7 Jul 2022 | Windward Software
Better Reporting with Windward Intelligence
Explore Windward Intelligence its integration with Microsoft's Power BI technology. Learn how the product can analyze sales trends, measure salesperson productivity, and provide insights into business performance.
- The webinar was based on "Reporting better Recording with Windward Intelligence" presented by Thomas Johnson, the director of Sales and Marketing.
- The webinar started with an introduction to the Windward Intelligence product, an add-on module launched for cloud customers in 2018.
- The product uses Microsoft's Power BI technology, a big data analytics reporting tool, and integrates it with the Windward database.
- The tool is designed for analyzing sales trends and providing insights into year-over-year type reporting.
- The product includes seven canned reports for analyzing sales from different angles, primarily focusing on browser-based or mobile-based interfaces.
- The discussion highlighted the product's ability to drill down into categories, suppliers, salespeople, etc., and analyze sales and profits from various perspectives.
- The product's interface allows users to filter by date, department, category, and invoice type.
- The discussion highlighted the use of the product in measuring the performance of salespeople, identifying what they're selling, and understanding their preferences. This information can be helpful for coaching conversations within the sales team.
- The webinar also introduced the Top 10 report, which provides a big picture view of sales from various angles, including top-selling parts, top salespeople, top categories, suppliers, customers, and cities.
- The product syncs past sales transactions, allowing users to analyze their business from an entirely different angle and look at performance over the years.
- The product, however, does not track rental revenue and does not move GL data. It is primarily a sales-based reporting tool.
- The webinar ended with a discussion on pricing and
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Awesome. and then Kyle is my moderator will see once Kyle gets in if he can confirm.
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Yup, I'm here.
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Right.
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Good good today's.
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Today's webinar is Reporting better Recording with Windward Intelligence and our presenter is Thomas Johnson, who's the director of Sales Marketing Year and we'll get started here right on the top of the hour.
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Yeah, we're still getting some people logged in so we'll give them a minute.
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Recognize the names in there. Todd, how you doing?
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Different people?
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you bet, given some Windward folks watching today getting the internal critique here, checking out my sales skills I think?
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I'll share my webcam for the start and we'll give just one more minute before we, before we dig in.
1:05
Oh.
1:07
So, for those that don't know, my name is Travis Johnson. I'm the director of Sales and Marketing at ..., where I've worked here, just over 10 years now.
1:18
Really, the intent of this webinar, we do have our typical customer care webinars, which are very educational and process driven to make sure that you're using the system adequately. What I felt we needed was some awareness around some pretty cool new products, and today's, specifically when word intelligence. So, I'm going to start with just some of the backstory.
1:44
Winward Intelligence is a an add on module that originally we launched for our cloud customers in 20 18 when word intelligence is the name of our product, but it relies on Microsoft's Power BI technology.
2:01
So, Power BI is an extension of the Microsoft Office Suite. It's a big data analytics reporting tool.
2:08
So that's some scary words for certain people. But really what what you're here to learn about today is we've taken Power BI technology. We've integrated the Windward database and we've created a nice clean template of reports that you would you would use in your business really just to analyze sales and trends year over year type.
2:31
Reporting that you can do in Word. But we'll talk about some of the pros and cons of using this add on versus built-in windward reports. So, we look like we got quite a bit of attendance let's, I'm going to turn my webcam off. It's nice to see everybody.
2:48
And we've got my screen share going wow, we're good on screen share.
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Looks like we got the right one that looks great.
2:55
Perfect, all right. Slide to lead to really keep it light on the slides today, everybody I want to just get into the meat and potatoes of the actual product.
3:04
So, when we're intelligence is really about advanced business insights, so you've got your standard Winward software reports and what we're doing here is is synchronizing or replicating a lot of your sales database over to Microsoft's Power BI and the Windward Intelligence product.
3:24
There's a series of reports. There's seven canned reports that we're gonna just briefly review today. Kinda give you some use cases of what these reports can do for you. But really, what we're trying to do is give you a browser based, or mobile based interface for just analyzing your sales from a variety of different angles. So that's really the key.
3:47
Takeaway from this is this is a reporting tool that bolts onto your Woodward system, five dataset.
3:55
We're gonna dig into the actual demo, we're going to cover up pricing at the end. This isn't sales webinar. I'm here to sell you product and and, you know, solve problems in your business. So, we will talk a little bit about pricing at the end, but I want to just dig into the actual product and show you what we're talking.
4:12
Let me bring my notes up here. So, what you're looking at here?
4:16
I'm going to full screen, we'll start with that, is the home base of Winward intelligence. The first report that we're gonna look at is called the Sales by category report. And it is really intended to just analyze the sales by main or subcategory over any period of time.
4:38
In this specific report, I am working off a dataset, a win-win dataset that has published this transaction history up to Windward Intelligence. You can see in this data set, I've got a pretty small sample size.
4:51
There's about 37 invoices, but enough to show you, know, what things are selling, not selling, and start to get some more insights into, know, your business, and other.
5:03
I'll say, looking at your sales from other angles, and you're gonna see what I mean in just a second, And so I think the first thing is, on the Sales by category report, this is very much gross revenue focused.
5:15
It's looking at the number of invoices that each category has been impacted by, the average sale of the, the items in that category, and then the gross margin. So there is a bit of a profitability aspect on the actual grid.
5:31
But this is going to tell us very quickly, what are your top performing categories in the business? I think one of the coolest things about this is you do have drill up and drill down capability on each of these grids.
