<Insert Picture Here> NATO Fusion Middleware Playbook
NATO FMW Playbook People/Organizations Business Opportunities Technology Systems & Tools
NATO FMW Playbook Technology
E 2. 0, SOALogic, Turbo. Grid, App Attack Multiple Campaigns That: • Target our current customer base • • • Upgrade to Web. Center Suite and Unify Content Infrastructure Up sell SOA to Web. Logic Customers Up sell Web. Logic Suite to Web. Logic customers Sell the Management Packs and Governance to our customer base Sell Technology to our Application customers • Deliver Targeted Quick Hit Plays • Ability to close business within quarter • Highly business value for tightest budgets • Streamlined communication • Alignment with Sales, SC’s, Product Management, Product Marketing, ESG, Consulting all working on same campaign • Campaign Dashboard - single source of information for campaigns
SOALogic & App Attack Plays Naked SOA • Sell Governance and Management Packs SOA for WLS • • Sell SOA Suite Target of WLS customers, and SOA component owners Integration, consolidation, business process automation Composite Application Platform App Attack • • • Target customers with WLS and at least 1 Oracle Application Entry Point from each application SAP story Lower cost of application upgrades Who better to integrate Oracle Apps then Oracle?
Turbo. Grid Plays i. AS to WL Suite • Target i. AS • Up-sell to WL Suite • Improve performance, scalability and stability of their mission critical applications Total Web. Logic Management • Convert to EE and Suite, Up sell Management Pack for Web. Logic • Less then 7% attach rate Turbo Charge your Environment • Target Web. Logic Ex, SE, EE and premium, Portal install base • Sell Web. Logic Suite, possible upgrade to Coherence Grid edition • Customers looking to improve performance, scalability and stability of their mission critical applications
E 2. 0 Portal Plays Next Generation Portals • Web. Center for Next Generation Portals Build intranets, extranets and public sites on the powerful Web. Center 11 g platform • Web. Center Spaces for Collaborative Team Sites Drive employee productivity and customer connections with Web. Center Spaces 11 g Attach & Upsell • Portal Consolidation Lower TCO and simplify web user experiences through website consolidation • Migrate WCI and WLP to Web. Center Suite Fully leverage the Oracle platform and application integration • Business Process Portals via SOA and Apps Improve cycle time and provide a single user experience with process portal apps
E 2. 0 ECM Plays ECM Infrastructure • Unified Content Infrastructure Simply and Unify Content Infrastructure for lower TCO Install Base & Upsell • ECM for Portal Customers Extend the value of your WLP, WCI or Oracle portal investment with robust ECM • ECM for Applications Customers Deliver true ECM from within your Siebel, EBS or People. Soft application
Turbo. Grid/SOALogic/App Attack Leveraging our Base Large Web. Logic Server/ Web. Logic Server / Web. Logic Portal Web Applications Oracle Applications BPEL, OSB Web. Logic Integration Install i. AS or SOA and BPEL on Oracle Application Server SOA Suite Oracle Application Server Oracle Applications without SOA for WLS Sell SOA Total WL Mgt Web. Logic Sell Management Pack for Web. Logic Turbo. Charge Naked SOA Up-sell Web. Logic Suite / Coherence Up-sell Management Pack Plus for SOA/ Repository i. AS to WLS Migrate to Web. Logic Suite / Coherence App Attack Sell SOA
SOALogic, Turbo. Grid Products (list prices) SOA Suite Weblogic Suite • WLS-EE, i. AS-EE • BPEL PM Enterprise Repository • BAM • WL Ops Control • WL Real Time, JRockit Requires • Diagnostics Pack for OFM, Coherence EE $145 k / CPU • Web Services Manager • Oracle Service Bus • Coherence Grid $50 k / CPU • Business Rules BPM Suite • BPM Services Registry $46 k / CPU BPA Suite • CEP • B 2 B Coherence Suite $46 k / CPU $57. 5 k / CPU $45 k / CPU • Coherence EE AIA Foundation Requires Pack $115 k / CPU $10. 5 k / Named User EDA Suite $70 k / CPU • Oracle CEP • BPEL PM, BAM, B 2 B, Business Rules Weblogic Grid • JRockit Realtime • BPEL PM ODI Suite • WL Ops Control • BAM • Oracle Data Integrator EE • Diagnostics Pack for OFM, Coherence • Business Rules Oracle BPEL PM $23 k / CPU Oracle Service Bus $23 k / CPU $70 k / CPU • Oracle Data Quality & Profiling • BPEL PM • Hyperion DRM • Oracle Service Bus • Oracle Coherence
NATO FMW Playbook Business Opportunities
Business Opportunities Process Maturity Observations Marginal Stable / Typical Best Practice Transformative Effect of Implementing our recommendation Potential Quick Win Degree of “Full Business Value” Difficulty Opportunities High Why did we create this? Ø Ø Low High Business Impact of implementing our recommendation Standard Sales Play decks are technology focused. Add depth & business context to NATO SOALogic, Turbo. Grid, E 2. 0 plays Provide “lead-in” into the NATO Campaigns based on business pain We created something that targeted actual business problems and some unique opportunities that you can focus on that may or may not be apparent from the technical sales plays Ø Each business opportunity slide is intended to be a cheat sheet. We intend to grow this repository. Each cheat sheet contains Ø Ø Ø Specific observations (pain points) of the customer A set of potential recommendations to address these pain points Perceived benefits of implementing the recommendations How to find such opportunities Oracle Fusion Middleware components that comprise the solution
Business Opportunities Applications Customers NATO Campaign: App. Attack
