Contenu connexe Similaire à Explain the Value of your Splunk Deployment Breakout Session (20) Explain the Value of your Splunk Deployment Breakout Session1. Copyright © 2016 Splunk, Inc.
Best Practices for
Documenting Value Realization
David Caradonna
Director, Global Business Value Consulting
dcaradonna@splunk.com
March, 2016
2. Copyright © 2016 Splunk, Inc.
Agenda for Today’s Session
2 Overview of Enterprise Value
3 Best Practices for Documenting Value
4 Summary / Q&A
1 Business Value at Splunk
3. Copyright © 2016 Splunk, Inc.
Maximize benefits gained from machine data
by prescribing enterprise value plans that
directly support our customer’s corporate objectives
and enable broader impact across their business
Business Value Consulting at Splunk
• Should Splunk be a priority?
• How much value can be realize?
• Which data should be indexed?
• What’s the investment and ROI?
• Can Cloud be less expensive?
• How is Splunk currently utilized?
• How much value has been realized?
• More value to be realized with current data?
• Who else can benefit from this data?
• When and how to establish a Splunk COE?
Servicing Customers for 3 Years | 700+ Engagements Worldwide
4. Copyright © 2016 Splunk, Inc.
Splunk should not be a Hidden Gem
4
I was never
able to do
this before!
What business
value do I get?
I can search
Syslog way faster
now!
5. Copyright © 2016 Splunk, Inc.
Common Scenario
Your Splunk deployment is progressing well
The demand for more data is increasing
You need more license to keep up
Your management team is supportive but asked you to justify the
expansion
You now need to demonstrate the value that has been realized and
define additional value that can be realized with further adoption
6. Copyright © 2016 Splunk, Inc.
Benchmarking Splunk Customer Success
Documented through 700+ engagements worldwide
Reduced Sev1 and Sev2
incidents by 43%
Reduced MTTR by 95% and
reduce escalations by 50%
Improved API performance
by 50% reducing need for
infrastructure upgrades and
increasing user satisfaction
15-45% reduction in high priority incidents
70-90% reduction in incident investigation time
67-82% reduction in business impact
5-20% increase in infrastructure capacity utilization
Customer Feedback
IT Operations Analytics (ITOA)
