1
HCL’s Oracle alliance and its relevance
© HCL 2011 – Commercial in Confidence
Agenda
2
 Introduction
 Partnership Status
 Enablement Walk through
 Pipeline
 Key Initiatives
 Next Steps
© 2011 HCL – Proprietary & Confidential
HCL Technologies Diamond level status
See status on Oracle external webpage: http://solutions.oracle.com/partners/hcl
OPN Specialized
Agreement/Terms
Terms and membership application with Diamond level referenced in “addendum”
Platinum
Partner
Program Criteria last
update
Update
May 14, 2013
Quality & References
Go to market
Revenue
Specializations
Achieved
Advanced
Specialization Achieved
(4) Published customer references per year.
3
Global Customer survey results >6.5 in results
5.78
15 Diamond level Solution Offerings (approved)
15
Gold or above sponsor at Oracle Open world
Achieved
Dedicated Partner-staffed BDM: at least 1 /Region
Achieved
>$40Mn system reported across 3 or more regions
$13.91M
Annual Business plan
$40M
Ebiz- Finance
Siebel CRM
Webcenter portal
Solaris
Argus
Ebiz- SCM
Essbase
People tools
Hyp. Finance
Exadata
SOA
RAC
BI Apps
Ebiz-HCM
R12.1 Projects
Hyperion planning
PS HCM
Webcenter content
Java, std.
SPARC T4 Servers
Database 11
BI Foundation
DB Tuning
LSH
Fusion HCM 11g
SOA
Siebel CRM
Solaris
Database
PS People tools
BI Foundation
Essbase
Java, Std edition
Hyperion
Planning
PS HCM
Total Product
Certifications
25
10
1046
© HCL 2011 – Commercial in Confidence
3
HCL Oracle Specializations - 25 YTD
Specializations
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
16.
17.
18.
19.
20.
21.
22.
23.
24.
25.
26.
27.
28.
29.
4
Oracle EBS Financial Management
Oracle EBS Human Capital Management
Oracle EBS SCM
Oracle Hyperion Planning
Oracle Hyperion Financial Management
Oracle Siebel CRM
Oracle Essbase
Oracle BI Foundation
Oracle BI Apps for CRM
Oracle PeopleSoft People Tools
Oracle PeopleSoft HCM
Oracle SOA
Oracle Web Center
Oracle Enterprise Content Mgmt
Oracle Database
Oracle Database Perf Tuning
Oracle Real Application Clusters
Oracle Solaris 11
LSH
Java SE 5/6
Argus Safety Suite
Exadata
Oracle R12 Projects - New
Oracle SPARC T4 Servers - New
Oracle Fusion HCM 11g - New
SPRAC Mid range M-Series servers
PeopleSoft Finance
Oracle Fusion CRM 11g
Hyperion DRM
In Progress
New
New
New
© 2011 HCL – Proprietary & Confidential
4
HCL Oracle Advanced Specializations - 10 YTD
Advanced Specializations
1. PeopleSoft Enterprise People Tools
2. Service-Oriented Architecture
3. Oracle Database
4. Oracle BI Apps
5. Siebel CRM
6. Oracle Solaris
7. Oracle Essbase
8. Hyperion Planning9. Java Standard Edition
10. PeopleSoft HCM - New
11.Ebiz – SCM
12. Exadata
13.Hyperion FMS
PSoft People tools
SOA
Solaris
Siebel CRM
BI Foundation
BI Foundation
Database
PSoft HCM
In Progress
© 2011 HCL – Proprietary & Confidential
5
Hyperion
Essbase
Java
Over 1000 product certified consultants - YTD
Oracle Database
110
Oracle Data Warehousing
3
Oracle RAC
27
Oracle Exadata
10
Oracle Database Performance Tuning
1
MySQL
3
Oracle Application Server 10g: Administration I
1
Oracle SOA
78
Oracle WebCenter Portal
8
Oracle Webcenter Content
5
Oracle Essbase
66
Business Intelligence Applications
2
Business Intelligence Foundation 10
59
