copyright © 2015, oracle and/or its affiliates. all rights reserved. competitive positioning for jd...

Copyright © 2015, Oracle and/or its affiliates. All rights reserved.

Competitive Positioning for JD Edwards Partners

Ed KubulinsEast Region JD Edwards Pillar Lead

Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 2

Safe Harbor StatementThe following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.

Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |

A Winning Strategy: Optimal Performance in All Phases

Competitive Intelligence

Industry

MarketingPartnering

Engagement

Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 4


Industry

MarketingPartnering

Engagement

A Winning Strategy Marketing Leverage modern marketing for highly qualified leadsGet “industry relevant”

Partnering Collaborate with Oracle on webinars, seminars, other eventsASM knows your “sweet-spots” and value addAgree on engagement model

Industry Know the key drivers for this industry / this customer

Competitive Who are we competing againstHow do we win?• Get close on industry• Must win or match on applications• Must win on ability to deliver a customer-centric solution• Price vs. value

Engagement RFP – industry oriented cover letterSolution map – not an implementation planDemo support• fill the industry gaps with your expertise• level 1 partner services pitch, not the detailed scary one


The Competitive Landscape has Changed


Industry

MarketingPartnering

Engagement


Microsoft / SAP

• Microsoft Core

• SAP Business One

• Resale partners

• Vertical extensions

Infor, Epicor

• Direct sell model

• Targeted verticals

Oracle / JD Edwards

• Oracle sells applications

• Partner provides services

• Who’s got the vertical?

Competitor’s Industry strategies


A Winning Strategy: Industry


Industry

MarketingPartnering

Engagement


Qualities to Look for in ERP System

• #1 = Business Requirements• #1 = Required Functionality• System that meets my requirements

• “4 Qualities to look for in your chemical distribution ERP system”• “5 Crucial ERP reporting features for Distributors”• “4 Metrics your distribution ERP should be tracking”

ERP Selection Experts Weigh in


Click icon to add picture • Yash• Junction Solutions• Sunrise Technologies•Just Food ERP• CGS• VAI•Plex

We lost to who?


Who is more relevant to our customers?We are technologists Functionally oriented

Talk to Oracle about industry

We know your industry

Real Business Solutions

Improve your business with ERP


35%Partners with Good Industry content


Functional Orientation80% Solution Fit

MVP“We are opening the product for you to innovate”

Lyle Ekdahl, February 2, 2015


A Winning Strategy: Marketing


Industry

MarketingPartnering

Engagement


• To the Oracle Sales Team• Traditional Business development • Modern marketing (Social)


Webinars ?

Who’s got the

Vertical?


A Winning Strategy: Partnering


Industry

MarketingPartnering

Engagement

Selling to Oracle

Selling with Oracle

Oracle Resources


Selling to Oracle

• JD Edwards Business Development

• Alliance Channel Managers• RVP• RM• ASM• Regional Leads• SC Managers• SC’s

Develop a few key relationships

Who on your team handles ERP deals?

Coach and Influencer

Influencer

Coach and Influencer

Coach


ASM’s Reality• Midsize ASM’s can sell everything.• Has unlimited Oracle resources• Does not know everything


What Would Oracle ASM Like in a Partner?

•A team relationship•Industry experience•Relevant references•Leads / business development collaboration


Selling with Oracle

• Need to get organized• Look for possible solutions

– that leverage components– strong brand known for quality– Want expert advice

Customer needs a solution


•Elfa has a collection of components

–Container Store•Designer / architect•Project manager•installer

Customer needs a solution


• Component sales person• Designer / architect• Installation Technician

Who get’s involved


• Active in the entire sales cycle• Engaged during the demo• Tell implementation stories• Speak up on Gaps

Partner’s who get it - Solution Architects


• We can use our JD Edwards and Industry experience to assist in client demonstrations.

Letter to Oracle ASM’s from Partner

We can help to identify JD Edwards customers by assisting in calling customers and joint marketing events.

X• Our real world industry experience can help create effective demonstrations that highlight JD Edwards ability to meet specific client/industry needs, and during the demonstrations we can talk about how JD Edwards has met similar needs at real world clients.


Selling to the Oracle Sales Organization• We are the “go-to” experts in these 3 industries

– We have relevant customer references– We have industry focused Solution Architects / industry experts

• We know what it takes to sell ERP to these industries– Top 10 industry requirements and our solutions – We do ERP plus other systems required

• We know how to partner with Oracle– You lead the deal– We bring the expertise to the proposal and the demo

• Don’t– lead with 25 years of Upgrades– Competing products


Selling to the Oracle Sales Organization• We are not a one-trick pony

– EnterpriseOne– Cloud CRM– Demantra– Primavera– PLM– Hosting options


THE JD EDWARDS KNOWLEDGE ZONE HAS NEW LIFE!

