Jim now needs to get the actual business requirements, which will help him develop the Qlik Sense application. Since Brian heads the sales and also happens to be the champion, Jim needs to meet Brian and get all the business requirements from him. For the meeting, Brian gets along his colleagues heading sales of North America, Europe, and Apac.

Based on the earlier findings, Jim knows that lot of business users are traditional and haven't been exposed to the BI system. Jim proposes showing a quick demo to the business users. The demo can help them know the capabilities of Qlik Sense and make them aware of what are the different possibilities with Qlik Sense. A demo application relating to their industry will help Jim to get requirements in a crisp manner. Jim shows the demo app from Qlik website (https://demos.qlik.com/qliksense/ConsumerGoodsSales). A screenshot is shown next:

The demo can encompass the useful KPIs, the way users can do their analysis, do slice and dice of data and how they use qlik to make better business decisions. Based on the discussions with Brian, Jim gets to know the need for the following KPIs:

• Omni-channel dashboard with sales comparison
• Comparison of quota achievements for different time periods (month, quarter, and year)
• Comparison of revenue with the previous year's, for the same period (current month versus same month previous year, current quarter versus same quarter previous year, and current year versus last year)
• Month on month sales trends
• Year on year sales trends
• Ability to monitor all the preceding KPIs with multiple parameters, such as country, product, product category, salesrep, and reseller
• Salesrep performance over time
• Identification of top and bottom performing products, resellers, and salesreps
• Ability to identify cross-sell and up-sell opportunities

Following are some other requirements that came out from the discussion:

• Application should be accessible over internet
• Every morning, the users should see fresh data
• Application should have data level security and allow the users to see only their and their sub-ordinate's data
• Mobility is an important requirement, considering frequent travel of sales people
• Governance should be maintained for self-service

Jim also wanted to understand the success criteria from Brian. Based on the inputs from him, Jim knows he has to take care of the following points:

• Fast performance
• Ability to see performance of both channels in a single view
• Data should be correct till two decimals
• Ease of use and ability for the end users to create their own visualizations
• Ability to get actionable insights
• Timely delivery of the application
• Good adoption amongst the users

Jim suggested some value-adds, which were accepted by Brian, but most of them were to be done in a subsequent phase. The value-adds were as follows:

• Bringing in demographic and economic data, which would help AWC to plan setting up operations in newer regions
• Bringing in data from social media to understand customer sentiments
• Usage of advanced maps to get deeper insights
• Extending analytics to resellers
• Reseller categorization into categories like platinum, gold, and silver
• Analyzing the impact of training on salesrep and replicating successful trainings
• Adding market potential as factor to analyze performance

Jim is all set to start his work now. However, before jumping to development, he has to look at what approach and architecture to follow.