Download - NATO Fusion Middleware Playbook

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NATO Fusion Middleware Playbook

NATO FMW Playbook

People/Organizations Technology

Business Opportunities Systems & Tools

Technology

NATO FMW Playbook

E2.0, SOALogic, TurboGrid, App Attack

Multiple Campaigns That:• Target our current customer base

• Upgrade to WebCenter Suite and Unify Content Infrastructure• Up sell SOA to WebLogic Customers• Up sell WebLogic Suite to WebLogic 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?

TurboGrid Plays

iAS to WL Suite• Target iAS • Up-sell to WL Suite• Improve performance, scalability and stability of their mission critical

applications

Total WebLogic Management• Convert to EE and Suite, Up sell Management Pack for WebLogic• Less then 7% attach rate

Turbo Charge your Environment• Target WebLogic Ex, SE, EE and premium, Portal install base • Sell WebLogic Suite, possible upgrade to Coherence Grid edition • Customers looking to improve performance, scalability and stability

of their mission critical applications

Next Generation Portals

• WebCenter for Next Generation PortalsBuild intranets, extranets and public sites on the powerful WebCenter 11g platform

• WebCenter Spaces for Collaborative Team SitesDrive employee productivity and customer connections with WebCenter Spaces 11g

E2.0 Portal Plays

Attach & Upsell

• Portal ConsolidationLower TCO and simplify web user experiences through website consolidation

• Migrate WCI and WLP to WebCenter SuiteFully leverage the Oracle platform and application integration

• Business Process Portals via SOA and AppsImprove cycle time and provide a single user experience with process portal apps

ECM Infrastructure

• Unified Content InfrastructureSimply and Unify Content Infrastructure for lower TCO

E2.0 ECM Plays

Install Base & Upsell

• ECM for Portal CustomersExtend the value of your WLP, WCI or Oracle portal investment with robust ECM

• ECM for Applications CustomersDeliver true ECM from within your Siebel, EBS or PeopleSoft application

TurboGrid/SOALogic/App Attack Leveraging our Base Sell SOA

Up-sell WebLogic Suite /Coherence

WebLogic

WebLogic Server / WebLogic Portal Web Applications

Large WebLogic Server/

Sell SOAOracle Applications without SOA

Oracle Applications

Migrate to WebLogic Suite / CoherenceiAS or SOA and BPEL on

Oracle Application Server

Oracle Application Server

Up-sell Management PackPlus for SOA/ Repository

Total WL MgtTotal WL Mgt

BPEL, OSB WebLogic Integration Install

SOA Suite

App AttackApp Attack

iAS to WLSiAS to WLS

Naked SOANaked SOA

SOA for WLSSOA for WLS

TurboChargeTurboCharge

Sell Management Pack forWebLogic

SOALogic, TurboGrid Products (list prices)

• Oracle Data Integrator EE

• Oracle Data Quality & Profiling

• BPEL PM

• Hyperion DRM

• Oracle Service Bus

• Oracle Coherence

$70k / CPUODI Suite

• BPEL PM

• BAM

• Web Services Manager

• Oracle Service Bus

• CEP

• Business Rules

• B2B

$57.5k / CPUSOA Suite

• BPM

• BPEL PM

• BAM

• Business Rules

$115k / CPU

BPM Suite

Weblogic Grid

Requires

$45k / CPUWeblogic Suite

• WLS-EE, iAS-EE

• WL Ops Control

• WL Real Time, JRockit

• Coherence EE

• Diagnostics Pack for OFM, Coherence EE

Coherence Suite• Coherence Grid

• JRockit Realtime

• WL Ops Control

• Diagnostics Pack for OFM, Coherence

$50k / CPU

Oracle BPEL PM$23k / CPU

Oracle Service Bus$23k / CPU

AIA FoundationPack

$46k / CPU

$145k / CPUEnterprise Repository

Services Registry$46k / CPU

$10.5k / Named UserBPA Suite

• Oracle CEP

• BPEL PM, BAM, B2B, Business Rules

$70k / CPUEDA Suite

Requires

Business Opportunities

NATO FMW Playbook


Why did we create this? Standard Sales Play decks are technology focused. Add depth & business context to NATO SOALogic, TurboGrid, E2.0 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

Each business opportunity slide is intended to be a cheat sheet. We intend to grow this repository. Each cheat sheet contains

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

Why did we create this? Standard Sales Play decks are technology focused. Add depth & business context to NATO SOALogic, TurboGrid, E2.0 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

Each business opportunity slide is intended to be a cheat sheet. We intend to grow this repository. Each cheat sheet contains

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

Potential Business Value

Degree of “Full Value” Difficulty

Quick Win Opportunities

High Low High

Marginal Stable / Typical Best Practice Transformative

Process Maturity Observations

Effect of Implementing our recommendation

Business Impact of implementing our recommendation


Applications Customers

NATO Campaign: AppAttack

Cap future application upgrade costsReduce risk and complexity of ERP/CRM application upgrades

Expected Benefits Future application upgrade/migration costs linked to

external interfaces and customizations are capped. Lower risk for support of the application. Improved path to Fusion Applications. Reap benefits of SOA: business agility, reuse of business

functions & better visibility into business processes.

Expected Benefits Future application upgrade/migration costs linked to

external interfaces and customizations are capped. Lower risk for support of the application. Improved path to Fusion Applications. Reap benefits of SOA: business agility, reuse of business

functions & better visibility into business processes.

Observations Applications heavily customized to deliver specific

organizational functions. Customizations in applications, sometimes just to support

external interfaces. Locked-in into existing application versions and

customizations due to huge cost of upgrade. Tough to stay on existing version, due to high maintenance

costs and no accessibility to newer desirable functionality.

Observations Applications heavily customized to deliver specific

organizational functions. Customizations in applications, sometimes just to support

external interfaces. Locked-in into existing application versions and

customizations due to huge cost of upgrade. Tough to stay on existing version, due to high maintenance

costs and no accessibility to newer desirable functionality.

Recommendations Re-implement vanilla application in its latest version by

unwinding all old spaghetti integration. Alternately implement any new application modules

separately in the latest version, but keep them vanilla. Externalize any required customizations in Oracle Fusion

Middleware. Achieve better user experience by building any new rich UI using Oracle Fusion Middleware

Standardize the representation of business entities like Order, Customer, Employee throughout the organization.

Recommendations Re-implement vanilla application in its latest version by

unwinding all old spaghetti integration. Alternately implement any new application modules

separately in the latest version, but keep them vanilla. Externalize any required customizations in Oracle Fusion

Middleware. Achieve better user experience by building any new rich UI using Oracle Fusion Middleware

Standardize the representation of business entities like Order, Customer, Employee throughout the organization.


Degree of “Full Value” DifficultyMarginal Stable / Typical Best Practice Transformative



High Medium High

How to find opportunities? (Apps Customers) Any budgeted application upgrade/migration. Any new application modules being considered for

purchase by customers. Executives complaining about prohibitive costs for app

upgrades or customizations to support modern UI.

