NATO Fusion Middleware Playbook

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NATO Fusion Middleware Playbook. NATO FMW Playbook. People/Organizations. Technology. Business Opportunities. Systems & Tools. NATO FMW Playbook. Technology. E2.0, SOALogic, TurboGrid, App Attack. Multiple Campaigns That: Target our current customer base - PowerPoint PPT Presentation

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<ul><li><p>NATO FMW Playbook People/OrganizationsTechnologyBusiness OpportunitiesSystems &amp; Tools</p></li><li><p>TechnologyNATO FMW Playbook </p></li><li><p>E2.0, SOALogic, TurboGrid, App Attack</p><p>Multiple Campaigns That:Target our current customer baseUpgrade to WebCenter Suite and Unify Content InfrastructureUp sell SOA to WebLogic CustomersUp sell WebLogic Suite to WebLogic customersSell the Management Packs and Governance to our customer baseSell Technology to our Application customersDeliver Targeted Quick Hit PlaysAbility to close business within quarterHighly business value for tightest budgetsStreamlined communicationAlignment with Sales, SCs, Product Management, Product Marketing, ESG, Consulting all working on same campaignCampaign Dashboard - single source of information for campaigns</p></li><li><p>SOALogic &amp; App Attack Plays</p><p>Naked SOASell Governance and Management Packs SOA for WLSSell SOA SuiteTarget of WLS customers, and SOA component ownersIntegration, consolidation, business process automationComposite Application PlatformApp Attack Target customers with WLS and at least 1 Oracle ApplicationEntry Point from each applicationSAP storyLower cost of application upgradesWho better to integrate Oracle Apps then Oracle?</p></li><li><p>TurboGrid Plays</p><p>iAS to WL SuiteTarget iAS Up-sell to WL SuiteImprove performance, scalability and stability of their mission critical applicationsTotal WebLogic ManagementConvert to EE and Suite, Up sell Management Pack for WebLogicLess then 7% attach rateTurbo Charge your EnvironmentTarget 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</p></li><li><p>Next Generation PortalsWebCenter for Next Generation Portals Build intranets, extranets and public sites on the powerful WebCenter 11g platformWebCenter Spaces for Collaborative Team Sites Drive employee productivity and customer connections with WebCenter Spaces 11g E2.0 Portal Plays</p><p>Attach &amp; UpsellPortal Consolidation Lower TCO and simplify web user experiences through website consolidationMigrate WCI and WLP to WebCenter Suite Fully leverage the Oracle platform and application integrationBusiness Process Portals via SOA and Apps Improve cycle time and provide a single user experience with process portal apps</p></li><li><p>ECM InfrastructureUnified Content Infrastructure Simply and Unify Content Infrastructure for lower TCO E2.0 ECM PlaysInstall Base &amp; UpsellECM for Portal Customers Extend the value of your WLP, WCI or Oracle portal investment with robust ECMECM for Applications Customers Deliver true ECM from within your Siebel, EBS or PeopleSoft application</p></li><li><p>TurboGrid/SOALogic/App Attack Leveraging our Base WebLogicOracle ApplicationsOracle Application ServerTotal WL MgtSOA SuiteApp AttackiAS to WLSNaked SOASOA for WLSTurboCharge</p></li><li><p>SOALogic, TurboGrid Products (list prices)Weblogic GridRequiresRequires</p></li><li><p>Business Opportunities NATO FMW Playbook </p></li><li><p>Business OpportunitiesWhy did we create this? Standard Sales Play decks are technology focused. Add depth &amp; 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 solutionEffect of Implementing our recommendationBusiness Impact of implementing our recommendation</p></li><li><p>Business OpportunitiesApplications CustomersNATO Campaign: AppAttack</p></li><li><p>Cap future application upgrade costsReduce risk and complexity of ERP/CRM application upgradesExpected BenefitsFuture 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 &amp; better visibility into business processes.ObservationsApplications 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.RecommendationsRe-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 MiddlewareStandardize the representation of business entities like Order, Customer, Employee throughout the organization.HighMediumHighHow 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 PacksAssociated NATO Campaign: App Attack, GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow UpCustomer Successes : ZEBRA Technologies</p></li><li><p>Common high value business processes</p><p>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</p><p>Business Process NameBusiness Process FunctionTypical Applications involvedOrder to CashTake 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. B2BDesign to ReleaseEnable 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, SAPLead to OrderConsolidate 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 customersCRM and ERP (Siebel and eBusiness Suite)Procure to PayIndividuals 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), B2BForecast To PlanCollecting 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 procurementDemantra, ERP, Inventory management</p></li><li><p>Common high value business processes</p><p>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</p><p>Business Process NameBusiness Process FunctionTypical Applications involvedReceive to distributeCapture, book orders, release for picking. Create deliveries, assign carriers automatically, freight and logistics follow.Glog(OTM), ERP(EBS, SAP, JDE), CRMHire to ExitRecruiting, 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 appsCampaign to CashProcess 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/E2.0Demand to DeliveryThis business process starts at sales &amp; operations