7. Copyright © 2016 Splunk, Inc.
Benchmarking Splunk Customer Success
Documented through 700+ engagements worldwide
Application Delivery
Shortened development
cycles by 30%
Reduced reporting time
by 88%
Increased release cycles by
8x with no additional staff
Customer Feedback
80-90% faster development of reports and dashboards
70-90% reduction in time for QA test failure analysis
70-90% reduction in time for pre-prod defect investigation
10-50% improvement in time to market
8. Copyright © 2016 Splunk, Inc.
Security, Compliance & Fraud
70-90% faster detection and triage of security events
70-90% faster investigation of security incidents
70-90% reduction in compliance reporting time
10-50% reduction in risk of data breach, IP theft, fraud
Customer Feedback
Benchmarking Splunk Customer Success
Documented through 700+ engagements worldwide
Reduced effort on security staff
tasks saving more than
$500,000 per year
Reduced fraud & abuse by
50% converting fraudulent
users to paying customers
Reduced compliance reporting
time by over 80% for SOX,
SAS-70 and PCI
a SaaS company
9. Copyright © 2016 Splunk, Inc.
Common Value Use Cases
Security,
Compliance,
and Fraud
IT
Operations
Application
Delivery
• Proactive Monitoring
• Faster Incident Investigation
• More Comprehensive Root
Cause Analysis
• Fewer Incidents
• Better Capacity Planning
• Faster Test Failure Analysis
• Faster Pre-Production Defect
Investigation
• Fewer Prod Escalations
• Faster Report Development
• Faster Time to Market
• Increased Visibility
• Faster Triage of Events
• Faster Incident Investigation
• Improved Compliance
• Risk Mitigation with Data
Breach, IP Theft, Fraud
10. Copyright © 2016 Splunk, Inc.
Best Practices for Documenting Value Realized
41 3
Quantify
benefits
realized
Qualify
business
value
2
Align
with key
objectives
Measure
your
success
11. Copyright © 2016 Splunk, Inc.
Steps to Aligning with Key Goals
1
Align
with key
objectives
• Align your project with something strategic
• Take a top-down approach
• Find an executive sponsor
• Link your plan to Top-5 key objectives
• Explain how Splunk aligns to these objectives
• Use the Splunk Value Benchmarks to help you
12. Copyright © 2016 Splunk, Inc.
Common IT Goals Achieved with Splunk
Infrastructure cost
avoidance through
improved capacity
management
Future headcount
avoidance
Tools consolidation
Optimization of
business processes
Labor savings with
common IT
processes
Faster incident
investigation and
root cause analysis
Proactive
automation of key
business processes
Better visibility &
reporting
Avoid revenue
impact from fewer
critical outages
Faster delivery of
real-time business
analytics
Improved
innovation value for
key business
initiatives
Faster test failure
analysis
Faster remediation
of bugs and defects
Fewer developer
disruptions
Faster, more robust
code deployments
Minimize business
disruptions
Improved & more
consistent SLA’s
More reliable
business services
leads to better
brand
Faster response to
customer
requirements
Better detection of
cyber attacks
Faster response to
security incidents
Continuous
compliance
monitoring
Reduction in risk for
data breach, fraud
and IP theft
Reduce/Avoid
Business
Expenditures
Improve
Internal
Efficiencies
Increase
Revenue
Accelerate
Time to
Market
Improve
Business
Services
Continuously
Secure the
Environment
example
13. Copyright © 2016 Splunk, Inc.
Qualify
business
value
2
Steps to Qualifying Business Value
• Document key successes with your current deployment
• Meet with your users to identify 2 or 3 success stories
• Document why something needed to change or be added
• Explore the before and after state for each success story
• What was hindering key objectives before Splunk
• Describe the positive business outcome after using Splunk
14. Copyright © 2016 Splunk, Inc.
Guidelines for Before/After Questions
With Splunk
1. How did Splunk help us address this scenario?
2. How fast were we able to implement a solution
with Splunk?
3. Are we able to detect or isolate circumstances
that were previously unnoticed or impossible
to find?
4. How often has this type of scenario surfaced
since Splunk has been in place?
For each Success Story
Before Splunk
1. How often did this type of scenario occur, how long
did it take to resolve and how many people were
required?
2. What challenges did we face handling this type of
scenario before Splunk?
3. Did we have to do any manual work?
4. Did we invest in infrastructure or other resources to
address this before Splunk?
5. Did this cause direct financial impact?
6. Was customer service or customer loyalty affected?
7. How did this impact end-user productivity?
8. Did it affect our brand negatively, i.e. bad press or
negative social media hits?
5. How faster are we able to respond?
6. Has this freed a % of our staff time to focus on other
more important tasks?
7. Was this possible before Splunk?
8. Can we provide a dashboard screenshot?
15. Copyright © 2016 Splunk, Inc.
Examples of a Customer Success Story
Constant cycle of email interruptions impacted the faculty for 1+ year Mail – Blacklist Reduced by 92%
Socialize your Stories
example
16. Copyright © 2016 Splunk, Inc.
Steps to Quantifying Benefits
• Collect internal Key Performance Metrics
• Leverage External Benchmarks to fill in the gaps
• Use Splunk Customer Benchmarks to guide your
efficiency calculations
• Business cases are not an exact science, don’t worry
about being too meticulous
• Keep it conservative!
3
Quantify
benefits
realized
17. Copyright © 2016 Splunk, Inc.
KPIs that Drive Value
Documented through 700+ engagements worldwide
IT OPERATIONS
› # of sev1, sev2, sev3 incidents per month
› % of incidents investigated with Splunk
› avg MTTR per Incident by severity
› # people involved in Incident investigation
› $ per hour of business impact
› % incidents requiring post incident reviews
› # hours for root cause analysis per incident
› # servers (physical + virtual)
