AppCelerate
Global Sales Kickoff
Las Vegas, July 2014
Oracle
Horizontal Breakout Session
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
Session Objectives
1
Gain better understanding of our Oracle capability & practice
2
Understand financial targets and propositions to sell
3
Learn how to work effectively with our Oracle practice
4
5
7
2
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
AppCelerate
Global Sales Kickoff
Las Vegas, July 2014
20 mins
Section 1
Financial Targets | Client Examples | Market Conditions
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
Core Oracle Client Examples
Client
Vertical
INSERT
VERTICAL
Program Description
ADD BULLET POINTS
DETAILING BENEFITS
INSERT DESCRITPTION
(add platform Logo)
Netapp
Reed
Exhibitions
Gaming &
Media
Benefits Realized
Global Deployment Oracle R12 using
Fusion Middleware as the integration
tool, OBIEE for reporting
•
•
•
•
•
•
Fidelity
Investments
4
Financials
Global (UK, India, China and US) ASM
deal to support JDE, HFM & Oracle Web
Center. In discussion re ERP and Big
Data Strategy
•
•
•
•
Integrated to SFDC
Single Global Instance
Master Data Management
Consolidated Reporting
Standard Process across All
sites
Reduction in CEMLI
Reduction in internal costs
Improved SLA
Innovation – improved
methods of engaging the
business users
Increased problem resolution
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
Core Oracle Client Examples
Client
Scientific
Games
GE
Cooperate
Vertical
Program Description
Entertainm
ent
R12 Global Roll out, consolidation of
Chart of Accounts, Printing, Hyperion and
ALT SM
MFG
MFG
Masternaut
5
Global Chart of accounts transformation
(48 Countries) through this piece of work
we have received opportunities at other
sites and open discussions re Mergers
and Acquisitions
Partner with ePrentice in support of
consolidation exercise
Oracle On Demand R12 Business
Transformation, Integration and Support
Benefits Realized
•
•
Single global view of chart
accounts
Improved Reporting
Real time information
Global Template for new country
roll outs
Integration to 3rd Party Products
APEX
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
Market Trends
2013 R&D investment: $4.9 billion
2013 acquisitions accounted for $99 million in revenue
In-Memory
•
•
•
•
Investment is in direct response to SAP’s success with SAP HANA
Oracle have introduced ‘Exadata’ in their database solutions to challenge, creating a recent
spat with SAP in September 2013 over in-memory
Engineered Systems Revenue growth: +45% (fourth quarter 2013)
•
Oracle DBMS versions account for 49% of the RDBMS market by revenue
Product Developments: Exadata, 12c Database, Exalytics, Fusion Applications
Databases
•
•
•
•
Form a key part of Oracle’s current revenue
Many enterprise businesses are dependant on Oracle Databases – often they are supporting
SAP products and solutions in the organisation
Key aim is to retain customers against SAP introduction of databases
Acquisitions: Endeca, InQuira, Involver, Pillar Data Systems, RightNow, Sun Microsystems,
Market2Lead
Cloud
•
•
•
•
•
•
6
Oracle is one of the initial pioneers of Cloud solutions
Oracle Cloud solutions (private and managed clouds)-source of significant revenue and
competitive advantage
Likely to counteract SAP’s recent M&A activity in this area
Investment: $14 billion
Product Developments: Oracle Cloud
Acquisitions: Taleo, Vitrue, Collective Intellect, Eloqua, SelectMinds, Involver, BigMachines ,
Compendium, RightNow Technologies
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
AppCelerate
Global Sales Kickoff
Las Vegas, July 2014
20 mins
Section 2
Core Oracle Practice Overview
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
Oracle Service Lines
Capabilities
Consultants
3,500
Projects
150
Services Include:
 Full suite of systems integration and
managed services with Oracle technology
 Business transformation services to
achieve higher levels of performance
 End-to-end implementation including
global planning and large-scale rollouts
 Application Support and Maintenance to
deliver significant savings and value
Partnerships
Recognitions
Differentiators
 Oracle Platinum partner, currently being
evaluated for premier Diamond level
 30 Oracle Specializations, plus
 Selected for Fusion Early Adopter
Program