5:45
So right now, I can drill down into part numbers drill up into subcategories. And I believe I can even go one layer higher into main categories.
5:57
So it's very much a dynamic report. Whenever you're looking at information, you can typically drill up or drill down. And this first one is, like I say, very specifically, focused on gross revenue and what's been trending. Now, I'm gonna give you a bit of a tour before I dig into some of the use cases.
6:15
Whenever you're looking at a Power BI report, there are what we call slices, or filters.
6:21
There's two different terms depending on what type of slicer you're using. But the first would be a date filter.
6:27
For example, I can easily switch to the last one calendar year and it will re crunch all those numbers almost instantaneously.
6:36
So, personally, I've used Winward software internally to run the sales department for a long time.
6:42
And whenever I'm trying to look at this year versus last year, there's always that point where you're clicking, waiting for the results. And then reviewing, and then maybe clicking the year before, waiting for results and reviewing. You can see right here, if I switch from one back to three years, you have an almost almost instant data, where it's telling you, based on a call, hey, here's exactly what you're looking for. And I presented that data back to you. In seconds, typically.
7:13
In this graph, you can see blue is the 2021 year. Clearly, I didn't make enough sales in the last two years. That's just a function of my department dataset, not having a lot of transactions in it. But you were able to now see some overlay of what was working this year versus last year.
7:31
So that's the date slicer.
7:34
This is department aware.
7:35
So for any Winward software customers, I noticed there was that some customers that have been with us a decade on this call, others that I think are still implementation. But departments, functionality, is a way to separate other multi location or different profit centers within your Window dataset. So Power BI does support a department slicer. And one thing that's kind of nice about it is it's multi select. So I don't it's not just one or all I could look at, maybe my north from south location, or in a certain region.
8:08
So I could group those two together and analyze the sales of those two specific departments, and not just have to do one at a time.
8:16
So the department filters one that you'll see carry through to a variety of the reports that look at today.
8:21
I'm going to select all. It's going to bring all my results back up.
8:25
You also have a category slicer.
8:28
So, that's just a way to break down. I only want to look at maybe these three main categories as a as a grouping versus another that might be generally considered a different area of the business.
8:41
The last slice we'll show is the invoice type filter.
8:45
This is just a way for you to analyze certain types of transactions. The primary use case for this Power BI report is sales. And Windward sales is typically accounts receivable or a cash transaction. Work orders are on their way to a sale and it does sync work order information up, but the entire use case was designed around measuring the end result, which is your actual sales transactions via accounts receivable or cash because it does sync estimates and work orders.
9:16
You could get creative with at least looking at what items are on a work order and whatnot, but this is, this is mostly for measuring the results.
9:25
So those are the laser's, right, and, know, we talked about being able to drill up or drill down. one thing I will also point out is, when I use the term, it's a dynamic report. What I mean by that is say you notice, OK, appliances, that's my top selling category for this time duration.
9:42
If I click on Appliances, every other window, filters based off of that cat.
9:50
So, if I'm looking at, well, why do I have 20 grand and appliance sales over 12 transactions, I can click the add, and it'll tell you the actual part level detail of what was sold, and how many invoices that item was all.
10:03
It will also re recalculate your grid to find out when you've been selling appliance items. So, we can see in the back half of 2021, we had a bit of run on appliances, and again, in April, 2020, we had a big run on appliances as well.
10:18
So, any one of these, you can click, and, well, I will slice the rest of the information that's being visually displayed from that angle.
10:30
You know, one of the things that I wanted to focus on, let's go to report to gross margins from landed. and I'm just gonna enter back into my full screen here.
10:43
So, one of the things that happens a lot in a retail wholesale businesses is you'll have items that are big ticket, but maybe are not highly profitable.
10:53
And then on the flip side, you might have small items that are actually, you're moneymakers, I think about for any Canadians on the call, I used to work at London drugs, and you'd sell your computers in the in the computer department but the money was made. Often on USB, cables high margin, $12 USB cables were a main profitability driver. So the second report, which is the gross margins report.
11:20
The visuals are actually displaying the contributions by Marge.
11:24
So not necessarily how much sales or revenue was created, but how much profitability was created from those transactions.
11:32
So if I just look at the last calendar year, and I And I look at my total AB gross margin, you can filter by each. You can actually see which categories are making the most money. So, we just saw prior that appliances were way up there. But if you look here, my ... Trimmers actually contributed the most gross margin in that time period. In this example, again, small dataset, but contributing $1800, $990 and profitability.
12:02
So gross margin, very important. Again, it's the same type of layout When when this was designed? When we were thinking about UX and making sure that the jet. There was continuity between how you interact with it. So again, if I click ...
12:15
and tremors it will show me the specific part numbers that are contributing to that $1890 profitability.
12:25
It will tell us the part number and how many you sold in that time period and what its contribution was specifically for that part.
12:33
Let me know. Point out at this point is you see these little.
12:39
They're tiles is what it's called in Power BI.
12:42
Every one of these reports, we try to, you know, there's a lot of info on the screen, what we're trying to give you just the key KPIs in a tile type format. So when I click Wheelchairs and tremors, pre K Sales, 1.1 and Cogs 1.89 and margin, and I'm making 63 points. So you get that very clear, visual indicator of your data, and you're not always having to dig through the columns and whatnot.
