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NATO Fusion Middleware Playbook
NATO FMW Playbook
People/Organizations
Business Opportunities
Technology
Systems & Tools
NATO FMW Playbook
Technology
E2.0, SOALogic, TurboGrid, App Attack
Multiple Campaigns That:
• Target our current customer base
•
•
•
•
•
Upgrade to WebCenter Suite and Unify Content Infrastructure
Up sell SOA to WebLogic Customers
Up sell WebLogic Suite to WebLogic customers
Sell the Management Packs and Governance to our customer base
Sell Technology to our Application customers
• Deliver Targeted Quick Hit Plays
• Ability to close business within quarter
• Highly business value for tightest budgets
• Streamlined communication
• Alignment with Sales, SC’s, Product Management, Product
Marketing, ESG, Consulting all working on same campaign
• Campaign Dashboard - single source of information for campaigns
SOALogic & App Attack Plays
Naked SOA
• Sell Governance and Management Packs
SOA for WLS
•
•
•
•
Sell SOA Suite
Target of WLS customers, and SOA component owners
Integration, consolidation, business process automation
Composite Application Platform
App Attack
•
•
•
•
•
Target customers with WLS and at least 1 Oracle Application
Entry Point from each application
SAP story
Lower cost of application upgrades
Who better to integrate Oracle Apps then Oracle?
TurboGrid Plays
iAS to WL Suite
• Target iAS
• Up-sell to WL Suite
• Improve performance, scalability and stability of their mission critical
applications
Total WebLogic Management
• Convert to EE and Suite, Up sell Management Pack for WebLogic
• Less then 7% attach rate
Turbo Charge your Environment
• Target 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
E2.0 Portal Plays
Next Generation Portals
• WebCenter for Next Generation Portals
Build intranets, extranets and public sites on the powerful WebCenter 11g platform
• WebCenter Spaces for Collaborative Team Sites
Drive employee productivity and customer connections with WebCenter Spaces 11g
Attach & Upsell
• Portal Consolidation
Lower TCO and simplify web user experiences through website consolidation
• Migrate WCI and WLP to WebCenter Suite
Fully leverage the Oracle platform and application integration
• Business Process Portals via SOA and Apps
Improve cycle time and provide a single user experience with process portal apps
E2.0 ECM Plays
ECM Infrastructure
• Unified Content Infrastructure
Simply and Unify Content Infrastructure for lower TCO
Install Base & Upsell
• ECM for Portal Customers
Extend the value of your WLP, WCI or Oracle portal investment with robust ECM
• ECM for Applications Customers
Deliver true ECM from within your Siebel, EBS or PeopleSoft application
TurboGrid/SOALogic/App Attack Leveraging our Base
WebLogic
SOA for WLS
Sell SOA
Total WL Mgt
Sell Management Pack for
WebLogic
Large WebLogic Server/
WebLogic Server /
WebLogic Portal
Web Applications
TurboCharge
Up-sell WebLogic Suite /
Coherence
SOA Suite
BPEL, OSB
WebLogic Integration Install
Naked SOA
Up-sell Management Pack
Plus for SOA/ Repository
Oracle Application Server
iAS or SOA and BPEL on
Oracle Application Server
iAS to WLS
Migrate to WebLogic Suite /
Coherence
App Attack
Sell SOA
Oracle Applications
Oracle Applications
without SOA
SOALogic, TurboGrid Products
(list prices)
AIA Foundation
SOA Suite
Weblogic Suite
Requires Pack
$46k / CPU
$57.5k / CPU
$45k / CPU
Enterprise Repository
$145k / CPU
Services Registry
$46k / CPU
Requires
BPA Suite
$10.5k / Named User
EDA Suite
$70k / CPU
• Oracle CEP
Coherence Suite
$50k / CPU
BPM Suite
$115k / CPU
Weblogic Grid
• BPEL PM, BAM, B2B,
Business Rules
ODI Suite
$70k / CPU
• Oracle Data Integrator EE
• Oracle Data Quality &
Profiling
• BPEL PM
$23k / CPU
• Hyperion DRM
• Oracle Service Bus
$23k / CPU
• Oracle Coherence
NATO FMW Playbook
Business Opportunities
Business Opportunities
Process Maturity Observations
Marginal
Stable / Typical
Best Practice
Transformative
Effect of Implementing
our recommendation
Potential
Business Value
High
Why did we create this?
Degree of “Full
Value” Difficulty
Low
Quick Win
Opportunities
High
Business Impact of
implementing our
recommendation
 Standard Sales Play decks are technology focused.
 Add depth & 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 solution
Business Opportunities
Applications Customers
NATO Campaign: AppAttack
Cap future application upgrade costs
Reduce risk and complexity of ERP/CRM application upgrades
Process Maturity Observations
Marginal
Stable / Typical
Best Practice
Transformative
Potential
Business Value
High
Observations
 Applications 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.
Recommendations
 Re-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 Middleware
 Standardize the representation of business entities like
Order, Customer, Employee throughout the organization.
Quick Win
Degree of “Full
Value” Difficulty Opportunities
Medium
High
Expected Benefits
 Future 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 & better visibility into business processes.
