Business Intelligence Sales Plays
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1 Business Intelligence Sales Plays Eve Milrod Halwani John Duda February 3, 2011
2 Clear Demand for Oracle Solution Installed Base Ranking (1) Frequency Selected (multiple selections allowed) 1. Analytics / Business Intelligence 50% 2. IT Governance / Risk Management 38% 3. Cloud Computing 35% BI Online Forum Separate LOB and IT tracks Counts exceeded expectations 1700 registrations; 400 attended replay since Dec 15 Streamline BI with Oracle DeltaForce testing of f Bully Business Objects Program Counts exceeded expectations; 900 registrations 1-. Source: Oracle Global Relationship Survey, Q2FY11 to Oracle Customer CIOs. Final results: 298 responses
3 Key Oracle BI Sales Plays 1. Expand and Standardize Using OBIEE 11g capabilities 2. Upsell BI Publisher Limited Use included with ebs, JDE and PSFT Displace Crystal Reports 3. Migrate Discoverer customers Large Installed base in ebs customers 4. BI Applications Incorporate OBIEE 11g capabilities 5. SAP/ Business Objects installed base Displace in favor of Oracle red stack
4 Opportunity 1. Expand and Standardize Many BI customers are concerned that BI capabilities are limited to only a few individuals AND that many different BI tools are being used 2. BI Publisher Many BI Publisher customers are frustrated with how hard to use some reporting tools are 3. Discoverer customers Many Discoverer customers are anxious to know how to modernize their BI platform 4. BI Applications Many BI Apps customers are curious about what the new BI 11g foundation capabilities mean for them 5. SAP/ Business Objects installed base Business Objects installed base customers are vulnerable to approaches by other vendors.
5 Key BI Sales Plays 1. Expand and Standardize Using OBIEE 11g capabilities BI 11g is so feature rich that it can now credibly be positioned as the standard for Analytics throughout a company! I understand that you use Oracle BI. Did you know that Oracle BI was recently improved dramatically? Would you like to learn how you can get more value from your usage today as well as deploying it more widely to meet more of your BI needs?
6 Oracle BI: The New Enterprise Analytic Standard "OBIEE 11g has features which make all enterprises running Oracle applications think twice before looking somewhere else for their enterprise BI platform. Having said that, there's nothing in the OBIEE architecture that requires tight coupling with Oracle's applications and middleware. 11g is a huge release, bringing tons of important new features to the OBIEE platform. Forrester: Boris Evelson July 2010
7 Why is OBIEE11g a Game Changer? Most Complete, Most Integrated Best-in-class User Interface Unified interface for any type of data source Action Framework Users can initiate actions from dashboards Distributed Report Writing Users can write reports, metadata layer gives IT confidence Most complete Scorecard and Strategy Management application Only BI solution integrated with Oracle database, middleware, and applications
8 Unified End User Experience Complete. Consistent. Accurate. Mobile Scorecards Reports Office Integration Interactive Dashboards Applications & Portals Geospatial Visualization Search Ad-hoc Queries Collaboration
9 Oracle BI 11g New Capabilities Capability Easier to use Insight to Action BI Publisher Spatial MOLAP integration Scorecard Enterprise Manager Benefit Visualization Action Framework Easier, more features for ERP reporting Maps to show results Essbase for modeling and forecasting New product, smart KPI s Manage BI like other Oracle products
10 Oracle Business Intelligence 11g Product Strategy Delivers best-of-breed products for Query and Analysis, OLAP, Reporting, Dashboards and Scorecards On a complete, open, and architecturally unified Business Intelligence Foundation Coupled with leading packaged business intelligence and enterprise performance management applications Providing customers with superior alignment visibility Providing customers with superior alignment, visibility, and fastest time to value
11 Key Oracle BI Sales Plays 1. Expand and Standardize Using OBIEE 11g capabilities 2. Upsell BI Publisher Limited Use included with ebs, JDE and PSFT Displace Crystal Reports 3. Migrate Discoverer customers Large Installed base in ebs customers 4. BI Applications Incorporate OBIEE 11g capabilities 5. SAP/ Business Objects installed base Displace in favor of Oracle red stack
12 Key BI Sales Plays 2. Upsell BI Publisher Limited Use included with ebs, JDE and PSFT Displace Crystal BI Publisher has been greatly enhanced, is part of BI 11g, and is currently being used extensively in our Apps Install base. Do you make use of SAP/ Crystal Reports? Did you know that BI Publisher is a more modern and fully functional reporting tool that provides easy-to-use, pixel-perfect reports that are fully integrated to tools like Microsoft Office? And as your business needs grow and change, BI Publisher is fully integrated to BIEE 11g.
13 Best in Class Production Reporting BI Publisher Fully Integrated with 11g 100% pure thin client interface No plug-ins, native AJAX 100% lifecycle support Access data, design, schedule, manage all in thin client For interactive reporting Web-centric design For production reporting Pixel-perfect documents Microsoft Office Integration Excel, PowerPoint, Word Microsoft Office 2003, 2007 & 2010
14 Key Oracle BI Sales Plays 1. Expand and Standardize Using OBIEE 11g capabilities 2. Upsell BI Publisher Limited Use included with ebs, JDE and PSFT Displace Crystal Reports 3. Migrate Discoverer customers Large Installed base in ebs customers 4. BI Applications Incorporate OBIEE 11g capabilities 5. SAP/ Business Objects installed base Displace in favor of Oracle red stack
15 Key BI Sales Plays 3. Migrate Discoverer customers Large Installed base in ebs customers Discoverer is near end-of-life so customers are looking for alternative analytics solutions. If we don t follow up with them, they may look to our competitors. I understand d that t you use Oracle Discoverer. Did you know that t Oracle s BI was recently improved dramatically? Would you like to learn how you can take advantage of these cababilities? Did you know you can migrate your Discoverer metadata to BI 11g?