 Integration of business strategy
consulting – linked to business benefits
 First Fusion HCM SaaS go-live
 ERP upgrade tools/accelerators
 One of the only live Oracle Sales Cloud
deployments
 Implemented one of the first large Exa
deals
 Voted Number One by PwC in the
Nordics for all Oracle services
Clients
-
9 Advanced Specializations
 Automatic testing
 Pre-defined business processes
 Oracle Cloud Services Implementation
Partner – CRM, HCM
 Global deployment and support
capability – full AMS
Products
 Oracle ERP - Oracle E-Business Suite, JD
Edwards, PeopleSoft
 Oracle Fusion, Cloud applications and
middleware – HCM, CRM, Taleo, SOA,
Governance, Risk & Compliance
 Oracle Edge products – Endeca, Oracle
Transportation Management, Oracle
Enterprise Asset management,
VentureForth Mobile solution, Hyperion
 Engineered Systems – Exadata, Exalogic,
Exalytics, Big Data Appliance
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Copyright © 2014 HCL Technologies Limited | www.hcltech.com
Key Contact Information – Global Leads
Richard.turner – Lead
 richard.turner@hcl.com
 +44 (0) 7810 480 053
Terry Walton – Pre-Sales
 terence.walton@hcl.com
 +44 (0) 7796 060 900
Martyn Capes - Sales Lead
 martyn.capes@hcl.com
 Phone
John Pridham – Ops & Solutions
 John.pridham@hcl.com
 +44 (0) 7768 547 805
Pav Midha – Alliances
 pawan.midha@hcl.com
 +44 (0) 7889 480 800
9
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
Go to Market Messaging - What Makes HCL Different?
10
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
Key Partnerships
For each major partner…
11
Partnership
Level
Platinum Partner
Propositions/
Solutions
Oracle Apps – deployments &
upgrades
Security – Single Instance
Consolidation, Automated
Testing, EAM In A Box
Application Lifecycle
Management – Automated
Testing
Joint Initiatives/
Activities
“Oracle-on-Oracle” – Oracle
Apps on Oracle Hardware
Automated testing included in
Oracle Apps upgrade bids
Key Clients
Netapps, Reed Exhibitions,
Scientific Games, Expedia,
DNB Norway
Reed Exhibitions
Reed Exhibitions
Recent
Partnership
Changes
“Diamond Watch” – HCL seen
as serious player
Senior Exec Awareness –
Shiv meeting M. Hurd (Oracle
President)
New Partnership
New Partnership
Other
Information
Major drive for Diamond
Partner level
N/A
N/A
Use HP Software technology.
Exploring direct relationship
with HP to broaden solution
Business Process Modelling
(BPM) Accelerator
Solution equally effective
across SAP & Oracle
environments
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
AppCelerate
Global Sales Kickoff
Las Vegas, July 2014
45 mins
(~8-9 mins/ proposition)
Section 3
Key Propositions
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
Oracle Solution Offerings
Cloud Based
Services &
Hosting
Automated
Testing
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Copyright © 2014 HCL Technologies Limited | www.hcltech.com
E-Business Suite Global Deployments
 What is it?
Proposition 4
Implementations & upgrades
 E-Business Suite Release 12 Implementation and upgrades using canned business processes linked to best
practice configuration
 Utilizing leading edge accelerators and innovative Industrialized Approach implementation
 Upgrade or re-implementation approach driven by business case and on-going benefits realization
 Client need
 Reduce risk of project failure or extended timelines and minimize operational disruption
 Reduce the project duration and cost
 Avoid being stranded on non-supported versions & leverage new functionality
 Remove reliance on customizations and introduce best in class business processes
 Relevant solution details
 Innovation is the key – use business process as the guidelines to determine configuration, testing, training and
end-user guides
 Pre-configured environments using customer-specific provide demos/CRPs in 3 weeks, not 3 months
 Best in class accelerators to manage:
 configuration – complete systems created in hours not days
 Data migration and customization migration
 Automated testing
80:20 rule – spend 80%
of time on the 20% that
makes your company
unique
 Tax module configuration - globally
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1
 Legacy data archived
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
Finance Transformation: Consultancy Offering
 What is it?