› % servers virtualized
› $ cost per physical vs. virtual server
sample APP DELIVERY
› # developers
› % developer time spent troubleshooting
› # request for dashboards and reports per month
› # people to develop dashboards and reports
› # large, medium, small project releases per year
› $ business value per project release
› # months from project kick-off to prod release
› # test runs conducted per month
› # pre-prod defects investigated per month
› % of projects benefiting from Splunk
sample SECURITY
› # of security alerts per week
› # people for 1st first level triage
› avg time to triage an alert
› # security incidents per week
› % incidents investigated with Splunk
› # people involved per incident
› # sensitive records
› $ business fraud per year
› # audit activities per year
› # people hours per audit activity
sample
18. Copyright © 2016 Splunk, Inc.
Quantifying Value with Splunk Tools
Financial Analysis Made Easy
– Over 50 Value Calculators
– Driven by Actual Customer Results
– Quantifies Current and Future Benefits
– Good for Small to Large Deployments
IVR
IVR Questionnaires
Based on your Data and your Environment
– Built to reflect your environment
– Embedded external benchmarks
– Splunk customer benchmark
– Dial efficiency ratios up/down
21. Copyright © 2016 Splunk, Inc.
Provide a Top Down Perspective
Executive Overview of Current Value vs. Future Value
23. Copyright © 2016 Splunk, Inc.
Steps to Measuring your Success
Leverage the use cases identified in the IVR as the
benchmark for tracking and validating your success
4
Measure
your
success
24. Copyright © 2016 Splunk, Inc.
Define your Adoption Curves
Adoption Speed defines how much Value is Realized
25. Copyright © 2016 Splunk, Inc.
Plan your Splunk Staffing Roles
A successful and scalable deployment of
Splunk relies on the orchestration of key
roles and responsibilities, primarily
centered around:
Architecture
Administration
User adoption (Power User)
Application development
Be sure you have the staff and skills to maximize value
26. Copyright © 2016 Splunk, Inc.
Splunk Roles & Recommended Training
Splunk
Roles
Using
Splunk
Splunk
Administration
Searching
and
Reporting
Creating
Knowledge
Objects
Advanced
Searching &
Reporting
Developing
Apps with
Splunk
Developing
with Splunk
SDKs
Architect Required Required Optional Optional Optional Optional Optional
Admin Required Required Optional Optional
Power User Required Required Required Optional
Developer Required Optional Required Required Optional Required Optional
for Splunk on-premises
27. Copyright © 2016 Splunk, Inc.
Splunk Roles & Recommended Training
for Splunk Cloud
Splunk
Roles
Using
Splunk
Splunk
Administration
Searching
and
Reporting
Creating
Knowledge
Objects
Advanced
Searching &
Reporting
Developing
Apps with
Splunk
Developing
with Splunk
SDKs
Architect Required Optional Optional Optional Optional Optional
Admin Required Optional Optional
Power User Required Required Required Optional
Developer Required Required Required Optional Required Optional
28. Copyright © 2016 Splunk, Inc.
Map Your Roles & Highlight Training Gaps
Splunk Admin
#name
Splunk
Developer
#name
Network
Power User
#name
Database
Power User
#name
CRM
Power User
#name
Security
Power User
#name
Middleware
Power User
#name
Fraud
Power User
#name
Splunk
Architect
#name
= Fully Trained = Partially Trained = Not assigned
Server
Power User
#name
ERP
Power User
#name
Your Company
29. Copyright © 2016 Splunk, Inc.
Bringitalltogether!
Use Case
Gap Analysis
Additional
Value
Adoption
Curve
Alignment
with Key
Goals
Current
Success
Stories
Quantified
Benefits
Realized
Key
Assumptions
Detailed
Calculations
Training
Plan
Splunk
Customer
Benchmarks
KPIs to Track
your Success
Notes de l'éditeur You all know what a great platform Splunk is. So if it’s so great, why does our team exist?
Well…Users love Splunk and clearly understand the value it delivers to them operationally, but they struggle with articulating it to their senior management in business terms. This leaves executives asking what THEY get from Splunk. They understand their people love it, but can’t put dollars, euros, yuan, or yen on it easily.
The Value that Splunk brings to the business is a hidden gem for most executives. When they are able to understand the business value it delivers for them, in most cases it’s priceless.