How to find opportunities? (Apps Customers) Any budgeted application upgrade/migration. Any new application modules being considered for

purchase by customers. Executives complaining about prohibitive costs for app

upgrades or customizations to support modern UI.

Relevant OFM ComponentsOracle SOA suite, AIA Foundation Pack, Webcenter suite,

Management Packs

Relevant OFM ComponentsOracle SOA suite, AIA Foundation Pack, Webcenter suite,

Management Packs

Associated NATO Campaign: App Attack, GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up

Customer Successes : ZEBRA TechnologiesCustomer Successes : ZEBRA Technologies

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. B2B

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 eBusiness 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 eBusiness 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), B2B

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

Common high value business processes

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

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/E2.0

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

Common high value business processes

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 processesOrder to Cash, Hire to Exit, Financials-Supply Chain

Expected Benefits Improved process efficiencies Better customer service Visibility into the business providing for process analysis

and improvement Fewer resources required to implement and maintain

business processes Protection from costly application upgrades

Expected Benefits Improved process efficiencies Better customer service Visibility into the business providing for process analysis

and improvement Fewer resources required to implement and maintain

business processes Protection from costly application upgrades

Observations Business processes require manual or paper based

coordination Process mistakes due to missed or inaccurate information Difficult to track orders, products, or customer interactions Slow or poor customer service Unable to leverage customer or process data due to

duplicate or incomplete information Lack of visibility across processes

Observations Business processes require manual or paper based

coordination Process mistakes due to missed or inaccurate information Difficult to track orders, products, or customer interactions Slow or poor customer service Unable to leverage customer or process data due to

duplicate or incomplete information Lack of visibility across processes

Recommendations Automate manual, error prone business processes Implement a best practices architecture in line with Oracle’s

application strategy Avoid application specific customizations Utilize the AIA Foundation Pack and SOA Suite to build all

processes using well defined, common objects and services Provide real time access to business data through BAM

dashboards and alerts

Recommendations Automate manual, error prone business processes Implement a best practices architecture in line with Oracle’s

application strategy Avoid application specific customizations Utilize the AIA Foundation Pack and SOA Suite to build all

processes using well defined, common objects and services Provide real time access to business data through BAM

dashboards and alerts





High Medium Medium

How to find opportunities (Apps Customers) Customers with multiple packaged applications (Oracle &

non Oracle) Customers going through mergers or acquisitions Customers with manual processes around their

applications

How to find opportunities (Apps Customers) Customers with multiple packaged applications (Oracle &

non Oracle) Customers going through mergers or acquisitions Customers with manual processes around their

applications

Relevant OFM ComponentsOracle SOA suite, AIA Foundation Pack, Management Pack

Relevant OFM ComponentsOracle SOA suite, AIA Foundation Pack, Management Pack


Customer Successes: Dell, NetAppCustomer Successes: Dell, NetApp

Expected Benefits Provides the same tech stack as Fusion apps and aligns

customers when they are ready to upgrade Mobile access to applications Rich, end-user centric UI: more adoption & reduce costs Customer Service Reps are more productive and able to

provide better customer service Provides a common look and feel for diverse applications

Expected Benefits Provides the same tech stack as Fusion apps and aligns

customers when they are ready to upgrade Mobile access to applications Rich, end-user centric UI: more adoption & reduce costs Customer Service Reps are more productive and able to

provide better customer service Provides a common look and feel for diverse applications

Observations Customer Service Reps can not quickly answer customer’s

questions Order entry processes require access to multiple systems User interfaces are difficult and cumbersome to use Internal communication and collaboration difficult or limited Application interfaces are heavily customized

Observations Customer Service Reps can not quickly answer customer’s

questions Order entry processes require access to multiple systems User interfaces are difficult and cumbersome to use Internal communication and collaboration difficult or limited Application interfaces are heavily customized

Recommendations Align UI strategy with Oracle’s application strategy Adopt WebCenter and ADF for Web application

development and application interface customizations Provide unified access to applications through WebCenter

spaces Provide a collaborative environment for employees with

WebCenter spaces Utilize SOA Suite to implement integrated business

processes

Recommendations Align UI strategy with Oracle’s application strategy Adopt WebCenter and ADF for Web application

development and application interface customizations Provide unified access to applications through WebCenter

spaces Provide a collaborative environment for employees with

WebCenter spaces Utilize SOA Suite to implement integrated business

processes





Medium Medium Medium

How to find opportunities (Apps Customers) CRM customers with diverse back end applications Customers customizing applications or application

interfaces Customers growing their Web presence

How to find opportunities (Apps Customers) CRM customers with diverse back end applications Customers customizing applications or application

interfaces Customers growing their Web presence

Relevant OFM ComponentsWebCenter Suite, ADF, SOA Suite, IDM, Management

Packs

Relevant OFM ComponentsWebCenter Suite, ADF, SOA Suite, IDM, Management

Packs

Provide seamless access to diverse applications Provide rich UI with a common look and feel


Customer Successes : QualcommCustomer Successes : Qualcomm

Edge App Product Function Typical Integration

Demantra 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.

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.

ERP (EBS, JDE,), CRM Integration for Supply Chain business processes

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 whether there 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

Edge Applications and product function

Integrate Edge Apps for proactive decision making Complete Information and reduction of costs

Expected Benefits Ability to make quicker decisions based on complete

Information Increased Operational Efficiency Reduced Administrative Costs – Integration eliminates

the need for someone to manually enter important information into different systems

Reap all the benefits of SOA: business agility, reuse of business functions & better visibility into business processes.

Expected Benefits Ability to make quicker decisions based on complete

Information Increased Operational Efficiency Reduced Administrative Costs – Integration eliminates

the need for someone to manually enter important information into different systems

Reap all the benefits of SOA: business agility, reuse of business functions & better visibility into business processes.

Observations 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

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

Edge Applications are not integrated with core ERP, and/or CRM apps. The integration if any is batch oriented

Observations 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

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

Edge Applications are not integrated with core ERP, and/or CRM apps. The integration if any is batch oriented

Recommendations Automate manual aspects of the business process Minimize risk by using industry business process templates

from AIA Foundation Pack or evaluate PIPs if available Keep applications vanilla Establish a common object model and services using AIA

foundation packs Leverage real time activity monitoring

Recommendations Automate manual aspects of the business process Minimize risk by using industry business process templates

from AIA Foundation Pack or evaluate PIPs if available Keep applications vanilla Establish a common object model and services using AIA

foundation packs Leverage real time activity monitoring





High Medium Medium

How to find opportunities? (Apps Customers) Customers who run (Demantra, Primavera, OTM etc). Executives complaining about availability of complete

data for proactive decision making.

How to find opportunities? (Apps Customers) Customers who run (Demantra, Primavera, OTM etc). Executives complaining about availability of complete

data for proactive decision making.

