.
Morgan Norris, the Bioscience Division Market Manager for Millipore, talked about customer data management and their vendor selection process. He laid out some useful “lessons learned”: find or hire a technical team with experience in MDM and an experienced manager for data governance, start data governance 4-5 months before capturing your requirements, be flexible and keep it simple, follow a phased development approach, and communicate constantly with your stakeholders. Most importantly, make sure you’re solving a business problem, not just building infrastructure.
The highlight of the day for me was being invited to be part of the “Ask the Experts” panel discussion. I really enjoyed answering questions with Lynn Weishaupt from Weyerhaeuser, Morgan Norris from Millipore, and Manish Sood and Ken Hoang from Siperian.
Matching – MDM’s “Secret Sauce”
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I wrote a new guest article, published yesterday, on Infoglide Software’s Identity Resolution Daily blog. My previous articles are here and here.
Here’s an excerpt of the new article:
Few areas in master data management (MDM) are as critical as identity resolution. Just yesterday, I was working with a client on a matching issue where their customer (a car dealership) was matched to a veterinary clinic because the business names both contained the city and the client had somehow entered the address of the vet clinic in their customer record.
This situation (a “false positive” if ever there was one) is far too common. While the current generation of MDM platforms has come a long way in the last five years, identity resolution is one of the most difficult problems to solve, especially when both your source data and the hub or referential source you’re matching to have data quality issues.
Click on “Matching – MDM’s “Secret Sauce”” to read the rest of the article.
Solid Strategies for Surviving a Slowdown (Part 2)
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Editor’s Note: This is Part 2 of a two-part series written by Jim Walker from Initiate Systems. You can find Part 1 here.
Here are the rest of the six proven business strategies fueled by real-time, accurate and complete customer data in a master data management (MDM) system:
Use customer service to retain customers and cut costs: Acquiring customers is expensive, and losing them is even more costly. Better customer service will improve customer satisfaction and retention and reduce your costs. Empowering your touch points with a complete and accurate view of each of your customers and their relationships provides a clear picture to both your customer and your representatives. Automated collection and presentation of complete customer information to service professionals reduces search times and has a positive effect on call waiting times, increasing productivity and reducing costs. It allows you to never ask a customer to repeat themselves. Accurate composite customer data enables web self-service applications with a single view of multiple accounts to empower your visitors to help themselves.
Be bold, change the playing field; buy a competitor: A downturn will have an indelible effect on many industries as valuations decrease and otherwise impossible consolidations becomes plausible. Historically, the most successful mergers are made in downturns. According to Harvard Business Review, “downturn mergers generate about 15% more value, as measured by total shareholder return, than boom-time mergers.” However, capital is sparse and careful due diligence of a potential target is imperative, as their problems will become yours if the merger is completed. Merger analysis should include careful consideration of customers and any potential risks. This knowledge will help you make sense of a bold move during a tenuous time.
Regulations never go away: An economic downturn does not delay compliance with government regulations. In fact as a slide continues, governments look to increase regulation to prevent future issues. Compliance in a recession is imperative so that you avoid costly fines that may have a devastating effect on your financial picture.
Obtaining and delivering accurate, comprehensive customer data is at the foundation of all six of these strategies. Your level of success will depend on the quality of the data that feeds each of these business improvements. An accurate data foundation allows you to deliver on fixing short-term pains, while setting up long-term gains. A new breed of data management technology has evolved to meet these challenges.
Master data management enables delivery of these valuable strategies and objectives. It provides complete, accurate customer views and valuable hierarchy management to your customer data. Reliability and effectiveness of this data is determined by its accuracy and ability to reflect real world conditions in any situation where that data is used.
Jim Walker is a Senior Manager, Field Marketing for Initiate Systems, a leading provider of master data management (MDM) solutions. Jim specializes in researching and writing on the effects of MDM on the enterprise. He has held numerous marketing positions at enterprise software companies, focusing on data management and security. He has also designed and implemented large scale enterprise systems as a technology consultant. Jim holds a MBA in e-commerce from Carnegie Mellon University and a BS in Computer Engineering form the University of Illinois at Chicago. He can be reached at jwalker@initiate.com.
Click here for Part 1 of this series.
Solid Strategies for Surviving a Slowdown (Part 1)
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Editor’s Note: This is Part 1 of a two-part series written by Jim Walker from Initiate Systems. You can find Part 2 here.
As uncertainty accelerates, some companies not only survive, they prepare themselves to thrive during the subsequent recovery. Even in the best economic conditions, organizations look to do more with less, and in a downturn, they are forced to manage things even more tightly. Added market pressures force tough decisions. Less money results in contraction and consolidation of vital resources. Many companies turn to their most valuable asset, their customer data, to forecast and define their future.
A downturn opens rare opportunities to outmaneuver rivals by reducing costs and increasing efficiencies. Reliable and accurate customer data can provide valuable insight into changing market dynamics. Organizations that analyze their data to identify and avoid fraudulent and high-risk accounts can also reduce operating costs. Many use customer data to build and strengthen relationships and identify revenue opportunities. High quality, reliable customer data allows them to spot opportunities across lines of business or properly align a sales force with an up-to-date and accurate customer hierarchy. They can find pricing discount opportunities for customers or identify commissions over-payments.
