It is completely useless that Philippe BARDET is the only one with being quite informed in the company.
Sensitizing
I already spoke about training session and sensitizing about the recipients of the business intelligence. It is essential to have the support of the recipients of the business intelligence so that the process gives results. It is necessary that they are trained with the use of up to date tools (intranet for instance). It is necessary that they are sensitized with the methods of diffusion and reactions to alarms : to which must I give information? I have information, therefore I have the capacity to process it... We have to change our mind about information. For that to best illustrate it through concrete examples: Sales people are those who knows at best their clients, competitors and most of time they keep these information for themselves.
Did you know that on the Japanese flight tickets, it is written there (in Japanese!) ' bring back to your company any information which could be useful '.
Information system
The difficulty of the treatment and the diffusion of information arises. Indeed to be properly used information must be relevant, available and reliable . This supposes that there is an information system powerful, global in the company. By total information system, I understand only one contents from which each service of the company draws and abounds. It is seldom the case, therefore - and I return from there to the notion of the search criteria - according to the nature of the needs and the means is appropriate it to define a search criterion restricted initially : the manufacturers of industrial pins intended for the car in Eastern Europe. That makes it possible to limit the volume of information, and the number of implied people.
Very often the sales department has its own commercial base, accountancy with its system, which differs sometimes from that of financial direction etc... to face this heterogeneity without having invest millions, it exists on the market a variety of tools which makes it possible to establish bridges between the various database, in order to define search criteria, and to have very elaborate tools for visualization. I think about BusinessObjects and COGNOS products, which I evaluated.
With regard to the commercial ones, it will be surely useful to revise the reporting system but amsp the sales force channel information diffusion. There are as many solutions than companies involved. Only one constant: if you say to a sales man to devote 45 minutes of additional work without they being implied in its Definition and that it do not see an immediate interest for it, your project is dedicated to the failure.
You will find treatment examples hereafter of information diffusion via the of the company's intranet.