Enterprise Performance Management Done Right

FOREWORD xi PREFACE xiii ACKNOWLEDGMENTS xxi CHAPTER 1 What's Broken and What's Possible1 Strategy-Execution Gap 1 Buckets of Pain 5 The Promise of EPM 7 What Enterprise/Corporate/Business Performance Management Is Not7 ''Business Intelligence with a Purpose" 12 Notes 13 CHAPTER 2 An Enterprise Performance Management Process15 Context 16 Impact 17 Responsibility 17 Management Operating System 18 Macro and Micro 27 The Middle 28 Summary 29 Notes 30 CHAPTER 3 Gather: Turning Data into Information 31 Management by Exception 33 Your Point of View 35 Information Qualities 38 Information Delivery 40 Management and Statutory Reporting 44 Sustainability Reporting 47 Enabling Technologies 51 Rationalization 53 Potential Quick Wins 54 Summary 54 Notes 55 CHAPTER 4 Understand: Turning Insights into Actions57 Business Questions 58 Patterns and New Insights 63 Big Data and Predictive Analytics 71 Data Visualization 73 Enabling Technologies 75 Components for Your EPM Roadmap 75 Potential Quick Wins 75 Summary 77 Notes 77 CHAPTER 5 Debate: Turning ''What If" into''What's Next" 79 People 81 The Process 83 Scenarios 85 Resilience 88 Drivers: What Moves the Needle? 89 Debate Management 91 Enabling Technologies 94 Potential Quick Wins 95 Summary 96 Note 96 CHAPTER 6 Commit: Bringing Accountability and Focus to theEnterprise 97 Accountability 100 Gaming the System 103 Enterprise Planning and Forecasting 104 Enabling Technologies 108 Ingredients for Your EPM Roadmap 108 Potential Quick Wins 108 Summary 109 Notes 110 CHAPTER 7 Execute: From Insight to Actions to Results111 Everything Is Connected 111 Sales Performance Management 113 Sales Operations Performance 114 Order to Cash Performance Management 116 Supply Chain Performance Management 119 Marketing Performance Management 123 Summary 128 Notes 128 CHAPTER 8 Strategy: Aligned to the Right Outcomes 129 The Language of Strategy 129 Functional Value Maps 130 Optics: Line of Sight 132 Metrics Equal Focus 134 Profitability 136 Strategic Flexibility 137 Closing the Gap 138 Summary 139 Notes 140 CHAPTER 9 Bringing It All Together 141 Alignment 142 A Common Business Language 149 Maturity Is in the Arrows 151 Return on Investment and Total Cost of Ownership 154 Standard Architecture 156 Your EPM Roadmap 156 Organizational Readiness: The EPM Center of Excellence 161 Paralyzed by Feuds? 161 EPM and Incentive Plans 162 How Do You Get Started? 163 Summary 167 Notes 167 APPENDIX: AN EPM MATURITY MODEL 169 BIBLIOGRAPHY 175 ABOUT THE AUTHOR 179 INDEX 181