Cap future application upgrade costs Reduce risk and complexity of ERP/CRM application upgrades Process Maturity Observations Marginal Stable / Typical Best Practice Transformative Potential Quick Win Degree of “Full Business Value” Difficulty Opportunities High Observations Ø Applications heavily customized to deliver specific organizational functions. Ø Customizations in applications, sometimes just to support external interfaces. Ø Locked-in into existing application versions and customizations due to huge cost of upgrade. Ø Tough to stay on existing version, due to high maintenance costs and no accessibility to newer desirable functionality. Recommendations Ø Re-implement vanilla application in its latest version by unwinding all old spaghetti integration. Ø Alternately implement any new application modules separately in the latest version, but keep them vanilla. Ø Externalize any required customizations in Oracle Fusion Middleware. Achieve better user experience by building any new rich UI using Oracle Fusion Middleware Ø Standardize the representation of business entities like Order, Customer, Employee throughout the organization. Medium High Expected Benefits Ø Future application upgrade/migration costs linked to external interfaces and customizations are capped. Ø Lower risk for support of the application. Ø Improved path to Fusion Applications. Ø Reap benefits of SOA: business agility, reuse of business functions & better visibility into business processes. How to find opportunities? (Apps Customers) Ø Any budgeted application upgrade/migration. Ø Any new application modules being considered for purchase by customers. Ø Executives complaining about prohibitive costs for app upgrades or customizations to support modern UI. Relevant OFM Components Oracle SOA suite, AIA Foundation Pack, Webcenter suite, Management Packs Customer Successes : ZEBRA Technologies Associated NATO Campaign: App Attack, GCM Code: NA_NATO Field SOA Logic_Rep. Gen_FY 10_Follow Up
Common high value business processes Business Process Name Business Process Function Typical Applications involved Order to Cash Take orders via different sales channels (like email, internet, sales personnel, fax, EDI), then fulfilling the order (shipping, logistics), invoice the customer, collect payment and receipt. ERP (EBS, JDE), CRM. B 2 B Design to Release Enable seamless synchronization of your enterprise product record across your supply chain and extended product network. Support enterprise processes that connect the Enterprise PLM Product Record in Oracle Agile Product Lifecycle Management with your ERP. Agile with an ERP application like e. Business Suite, SAP Lead to Order Consolidate your customer and product information, synchronize customer and product data in near real-time, detect and capture customer and product updates, deliver a true 360 degree view of your customers CRM and ERP (Siebel and e. Business Suite) Procure to Pay Individuals or orgs creating a requisition for goods, release of order to vendor for manufacturing, shipping, invoicing and payments that happen thereafter. ERP(EBS, JDE, Peoplesoft), B 2 B Forecast To Plan Collecting historical sales and shipments data, sales opportunity forecasts, and customer order forecasts and generating a statistical forecast. Release of production schedule to work areas and procurement Demantra, ERP, Inventory management Note: There are several other industry specific processes that you could focus on depending on your customer. There are several industry standard processes in the Communications, Utilities, Retail, Insurance, Health Sciences and other verticals
Common high value business processes Business Process Name Business Process Function Typical Applications involved Receive to distribute Capture, book orders, release for picking. Create deliveries, assign carriers automatically, freight and logistics follow. Glog(OTM), ERP(EBS, SAP, JDE), CRM Hire to Exit Recruiting, hiring of employees/contractors, provisioning accounts, training, compensation. The entire process a hire has to go through during their entire tenure with an organization. Peoplesoft HCM and other apps Campaign to Cash Process to measure market activity and developing plans for marketing and sales programs, campaigns and events which result in generating leads for telesales to cold call and run sales cycle which culminate with orders that are booked. CRM, ERP, Web/E 2. 0 Demand to Delivery This business process starts at sales & operations planning, demand planning which leads to procurement of materials and production planning; materials & Inbound logistics are monitored which helps with manufacturing of the product and its shipment and delivery CRM, Demantra, ERP (EBS, JDE, SAP), OTM Note: There are several other industry specific processes that you could focus on depending on your customer. There are several industry standard processes in the Communications, Utilities, Retail, Insurance, Health Sciences and other verticals
Automate high value business processes Order to Cash, Hire to Exit, Financials-Supply Chain Process Maturity Observations Marginal Stable / Typical Best Practice Transformative Potential Quick Win Degree of “Full Business Value” Difficulty Opportunities High Observations Ø Business processes require manual or paper based coordination Ø Process mistakes due to missed or inaccurate information Ø Difficult to track orders, products, or customer interactions Ø Slow or poor customer service Ø Unable to leverage customer or process data due to duplicate or incomplete information Ø Lack of visibility across processes Recommendations Ø Automate manual, error prone business processes Ø Implement a best practices architecture in line with Oracle’s application strategy Ø Avoid application specific customizations Ø Utilize the AIA Foundation Pack and SOA Suite to build all processes using well defined, common objects and services Ø Provide real time access to business data through BAM dashboards and alerts Medium Expected Benefits Ø Improved process efficiencies Ø Better customer service Ø Visibility into the business providing for process analysis and improvement Ø Fewer resources required to implement and maintain business processes Ø Protection from costly application upgrades How to find opportunities (Apps Customers) Ø Customers with multiple packaged applications (Oracle & non Oracle) Ø Customers going through mergers or acquisitions Ø Customers with manual processes around their applications Relevant OFM Components Oracle SOA suite, AIA Foundation Pack, Management Pack Customer Successes: Dell, Net. App Associated NATO Campaign: App Attack, GCM Code: NA_NATO Field SOA Logic_Rep. Gen_FY 10_Follow Up