How 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 Components
Oracle SOA suite, AIA Foundation Pack, Webcenter suite,
Management Packs
Customer Successes : ZEBRA Technologies
Associated NATO Campaign: App Attack, GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Common high value business processes
Business
Process Name
Business Process Function
Typical Applications
involved
Order to Cash
Take 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. B2B
Design to Release
Enable 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, SAP
Lead to Order
Consolidate 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 customers
CRM and ERP (Siebel and eBusiness
Suite)
Procure to Pay
Individuals 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), B2B
Forecast To Plan
Collecting 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 procurement
Demantra, ERP, Inventory management
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
Common high value business processes
Business
Process Name
Business Process Function
Typical Applications
involved
Receive to distribute
Capture, book orders, release for picking. Create deliveries, assign carriers
automatically, freight and logistics follow.
Glog(OTM), ERP(EBS, SAP, JDE),
CRM
Hire to Exit
Recruiting, 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 apps
Campaign to Cash
Process 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/E2.0
Demand to Delivery
This business process starts at sales & operations planning, demand
planning which leads to procurement of materials and production planning;
materials & Inbound logistics are monitored which helps with manufacturing
of the product and its shipment and delivery
CRM, Demantra, ERP (EBS,JDE,SAP),
OTM
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
Automate high value business processes
Order to Cash, Hire to Exit, Financials-Supply Chain
Process Maturity Observations
Marginal
Stable / Typical
Best Practice
Transformative
Potential
Business Value
High
Observations
 Business processes require manual or paper based
coordination
 Process mistakes due to missed or inaccurate information
 Difficult to track orders, products, or customer interactions
 Slow or poor customer service
 Unable to leverage customer or process data due to
duplicate or incomplete information
 Lack of visibility across processes
Recommendations
 Automate manual, error prone business processes
 Implement a best practices architecture in line with Oracle’s
application strategy
 Avoid application specific customizations
 Utilize the AIA Foundation Pack and SOA Suite to build all
processes using well defined, common objects and services
 Provide real time access to business data through BAM
dashboards and alerts
Quick Win
Degree of “Full
Value” Difficulty Opportunities
Medium
Medium
Expected Benefits
 Improved process efficiencies
 Better customer service
 Visibility into the business providing for process analysis
and improvement
 Fewer resources required to implement and maintain
business processes
 Protection from costly application upgrades
How to find opportunities (Apps Customers)
 Customers with multiple packaged applications (Oracle &
non Oracle)
 Customers going through mergers or acquisitions
 Customers with manual processes around their
applications
Relevant OFM Components
Oracle SOA suite, AIA Foundation Pack, Management Pack
Customer Successes: Dell, NetApp
Associated NATO Campaign: App Attack, GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Provide seamless access to diverse applications
Provide rich UI with a common look and feel
Process Maturity Observations
Marginal
Stable / Typical
Best Practice
Transformative
Potential
Business Value
Medium
Observations
 Customer Service Reps can not quickly answer customer’s
questions
 Order entry processes require access to multiple systems
 User interfaces are difficult and cumbersome to use
 Internal communication and collaboration difficult or limited
 Application interfaces are heavily customized
Recommendations
 Align UI strategy with Oracle’s application strategy
 Adopt WebCenter and ADF for Web application
development and application interface customizations
 Provide unified access to applications through WebCenter
spaces
 Provide a collaborative environment for employees with
WebCenter spaces
 Utilize SOA Suite to implement integrated business
processes
Quick Win
Degree of “Full
Value” Difficulty Opportunities
Medium
Medium
Expected Benefits
 Provides the same tech stack as Fusion apps and aligns
customers when they are ready to upgrade
 Mobile access to applications
 Rich, end-user centric UI: more adoption & reduce costs
 Customer Service Reps are more productive and able to
provide better customer service
 Provides a common look and feel for diverse applications
How to find opportunities (Apps Customers)
 CRM customers with diverse back end applications
 Customers customizing applications or application
interfaces
 Customers growing their Web presence
Relevant OFM Components
WebCenter Suite, ADF, SOA Suite, IDM, Management Packs
Customer Successes : Qualcomm
Associated NATO Campaign: App Attack, GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Edge Applications and product function
Edge App
Demantra
Product Function
Demantra 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.
Typical Integration
ERP (EBS, JDE,), CRM
Integration for Supply Chain
business processes
Demantra Real-time Sales & Operations Planning gives planners and managers
the information and planning tools they need to take command of day-to-day
planning processes.
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.
OTM (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.
Primavera
Helps 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 work
ERP (EBS, JDE) into financials,
projects etc
Retek (Oracle Retail)
Oracle Retail helps retailers manage in-store operations ,corporate strategy, supply
chain and logistics
ERP (EBS, JDE) Financials ,
Order management etc.
Communications
BRM (Portal)
Communication industry billing application. Typical integration is around usage and
billing data.
Financials, CRM, OSS
Oracle Metasolv
Communication industry Operation Support System (OSS) application. Platform to
automate network service activation. Typical integration is with CRM and Order
Management.
ERP, CRM, BRM
IBM Maximo
Assets lifecycle and maintenance management. Typically found in the utilities, oil
and gas, and transportation industries.
