Oracle Partner Sales Playbook for Life Sciences - Pharmaopnpublic/documents/webcont… · Oracle...
Transcript of Oracle Partner Sales Playbook for Life Sciences - Pharmaopnpublic/documents/webcont… · Oracle...
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Oracle Partner Sales Playbook for Life Sciences - Pharma
Effective for FY’07, or until next version is released
Version: V1 - FinalApril 2006
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Playbook Structure
• Based on Solutions Map or “footprint” for each Industry • A Playbook recommends integration cross-suite where it exists
today or will exist in the next quarter in a supported manner• Playbooks include white space where ISV’s play a role and name
the major global ISV partners• Playbooks present the most common exception scenarios for
installed base and greenfield opportunities:– E-Business Suite installed in some functional areas– Enterprise/Enterprise 1/World installed in some functional areas– SAP installed in some functional areas– Industry sub sectors with different needs (e.g., Homebuilders within E&C
or Staffing Firms within Prof. Services)
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Corporate Administration
Analytics Business Operations
Customer Channels
Industry Solution Maps – The Major Functional Components of an Industry
Infrastructure
Solutions supporting customers either directly or through an organization’s employee or partners
Solutions supporting the business operations of the organizationincluding all transaction processing, direct supply chain, and
product management
Solutions supporting the Finance, HR, Facilities, Indirect Procurement and other organization-wide functions
Solutions supporting business intelligence and analysis of all functional
areas
Technology supporting the functional areas above including data management, security, and integration
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The Siebel Impact: General Rules of Thumb• CRM & Customer Hubs - Lead with Siebel CRM for “Greenfield”
accounts, particularly those wanting “Best-in-Class” functionality, and in Siebel installed base accounts
• Exceptions• High Tech & Mfg B2B Suite sales(E-Business Suite)• Project-centric industries (E-Business Suite)• Higher Education (Enterprise CRM)
• For clients where moving to a single suite is a requirement, particularly in the mid market:
Sell appropriate suite CRM solution – e.g., E-Business to E-Business customers/prospects, E1 to E1 customers/prospects, Enterprise to Enterprise
• Subscription-based CRM• Lead with Siebel OnDemand
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The Siebel Impact: Specific Solution guidance
• Order Capture/Order Mgmt driven by OM System consolidation• Siebel for customers that have numerous OM systems and require a single Order
Capture “interface” to consolidate order information• E-Business Suite for customers with complex, highly configured products and
require one OM solution from order capture to fulfillment
• Field Service solution is driven by supply chain complexity• Siebel if deal Contact Center Driven, B2C with simple products, basic logistics
capabilities and minimal Supply Chain Integration • E-Business Suite if deal involves Parts Logistics, Complex Products & Depot repair
• Help Desk is driven by specific needs of client• If stand-alone IT helpdesk is required, lead with Siebel Help Desk• If client wants one help desk environment across IT and HR, lead with suite related
help desk (either E-Business or Enterprise)
• Integration Platform– lead with Fusion Middleware (i.e. not Siebel UAN)
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What is the Best fit today based on customer needs?1. For customers that need to insight from data in multiple sources and/or transactional
applications - offer Siebel Analytics Platform & Applications 2. Source only from Peoplesoft Applications - Offer “Improved” EPM with Siebel
Analytics Platform & Applications 3. Source from Siebel Applications - Offer Siebel Analytics Platform & Applications 4. Source only from EBS applications - Offer DBI as the embedded analytics application
Analytics Applications – Overall Approach
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• Overall Solutions Footprint (Greenfield) 8• Solutions Details (Greenfield) 9-14• Detail Scenario (Clinical) 15-19• Exception Scenario 1 (Psft. Installed) 20-25• Exception Scenario 2
– (JDE E1, World or XE Installed) 26-32• Exception Scenario 3 (Siebel CRM Install) 33-37• Regional Exceptions 38-43
Topic Pages
Life Sciences-Pharma TOC
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Analytics Business Operations
Customer Channels
Oracle Applications
Infrastructure
Sales Marketing
Order &Trade Mgmt
Asset Management
Manufact.
