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Sales Playbook for Partners
March 2009
Enterprise Policy Automation
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Welcome to the Sales Playbook for Partners
Oracle completed Legal Entity Combination with Haley onMarch 1, 2009
This playbook is to help you understand:
How Haley complements Oracle Enterprise Policy Automation
How to engage with Haley products
How to build sales and implementation readiness
How to position other products into your deal and sell more
Growth path opportunities
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DisclaimerThe following is intended to outline our general product direction. It is
intended for information purposes only, and may not beincorporated into any contract. It is not a commitment to deliver any
material, code, or functionality, and should not be relied upon inmaking purchasing decisions. The development, release, andtiming of any features or functionality described for Oraclesproducts remains at the sole discretion of Oracle.
Confidential InformationThe information contained in these slides is intended for Oracle
PartnerNetwork member use only. The information containedherein is considered Oracle confidential and can be used only inconnection with the potential licensing, distribution, or
implementation of Oracle programs to end users by Oracle or anauthorized Oracle partner.
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Contents
Overview
Strategic Rationale
Value Proposition Target Market & Sales Plays
Partner Value Proposition & Resources
Dril l Down
Haley Solution Overview
Reference Cases
Next Steps
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Oracle Enterprise Policy Automation
Haley was the leading provider of policy modeling and automation solutions withdeep domain and industry expertise
Unique, patented technology empowers business users to translate legislation and policyinto executable policies using natural language
Customers include some of the worlds largest government agencies and Global 1,000financial services and insurance companies
Private company, headquartered in Sydney, Australia
Complex operating environment is driving investment in Enterprise PolicyAutomation (EPA)
Constant change in policy due to demographic shifts and budget pressures requireflexible and easy-to-use systems
Organizations and governmental agencies need to implement policies in real time Legislation, regulation and increasing fraud incidents drive the need for scenario impact
assessments and decision audit trails
Oracle EPA provides mission-critical capabilities for social services and other keylegislated and regulated industries
Social services and governments agencies can improve their operational capability to tieoutcomes and constituent satisfaction back to policies
Financial services companies can bring products to market faster, avoid fraud, andenhance online and multiple channel presence
Insurance providers can enhance customer facing services, improve back-office efficiency
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Overview of Oracle | Haley
20 years as aproven EPA leader
Oracle | Haleys
missionis to OptimizeEnterprise Policy
Automation (EPA)
Customers include the worlds largest government agenciesand global 1,000 financial services, insurance and commercialcustomers
Consistently recognized as a leader by industry analysts
Customers and revenue from across North America, EMEA,
Asia-Pacific, and Australia Patented technology automates legislation and policy using
natural language rather than programming language, withmultiple languages already supported
Designed for rapid creation of industry content that can beeasily configured for an organization's unique requirements
Standard, pre-built integrations with leading enterpriseapplication vendors
Government agencies use Haley to serve tens of millions ofcitizens
Tier 1 commercial banks use Haley to serve millions of
customers Global insurers use Haley to automate tens of thousands of
daily claims transactions
Dynamic self-service applications and high-volume enterpriseautomation based on complex policy and legislation
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Contents
Overview
Strategic Rationale
Value Proposition Target Market & Sales Plays
Partner Value Proposition & Resources
Dril l Down
Haley Solution Overview
Reference Cases
Next Steps
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Dynamic Legislation and Regulation is
Driving the Need to Automate Policies
Freedom of information is increasing thepressure from customers and citizens toprove compliance with policies andstandards
Budgetary
pressures force
efficiencies
Costly IT projects and resource-intensivecall centers are expected to innovate, anddeliver more with less
Accountabilityrequires
transparency
Security, geopolitical and financial eventsdrive frequent legislative changes and highexpectations of enforcement
Making accurate and consistent decisionsis difficult when finely targeted policies areneeded to deliver the best outcomes
Policy
complexity is
growing
Legislative
changes are
accelerating
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EPA Opportunity Today
Policy modeling
and automation
Public Sector
(esp. Social Services, Immigrationand Tax)
Other HeavilyRegulated Industr ies
FinancialServices andInsurance
Enterprise Policy Modeling and Automation software is broadlyapplicable, serving the needs of customers in many markets
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EPA and Oracle Applications
completes Oracles abil ity toprovide Public Sector
solutions Social Services opportunities
Revenue and Tax agencies
Immigration and Borderagencies
provides additionalopportunities with Oracle in
Financial Services market forloan origination, insurance claims,
etc.
