Manage revenue with Impact: Page 7

Posted September 1, 1999

Kevin Strehlo

(Page 7 of 7)

In Brief
The Job: Implement a financial lifecycle application in order to maximize revenue and replace Amdahl's non-Y2K-compliant legacy reporting systems. The potential payback from improving revenue yield was so compelling that the project plan called for rolling out the new analysis application against the legacy systems first.

The goals
Bring up sales lifecycle analysis system ASAP.

Achieve clear real-time financial and operational views of the sales lifecycle. Result: a better handle on the sales process and an optimized relationship between cost, discounting, and margins.

Implement application on a data mart architecture that would allow new systems to come online and replace the legacy system without interrupting financial analysis.

Provision of enough scope and flexibility in the data model to support future applications useful to a variety of work groups.

Provide a unified view of data but with custom metrics allowing each business manager to see data from a unique perspective.

The legacy system
Data for the analysis was drawn initially from analysts' Excel spreadsheets, a homegrown CICS Cobol financial system, and a Lotus Notes sales system, among others. These homegrown systems, which needed to be remediated for Y2K or replaced, were to be replaced during the course of the project by Oracle Financials, Clarify, and a refined Excel cost model.

The solution
Amdahl chose to implement Brio's Impact revenue management software before its general release. Rather than take on the tricky data modeling and data extraction and cleansing required while simultaneously bringing up new operational systems, Amdahl hired Brio to implement the data mart infrastructure and configure Impact to take advantage of its built-in best practices for determining how to maximize revenue in high-tech firms.

The players
Brio Technology
Janet Dang, Vice President, Applications Marketing
David Babicz, data modeler
Arun Shah, Brio cofounder
Robert Smith, project lead for the Brio team

Amdahl Corporation
Mukta Bahl, project owner
Renu Virdi, project manager
Scott Peterson, application publisher
Holly Day, point person for user community

The tools
A wide range of Amdahl servers

Brio Impact
Oracle Financials
Oracle PL/SQL
Microsoft Excel
Clarify eFront Office
Oracle Designer/2000


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