id#: s319349 title: safe hands - what do you look for in a system implementer how do customers...
TRANSCRIPT
Safe Hands - What Do You Look For In a System Implementer
Debra Lilley & Andy Seferta- Fujitsu
Andy Seferta Debra Lilley
Oracle Alliance Director and Fusion Champion for Fujitsu UK & Ireland
Oracle ACE Director, OCP & Oracle Masters
Oracle Apps since 9.4.1 (14 years)
Deputy Chair of UKOUG 2008 Oracle Magazine Award
‘User Group Evangelist of the Year’
Deep Public and Private Sector Business Management experience
Global Oracle capability lead Driver of Fujitsu EMEA and
Global Applications strategy Oracle Apps since 10.5 (14
years)
What, Why, Where, When, How ?
WHAT is a Systems Implementer (SI)?
WHY do you need one?
WHERE do you find one?
WHEN do you engage?
HOW do you work with an SI?
System Integrators (SIs) in Oracle PartnerNetwork provide customers consulting, integration, and implementation services for Oracle-based products and solutions. Oracle's SI partners—both the larger consulting companies as well as smaller, specialized firms—bring business process capabilities, industry experience, and solution and market expertise that can help you deploy Oracle-based solutions, maximize functionality, and rapidly achieve return on investment.
Search the Oracle PartnerNetwork Solutions Catalog to find a System Integrator Platinum Partner. Platinum is our highest membership level. They are consistently demonstrating superior product knowledge, technical expertise, and commitment to Oracle, and receive advanced levels of service, training, benefits, and resources.
http://www.oracle.com/us/partnerships/si/index.html
WHAT is a Systems Implementer?
© Copyright 2009 Fujitsu Services
WHAT is a Systems Implementer?
System implementation efforts offer extraordinary challenges to information technology professionals
and the organizations impacted by the implementations. A successful implementation can reap vast rewards in organizational strengths and efficiencies. A failure can drain an organization of people, funds and vitality. Consequently, many people have puzzled over the reasons for the successes and failures experienced with these
implementations.
This paper examines these puzzlings and discovers that many answers lie outside the bounds of technology. To be added definitionhttp://net.educause.edu/ir/library/pdf/CMR0122.pdfColorado State University
WHAT is a Systems Implementer?
“A system integrator is a firm with a collection of highly
specialized experts that can augment or provide the end to end services required to
deploy a technology solution. Offerings range from planning to change
management, to technical configuration, to testing, to
technology selection.”
Ray Wang Analyst and Founder, Insider Associates http://www.softwareinsider.org/
9 Copyright 2010 FUJITSU LIMITED
WHY do you need one? Implementing ERP software is typically too complex for "in-house" skill, so it is desirable and highly
advised to hire outside consultants who are professionally trained to implement these systems.[1]
This is typically the most cost effective way.[2]
There are three types of services that may be employed for - Consulting, Customization, Support.[12]
To implement ERP systems, companies often seek the help of an ERP vendor or of third-party consulting companies. These firms typically provide three areas of professional services: consulting; customization; and support.
The client organization can also employ independent program management, business analysis, change management, and UAT specialists to ensure their business requirements remain a priority during implementation.
http://en.wikipedia.org/wiki/Enterprise_resource_planning
http://en.wikipedia.org/wiki/Enterprise_resource_planning
WHY do you need one?
Save costs
Improve ROI
Independent perspective
In-depth knowledge of your business
Focus on quick wins as well as long-term roadmap – a balance
WHY do you need one?
“This is a case of specialization. Most organizations don't put in systems every day and lack the expertise. SI's provide expertise
for hire based on multiple projects, expertise, and
specialization.”
Ray Wang Analyst and Founder, Insider Associates http://www.softwareinsider.
org/
12 Copyright 2010 FUJITSU LIMITED
WHY do you need one?
“ Helped by the excellent ERP Consultancy and knowledge transfer
provided by Fujitsu, the new Oracle system has given us the tools we
need to increase efficiency.”
“Fujitsu has a fantastic Oracle
knowledge that is second to none, so we didn’t have any issues. As far as I’m concerned, Fujitsu just did it for us.”
13 Copyright 2010 FUJITSU LIMITED
Selection process
Credibility
Trusted Partner
Culture
Understand your business - survey
WHERE do you find one?
Selection - SI Characteristics
System and Service Integrator – not a product focussed company
Can offer an end to end Business solution using Oracle Applications
A Business Change Programme – needs to be led
An organisation who can prime the contract and engage and manage the right partners – this may include Oracle
Know how to manage Oracle as a supplier / partner via partnership relationship
Platform agnostic
Commercially innovative and Competitively priced
Global capability for Applications, Transformation, Service and Business Change expertise
Recognition – From Oracle
Technology System Integrator of the Year 2009
David Callaghan, senior vice president, Oracle UK, Ireland and Israel
“These awards recognise the high-level of innovation, excellence and commitment our partners offer when they become specialised with Oracle. Fujitsu has a proven track record in delivering winning, proven solutions that solve customers’ most critical business challenges. All award winners are partners that have demonstrated tangible success, growth in their Oracle business and outstanding Oracle solutions.“
http://www.fujitsu.com/uk/news/pr/fs_20100223.html
Recognition from Customers
Over 1000 customers voting for partners for the UK & Ireland Oracle User Group awards.