 HCL will help CFOs improve overall finance function efficiency and effectiveness by redesigning
global processes (including Record-to-Report, Procure-to-Pay, Acquire-to-Retire, Order-to-Cash,
and Plan-to-Perform) based on leading practices that are enabled by Oracle EBS R12 or PeopleSoft
9 Financials
 Client need
 Reduce overall Finance and Accounting processing cost as percentage of revenue
 Streamlining global processes and process automation
 Oracle EBS R12, PeopleSoft 9, Hyperion Planning, and Financial Management upgrades
 Enterprise-wide standardize reporting, and business intelligence
 Finance center of excellence and shared services
 Relevant solution details
 Redesign chart of accounts for better reporting, visibility, and merger integration. Reduce overall
transaction processing complexity
 Redesign global processes based on industry leading practices to improve effectiveness and
efficiencies and reduce overall finance function cost as percentage of revenue
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Copyright © 2014 HCL Technologies Limited | www.hcltech.com
Supply Chain Optimization: Consultancy
 What is it?
 Supply Chain Optimization is the balancing of inventory costs with delivery cycle times through
inventory optimization and the improvement of supplier collaboration through the supply network
optimization.
 Reviewing the internal and external supply chain network to improve both the supply chain within a
companies four walls as well as the supply chain with all there vendors and at the same time making
sure that the right levels of inventory are being maintained at the right stage of the process.
 Client need
 Improved Customer Service Capabilities
 Improved Manufacturing Scheduling Performance
 Optimized Inventory Levels
 Relevant solution details
 Analyze inventory through out the manufacturing process in order to improve scheduling
performance and customer service capabilities without significantly increasing costs
 Look at the relationship with key suppliers and make sure that we are not just focusing on cost
reductions, but more importantly quality and assistance with overall cycle time
 The use of Demand Planning and Sales & Operations Planning accuracy to drive the optimization
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Copyright © 2014 HCL Technologies Limited | www.hcltech.com
HCL Cloud
 What is it?
 A pay-as-you grow subscription-based Oracle best in class system, simple to move in, scalable
 The benefits of a private cloud – security, control & compliance with the flexibility and cost model of
a public cloud
 Provision of dedicated & certified Oracle products in the cloud
 Hosted solution, hardware, infrastructure support and applications managed services
 Provision of Oracle ERP applications ‘ready to go’ supported by standard business processes and
best practice configuration
 Client need
 Concentrate on core business, not IT support - eliminate need to support old versions of ERP and
leverage new functionality
 Fixed scope services – clear view of future costs
 Fully hosted and supported solution – remove costly internal support costs
 Scalable financial systems & processes – capacity to add or remove business units through
acquisition or divestment
 Reduction in implementation and upgrade costs, circa 60%
 Relevant solution details
 Utilizes pre-configured business processes, implementation accelerators, tools and templates
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1
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
Transport and Utilities Operating Company
EAM Tool Kit: Overview
 What is it?
Transport and Utilities Operating Company in a Box offers an asset management compliant solution
based on a number of reusable components that include:
• Oracle Enterprise Asset Management (EAM)
• Oracle HR - Competency Management (HCM)
• Oracle Transportation Management (OTM) - planning & scheduling
• Graphical Information Systems (GIS)
Offered initially to transport
• Intelligent Infrastructure – SCADA, using SOA middleware
operating companies to
• Mobility and Integration
leverage our skills base, but
note
applicable to any asset
intensive industries
 Client need
•
•
•
Clients are looking for good asset management that gives them the means to keep current
inventory, configuration information and physical location with real-time condition monitoring
These areas are now key to meeting federally-mandated standards for State of Good Repair
Companies can buy the end-to-end solution or the individual components based upon their
need and budget and architecture
 Relevant solution details
•
•
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Utilizes pre-configured business processes, implementation accelerators, tools and templates
Extensive resources available from Oracle to jointly market this offering
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
High Security Instance Consolidation: Overview
 What is it?