Logistics
Clinical Trials Mgmt
Corporate AdministrationIndirect
ProcurementCPM
FacilitiesManagement
HumanResources
Projects CompensationFinancials HR ITHelpdesk
Technology [e.g. Database, Application Server, RAC, Oblix, Times Ten]Integration Framework (e.g. BPEL)
Hubs (Asset Hub, Product Hub) Universal Customer Master
Production Planning
Procurement
Sales and OperationsPlanning
Clinical Data Mgmt/Adverse Event Reporting
Customer Portal
Human ResourcesFinancials
Clinical Supply Chain
ISV Partners
Govt. Comp.
Service
Analytics (e.g. Mobile Analytics, Delivers, Dashboards)
CRM
Life Sciences Solution Map - Recommended Solutions in all Greenfield and most Installed Base Scenarios
MESPLM
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Life Sciences Solutions Details
Customer Channel SolutionsCustomer Channel SolutionsBusiness Business
AreaArea Product/SolutionProduct/Solution
Sales
Siebel Pharma Sales
Siebel Pharma Sales Analytics
Siebel Pharma Handheld
Oracle Incentive Compensation
Siebel Pharma Sales – Allows reps to plan and deliver personalized messaging and register their interactions with medical professionals. Siebel Pharma Sales Analytics – Offers online and offline capability and includes Analytics dashboards, ad-hoc data model, and prebuilt ETL from Siebel and third party data sources. This application is fully integrated with Siebel Pharma Sales. Siebel Pharma Handheld – Supports streamlined pharma processes and signature capture on a handheld device to enable personalized messaging and increased sales effectiveness. Oracle Incentive Compensation – Provides incentive compensation capabilities with flexibility to enable timely changes to comp plans for proper alignment of sales activities.
Customer Portal Siebel Physician Portal Siebel Physician Portal – Allows physicians to order samples, get product details, view
medical requests, product complaints and product information.
MarketingSiebel Pharma MarketingSiebel Marketing Analytics
Siebel Pharma Marketing – Provides end-user enabled segmentation and targeting, integrated marketing resource management and real-time ROI tracking.Siebel Marketing Analytics – Offers insight into marketing planning, campaign performance, and marketing events
Service
Siebel Pharma Service Siebel Service Analytics Adverse Events/ Complaints Management
Siebel Pharma Service – Captures and manages medical information requests and adverse events.Siebel Service Analytics – Enables effective management of medical information requests and adverse events by offering greater insight into operational effectiveness and agent performance.Adverse Events/ Complaints Management (AECM) – Captures, investigates and monitors adverse events and product quality complaints.
Sales Strategy/ DependenciesSales Strategy/ Dependencies
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Analytics SolutionsAnalytics Solutions
Business AreaBusiness Area Product/SolutionProduct/Solution
CRM Analysis Siebel Analytics
Siebel Analytics – Provides complete, real-time, and enterprise-wide insight for all users, enabling fact-based actions and intelligent interactions. Siebel Analytics offerings include Sales Analytics, Service/CC Analytics, Marketing Analytics, Financial Analytics, Supplier & Supply Chain Analytics, IPM & Workforce Analytics andAnalytics applications for Industries, including Life Sciences.
Siebel Pharma Sales Analytics – Offers online and offline capability and includes Analytics dashboards, ad-hoc data model, and prebuiltETL from Siebel and third party data sources. This application is fully integrated with Siebel Pharma Sales.
Clinical Analysis Siebel Analytics
Siebel Clinical Analytics – Measures effectiveness and improves forecasting of clinical trials. It supplies multi-dimensional analysis capabilities to measure effectiveness of clinical subject recruitment, clinical site selection, clinical visits, investigator recruitment, and clinical document tracking. It supplies prebuilt integration with Siebel Clinical and MS Project Server.
