business intelligence sales plays - opn events · business intelligence sales plays eve milrod...

Business Intelligence Sales PlaysEve Milrod HalwaniEve Milrod Halwani

John Duda

February 3, 2011

Clear Demand for Oracle SolutionI t ll d B

Ranking (1) Frequency Selected (multiple selections allowed)

Installed Base

1. Analytics / Business Intelligence 50%

2. IT Governance / Risk Management 38%

3. Cloud Computing 35%

BI Online ForumSeparate LOB and IT tracksCounts exceeded expectationsCounts exceeded expectations

1700 registrations; 400 attended replay since Dec 15Streamline BI with Oracle

f “ ODeltaForce testing of “Bully Business Objects” ProgramCounts exceeded expectations; 900 registrations

1-. Source: Oracle Global Relationship Survey, Q2FY11 to Oracle Customer CIOs. Final results: 298 responses

Key Oracle BI Sales Plays

1. Expand and Standardize– Using OBIEE 11g capabilitiesUsing 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 customersLarge 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

Opportunity1. 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….

Key BI Sales Plays


BI 11g is so feature rich that it can now credibly be positioned as the standardcredibly 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 howwas 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?”

Oracle BI: The New Enterprise Analytic StandardStandard

"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 p p g ,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

Why is OBIEE11g a Game Changer?Most Complete Most IntegratedMost 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 confidenceUsers 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

Unified End User ExperienceComplete. Consistent. Accurate.

Mobile Reports

Complete. Consistent. Accurate.

Scorecards

InteractiveDashboardsOffice

Mobile p

Dashboards

Geospatial Vi li ti

Office Integration

VisualizationApplications & Portals

Ad hocSearch

Ad-hocQueries

Collaboration

Oracle BI 11g New Capabilities

Capability BenefitEasier to use VisualizationInsight to Action Action FrameworkBI Publisher Easier more features for ERP reportingBI Publisher Easier, more features for ERP reportingSpatial Maps to show resultsMOLAP integration Essbase for modeling and forecasting

Scorecard New product, “smart” KPI’sEnterprise Manager Manage BI like other Oracle products

Oracle Business Intelligence 11gProduct Strategy

• Delivers best-of-breed products for Query and Analysis,

Product Strategy

OLAP, Reporting, Dashboards and Scorecards

• On a complete, open, and architecturally unified p , p , yBusiness Intelligence Foundation

• Coupled with leading packaged business intelligenceCoupled 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

Key BI Sales Plays

2. Upsell BI PublisherLimited Use included with eBS JDE and PSFT– 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 baseextensively in our Apps Install base.

“Do you make use of SAP/ Crystal Reports? Did you know that BI y y p yPublisher 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 ”change, BI Publisher is fully integrated to BIEE 11g.”

Best in Class Production ReportingBI Publisher Fully Integrated with 11gBI 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 reportingFor production reporting– Pixel-perfect documents

• Microsoft Office Integration– Excel, PowerPoint, Word– Microsoft Office 2003, 2007 & 2010

Key BI Sales Plays

3. Migrate Discoverer customersLarge Installed base in eBS 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 t titto our competitors.

“I d t d th t O l Di Did k th t“I understand that you use Oracle Discoverer. Did you know that 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? “y g y g

Key BI Sales Plays

4. BI Applications– Incorporate OBIEE 11g capabilitiesIncorporate OBIEE 11g capabilities

Arrange for follow-up regarding f ti lit il bilit ti ifunctionality, availability, timing, considerations … O i !Opportunity to engage!

“I understand you use Oracle Applications Did you know that Oracle’sI 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?”

Rapid Deployments

6 weeks: Exec Team live with Oracle BI EE

5 weeks: 120 users live with Oracle BI EE

9 weeks: Oracle BI EE for sales reporting

6 weeks: Oracle BI EE for Credit Risk Group

10 weeks: Sales Analytics for 1,200 users

8 weeks: Order Management Analytics

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 EEy ,

Rapid Deployment and Quick ROI7 Figure return in 5 months7-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

Before

Headquartered in Lake Forest, California, the revenue of this division exceeds $1B.

After

Expensive, error prone, time consuming manual process to generate spend dataUsers combining data from 14 QAD

Procurement & Spend Analytics + Essbase deployed in 16 weeksProvides “visibility to spend data that was previously unavailable”

instances, Salesforce.com, SAP, Manugistics, MSFT Access and ExcelSeveral multi-year Cognos projects had failed to deliver value

IT spend reduced 36% vs previous Cognos solution SG&A report produced in 5 minutes versus 8 hourshad failed to deliver value

No single source of truth for spend data; supplier rebates were being missed

versus 8 hours“7 Figure Supplier Rebates” were identified within weeks of go-live, resulting in immediate ROI.

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 customermarket 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 j g p pranked among the lowest in our BI Magic Quadrant survey.”- Gartner Group, January 27 2011

“D k f SAP/ B i Obj t ? Did k th t O l ’“Do you make use of SAP/ BusinessObjects? Did you know that 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, y g p ,single metadata layer?”

“Streamline Your Business Intelligence with 11g”Targeted Messaging

Sustainable Business Value with Oracle BI 11gBusiness Pain Oracle Solution

g g g

•Low BI adoption and satisfaction with too many disconnected products and fragmented user experience

•UBIQUITY: Best user experience & high adoption•Ease of use for business users•Flexibility to use dashboards, scorecards etc.•Extensibility to other applications, portals, applicationsapplications

•Inaccurate, incomplete and inconsistent information for decision making with the inability to unify

•INTEGRITY: Relevant, accurate and actionable•Common Information model •All data sources modeled in common enterprise information model

information or modelsenterprise information model•Proactive, predictive and prescriptive analytics

•Expensive to own and maintain with hundreds or thousands of universes to

•AGILITY: Streamlined and built for change•Built to work with Oracle stack

update and one-off reports to maintain •Best integrated •Lowest TCO

Q U E S T I O N SQ U E S T I O N SQ U E S T I O N SQ U E S T I O N SA N S W E R SA N S W E R S

APPENDIX

Smart Strategies Require Analytics

Conserve CASH Drive Down COST Maximize OF GOODS

SOLDCUSTOMER

VALUE

Manage RISK & PERFORMANCE

Optimize WORKFORCE

PERFORMANCE

All Functions Need Deeper and Timely Insight into Business PerformanceInsight into Business Performance

SalesBookings trend

FinanceR i bl Bookings trend,

pipeline coverage, sales performance,

lead conversion

Receivables, payables, cash flow & DSO status, profit

sources & drains

Procurement & SpendDirect & indirect spend, contract

leakage, supplier

Supply Chain & Order ManagementOrder backlog

status, inventory performance &

Marketing

performance

Campaign results Human Resources

turns

Headcount and total compensation and ROI, customer

loyalty trend, price effectiveness

total compensation, talent

management, retention rate

Value of Corporate Data is Not Fully RealizedRealized

80% 50% 63% 15% 22%Significantly improve their ability to react

quickly to market

Help their company grow

revenues

Biggest challenge is sharing data across the

Have applied best practices using

data strategically

Frontline managers have access to data

quickly to market changes and

improve customer service

across the enterprise

business intelligence sales plays - opn events · business intelligence sales plays eve milrod...

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