 HCL will help companies deal with the complexities of global single instance
consolidation and the regulations associated with it
The problem
•
•
•
•
•
SSA
ITAR
FOCI
NIST 800-53
FedRAMP
 Client need
 Reduce overall cost of ownership and service support
 Streamlining global processes and process automation
The solution
 Oracle EBS R12, PeopleSoft 9, JDE 8, Hyperion Planning and Financial
Management upgrades
• Oracle technology
based security
framework
• E2E business and
solution
• Industry expertise
 Enterprise wide standardize reporting and business intelligence
 Finance center of excellence and shared services
 ITAR and SSA compliance issues in a single instance
 Penetration testing
The result
• Single enterprise
system and
processes COMPLIANT
 Relevant solution details
 Redesign to a global single instance for better reporting, visibility, merger
integration and total cost of ownership by reduction of overall transaction
processing complexity and support costs
 Redesign global processes based on industry leading practices to improve
effectiveness and efficiencies
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Copyright © 2014 HCL Technologies Limited | www.hcltech.com
AppCelerate
Global Sales Kickoff
Las Vegas, July 2014
5 mins
Section 4
Appendix:
Primary Contacts | Summary
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
Appendix
22
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
Ways of Working
 Oracle – Vertical Interlock
Oracle Opportunities
 Nominated Oracle Salesperson aligned
with Vertical
 Log opportunity in Excalibur, mark as
Oracle with accurate data
 Weekly meetings
 Contact nominated Oracle person or
Martyn Capes
Move to appendix
 Attendance at vertical sales
conferences
 Communicate with Oracle team
ASAP to provide time to respond to
RFPs
 Education sessions – what Oracle
products and solutions can you sell?
 Work with Oracle team to create ORC
deck – validate opportunity
Financial Services
ANZ
NA
EMEA
ROW
Global Lead
Ashutosh Uniyal
Insurance
Global
ANZ
EMEA
APAC
NA
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Ashutosh Uniyal
Ashutosh Uniyal
Junaib Shaikh
Stuart Drew
Parag Samamth
Stuart Drew
Parag Samamth
Rahul Singh
Financial Services
Banking
Capital Markets
Martyn Capes
Stephen Coclough
Harvey Maddocks
Prasana Natarajan
Preeti Walia
Ashutosh Uniyal
 We cannot respond to every RFP
Stuart Drew
Stuart Drew
 Need to concentrate on real
opportunities that we have a chance
of winning
Financial Institutions /
Intermediaries
Vertical – Oracle interlock names
exist for each vertical
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
Collateral Material
 https://wiki.hcl.com/sites/axon/ROWOraclePractice/orasales/files/
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Copyright © 2014 HCL Technologies Limited | www.hcltech.com
Oracle Vertical Footprint: Logistics Example
Industry footprints using oracle
technology – available to enable
client engagement
38 Oracle specializations
HCL has significant
Oracle capability:
• Applications
• Hardware
• Middleware
• Database
management
We are more than
technologists
25
2
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
Industrialized Approach
Lever
Flexible requirements,
phased Implementation
+ <--- Cost ------ +Speed
+ Cost
Template driven,
Industrialized Roll out
Solution
Repeatability
Allow each country its own
solution, low standardization
Template compliance, common
processes, TLS* change only
Solution
Stability
Continuous changes and high
regression impacts
Very limited changes to the
template during roll out
Deployment
model
Local release & deployment
teams, minimal central capacity
Centralised, offshore release and
deployment, local task execution
Testing &
Validation
Retest large portions of solution,
low risk approach
Only test changes, risk based
and time boxed
Change
Management
Individual country change
approach, high soft skills
Centrally driven focus on
readiness, “mandated” adoption
Deliverable
variations
Individual per country, multiple
variations, many languages
Re-use each deliverable, no
changes to foundation outputs
Variable integration methods,
point to point, each unit varies
Single integration layer,
standardized interfaces, high reuse
Integration
Approach
* TLS – Tax, Legal, Statutory
The position of these levers and the opportunity to set these to the right increases ability to reduce costs
and accelerate global deployments
26
2
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
Example Oracle Footprint
Centralised Support Centre
Secured Channels
Reduce security risk by
enhancing generic security
login and access criteria
Reduce labour costs by managing support
of your business centrally in a safe,
secure and available control centre.