The potential gain is substantial; however, the effectiveness of these initiatives is only as good as the underlying data that drives the results. Here are six proven business strategies that are fueled by real-time, accurate and complete customer data that master data management (MDM) can provide your organization.
Incent customers through improved pricing: Purchasing behavior changes dramatically in a recession. Consumers increasingly opt for lower-priced alternatives to their usual purchases. Customer upgrades and extensions not only improve your top line, they also increase customer retention and can be completed with much less cost. Knowing your customer will present pricing discounts or up-sale opportunities. However, complex business relationships, such a subsidiary and parent structure, keep you from obtaining a clear picture. Overlaying a trusted hierarchical structure on your customer data will provide an accurate view of rolled-up sales and introduce appropriate pricing discounts to garner new business in difficult times.
Never double pay a commission: Geographies or strategic sales territories sometimes overlap for sales executives. Managing this overlap for hundreds of sales resources across complex business relationships is difficult at best, and the potential overpayment of commissions is high. Identifying and removing the overlap requires you to have a clear picture of the customer and their organizational hierarchy. For instance, if two sales resources are selling into two subsidiaries of the same company, you may have missed an opportunity to roll up the sales and pay a single commission. Identifying and eliminating redundant commissions reduces operating costs.
Spend the right time on the right customers: Organizations are concerned for their own well-being as well as their customers’ and prospects’. Identifying and mitigating customer risk requires complete insight into accurate customer information, license positions and relationships. Overlaying a trusted hierarchical structure on customer data will allow you to roll up risk calculations so that you can analyze and identify a master account and apply appropriate risk strategies. This will help you understand your best customers and make strategic plans to maximize revenues associated to them. It will help you spend the right amount of time with the right customers.
Jim Walker is a Senior Manager, Field Marketing for Initiate Systems, a leading provider of master data management (MDM) solutions. Jim specializes in researching and writing on the effects of MDM on the enterprise. He has held numerous marketing positions at enterprise software companies, focusing on data management and security. He has also designed and implemented large scale enterprise systems as a technology consultant. Jim holds a MBA in e-commerce from Carnegie Mellon University and a BS in Computer Engineering form the University of Illinois at Chicago. He can be reached at jwalker@initiate.com.
Click here for Part 2 of this series.
Announcing HubCaliber Real-Time Access to D&B
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FOR IMMEDIATE RELEASE
Hub Designs and Caliber Services Announce HubCaliber Real-Time Access to D&B
BOSTON, 9-MARCH-2009: Hub Solution Designs and Caliber Services have teamed up to offer HubCaliber Real-Time Access to D&B, enabling access to global D&B data from the Oracle E-Business Suite. This removes the complexity from integrating D&B with Oracle and offers a cost-effective way to access D&B data in real-time from Oracle’s popular applications suite.
Dan Power, president of Hub Solution Designs, stated, “Accessing D&B information on over 140 million businesses globally allows organizations to increase the speed and accuracy of their decision making, while reducing their process costs and decreasing risk.”
With today’s fast-changing economic climate and the rapid pace of mergers & acquisitions, credit and marketing decisions have to be made quickly and accurately. Getting real-time information on prospects, customers and trading partners, in your backyard or around the world, is difficult. Integrating that data with Oracle applications can be challenging too.
Robin Walker, managing partner of Caliber Services, noted “Companies are looking for rapid time-to-value. HubCaliber Real-Time Access to D&B literally allows companies to be up and running, and pulling D&B information into their Oracle E-Business Suite environment, in a few minutes.”
About Hub Solution Designs, Inc.
Hub Solution Designs, Inc. is a management & technology consulting firm which specializes in developing and executing high impact Master Data Management and Data Governance strategies. For more information, please visit www.hubdesigns.com or blog.hubdesigns.com.
About Caliber Services, LLC
Caliber Services, LLC is a consulting company focused on Oracle Applications with a specialty in the Credit-to-Cash process, including expertise in Credit Management, Advanced Collections, and Promotions Management. For more information, please visit www.caliber-services.com.
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Contact(s):
Dan Power
Hub Solution Designs, Inc.
+1 (781) 749-8910
powerd@hubdesigns.com



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among other applications. In addition to externalizing business rules locked in proprietary applications (for example, ERP or CRM), we also use design patterns defined here to communicate between different data formats. Instead of writing translators between each and every format (with potential for a combinatorial explosion), use this in combination with the
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in which the organization operates. Expressed in business terms, this model represents a “foundation principal” or theme we can pivot around to understand each facet in the proper context. This is not easy to pull off, but will provide a fighting chance to resolve semantic differences in a way that helps focus the business on the real matters at hand. This is especially important when developing the Canonical model introduced in the next step.
This is an important first step to take, assuming the business case is completed and approved. It forces us to address the very real challenges up front, before embarking on a journey that our stakeholders must understand and support. Obtaining buy-in and executive support means we all share a common vision.