Supply Chain, Financials, and HR Oracle DBI Core DBI offering for Supply Chain, Financials and HR
Profitability, Planning, and Budgeting Oracle CPM Linked to core Financials and CPM Budget and Planning and
Consolidation processing
Sales Strategy/ DependenciesSales Strategy/ Dependencies
Life Sciences Solutions Details
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Business Operations SolutionsBusiness Operations Solutions
Business AreaBusiness Area Product/SolutionProduct/Solution
Order and Trade Management
E-Business Order and Trade Management, Adv Pricing and Sales Contracts
Lead with Order Management, Adv Pricing and Sales Contracts.*US Requirement - Government Compliance covered by iMany or Model N
Procurement E-Business Procurement Includes Strategic Sourcing
Manufacturing E-Business Process Manufacturing
Oracle Process Manufacturing
Asset Management E-Business Asset Lifecycle Managment
Lead with E-Business Asset Tracking for Consolidation of disparate asset systems and improved management of asset.. Dependency is E-Business Financials
Sales and Operations Planning
E-Business Advance Planning
Demand Consensus is a “must have.” S&OP critical to link bulk/API supplies with finish/packaging.
Sales Strategy/ DependenciesSales Strategy/ Dependencies
Life Sciences Solutions Details
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Life Sciences Solutions Details
Business Operations SolutionsBusiness Operations Solutions
Business AreaBusiness Area Product/SolutionProduct/Solution
Logistics E-Business Logistics Solutions
WMS, TMS, G-Log, Mobile Inventory, RFID offer complete logistics solution.
Production PlanningE-Business Advanced Planning - Production Planning
Emphasize Production Planning to manage outside contract production.
Clinical Data Management/Adverse Event Reporting
Oracle Clinical, Remote Data Capture, Adverse Event Reporting, CDR
Lead with Integrated suite of Clinical applications
Clinical Trials Management Siebel Clinical
Lead with Siebel ClinicalSiebel Clinical – Offers global trial management capabilities with intelligent investigator targeting and recruiting, real-time enrollment tracking and trial status reporting, CRA site visit planning, payments generation and tracking.
Sales Strategy/ DependenciesSales Strategy/ Dependencies
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Corporate Administration SolutionsCorporate Administration Solutions
Business AreaBusiness Area Product/SolutionProduct/Solution
Corporate Performance Management
E-Business CPM Suite This would include Budget and Planning, Balanced Scorecard and Consolidation Hub for end to end Financial analysis
Indirect Procurement
E-Business Suite Self Service apps through Purchasing for all indirect purchases such as supplies and internal facilities
CompensationOracle Incentive Compensation Workbench
Lead with OIC in all situations because of greater product functionality, customer base, flexibility
Financials E-Business Suite Integrated suite including Payables, Expense Management, Fixed Assets and G/L
Facilities Management
E-Business Property Manager
Used for managing both corporate (employee) space and associated costs, as well as retail storefronts
Human Resources E-Business Suite HR HR, Benefits and Payroll including self-service
Projects E-Business Suite Used for capital project management and management of IT projects
Help DeskSiebel for IT,E-Business for HR
Siebel IT Help desk best in class as standalone solution, HR helpdesk should be tied to HR solution
Sales Strategy/ DependenciesSales Strategy/ Dependencies
Life Sciences Solutions Details
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Infrastructure SolutionsInfrastructure Solutions
Business AreaBusiness Area Product/SolutionProduct/Solution
Analysis Siebel Analytics (Mobile Analytics, Delivers, Dashboards)
Siebel Business Analytics Platform – provides “guided analytics” that lead users along a path to discover and action, based on real-time business conditions. The applications provide intelligent links, analytics alerts and automated workflows that contain relevant insight which will lead a user to the next logical action in an analysis. It also enables users to receive proactive, event-based, and scheduled alerts that automatically detect problems and are delivered directly to them via email, handheld and/or to their dashboard.
Product Data Consolidation
E-Business Product Hub
Leverage product consolidation from disparate systems
Customer Data Consolidation
Siebel Universal Customer Master (UCM)
Siebel UCM has best in class industry specific customer dataSiebel UCM - Unifies customer data across multiple business units and functionally disparate systems to provide a trusted authoritative source of customer information across the enterprise.