ERP, HRM, Payroll, Financials,
Projects
Integrate Edge Apps for proactive decision
making Complete Information and reduction of costs
Process Maturity Observations
Marginal
Stable / Typical
Best Practice
Transformative
Potential
Business Value
High
Quick Win
Degree of “Full
Value” Difficulty Opportunities
Medium
Medium
Observations
Expected Benefits
 The Edge applications which depend on critical information
from core ERP applications or other edge applications are
working off stale data, making their calculations/functions
inaccurate
 Incorrect information for the business & executives results in
issues such as reduced forecast accuracy, higher safety
stock in inventory, cost over runs for projects and ultimately
higher operational costs
 Edge Applications are not integrated with core ERP, and/or
CRM apps. The integration if any is batch oriented
 Ability to make quicker decisions based on complete
Information
 Increased Operational Efficiency
 Reduced Administrative Costs – Integration eliminates the
need for someone to manually enter important information
into different systems
Recommendations
 Automate manual aspects of the business process
 Minimize risk by using industry business process templates
from AIA Foundation Pack or evaluate PIPs if available
 Keep applications vanilla
 Establish a common object model and services using AIA
foundation packs
 Leverage real time activity monitoring
 Reap all the benefits of SOA: business agility, reuse of
business functions & better visibility into business
processes.
How to find opportunities? (Apps Customers)
 Customers who run (Demantra, Primavera, OTM etc).
 Executives complaining about availability of complete data
for proactive decision making.
Relevant OFM Components
SOA Suite, ODI, AIA Foundation Pack, Management Packs
Customer Successes : Ross Stores
Associated NATO Campaign: App Attack, GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Integrate with SAAS vendors
Reduce risk and complexity
Process Maturity Observations
Marginal
Stable / Typical
Best Practice
Transformative
Potential
Business Value
Quick Win
Degree of “Full
Value” Difficulty Opportunities
High
Recommendations
 Discuss Oracle On-demand solution and the business
benefit
 Discuss Amazon cloud computing model
 Adopt SOA and a declarative approach to integration.
 Discuss the value of rationalizing Enterprise Business
Objects and Services with the AIA Foundation Pack.
 Decouple vendor-specific APIs through AIA
High
Expected Benefits
Observations
 SAAS capabilities are not integrated with other systems. They
require double data-entry or juggling between browser windows.
 Customer is adopting SAAS and looking at quickly integrating
business processes and self-hosted applications.
 Customer has multiple systems or partners providing similar
capability for different lines of business, looking at standardizing
processes
Medium




Reduced time to deployment
Configure vs. Code the Integration points
Simplified development and maintenance
Reduced TCO
 Increased IT/Business Visibility
How to find opportunities? (Apps Customers)
 Customers having strong time pressure to adopt new
capabilities
 Oracle OnDemand Customers
 Netsuite, Salesforce.com, AWS Customers
Relevant OFM Components
Oracle FMW Stack, AIA FP
Customer Successes : Netsuite, Intuit
Associated NATO Campaign: App Attack, GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Business Opportunities
NATO Campaign:SOA Logic
Manage growing and changing partner networks
Retail, Semi Conductor, Manufacturing, Healthcare
Process Maturity Observations
Marginal
Stable / Typical
Best Practice
Transformative
Potential
Business Value
High
Observations
 Customers have a large network of partners that is rapidly
growing or changing
 Difficultly making changes or to onboard new partners
 Partner Integrations are difficult and time consuming
 Lost partnership opportunities
 Poor customer service
 Lack of visibility into partner interactions
Quick Win
Degree of “Full
Value” Difficulty Opportunities
Medium
Medium
Expected Benefits





Recommendations
 Use Oracle B2B to centrally define, configure, manage, and
monitor trading partner networks
 Utilize EDIFECS Document Editor to process various
document types using standards such as EDI, RosettaNet,
ebXML, and Healthcare
 Implement Oracle SOA Suite to provide standards-based
interfaces
 Develop business processes with Oracle SOA Suite
Ability to adapt quickly to changing partner’s needs
Quickly onboard new partners
Improved partner and customer relationships
Simplified infrastructure, development/management ease
End to end view of partner communications and
processes
How to find opportunities (Apps Customers)
 Customers with a large partner network (suppliers,
distributers, etc.)