13:09
This is a good time to point out, though, another kind of interface type thing with Power BI, is focus mode. So, say, I see a trend or something. I want to dig deeper, and I'm just, visually, there's just too much going on on the screen. You can enter, focus low, and this will basically isolate that report on your screen where you can resize. You can still sort and do everything else that you need to do, but it's just a way to get hyper focused on a, on a certain table that you might have found within one of the dashboards.
13:46
Let's go back.
13:51
Third one we're gonna look at is sales by Sales person.
14:00
It's exactly what I'm describing it, sale by salesperson's. So the thing about this is, it's looking at all your revenue, and it's looking at the clerk that created the transaction within the system.
14:11
So this is you, there's a couple of use cases for this, but obviously, you want to measure who your top salespeople are. That's a key one, but it's also about looking at what they're selling.
14:22
So, in a lot of businesses, you will maybe play favorites. If you're a salesperson, you might like this brand, or this, this category of inventory. And you might have some secret sauce that another salesperson might need some training or help with.
14:38
So, as a manager, you could easily be able to see that in this time period, Dev O is my top salesperson.
14:46
But if I click on Demo, I can see why again, we're coming back to the Mulcher. So it looks like it looks like Demos selling a lot of ... and tremors. three of them, three transactions in that time period high margin type items.
15:00
And you'll also notice at the bottom of this one, that we've added a supplier sales by sales burst.
15:06
So this is really important to go beyond just, OK, well, they like ... and Trimmers that's kind of a weird, you know, weird preference, but OK, I see that they're selling a lot of that. But what about the actual suppliers?
15:17
And in a lot of businesses, I think power equipment, furniture and appliances, sales reps, they get to know their suppliers, they may know the sales rep who's highly communicative on, on the product specs and things like that. There are certain certain behaviors that will lead a salesperson to sell their products.
15:37
Whether it's a category or a supplier and this is just highlighting that, so we can see, again, that demo very much prefers Alpine distributors products over Whirlpool or actions, go talk to that rep. What's your secret? Why do you prefer that? You might speak into the other sales team about how you got success. What your conversion points are on that specific type of product or that category?
16:01
Um, really good for just coaching conversations in your in your sales team, right? It's also giving you some other if I enter focus mode on this.
16:11
It's also giving you some other info like how many unique skews hit this person's soul? So not only is Faisal hate me here only.
16:21
No, made one transaction is only sold, three unique skews. So that's another thing is somebody who are getting really hyper focused on selling the same product again. What is that product, and are they having success with it?
16:33
So, we'll go back to the report.
16:36
Again, here on the left, this is giving you apply chart breakdown of the different categories.
16:41
So if I click on Demo, it does kind of a cool thing with the pie chart, it'll show you what demos contribution was to appliances. He makes up, he or she makes up the majority of the appliance sales during that time period. So, you're able to see, again, just a trend with a highly visual piece. All of the visual, also, can enter focus mode, which makes it much easier to digest, you know, graphs and pie charts, and things like that.
17:09
one thing that, on this report, that is another usage or usability things when we're intelligence, is, I'll take my team. We've got, most of you know, we've got our account managers. They manage current clients. We've got our business developers, who we, we win new business with.
17:26
You're able to control click data within this.
17:31
So, if you wanted to collect Kristin and Bazel, because they're part of a part of the AAM team versus the business development team, you can actually combine just those two people's information.
17:42
And then, again, all of the details in the pie charts will allow you to control click and consolidate for the selections that you've made.
17:55
Let's go back one.
17:59
We're gonna go look at the top 10. And, I do encourage just looking in here. I do encourage questions, I can tell. we're gonna probably go pretty quick through it. I'll try to slow down and get into a little more detail. But, definitely going to encourage questions at the end. So, write them down. And then, we can always jump back to certainly, the report if you want to go deeper on that.
18:22
So, the top 10 report is probably the most visual of the Windward Intelligence Dashboards. It is made specifically to get a big picture view of what's going on in that timeframe.
18:35
I'm also going to stop for a second point out that the deep filter on this one is different.
18:41
And then that was actually a choice.
18:43
So when you look at, say, Sales By Category, the date filter is looking at last three years, last six months. And it's, it's using what I call a relevant date filter. So it's specific almost like an accounting time period, right?
18:58
A month, a year, things that are measured in groupings like that.
19:04
When I go back to the top 10, we're using a totally free form date slicer. And I just want to give some logic for that.
19:12
Some of the reports we chose to go with the, you know, this month last year, that that slicer, this one, is about being able to select a specific time period.
19:22
So think about a garden center where you ran a promo from June third to fifth that doesn't fit into this week or last week, or this month, so this is allowing you to analyze a very specific time period.
19:37
You know, even as a business owner, you went on vacation, you want to measure what the results were when you went on vacation, right and find out the things slow down. What were people doing? What were we sell? And while I was gone. So that was a very deliberate choice to use that type of date, slicer, uncertainly reports. And it's quite easy to be able to just click and drill into a different date if you need to.
20:00
But the top 10, the name itself says, is A top 10.
20:06
Top 10 sales from each of these angles.
20:10
So, top 10 selling parts, top 10 salespeople, which we kinda looked earlier.
20:15
The demo was, was our top rep, Top 10 sub categories, suppliers, customers in cities.
20:25
one thing I like about this one. Very conducive to mobile, right?
20:29
So, when you're using Power BI, when Word software is going to publish this information to your, basically, your cloud account. And we're going to have this report for you to to access through a browser.
20:43
But, you can also use the Power BI app, which is a Microsoft app, to view this same report.