Core Technology Oracle Lead with Oracle tech stack unless not a standard at the client
Integration Framework
Oracle Fusion Middleware or with BPEL or Siebel UAN
Sales Strategy/ DependenciesSales Strategy/ Dependencies
Life Sciences Solutions Details
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Clinical Operations
Customer Channels
Infrastructure
Sales Marketing
Life Sciences Solution Map - Recommended Solutions in all Greenfield and most Installed Base Scenarios
Technology [e.g. Database, Application Server, RAC, Oblix, Times Ten]Integration Framework (e.g. BPEL)
Hubs (Asset Hub, Product Hub) Universal Customer Master
Clinical Data Warehouse/Integration
Adverse EventReporting
Remote Data Capture
Customer Portal Service
Analytics (e.g. Mobile Analytics, Delivers, Dashboards)
ClinicalSupplies
Clinical Data Mgmt.
Terminology Mediation
Clinical TrialMgmt.
IVRS
Clinical Analytics
Adverse Event/Complaint Mgmt
Clinical SitesService Clinical Trial Mgmt
Oracle Applications ISV Partners
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Clinical OperationsClinical OperationsBusiness AreaBusiness Area Product/SolutionProduct/Solution
IVRS 3rd Party
Electronic Data Capture
Remote Data CaptureUpsell Oracle Clinical customers
Clinical Supplies 3rd Party
Adverse Event Reporting
Adverse Event ReportingSystem
Position AERS w/ Siebel AECM once integration built; capability from call center to reporting
Terminology Mediation Thesaurus Mgmt System Integrated w/AERS and OC for managing dictionaries
Clinical Trial Mgmt Siebel Clinical Upsell Oracle Clinical customers once integration built
Sales Strategy/ DependenciesSales Strategy/ Dependencies
Life Sciences Solutions Details
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Clinical OperationsClinical OperationsBusiness AreaBusiness Area Product/SolutionProduct/Solution
Clinical DataWarehouse/Integration
Clinical Data Repository Position as framework to support integration and transformations of data
Clinical Analytics Siebel Analytics Measure effectiveness and improves forecasting of clinical trials
Sales Strategy/ DependenciesSales Strategy/ Dependencies
Life Sciences Solutions Details
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Customer Channel Solutions/Clinical SitesCustomer Channel Solutions/Clinical Sites
Business AreaBusiness Area Product/SolutionProduct/Solution
Adverse Event and Complaint Handling
Siebel Adverse Event and Complaint Handling
Manage complaints from call center to reporting; integration with AERS potential
Site Clinical Trial Mgmt SiteMinder Lead with Oracle Siteminder to manage trials at site locations and academic medical centers
Sales Strategy/ DependenciesSales Strategy/ Dependencies
Life Sciences Solutions Details
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Exception Scenario 1: Installed Base PeopleSoft
Corporate Administration and/or Business Operations
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Analytics Business Operations
Customer Channels
Infrastructure
Sales Marketing
Order and Trade Mgmt
Asset Management
Manufact.
Logistics
Clinical Trials Mgmt
Corporate AdministrationIndirect
ProcurementCPM
FacilitiesManagement
HumanResources
Projects CompensationFinancials HR ITHelpdesk
Life Sciences Solution Map - Recommended Solution PeopleSoft Components Installed
Technology [e.g. Database, Application Server, RAC, Oblix, Times Ten]Integration Framework (e.g. BPEL)
Hubs (Asset Hub, Product Hub) Universal Customer Master
Production Planning
Procurement
Sales and OperationsPlanning
Clinical Trials/Adverse Event
Customer Portal
Human Resources
Financials
Clinical Supply Chain
CRM
Service
Analytics (e.g. Mobile Analytics, Delivers, Dashboards)
MES/PLM
Oracle Applications ISV Partners
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Analytics SolutionsAnalytics Solutions
Business AreaBusiness Area Product/SolutionProduct/Solution
Supply Chain, Orace DBI Core DBI offering
Profitability, Planning, and Budgeting PeopleSoft CPM Linked to core Financials and CPM Budget and Planning
and Consolidation processing
Financials, and HR PeopleSoft CPM Linked to core Financials and CPM Budget and Planning and Consolidation processing
Sales Strategy/ DependenciesSales Strategy/ Dependencies
Life Sciences Solutions – Additional Details if PSFT Installed
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Business Operations SolutionsBusiness Operations Solutions
Business AreaBusiness Area Product/SolutionProduct/Solution
Order and Trade Management
E-Business Order & Trade Management, Adv Pricing and Sales Contracts
Lead with Order Management and Sales Contracts as industry has large complexity here – then link to Logistics. *US Requirement - Government Compliance covered by iManyor Model N
Procurement E-Business Procurement
Includes Strategic Sourcing and Advanced Procurement. Integrated with OPM
Manufacturing E-Business Process Manufacturing
OPM for Bio and Pharma. Discrete and OSFM for Medical Device. Look for Flow Mfg possibilities.