Relevant OFM ComponentsSOA Suite, ODI, AIA Foundation Pack, Management Packs

Relevant OFM ComponentsSOA Suite, ODI, AIA Foundation Pack, Management Packs


Customer Successes : Ross Stores Customer Successes : Ross Stores

Integrate with SAAS vendorsReduce risk and complexity

Expected Benefits Reduced time to deployment Configure vs. Code the Integration points Simplified development and maintenance Reduced TCO Increased IT/Business Visibility

Expected Benefits Reduced time to deployment Configure vs. Code the Integration points Simplified development and maintenance Reduced TCO Increased IT/Business Visibility

Observations SAAS capabilities are not integrated with other systems. They

require double data-entry or juggling between browser windows. Customer is adopting SAAS and looking at quickly integrating

business processes and self-hosted applications. Customer has multiple systems or partners providing similar

capability for different lines of business, looking at standardizing processes

Observations SAAS capabilities are not integrated with other systems. They

require double data-entry or juggling between browser windows. Customer is adopting SAAS and looking at quickly integrating

business processes and self-hosted applications. Customer has multiple systems or partners providing similar

capability for different lines of business, looking at standardizing processes

Recommendations Discuss Oracle On-demand solution and the business

benefit Discuss Amazon cloud computing model Adopt SOA and a declarative approach to integration. Discuss the value of rationalizing Enterprise Business

Objects and Services with the AIA Foundation Pack. Decouple vendor-specific APIs through AIA

Recommendations Discuss Oracle On-demand solution and the business

benefit Discuss Amazon cloud computing model Adopt SOA and a declarative approach to integration. Discuss the value of rationalizing Enterprise Business

Objects and Services with the AIA Foundation Pack. Decouple vendor-specific APIs through AIA





High Medium High

How to find opportunities? (Apps Customers) Customers having strong time pressure to adopt new

capabilities Oracle OnDemand Customers Netsuite, Salesforce.com, AWS Customers

How to find opportunities? (Apps Customers) Customers having strong time pressure to adopt new

capabilities Oracle OnDemand Customers Netsuite, Salesforce.com, AWS Customers

Relevant OFM ComponentsOracle FMW Stack, AIA FP

Relevant OFM ComponentsOracle FMW Stack, AIA FP


Customer Successes : Netsuite, IntuitCustomer Successes : Netsuite, Intuit


NATO Campaign:SOA Logic

Manage growing and changing partner networks Retail, Semi Conductor, Manufacturing, Healthcare

Expected Benefits 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

Expected Benefits 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

Observations Customers have a large network of partners that is rapidly

growing or changing Difficultly making changes or to onboard new partners Partner Integrations are difficult and time consuming Lost partnership opportunities Poor customer service Lack of visibility into partner interactions

Observations Customers have a large network of partners that is rapidly

growing or changing Difficultly making changes or to onboard new partners Partner Integrations are difficult and time consuming Lost partnership opportunities Poor customer service Lack of visibility into partner interactions

Recommendations Use Oracle B2B to centrally define, configure, manage, and

monitor trading partner networks Utilize EDIFECS Document Editor to process various

document types using standards such as EDI, RosettaNet, ebXML, and Healthcare

Implement Oracle SOA Suite to provide standards-based interfaces

Develop business processes with Oracle SOA Suite

Recommendations Use Oracle B2B to centrally define, configure, manage, and

monitor trading partner networks Utilize EDIFECS Document Editor to process various

document types using standards such as EDI, RosettaNet, ebXML, and Healthcare

Implement Oracle SOA Suite to provide standards-based interfaces

Develop business processes with Oracle SOA Suite





High Medium Medium

How to find opportunities (Apps Customers) Customers with a large partner network (suppliers,

distributers, etc.) Customers with a growing or changing partner landscape Customer requiring communications using industry

standards (i.e. HIPPA/HL7, Rosettanet)

How to find opportunities (Apps Customers) Customers with a large partner network (suppliers,

distributers, etc.) Customers with a growing or changing partner landscape Customer requiring communications using industry

standards (i.e. HIPPA/HL7, Rosettanet)

Relevant OFM ComponentsSOA 11g, 11g B2B, EM Management Pack

Relevant OFM ComponentsSOA 11g, 11g B2B, EM Management Pack

Associated NATO Campaign: SOA Logic (SOA for WLS or SOA for services infrastructure in general)

GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up

Customer Successes : Google, SPS CommerceCustomer Successes : Google, SPS Commerce

Automate File based workflow & process orders Transform, expedite archaic order processing

Expected Benefits True automation: Start orders processing as soon they

arrive, involve human personnel only when manual intervention is required

Complete end-end visibility for business & operations personnel for all orders transactions

Reuse existing order fulfillment functions and create brand new channels for accepting new orders

Streamline file based workflow and satisfy SLAs

Expected Benefits True automation: Start orders processing as soon they

arrive, involve human personnel only when manual intervention is required

Complete end-end visibility for business & operations personnel for all orders transactions

Reuse existing order fulfillment functions and create brand new channels for accepting new orders

Streamline file based workflow and satisfy SLAs

Observations Receipt of orders through files/batch interface due to legacy

applications Workflows manually orchestrated, intervention necessary for

incomplete orders and status lookup Poor customer service because of lack of end to end

visibility into order processing Limited scalability in handling orders because of fixed

number of analysts/personnel processing orders Poor lead time in adding new channels for order processing

or on-boarding new customers (adding brand new interface)

Observations Receipt of orders through files/batch interface due to legacy

applications Workflows manually orchestrated, intervention necessary for

incomplete orders and status lookup Poor customer service because of lack of end to end

visibility into order processing Limited scalability in handling orders because of fixed

number of analysts/personnel processing orders Poor lead time in adding new channels for order processing

or on-boarding new customers (adding brand new interface)

Recommendations Rationalize the file interfaces and the human touch points

between various processing steps Automate file based workflow to involve a human touch only

during exception conditions to be delivered as a task list Provide dashboard based visibility for the business and tools

to track each single order for operations personnel Reuse existing order fulfillment functions

Recommendations Rationalize the file interfaces and the human touch points

between various processing steps Automate file based workflow to involve a human touch only

during exception conditions to be delivered as a task list Provide dashboard based visibility for the business and tools

to track each single order for operations personnel Reuse existing order fulfillment functions





Low-Medium Low High

How to find opportunities (possible green field) Any prospect receiving batch based orders from their

customers/partners (not necessarily EDI) Any file based workflow automation initiative Mainframe or other COTS application (including Oracle

Apps) users doing file based integration

How to find opportunities (possible green field) Any prospect receiving batch based orders from their

customers/partners (not necessarily EDI) Any file based workflow automation initiative Mainframe or other COTS application (including Oracle

Apps) users doing file based integration

Relevant OFM ComponentsOracle SOA suite, Management Packs,

Relevant OFM ComponentsOracle SOA suite, Management Packs,

Customer Successes : Charles Schwab, Beckman CoulterCustomer Successes : Charles Schwab, Beckman Coulter



Operational Dashboards: real time visibilityReal time information to make business decisions & take corrective actions