16 Key Oracle BI Sales Plays 1. Expand and Standardize Using OBIEE 11g capabilities 2. Upsell BI Publisher Limited Use included with ebs, JDE and PSFT Displace Crystal Reports 3. Migrate Discoverer customers Large Installed base in ebs customers 4. BI Applications Incorporate OBIEE 11g capabilities 5. SAP/ Business Objects installed base Displace in favor of Oracle red stack
17 Key BI Sales Plays 4. BI Applications Incorporate OBIEE 11g capabilities Arrange for follow-up regarding functionality, availability, timing, i considerations Opportunity to engage! I understand you use Oracle Applications Did you know that Oracle s I understand you use Oracle Applications. Did you know that Oracle s BI Applications are pre-built to reduce complexity, speed time to value and lower Cost of Ownership? Would you like to learn more about BI Applications?
18 Rapid Deployments 5 weeks: 120 users live with Oracle BI EE 6 weeks: Exec Team live with Oracle BI EE 6 weeks: Oracle BI EE for Credit Risk Group 9 weeks: Oracle BI EE for sales reporting 8 weeks: Order Management Analytics 10 weeks: Sales Analytics for 1,200 users 16 weeks: OM & Financial Analytics 3 months: Oracle BI EE for mobile sales team 3½ months: Sales, Service, Marketing Analytics 100 days: 1,200 users live with Oracle BI EE
19 Rapid Deployment and Quick ROI 7-Figure return in 5 months Black & Decker: Hardware & Home Improvement Group was formed in 1989 as a division of Black & Decker. Headquartered in Lake Forest, California, the revenue of this division exceeds $1B. Before Expensive, error prone, time consuming manual process to generate spend data Users combining data from 14 QAD instances, Salesforce.com, SAP, Manugistics, MSFT Access and Excel Several multi-year Cognos projects had failed to deliver value No single source of truth for spend data; supplier rebates were being missed After Procurement & Spend Analytics + Essbase deployed in 16 weeks Provides visibility to spend data that was previously unavailable IT spend reduced 36% vs previous Cognos solution SG&A report produced in 5 minutes versus 8 hours 7 Figure Supplier Rebates were identified within weeks of go-live, resulting in immediate ROI.
20 Key Oracle BI Sales Plays 1. Expand and Standardize Using OBIEE 11g capabilities 2. Upsell BI Publisher Limited Use included with ebs, JDE and PSFT Displace Crystal Reports 3. Migrate Discoverer customers Large Installed base in ebs customers 4. BI Applications Incorporate OBIEE 11g capabilities 5. SAP/ Business Objects installed base Displace in favor of Oracle red stack
21 Key BI Sales Plays 5. SAP/ Business Objects (BO) installed base Displace in favor of Oracle red stack SAP BO customers that have had inquiries with Gartner analysts have expressed increasing concern about the BO roadmap and the perceived higher costs of ownership Our market survey data shows that ratings for SAP s customer experience for its BI platform product..are the lowest of any vendor in the survey The ability to achieve the business objectives driving the purchase of the BI platform saw SAP ranked among the lowest in our BI Magic Quadrant survey. - Gartner Group, January Do you make use of SAP/ BusinessObjects? Did you know that t Oracle s BIEE provides is a more modern and fully functional analytics tool that makes it easy for end users to write reports with confidence in the underlying data and simplifies maintenance for IT with use of an extensive, single metadata layer?
22 Streamline Your Business Intelligence with 11g Targeted Messaging g Sustainable Business Value with Oracle BI 11g Business Pain Oracle Solution Low BI adoption and satisfaction with too many disconnected products and fragmented user experience Inaccurate, incomplete and inconsistent information for decision making with the inability to unify information or models Expensive to own and maintain with hundreds or thousands of universes to update and one-off reports to maintain UBIQUITY: Best user experience & high adoption Ease of use for business users Flexibility to use dashboards, scorecards etc. Extensibility to other applications, portals, applications INTEGRITY: Relevant, accurate and actionable Common Information model All data sources modeled in common enterprise information model Proactive, predictive and prescriptive analytics AGILITY: Streamlined and built for change Built to work with Oracle stack Best integrated Lowest TCO
23 Key Oracle BI Sales Plays 1. Expand and Standardize Using OBIEE 11g capabilities 2. Upsell BI Publisher Limited Use included with ebs, JDE and PSFT Displace Crystal Reports 3. Migrate Discoverer customers Large Installed base in ebs customers 4. BI Applications Incorporate OBIEE 11g capabilities 5. SAP/ Business Objects installed base Displace in favor of Oracle red stack
24 QUESTIONS S A N S W E R S
25 APPENDIX
26 Smart Strategies Require Analytics Conserve CASH Drive Down COST Maximize OF GOODS CUSTOMER SOLD VALUE Manage RISK & PERFORMANCE Optimize WORKFORCE PERFORMANCE
27 All Functions Need Deeper and Timely Insight into Business Performance Sales Bookings trend, pipeline coverage, sales performance, lead conversion Finance Receivables, payables, cash flow & DSO status, profit sources & drains Procurement & Spend Direct & indirect spend, contract leakage, supplier performance Supply Chain & Order Management Order backlog status, inventory performance & turns Marketing Campaign results and ROI, customer loyalty trend, price effectiveness Human Resources Headcount and total compensation, talent management, retention rate
28 Value of Corporate Data is Not Fully Realized 80% 50% 63% 15% 22% Significantly improve their ability to react quickly to market changes and improve customer service Help their company grow revenues Biggest challenge is sharing data across the enterprise Have applied best practices using data strategically Frontline managers have access to data
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