Asset Management E-Business Asset Lifecycle Management
Lead with E-Business Asset Tracking for Consolidation of disparate asset systems and improved management of asset.. Dependency is E-Business Financials
Sales and Operations Planning
E-Business Advance Planning
Demand Consensus is a “must have.” S&OP critical to link bulk/API supplies with finish/packaging.
Sales Strategy/ DependenciesSales Strategy/ Dependencies
Life Sciences Solutions Details
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Business Operations SolutionsBusiness Operations Solutions
Business AreaBusiness Area Product/SolutionProduct/Solution
Logistics E-Business Logistics Solutions
WMS, TMS, G-Log, Mobile Inventory, RFID offer complete logistics solution.
Production PlanningE-Business Advanced Planning - Production Planning
Emphasize Production Planning to manage outside contract production.
Clinical Data Management/Adverse Event Reporting
Oracle Clinical, Remote Data Capture, Adverse Event Reporting, CDR
Lead with Integrated suite of Clinical applications
Clinical Trials Management Siebel Clinical
Lead with Siebel Clinical; Note if TrialMindercustomer
Siebel Clinical – Offers global trial management capabilities with intelligent investigator targeting and recruiting, real-time enrollment tracking and trial status reporting, CRA site visit planning, payments generation and tracking.
Sales Strategy/ DependenciesSales Strategy/ Dependencies
Life Sciences Solutions Details
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PeopleSoft Corporate Admin Systems InstalledPeopleSoft Corporate Admin Systems Installed
Business Area Installed Product/Solution
Human Capital Mgmt(Enterprise HCM )
PSFT Enterprise CRM Help Desk
Sell Enterprise Help desk to HCM Install Base, continue to sell E-Business suite products in all other Corporate Admin. areas
AnalyticsPSFT Siebel Analytics and PeopleSoft EPM
SBA for CRM, Order to Cash, AR, Agent Performance, EPM for Procurement and Spend Analysis, EPM for HR and FinancialsEPM for Profitability, Planning, and Budgeting
Enterprise EPM or Financials systems
PSFT Enterprise EPM and other Corporate Solutions
Continue selling within suite, both for Corporate Administration components, like Projects and Property Management and related Analytics EPM solutions
Enterprise EPM or Corporate Administration systems
PSFT Enterprise Business Operations Solutions
Sell Enterprise Ordering capabilities, Field Service, Procurement, ALM asset Management, Contract and Revenue Management
Sales Strategy/ Dependencies
Life Sciences Solution Map- Additional Details if PSFT Installed
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Exception Scenario 2: Installed Base JD Edwards
EnterpriseOne 8.11, World, and XE
Corporate Administration and/or Business Operations
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Analytics Business Operations
Customer Channels
Infrastructure
Sales Marketing
Trade Mgmt and Govt. Comp.
Asset Management
Manufact.
Logistics
Clinical Trials Mgmt
Corporate AdministrationIndirect
ProcurementCPM
FacilitiesManagement
HumanResources
Projects CompensationFinancials HR ITHelpdesk
Technology [e.g. Database, Application Server, RAC, Oblix, Times Ten]Integration Framework (e.g. BPEL)
Hubs (Asset Hub, Product Hub) Universal Customer Master
Production Planning
Procurement
Sales and OperationsPlanning
Clinical Trials/Adverse Event
Customer Portal
Financials
Clinical Supply Chain
Service
Analytics (e.g. Mobile Analytics, Delivers, Dashboards)
MES/PLM
RFID
CRM
Oracle Applications ISV Partners
Life Sciences Solution Map - Recommended Solution JDE Enterprise One Components Installed
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Exceptions for JDEdwards World and XE
• For customers preferring not to use Oracle, other technology platforms will be used.