 Customers with a growing or changing partner landscape
 Customer requiring communications using industry
standards (i.e. HIPPA/HL7, Rosettanet)
Relevant OFM Components
SOA 11g, 11g B2B, EM Management Pack
Customer Successes : Google, SPS Commerce
Associated NATO Campaign: SOA Logic (SOA for WLS or SOA for services infrastructure in general)
GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Automate File based workflow & process orders
Transform, expedite archaic order processing
Process Maturity Observations
Marginal
Stable / Typical
Best Practice
Transformative
Potential
Business Value
Low-Medium
Observations
Quick Win
Degree of “Full
Value” Difficulty Opportunities
Low
High
Expected Benefits
 Receipt of orders through files/batch interface due to legacy
applications
 Workflows manually orchestrated, intervention necessary for
incomplete orders and status lookup
 Poor customer service because of lack of end to end
visibility into order processing
 Limited scalability in handling orders because of fixed
number of analysts/personnel processing orders
 Poor lead time in adding new channels for order processing
or on-boarding new customers (adding brand new interface)
 True automation: Start orders processing as soon they
arrive, involve human personnel only when manual
intervention is required
 Complete end-end visibility for business & operations
personnel for all orders transactions
 Reuse existing order fulfillment functions and create
brand new channels for accepting new orders
 Streamline file based workflow and satisfy SLAs
Recommendations
 Any prospect receiving batch based orders from their
customers/partners (not necessarily EDI)
 Rationalize the file interfaces and the human touch points
between various processing steps
 Automate file based workflow to involve a human touch only
during exception conditions to be delivered as a task list
 Provide dashboard based visibility for the business and tools
to track each single order for operations personnel
 Reuse existing order fulfillment functions
How to find opportunities (possible green field)
 Any file based workflow automation initiative
 Mainframe or other COTS application (including Oracle
Apps) users doing file based integration
Relevant OFM Components
Oracle SOA suite, Management Packs,
Customer Successes : Charles Schwab, Beckman Coulter
Associated NATO Campaign: SOA Logic (SOA for WLS or SOA for services infrastructure in general)
GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Operational Dashboards: real time visibility
Real time information to make business decisions & take corrective
actions
Process Maturity Observations
Marginal
Stable / Typical
Best Practice
Transformative
Potential
Business Value
Low-Medium
Observations
 Lack of dashboards illustrating the state of the business
 Business is re-active vs. pro-active. Issues are detected
when it is too late as they are based on information with
latency
 Poor visibility into complex business processes
 Inability to correlate events and hence display real time
statistics of business activities such as state of an order,
shipment delays, SLA/SLO violations
 Decisions being made are based on stale information
 Siloed, complex, expensive system monitoring infrastructure
to keep track of KPIs and SLAs
Recommendations
 Correlate event streams into an open browser based
dashboard to display KPIs, SLAs in real-time
 Build interactive, real-time dashboards and proactive alerts
for monitoring business processes and services.
Customer Successes : NetApp, Ross Stores
Quick Win
Degree of “Full
Value” Difficulty Opportunities
Low
Expected Benefits
 Streamline operations by gaining real-time visibility into
critical business processes through push-based
dashboards and alerts
 Enhance productivity by providing the ability to create,
customize dashboards, alerts and reports by a nontechnical business user
 Ensure awareness of SLA and KPI performance
 Eliminate system monitoring silos while obtaining true
end to end business to system process monitoring
How to find opportunities (possible green field)
 Requirements for an operations consoles
 Executive dashboard requirements and display of KPIs
 Requirements for non-technical business personnel to
create dashboards
Relevant OFM Components
Oracle BAM, Oracle Business Rules (components of Oracle
SOA suite)
Associated NATO Campaign: SOA Logic (SOA for WLS or SOA for services infrastructure in general)
GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
High
Mature the SOA Platform & Processes
Customer has adopted SOA; now move to the next stage of maturity
Process Maturity Observations
Marginal
Stable / Typical
Best Practice
Transformative
Potential
Business Value
Medium
Observations
 Lack visibility over the SOA infrastructure (management &
monitoring). Tough to pin-point the root cause in a complex
SOA environment during an outage
 Developers don’t re-use services, and tend to create “pointto-point SOA”
 New changes sometimes break production processes
 Hard to find what services are used and who is using them
Recommendations
 Adopt a SOA Methodology based on best practices
 Standardize the representation of business objects and their
associated services throughout the organization.
 Manage the complete development lifecycle by leveraging
an enterprise repository for SOA artifacts and policies
 Govern SOA by centrally managing policies
 Pro-actively monitor the run-time and prevent issues instead
of getting alerts when it is too late.
Quick Win
Degree of “Full
Value” Difficulty Opportunities
Low
High
Expected Benefits





Accelerate SOA projects, simplify impact analysis
Reduce development and maintenance costs with re-use
Improve efficiency of the developers and architects
Catch issues before they happen in production
Faster troubleshooting through increased visibility over
the entire IT eco-system
How to find opportunities? (SOA Customers)
 Existing BPEL, SOA Suite, BEA AquaLogic customers
 Customers who have adopted SOA but lack experience &
are searching for best practices.
 Customers growing the use of SOA technologies
 Customers complaining about the lack of visibility into
integration processes, composite applications, outages.
Relevant OFM Components
AIA Foundation Pack, Enterprise Repository/Service
Registry, SOA Management Pack
Customer Successes: Qualcomm, Ross Stores, SAIC
Associated NATO Campaign: SOA Logic (Naked SOA), GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Visibility into composite apps and business
transactions Management for SOA/WLS
Process Maturity Observations
Marginal
Stable / Typical
Best Practice
Transformative
Potential
Business Value
High
Observations
 Lack of a centralized, consistent management solution for all
systems & platforms
 Inability to trace end- to end transactions from Portal- SOAback end databases to identify bottlenecks and error to
proactively resolve them.
 Inability to track, maintain, and correlate hardware/software
changes to incidents.
 Lack of operational visibility into business processes SLA’s
 Inability to manage a distributed SOA environment and
composite apps
 Auditing and Compliance issues
Recommendations
 Implement a common operational monitoring platform using
Oracle Enterprise manager grid control.
 Utilize Oracle SOA management Pack Plus to Composite
application management
 Use management pack for weblogic Server & management
pack for coherence to monitor the underlying infrastructure for
changes and performance bottlenecks.
Degree of “Full
Value” Difficulty
Quick Win
Opportunities
Medium
High
Expected Benefits
 Integrated management across hardware and software
components
 Automated monitoring & reporting on actual vs. expected
Service Levels
 Proactive monitoring and resolution of bottlenecks and
errors for composite applications .