Business Intelligence Foundation 11
5
Oracle E-Business Suite: Financial Management
16
Oracle E-Business Suite: Supply Chain Management
17
Oracle E-Business Suite: Human Capital Management
3
Oracle Fusion HCM 11g
2
Oracle Fusion CRM 11g
1
Oracle E-Business Suite: Projects
3
Oracle PeopleSoft Enterprise: FMS
10
Oracle PeopleSoft Enterprise: HCM
54
Oracle PeopleSoft Enterprise: PeopleTools
56
Siebel 8 Consultant Exam
63
Oracle CRM On Demand
2
JD Edwards EnteriseOne Financial Management
3
JDE Distribution
2
JDE Manufacturing
1
JDE CNC
1
Hyperion Planning
77
Hyperion Financial Management
21
Hyperion DRM
3
Endeca Information Discovery
4
Primavera P6 EPPM 6
2
Primavera P6 EPPM 8
2
Oracle Life Sciences Data Hub
3
Oracle Argus Safety Suite
2
Oracle ATG Webcommerce
4
Oracle Transportation Management
2
Java
90
Oracle Policy Automation
1
© 2011 HCLOracle
– Proprietary
Confidential
Solaris& 10
6
202
Innovative Oracle-based Industry Solutions
7
S.N
Solution Name
Business Problem Description
1
InHouse© CDM
Siloed systems, high cost of set up and operation
Platform- BPO
2
InHouse© Hospitals
Non integrated systems, high cost of set up and operation
Platform- BPO
3
IPSM (Counterfeit drug Management)
Managing Drug Counterfeiting
4
Stevedoring Management
Managing challenges and complexities in the Yard storage
Bolt-On
5
Pharma Analytics
Ensuring right available information on Quota Vs Achievements and other
MR analytics (Sales , Service and Mktg)
Bolt-On
6
InHouse© Demantra
High cost of ownership for addressing demand management requirements
Platform- BPO
7
InHouse© HR
High cost of ownership for HR and Payroll solution
Platform- BPO
8
BABE – Solution
Addressing Clinical Trial Study need for drug research in “Bio Equivalence
and Bio Availability space”
Bolt-On
9
Food Safety Analytics (FSA)
Addressing the problem of traceability in the food supply chain
Bolt-On
10
EXACONSOL
Addressing challenges in “Application and Infrastructure (Storage and
Database)” Consolidation
Pure Configured
and Integrated
11
Siebel CRM Foot Print for Small Banks
Addressing Banking Challenges to retain and increase customer base
Pre- Configured
Appliance
12
Cash Forecasting for ATMS-Banks
Addressing challenges related to cash forecasting for ATMs
Pre- Configured
13
Pharma CRM
Addressing the need for an “Integrated Sales Force Automation” tool.
Pure Configured
14
Equipment Leasing
Optimizing and automating of equipments used for yard operations
15
Pharma Mobile
Addressing the need for mobile solutions – for Pharma Sales , Marketing –
Disconnected Solutions
16
AD Forecasting, Optimization and Profitability
Addressing the key area of generating revenue through Ads
Pure Configured
17
Trade Promotion
Faced with escalating trade spending, leading companies are rethinking
their approach to trade promotion management
Pure Configured
18
Airline Catering Solution
Addressing the challenges food allocation, packaging and distribution for
various flights across various time zones
Platform- BPO
© 2011 HCL – Proprietary & Confidential
Solution Type
Integrated
Bolt-On
Integrated
Status
Order Book – Fy’13
8
S.No
Account Name
Region
LOB / Product
1
Sentosa Development Corporation
APAC
BI apps/EAM/Property
Manager