Expected Benefits Streamline operations by gaining real-time visibility into

critical business processes through push-based dashboards and alerts

Enhance productivity by providing the ability to create, customize dashboards, alerts and reports by a non-technical business user

Ensure awareness of SLA and KPI performance Eliminate system monitoring silos while obtaining true

end to end business to system process monitoring

Expected Benefits Streamline operations by gaining real-time visibility into

critical business processes through push-based dashboards and alerts

Enhance productivity by providing the ability to create, customize dashboards, alerts and reports by a non-technical business user

Ensure awareness of SLA and KPI performance Eliminate system monitoring silos while obtaining true

end to end business to system process monitoring

Observations Lack of dashboards illustrating the state of the business Business is re-active vs. pro-active. Issues are detected

when it is too late as they are based on information with latency

Poor visibility into complex business processes Inability to correlate events and hence display real time

statistics of business activities such as state of an order, shipment delays, SLA/SLO violations

Decisions being made are based on stale information Siloed, complex, expensive system monitoring

infrastructure to keep track of KPIs and SLAs

Observations Lack of dashboards illustrating the state of the business Business is re-active vs. pro-active. Issues are detected

when it is too late as they are based on information with latency

Poor visibility into complex business processes Inability to correlate events and hence display real time

statistics of business activities such as state of an order, shipment delays, SLA/SLO violations

Decisions being made are based on stale information Siloed, complex, expensive system monitoring

infrastructure to keep track of KPIs and SLAs

Recommendations Correlate event streams into an open browser based

dashboard to display KPIs, SLAs in real-time Build interactive, real-time dashboards and proactive alerts

for monitoring business processes and services.

Recommendations Correlate event streams into an open browser based

dashboard to display KPIs, SLAs in real-time Build interactive, real-time dashboards and proactive alerts

for monitoring business processes and services.





Low-Medium Low High

How to find opportunities (possible green field) Requirements for an operations consoles Executive dashboard requirements and display of KPIs Requirements for non-technical business personnel to

create dashboards

How to find opportunities (possible green field) Requirements for an operations consoles Executive dashboard requirements and display of KPIs Requirements for non-technical business personnel to

create dashboards

Relevant OFM ComponentsOracle BAM, Oracle Business Rules (components of Oracle

SOA suite)

Relevant OFM ComponentsOracle BAM, Oracle Business Rules (components of Oracle

SOA suite)Customer Successes : NetApp, Ross Stores Customer Successes : NetApp, Ross Stores



Mature the SOA Platform & ProcessesCustomer has adopted SOA; now move to the next stage of maturity

Expected Benefits 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

Expected Benefits 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

Observations Lack visibility over the SOA infrastructure (management &

monitoring). Tough to pin-point the root cause in a complex SOA environment during an outage

Developers don’t re-use services, and tend to create “point-to-point SOA”

New changes sometimes break production processes Hard to find what services are used and who is using them

Observations Lack visibility over the SOA infrastructure (management &

monitoring). Tough to pin-point the root cause in a complex SOA environment during an outage

Developers don’t re-use services, and tend to create “point-to-point SOA”

New changes sometimes break production processes Hard to find what services are used and who is using them

Recommendations Adopt a SOA Methodology based on best practices Standardize the representation of business objects and

their associated services throughout the organization. Manage the complete development lifecycle by leveraging

an enterprise repository for SOA artifacts and policies Govern SOA by centrally managing policies Pro-actively monitor the run-time and prevent issues

instead of getting alerts when it is too late.

Recommendations Adopt a SOA Methodology based on best practices Standardize the representation of business objects and

their associated services throughout the organization. Manage the complete development lifecycle by leveraging

an enterprise repository for SOA artifacts and policies Govern SOA by centrally managing policies Pro-actively monitor the run-time and prevent issues

instead of getting alerts when it is too late.





Medium Low High

How to find opportunities? (SOA Customers) Existing BPEL, SOA Suite, BEA AquaLogic customers Customers who have adopted SOA but lack experience

& are searching for best practices. Customers growing the use of SOA technologies Customers complaining about the lack of visibility into

integration processes, composite applications, outages.

How to find opportunities? (SOA Customers) Existing BPEL, SOA Suite, BEA AquaLogic customers Customers who have adopted SOA but lack experience

& are searching for best practices. Customers growing the use of SOA technologies Customers complaining about the lack of visibility into

integration processes, composite applications, outages.

Relevant OFM ComponentsAIA Foundation Pack, Enterprise Repository/Service

Registry, SOA Management Pack

Relevant OFM ComponentsAIA Foundation Pack, Enterprise Repository/Service

Registry, SOA Management Pack

Associated NATO Campaign: SOA Logic (Naked SOA), GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up

Customer Successes: Qualcomm, Ross Stores, SAICCustomer Successes: Qualcomm, Ross Stores, SAIC

Visibility into composite apps and business transactions Management for SOA/WLS

Expected Benefits Integrated management across hardware and software

components Automated monitoring & reporting on actual vs. expected

Service Levels Proactive monitoring and resolution of bottlenecks and

errors for composite applications . Proactive alerts and notifications of issues and

bottlenecks

Expected Benefits Integrated management across hardware and software

components Automated monitoring & reporting on actual vs. expected

Service Levels Proactive monitoring and resolution of bottlenecks and

errors for composite applications . Proactive alerts and notifications of issues and

bottlenecks

Observations Lack of a centralized, consistent management solution for all

systems & platforms Inability to trace end- to end transactions from Portal- SOA-

back end databases to identify bottlenecks and error to proactively resolve them.

Inability to track, maintain, and correlate hardware/software changes to incidents.

Lack of operational visibility into business processes SLA’s Inability to manage a distributed SOA environment and

composite apps Auditing and Compliance issues

Observations Lack of a centralized, consistent management solution for all

systems & platforms Inability to trace end- to end transactions from Portal- SOA-

back end databases to identify bottlenecks and error to proactively resolve them.

Inability to track, maintain, and correlate hardware/software changes to incidents.

Lack of operational visibility into business processes SLA’s Inability to manage a distributed SOA environment and

composite apps Auditing and Compliance issues

Recommendations Implement a common operational monitoring platform using

Oracle Enterprise manager grid control. Utilize Oracle SOA management Pack Plus to Composite

application management Use management pack for weblogic Server & management

pack for coherence to monitor the underlying infrastructure for changes and performance bottlenecks.

Recommendations Implement a common operational monitoring platform using

Oracle Enterprise manager grid control. Utilize Oracle SOA management Pack Plus to Composite

application management Use management pack for weblogic Server & management

pack for coherence to monitor the underlying infrastructure for changes and performance bottlenecks.





