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Transcript of Copyright © 2014 HCL Technologies Limited | Oracle Horizontal Breakout Session AppCelerate Global...
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
OracleHorizontal Breakout Session
AppCelerate Global Sales Kickoff Las Vegas, July 2014
Copyright © 2014 HCL Technologies Limited | www.hcltech.com2
Session Objectives
Gain better understanding of our Oracle capability & practice
Learn how to work effectively with our Oracle practice
Understand financial targets and propositions to sell
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Copyright © 2014 HCL Technologies Limited | www.hcltech.com
AppCelerate Global Sales Kickoff Las Vegas, July 2014
Section 1
Financial Targets | Client Examples | Market Conditions
20 mins
Copyright © 2014 HCL Technologies Limited | www.hcltech.com4
Core Oracle Client Examples
Client Vertical Program Description Benefits Realized
Netapp
INSERT VERTICAL
INSERT DESCRITPTION
ADD BULLET POINTS DETAILING BENEFITS
(add platform Logo)
Reed Exhibitions
Gaming & Media
Global Deployment Oracle R12 using Fusion Middleware as the integration tool, OBIEE for reporting
• Integrated to SFDC• Single Global Instance• Master Data Management• Consolidated Reporting• Standard Process across All
sites• Reduction in CEMLI
Fidelity Investments
Financials
Global (UK, India, China and US) ASM deal to support JDE, HFM & Oracle Web Center. In discussion re ERP and Big Data Strategy
• Reduction in internal costs• Improved SLA • Innovation – improved
methods of engaging the business users
• Increased problem resolution
Copyright © 2014 HCL Technologies Limited | www.hcltech.com5
Core Oracle Client Examples
Client Vertical Program Description Benefits Realized
Scientific Games
Entertainment
R12 Global Roll out, consolidation of Chart of Accounts, Printing, Hyperion and ALT SM
GE Cooperate
MFG
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 AcquisitionsPartner with ePrentice in support of consolidation exercise
• Single global view of chart accounts
• Improved Reporting
MasternautMFG
Oracle On Demand R12 Business Transformation, Integration and Support
Real time informationGlobal Template for new country roll outsIntegration to 3rd Party ProductsAPEX
Copyright © 2014 HCL Technologies Limited | www.hcltech.com6
Market Trends
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• 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
2013 R&D investment: $4.9 billion2013 acquisitions accounted for $99 million in revenue
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.com8
Oracle Service Lines
Capabilities Recognitions Differentiators
Partnerships Clients Products
Consultants 3,500
Projects 150
Oracle Platinum partner, currently being evaluated for premier Diamond level
Selected for Fusion Early Adopter Program
First Fusion HCM SaaS go-live
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
30 Oracle Specializations, plus
- 9 Advanced Specializations
Integration of business strategy consulting – linked to business benefits
ERP upgrade tools/accelerators
Automatic testing
Pre-defined business processes
Oracle Cloud Services Implementation Partner – CRM, HCM
Global deployment and support capability – full AMS
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
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
Copyright © 2014 HCL Technologies Limited | www.hcltech.com9
Key Contact Information – Global Leads
John Pridham – Ops & Solutions [email protected] +44 (0) 7768 547 805
Martyn Capes - Sales Lead [email protected] Phone
Terry Walton – Pre-Sales [email protected] +44 (0) 7796 060 900
Pav Midha – Alliances [email protected] +44 (0) 7889 480 800
Richard.turner – Lead [email protected] +44 (0) 7810 480 053
Copyright © 2014 HCL Technologies Limited | www.hcltech.com10
Go to Market Messaging - What Makes HCL Different?