HCL
India
DB/Weblogic/RAC
HCL
India
DB
HCL
2
3
4
Container Corporation of India
Limited
Dedicated Freight Corridor
Corporation of India
Limited(DFCCIL)
India Infrastructure Finance
Company Limted
Lead from License Value in $ K Profit Margin in $ k Resell/Cosell
India
DB/Weblogic
HCL
5
Shopcards
Brazil
Siebel
HCL
6
ABSA Bank
SA
OFSAA
HCL
7
SBI General Insurance Company
Limited
India
DB
HCL
8
UPAPDRP
India
Tech/Apps
HCL
9
NHLS
SA
Weblogic/Middleware
HCL
10 NIC
India
Tech/Apps
HCL
11 Shiv Nadar University
India
Campus Solutions
HCL
UK
Exadata
HCL
India
Database
Oracle
12 UBS
13 Regional Cancer Centre
Total
© 2011 HCL – Proprietary & Confidential
$62.91
$6.78
$316.52
$8.26
$113.03
$2.95
$95.44
$31.13
TBD
TBD
$30.00
$1,320.00
$120.00
$221.47
$9,600.00
$1,600.00
$364.20
$1,690.00
$98.25
$13,911.82
$1,769.12
Closed
Quarter
Resell
Q1-FY'13
Resell
Q1-FY'13
Resell
Q1-FY'13
Resell
Q2-FY'13
Cosell
Q2-FY'13
Cosell
Q2 Fy'13
Resell
Q2 Fy'13
Resell
Q3 Fy'13
Referral
Q3 Fy'13
Resell
Q3 Fy'13
Cosell
Q3 Fy'13
Cosell
Q3 Fy'13
Resell
Q4 Fy'13
Possible References
9
First Argus deal for
Oracle in India
© HCL 2011 – Commercial in Confidence
10
Alliance Operations
© 2011 HCL – Proprietary & Confidential
OPN Membership
11
© HCL 2011 – Commercial in Confidence
OPN Associate Details
Name
Company ID
Street Address
Country
HCL Great Britain Limited
38099081
Network House
United Kingdom
HCL Australia Services Pty Ltd.
44771557
Australia
HCL Technologies Canada Inc.
57604354
level 23, 111 pacific highway, North Sydney
77 City Centre Drive , Suite # 602, Mississauga, L5B 1M5,
Ontario
HCL Singapore Pte. Ltd.
11363939
No 8 Shenton Way
Singapore
3-5922550132
The Crescent, Building 2, 2nd Floor
South Africa
4134294
A-10/11 Sector 3
India
3-6782921512
A-10 & 11 Sector-3
India
CAPITALSTREAM
5516110
501 N 34th St Ste 301
USA
HCL Comnet Ltd
11477555
810011, Sector 3
HCL Technologies Ltd
50699977
Office #130, Building #16, Dubai Internet City
India
United Arab
Emirates
HCL Axon Pty Ltd
HCL (BRAZIL) TECNOLOGIA DA
INFORMACAO LTDA.
51750006
Regus, building 2,country club estate woodlands drive
South Africa
52141568
Rua do Roccio, 220 cj 52
Brazil
株式会社エイチシーエル・ジャパン
3-1066834605
神田神保町３－５
Japan
HCL America Inc.
3-1123813834
25 B.Vreeland Road, Suite 101,
USA
HCL (Malaysia) Sdn Bhd
3-1187371430
Level 5E-1B, Enterprise 4
Malaysia
48973242
Level 12, 48 , Emily Place
New Zealand
HCL Technologies South Africa (Pty) Ltd
HCL Technologies Limited
HCL Comnet Systems & Services Ltd
HCL New Zealand Limited
HCL Hong Kong SAR Ltd
3-7941776592
PT HCL Technologies Indonesia
3-8144575362
Hongkong-26 Harbour Rd, C.R. Bldg., 4203A
Jl. Jend. Sudirman Kav. 52-53, Jakarta 12190
© HCL 2011 – Commercial in Confidence
12
Canada
Hong Kong
Indonesia
OPN FUDA details
Company Name
13
Agreement
Detail
Agreement Name
Start Date
Active
End Date
Active
21-Dec-2012
21-Dec-2014
08-Mar-2013
07-Mar-2015
08-Mar-2013
08-Mar-2015
08-Mar-2013
07-Mar-2015
21-Dec-2012
21-Dec-2014
08-Mar-2013
08-Mar-2015
08-Mar-2013
07-Mar-2015
14-Jun-2012
13-Jun-2014
08-Mar-2013
08-Mar-2015
07-Dec-2012
07-Dec-2014
09-Feb-2013
09-Feb-2015
17-Aug-2012
30-Jun-2014
HCL Technologies Limited
FUDA
HCL Technologies Limited
FUDA
HCL Singapore Pte. Ltd.