Provide seamless access to diverse applications Provide rich UI with a common look and feel Process Maturity Observations Marginal Stable / Typical Best Practice Transformative Potential Quick Win Degree of “Full Business Value” Difficulty Opportunities Medium Observations Ø Customer Service Reps can not quickly answer customer’s questions Ø Order entry processes require access to multiple systems Ø User interfaces are difficult and cumbersome to use Ø Internal communication and collaboration difficult or limited Ø Application interfaces are heavily customized Recommendations Ø Align UI strategy with Oracle’s application strategy Ø Adopt Web. Center and ADF for Web application development and application interface customizations Ø Provide unified access to applications through Web. Center spaces Ø Provide a collaborative environment for employees with Web. Center spaces Ø Utilize SOA Suite to implement integrated business processes Medium Expected Benefits Ø Provides the same tech stack as Fusion apps and aligns customers when they are ready to upgrade Ø Mobile access to applications Ø Rich, end-user centric UI: more adoption & reduce costs Ø Customer Service Reps are more productive and able to provide better customer service Ø Provides a common look and feel for diverse applications How to find opportunities (Apps Customers) Ø CRM customers with diverse back end applications Ø Customers customizing applications or application interfaces Ø Customers growing their Web presence Relevant OFM Components Web. Center Suite, ADF, SOA Suite, IDM, Management Packs Customer Successes : Qualcomm Associated NATO Campaign: App Attack, GCM Code: NA_NATO Field SOA Logic_Rep. Gen_FY 10_Follow Up
Edge Applications and product function Edge App Demantra Product Function Demantra Demand Management solution lets you sense, plan for, and proactively respond to demand by sharing a one-number plan that aligns your organization across departments and users. Typical Integration ERP (EBS, JDE, ), CRM Integration for Supply Chain business processes Demantra Real-time Sales & Operations Planning gives planners and managers the information and planning tools they need to take command of day-to-day planning processes. Predictive Trade Planning provides a comprehensive sales and account planning environment that allows account managers to manage all routine sales forecasting and account planning activities from a single screen. OTM (GLog) Used for transportation planning and execution capabilities for shippers and third party logistics providers. It integrates and streamlines transportation planning, execution, freight payment, and business process automation on a single application across all modes of transportation, from full truckload to complex multileg air, ocean, and rail shipments. Oracle E-Business suite, Oracle Order Management, JD Edwards Enterprise One, Siebel CRM and Oracle Warehouse Management. Primavera Helps manage entire project portfolio lifecycle, portfolio management decisions, evaluate the risks and rewards associated with projects, determine whethere are sufficient resources with the right skills to accomplish the work ERP (EBS, JDE) into financials, projects etc Retek (Oracle Retail) Oracle Retail helps retailers manage in-store operations , corporate strategy, supply chain and logistics ERP (EBS, JDE) Financials , Order management etc. Communications BRM (Portal) Communication industry billing application. Typical integration is around usage and billing data. Financials, CRM, OSS Oracle Metasolv Communication industry Operation Support System (OSS) application. Platform to automate network service activation. Typical integration is with CRM and Order Management. ERP, CRM, BRM IBM Maximo Assets lifecycle and maintenance management. Typically found in the utilities, oil and gas, and transportation industries. ERP, HRM, Payroll, Financials, Projects
Integrate Edge Apps for proactive decision making Complete Information and reduction of costs Process Maturity Observations Potential Quick Win Degree of “Full Marginal Stable / Typical Best Practice Transformative Business Value” Difficulty Opportunities High Medium Observations Expected Benefits Ø The Edge applications which depend on critical information from core ERP applications or other edge applications are working off stale data, making their calculations/functions inaccurate Ø Incorrect information for the business & executives results in issues such as reduced forecast accuracy, higher safety stock in inventory, cost over runs for projects and ultimately higher operational costs Ø Edge Applications are not integrated with core ERP, and/or CRM apps. The integration if any is batch oriented Ø Ability to make quicker decisions based on complete Information Ø Increased Operational Efficiency Ø Reduced Administrative Costs – Integration eliminates the need for someone to manually enter important information into different systems Ø Reap all the benefits of SOA: business agility, reuse of business functions & better visibility into business processes. Recommendations Ø Automate manual aspects of the business process Ø Minimize risk by using industry business process templates from AIA Foundation Pack or evaluate PIPs if available Ø Keep applications vanilla Ø Establish a common object model and services using AIA foundation packs Ø Leverage real time activity monitoring How to find opportunities? (Apps Customers) Ø Customers who run (Demantra, Primavera, OTM etc). Ø Executives complaining about availability of complete data for proactive decision making. Relevant OFM Components SOA Suite, ODI, AIA Foundation Pack, Management Packs Customer Successes : Ross Stores Associated NATO Campaign: App Attack, GCM Code: NA_NATO Field SOA Logic_Rep. Gen_FY 10_Follow Up
Integrate with SAAS vendors Reduce risk and complexity Process Maturity Observations Marginal Stable / Typical Best Practice Transformative Potential Quick Win Degree of “Full Business Value” Difficulty Opportunities High Recommendations Ø Discuss Oracle On-demand solution and the business benefit Ø Discuss Amazon cloud computing model Ø Adopt SOA and a declarative approach to integration. Ø Discuss the value of rationalizing Enterprise Business Objects and Services with the AIA Foundation Pack. Ø Decouple vendor-specific APIs through AIA High Expected Benefits Observations Ø SAAS capabilities are not integrated with other systems. They require double data-entry or juggling between browser windows. Ø Customer is adopting SAAS and looking at quickly integrating business processes and self-hosted applications. Ø Customer has multiple systems or partners providing similar capability for different lines of business, looking at standardizing processes Medium Ø Ø Ø Reduced time to deployment Configure vs. Code the Integration points Simplified development and maintenance Reduced TCO Increased IT/Business Visibility How to find opportunities? (Apps Customers) Ø Customers having strong time pressure to adopt new capabilities Ø Oracle On. Demand Customers Ø Netsuite, Salesforce. com, AWS Customers Relevant OFM Components Oracle FMW Stack, AIA FP Customer Successes : Netsuite, Intuit Associated NATO Campaign: App Attack, GCM Code: NA_NATO Field SOA Logic_Rep. Gen_FY 10_Follow Up