Vertical
Middleware &
Database
CRM
The combination of
Haley EPA and Oracle Apps
Policy modeling
and automation
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Business
users create
the content
Unique tools
check
policies &show
implications
Quick, highperformance
deployment
Business people write policies in Natural Language andtherefore no cost or risk associated with translation by IT
Manage policies with business tools like Microsoft Word,Excel, Visio reduces training requirement and allows foragility with updates
Policy isomorphism providing confidence in and visibilityof policies
In-built simulation and scenario modelling gives
capacity to analyse and test policy outcomes
Detailed determination reporting documents howconclusions were reached for audit purposes Automated and interactive policy testing to ensure that
deployments give correct results
Fully SOA-enabled out-of-the-box providing low cost
flexibility
Integrated with Siebel
High performance inference engine with TemporalReasoning architecture
Oracle | Haley Value Proposition
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yes no
yes no
yes no
yes no
yes no
yes no
Others+LogicalApps
logoOnly Oracle and Haley can deliverALL of
the following:
Policy Isomorphism rapid transformation of businessdocuments into executable policies
Dynamic Interactive Interviews automatically
generated from policy documents
Detailed Determination Report ing
Pre-integrated with Oracle Siebel Applications
Enterprise Policy Automation tuned for Public Sector,
Insurance, and Financial Services
Clearly Different
Temporal Reasoning out-of-the-box management ofdecisions than span multiple versions of policies and
customer circumstances
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Contents
Overview
Strategic Rationale
Value Proposition Target Market & Sales Plays
Partner Value Proposition & Resources
Dril l Down
Haley Solution Overview
Reference Cases
Next Steps
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Whos Buying Enterprise Policy Automation?
Financial Services
and Insurance
Social Services/
Public SectorOther Industries
Tier 1 retail banksserving millions of
customers Investment banks
Health insurance,including Tier 1 USinsurers
Diverse spreadincluding:
Global FMCG Online retail
Precisionmanufacturing
Tens of millions ofcitizens served
National, state andlocal governmentagencies
Human and socialservices, taxation,immigration, grants,defense
Over 115 customers world-wide
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Key Industry Pain Points Drive Need for
Enterprise Policy Automation (EPA)
Other
Financial Services and
InsuranceSocial Services/
Public Sector
Allow business users todefine new products andservices
Demonstrate compliancewith regulations
Monitor, detect and report
potential breaches Monitor traders andadvisors and claimants orpotential breachesthrough regular reporting
Increase self-service
capabilities to reduce callcenter volume
Optimize complexunderwriting and claimsadjustment processes
Deliver cost-effectivecitizen self-servicecapabilities
Determine eligibility incomplex legislativeenvironments
Ability to evolve withchanging regulations
Enforce consistentdecision making
Accelerate IT projects toenable timely delivery of
new policy, quickly andaccuratelyK
eyIndustryR
equirements
Perform complexquotation and priceadjustments
Field support of salesstaff via mobile devicepolicy automation
Define allowable productbundling and discounts
Optimize operations fortransport planning
Identify customer crossand up-sell opportunities
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1
2
3
Maturity Level
CRM / Case Management Upgrades
Pain
What to Look For
Public reports of determination or processing errors leading to disputes,financial restatements / freedom of information requests
SEC or Government audits / investigations
CIO / agency head turnover New or updated policy arising from legislation or product changes Drives for efficiency and cost cutting in service delivery Mergers and acquisitions requiring consolidation of different policies
Heavily regulated industries & complex requirements Public Sector, Insurance,Financial Services
Expensive investment in IT systems for policy execution Have bought a legacy / homegrown / generic rules engine Reviewing use of mainframe systems and modernization programs
Look for public sector agencies or commercial firms with expensive, inflexiblelegacy systems that need to be upgraded to newer COTS platforms for costconsolidation, standardization, and improved requirements handling
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Policy / LOB Owner Information
Technology
Program Administrator
Policy Director Director of ICT
CTO
CIO
Who You Should Sell To
Department/Agency Head
Product/Channel Owner
C-Level Suite
Chief Executive Officer
Commissioner
Agency Head / COO
Chief Elected Official
Chief Information Officer Functional Head
Do you wish to lower your cost ofpolicy automation and increaseyour effectiveness?