planning, demand planning which leads to procurement of materials and production planning; materials &amp; Inbound logistics are monitored which helps with manufacturing of the product and its shipment and deliveryCRM, Demantra, ERP (EBS,JDE,SAP), OTM </p></li><li><p>Automate high value business processes Order to Cash, Hire to Exit, Financials-Supply ChainExpected BenefitsImproved process efficienciesBetter customer serviceVisibility into the business providing for process analysis and improvementFewer resources required to implement and maintain business processesProtection from costly application upgradesObservationsBusiness processes require manual or paper based coordinationProcess mistakes due to missed or inaccurate informationDifficult to track orders, products, or customer interactionsSlow or poor customer serviceUnable to leverage customer or process data due to duplicate or incomplete informationLack of visibility across processes </p><p>RecommendationsAutomate manual, error prone business processesImplement a best practices architecture in line with Oracles application strategyAvoid application specific customizationsUtilize the AIA Foundation Pack and SOA Suite to build all processes using well defined, common objects and servicesProvide real time access to business data through BAM dashboards and alerts</p><p>HighMediumMediumHow to find opportunities (Apps Customers)Customers with multiple packaged applications (Oracle &amp; non Oracle)Customers going through mergers or acquisitionsCustomers with manual processes around their applicationsRelevant OFM ComponentsOracle SOA suite, AIA Foundation Pack, Management PackAssociated NATO Campaign: App Attack, GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow UpCustomer Successes: Dell, NetApp</p></li><li><p>Expected BenefitsProvides the same tech stack as Fusion apps and aligns customers when they are ready to upgradeMobile access to applicationsRich, end-user centric UI: more adoption &amp; reduce costsCustomer Service Reps are more productive and able to provide better customer serviceProvides a common look and feel for diverse applicationsObservationsCustomer Service Reps can not quickly answer customers questionsOrder entry processes require access to multiple systemsUser interfaces are difficult and cumbersome to useInternal communication and collaboration difficult or limitedApplication interfaces are heavily customized</p><p>RecommendationsAlign UI strategy with Oracles application strategyAdopt WebCenter and ADF for Web application development and application interface customizationsProvide unified access to applications through WebCenter spacesProvide a collaborative environment for employees with WebCenter spacesUtilize SOA Suite to implement integrated business processes</p><p>MediumMediumMediumHow to find opportunities (Apps Customers)CRM customers with diverse back end applicationsCustomers customizing applications or application interfacesCustomers growing their Web presence</p><p>Relevant OFM ComponentsWebCenter Suite, ADF, SOA Suite, IDM, Management PacksProvide seamless access to diverse applications Provide rich UI with a common look and feelAssociated NATO Campaign: App Attack, GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow UpCustomer Successes : Qualcomm</p></li><li><p>Edge Applications and product function</p><p>Edge AppProduct FunctionTypical IntegrationDemantraDemantra 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.</p><p>Demantra Real-time Sales &amp; Operations Planning gives planners and managers the information and planning tools they need to take command of day-to-day planning processes.</p><p>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 processesOTM (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.PrimaveraHelps 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 workERP (EBS, JDE) into financials, projects etcRetek (Oracle Retail)Oracle Retail helps retailers manage in-store operations ,corporate strategy, supply chain and logisticsERP (EBS, JDE) Financials , Order management etc.Communications BRM (Portal)Communication industry billing application. Typical integration is around usage and billing data.Financials, CRM, OSSOracle MetasolvCommunication industry Operation Support System (OSS) application. Platform to automate network service activation. Typical integration is with CRM and Order Management.ERP, CRM, BRMIBM MaximoAssets lifecycle and maintenance management. Typically found in the utilities, oil and gas, and transportation industries.ERP, HRM, Payroll, Financials, Projects</p></li><li><p>Integrate Edge Apps for proactive decision making Complete Information and reduction of costs Expected BenefitsAbility to make quicker decisions based on complete InformationIncreased Operational EfficiencyReduced Administrative Costs Integration eliminates the need for someone to manually enter important information into different systemsReap all the benefits of SOA: business agility, reuse of business functions &amp; better visibility into business processes.ObservationsThe Edge applications which depend on critical information from core ERP applications or other edge applications are working off stale data, making their calculations/functions inaccurateIncorrect information for the business &amp; executives results in issues such as reduced forecast accuracy, higher safety stock in inventory, cost over runs for projects and ultimately higher operational costsEdge Applications are not integrated with core ERP, and/or CRM apps. The integration if any is batch orientedRecommendationsAutomate manual aspects of the business process Minimize risk by using industry business process templates from AIA Foundation Pack or evaluate PIPs if availableKeep application...</p></li></ul>