Business Opportunities NATO Campaign: SOA Logic
Manage growing and changing partner networks Retail, Semi Conductor, Manufacturing, Healthcare Process Maturity Observations Marginal Stable / Typical Best Practice Transformative Potential Quick Win Degree of “Full Business Value” Difficulty Opportunities High Observations Ø Customers have a large network of partners that is rapidly growing or changing Ø Difficultly making changes or to onboard new partners Ø Partner Integrations are difficult and time consuming Ø Lost partnership opportunities Ø Poor customer service Ø Lack of visibility into partner interactions Recommendations Ø Use Oracle B 2 B to centrally define, configure, manage, and monitor trading partner networks Ø Utilize EDIFECS Document Editor to process various document types using standards such as EDI, Rosetta. Net, eb. XML, and Healthcare Ø Implement Oracle SOA Suite to provide standards-based interfaces Ø Develop business processes with Oracle SOA Suite Medium Expected Benefits Ø Ø Ø Ability to adapt quickly to changing partner’s needs Quickly onboard new partners Improved partner and customer relationships Simplified infrastructure, development/management ease End to end view of partner communications and processes How to find opportunities (Apps Customers) Ø Customers with a large partner network (suppliers, distributers, etc. ) Ø Customers with a growing or changing partner landscape Ø Customer requiring communications using industry standards (i. e. HIPPA/HL 7, Rosettanet) Relevant OFM Components SOA 11 g, 11 g B 2 B, EM Management Pack Customer Successes : Google, SPS Commerce Associated NATO Campaign: SOA Logic (SOA for WLS or SOA for services infrastructure in general) GCM Code: NA_NATO Field SOA Logic_Rep. Gen_FY 10_Follow Up
Automate File based workflow & process orders Transform, expedite archaic order processing Process Maturity Observations Marginal Stable / Typical Best Practice Transformative Potential Quick Win Degree of “Full Business Value” Difficulty Opportunities Low-Medium Observations Low High Expected Benefits Ø Receipt of orders through files/batch interface due to legacy applications Ø Workflows manually orchestrated, intervention necessary for incomplete orders and status lookup Ø Poor customer service because of lack of end to end visibility into order processing Ø Limited scalability in handling orders because of fixed number of analysts/personnel processing orders Ø Poor lead time in adding new channels for order processing or on-boarding new customers (adding brand new interface) Ø True automation: Start orders processing as soon they arrive, involve human personnel only when manual intervention is required Ø Complete end-end visibility for business & operations personnel for all orders transactions Ø Reuse existing order fulfillment functions and create brand new channels for accepting new orders Ø Streamline file based workflow and satisfy SLAs Recommendations Ø Any prospect receiving batch based orders from their customers/partners (not necessarily EDI) Ø Any file based workflow automation initiative Ø Mainframe or other COTS application (including Oracle Apps) users doing file based integration Ø Rationalize the file interfaces and the human touch points between various processing steps Ø Automate file based workflow to involve a human touch only during exception conditions to be delivered as a task list Ø Provide dashboard based visibility for the business and tools to track each single order for operations personnel Ø Reuse existing order fulfillment functions How to find opportunities (possible green field) Relevant OFM Components Oracle SOA suite, Management Packs, Customer Successes : Charles Schwab, Beckman Coulter Associated NATO Campaign: SOA Logic (SOA for WLS or SOA for services infrastructure in general) GCM Code: NA_NATO Field SOA Logic_Rep. Gen_FY 10_Follow Up
Operational Dashboards: real time visibility Real time information to make business decisions & take corrective actions Process Maturity Observations Marginal Stable / Typical Best Practice Transformative Potential Quick Win Degree of “Full Business Value” Difficulty Opportunities Low-Medium Observations Ø Lack of dashboards illustrating the state of the business Ø Business is re-active vs. pro-active. Issues are detected when it is too late as they are based on information with latency Ø Poor visibility into complex business processes Ø Inability to correlate events and hence display real time statistics of business activities such as state of an order, shipment delays, SLA/SLO violations Ø Decisions being made are based on stale information Ø Siloed, complex, expensive system monitoring infrastructure to keep track of KPIs and SLAs Recommendations Ø Correlate event streams into an open browser based dashboard to display KPIs, SLAs in real-time Ø Build interactive, real-time dashboards and proactive alerts for monitoring business processes and services. Customer Successes : Net. App, Ross Stores Low Expected Benefits Ø Streamline operations by gaining real-time visibility into critical business processes through push-based dashboards and alerts Ø Enhance productivity by providing the ability to create, customize dashboards, alerts and reports by a nontechnical business user Ø Ensure awareness of SLA and KPI performance Ø Eliminate system monitoring silos while obtaining true end to end business to system process monitoring How to find opportunities (possible green field) Ø Requirements for an operations consoles Ø Executive dashboard requirements and display of KPIs Ø Requirements for non-technical business personnel to create dashboards Relevant OFM Components Oracle BAM, Oracle Business Rules (components of Oracle SOA suite) Associated NATO Campaign: SOA Logic (SOA for WLS or SOA for services infrastructure in general) GCM Code: NA_NATO Field SOA Logic_Rep. Gen_FY 10_Follow Up High