Do you want to increase theflexibility of adopting new policiesagainst complex businessprocesses?
Do you want to enable Citizens orUsers with how and why decisionshave been made?
SAMPLE
QUESTIONS
Do you want to ensure that yourpolicy aims are clearly andcorrectly expressed within yoursystem?
Do you want to minimizeloopholes?
Do you wish to implement policiesacross multiple programs whilemaintaining compliance againstlegal mandates?
Do you want to decrease the riskof implementing systems to meetnew business requirements?
Do you want to deliver thesesystems on-time?
Do you want to decrease the
overall ownership cost of yourpolicy automation system?
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Key Plays
Public Sector
Industry Customer Need Lead With
Social ServicesBenefit Determination
Revenue / TaxTaxpayer Service
Immigration
Visa/Entry Eligibility
Human ResourcesPay, Benefit & Admin,
Pension, etc.
FinancialsProcurement, Grants,
Disbursement, etc.
Siebel Apps
Siebel Apps
Siebel Apps
Oracle Apps (PSFT, EBS, JDE)
Oracle Apps (PSFT, EBS, JDE)
EPA
ETM
= Enterprise PolicyAutomation
= Enterprise TaxationManagement
EPA
ETM
EPA
EPA
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Key Plays
CRM Horizontal
Industry Customer Need Lead With
Scoring of Prospects,Quick Quotes for Groups
Call Center self serviceProblem solving/diagnosis
Household Detection for
UCM
Validating Sales ProcessAnd Methodology
Complex validations
EPA
= Enterprise PolicyAutomation
EPA
Siebel Apps
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Key Plays
FS / Insurance
Industry Customer Need Lead With
UnderwritingDecision
Complex / RegulatedProduct Configurations
ClaimsBenefits/ Coverage
Determination
Claims Fraud
Regulatory Compliance
= Enterprise PolicyAutomation
EPA
IGBU Apps(Insurance Global
Business Unit)
EPA
Siebel AppsEPA
FSGBU Apps(Fin Svcs Global
Business Unit)
EPA
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Key Plays
ALL Industries(Sunset Products)
Industry Customer Need Lead With
Haley Expert Rules
Haley GRC
Haley FraudSight
Oracle GRC Manager
Oracle Adaptive Access Manager
EPA
= Enterprise PolicyAutomation
EPA
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Contents
Overview
Strategic Rationale
Value Proposition Target Market & Sales Plays
Partner Value Proposition & Resources
Dril l Down
Haley Solution Overview
Reference Cases
Next Steps
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ISVs, Hardware Vendors
Offer a comprehensive solution that address industry needs using enterprise-class software solutions
Increase gross margin of total solution comprising hardware, software and services
Broader opportunities for development integrations
Value Proposition for All Partners
Work with a single vendor to address customer needs for policy administration and compliance
Leverage Haleys 20+ years experience in delivering complex policy automation software
Enable customers to respond to constantly changing policies, regulations and legislation
Deliver 1st packaged solution for social services agencies
Provide solution for financial services customers to more effectively manage business rules that governtrading, lending, underwriting, claims, origination and fraud prevention
Provide insurance customers solution to optimize complex underwriting and manage claims
System Integrators
Leverage your Oracle expertise to drive further value at client