High Medium High

How to find opportunities? Customers who own SOA Suite Customers who are evaluating Oracle SOA Suite or AIA

FP

How to find opportunities? Customers who own SOA Suite Customers who are evaluating Oracle SOA Suite or AIA

FP

Relevant OFM ComponentsOracle Management Pack Plus, Management Pack for

Weblogic Server, management Pack for Coherence

Relevant OFM ComponentsOracle Management Pack Plus, Management Pack for

Weblogic Server, management Pack for Coherence

Associated NATO Campaign: SOA Logic (Naked SOA), Turbo Grid (Total WebLogic Management)


Customer Successes : SAICCustomer Successes : SAIC


NATO Campaign:E2.0/Portal

Content Enabling Business Applications Increasing the Agility of Applications Business Process

Expected Benefits Reduce document storage and shipping costs by

eliminating paper from high transaction processes Streamline operations and improve end user experience Ease collaboration within & beyond the enterprise: using

library services, web publishing & workflow Increase process visibility with real-time dashboard views

Expected Benefits Reduce document storage and shipping costs by

eliminating paper from high transaction processes Streamline operations and improve end user experience Ease collaboration within & beyond the enterprise: using

library services, web publishing & workflow Increase process visibility with real-time dashboard views

Observations Content is stored in unmanaged storage silos outside of the

context of the applications from which they are needed. High printing, mailing, and storage costs of content Cannot react quickly to customer, partner and vendor

inquiries resulting in potential missed opportunities, increased costs, and upset 3rd parties

Manual business processes are prone to error, risk and thus a waste of valuable time.

Observations Content is stored in unmanaged storage silos outside of the

context of the applications from which they are needed. High printing, mailing, and storage costs of content Cannot react quickly to customer, partner and vendor

inquiries resulting in potential missed opportunities, increased costs, and upset 3rd parties

Manual business processes are prone to error, risk and thus a waste of valuable time.

Recommendations Centralize enterprise content and standardize on one

system for managing and maintaining it Classify the content types and policies need for content electronically capturing high volume of incoming paper

documents, improve and increase efficiency in the review and approval processes with audit trails.

Leverage the Oracle Content Management solution for automation

Recommendations Centralize enterprise content and standardize on one

system for managing and maintaining it Classify the content types and policies need for content electronically capturing high volume of incoming paper

documents, improve and increase efficiency in the review and approval processes with audit trails.

Leverage the Oracle Content Management solution for automation





High Medium High

How to find opportunities? (Apps Customers) Any customer using Siebel, EBS, PeopleSoft and/or JD

Edwards and have scanning, discovery, versioning and or workflow needs.

See detailed cheat sheet for more detail .

How to find opportunities? (Apps Customers) Any customer using Siebel, EBS, PeopleSoft and/or JD

Edwards and have scanning, discovery, versioning and or workflow needs.

See detailed cheat sheet for more detail .

Relevant OFM ComponentsECM Suite or UCM Standalone, Application Adapters for

ECM

Relevant OFM ComponentsECM Suite or UCM Standalone, Application Adapters for

ECM

Associated NATO Campaign: SOA/E20

GCM Code: NA_OD_NATO DELTA_ContentMgmt_ECM_SimplifyYourApps_RepGen_10Q2_CT

Customer Successes : Fidelity Investments, Embry RiddleCustomer Successes : Fidelity Investments, Embry Riddle

Next generation portals/websites, and intranets Faster Time to Development and Improved Web Presence

Expected Benefits High developer productivity (using a visual, declarative

model for creating applications) fast time to market. Build common framework to leverage across customer

network to improve customer experience Track usage & effectiveness with integrated site analytics Reduce costs in hardware, maintenance, development

Expected Benefits High developer productivity (using a visual, declarative

model for creating applications) fast time to market. Build common framework to leverage across customer

network to improve customer experience Track usage & effectiveness with integrated site analytics Reduce costs in hardware, maintenance, development

Observations Inconsistent brand management Business users relying on IT to make changes impacting

productivity and accuracy High costs to maintain the existing Web site infrastructure

and development Disparate tools and methods to manage Web sites Ineffective customer Web experiences limit customer

satisfaction and revenue growth

Observations Inconsistent brand management Business users relying on IT to make changes impacting

productivity and accuracy High costs to maintain the existing Web site infrastructure

and development Disparate tools and methods to manage Web sites Ineffective customer Web experiences limit customer

satisfaction and revenue growth

Recommendations Leverage Leading portal framework for custom Intranet,

Extranet, and Internet solutions Leverage Leading WCM solution for multisite management Enable In-context editing and approvals for improved time

to market Enable In-context editing and approvals for improved time

to market and marketing to own content and Web presence Streamline the content delivery process by leveraging

unified content repository and multiple delivery channels.

Recommendations Leverage Leading portal framework for custom Intranet,

Extranet, and Internet solutions Leverage Leading WCM solution for multisite management Enable In-context editing and approvals for improved time

to market Enable In-context editing and approvals for improved time

to market and marketing to own content and Web presence Streamline the content delivery process by leveraging

unified content repository and multiple delivery channels.





High Low Medium

How to find opportunities? Portal install base customers for ALUI,WLP, Oracle

Portal Customer with budgeted projects for

Internet/Extranet/Intranet site refresh ECM install base customers looking to leverage current

investments

How to find opportunities? Portal install base customers for ALUI,WLP, Oracle

Portal Customer with budgeted projects for

Internet/Extranet/Intranet site refresh ECM install base customers looking to leverage current

investments

Relevant OFM ComponentsOracle WebCenter Suite, Oracle ECM


Associated NATO Campaign: Portal Power PlaysGCM Code: NA_NATO Field Portal Power_RepGen_FY10_Follow Up

Customer Successes : Alcatel Lucent, VodafoneCustomer Successes : Alcatel Lucent, Vodafone

Dynamic team sites integrated with applicationsCollaboration platform for customer, knowledge worker & partner

Expected Benefits Reduce redundant development of knowledge Connect business users to key knowledge experts and

repositories Reduce use of e-mail to transfer/manage content by 75% Apply “wisdom of crowds” to access full breadth of

organizational knowledge Allow business users to access to share experiences and

collaborative documents

Expected Benefits Reduce redundant development of knowledge Connect business users to key knowledge experts and

repositories Reduce use of e-mail to transfer/manage content by 75% Apply “wisdom of crowds” to access full breadth of

organizational knowledge Allow business users to access to share experiences and

collaborative documents

Observations Redundant generation of knowledge repositories Massive email overuse, creating productivity, storage and

governance issues Limited visibility to projects, key activities and domain

experts Employee turnover threatens loss of key organizational

knowledge Limited engagement with customers in collaborative

innovation, limiting potential growth

Observations Redundant generation of knowledge repositories Massive email overuse, creating productivity, storage and

governance issues Limited visibility to projects, key activities and domain

experts Employee turnover threatens loss of key organizational

knowledge Limited engagement with customers in collaborative

innovation, limiting potential growth

Recommendations Provide single collaboration platform for customer,

knowledge worker and partner Rich Web2.0 services from within a portal framework for

communication, collaboration, and content management Track usage and effectiveness through integrated site

analytics

Recommendations Provide single collaboration platform for customer,

knowledge worker and partner Rich Web2.0 services from within a portal framework for

communication, collaboration, and content management Track usage and effectiveness through integrated site

analytics





High Low Medium

How to find opportunities? Oracle Applications customers to expand collaboration. SharePoint customers and portal install base ECM install base customers looking to leverage current

investments

How to find opportunities? Oracle Applications customers to expand collaboration. SharePoint customers and portal install base ECM install base customers looking to leverage current

investments



Associated NATO Campaign: Portal Power PlaysGCM Code: NA_NATO Field Portal Power_RepGen_FY10_Follow Up

Customer Successes : University of Laval, Wind RiverCustomer Successes : University of Laval, Wind River


NATO Campaign: Turbo Grid

Rationalize/Optimize App Server InfrastructureReduce complexity/cost of running multiple application servers

Expected Benefits Reduced operational costs by at least 30% through

standardization on WLS: Best in class for high availability, scalability, operations and monitoring

Greater Agility and the ability to get applications online in hours not months with an enterprise cloud shared service

Run on the strategic Oracle Fusion Middleware platform for Oracle applications, path to Fusion Apps & SOA.