Mature the SOA Platform & Processes Customer has adopted SOA; now move to the next stage of maturity Process Maturity Observations Marginal Stable / Typical Best Practice Transformative Potential Quick Win Degree of “Full Business Value” Difficulty Opportunities Medium Observations Ø Lack visibility over the SOA infrastructure (management & monitoring). Tough to pin-point the root cause in a complex SOA environment during an outage Ø Developers don’t re-use services, and tend to create “pointto-point SOA” Ø New changes sometimes break production processes Ø Hard to find what services are used and who is using them Recommendations Ø Adopt a SOA Methodology based on best practices Ø Standardize the representation of business objects and their associated services throughout the organization. Ø Manage the complete development lifecycle by leveraging an enterprise repository for SOA artifacts and policies Ø Govern SOA by centrally managing policies Ø Pro-actively monitor the run-time and prevent issues instead of getting alerts when it is too late. Low High Expected Benefits Ø Ø Ø Accelerate SOA projects, simplify impact analysis Reduce development and maintenance costs with re-use Improve efficiency of the developers and architects Catch issues before they happen in production Faster troubleshooting through increased visibility over the entire IT eco-system How to find opportunities? (SOA Customers) Ø Existing BPEL, SOA Suite, BEA Aqua. Logic customers Ø Customers who have adopted SOA but lack experience & are searching for best practices. Ø Customers growing the use of SOA technologies Ø Customers complaining about the lack of visibility into integration processes, composite applications, outages. Relevant OFM Components AIA Foundation Pack, Enterprise Repository/Service Registry, SOA Management Pack Customer Successes: Qualcomm, Ross Stores, SAIC Associated NATO Campaign: SOA Logic (Naked SOA), GCM Code: NA_NATO Field SOA Logic_Rep. Gen_FY 10_Follow Up
Visibility into composite apps and business transactions Management for SOA/WLS Process Maturity Observations Marginal Stable / Typical Best Practice Transformative Potential Business Value High Observations Ø Lack of a centralized, consistent management solution for all systems & platforms Ø Inability to trace end- to end transactions from Portal- SOAback end databases to identify bottlenecks and error to proactively resolve them. Ø Inability to track, maintain, and correlate hardware/software changes to incidents. Ø Lack of operational visibility into business processes SLA’s Ø Inability to manage a distributed SOA environment and composite apps Ø Auditing and Compliance issues Recommendations Ø Implement a common operational monitoring platform using Oracle Enterprise manager grid control. Ø Utilize Oracle SOA management Pack Plus to Composite application management Ø Use management pack for weblogic Server & management pack for coherence to monitor the underlying infrastructure for changes and performance bottlenecks. Degree of “Full Value” Difficulty Quick Win Opportunities Medium High Expected Benefits Ø Integrated management across hardware and software components Ø Automated monitoring & reporting on actual vs. expected Service Levels Ø Proactive monitoring and resolution of bottlenecks and errors for composite applications. Ø Proactive alerts and notifications of issues and bottlenecks How to find opportunities? Ø Customers who own SOA Suite Ø Customers who are evaluating Oracle SOA Suite or AIA FP Relevant OFM Components Oracle Management Pack Plus, Management Pack for Weblogic Server, management Pack for Coherence Customer Successes : SAIC Associated NATO Campaign: SOA Logic (Naked SOA), Turbo Grid (Total Web. Logic Management) GCM Code: NA_NATO Field SOA Logic_Rep. Gen_FY 10_Follow Up
Business Opportunities NATO Campaign: E 2. 0/Portal
Content Enabling Business Applications Increasing the Agility of Applications Business Process Maturity Observations Marginal Stable / Typical Best Practice Transformative Potential Quick Win Degree of “Full Business Value” Difficulty Opportunities High Medium High Observations Expected Benefits Ø Content is stored in unmanaged storage silos outside of the context of the applications from which they are needed. Ø High printing, mailing, and storage costs of content Ø Cannot react quickly to customer, partner and vendor inquiries resulting in potential missed opportunities, increased costs, and upset 3 rd parties Ø Manual business processes are prone to error, risk and thus a waste of valuable time. Ø Reduce document storage and shipping costs by eliminating paper from high transaction processes Ø Streamline operations and improve end user experience Ø Ease collaboration within & beyond the enterprise: using library services, web publishing & workflow Ø Increase process visibility with real-time dashboard views Recommendations Ø Centralize enterprise content and standardize on one system for managing and maintaining it Ø Classify the content types and policies need for content Ø electronically capturing high volume of incoming paper documents, improve and increase efficiency in the review and approval processes with audit trails. Ø Leverage the Oracle Content Management solution for automation How to find opportunities? (Apps Customers) Ø Any customer using Siebel, EBS, People. Soft and/or JD Edwards and have scanning, discovery, versioning and or workflow needs. Ø See detailed cheat sheet for more detail. Relevant OFM Components ECM Suite or UCM Standalone, Application Adapters for ECM Customer Successes : Fidelity Investments, Embry Riddle Associated NATO Campaign: SOA/E 20 GCM Code: NA_OD_NATO DELTA_Content. Mgmt_ECM_Simplify. Your. Apps_Rep. Gen_10 Q 2_CT
Next generation portals/websites, and intranets Faster Time to Development and Improved Web Presence Process Maturity Observations Marginal Stable / Typical Best Practice Transformative Potential Quick Win Degree of “Full Business Value” Difficulty Opportunities High Observations Ø Inconsistent brand management Ø Business users relying on IT to make changes impacting productivity and accuracy Ø High costs to maintain the existing Web site infrastructure and development Ø Disparate tools and methods to manage Web sites Ø Ineffective customer Web experiences limit customer satisfaction and revenue growth Recommendations Ø Leverage Leading portal framework for custom Intranet, Extranet, and Internet solutions Ø Leverage Leading WCM solution for multisite management Ø Enable In-context editing and approvals for improved time to market and marketing to own content and Web presence Ø Streamline the content delivery process by leveraging unified content repository and multiple delivery channels. Low Medium Expected Benefits Ø High developer productivity (using a visual, declarative model for creating applications) fast time to market. Ø Build common framework to leverage across customer network to improve customer experience Ø Track usage & effectiveness with integrated site analytics Ø Reduce costs in hardware, maintenance, development How to find opportunities? Ø Portal install base customers for ALUI, WLP, Oracle Portal Ø Customer with budgeted projects for Internet/Extranet/Intranet site refresh Ø ECM install base customers looking to leverage current investments Relevant OFM Components Oracle Web. Center Suite, Oracle ECM Customer Successes : Alcatel Lucent, Vodafone Associated NATO Campaign: Portal Power Plays GCM Code: NA_NATO Field Portal Power_Rep. Gen_FY 10_Follow Up