• HR will be PeopleSoft
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Life Sciences Solution Map –Additional details if JDE Installed
Analytics SolutionsAnalytics Solutions
Business AreaBusiness Area Product/SolutionProduct/Solution
Supply Chain, Financials.
EnterpriseOne EPM No HCM offering.
Profitability, Planning, and Budgeting
EnterpriseOne EPM
Linked to core Financials and EPM Budget and Planning and Consolidation processing
Sales Strategy/ DependenciesSales Strategy/ Dependencies
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Life Sciences Solution Map -Additional Details if JDE Installed
Business Operations SolutionsBusiness Operations Solutions
Business AreaBusiness Area Product/SolutionProduct/Solution
Trade Management 3rd Party
Life Science T.M. and Government Compliance covered by Model N or iMany.Lead with BPI (JDE reseller) for low cost, and if Gov’tCompliance not an immediate issue.
Procurement Supplier Relationship Management Includes Strategic Sourcing
Manufacturing EntepriseOne Mixed Mode Manufacturing
Consider OPM for Bio/Pharma Process Manufacturing Consider EBS/PLM for Medical Device.MES partner Camstar likely for Medical Device.
Asset Management Asset Lifecycle Managment
EnterpriseOne has best-in-class offering based on ERP suite, including Financials.
Demand and Supply Planning
EnterpriseOne Advance Planning
Demand Consensus is a “must have.” S&OP critical to link bulk/API supplies with finish/packaging.
Sales Strategy/ DependenciesSales Strategy/ Dependencies
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Life Sciences Solution Map - Additional Details if JDE EnterpriseOne Components Installed
Business Operations SolutionsBusiness Operations Solutions
Business AreaBusiness Area Product/SolutionProduct/Solution
LogisticsAdvanced WMS, TMS, Data Collection and RFID
WMS-TMS-Lot Control are native applications.Data Collection and RFID come from one of three partners (DSI, ICS, IBM)
Sales and Operations Planning
EnterpriseOne Advanced Planning
PDP for multi-site optimized planning.PS for single site TOC planning.Order Promising for global ATP, CTP, PTP
Sales Strategy/ DependenciesSales Strategy/ Dependencies
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Life Sciences Solution Map - Additional Details if JDE EnterpriseOne Components Installed
EntepriseOneEntepriseOne 8.11 Corporate Admin Systems Installed8.11 Corporate Admin Systems Installed
Business Area Installed Product/Solution
Human Capital Mgmt (EnterpriseOne HCM )
Continue to sell E1 suite products in all other Corporate Admin. Areas.Help Desk can be done through Service Call Center and through Employee Self Service
AnalyticsSiebel Analytics and EnterpriseOne EPM
EPM for Procurement and Spend Analysis, EPM for HR and FinancialsEPM for Profitability, Planning, and Budgeting
Enterprise EPM or Financials systems
Enterprise EPM and other Corporate Solutions
Continue selling within suite, both for Corporate Administration components, like Projects and Property Management and related Analytics EPM solutions.
Enterprise EPM or Corporate Administration systems
Enterprise Business Operations Solutions
Sell EnterpriseOne (CRM) Ordering capabilities, Advanced Pricing, and Service Management at 8.11., new self-service Procurement, plus self service for customers, employees, buyers, and suppliers
Sales Strategy/ Dependencies
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Analytics Business Operations
Customer Channels
Infrastructure
Sales Marketing
Order & Trade Mgmt
Asset Management
Manufact.
Logistics
Clinical Trials Mgmt
Corporate AdministrationIndirect
ProcurementCPM
FacilitiesManagement
HumanResources
Projects Compensation*Financials HR ITHelpdesk
Technology [e.g. Database, Application Server, RAC, Oblix, Times Ten]Integration Framework (e.g. BPEL)
Hubs (Asset Hub, Product Hub) Universal Customer Master
Production Planning
Procurement
Sales and OperationsPlanning
Clinical Data Mgmt/Adverse Event Reporting
Customer Portal
Human ResourcesFinancials
Clinical Supply Chain
Govt. Comp.*
Service
Analytics (e.g. Mobile Analytics, Delivers, Dashboards)
MES/PLM
CRM
Oracle Applications ISV Partners
Life Sciences Solution Map - Recommended Solution if Siebel CRM Installed
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Business Operations SolutionsBusiness Operations Solutions
Business AreaBusiness Area Product/SolutionProduct/Solution
Order and Trade Management
E-Business Order and Trade Management, Adv Pricing and Sales Contracts
Lead with Order Management, Adv Pricing and Sales Contracts as industry has large complexity here – then link to Logistics. *US Requirement - Government Compliance covered by iMany or Model N
Procurement E-Business Procurement Includes Strategic Sourcing
Manufacturing E-Business Process Manufacturing
OPM for Bio and Pharma. Discrete and OSFM for Medical Device. Look for Flow Mfg possibilities.
