Business Analytics

IA-1
Business Analytics
PRESENTED BY -
Dev Raj Abhishek Umra Vidushi

Ranvijay Chauhan kashyap Ansari Verma
Case study
Making Analytics
Actionable at AllDrinksSoft:
MyResults and AMPlify
Introduction
eronica Du Plessis, IT Director at AllDrinksSoft (ADS), reflects on her recent
ticipation in the IT Vision Roadshow, where new products like MyPromos
e showcased.
yPromos, developed by Veronica's team, gathers sales data crucial for

keting and sales insights.
With her team responsible for BA solutions, Veronica aims to define BA's
aning at ADS and identify success factors.
he contemplates the steps in a BA maturity model to prioritize system

elopment ideas for 2016.
eronica seeks to align her group's objectives with ADS's strategic goals and
ver analytics solutions that drive sales growth.
Background:
Veronica Du Plessis, IT Director at AllDrinksSoft (ADS), returns

from the IT Vision Roadshow, where new products were
introduced.
MyPromos, developed by her Business Intelligence and Sales
Enablement group, tracks account managers' sales activities.
The app aims to provide valuable insights into promotional
effectiveness, aiding marketing and sales strategies.
Veronica plans to prioritize her group's objectives for 2016,
considering the need for impactful analytics solutions.
She contemplates the definition of Business Analytics (BA) at
ADS and explores success factors and steps in a BA maturity
model.
Challenge:
Limited Resources: With only three team members, Veronica

needed to prioritize effectively and allocate resources wisely.
Complex Operations: The DSD model introduced complexities
in managing inventory, logistics, and sales across multiple
brands and product categories.
User Adoption: Resistance to new analytics tools, such as
MyResults and AMPlify, hindered their effectiveness, with
adoption rates below expectations.
Data Accuracy: Ensuring data accuracy and reliability was
challenging due to discrepancies caused by manual errors in
data entry and adherence to business processes.
Portfolio of applications
MyPromos: Developed by Veronica's team, MyPromos was designed to
track account managers' efforts in selling promotions, providing valuable
data for marketing and sales strategies. This allowed ADS to target
marketing efforts more precisely and gather insights into the effectiveness
of promotional offers.
MyResults: MyResults provided branch managers and dispatchers with
actionable insights into key sales and operational metrics. By visualizing
data in a user-friendly dashboard, it enabled quick decision-making and
facilitated accountability.
AMPlify: Designed for account managers, AMPlify empowered them with
real-time sales information and insights. By leveraging data on sales
trends and customer preferences, account managers could optimize their
sales calls and identify opportunities for growth.
Implementation:
User-Centric Design: Veronica's team prioritized user experience

and designed intuitive interfaces for MyPromos, MyResults, and
AMPlify, making it easier for users to adopt the new tools.
Training and Support: To address resistance to change, ADS
provided comprehensive training and ongoing support to users,
emphasizing the benefits of the new analytics solutions for their
daily workflows.
Data Quality Assurance: Veronica's team implemented measures
to improve data accuracy, including automated data validation
checks and regular audits of data entry processes.
Results:
Improved Decision-Making: With access to timely and relevant sales data,
ADS stakeholders could make informed decisions to optimize promotional
strategies, inventory management, and sales operations.
Enhanced Accountability: Transparent reporting in MyResults fostered a
culture of accountability, encouraging branch managers and account
managers to take ownership of their performance and drive continuous
improvement.
Increased Efficiency: AMPlify streamlined the sales process for account
managers, enabling them to prioritize sales calls based on data-driven
insights and maximize their productivity.
Cultural Shift: The successful implementation of BA solutions led to a cultural
shift within ADS, with data-driven decision-making becoming ingrained in
organizational practices.
Question Based on this case
Question 1 - What was the purpose of MyPromos?
MyPromos was developed to gather information about account managers’
attempts to sell promotions into their accounts, such as end caps, off-shelf
displays, and discounted products. It aimed to track this crucial sales activity,
providing valuable insights into the effectiveness of promotional offers in
different markets.
Question 2 - What were the adoption rates of MyResults and AMPlify
among ADS employees?
MyResults had an adoption rate of 39%, with variations across different
business units. The Central region had the highest adoption due to daily
management practices that incorporated the dashboard. AMPlify provided
account managers with daily sales information on their iPads, offering a
significant improvement over previous methods reliant on manual reports.
Question Based on this case
Question 3 - What were the challenges faced by ADS in transitioning to the
Direct Store Delivery (DSD) model?
Transitioning to the DSD model required a shift from a low-capital, high-margin
franchisor model to a capital- and operations-intensive model with low margins
and high volume. Challenges included integrating multiple bottling companies,
consolidating IT infrastructure, and standardizing processes across branches.
Question 4 - How did ADS restructure its IT department to align with the DSD
model?
ADS outsourced all IT services except business-facing roles, reducing its internal
IT staff to about 80 FTEs organized into small Business Partner teams. Each
team, led by a director and two managers, served as a dedicated IT department
for a specific business unit, fostering alignment between IT and business.
CONCLUSION
Veronica Du Plessis and her team played a pivotal role in
transforming ADS's analytics capabilities, enabling the
company to adapt to the complexities of the DSD model
and drive growth through data-driven insights. By
focusing on user-centric design, user adoption, and data
quality, ADS was able to harness the power of analytics
to optimize sales and operations, ultimately positioning
the company for long-term success in a competitive
market.
Galgotias University

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IA-1

Dev Raj Abhishek Umra Vidushi

yPromos, developed by Veronica's team, gathers sales data crucial for

he contemplates the steps in a BA maturity model to prioritize system

Veronica Du Plessis, IT Director at AllDrinksSoft (ADS), returns

Limited Resources: With only three team members, Veronica

User-Centric Design: Veronica's team prioritized user experience

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