Dynamic team sites integrated with applications Collaboration platform for customer, knowledge worker & partner Process Maturity Observations Marginal Stable / Typical Best Practice Transformative Potential Quick Win Degree of “Full Business Value” Difficulty Opportunities High Recommendations Ø Provide single collaboration platform for customer, knowledge worker and partner Ø Rich Web 2. 0 services from within a portal framework for communication, collaboration, and content management Ø Track usage and effectiveness through integrated site analytics Medium Expected Benefits Observations Ø Redundant generation of knowledge repositories Ø Massive email overuse, creating productivity, storage and governance issues Ø Limited visibility to projects, key activities and domain experts Ø Employee turnover threatens loss of key organizational knowledge Ø Limited engagement with customers in collaborative innovation, limiting potential growth Low Ø Reduce redundant development of knowledge Ø Connect business users to key knowledge experts and repositories Ø Reduce use of e-mail to transfer/manage content by 75% Ø Apply “wisdom of crowds” to access full breadth of organizational knowledge Ø Allow business users to access to share experiences and collaborative documents How to find opportunities? Ø Oracle Applications customers to expand collaboration. Ø Share. Point customers and portal install base Ø ECM install base customers looking to leverage current investments Relevant OFM Components Oracle Web. Center Suite, Oracle ECM Customer Successes : University of Laval, Wind River Associated NATO Campaign: Portal Power Plays GCM Code: NA_NATO Field Portal Power_Rep. Gen_FY 10_Follow Up
Business Opportunities NATO Campaign: Turbo Grid
Rationalize/Optimize App Server Infrastructure Reduce complexity/cost of running multiple application servers Process Maturity Observations Marginal Stable / Typical Best Practice Transformative Potential Quick Win Degree of “Full Business Value” Difficulty Opportunities High Observations Ø Application server sprawl, including multiple vendors, dedicated hardware and OS platforms Ø Spinning up infrastructure for applications takes weeks or months which is unacceptable for business Ø High and un-scalable maintenance costs because of Ø Plethora of operations/management tools Ø Training of operations personnel Ø Increased power demands on the data center Ø Increasing support/license costs from multiple vendors Recommendations Ø Consolidate application server infrastructure to Web. Logic Suite Ø Create Grid infrastructure using Platform as a Service concepts and look to creation of an enterprise cloud for java applications to reduce Ø Deploy effective management tools (Grid Control) to get a good handle on your environment Ø Consider an unlimited license for Web. Logic server Medium Low Expected Benefits Ø Reduced operational costs by at least 30% through standardization on WLS: Best in class for high availability, scalability, operations and monitoring Ø Greater Agility and the ability to get applications online in hours not months with an enterprise cloud shared service Ø Run on the strategic Oracle Fusion Middleware platform for Oracle applications, path to Fusion Apps & SOA. How to find opportunities? Ø Existing Oracle Application server and Web. Logic Server customers who have more than 20 deployed applications Ø Customers proactively seeking reduced support costs for their application server install base from multiple vendors Ø Customers seeking resolution with reduced data center capacity and limited power Ø Customers interested in leveraging public/private clouds Customer Successes : Hewlett Packard (HP), Credit Suisse, Cengage Learning, Northern Trust, Nuon Energy Relevant OFM Components Oracle VM, Web. Logic Suite, EM Grid control Associated NATO Campaign: Turbo Grid (i. AS to WL Suite, Total Web. Logic Management) GCM Code: NA_NATO Field SOA Logic_Rep. Gen_FY 10_Follow Up
Manage throughput for ever increasing transaction capacity requirements Without spending a bundle on infrastructure Process Maturity Observations Marginal Stable / Typical Best Practice Transformative Potential Quick Win Degree of “Full Business Value” Difficulty Opportunities High Observations Ø Limited by the number of orders, transactions, requests the existing infrastructure can handle Ø There is a cap on the capacity of the back office applications that support transaction my I can handle Ø No real time feedback on orders being placed because of its asynchronous nature Ø Frequent downtimes, maintenance windows preventing high availability and potential loss of revenue Recommendations Ø Establish a fast data grid to insulate the acceptance of orders from processing of orders Ø Expand the capacity of existing mission critical apps/mainframes by bring the locked-in information closer to the web based consuming application Ø Dynamically manage capacity during peak hours/slow periods by adding /removing infrastructure components Medium Expected Benefits Ø Confidently convey to the business the ability to scale linearly for capacity requirements Ø Launch new channels for accepting orders: extending the revenue stream Ø Limit the load on the bottleneck: older mainframe systems, other applications with limited capacity Ø High availability of infrastructure (possibly 99. 999%) How to find opportunities Ø Customers with large internet presence for accepting orders Ø Customers worried about scalability & latency of their app, mainframe infrastructure for handling transactions Ø Customers launching new initiatives to establish new revenue streams using existing order fulfillment functions Relevant OFM Components Oracle Coherence Grid, Management Pack for Oracle Coherence Customer Successes : GEICO, Hotwire Associated NATO Campaign: Turbo Grid (Turbo Charge your Environment) GCM Code: NA_NATO Field SOA Logic_Rep. Gen_FY 10_Follow Up