20:50
What it's basically doing is, is publishing this set of dashboards to the Power BI tool, and then you can have mobile access to it, so you can imagine with the top 10 being very visual, great. Report to just look at you're on vacation, and you just want to see what's happened for the week in a in a visual sense, what rap is selling the most while you're gone or or what customers have?
21:13
Come in the shop, right, what, what people have actually come in and purchased items?
21:18
one thing that I really like about the Top 10 is it can it's probably the most conducive to analyzing trends. So let's take a look at this.
21:28
Why refrigerators so much further ahead than every other subcategory, right away, I can see. We have an outlier in our data.
21:37
If I click that, every other top 10 dashboard here will show you the refrigerator contribution. So right away, I can see that OK, refrigerators are doing well.
21:50
Oh, well, Bazel is really focusing on nine kao of Bazel. Sales come just from refrigerator. So right away, I might want to talk to that person.
21:59
You can tell refrigerators are doing well, because they're top selling part is a fridge. Number one on our top 10 parts is a fridge. And that's obviously contributing to that, as well. You can see the GE appliances are are definitely contributing more than Alpine or Whirlpool in that category.
22:16
They make up nine K of that 13, and you can also tell that Mike came in the store sometime in this date range and spent a bunch of money on refrigerators.
22:26
Mike, most likely, lives in Jacksonville.
22:29
You can see red Mike Jackson and Jacksonville upgraded but those dollar values match. And you can see that, OK, well, I can it's starting to tell a story. So, again, you can, you can control click, So if you might, you see your subcategories, and you want to just say, well, I wonder how our furniture is doing right now.
22:46
Of course, you can drill up and look at main category, furniture, but even then, you might have furniture and in a few main categories.
22:53
So here, you can actually, again, control click.
22:58
Of course, I'm not grabbing all furniture here, but control click, and then look at the sum of those categories and what contributed to them from the other angles.
23:08
So the top 10 reports are very useful.
23:11
And I want to just kinda do, Take a second here, Think about any customers that have been with us a long time.
23:20
I'm working in a dataset with 37 sales, but if you've been with us for a decade, you've got thousands of transactions. When reset Winward Intelligence up for you, it is going to sync those sales transactions over. It's not from this point forward.
23:35
So, what's going to happen is you're going to be able to look at your business from a an entirely different?
23:42
Angle right you're gonna be able to look at what happened in 202019 that banner year. You had and start to get fresh eyes on it that maybe the windward reports, you know, they gave you some insights but it wasn't quite as visual or you weren't able to do the year over year comparisons because you might have ran ran out a patient who's clicking through the reports.
24:03
I do want to point out.
24:04
You know, I didn't want to our winward system five reporting is very strong but there's three things that can contribute to speed of the reporting, right. There's your infrastructure.
24:16
For any of our on prem customers here, we don't fully control your infrastructure. You might have old servers and things like that. In our cloud environment, we have much more control over infrastructure and speed. So, infrastructure is a factor.
24:31
The other thing that might control, um, speed is the size of the dataset.
24:37
And, in Power BI, that dataset is actually using a Microsoft Cloud technology to be able to crunch bigger numbers than what your on prem or even the cloud environment might be able to do a similar type. The third factor is database. Right? So, and when we're software, we use the Pervasive database. And it's been great. It's rock solid. We are looking at some, some new database technology, but what this is essentially doing is moving those sales transactions over to this Microsoft cloud environment, and leveraging their, their newer database technology to be able to crunch huge amounts of information in a small amount of time.
25:20
So, there's always going to be a placement built-in when we're reporting.
25:24
And, I'll actually use this opportunity to even highlight a couple of things that this won't do for you.
25:30
This will not track rental revenue.
25:33
This is for now very much a sales sales based reporting tool. It's looking at the actual production of inventory quantities of the rental of inventory. So that's an important factor.
25:47
The other, look at my notes here, it doesn't move GL data. So I noticed there's, I think, there's a couple accountants on here, obviously, your margin data's coming over, but through your entire ledger series, is not being published over.
26:05
The third would be, the third obvious one. that comes to be a serial numbers, so we're getting part level info, but we're not getting serial level.
26:12
And while I'm at this top 10 screen, I'll point out, just because I say now that this report I'm showing you doesn't have GL, doesn't have rental revenue, and it doesn't have serial numbers.
26:23
It absolutely could.
26:24
And there has been examples, especially with both GL and rental, where we've done custom Power BI Reports that address other parts of the database.
26:35
So, what we're actually showing you today, and what the prices that we're going to communicate today, is for this canned report, series of reports.
26:43
Sorry, There's seven of them that are included, that, or leveraging a data sync that we've already built, But, there is absolutely opportunity for paid enhancements or custom models. We often call them. If you said, You know what? I love that tool, but I really want it for my accounting department, and I want all our 6000 series expenses to be moved over, so, I can group and analyze them. If you are interested in a custom Power BI, just reach out to your account manager. If you don't know who your account manager is. You can just throw, throw a name in the, in the chat there, and Kyle can around those up. But, you know, we're really looking to build out the type of dashboards that are provided and the quickest way to get one that is you know, bespoke or or cater to your needs is to go through our customer enhancement process.
27:33
So, this was kind of the best capshaw where we felt we could address the, the biggest customer base and what needs they had with looking at Windward reporting verse, verse kind of a big data tool like this.
27:49
So, those are the gadget's just worth noting.
27:52
Since we're on that, you bet.
27:55
No. You want to get those last three tabs done. We did have a question come in.