FUDA
HCL Comnet Ltd
FUDA
HCL Great Britain Limited
FUDA
HCL Australia Services Pty Ltd.
FUDA
HCL New Zealand Limited
FUDA
HCL Technologies Ltd
FUDA
HCL Axon Pty Ltd
FUDA
HCL America Inc.
FUDA
HCL (Malaysia) Sdn Bhd
FUDA
HCL (BRAZIL) TECNOLOGIA DA INFORMACAO
LTDA.
FUDA
株式会社エイチシーエル・ジャパン
FUDA
IN-OPN-FUDA-10356606-01-JAN-12
01-Jan-2012
01-Jan-2014
HCL Technologies South Africa (Pty) Ltd
FUDA
ZA-OPN-FUDA-14380830-27-FEB-12
27-Feb-2012
27-Feb-2014
GB-OPN-FUDA-12152815-21-DEC-2012
IN-OPN-FUDA-10357808-08-MAR-2013
SG-OPN-FUDA-11209328-08-MAR-2013
IN-OPN-FUDA-11222835-08-MAR-2013
GB-OPN-FUDA-12152815-21-DEC-2012
AU-OPN-FUDA-12775244-08-MAR-2013
NZ-OPN-FUDA-13099377-08-MAR-2013
AE-OPN-FUDA-13323769-14-JUN-2012
ZA-OPN-FUDA-13487539-08-MAR-2013
US-OPN-FUDA-13582246-07-DEC-2012
MY-OPN-FUDA-13639378-09-FEB-2013
BR-OPN-FUDA-13697075-17-AUG-2012
© HCL 2011 – Commercial in Confidence
Practice Enablement
Trainings, Certifications and
Assessment
Competency
& Solution
Enablement
New Practice/Competency Incubation
Co development
Integrated Solutions Development
© 2011 HCL – Proprietary & Confidential
14
15
Competency Enablement
© 2011 HCL – Proprietary & Confidential
Continuous Learning -Workplace Essential Habit
OPN Lab – e Library
 To access over 12,000 free of
Oracle I-Learning
 Learn and submit assessments
for Sales , Presales and Support
and Development
 Dedicated Oracle Learning
Center
Enablement 2.0 Focus
 Over 150+ Free Boot Camps
available across products made
available for internal training
 Enable participation for Free Boot
Camps and Beta vouchers
 Liaison with Oracle University
© 2011 HCL – Proprietary & Confidential
Specializations
 Collaboration with Oracle
Enablement Team
 Set Practice wise goals to
achieve Minimum Certifications
16
OPNLAB – e Library
17
1Click access to Oracle Products
Facilitate Specializations
Access to Boot Camp Dashboard
Authorized Oracle Test Center
© 2011 HCL – Proprietary & Confidential
HCL Oracle Specializations - 25 YTD
Specializations
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
16.
17.
18.
19.
20.
21.
22.
23.
24.
25.
26.
27.
28.
29.