Copyright © 2014 HCL Technologies Limited | www.hcltech.com11
Key Partnerships
For each major partner…
Partnership Level Platinum Partner N/A N/A
Propositions/ Solutions
Oracle Apps – deployments & upgradesSecurity – Single Instance Consolidation, Automated Testing, EAM In A Box
Application Lifecycle Management – Automated Testing
Business Process Modelling (BPM) Accelerator
Joint Initiatives/ Activities
“Oracle-on-Oracle” – Oracle Apps on Oracle Hardware
Automated testing included in Oracle Apps upgrade bids
Key ClientsNetapps, Reed Exhibitions, Scientific Games, Expedia, DNB Norway
Reed Exhibitions Reed Exhibitions
Recent Partnership Changes
“Diamond Watch” – HCL seen as serious playerSenior Exec Awareness – Shiv meeting M. Hurd (Oracle President)
New Partnership New Partnership
Other Information
Major drive for Diamond Partner level
Use HP Software technology. Exploring direct relationship with HP to broaden solution
Solution equally effective across SAP & Oracle environments
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
AppCelerate Global Sales Kickoff Las Vegas, July 2014
Section 3
Key Propositions
45 mins(~8-9 mins/ proposition)
Copyright © 2014 HCL Technologies Limited | www.hcltech.com13
Oracle Solution Offerings
E-Business Suite Global Deployment
Finance Transformation
Fusion HCM Applications
Fusion
Integration
EAM Toolkit Supply Chain Optimization
Real Time Analytics
Instance Consolidation
Supported Oracle
Cloud Based
Services & Hosting
Hosted or On-Premise Fixed Price, Fixed Scope
Approach Mix of embedded
solutions and new technologies
Automated Testing
Copyright © 2014 HCL Technologies Limited | www.hcltech.com14
E-Business Suite Global Deployments
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What is it? 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
Tax module configuration - globally
Legacy data archived
Proposition 4
Implementations & upgrades
80:20 rule – spend 80% of time on the 20% that makes your company unique
Copyright © 2014 HCL Technologies Limited | www.hcltech.com15
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
Copyright © 2014 HCL Technologies Limited | www.hcltech.com16
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
Copyright © 2014 HCL Technologies Limited | www.hcltech.com17
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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Copyright © 2014 HCL Technologies Limited | www.hcltech.com18
Transport and Utilities Operating CompanyEAM 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)• Intelligent Infrastructure – SCADA, using SOA middleware• Mobility and Integration
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 • Utilizes pre-configured business processes, implementation accelerators, tools and templates• Extensive resources available from Oracle to jointly market this offering
Offered initially to transport operating companies to leverage our skills base, but applicable to any asset intensive industries
note
Copyright © 2014 HCL Technologies Limited | www.hcltech.com19
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
Client need Reduce overall cost of ownership and service support
Streamlining global processes and process automation
Oracle EBS R12, PeopleSoft 9, JDE 8, Hyperion Planning and Financial Management upgrades
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
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
The problem• SSA• ITAR• FOCI• NIST 800-53• FedRAMP
The solution• Oracle technology
based security framework
• E2E business and solution
• Industry expertise
The result• Single enterprise
system and processes - COMPLIANT
Copyright © 2014 HCL Technologies Limited | www.hcltech.com
AppCelerate Global Sales Kickoff Las Vegas, July 2014
Section 4
Appendix:Primary Contacts | Summary
5 mins
Copyright © 2014 HCL Technologies Limited | www.hcltech.com22
Appendix
Copyright © 2014 HCL Technologies Limited | www.hcltech.com23
Ways of Working
Oracle Opportunities Log opportunity in Excalibur, mark as
Oracle with accurate data
Contact nominated Oracle person or Martyn Capes
Communicate with Oracle team ASAP to provide time to respond to RFPs
Work with Oracle team to create ORC deck – validate opportunity
We cannot respond to every RFP
Need to concentrate on real opportunities that we have a chance of winning
Oracle – Vertical Interlock Nominated Oracle Salesperson aligned
with Vertical
Weekly meetings
Attendance at vertical sales conferences
Education sessions – what Oracle products and solutions can you sell?