 Proactive alerts and notifications of issues and
bottlenecks
How to find opportunities?
 Customers who own SOA Suite
 Customers who are evaluating Oracle SOA Suite or AIA
FP
Relevant OFM Components
Oracle Management Pack Plus, Management Pack for
Weblogic Server, management Pack for Coherence
Customer Successes : SAIC
Associated NATO Campaign: SOA Logic (Naked SOA), Turbo Grid (Total WebLogic Management)
GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Business Opportunities
NATO Campaign:E2.0/Portal
Content Enabling Business Applications
Increasing the Agility of Applications Business Process
Process Maturity Observations
Marginal
Stable / Typical
Best Practice
Transformative
Potential
Business Value
Quick Win
Degree of “Full
Value” Difficulty Opportunities
High
Medium
High
Observations
Expected Benefits
 Content is stored in unmanaged storage silos outside of the
context of the applications from which they are needed.
 Reduce document storage and shipping costs by
eliminating paper from high transaction processes
 Streamline operations and improve end user experience
 Ease collaboration within & beyond the enterprise: using
library services, web publishing & workflow
 Increase process visibility with real-time dashboard views
 High printing, mailing, and storage costs of content
 Cannot react quickly to customer, partner and vendor
inquiries resulting in potential missed opportunities,
increased costs, and upset 3rd parties
 Manual business processes are prone to error, risk and thus
a waste of valuable time.
Recommendations
 Centralize enterprise content and standardize on one
system for managing and maintaining it
 Classify the content types and policies need for content
 electronically capturing high volume of incoming paper
documents, improve and increase efficiency in the review
and approval processes with audit trails.
 Leverage the Oracle Content Management solution for
automation
How to find opportunities? (Apps Customers)
 Any customer using Siebel, EBS, PeopleSoft and/or JD
Edwards and have scanning, discovery, versioning and or
workflow needs.
 See detailed cheat sheet for more detail .
Relevant OFM Components
ECM Suite or UCM Standalone, Application Adapters for
ECM
Customer Successes : Fidelity Investments, Embry Riddle
Associated NATO Campaign: SOA/E20
GCM Code: NA_OD_NATO DELTA_ContentMgmt_ECM_SimplifyYourApps_RepGen_10Q2_CT
Next generation portals/websites, and intranets
Faster Time to Development and Improved Web Presence
Process Maturity Observations
Marginal
Stable / Typical
Best Practice
Transformative
Potential
Business Value
High
Observations
 Inconsistent brand management
 Business users relying on IT to make changes impacting
productivity and accuracy
 High costs to maintain the existing Web site infrastructure
and development
 Disparate tools and methods to manage Web sites
 Ineffective customer Web experiences limit customer
satisfaction and revenue growth
Recommendations
 Leverage Leading portal framework for custom Intranet,
Extranet, and Internet solutions
 Leverage Leading WCM solution for multisite management
 Enable In-context editing and approvals for improved time to
market
 Enable In-context editing and approvals for improved time to
market and marketing to own content and Web presence
 Streamline the content delivery process by leveraging
unified content repository and multiple delivery channels.
Quick Win
Degree of “Full
Value” Difficulty Opportunities
Low
Medium
Expected Benefits
 High developer productivity (using a visual, declarative
model for creating applications) fast time to market.
 Build common framework to leverage across customer
network to improve customer experience
 Track usage & effectiveness with integrated site analytics
 Reduce costs in hardware, maintenance, development
How to find opportunities?
 Portal install base customers for ALUI,WLP, Oracle Portal
 Customer with budgeted projects for
Internet/Extranet/Intranet site refresh
 ECM install base customers looking to leverage current
investments
Relevant OFM Components
Oracle WebCenter Suite, Oracle ECM
Customer Successes : Alcatel Lucent, Vodafone
Associated NATO Campaign: Portal Power Plays
GCM Code: NA_NATO Field Portal Power_RepGen_FY10_Follow Up
Dynamic team sites integrated with applications
Collaboration platform for customer, knowledge worker & partner
Process Maturity Observations
Marginal
Stable / Typical
Best Practice
Transformative
Potential
Business Value
High
 Massive email overuse, creating productivity, storage and
governance issues
 Limited visibility to projects, key activities and domain
experts
 Employee turnover threatens loss of key organizational
knowledge
 Limited engagement with customers in collaborative
innovation, limiting potential growth
Recommendations
 Provide single collaboration platform for customer,
knowledge worker and partner
 Rich Web2.0 services from within a portal framework for
communication, collaboration, and content management
 Track usage and effectiveness through integrated site
analytics
Low
Medium
Expected Benefits
Observations
 Redundant generation of knowledge repositories
Quick Win
Degree of “Full
Value” Difficulty Opportunities
 Reduce redundant development of knowledge
 Connect business users to key knowledge experts and
repositories
 Reduce use of e-mail to transfer/manage content by 75%
 Apply “wisdom of crowds” to access full breadth of
organizational knowledge
 Allow business users to access to share experiences and
collaborative documents
How to find opportunities?
 Oracle Applications customers to expand collaboration.