“The awards show that Fujitsu’s long, global partnership with Oracle is continuing to deliver benefits for our customers across private and public sectors. It also gives clear reassurance from the market that the company’s ongoing strategy is hitting the mark with customers.”
Andy Seferta, head of European Oracle Practice Fujitsu UK and Ireland
http://www.fujitsu.com/uk/news/pr/fs_20091021.html
Trusted Partner
17 Copyright 2010 FUJITSU LIMITED
“We chose to work with Fujitsu as they took the time and effort to really
understand what we were trying to achieve. Importantly, Fujitsu also
had a great deal of confidence in, and knowledge of, the
product. They were also convinced that we could
achieve a smooth transition”
“Following an extensive tender process the Environment Agency chose to work with Fujitsu because it was a company that could safely deliver and manage this mission-critical application.”
Culture
18 Copyright 2010 FUJITSU LIMITED
Understanding Your Business
Industry Specialist
Technology Specialist
Active in your User Community
19 Copyright 2010 FUJITSU LIMITED
“It is a real pleasure to work again with Fujitsu
on this survey and having back-to-back
results to compare user attitudes year-on-year is very useful. The results are very interesting and reflect many anecdotal conversations we have
with our members.Ronan Miles, UKOUG
chairman
WHEN do you engage?
“Engage sometime during the vendor selection
process. Tap into their expertise early as part of
the planning phase.”
Ray Wang Analyst and Founder, Insider Associates http://www.softwareinsider.
org/
WHEN do you engage?
Long term
“Fujitsu implemented our original Oracle Financials system more than ten years ago and has been supporting it ever since, so we have a
long-standing relationship that works really, really well. We feel very valued as a customer
and I believe we’re really working in partnership at all management and operational levels.”
Versus Short term?
22 Copyright 2010 FUJITSU LIMITED
“However, if you’ve not had any direct involvement in the
process, the problem then is how do you support it? So, we said that as a large organisation we
have the resources to implement and support
the system, but what we don’t have is the detailed knowledge –
all the tips and tricks that you gain from years of implementing
and using a system. So that’s what we decided to buy!”
WHEN do you engage?
Keeping engaging versus Bring in where necessary
Ensuring best value for money
One prime versus Specialist Inputs
HOW do you work with an SI?
Contractual but relevant to business drivers
Flexibility
When things go wrong
Partnerships
Innovation
Flexibility
25 Copyright 2010 FUJITSU LIMITED
“You’ve got to have partners who will genuinely play as an extended part of your team and work together, which
Fujitsu did admirably. Fujitsu offered us the reassurance of service all the way through, taking our issues seriously,
resolving problems and making sure that the systems worked and stayed working,
whatever the change in workloads or requirements.”
“With Fujitsu’s help we have proved that a shared services approach is not a myth. It can
exist and does enable business change… it’s a win,
win, win.”
When things go wrong
26 Copyright 2010 FUJITSU LIMITED
“This has been an extremely rewarding project to be involved in for all concerned. Yes there have been testing times for all of us but the key point is that it is been a true partnership for the client and Fujitsu working together to
get the job done. Trust and collaboration were a key part of the project to enable us to meet all the tight deadlines. As the project moved forward we all had to solve various problems
and it was very refreshing to do this alongside the customer rather than in a silo.”
Partnerships
27 Copyright 2010 FUJITSU LIMITED
“Key to the programme’s success was good governance and a proven methodology,
ensuring that there was clear accountability and transparency. And that enabled strong
leadership and business ownership, the ability to make tough decisions and trust between all partners. There was also the
drive, determination and real collaboration between us and Fujitsu to make it happen. So the business owned the programme, but the programme drove the business to deliver, on
time and to budget.”
Partnerships
28 Copyright 2010 FUJITSU LIMITED
"Really good project management, the dedication
and perseverance ofcolleagues across all partners
were key to its successful implementation”
“Fujitsu acted as the main point of contact
for the implementation”
Innovation examples
29 Copyright 2010 FUJITSU LIMITED
Oracle Business Accelerators
EPM
Asset Maintenance
Letters
Deepen contact centre
“The cost-effective Fujitsu solution had more technical credibility and, to Fujitsu’s advantage, has had great success with several other local
government authorities.”
Floodline Warnings Direct
30 Copyright 2010 FUJITSU LIMITED
ChallengeFive million people, in over two million properties, now live in flood risk areas in England and Wales. However, accordingto the government’s ‘Foresight Future Flooding’ report climate change will increase the risk of flooding in the UK by 20 times, which will more than double the number of people at a high risk from flooding.
Fujitsu won three contracts with the Environment Agency spanning the full lifecycle of the Floodline Warnings Direct (FWD) application, including consultancy and design, application development and deployment and finally the provision of a fully managed service for both the application and the supporting infrastructure. Hosted and managed in Fujitsu datacentres, the FWD application enables the Environment Agency to determine target areas for pre-defined warning messages. On receiving information of a potential severe weather situation, the Environment Agency can now utilise FWD’s advanced mapping and location information to accurately identify people at risk of potential flooding.
Summary
Be clear on WHAT you want from the SI
Identify WHY this SI is right for you
Ensure you know WHERE the SI can help
Understand WHEN best to engage
HOW you work with SI is critical
Find a partner you can TRUST
31 Copyright 2010 FUJITSU LIMITED
Questions
33 Copyright 2010 FUJITSU LIMITED