Extend services around Oracle's Siebel CRM, ERP, and Industry applications
Service / cross sell / upsell EPA and Haley customers
Opportunities by Partner Type
Resellers
Cross sell/upsell broad applications portfolio specialized for industry needs
Position Oracle Technology and Middleware into your deals and create new revenue
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High-touch sales and enablement Custom programs and offerings Joint solution development
Enabling The Partner Ecosystem20,000+ partners worldwide: the Oracle PartnerNetwork program is structured
to help our partners to be as successful as they can be with Oracle
Top Strategic Partners
(20)
Low Volume Small Partners
(16,000)Small VARs, ISVs, Remarketers,
Low-touch, online enablement Velocity sales Leverage VADs for increased
penetration
Traditional Oracle Partners
(3,000)Regional Resellers, SIs, ISVs
Local relationship development Joint events, OPN Days Leverage deep customer relationships Key triangulation targets
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FY09 Oracle Partnering Model
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Access Oracle PartnerNetworkoracle.com/partners
Before OPN login:
1. Click OPNProgram todiscover OPNsbenefits and
resources.2. Enter a
Knowledge Zone:product info,social networks, &more.Example:
Industries >Public Sector
3. If you havequestions, ContactOPN.
Login to access:
4. Pricing, training &sales tools via theSiebel ProductFocus Area.
1
2
3
4
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OPN Knowledge ZonesEx: Siebel and Public Sector
Enablement
Solution Resources
Events
Oracle Mix
Forums Blogs
Wikis
Related Areas
Latest Updates
Get in the Zone
Product info
Social networks
Collaboration
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OPNs Engage with Oracle page contains Product FocusAreas (PFAs) and Initiatives My Company Initiatives lists those a partner is approved to access
After login, access
Haley resources in
the:
Siebel Focus Area
Guided LearningPath
Sales & Pre SalesTraining
Product Training
Solution Kit
Sales & Marketing
resources
Pricing
Development &Support
Product info
News & Information
Products are
available on the
Siebel Enterprise
Edition Price List
After OPN Login > OPN Focus AreasPricing, Education, Sales Tools & Much More
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OPNs Engage with Oracle page provides access to Industryareas with specialized industry content and resources Enroll based on your market focus
1. Financial Services
2. Insurance
3. Public Sector
4. Tax
Target Industries
OPN Industry Focus Areas: Partner Resources
31
Build a full picture
of Oracle solutions
for your target
market:
2 4
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Grow with Oracle
Develop new sales
plays
Extend footprint inyour accounts
Better serve yourcustomer needs
Contribute to
increased customerROI and satisfaction
Revenue Boosters
1. Offer complementaryproducts: developenablement through
OPN Focus Areas andInitiatives
2. Position OracleDatabase andMiddleware in yourdeals and earn more
3. Check out the OPNEvents Calendar:attend partner eventsto rapidly buildcompetency
As an OPN partner, you have tremendous growth opportunity
Explore how you can extend your offering and drive new revenuestreams
Join Focus Areas to get enabled on Oracle products and developsales readiness
Next Steps
How Can I Grow My Business?