 SharePoint customers and portal install base
 ECM install base customers looking to leverage current
investments
Relevant OFM Components
Oracle WebCenter Suite, Oracle ECM
Customer Successes : University of Laval, Wind River
Associated NATO Campaign: Portal Power Plays
GCM Code: NA_NATO Field Portal Power_RepGen_FY10_Follow Up
Business Opportunities
NATO Campaign: Turbo Grid
Rationalize/Optimize App Server Infrastructure
Reduce complexity/cost of running multiple application servers
Process Maturity Observations
Marginal
Stable / Typical
Best Practice
Transformative
Potential
Business Value
High
Observations
 Application server sprawl, including multiple vendors,
dedicated hardware and OS platforms
 Spinning up infrastructure for applications takes weeks or
months which is unacceptable for business
 High and un-scalable maintenance costs because of
 Plethora of operations/management tools
 Training of operations personnel
 Increased power demands on the data center
 Increasing support/license costs from multiple vendors
Recommendations
 Consolidate application server infrastructure to WebLogic
Suite
 Create Grid infrastructure using Platform as a Service
concepts and look to creation of an enterprise cloud for java
applications to reduce
 Deploy effective management tools (Grid Control) to get a
good handle on your environment
 Consider an unlimited license for WebLogic server
Quick Win
Degree of “Full
Value” Difficulty Opportunities
Medium
Low
Expected Benefits
 Reduced operational costs by at least 30% through
standardization on WLS: Best in class for high availability,
scalability, operations and monitoring
 Greater Agility and the ability to get applications online in
hours not months with an enterprise cloud shared service
 Run on the strategic Oracle Fusion Middleware platform
for Oracle applications, path to Fusion Apps & SOA.
How to find opportunities?
 Existing Oracle Application server and WebLogic Server
customers who have more than 20 deployed applications
 Customers proactively seeking reduced support costs for
their application server install base from multiple vendors
 Customers seeking resolution with reduced data center
capacity and limited power
 Customers interested in leveraging public/private clouds
Customer Successes : Hewlett Packard (HP), Credit Suisse,
Cengage Learning, Northern Trust, Nuon Energy
Relevant OFM Components
Oracle VM, WebLogic Suite, EM Grid control
Associated NATO Campaign: Turbo Grid (iAS to WL Suite, Total WebLogic Management)
GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Manage throughput for ever increasing
transaction capacity requirements
Without spending a bundle on infrastructure
Process Maturity Observations
Marginal
Stable / Typical
Best Practice
Transformative
Potential
Business Value
High
Observations
 Limited by the number of orders, transactions, requests
the existing infrastructure can handle
 There is a cap on the capacity of the back office
applications that support transaction my I can handle
 No real time feedback on orders being placed because
of its asynchronous nature
 Frequent downtimes, maintenance windows preventing
high availability and potential loss of revenue
Recommendations
 Establish a fast data grid to insulate the acceptance of
orders from processing of orders
 Expand the capacity of existing mission critical
apps/mainframes by bring the locked-in information
closer to the web based consuming application
 Dynamically manage capacity during peak hours/slow
periods by adding /removing infrastructure components
Quick Win
Degree of “Full
Value” Difficulty Opportunities
Medium
Medium
Expected Benefits
 Confidently convey to the business the ability to scale linearly
for capacity requirements
 Launch new channels for accepting orders: extending the
revenue stream
 Limit the load on the bottleneck: older mainframe systems,
other applications with limited capacity
 High availability of infrastructure (possibly 99.999%)
How to find opportunities
 Customers with large internet presence for accepting orders
 Customers worried about scalability & latency of their app,
mainframe infrastructure for handling transactions
 Customers launching new initiatives to establish new
revenue streams using existing order fulfillment functions
Relevant OFM Components
Oracle Coherence Grid, Management Pack for Oracle
Coherence
Customer Successes : GEICO, Hotwire
Associated NATO Campaign: Turbo Grid (Turbo Charge your Environment)
GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Modernize Oracle Forms/Reports Applications
Enable Enhanced Modern Rich Internet User Experience
Process Maturity Observations
Marginal
Stable / Typical
Best Practice
Transformative
Potential
Business Value
High
Observations
 Poor User Experience with legacy Forms/Reports (“Boring”
applications)
 Thick clients with associated installation challenges
 Skill-set issue: Forms/Reports skill-set is getting old and
being considered a specialized skill
 Client Server architecture: scalability issues with inability to
virtualize access to information
Low
High
Expected Benefits
 Exciting applications for the end users (with web 2.0,
mash-ups and AJAX based)
 High developer productivity (using a visual, declarative
model for creating applications) fast time to market.
 Mobile access to applications with ADF mobile.
 High scalability
 Reusable components for exposing business data
Recommendations
 Perform a 1-day ADF workshop to compare developer
productivity as well as end user experience for forms/reports
 Standardize on WebLogic Server 11g with ADF for creating
Rich Enterprise Applications (http://rea.oracle.com/)
 Any new requirements for forms/reports or modifications to
existing ones, to be fulfilled by ADF/BI Publisher
 Move towards a services oriented architecture for better
reuse, agility and loose coupling from information stores
Quick Win
Degree of “Full
Value” Difficulty Opportunities
How to find opportunities?