Modernize Oracle Forms/Reports Applications Enable Enhanced Modern Rich Internet User Experience Process Maturity Observations Marginal Stable / Typical Best Practice Transformative Potential Quick Win Degree of “Full Business Value” Difficulty Opportunities High Observations Ø Poor User Experience with legacy Forms/Reports (“Boring” applications) Ø Thick clients with associated installation challenges Ø Skill-set issue: Forms/Reports skill-set is getting old and being considered a specialized skill Ø Client Server architecture: scalability issues with inability to virtualize access to information High Expected Benefits Ø Exciting applications for the end users (with web 2. 0, mash-ups and AJAX based) Ø High developer productivity (using a visual, declarative model for creating applications) fast time to market. Ø Mobile access to applications with ADF mobile. Ø High scalability Ø Reusable components for exposing business data Recommendations Ø Perform a 1 -day ADF workshop to compare developer productivity as well as end user experience forms/reports Ø Standardize on Web. Logic Server 11 g with ADF for creating Rich Enterprise Applications (http: //rea. oracle. com/) Ø Any new requirements forms/reports or modifications to existing ones, to be fulfilled by ADF/BI Publisher Ø Move towards a services oriented architecture for better reuse, agility and loose coupling from information stores Low How to find opportunities? Ø Any Oracle Forms/Reports or i. AS customers seeking Ø New development of forms or newer development methodology Ø Modern User Experience Ø Scale for internet deployment Relevant OFM Components Oracle Web. Logic Suite, ADF, Web. Center Suite, BI Publisher Customer Successes : Med. Net International Associated NATO Campaign: Turbo Grid (i. AS to WL Suite) GCM Code: NA_NATO Field SOA Logic_Rep. Gen_FY 10_Follow Up
Improve End-User Experience/Business Continuity Increase site performance and availability Process Maturity Observations Marginal Stable / Typical Best Practice Transformative Potential Quick Win Degree of “Full Business Value” Difficulty Opportunities High Recommendations Ø Ø Leverage Weblogic Clustering capability Leverage Weblogic Side by Side deployments Leverage Active Cache for shared sessions between WLS Leverage the Coherence Datagrid for scalable and highly available data access across platforms (Java, . net, C++) Medium Expected Benefits Observations Ø Site visitors loose their session data when a server fails Ø Information like shopping cart is lost when navigating between different sites operated by the same company. Ø Customer is affected by downtime (close of accounting period, 24 x 7 revenue generating web site or capability) Low Ø Improved end user experience through fast performance Ø Improved business continuity and customer experience through higher uptime levels Ø Consistent experience across sites or brands due to shared sessions (e. g. shopping cart) Ø ROI within 14 months, 300% ROI after 3 years Ø Increased performance, capacity & scalability How to find opportunities? (Apps Customers) Ø Existing Web. Logic Portal customers Ø Existing Web. Logic Server customers Ø Customers running multiple application servers to host different brands Ø Customers selling online Relevant OFM Components Coherence Suite, Web. Logic Suite, Enterprise Manager Customer Successes : GAP, GEICO Associated NATO Campaign: Turbo Grid (Turbo Charge your Environment) GCM Code: NA_NATO Field SOA Logic_Rep. Gen_FY 10_Follow Up
Increase Efficiency and Performance of Web Apps Scale throughput of Web Apps On Demand Process Maturity Observations Marginal Stable / Typical Best Practice Transformative Potential Business Value High Observations Ø High volume and high growth customer traffic Ø Java/Web Application response time are slow which effect customer satisfaction Ø Throughput reduced due to bottleneck of backend systems Ø Root cause analysis of problems are time consuming Ø Ramping infrastructure to demand requires many changes and causes downtime of service which leads to loss of revenue Recommendations Ø Implement Coherence for reliable in-Memory Data Grid Ø Proactively fetch most frequently requested information from Data Grid. Ø Maintain information in Data Grid beyond user session such as query result sets, java objects which result in increased performance Ø Deploy effective management tools (EM management packs for coherence, weblogic server etc) to get a good handle on your environment Degree of “Full Value” Difficulty Quick Win Opportunities Medium High Expected Benefits Ø Allows data to be managed in-memory for consistent high performance reducing back end bottlenecks and downtimes Ø Improved end-user experience through session preservation and increased performance Ø Handle more concurrent users with less application servers / hardware Ø Better performance and greater stability Ø Proactive monitoring and root cause analysis of problems and issues How to find opportunities? Ø Customers who run mission critical web applications and are facing performance issues. Ø Customers who are using Weblogic portal Ø Customers who run weblogic server. Relevant OFM Components Oracle weblogic suite, Oracle Coherence Suite , Management Packs Customer Successes : Barclays Global Investments (BGI) Associated NATO Campaign: Turbo Grid (Turbo Charge your Environment) GCM Code: NA_NATO Field SOA Logic_Rep. Gen_FY 10_Follow Up
Reducing TCO of custom applications while advancing SOA/Java maturity Process Maturity Observations Marginal Stable / Typical Best Practice Transformative Potential Quick Win Degree of “Full Business Value” Difficulty Opportunities High Observations Ø High operational costs around automation, diagnostics, SLA enforcement for custom applications Ø Lack of end to end visibility of business transactions across your SOA application Ø The need for an enterprise wide federated Service Bus Ø Java/Web Application response time are slow which effect customer satisfaction Ø Poor service levels – HA, scalability and performance Ø Increasing throughput requirements and low confidence in whether current infrastructure will satisfy them Recommendations Ø Consolidate application server infrastructure to Web. Logic Suite Ø Upgrade to SOA Suite 11 g running on Web. Logic Suite 11 g Ø Consider an unlimited license for Web. Logic Server/Suite Medium High Expected Benefits Ø Reduce development, deployment, change management costs Ø Faster business issue resolution with end-end visibility into business transactions Ø Handle more concurrent users with less application servers / hardware Ø Complete unified Platform for Services, Events and Processes (SOA) Ø Complete Enterprise Java platform (Java) with superior diagnostics, management and operations How to find opportunities? Ø Existing i. AS customers running java apps Ø Customers running SOA suite 10 g, BPEL 10 g on i. AS Relevant OFM Components Web. Logic Suite 11 g, SOA Suite 11 g Customer Successes : Wesco, US Steel, Vanderbilt University, Herbal Life Associated NATO Campaign: Turbo Grid, GCM Code: NA_NATO Field SOA Logic_Rep. Gen_FY 10_Follow Up
