2.

BI at SYSCO
Assess the relevance and feasibility of SYSCOs decision to initially address only two
questions with its new BI software, rather than using it as a more general analysis tool in the
operating companies. What were the alternatives? Page 8-9

When addressing this question:

(a) mention the rationale behind Business Objects recommendation to initially address only
two questions;
(b) use effectively the accounting reports and other data presented in the exhibits at the end
of the case document.
Critically assess the purchasing decision made by Twila Day and her team in the context of
the alternative Business Objects licensing Scenarios illustrated in Exhibit 9 of the business
case. Page 10-11

Whatadditionalproductscouldwebesellingtoeachofourcustomers
Whichofourcurrentcustomerarewemostlikelytolose

2. Why did SYSCO decide to initially address only twoquestions with its new BI software, rather than
using it as amore general analysis tool in the operating companies?Why did Business Objects
recommend this approach? What are its strengths and weakness?
Twoquestionsaddressedwere:

1)
What additional products could we be selling to each of our customers?

BI software could help answer this question by comparing a givenclients activity to what was typical
for a customer of it size, type,geography, and so on.

2)
Whichofourcurrentcustomersarewemostlikelytolose?

The Business Objects team recommended that SYSCO address thisquestion by using the software to
examine customers ordering patterns over time, highlighting instances where a historically
loyalcustomer was reducing its order volumes, either for all products or for a specific category.

Business Objects recommended the two question approach sothat operating companies and their employees would
becomecomfortable with the software by at first using only a
narrow
and easily
comprehensiblerange
of its capabilities.

Also, these two questions are very important ones for allSYSCOscompanies,andgainingsomeinsightonthemwilldemonstrate to users
and companies the power of the BIsoftware (and hence a valuable demonstration for BusinessObjects.)

1. 20. Question 2 Why did SYSCO decide to initially address only two
questions with its new BI software, rather than using it as a more
general analysis tool in the operating companies? Why did Business
Objects recommend this approach? What are its strengths and
weakness? Two questions addressed were: 1) What additional products
could we be selling to each of our customers? BI software could help
answer this question by comparing a given clients activity to what was
typical for a customer of it size, type, geography, and so on. 2) Which
of our current customers are we most likely to lose? The Business
Objects team recommended that SYSCO address this question by using
the software to examine customers ordering patterns over time,
highlighting instances where a historically loyal customer was reducing
its order volumes, either for all products or for a specific category.
2. 21. Question 2 Why did SYSCO decide to initially address only two
questions with its new BI software, rather than using it as a more
general analysis tool in the operating companies? Why did Business
Objects recommend this approach? What are its strengths and
weakness? Business Objects recommended the two question
approach so that operating companies and their employees would
become comfortable with the software by at first using only a narrow
and easily comprehensible range of its capabilities. Also, these two
questions are very important ones for all SYSCOs companies, and
gaining some insight on them will demonstrate to users and companies
the power of the BI software (and hence a valuable demonstration for
Business Objects.)