Being connected to our Business
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Transcript of Being connected to our Business
Being connected to our Business
Presented by: Francine Barbe
March 1st, 2007
Mobile Knowledge Restricted and Confidential
AgendaAgenda Company Background Management Structure & Key Elements Challenges in Our Environment Pureshare’s Engagement Initial Rollout of Dashboards Benefits Achieved Going forward plans Summary
Mobile Knowledge Restricted and Confidential
MKC BackgroundMKC Background MKC is a global leader in dispatch
technologies for Taxis and Para-transit
MKC offers advanced GPS, wireless and mobile data communications technology for computerized dispatch systems
Historically a public company, Mobile Knowledge’s roots stretch back 3 decades, underwent receivership and emerged as a privately held company
Mobile Knowledge Restricted and Confidential
Management LevelsManagement Levels Two branches of mgmt used for oversight:
Mgmt Committees provide operational control Executive Level governs strategic direction
Management Level Executive Level
Operations Committee
Contract Review Committee
Build/Buy Committee
Executive team
Board of Directors
Different levels of Mgmt =Different requirements of information or views
Mobile Knowledge Restricted and Confidential
Key Elements to MonitorKey Elements to Monitor Fiscal health became the main focus
affecting all processes of the company Key measures to monitor:
Cash dictates every business decision made
Revenue provides an indicator of cash flow
Expenses matching level to Revenue
Margin Contribution also provides an indication of available cash
Mobile Knowledge Restricted and Confidential
ChallengesChallenges Informed business decisions need timely
accurate financial measures: Time required to close Financial Cycles Difficult to consolidate information from different
areas of the business Manual effort required to generate forecast with
limited resources Substantial errors (human errors & systems)
without appropriate data controls Significant amount of guess work involved
Discounted Sales Forecast (always wrong) + Delayed Reporting of Financials =
Unpredictable Cash Flows
Mobile Knowledge Restricted and Confidential
PureShare EngagementPureShare Engagement
MKC engaged PureShare to address our needs for monitoring and understanding crucial elements within our business
Our main goals were to: Provide views to various levels of management Improve timeliness and accuracy of information Eliminate manual effort required for reporting Automate consolidation of data Gain forward visibility and
monitor progress as it happens
Mobile Knowledge Restricted and Confidential
MKC Success StoryMKC Success StoryMKC achieved profitability within its first 3
years of operation post-receivershipSuccess was achieved through:
1) Acknowledging the importance of fiscal controls – focused on monitoring key elements
2) Introduction of new management processes and monitoring tools (i.e. PureShare ActiveMetrics)
3) More informed business decisions based on better access to forecasts and results
Tighter Controls + Better Forecasts =Improved Results
Mobile Knowledge Restricted and Confidential
The Initial RolloutThe Initial Rollout First objectives: Get accurate numbers,
monitor progress against targets, and then give visibility throughout the organization
1)Sales Pipeline More accurate predictions were needed and
data quality issues had to be addressed
2)Revenue Forecast Merge sales with orders, backlog and invoicing
for a complete picture of revenue cycle
3)Actuals vs. Budget Track expenses against budgetary targets
Mobile Knowledge Restricted and Confidential
Sales PipelineSales Pipeline
Data Quality monitor used to correct errors“Overall Pipeline reduced
by one third!”
Constant tracking of Sales Performance Ability to validate
sales opportunities improved confidence in the numbers
Mobile Knowledge Restricted and Confidential
MKC Revenue ForecastMKC Revenue Forecast Needed to merge data for many different
sources: Pipeline, Orders, Backlog, Invoicing, and General Ledger
Summary of results compared against Board-approved revenue targets
Mobile Knowledge Restricted and Confidential
MKC Revenue ForecastMKC Revenue Forecast Provides executive view at a glance
Bring business into focus – provides early warning signs and mgmt level drill-downs
Automates the forecasting process Removing guess work = Improved accuracy
Mobile Knowledge Restricted and Confidential
Actuals vs. BudgetActuals vs. Budget Merged actuals from GL with Budget
Gave visibility of expenses to management team in a timely manner
Pushed spending accountability to managers
Mobile Knowledge Restricted and Confidential
Benefits of Increased Benefits of Increased VisibilityVisibility
Forced MKC to review all processesChanged behavior Increased accuracy & predictabilityAutomation removed manual effort and
reduced risks Improved confidence of the Board in our
Management team’s performance Most importantly, freed the CFO to focus
on managing the strategic side of the business
Mobile Knowledge Restricted and Confidential
Other Metrics AreasOther Metrics Areas Sales Order Summary
Track progress on bookings
Provide an indicator on future cash inflow
Supply & Demand Respond to client demand
and manage expectations Reduces dead inventory by
preventing unnecessary buying while avoiding shortages
Mobile Knowledge Restricted and Confidential
Going ForwardGoing Forward Revenue Segment Split
Provides an understanding of our markets and revenue movements
Serves as an indicator on how best to invest in our marketing activities
Future Development Maintenance contracts forecasting Profitability tracking Margins distribution by product line Cashflow management view Pipeline churn Financial ratios
Mobile Knowledge Restricted and Confidential
Mobile Dashboard as a Mobile Dashboard as a “Product”“Product”
MKC became a PureShare OEM and offer dashboards to our clients Allows them to monitor
their fleet operationsand daily income
Mobile Knowledge Restricted and Confidential
SummarySummary MKC is a prime example that corporate
success is achievable with: the right focus on what matters in decision making the proper management structure and confidence
from Board of Directors the necessary tools to evaluate & monitor
performance
Visibility provides warning signs to actually make
changes before it’s too late
Best of all, the management team can spend more time on actually managing the
business!