27:59
Question is, we had a sales person driving revenue by discounting heavily. Can this tool help us show this problem easily?
28:08
Interesting.
28:09
I do not have in a roundabout way yet and I might need to pick on that a bit more. But here's what I could tell you.
28:19
Um, you don't have a discount call to feed the dollars discounted by this salesperson, but you do have gross margin percentages. So, one thing you could do is compare the reps. I can click the Volunteers and Trimmers and see right away, that's a bad example, because only demo sold that category.
28:39
But I can see the demo was getting a 63 points in that category.
28:45
In your example, you would have numerous reps who also sold that. And you would be able to tell an outlier on discounting, by analyzing the margin.
28:53
So, although it's not, you know, a big, obvious discount report, you could very much tell, Let's see, maybe if I got one with different reps.
29:09
Let's look at even.
29:15
Maybe tough.
29:17
Yeah, still just demo again, function of not having a lot of info in here, but moral of the story is you could click the category, you would have all your salespeople here that sold items in that category, and then be able to compare the margin by each.
29:31
So, that would be one way to do it.
29:34
That good. Guile anything else, before I go onto the last couple?
29:38
That's it right now. So, if you do have any questions, go ahead and throw them in the questions area, and we'll address them.
29:44
Yeah, worries.
29:48
So, I wanted to get on to customer analysis, and this was one that's near and dear to my heart.
29:54
We've got a bunch of customers here, and this is really about looking at who your best customers are, You know, from a revenue standpoint, maybe, not relationship or revenue, At least, the numbers. Who are your best customers?
30:07
What are they buying?
30:09
This is a really important one for you to make marketing decisions, right. And where should we be marketing in this area? We'll touch more on that later.
30:18
It's important for you, too, Look at pricing decisions.
30:22
A lot of the companies that are on this webinar today may be doing kinda like some B2B sales thinkable lighting showrooms where you've got contractors right away.
30:31
I can see here that Smith Construction is my second best customer over this timeframe, you know, 2021.
30:40
So, looking at that, know, there's a term that I like to use internally called Account Development. It's looking at your best customers or your poorest customers as far as revenue spend. And how do you develop that account?
30:52
Some ideas. You might look at Smith construction and say, Hey, you know what?
30:56
You did 4400 with us last year, if you, if you get to 10 K in 20 23, I'll put you on a special price schedule.
31:04
When we're supports price schedules, you can use this too incentivize customers to come back and move their business.
31:11
Specifically important in the B2B space where in this example, this contractor is absolutely shopping around with the lighting Showroom down the down the street. And try to make sure that they're doing the best for their business. So, looking at who your best customers are.
31:26
and then clicking Smith construction to find out what they're buying is very relevant.
31:32
And in this example, I maybe don't want part number or inventory level detail. I want the category detail.
31:40
So I've clicked Smith construction, I want to zoom in.
31:43
Well, what are they buying?
31:45
Well, it looks like they're spending a lot of money again on refrigerator. So, you're able to look at what that customer is buying and maybe focus or incentivize them for certain categories.
31:54
As, you know, each each item in Winward system five can have its own price schedule.
32:02
And there's also a feature called contract pricing, which allows you to say, you know what, you've been moving, a lot of fringes with us, you're probably doing some developments, Maybe not relevant for lighting showroom, but you get the point. So, let's, I'm gonna give you contract pricing on these 10 models for the rest of the year, and let's see, you know, let's see if we can do some more business together.
32:24
This one, I will say, the grids are are kind of tight, we did that on purpose because we know there is a drill in function, but also that you can see the three levels in one screen. So when I click Smith construction.
32:41
A couple of things happened. It showed me Smith construction, sales, by category. But this is. This was actually when we rebuilt version two of Windward Intelligence. We also add an invoice level information. So actually seeing the invoice number, the subtotal, which department sold to that customer, and the date.
33:00
It will actually bring in some, um, payables, not payables, receivables, information in the center of this invoice. How much did they actually pay? What was the tender collected?
33:12
So this is a, it's a nice visual to just tell a story of, OK, Smith construction, here's what they're buying, last sale wasn't, you know, wasn't since October, so maybe I need to call them and get them in.
33:26
You can also see a grid just when they were spending money with you, and when, when things might have broken off or putrid off of that customer.
33:33
Same concept, you can control select and analyze a group of customers if you need to. one thing that's interesting about this, customer analysis is bringing.
33:42
Really, anybody went to transaction in that date range into this report.
33:47
So for some of you who got hundreds or thousand customers, if you ran this back to, you know, 2019, that's a lot of information that it's crunching and it's listing every every person who spend money with you back to January 1, 21, 2019. Again, you can see how quick that that pump that information out to my report, and that's still have your visuals here on the left just to see. There's Mike Jackson in Jacksonville showing up again and diving into when when he lost spend money with you.
34:21
Another new one is this supplier analysis, and it's almost the same layout.
34:27
That's a customer analysis.
34:29
But what I will say is, with the supply chain situation, right now, everybody's analyzing their suppliers there, Trying to find alternate suppliers and having a lot of conversations with customers around lead time is too long from my primary. So, I'm chasing down secondary suppliers even if the cost is a bit higher. I need products on the shelf. We kept talking about appliances. Grid appliance Russia of the past two years that people stock up on freezers. And things.
34:59
So supplier analysis is about what suppliers are performing for you from a revenue standpoint.
35:08
So there is features in System five to help track lead time.