Expected Benefits Reduced operational costs by at least 30% through

standardization on WLS: Best in class for high availability, scalability, operations and monitoring

Greater Agility and the ability to get applications online in hours not months with an enterprise cloud shared service

Run on the strategic Oracle Fusion Middleware platform for Oracle applications, path to Fusion Apps & SOA.

Observations Application server sprawl, including multiple vendors,

dedicated hardware and OS platforms Spinning up infrastructure for applications takes weeks or

months which is unacceptable for business High and un-scalable maintenance costs because of

Plethora of operations/management tools Training of operations personnel Increased power demands on the data center

Increasing support/license costs from multiple vendors

Observations Application server sprawl, including multiple vendors,

dedicated hardware and OS platforms Spinning up infrastructure for applications takes weeks or

months which is unacceptable for business High and un-scalable maintenance costs because of

Plethora of operations/management tools Training of operations personnel Increased power demands on the data center

Increasing support/license costs from multiple vendors

Recommendations Consolidate application server infrastructure to WebLogic

Suite Create Grid infrastructure using Platform as a Service

concepts and look to creation of an enterprise cloud for java applications to reduce

Deploy effective management tools (Grid Control) to get a good handle on your environment

Consider an unlimited license for WebLogic server


Suite Create Grid infrastructure using Platform as a Service

concepts and look to creation of an enterprise cloud for java applications to reduce

Deploy effective management tools (Grid Control) to get a good handle on your environment

Consider an unlimited license for WebLogic server





High Medium Low

How to find opportunities? Existing Oracle Application server and WebLogic Server

customers who have more than 20 deployed applications Customers proactively seeking reduced support costs for

their application server install base from multiple vendors Customers seeking resolution with reduced data center

capacity and limited power Customers interested in leveraging public/private clouds

How to find opportunities? Existing Oracle Application server and WebLogic Server

customers who have more than 20 deployed applications Customers proactively seeking reduced support costs for

their application server install base from multiple vendors Customers seeking resolution with reduced data center

capacity and limited power Customers interested in leveraging public/private clouds

Relevant OFM ComponentsOracle VM, WebLogic Suite, EM Grid control

Relevant OFM ComponentsOracle VM, WebLogic Suite, EM Grid control

Associated NATO Campaign: Turbo Grid (iAS to WL Suite, Total WebLogic Management)


Customer Successes : Hewlett Packard (HP), Credit Suisse, Cengage Learning, Northern Trust, Nuon Energy

Customer Successes : Hewlett Packard (HP), Credit Suisse, Cengage Learning, Northern Trust, Nuon Energy

Manage throughput for ever increasing transaction capacity requirements Without spending a bundle on infrastructure

Expected Benefits Confidently convey to the business the ability to scale

linearly for capacity requirements Launch new channels for accepting orders: extending the

revenue stream Limit the load on the bottleneck: older mainframe systems,

other applications with limited capacity High availability of infrastructure (possibly 99.999%)

Expected Benefits Confidently convey to the business the ability to scale

linearly for capacity requirements Launch new channels for accepting orders: extending the

revenue stream Limit the load on the bottleneck: older mainframe systems,

other applications with limited capacity High availability of infrastructure (possibly 99.999%)

Observations Limited by the number of orders, transactions, requests

the existing infrastructure can handle There is a cap on the capacity of the back office

applications that support transaction my I can handle No real time feedback on orders being placed because

of its asynchronous nature Frequent downtimes, maintenance windows preventing

high availability and potential loss of revenue

Observations Limited by the number of orders, transactions, requests

the existing infrastructure can handle There is a cap on the capacity of the back office

applications that support transaction my I can handle No real time feedback on orders being placed because

of its asynchronous nature Frequent downtimes, maintenance windows preventing

high availability and potential loss of revenue

Recommendations Establish a fast data grid to insulate the acceptance of

orders from processing of orders Expand the capacity of existing mission critical

apps/mainframes by bring the locked-in information closer to the web based consuming application

Dynamically manage capacity during peak hours/slow periods by adding /removing infrastructure components

Recommendations Establish a fast data grid to insulate the acceptance of

orders from processing of orders Expand the capacity of existing mission critical

apps/mainframes by bring the locked-in information closer to the web based consuming application

Dynamically manage capacity during peak hours/slow periods by adding /removing infrastructure components





High Medium Medium

How to find opportunities Customers with large internet presence for accepting orders Customers worried about scalability & latency of their app,

mainframe infrastructure for handling transactions Customers launching new initiatives to establish new

revenue streams using existing order fulfillment functions

How to find opportunities Customers with large internet presence for accepting orders Customers worried about scalability & latency of their app,

mainframe infrastructure for handling transactions Customers launching new initiatives to establish new

revenue streams using existing order fulfillment functions

Relevant OFM ComponentsOracle Coherence Grid, Management Pack for Oracle

Coherence

Relevant OFM ComponentsOracle Coherence Grid, Management Pack for Oracle

Coherence

Associated NATO Campaign: Turbo Grid (Turbo Charge your Environment)


Customer Successes : GEICO, Hotwire Customer Successes : GEICO, Hotwire

Modernize Oracle Forms/Reports ApplicationsEnable Enhanced Modern Rich Internet User Experience

Expected Benefits Exciting applications for the end users (with web 2.0,

mash-ups and AJAX based) High developer productivity (using a visual, declarative

model for creating applications) fast time to market. Mobile access to applications with ADF mobile. High scalability Reusable components for exposing business data

Expected Benefits Exciting applications for the end users (with web 2.0,

mash-ups and AJAX based) High developer productivity (using a visual, declarative

model for creating applications) fast time to market. Mobile access to applications with ADF mobile. High scalability Reusable components for exposing business data