18
Oracle EBS Financial Management
Oracle EBS Human Capital Management
Oracle EBS SCM
Oracle Hyperion Planning
Oracle Hyperion Financial Management
Oracle Siebel CRM
Oracle Essbase
Oracle BI Foundation
Oracle BI Apps for CRM
Oracle PeopleSoft People Tools
Oracle PeopleSoft HCM
Oracle SOA
Oracle Web Center
Oracle Enterprise Content Mgmt
Oracle Database
Oracle Database Perf Tuning
Oracle Real Application Clusters
Oracle Solaris 11
LSH
Java SE 5/6
Argus Safety Suite
Exadata
Oracle R12 Projects - New
Oracle SPARC T4 Servers - New
Oracle Fusion HCM 11g - New
SPRAC Mid range M-Series servers
PeopleSoft Finance
Oracle Fusion CRM 11g
Hyperion DRM
In Progress
New
New
New
© 2011 HCL – Proprietary & Confidential
18
HCL Oracle Advanced Specializations - 10 YTD
Advanced Specializations
1. PeopleSoft Enterprise People Tools
2. Service-Oriented Architecture
3. Oracle Database
4. Oracle BI Apps
5. Siebel CRM
6. Oracle Solaris
7. Oracle Essbase
8. Hyperion Planning9. Java Standard Edition
10. PeopleSoft HCM - New
11.Ebiz – SCM
12. Exadata
13.Hyperion FMS
PSoft People tools
SOA
Solaris
Siebel CRM
BI Foundation
BI Foundation
Database
PSoft HCM
In Progress
© 2011 HCL – Proprietary & Confidential
19
Hyperion
Essbase
Java
Fusion COE
20
Fusion Certification Status -YTD
195
97
97
97
189
97
97
Sales
Presales
36
36
17
Fusion HCM
32
17
Fusion Financials
Fusion Procurement
User Guides
6
4
4
1
Implementation Certification Vouchers Issued
Taleo ( Beta)
Fusion HCM
Fusion CRM
6
5
5
Fusion Implementation Certified Consultants -YTD
Fusion HCM
Fusion CRM
Fusion CRM
Support
29
Fusion SCM
Oracle Fusion CRM Boot – Oct. 30 Bangalore Participants
7
5
36
29
2
1
Prasad Ballari
Amit Sahu
Ambarish NR
Balaji Babu
Karthick Ramaraj
Bharathkumar G
Indrajit Dutta
Rajasiva Muthu
Sunil Narasimmiah
Arumuga Ananth
Ramesh Aravindh
Rajamani
Subramaniam
Rohini Sriram
Arun Kalyanaraman
Arumugam Gunasekaran
Purusothaman
Oracle Taleo Workshop –Mar 14 Bangalore Participants
Sandeep Sinha
Ramkumar Subramanian
Ashish Rastogi
How do we measure ?
21
Oracle Alliance Competency Enablement Update – March ‘13
OPNLAB Update
OPNLAB Statistics in March 2013
Practice
Details
No. of
Visitors
Cumulative
Courses
Completed
Cumulative
Goal
E-business
41
2366
14
527
15
PeopleSoft
2
719
2
123
3
JDE
8
504
8
348
2
Siebel
0
289
0
134
5
Hyperion
2
440
2
119
2
DBA
2
811
2
170
2
Demantra
2
126
2
36
2
Primavera
1
86
1
37
1
BI
2
28
2
6
1
SOA
0
133
0
75
1
RAG
New GLPs available in OPNLAB
Oracle Enterprise Taxation and Policy
Management 2
Oracle Webcenter Sites 11g Support Specialist
SPARC M5-32 Servers Help Desk Support
Consultant
Oracle Webcenter Sites 11g PreSales Specialist
Oracle Webcenter Sites 1g Sales Specialist
Bootcamp Utilization
Product
Webcenter
OES-GL
HRMS
Webcasts available in OPN
SunPower Unifies the Online Customer Experience with
Oracle WebCenter
Standard Forwarding Transforms Customer Self-Service
and Cuts Invoicing Costs with Oracle WebCenter
The Five Critical Decisions Made by Beloved and
Prosperous Companies
PwC and Oracle for Retail
Turning Customer Service into a Brand Differentiator
Oracle’s Technology Webcast Center
Number
2
1
2
Assessments Completed in OPN
Topic
Count
Solaris 11
4
LSH & CDA
4
ATG Web commerce 10
5
CRM on demand
5
SUN Flash Storage
2
SAN Storage
2
OES- SCM