Improve internal & external customer
satisfaction by pro-actively managing your
business
Enterprise Asset
Management
Manage your assets by scheduling
and optimising their deployment.
Reduce costs by condition based
asset management.
Presentation
Portal
Personalised
internal & external
communications
Data Quality &
Architecture
Improving and managing the quality
of data and developing a data
architecture based on a single
source of truth.
Mobile Workforce
Make better use of your workforce by
providing them with better
information on the move.
Use augmented reality and location
based information of assets .
Reporting Insight
and Transparency
Make better use of your resources by
having the right information to
manage and plan your business.
27
Real Time Processing Fusion Integration
Integrate systems in real-time to
increase your speed of response.
Remove duplicated systems
No.
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
DSI – Oracle Alignment
Continual Stakeholder
Monitoring
Agility
Systems of
Differentiation
Rapid Prototyping
Future Requirements
are Dynamic
Rapid Deployment
Innovation
Data
Fabric
Future-proof
Technology Insight
Scalable
Extensible
User & Application
Consolidation
Systems of
Record
45%
Estate is Understood
& Controllable
Minimum Viable
Solution
Cost Reduction
 FLEXCUBE
 HYPERION
 REAL TIME
DECISIONING
 EMBEDDED BI
ANALYTICS /
OFSAA
 BIG DATA
ENGINEERED
SYSTEMS
 FUSION
MIDDLEWARE
 DIGITAL
ASSESSMENT
 ATG
 COMMERCE
(RETEK)
Cloud Migration
High Reliability
Automation
28
 HC CLOUD
 HCM / SALES /
MARKETING
CLOUDS
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
Core Oracle Organizational Structure
Update as needed
Delivery
Solutions / Delivery
Sales / Solutions
Name TBC
Global
John Pridham
Global Solutions
Richard Turner
Global lead
Andy Winch
EMEA lead
Darren Atkinson
EMEA - Technology
Terry Walton
Global (Pre-sales)
Martyn Capes
Global sales lead
Luis Weir
Global - Technology
Ian Preece
EMEA - SCM
Jon Amos
NA lead
Harvey Maddocks
Steve Lanchack
NA lead
EMEA: FS, LS, Retail
Ajay Chava
NA
EMEA: PS, HiTec, Telco
Andy Fisher
Stephen Colclough
ROW (ANZ)
Prasanna Natarajan
ROW (ASEAN)
Arjun Ranjan
NA
Jay Shean
EMEA - Finance
Alliances
Arun Ayireddy
India SME (Tech)
Pawan Midha
Global
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29
Key
Sales
Alliances
Paul Orloff
NA
Alamelu Ganesh
India
Solutions
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
Our Strategic Focus – Digital SI
Cost reduction & New Technologies
Cloud Migration
Fusion Middleware
Mobility
HCL CLoud
SOA Integration
Oracle Mobile
Oracle Sales &
Marketing Cloud
Instance Consolidation
Mobile Platform Testing
Fusion Applications
(HCM)
Business Process
Modelling
High Performance
Computing
Collaboration
Omni-Channel
Real Time Decisioning
Portal Collaboration
WebCenter Portal
Supplier Collaboration
WebCenter Sites
Exadata Appliance
Master Data
Management
Capture & Imaging
Real Time Exalytics
30
ATG
Copyright © 2014 HCL Technologies Limited | www.hcltech.com