Observations Poor User Experience with legacy Forms/Reports (“Boring”

applications) Thick clients with associated installation challenges Skill-set issue: Forms/Reports skill-set is getting old and

being considered a specialized skill Client Server architecture: scalability issues with inability to

virtualize access to information

Observations Poor User Experience with legacy Forms/Reports (“Boring”

applications) Thick clients with associated installation challenges Skill-set issue: Forms/Reports skill-set is getting old and

being considered a specialized skill Client Server architecture: scalability issues with inability to

virtualize access to information

Recommendations Perform a 1-day ADF workshop to compare developer

productivity as well as end user experience for forms/reports

Standardize on WebLogic Server 11g with ADF for creating Rich Enterprise Applications (http://rea.oracle.com/)

Any new requirements for forms/reports or modifications to existing ones, to be fulfilled by ADF/BI Publisher

Move towards a services oriented architecture for better reuse, agility and loose coupling from information stores

Recommendations Perform a 1-day ADF workshop to compare developer

productivity as well as end user experience for forms/reports

Standardize on WebLogic Server 11g with ADF for creating Rich Enterprise Applications (http://rea.oracle.com/)

Any new requirements for forms/reports or modifications to existing ones, to be fulfilled by ADF/BI Publisher

Move towards a services oriented architecture for better reuse, agility and loose coupling from information stores





High Low High

How to find opportunities? Any Oracle Forms/Reports or iAS customers seeking

New development of forms or newer development methodology

Modern User Experience Scale for internet deployment

How to find opportunities? Any Oracle Forms/Reports or iAS customers seeking

New development of forms or newer development methodology

Modern User Experience Scale for internet deployment

Relevant OFM ComponentsOracle WebLogic Suite, ADF, WebCenter Suite, BI Publisher

Relevant OFM ComponentsOracle WebLogic Suite, ADF, WebCenter Suite, BI Publisher

Associated NATO Campaign: Turbo Grid (iAS to WL Suite)


Customer Successes : MedNet International Customer Successes : MedNet International

Improve End-User Experience/Business Continuity Increase site performance and availability

Expected Benefits Improved end user experience through fast performance Improved business continuity and customer experience

through higher uptime levels Consistent experience across sites or brands due to

shared sessions (e.g. shopping cart) ROI within 14 months, 300% ROI after 3 years Increased performance, capacity & scalability

Expected Benefits Improved end user experience through fast performance Improved business continuity and customer experience

through higher uptime levels Consistent experience across sites or brands due to

shared sessions (e.g. shopping cart) ROI within 14 months, 300% ROI after 3 years Increased performance, capacity & scalability

Observations

Site visitors loose their session data when a server fails Information like shopping cart is lost when navigating

between different sites operated by the same company. Customer is affected by downtime (close of accounting

period, 24x7 revenue generating web site or capability)

Observations

Site visitors loose their session data when a server fails Information like shopping cart is lost when navigating

between different sites operated by the same company. Customer is affected by downtime (close of accounting

period, 24x7 revenue generating web site or capability)

Recommendations 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++)

Recommendations 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++)





High Low Medium

How to find opportunities? (Apps Customers) Existing WebLogic Portal customers Existing WebLogic Server customers Customers running multiple application servers to host

different brands Customers selling online

How to find opportunities? (Apps Customers) Existing WebLogic Portal customers Existing WebLogic Server customers Customers running multiple application servers to host

different brands Customers selling online

Relevant OFM ComponentsCoherence Suite, WebLogic Suite, Enterprise Manager

Relevant OFM ComponentsCoherence Suite, WebLogic Suite, Enterprise Manager



Customer Successes : GAP, GEICOCustomer Successes : GAP, GEICO

Increase Efficiency and Performance of Web Apps Scale throughput of Web Apps On Demand

Expected Benefits Allows data to be managed in-memory for consistent high

performance reducing back end bottlenecks and downtimes Improved end-user experience through session

preservation and increased performance Handle more concurrent users with less application

servers / hardware Better performance and greater stability Proactive monitoring and root cause analysis of problems

and issues

Expected Benefits Allows data to be managed in-memory for consistent high

performance reducing back end bottlenecks and downtimes Improved end-user experience through session

preservation and increased performance Handle more concurrent users with less application

servers / hardware Better performance and greater stability Proactive monitoring and root cause analysis of problems

and issues

Observations High volume and high growth customer traffic Java/Web Application response time are slow which effect

customer satisfaction Throughput reduced due to bottleneck of backend systems Root cause analysis of problems are time consuming Ramping infrastructure to demand requires many changes

and causes downtime of service which leads to loss of revenue

Observations High volume and high growth customer traffic Java/Web Application response time are slow which effect

customer satisfaction Throughput reduced due to bottleneck of backend systems Root cause analysis of problems are time consuming Ramping infrastructure to demand requires many changes

and causes downtime of service which leads to loss of revenue

Recommendations Implement Coherence for reliable in-Memory Data Grid Proactively fetch most frequently requested information

from Data Grid. Maintain information in Data Grid beyond user session such

as query result sets, java objects which result in increased performance

Deploy effective management tools (EM management packs for coherence, weblogic server etc) to get a good handle on your environment

Recommendations Implement Coherence for reliable in-Memory Data Grid Proactively fetch most frequently requested information

from Data Grid. Maintain information in Data Grid beyond user session such

as query result sets, java objects which result in increased performance

Deploy effective management tools (EM management packs for coherence, weblogic server etc) to get a good handle on your environment





High Medium High

How to find opportunities? Customers who run mission critical web applications and

are facing performance issues. Customers who are using Weblogic portal Customers who run weblogic server.

How to find opportunities? Customers who run mission critical web applications and

are facing performance issues. Customers who are using Weblogic portal Customers who run weblogic server.

Relevant OFM ComponentsOracle weblogic suite, Oracle Coherence

Suite ,Management Packs

Relevant OFM ComponentsOracle weblogic suite, Oracle Coherence

Suite ,Management Packs

Customer Successes : Barclays Global Investments (BGI)Customer Successes : Barclays Global Investments (BGI)



Reducing TCO of custom applications while advancing SOA/Java maturity

Expected Benefits Reduce development, deployment, change management

costs Faster business issue resolution with end-end visibility

into business transactions Handle more concurrent users with less application

servers / hardware Complete unified Platform for Services, Events and

Processes (SOA) Complete Enterprise Java platform (Java) with superior

diagnostics, management and operations

Expected Benefits Reduce development, deployment, change management

costs Faster business issue resolution with end-end visibility

into business transactions Handle more concurrent users with less application

servers / hardware Complete unified Platform for Services, Events and

Processes (SOA) Complete Enterprise Java platform (Java) with superior

diagnostics, management and operations

Observations High operational costs around automation, diagnostics, SLA

enforcement for custom applications Lack of end to end visibility of business transactions across

your SOA application The need for an enterprise wide federated Service Bus Java/Web Application response time are slow which effect

customer satisfaction Poor service levels – HA, scalability and performance Increasing throughput requirements and low confidence in

whether current infrastructure will satisfy them

Observations High operational costs around automation, diagnostics, SLA

enforcement for custom applications Lack of end to end visibility of business transactions across

your SOA application The need for an enterprise wide federated Service Bus Java/Web Application response time are slow which effect

customer satisfaction Poor service levels – HA, scalability and performance Increasing throughput requirements and low confidence in

whether current infrastructure will satisfy them


Suite Upgrade to SOA Suite 11g running on WebLogic Suite 11g Consider an unlimited license for WebLogic Server/Suite