ANZ Ashutosh Uniyal Ashutosh Uniyal Ashutosh Uniyal Ashutosh UniyalNAEMEA Parag Samamth Stuart DrewROW Parag Samamth Stuart DrewGlobal Lead
Insurance Banking Capital MarketsFinancial Institutions / Intermediaries
GlobalANZEMEAAPACNA
Harvey Maddocks
Rahul Singh
Junaib Shaikh
Martyn CapesStephen Coclough
Financial Services
Stuart Drew
Financial Services
Stuart Drew
Preeti WaliaPrasana Natarajan
Vertical – Oracle interlock names exist for each vertical
Move to appendix
Copyright © 2014 HCL Technologies Limited | www.hcltech.com24
Collateral Material
https://wiki.hcl.com/sites/axon/ROWOraclePractice/orasales/files/
Copyright © 2014 HCL Technologies Limited | www.hcltech.com25
Oracle Vertical Footprint: Logistics Example
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Industry footprints using oracle technology – available to enable client engagement
HCL has significant Oracle capability:• Applications• Hardware• Middleware• Database
management
We are more than technologists
38 Oracle specializations
Copyright © 2014 HCL Technologies Limited | www.hcltech.com26
Industrialized Approach
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The position of these levers and the opportunity to set these to the right increases ability to reduce costs and accelerate global deployments
LeverFlexible requirements, phased Implementation
+ <--- 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
Integration Approach
Variable integration methods, point to point, each unit varies
Single integration layer, standardized interfaces, high re-use
* TLS – Tax, Legal, Statutory
+ Cost+Speed
Copyright © 2014 HCL Technologies Limited | www.hcltech.com27
Example Oracle Footprint
Centralised Support CentreReduce 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.
Secured ChannelsReduce security risk by
enhancing generic security login and access criteria
No. 27
Mobile WorkforceMake better use of your workforce
by providing them with better information on the move.
Use augmented reality and location based information of assets . Real Time Processing -
Fusion IntegrationIntegrate systems in real-time to
increase your speed of response.Remove duplicated systems
Reporting Insight and Transparency
Make better use of your resources by having the right information to manage and plan your business.
Data Quality & Architecture
Improving and managing the quality of data and developing a data architecture based on a single
source of truth.
FINS
HCM
SCM
Presentation Portal
Personalised internal & external communications
Fusion
Copyright © 2014 HCL Technologies Limited | www.hcltech.com28
DSI – Oracle Alignment
Systems of Record
45%
DataFabric
Systems of Differentiation
Future-proof
Estate is Understood& Controllable
Future Requirementsare Dynamic
FLEXCUBE HYPERION REAL TIME
DECISIONING EMBEDDED BI
ANALYTICS / OFSAA
DIGITAL ASSESSMENT
ATG COMMERCE
(RETEK)
HC CLOUD HCM / SALES /
MARKETING CLOUDS
BIG DATA ENGINEERED SYSTEMS
FUSION MIDDLEWARE
ExtensibleScalable
Our Oracle
Propositions
Agility
Continual Stakeholder Monitoring
Rapid Prototyping
Rapid Deployment
Innovation Technology Insight
Cost Reduction
User & Application Consolidation
Minimum Viable Solution
Cloud Migration
Automation
High Reliability
Copyright © 2014 HCL Technologies Limited | www.hcltech.com29
Core Oracle Organizational Structure Update as needed
29
Delivery Solutions / Delivery Sales / Solutions
Name TBCGlobal
Darren AtkinsonEMEA - Technology
Ian PreeceEMEA - SCM
Key Alliances SolutionsSales
Richard TurnerGlobal lead
Ajay ChavaNA
Arjun RanjanNA
Paul OrloffNA
Harvey MaddocksEMEA: FS, LS, Retail
Andy FisherEMEA: PS, HiTec, Telco
Pawan MidhaGlobal
Jay SheanEMEA - Finance
Terry WaltonGlobal (Pre-sales)
Jon AmosNA lead
Luis WeirGlobal - Technology
Arun AyireddyIndia SME (Tech)
Stephen ColcloughROW (ANZ)
Prasanna NatarajanROW (ASEAN)
Martyn CapesGlobal sales lead
Steve LanchackNA lead
Andy WinchEMEA lead
John PridhamGlobal Solutions
Alliances
Alamelu GaneshIndia
Copyright © 2014 HCL Technologies Limited | www.hcltech.com30
Our Strategic Focus – Digital SICost reduction & New Technologies
Cloud Migration
High Performance Computing
HCL CLoud
Oracle Sales & Marketing Cloud
Fusion Applications (HCM)
Real Time Decisioning
Exadata Appliance
Real Time Exalytics
Fusion Middleware
Collaboration
SOA Integration
Instance Consolidation
Portal Collaboration
Capture & Imaging
Mobility
Omni-Channel
Oracle Mobile
Mobile Platform Testing
WebCenter Portal
WebCenter Sites
ATG
Business Process Modelling
Supplier Collaboration
Master Data Management