 Any Oracle Forms/Reports or iAS customers seeking
 New development of forms or newer development
methodology
 Modern User Experience

Scale for internet deployment
Relevant OFM Components
Oracle WebLogic Suite, ADF, WebCenter Suite, BI Publisher
Customer Successes : MedNet International
Associated NATO Campaign: Turbo Grid (iAS to WL Suite)
GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Improve End-User Experience/Business
Continuity
Increase site performance and availability
Process Maturity Observations
Marginal
Stable / Typical
Best Practice
Transformative
Potential
Business Value
High
Low
Medium
Expected Benefits
Observations
 Site visitors loose their session data when a server fails
 Information like shopping cart is lost when navigating
between different sites operated by the same company.
 Customer is affected by downtime (close of accounting
period, 24x7 revenue generating web site or capability)
Quick Win
Degree of “Full
Value” Difficulty Opportunities
 Improved end user experience through fast performance
 Improved business continuity and customer experience
through higher uptime levels
 Consistent experience across sites or brands due to
shared sessions (e.g. shopping cart)
 ROI within 14 months, 300% ROI after 3 years
 Increased performance, capacity & scalability
How to find opportunities? (Apps Customers)
Recommendations




Leverage Weblogic Clustering capability
Leverage Weblogic Side by Side deployments
Leverage Active Cache for shared sessions between WLS
Leverage the Coherence Datagrid for scalable and highly
available data access across platforms (Java, .net, C++)
 Existing WebLogic Portal customers
 Existing WebLogic Server customers
 Customers running multiple application servers to host
different brands
 Customers selling online
Relevant OFM Components
Coherence Suite, WebLogic Suite, Enterprise Manager
Customer Successes : GAP, GEICO
Associated NATO Campaign: Turbo Grid (Turbo Charge your Environment)
GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Increase Efficiency and Performance of Web Apps
Scale throughput of Web Apps On Demand
Process Maturity Observations
Marginal
Stable / Typical
Best Practice
Transformative
Potential
Business Value
High
Observations
 High volume and high growth customer traffic
 Java/Web Application response time are slow which effect
customer satisfaction
 Throughput reduced due to bottleneck of backend systems
 Root cause analysis of problems are time consuming
 Ramping infrastructure to demand requires many changes
and causes downtime of service which leads to loss of
revenue
Recommendations
 Implement Coherence for reliable in-Memory Data Grid
 Proactively fetch most frequently requested information
from Data Grid.
 Maintain information in Data Grid beyond user session such
as query result sets, java objects which result in increased
performance
 Deploy effective management tools (EM management packs
for coherence, weblogic server etc) to get a good handle on
your environment
Degree of “Full
Value” Difficulty
Quick Win
Opportunities
Medium
High
Expected Benefits
 Allows data to be managed in-memory for consistent high
performance reducing back end bottlenecks and downtimes
 Improved end-user experience through session preservation
and increased performance
 Handle more concurrent users with less application servers
/ hardware
 Better performance and greater stability
 Proactive monitoring and root cause analysis of problems
and issues
How to find opportunities?
 Customers who run mission critical web applications and
are facing performance issues.
 Customers who are using Weblogic portal
 Customers who run weblogic server.
Relevant OFM Components
Oracle weblogic suite, Oracle Coherence Suite ,Management
Packs
Customer Successes : Barclays Global Investments (BGI)
Associated NATO Campaign: Turbo Grid (Turbo Charge your Environment)
GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Reducing TCO of custom applications while
advancing SOA/Java maturity
Process Maturity Observations
Marginal
Stable / Typical
Best Practice
Transformative
Potential
Business Value
High
Observations
 High operational costs around automation, diagnostics, SLA
enforcement for custom applications
 Lack of end to end visibility of business transactions across
your SOA application
 The need for an enterprise wide federated Service Bus
 Java/Web Application response time are slow which effect
customer satisfaction
 Poor service levels – HA, scalability and performance
 Increasing throughput requirements and low confidence in
whether current infrastructure will satisfy them
Recommendations
 Consolidate application server infrastructure to WebLogic
Suite
 Upgrade to SOA Suite 11g running on WebLogic Suite 11g
 Consider an unlimited license for WebLogic Server/Suite
Quick Win
Degree of “Full
Value” Difficulty Opportunities
Medium
High
Expected Benefits
 Reduce development, deployment, change management
costs
 Faster business issue resolution with end-end visibility
into business transactions
 Handle more concurrent users with less application
servers / hardware
 Complete unified Platform for Services, Events and
Processes (SOA)
 Complete Enterprise Java platform (Java) with superior
diagnostics, management and operations
How to find opportunities?