• *NEW* PARTNER NEWSLETTERS

• *NEW* SUMMIT PRESENTATIONS

• *NEW* SALES-TARGETED CONTENT– Sell Sheets– Executive and Industry Presentations– Plus many more documents previously

available only on Oracle internal portals

• KEY PRODUCT ANNOUNCEMENTS

Access JD Edwards Knowledge Zone

http://www.oracle.com/partners/en/products/applications/jde-enterprise-one/get-started/index.html


JD Edwards Partner NewsletterDon’t Miss Out on Receiving the Latest News!

• Published monthly

• Fresh content designed to keep you current and aligned

• Leverage the valuable to be more successful

• JD Edwards Town Hall Webcasts

• Must opt in for JD Edwards Knowledge zone communications


Solution Footprint by Industry

Quick Reference Document with Suggested Core, Recommended and Optional Modules

• Target Industries• Mobile Applications• Suggested Upsell Focus Modules• Edge and Cloud Applications• Other Comments


Why JD Edwards EnterpriseOne? Achieving a Competive Edge with Low TCO and a Single, Integrated ERP Solution Elevator Pitch: A mature and robust solution offering deeper capabilities in more areas than any other ERP solution

JD Edwards EnterpriseOne is a proven ERP software suite with extensive core, operational and specific industry functionality for organizations of any size from small, growing companies to global, multi-divisional enterprises. EnterpriseOne is the most modern, collaborative, and configurable user experience available for any ERP solution and is backed by Oracle’s support policies. Adding to this, an eight -year strategic product roadmap shows continued focus on driving business value, while supporting industry best practices, improving the user experience, and increasing productivity. Lastly, JD Edwards supports multiple platforms and provides the lowest total cost of ownership (TCO) of all Tier 1 ERP solutions available today.

Who Do I Sell to? Why JDE? Provides stability, flexibility, growth and continuous innovation

• C-Suite: CEO, CIO, CTO, COO• VP/Director: VP Supply Chain, Controller, VP Manufacturing, Director of Customer Service

• Low TCO: An independent Nucleus Research study showed that SAP is more than four times more costly than JD Edwards EnterpriseOne. • Adaptable to your ‘global’ business requirements: Enables non-technical administrators and end users the flexibility to meet a wide range of business needs using a rich personalization and configuration layer. • Grows and expands with your business: Provides an underlying architecture that features a flexible, scalable toolset design built with open standards. JD Edwards offers 70+ applications modules designed for companies to start with a product footprint that meets today's needs, which can easily extend with new products alongside growing business requirements.• Adaptable to your IT infrastructure: Certified to run on a broad range of technology platforms from Oracle and other vendors, so JD Edwards fits into your IT strategy today and keeps your options open for the future. Packaged integrations to ‘best-in-class’ applications allows you to quickly add additional capabilities.• 8-year published product roadmap: Provides leading strategies for Cloud, Mobile applications, integration, analytics and reporting, and much more!• Stronger and better than ever: Where other ERP companies are publishing growth figures in the 2-3% range, JD Edwards continued with double digit growth 3 years in a row – unheard of in the industry!• Statistics don’t lie: 82% EnterpriseOne customers are either running or upgrading to the current release; 21% migrating from World Software to EnterpriseOne. Continuous innovation and product leadership makes JD Edwards a leading industry solution. • World’s most loyal customer base: Recognized in the industry as the solution with the world’s most loyal customers.• Expansive Partner Ecosystem: 25+ years of history with JD Edwards, midsize and up-market, understands the JD Edwards story and keeps up with new products/technologies.

Conversation Starters/Qualifying Questions

• Are you currently using an ERP solution? How important is ‘choice’ to you?• What are the common constraints you experience? • What company strategies are currently planned for this year and does your ERP (or other solution) meet the upcoming needs of those initiatives? For example, (role: controller, CFO) are you pursuing mobile applications such as PO Approval to streamline the procurement process? • What are the objectives you want to achieve through technology adoption? Have you adopted, or plan to adopt, a mobile strategy?• Do you have access to real time operational information? For example, (role: controller, CFO) does your Accounts Receivable group have access to the top 10 customers and status of their account in real-time? • Do your operational areas adhere to ‘management by exception’ strategies? For example, (adapt to role you are speaking to) can you monitor time sensitive backorders, or lagging work orders.• Have you looked at your process maturity levels? (adapt to operational area) Do you adhere to best-of-breed maintenance strategies?