2a
2b
3
1
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Sales, Pre-Sales, ImplementationEnablement
Guided Learning Paths
Oracle Policy Automation Boot Camps
Apri l 16-17 (Reading, UK) and April 20-21 (Reston, VA, USA)
Hands-on workshop
Content for sales and pre-sales staff and implementers
How to position as a key differentiator in sales opportunities
Implementation methods and best practices
Position the Value of Oracle
solutions
Content that you can
use with your customers
Assets that can bedownloaded andpresented to yourcustomers
Sales cheat sheet,elevator pitch, collateral,demo
Build Sales & Implementation
Readiness
Solution Kits
Recommendedand requiredtraining
By job role orproduct focusarea
Pre-assessmentsand personalizedpaths
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Additional Resources
Submit Your Customer Success on the
OPN portal > Marketing pagehttp://www.oracle.com/partners/marketing
Oracle Enterprise Policy Automation for:> Immigration > Social Services > Public Sector
http://www.oracle.com/haley
Customer Successeshttp://www.oracle.com/customers
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Contents
Overview
Strategic Rationale
Value Proposition Target Market & Sales Plays
Partner Value Proposition & Resources
Dril l Down Haley Solution Overview
Reference Cases
Next Steps
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Dramatically improves time-to-marketfor changes to policies
Simplifies development andmaintenance
Ensures accuracy and consistency incomplex decisions and determinations
Reduces the burden on IT resources Assesses the impact of changes in
policy on customers and citizensthrough what if scenarios
Provides full audit-trail capability
Detail - Enterprise Policy Automation
Policy
Documents
Modeling
Enforcem
ent
Dep
loy
ment
Asses
sment
Optimiz
ation
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Oracle Policy Automation
Enterprise Policy Automation:
Product Components and Architecture
Oracle Policy
Modeling
Oracle Web
Determinations
Oracle Determinations
Engine
Oracle Determinations
Server
CRM, Portal
HR, ERP
Middleware / Native Web
Services / Java / .NET
Other
Database
Oracle Policy Automation
Connector for Siebel
Oracle Policy Automation
Connector for SAP JCo
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Social services is a critical focus for Oracle Customers moving from custom software to Commercial off the Shelf (COTS)
packaged applications More than 1,100 agencies world-wide, with many expected to modernize their
systems within the next two to five years
With EPA, Oracle will be a leader in social services Oracles ERP and Siebel CRM applications are the leading front and back office
solutions for public sector Oracle | Haleys Determinations Engine is unique in its capabilities for Social
Services Oracle and Haley have an existing partnership and have provided a joint solution to
customers EPA is expected to become the core determination engine of Oracles social
services solution
Social Services ExampleCombination Creates Leading Solution
OraclesSiebel CRM
Multi ChannelCase Management
HaleysEligibility
Policies, LawsCircumstances etc
Oracles ERP
Payments
AR/AP
Citizens
Social Services Example
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Social Services ExampleEnterprise Policy Automation for Social Services
1 Model
Model the legislation
that defines benefits
Define expected
benefit payments in
specific test cases2 Deploy
Deliver self-service
eligibility answers for
benefit recipients
Automate calculations
for complex payments
4 Assess
Report on the impact
of existing policiesAnalyze effect of new
benefits on cit izens
3 Enforce
Deliver consistency
across all locationsand channels
Track causes of over
and under payments
5 Optimize
Create social policy
recommendations to
improve outcomes
Update policies asnew legislation passes
Social Services Example
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Social Services ExampleComplementary Social Services Solution
Oracle for Social Services
Siebel Call Center, Self Service
Labor Child Support Child Welfare Integrated
Eligibility
Oracle Analytic Dashboards
Siebel Program Modules
LaborChild
Support
ChildWelfare
IntegratedEligibility
Siebel Social Services BaseIntake, Service Provider Booking, Case Management, Appeals
Model Deploy Enforce Assess Optimize
Haley Enterprise Policy Automation
Oracle Back Office AdministrationHCM, AR, GL, AP, Procurement, Grants, Projects
A logical step to offering aworld class social servicessolution
Combination provides: 360 view of the citizen Leading multi-channel
intake capabilities Proven deep and complex
eligibility determination Outcome oriented case
management
End-to-end serviceprovider booking andreferrals
Benefit program specificfunctionality built on aproven enterprise COTS
platform Rich analytics to measureprogram performance
Closed loop analysis tyingoutcomes back to policy
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EPA and Haley vs. Oracle Business Rules
Oracle Business Rules is integrated within Oracle FusionMiddleware and is the strategic Business Rules engine inOracles Fusion Applications
EPA and Haley are intended to address policy automationusing natural language, creation of policies from regulatoryrequirements, etc.