 Existing iAS customers running java apps
 Customers running SOA suite 10g, BPEL 10g on iAS
Relevant OFM Components
WebLogic Suite 11g, SOA Suite 11g
Customer Successes : Wesco, US Steel, Vanderbilt University, Herbal Life
Associated NATO Campaign: Turbo Grid, GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Business Opportunities
(Other…)
Reduce MIPS on the mainframe, curtail
escalating costs Mainframe modernization
Process Maturity Observations
Marginal
Stable / Typical
Best Practice
Transformative
Potential
Business Value
High
Observations
 Large mainframe environment with escalating costs of
MIPS and support costs to IBM, CA, Software AG etc
 Customers complaining about mainframe skills eroding
with workforce retirement
 Increasing costs and huge business risks
 Product sunsets on the mainframe
 Technical challenges
 Information isolation on the mainframe & duplication
 Poor end user experience with green screens
 Large inflexible file and batch based interfaces
Recommendations
 Depending on the scenario, one could recommend
 Replace with COTS applications
 SOA based integration for agility
 Re-architect legacy applications
 Offload MIPS by caching mainframe data sources in
a distributed platform
 Re-host application by migrating to a distributed
platform and relational databases
Associated NATO Campaign: Other, GCM Code:
Quick Win
Degree of “Full
Value” Difficulty Opportunities
High
Low
Expected Benefits
 Increase business agility & capability of business
applications
 Preserve their investment while reducing business risk
 Improved compliance
 Increase ROI while reducing TCO
How to find opportunities (Mainframe customers)
 Any mainframe environment with increasing MIPS
 Any customers looking to sunset mainframes because of
support for apps and retiring skill sets
 Customers looking to expand application usage on the
mainframe while keeping costs in check
 Customers facing compliance issues with mainframes
Relevant OFM Components
Oracle Tuxedo, Oracle SOA suite, Coherence, Oracle Apps
Customer Successes : Bank of America
Real time Actionable Business Intelligence &
Situational Awareness
Several mission critical business scenarios in an Event Driven World
Process Maturity Observations
Marginal
Stable / Typical
Best Practice
Transformative
Potential
Business Value
High
Quick Win
Degree of “Full
Value” Difficulty Opportunities
Low
High
Observations
Expected Benefits
 Lack of real-time visibility into its business & events
affecting the business
 Technical challenges
 All detected events are not in a single system that
can then be queried
 Business needs detection of extremely complex
pattern of events or missing events instantaneously
 Examples: real time outage detection, intrusion/fraud
detection, make smart logistical decisions, provide location
specific data: all that need temporal elements for queries
 Affect the bottom line by co-relating events to detect
opportunities or threats to the business in real time
 Address real critical business requirements for situational
awareness with a database friendly approach
 Prevent information glut, by filtering out all but the most
important information from multiple sources
 Huge savings in infrastructure costs (storage & processing)
Recommendations
 Employ a Real time continuous query engine that can work
on multiple streams of information
 Use a standards based declarative approach for creating
such queries, an approach that any standard DB
developer would understand
 Address row-pattern matching requirements that are
considered difficult to solve by a traditional database
 Avoid expensive coding heavy approaches
Customer Successes : TradeWeb
Associated NATO Campaign: Other, GCM Code:
How to find opportunities (Database customers)
 Any Oracle DB customer needing complex temporal
queries
 Any customer in the financial industry, insurance claims,
utilities, logistics, high volume manufacturing
 Any customer who has deployed RFID, GPS, GIS or other
sensors that continuously send information
Relevant OFM Components
Oracle EDA suite (subset of Oracle SOA suite)
NATO FMW Playbook
People/Organizations
People/Organizations
Resources
Team
Assistance
Contact
Engagement
TSG – Technical Solutions
Group
POCs, Benchmarks, some post
sales work
Troy Hewitt
SOA/BPM Pillar SC -> SCM>TSG
India Solutions Specialist
Remote Assistance – POCs,
Prototypes, Demos, RFPs ,
Workshops – via webcast
Local coverage in India
Arnie Dasgupta
SOA/BPM Pillar SC -> SCM>India
Insight Team
Determine technology
solutions. Obtain deeper
understanding of customers
business pains to expand sales
opportunity.
SCM
Sales Consulting Management
and/or Sales Management to
approve Insight.
RFP Proposal Team
RFP Management
http://proposalcenter.oraclecor
p.com
SC->SCM
“A” Team
POCs, Assesments, Post Sales
Tech Support, Performance
Testing
Robert Patrick & Peter Farkas
SOA/BPM Pillar SC -> SCM -> A
T
Team
Business Value Services Team
This team can help in ROI and
business plan assistance for
customer engagement. They
share a repository of business
case deliverables, and key
value-based tools and
materials
John Foster
http://tinyurl.com/m6yyhb
SC / Sales Rep
Enterprise Solutions Group
(ESG)
Provide strategic sales
programs, deal collateral, field
enablement and subject matter
expert services.
Michael Cincinatus
Sales/SC Management
http://tinyurl.com/qqfg46
Richard Smith (E2.0)
Resources Cont….
Team
Assistance
Contact
Engagement
Apps/Tech
The provide support in deals
involving Integration with
packaged applications . They are
part of the Tech SC organization
Jack Kingsley
SOA SC/SCM ->Jack Kingsley
Biz Development
Assistance with E2.0 Portal and
ECM campaigns
Robert Crossman
E2.0 SC, Sales Rep -> Robert
Crossman
Biz Development
Assistance with SOALogic, App
Attack, TurboGrid campaigns
Eric Wessbecker
SOA SC, Sales Rep->Eric
Wessbecker
Applied Technology
Part of the Apps SC org they
augment SOA pillar SC in deals
involving both APPS and Tech
sales
Contact Apps Sales Rep to
engage with AT
Sales Rep/SC -> Apps Sales Rep
Pillar Partners
These partners were chosen by
the 11 National Sales AVPs as
our go to SOA & E2.0 resellers
and implementers
View the nominated partners,
Contact the channel manager or
Tara Palmieri
Sales Rep/SC -> Channel
Manager -> Partner