Solution Highlights Customers

• Innovative user interface; runs on tablets and smart phones (65 mobile apps and counting).• Flexible configuration rather than customization.• Supported integrations and Oracle Cloud strategies (Oracle Sales Cloud, Oracle Talent Cloud).• Real-time operational reporting and analytics solution specifically designed for end users with intuitive interface (One View Reporting).• Strategic roadmap includes Cloud solutions, Exa (In-Memory applications), Internet of Things (machine-to-machine), Mobility, Industry. • Supports global, multi-division companies. • Proven low total cost of ownership (TCO).• Multi-platform, choice of deployment, single database, pure internet. • Continuous focus on deep industry-wide functionality—’end to end’ from capturing information to providing real-time operational information (out of the box) to the end user.

Industry Focus: An ERP leader for industry depth

• Manufacturing and Distribution: Manufacturing, Automotive, Chemical, Paper & Packaging – Helps manufacturers especially those that operate within a mixed-mode (process, discrete, repetitive, flow/lean etc) manufacturing environment develop, manufacture, and distribute products in a timely fashion.• Consumer Goods: Food & Beverage, Fashion and Apparel – Ability to manage complex supply chains, optimize inventory and supplier performance, provide traceability from supplier to store and manage complex pricing scenarios.• Projects and Services: Engineering and Construction, Homebuilding – Provide timely information to project stakeholders, manage skilled or certified resources, maximize contract margin by controlling project performance.• Asset Intensive: Mining, Natural Resources, Oil and Gas, Green Energy, Chemicals and Lubricants, Commercial and Investment Real Estate, Utilities – industries wherein the core business value proposition relies primarily upon the management of the capital assets.

ASSET INTENSIVE MFG & DISTRIBUTION PROJECTS & SERVICESCONSUMER GOODS


Industry Solution Presentations

• Executive and Solution Overviews

• Customer-Facing Presentations

• Three main industry segments:- Food and Beverage- Industrial Manufacturing- Engineering and Construction


Recorded ContentFocused Effort in 2015 to Record More!

• Product Directs• Sales Enablement Presentations• Oracle Direct iSeminars • Partner Recorded Content• YouTube Videos• Tutorials• Summit Sessions (coming soon!)


A Winning Strategy: Engagement


Industry

MarketingPartnering

Engagement


• We want a new system• Do you know my industry?• Do you have industry experience?• Do you have relevant references?

• We excel at upgrades and CNC• We are industry agnostic• JDE partner for 40 years baby!• We have lots of customers

Prospect You?


Example - ABC Consulting/Team Overview• Serviced over 100 different customers in multiple industries including: Chemicals,

Wholesale Distribution, Pharmaceuticals, Manufacturing

• ABC is a full service provider with business consulting, project management, functional, application development, and technology expertise

• ABC has been an Oracle business partner since 1992, focusing on implementations, upgrades, migrations, custom solutions and managed services. “Only JDE since 1992”

• Many ABC consultants are former Oracle/JDE employees, bringing great breadth and depth of experience to each project

• Remain True to our Core Values, insure there is integrity in everything we do, build strong customer relationships, people are everything, remain flexible, to bring best solution

OK

technicians?

Industry?


Click icon to add picture• Okay,….

•Oracle likes them • They know JD Edwards• They used JD Edwards• They have satisfied customers

• But what about….•My industry?•industry specific know-how?•Industry specific solutions?•What about my needs?

Proposal Letter – Industrial Distributor


• 19 pages of Proposal• JD Edwards is great• We are great• “Have we got a methodology for you!”

• and you’ll need lots of resources• and it will take a long time• and it’s complicated

• Industry• One sentence

Proposal Letter – Food Manufacturing Company

our


Level 1 – Introduction

• We know your industry• We have done this before• We will help you set it up• We will train you• We will stick around

Level 2 – Implementation scoping

• Detailed methodology• Executive commitment• People and time commitments• Change management• Time line• In-scope, out of scope

Partner presentations


Big Problem: Trying to win on

Product Trying to win on

Implementation Expertise


• Technology• Features and functions• Generalists

• Business value• Industry specific solutions• Specialists

Engagement has changed


A Winning Strategy: Optimal Performance in All Phases


Industry

MarketingPartnering

Engagement

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