35:12
And there's a great professional services catalog, actually that we built called, Systematic Ordering, which is about implementing min. And Max is a lead time into your purchasing process, So I highly recommend that.
35:25
If you haven't heard of that, it's a professional services catalog item we sell, But this is a great supplementary tool to say, OK, well, I know what I need to order, but what am I going to get here? What's actually selling?
35:38
What, what suppliers products are actually moving for us? So I can see right away that Alpine is my top performing supplier.
35:47
I can see Whirlpools second that, you know, one 10th of the value.
35:52
So this is, this is where you might go into system five and think, one sitting on half a million of Whirlpool products and only 100 grand on Alpine.
36:01
Maybe, I don't have the right product at the right time, or maybe I need to look elsewhere, or shake something up there, but, this is specifically about the revenue, generated, where that part number was tagged to be bought from this supplier.
36:17
And, again, To drill down and drill up function for category, so you can look at that, that level of detail.
36:25
The last one, that I'll go doing, pretty good on time in Year 235.
36:32
This is a highly visual report. It's just plotting the sales on a map.
36:38
For some of you, might be a local, very regional business that serves your town in the one over, I get that, but we're, you know, our customer base is growing, we're dealing with B2B, we're dealing with B2C where there's e-comm involved. And sales are getting shipped all over. So it's, it's very much becoming a bigger network of customer databases, right, where you're seeing people buy stuff from other places. Especially if your multi location, this even more relevant.
37:07
What this sales by region reports focused on, is the address of the customer that bought, and then plotting it on a map.
37:16
So, again, very useful for marketing, right?
37:19
I want to and we keep putting money into aren't, you know, the Traverse City, newspaper, but nobody's buying city. It looks like it all the money's coming from down in the Chicagoland area. So maybe pivot some resources there.
37:34
Maybe put a sales rep down there, maybe open a store now, right?
37:38
There's lots of things you could do with this data around where people are are spending money with you, and another good one about this is you can drill up or down, so you can look at it from a like a state or province level, and group those together. Or you can look at it more at an actual city basis, right. Of course, you gotta have good data in your CRM record. You gotta make sure you're entering address information on a customer record.
38:06
If you're collecting just cash sale, no CRM record that it's not going to be able to plot that data, but this is a great one just to start understanding where the spread is of your customer base.
38:20
You can, you can actually drill in down to the Street level on that as well, which might be useful for like, finding, like neighborhoods that are rich blood, basically Interesting. Yeah, I'd have to check that out. Oh, yeah, I think you mean just actually zooming in on it.
38:39
So yeah, this is actually getting me right down to where it's likely with this transaction in the backend, we probably just add Seattle, Washington. That's why it's plotting it right on the right of the Seattle Word. But if you had 10 sales with customers in Seattle with the actual address, what Kyle saying is it would plot it out by neighborhood within that region. So that's very relevant for even the one location.
39:02
I serve my area, and maybe one county over, or whatnot for that level of detail as well. That's a good point.
39:09
And I think it's also a good case for making sure that you do collect addresses the actual address on the record.
39:16
You can see here, this is more like what he's talking about, where you've got a ...
39:20
on sale and a peach land sale within that same general area.
39:26
So, let me go back to, back to my slides.
39:33
We can jump back into when questions come up.
39:37
What's the cost?
39:38
There's a big price difference, between two segments of our customer base, and I'll just give you a bit of a backstory.
39:44
So, we launched this product in 20 18. And there were some technical reasons and some business reasons for this. But we launched it only for our Cloud customers.
39:57
It was used very much as a, an incentive to move to Cloud. And it still is, as you can see on the screen.
40:07
It's easier for us to set up in Cloud. There's less infrastructure concerns on the Cloud, More quality control. It is absolutely still used as an incentive for people to jump to cloud.
40:18
And anybody who's on cloud are considering it, We only charge ordered $50 for this entire suite of reports.
40:28
Keep in mind, you do need a Power BI subscription.
40:32
There's different levels. You need a Power BI professional subscription is the actual one that you need. Typically, it's about $10 per user, per month.
40:41
You don't need your whole business with Power BI licenses.
40:43
It might just be your manager, or the owner, and the, you know, the surface manager, but you need to power BI license, and then you would need to commit with winward, where we would set you up through our professional services department.
40:59
When you're on cloud, or going to cloud, we charge 450.
41:03
The big change, and why we're why we're doing this webinar, companywide, is about six months ago, we, we made a couple of exceptions and figured out the technology to get a local on prem server to pump up to Power BI and use when we're intelligent.
41:21
So, we made a very conscious decision that, as much as we want people to move to Cloud, and there's benefits for that. This is a great reporting tool. It's a It's a huge leap forward for any Winward customer, especially if they've been with us a long time, and have had their info very much contained within the system five, that were missing opportunity, not only for sale, but to better our customers' experience with our products. It's almost a retention play. We want you to stay with us. So we want to put our best foot forward and make sure you have access to some of these tools.
41:52
The price is high. It is quite a bit higher, it's harder to set up, and, to be honest with you, this was a, this was very much a loss leader to get people into Cloud, right. We want to make sure, OK, we're charging. A very novel amount, but we're getting them into Cloud, and that's there's a bit more stability with our cloud customers.
42:11
So for on premise, you pay $3500, and then annually, you'd pay a $500 maintenance fee, plus, you have your Microsoft costs, which is just you. You buying it off, Microsoft's website of Power BI license.