Suite Upgrade to SOA Suite 11g running on WebLogic Suite 11g Consider an unlimited license for WebLogic Server/Suite





High Medium High

How to find opportunities? Existing iAS customers running java apps Customers running SOA suite 10g, BPEL 10g on iAS

How to find opportunities? Existing iAS customers running java apps Customers running SOA suite 10g, BPEL 10g on iAS

Relevant OFM ComponentsWebLogic Suite 11g, SOA Suite 11g

Relevant OFM ComponentsWebLogic Suite 11g, SOA Suite 11g

Associated NATO Campaign: Turbo Grid, GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up

Customer Successes : Wesco, US Steel, Vanderbilt University, Herbal LifeCustomer Successes : Wesco, US Steel, Vanderbilt University, Herbal Life

Business Opportunities(Other…)

Reduce MIPS on the mainframe, curtail escalating costs Mainframe modernization

Expected Benefits Increase business agility & capability of business

applications Preserve their investment while reducing business risk Improved compliance Increase ROI while reducing TCO

Expected Benefits Increase business agility & capability of business

applications Preserve their investment while reducing business risk Improved compliance Increase ROI while reducing TCO

Observations Large mainframe environment with escalating costs of

MIPS and support costs to IBM, CA, Software AG etc Customers complaining about mainframe skills eroding

with workforce retirement Increasing costs and huge business risks Product sunsets on the mainframe Technical challenges

Information isolation on the mainframe & duplication Poor end user experience with green screens Large inflexible file and batch based interfaces

Observations Large mainframe environment with escalating costs of

MIPS and support costs to IBM, CA, Software AG etc Customers complaining about mainframe skills eroding

with workforce retirement Increasing costs and huge business risks Product sunsets on the mainframe Technical challenges

Information isolation on the mainframe & duplication Poor end user experience with green screens Large inflexible file and batch based interfaces

Recommendations Depending on the scenario, one could recommend

Replace with COTS applications SOA based integration for agility Re-architect legacy applications Offload MIPS by caching mainframe data sources

in a distributed platform Re-host application by migrating to a distributed

platform and relational databases

Recommendations Depending on the scenario, one could recommend

Replace with COTS applications SOA based integration for agility Re-architect legacy applications Offload MIPS by caching mainframe data sources

in a distributed platform Re-host application by migrating to a distributed

platform and relational databases





High High Low

How to find opportunities (Mainframe customers) Any mainframe environment with increasing MIPS Any customers looking to sunset mainframes because of

support for apps and retiring skill sets Customers looking to expand application usage on the

mainframe while keeping costs in check Customers facing compliance issues with mainframes

How to find opportunities (Mainframe customers) Any mainframe environment with increasing MIPS Any customers looking to sunset mainframes because of

support for apps and retiring skill sets Customers looking to expand application usage on the

mainframe while keeping costs in check Customers facing compliance issues with mainframes

Relevant OFM ComponentsOracle Tuxedo, Oracle SOA suite, Coherence, Oracle Apps

Relevant OFM ComponentsOracle Tuxedo, Oracle SOA suite, Coherence, Oracle Apps

Associated NATO Campaign: Other, GCM Code:

Customer Successes : Bank of AmericaCustomer Successes : Bank of America

Real time Actionable Business Intelligence & Situational AwarenessSeveral mission critical business scenarios in an Event Driven World

Expected Benefits Affect the bottom line by co-relating events to detect

opportunities or threats to the business in real time Address real critical business requirements for situational

awareness with a database friendly approach Prevent information glut, by filtering out all but the most

important information from multiple sources Huge savings in infrastructure costs (storage &

processing)

Expected Benefits Affect the bottom line by co-relating events to detect

opportunities or threats to the business in real time Address real critical business requirements for situational

awareness with a database friendly approach Prevent information glut, by filtering out all but the most

important information from multiple sources Huge savings in infrastructure costs (storage &

processing)

Observations Lack of real-time visibility into its business & events

affecting the business Technical challenges

All detected events are not in a single system that can then be queried

Business needs detection of extremely complex pattern of events or missing events instantaneously

Examples: real time outage detection, intrusion/fraud detection, make smart logistical decisions, provide location specific data: all that need temporal elements for queries

Observations Lack of real-time visibility into its business & events

affecting the business Technical challenges

All detected events are not in a single system that can then be queried

Business needs detection of extremely complex pattern of events or missing events instantaneously

Examples: real time outage detection, intrusion/fraud detection, make smart logistical decisions, provide location specific data: all that need temporal elements for queries

Recommendations Employ a Real time continuous query engine that can

work on multiple streams of information Use a standards based declarative approach for creating

such queries, an approach that any standard DB developer would understand

Address row-pattern matching requirements that are considered difficult to solve by a traditional database

Avoid expensive coding heavy approaches

Recommendations Employ a Real time continuous query engine that can

work on multiple streams of information Use a standards based declarative approach for creating

such queries, an approach that any standard DB developer would understand

Address row-pattern matching requirements that are considered difficult to solve by a traditional database

Avoid expensive coding heavy approaches





High Low High

How to find opportunities (Database customers) Any Oracle DB customer needing complex temporal

queries Any customer in the financial industry, insurance claims,

utilities, logistics, high volume manufacturing Any customer who has deployed RFID, GPS, GIS or other

sensors that continuously send information

How to find opportunities (Database customers) Any Oracle DB customer needing complex temporal

queries Any customer in the financial industry, insurance claims,

utilities, logistics, high volume manufacturing Any customer who has deployed RFID, GPS, GIS or other

sensors that continuously send information

Relevant OFM ComponentsOracle EDA suite (subset of Oracle SOA suite)

Relevant OFM ComponentsOracle EDA suite (subset of Oracle SOA suite)

Customer Successes : TradeWeb Customer Successes : TradeWeb

Associated NATO Campaign: Other, GCM Code:

People/Organizations

People/Organizations

NATO FMW Playbook

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

http://tinyurl.com/qqfg46

Sales Consulting Management and/or Sales Management to approve Insight.

RFP Proposal Team RFP Management http://proposalcenter.oraclecorp.com

SC->SCM

“A” Team POCs, Assesments, Post Sales Tech Support, Performance Testing

Robert Patrick & Peter Farkas

Richard Smith (E2.0)

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/m6yyhb

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

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 E2.0 Portal and ECM campaigns

Robert Crossman E2.0 SC, Sales Rep -> Robert Crossman

Biz Development Assistance with SOALogic, App Attack, TurboGrid 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 & E2.0 resellers and implementers

View the nominated partners,

Contact the channel manager or

Tara Palmieri

Sales Rep/SC -> Channel Manager -> Partner

Download - NATO Fusion Middleware Playbook

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