Oracle EPA should not to be positioned as a generalpurpose or standalone rules engine
For general purpose business rules, especially whenmodeled by developers or LOB, customers can leverageOracle Business Rules within Oracle Fusion Middleware
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Contents
Overview
Strategic Rationale
Value Proposition
Target Market & Sales Plays
Partner Value Proposition & Resources
Dril l Down Haley Solution Overview
Reference Cases
Next Steps
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ITOracle | Haley Customer Overview
Financial Servicesand Insurance
Government Other
American Fidelity (US)
Countrywide (US)
Credit Suisse (Switzerland)
UBS (Switzerland) BUPA (UK, Ireland)
NASD (US)
United Healthcare (US)
HealthMarkets (US)
American International Assurance
(US) Farm Bureau Financial Services
(US)
British American Tobacco (UK)
Motosport (US)
Cisco (US)
Intel (US) AT&T (US)
Toyota Motor Corp (US)
Internal Revenue Service (US)
Govt of British Columbia(Canada)
Montana DMV (US) HM Revenue & Customs (UK)
Home Office (UK)
Ministry of Defence (UK)
Dept Trade and Industry (UK)
Dept of Social Security (Sweden)
Westchester County (US) ICF Road Home (US)
50+ Local Councils (UK)
Small Business Service (UK)
Dept of Statistics (Netherlands)
Dept of Defence (Australia)
Dept of Veterans Affairs(Australia)
Dept of Immigration (Australia)
NSW Government (Australia)
Medicare (Australia)
B iti h C l bi Ch O l d H l t
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British Columbia Chooses Oracle and Haley to
Modernize their Systems for Social WelfareRequirements
Better tools and simplification of business processes
Replacement of obsolete, aging and inflexible legacy systems
Provide better integration of services and protection of Children Deliver a single view of the citizen across services
Enable visibility into service and productivity metrics
Why Oracle and Haley
Leading policy automation and rules determination capability
Proven Enterprise platform that is available commercially off the shelf (COTS) Enterprise Application Integration
Business Insight
A stralian Immigration Department Gains
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Australian Immigration Department Gains
Client Visibility
Challenges
Improve openness and accountability
Deliver a unified and accurate internal viewof all client dealings
Streamline overlapping processes anddeliver global consistency
Results
Visa applicants can now test eligibilityagainst 57 visa classes through self-service
98% of call center visa inquiries are nowhandled through self-service
1,500 policies automated for over 750,000
annual visa applications, deliveringconsistency for 7,000 global staff
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Contents
Overview
Strategic Rationale
Value Proposition
Target Market & Sales Plays
Partner Value Proposition & Resources
Dril l Down Haley Solution Overview
Reference Cases
Next Steps
Next Steps
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Next StepsCapitalizing on the Opportunity
3
2
1
Invite customers or prospects to attend a live Oracle event or
webcast
4
Join a Boot Camp to build sales and implementation readiness
Includes content for sales, pre-sales staff, and implementersApril 16-17 (Reading, UK) / April 20-21 (Reston, VA USA)
More dates/online options on OPNs Haley page
Use OPN to enable your organization
Haley resources in the Siebel Product Focus AreaIndustry Initiatives: Financial Services, Insurance, Public Sector,
Tax
Position complementary products into your deals: Oracle
Enterprise Taxation Manger, E-Business Suite, PeopleSoft, JD
Edwards, Siebel Apps, Oracle Database and Middleware
Available from OPNs Siebel Focus Area > Haley page
Attend a Product Demo Webcast
top related