42:27
Part of just, because I'm thankful that we had a bunch of people show up today as any on prem customers, we're doing a $500 off promo just for the next two weeks. Just to try to get some conversion on this.
42:39
Why, Why I ran this webinars, we launched this for our on premise customers, and I feel we've been having a hard time getting our message out, and I know for me who used winward for sales reporting and then got access to this tool, I could not, I could not live without it anyway.
42:56
I could find the information and when we're absolutely, there's strong reporting in there.
43:00
But the ease in the quick access to know, how is this category doing year to date and who's the top rap that's selling it.
43:10
And being able in two clicks, to drum that information up, know exactly what's report to go to, and then compare it to the year before with another two clicks. It's been a game changer for me. And I just really felt like we've had a couple on prem, customers buy this, But when we weren't getting our message out, so I really appreciate everybody taking the time to hear us out on this. We do have that promo running.
43:32
Again, you can contact your Account Manager on on activating that or if you have additional questions.
43:40
See if I've got one more slide here.
43:44
Q and A, with some time despair about that, I'll turn my webcam back on here. It is.
43:51
But it needs to see my flesh face after talking for 35 minutes straight.
43:55
Now that ever, everybody is got all their questions answered because there's nothing coming into the question section. We've done a really good job there.
44:08
Oh, there is one that just came in.
44:10
Actually two does. When we have to be cloud based used, Woodward intelligence. Of course, you just answered that, no, you don't need to be Cloud based. Can portions of this report be customized and shared with front line employees to drive sales comp competition?
44:26
I believe they would need a Power BI license to even view.
44:32
I will confirm that. I'm thinking internally, we do have to have my sales reps reference our version of this, but they all have Power BI Pro licenses. So the worst-case expense there would just be $10 per month with Microsoft.
44:46
We can validate that. Kyle, you can check it out. I think there was a way to to publish to a website, but we'll, we'll get a correct answer for that.
44:55
Yeah, definitely to view the full tool, you need a Power BI Pro license.
45:01
The question is, Can you export it to a website in like a view only mode for your frontline staff other way, get your frontline staff into Power BI Pro. It's just whether you incur additional cost through Microsoft?
45:15
There was a late comer that was asking, does Winward Intelligence also have reporting on written sales?
45:27
Interesting V there's a couple of gotchas. with the data written sales is about the date of W most of this information.
45:36
It's based off of the invoice date.
45:41
So, the date that it was converted to a C or an A So, in the furniture space, I'm gonna get back to whoever asked that. I'm guessing it's probably a mega group, I think it's a mega group, Yeah. So, I think they are actually working on something for that, anyway.
45:58
Yeah, yeah, the initial answer is this, looking at the invoice of actual revenue recognition, not the date that the transaction was written.
46:08
Now, there is some things in here for work orders and stuff like that, but it's still not the same as true written sales in that regards.
46:16
That would be a great example of a custom report or a place where a clean, written sales report could live rather than a wind were written sales report.
46:26
This could be a good use case, And I will, I'm going to take this second just to point out, when we sell this, is this supported, no QA approved dashboards that we're, we're providing.
46:40
But there is an underlying database that gets sick.
46:44
We do not.
46:45
We sell this product, and that's, you know, that's that. this is what it does and we support it, but there is access to the underlying database. If you had a real good Power BI wizard that wanted to just create a new, it's called a PBX file, just like an Excel files, X L, S, create a new PBX file that may be looked at things just from a slightly different angle.
47:09
I don't know, I don't necessarily recommend that having us custom built, and manage end to end Power BI reports is the way to go. But, just be aware that what's actually happening is we're sinking your Sales Data to Power BI platform, and it is there for consumption.
47:26
How, you know, having somebody do that can probably be more dangerous than you think if you're looking at wrong information. So just be aware that there are some customers who have chosen to go the custom route with us, where we publish certain fields, and then they maybe have their data experts take it across the line.
47:44
That's kind of our second recommendation. The first is to go through a custom mod process, where we're actually gathering requirements, making sure the data push exists, and building the front end interface for you to consume it.
47:56
That's definitely the the way to go as far as quality control.
48:00
Yep. And that was actually a question that came through. Can you create your own reports? So, yeah, Short answer is yes. Is it recommended? No.
48:08
Yeah, Just think about this, right? So, the reason why I say it's dangerous, and I have to address it here, because anyone who bought this one day is going to click the fields button, and just start, Oh, look at all this other stuff that's coming over.
48:20
It's all about data has to have a relationship, right?
48:23
So, when I click on a card, when I click on the appliance, that correlation to who bought it, what date that's been done in our, in our quality assurance process, right?
48:35
So, not recommended, but it is, that database is underlying and accessible, and there are, there are some people who have done another Power BI reports off of the database and the key, the absolute key.
48:47
And I can't say it's any clearer, I don't even think we allow you to do this, but leave the one that's provided assets. Right? We provide this as a templated quality controlled set of dashboards that we trust the information. We support the information. We, If there was something wrong, we would fix it.
49:07
Anything that goes off the beaten path is Your Honor, besides.
49:13
So, we do have a couple more questions, and I know that we're running out of time here, so let me just get these to you.
49:19
Oh, one is, how long does it take to set this up, Is there a waiting period, and also, along that same topic, is, does it take longer for on prem versus cloud?
49:34
Typically, it takes longer for on prem versus cloud, just because we're co-ordinating with a third party. So, absolutely.
49:41
The actual, the actual sale to launch time. I've actually seen a pretty wide range. Our Professional Services Department is doing more of these now. And we've seen setups in a couple of weeks that the delta is just because in, within a couple of weeks, we can have this.