2
T-4 servers
2
Siebel CTMS
2
Pillar Axiom 600 storage
2
SPARC Midrange M-Series
2
NAS Storage
1
Event Replay Available
How Oracle Fusion HCM is better than the
competition
Training update
Webcasts hosted for the month
Name
Oracle BI Applications: Complete
Solutions for BI Success
Date
27-Mar
Workshops Hosted for the Month
Name
CEM workshop with Oracle - 17 Participants
© 2011 HCL – Proprietary & Confidential
Date
11-Mar
OPNLAB – Half yearly Statistics Fy’13
22
887
2757
2596
2542
16
43
9
43
Oct
Nov
22
8
July
Aug
Sep
Dec
OPN Users
OPNLAB Visitors
296
2663
2439
160
16
2633
Online Assessments
56
OPN Users
41
18
15
7
17
22
20
1
10
6
6
3
Workshops Bootcamp
Trainings
No of programs
3
Participants
Internal
Bootcamp
Trainings
Trainings and Webcasts
Online Courses completed
22
© 2011 HCL – Proprietary & Confidential
OPNLAB – Half yearly Fy’13 Statistics
23
Masterdata Mgmt
Endeca
Autovue
Peoplesoft
JDE
BI
Rightnow
Taleo
Siebel
Utilities
LSH
CRM
Primavera
Retail
Fusion
OUM
50
30
20
Bootcamp Usage
18
8
9
8
17
11
30
11
13
7
11
10
5
2
33
20
6
3
4
3
95
20
2
37
120
Boot camp Usage
New Online Courses
477
49
6 42
5 12
72 89
31
83
42 20 6
151
118
2
3
7
8
7
5 22
Assessments Completed
© 2011 HCL – Proprietary & Confidential
11 7 10 5
127 166 158
9
8
24
Solutions Enablement
© 2011 HCL – Proprietary & Confidential
How do we popularize these solutions?
25
Solutions Central is
a single stop shop
portal for all Oracle
solutions.
It
has
different
sections to cater to
different needs and
functions
26
Product Directions
© 2011 HCL – Proprietary & Confidential
Alliance Support in Product Directions
Access to
Product
Roadmaps
Access to
Product
Strategic
Workshops
Participation
in Partner
Advisory
boards
CODevelopment
Partner
© 2011 HCL – Proprietary & Confidential
Early access
to Beta
Programs
27
Strategic &
Ramp Up
Partner
Exclusive
Access to
Live Product
Webcasts
Product Strategy and Development
28
Products
Partnership With Oracle
Value Delivered
Fusion Apps
Strategic Partner
Preferred Implementation Partner Status
in India
nd
2 Specialized Partner across the globe
Helps Practices with
Extensive Knowledge and
Hands on experience
EBS
Beta Testing Partner for R12.2
Siebel
Beta Testing Partner for Siebel 8.1.1.1
© HCL 2011 – Commercial in Confidence
29
Business Enablement
© 2011 HCL – Proprietary & Confidential
Alliance Pipeline - YTD
30
License/Services Value
Leadwise License Value
$25.62
$19.35
$16.89
$6.27
HCL
Regionwise License Value
Oracle
Transactionwise License Value
$21.91
$16.85
$3.10
$2.69
$2.99
$3.68
$0.03
Europe
India
MEA
US
Cosell
© 2011 HCL – Proprietary & Confidential
Referral
Resell
31
Alliance Marketing
Marketing & Brand Positioning
32
Dedicated Regional Alliance Managers
engaging across all levels of the Oracle
Environment
Visibility and Mind Share of
Oracle
Highlighting Value derivatives of OU
Competencies and Practices /
Vertical Strengths
Set Up Business Plan and Review
Mechanism
Visibility and Adoption
within HCL
Product Sessions to Sales Team
Creating a role for Alliance in
Transformational Projects
Gold Sponsor (2 Years) Life Sciences
Event in US
Gold Sponsor Life Sciences Event in
India
Sponsorships & Activities
Gold Sponsor for OOW in 2013
Joint Demand Generation Event with
Oracle in Dubai – Fusion CRM- April
15th
32