Business Opportunities (Other…)
Reduce MIPS on the mainframe, curtail escalating costs Mainframe modernization Process Maturity Observations Marginal Stable / Typical Best Practice Transformative Potential Quick Win Degree of “Full Business Value” Difficulty Opportunities High Observations Ø Large mainframe environment with escalating costs of MIPS and support costs to IBM, CA, Software AG etc Ø Customers complaining about mainframe skills eroding with workforce retirement Ø Increasing costs and huge business risks Ø Product sunsets on the mainframe Ø Technical challenges Ø Information isolation on the mainframe & duplication Ø Poor end user experience with green screens Ø Large inflexible file and batch based interfaces Recommendations Ø Depending on the scenario, one could recommend Ø Replace with COTS applications Ø SOA based integration for agility Ø Re-architect legacy applications Ø Offload MIPS by caching mainframe data sources in a distributed platform Ø Re-host application by migrating to a distributed platform and relational databases Associated NATO Campaign: Other, GCM Code: High Low Expected Benefits Ø Increase business agility & capability of business applications Ø Preserve their investment while reducing business risk Ø Improved compliance Ø Increase ROI while reducing TCO How to find opportunities (Mainframe customers) Ø Any mainframe environment with increasing MIPS Ø Any customers looking to sunset mainframes because of support for apps and retiring skill sets Ø Customers looking to expand application usage on the mainframe while keeping costs in check Ø Customers facing compliance issues with mainframes Relevant OFM Components Oracle Tuxedo, Oracle SOA suite, Coherence, Oracle Apps Customer Successes : Bank of America
Real time Actionable Business Intelligence & Situational Awareness Several mission critical business scenarios in an Event Driven World Process Maturity Observations Marginal Stable / Typical Best Practice Transformative Potential Quick Win Degree of “Full Business Value” Difficulty Opportunities High Low High Observations Expected Benefits Ø Lack of real-time visibility into its business & events affecting the business Ø Technical challenges Ø All detected events are not in a single system that can then be queried Ø Business needs detection of extremely complex pattern of events or missing events instantaneously Ø Examples: real time outage detection, intrusion/fraud detection, make smart logistical decisions, provide location specific data: all that need temporal elements for queries Ø Affect the bottom line by co-relating events to detect opportunities or threats to the business in real time Ø Address real critical business requirements for situational awareness with a database friendly approach Ø Prevent information glut, by filtering out all but the most important information from multiple sources Ø Huge savings in infrastructure costs (storage & processing) Recommendations Ø Employ a Real time continuous query engine that can work on multiple streams of information Ø Use a standards based declarative approach for creating such queries, an approach that any standard DB developer would understand Ø Address row-pattern matching requirements that are considered difficult to solve by a traditional database Ø Avoid expensive coding heavy approaches Customer Successes : Trade. Web Associated NATO Campaign: Other, GCM Code: How to find opportunities (Database customers) Ø Any Oracle DB customer needing complex temporal queries Ø Any customer in the financial industry, insurance claims, utilities, logistics, high volume manufacturing Ø Any customer who has deployed RFID, GPS, GIS or other sensors that continuously send information Relevant OFM Components Oracle EDA suite (subset of Oracle SOA suite)
NATO FMW Playbook People/Organizations
Resources Team Assistance Contact Engagement TSG – Technical Solutions Group POCs, Benchmarks, some post sales work Troy Hewitt SOA/BPM Pillar SC -> SCM>TSG India Solutions Specialist Remote Assistance – POCs, Prototypes, Demos, RFPs , Workshops – via webcast Local coverage in India Arnie Dasgupta SOA/BPM Pillar SC -> SCM>India Insight Team Determine technology solutions. Obtain deeper understanding of customers business pains to expand sales opportunity. SCM Sales Consulting Management and/or Sales Management to approve Insight. RFP Proposal Team RFP Management http: //proposalcenter. oraclecor p. com SC->SCM “A” Team POCs, Assesments, Post Sales Tech Support, Performance Testing Robert Patrick & Peter Farkas SOA/BPM Pillar SC -> SCM -> A T Team Business Value Services Team This team can help in ROI and business plan assistance for customer engagement. They share a repository of business case deliverables, and key value-based tools and materials John Foster http: //tinyurl. com/m 6 yyhb SC / Sales Rep Enterprise Solutions Group (ESG) Provide strategic sales programs, deal collateral, field enablement and subject matter expert services. Michael Cincinatus Sales/SC Management http: //tinyurl. com/qqfg 46 Richard Smith (E 2. 0)
Resources Cont…. Team Assistance Contact Engagement Apps/Tech The provide support in deals involving Integration with packaged applications. They are part of the Tech SC organization Jack Kingsley SOA SC/SCM ->Jack Kingsley Biz Development Assistance with E 2. 0 Portal and ECM campaigns Robert Crossman E 2. 0 SC, Sales Rep -> Robert Crossman Biz Development Assistance with SOALogic, App Attack, Turbo. Grid campaigns Eric Wessbecker SOA SC, Sales Rep->Eric Wessbecker Applied Technology Part of the Apps SC org they augment SOA pillar SC in deals involving both APPS and Tech sales Contact Apps Sales Rep to engage with AT Sales Rep/SC -> Apps Sales Rep Pillar Partners These partners were chosen by the 11 National Sales AVPs as our go to SOA & E 2. 0 resellers and implementers View the nominated partners, Contact the channel manager or Tara Palmieri Sales Rep/SC -> Channel Manager -> Partner
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