49:59
Backlog is a great example of, we might sell 15 of these after the webinar, and we're going to be scheduling them out maybe longer than a couple of weeks.
50:07
It's all about the ebbs and flows of our business with professional services, but I will I'll tell you that it would be easier to set up on cloud, because we're actually co-ordinating with the cloud operations team and not your IT department and server.
50:20
So just, data will supply for a lot of conversations. When we're talking about cloudburst on prem, when we manage the infrastructure, there's less chasing. There's less unknowns in the environments, such as old operating systems, but the actual setup time in a smooth project could be as short as two weeks. But that's entirely dependent on.
50:41
You would need your Power BI license with Microsoft. So, you'd have to have that subscription going, I should say.
50:48
And just availability to work with us and availability of the technicians. We have very specific technicians who become skilled with this, right?
50:56
And and making sure that, if we have a sales run, that their availability can keep up.
51:01
So, hopefully, that answers the question without being, I know, I'm going to be non committal there because I'm not sure what the the current throughput is.
51:11
No worries.
51:13
There was a question about, is there a way to find the inventory subcategory for PO?
51:23
But I'm not sure that we'd be able to use them. Or, Great question.
51:27
So, no.
51:31
But not that conversation a few times. Let's go look at the supplier analysis. When I build that, you think supplier analysis would be, what are my cost? How fast they shipping stuff?
51:42
This supplier analysis is about the sales of products from a supplier, but I do view purchase order and purchasing information as a great potential customers. For Power BI moving, just like, whoa, this is driven from invoice transactions, Imagine this similar type of report. But with all of your purchase order and accounts payable transaction, so, the answer is no, there is no PO data coming over. There are some, some cost and margin information come over coming over, but not the purchase order transactions.
52:17
OK, and then four, Cloud actually. On the pricing, again, can we just go back to the pricing?
52:25
There was a question about, if somebody migrates the Cloud, what's the, what's there amount payable every year?
52:34
That's the beauty of it. We charge you the 450 setup, but your cloud subscription includes your winward intelligence subscription, as well.
52:45
So, just another advantage of moving the cloud.
52:47
So, if somebody got, you know, had a low user count, the amount to pay for when we're intelligence is probably more, then they're called conversion, is what you're saying.
52:58
Yeah, potentially. Yeah, because the answer to that specific question is once you go Cloud, we charge zero annually for this product. That may change. We always reserved the right to look at pricing, usage and stuff like that, but it has been that way for a long time. We charge a setup fee, and that's very much a good reason to switch to cloud. That's why we do that on prem.
53:17
You know, if you can see $3500 worth of value, 3000 right now with the promo for the next couple of weeks, then you would just pay 500 yearly going forward.
53:28
Until you then, we do have somebody asking about what the expenses would be for custom reports. But I think that would be more of a conversation to find out what exactly they wanted.
53:41
The other the last one is the doozy. So I left it for last on purpose, is our data published?
53:50
And is it just that Windward hasn't created a rental dashboard yet?
53:55
Or is there rental info available and push out to you? Or if you're not using this product, none of your data as that could be a tricky question.
54:05
If you're If you're a cloud customer, we're not publishing any data to Microsoft Power BI anyway.
54:11
Unless you're using this platform, actively zap what?
54:17
No, I think what the, the meaning of the question is, is, is that are there fields for rental information available. But, there was one customer, I'll get the back story on this for any rental customers. There was one customer.
54:30
We built a data pump for rental and built a dashboard, when we've revisited that to see if we can turn that into a sellable product. And it was so custom for that specific user that it is not just sitting there. Waiting for somebody to, to buy custom and dusted off. It would need some development work, and that would actually start with just requirements, because when somebody says, I want a rental, when we're an intelligence report, the first question is OK, well what specifically utilization revenue, availability information. That's a big wide net. So, we do have something started on the rental side. But it's not just waiting for waiting for somebody to spend money. On a finished product, you would go through accustom Mond process.
55:20
I Was like, there's some interest and some custom mod's here.
55:23
Yeah, it's A, it's A, when you think about, you know, what we need is our development team, to when we do a custom ought to publish that. But, you know, the design in the U X U, let you would have some input on in our custom Mod process. When you want it to look like and what info needs to be on that Dashboard. So. This is absolutely a product that lends itself well to pain management.
55:49
Think everybody calmed down on the questions.
55:51
But if you do have it other questions, you can, you can reach out to your account manager and we can definitely choose after those.
56:01
We're pretty much right on time, as well.
56:07
All right. Can we get anything else you can pick up? We don't have any other questions like you, you over explained everything. We love it.
56:15
What I do, now everybody just has to get in contact with their account manager and get their project started.
56:23
Awesome. Yeah, and I believe even in the e-mail that notifies you about this stuff as a lead form to to be able to if you want to engage with us that way. But definitely reach out to your account manager that they could get you a quote on it. And specifically take note of the promo which will run until the 21st.
56:40
Awesome.
56:41
Let's go from there. I'll give you all five back, five minutes back in your day.
56:45
Appreciate everyone's time and attention today, and hearing us out on this cool new product, Also, keep an eye on your inbox is for an e-mail about Web Cell. This is the other highly exciting product launch that it's going to be, you know, filling your inboxes and social media for the next while, and that's a whole E-commerce integration to a new partner of ours, actually, within the same corporate structure of us. So, Web Self coming soon. Thank you very much.
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