Asset Management E-Business Asset Lifecycle Management
Lead with E-Business Asset Tracking for Consolidation of disparate asset systems and improved management of asset.. Dependency is E-Business Financials. Ensure cust understands asset servicing is one small part of Asset Mgt before positioning Siebel Field Service.
Sales and Operations Planning
E-Business Advance Planning
Demand Consensus is a “must have.” SNO has biggest bang for the buck –takes 5 years to open a new bio/pharma plant. S&OP critical to link bulk/API supplies with finish/packaging.
Sales Strategy/ DependenciesSales Strategy/ Dependencies
Life Sciences Solutions Details
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Business Operations SolutionsBusiness Operations Solutions
Business AreaBusiness Area Product/SolutionProduct/Solution
Logistics E-Business Logistics Solutions
WMS, TMS, G-Log, Mobile Inventory, RFID offer complete logistics solution.
Production PlanningE-Business Advanced Planning - Production Planning
Emphasize Production Planning to manage outside contract production.
Clinical Data Management/Adverse Event Reporting
Oracle Clinical, Remote Data Capture, Adverse Event Reporting, CDR
Lead with Integrated suite of Clinical applications
Clinical Trials Management Siebel Clinical
Lead with Siebel Clinical; Note if TrialMindercustomer
Siebel Clinical – Offers global trial management capabilities with intelligent investigator targeting and recruiting, real-time enrollment tracking and trial status reporting, CRA site visit planning, payments generation and tracking.
Sales Strategy/ DependenciesSales Strategy/ Dependencies
Life Sciences Solutions Details
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Corporate Administration SolutionsCorporate Administration Solutions
Business AreaBusiness Area Product/SolutionProduct/Solution
Corporate Performance Management
E-Business CPM Suite This would include Budget and Planning, Balanced Scorecard and Consolidation Hub for end to end Financial analysis
Indirect ProcurementE-Business Suite Self Service apps through Purchasing for all indirect purchases such as
supplies and internal facilities
Compensation E-Business Suite Payroll Payroll integrated with HR
Financials E-Business Suite Integrated suite including Payables, Expense Management, Fixed Assets and G/L
Facilities Management E-Business Property Manager Used for managing both corporate (employee) space and associated
costs, as well as retail storefronts
Human Resources E-Business Suite HR HR, Benefits and Payroll including self-service
Projects E-Business Suite ProjectsOracle Projects is a full scale Corporate Administration solution integrated with Financials Siebel Project & Resource Management is more for project collaboration.
Help DeskSiebel for IT,E-Business for HR
Siebel IT Help desk best in class as standalone solution, HR helpdesk should be tied to HR solution
Sales Strategy/ DependenciesSales Strategy/ Dependencies
Life Sciences Solutions – Additional Details if Siebel Installed
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General Regional Exceptions: APAC
• Anywhere that a front office end user has to use multiple products / UIs, standardize on a single suite solution from Oracle or Siebel to reduce complexity and integration issues.
• Help Desk – HR Help Desk should be Enterprise not Oracle in all scenarios – where both HR and IT Help Desks are required, select same suite.
• Where Field Service is required select same suite for B2B and B2C.
• Use Oracle CDH alone in all cases where only dedupe / Data Quality Management are required without industry specific data model. Position UCM where vertical data model is available and required by the specific account (e.g., Banking, Insurance, Communications)
• Check ongoing support of Siebel OEM relationships for multi language data dedupe and merge, search engine, knowledge base, etc.
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• Lack of availability of products in some European languages willlimit options
• CDH/UCM– No Siebel → CDH– Siebel CRM for Industry Solution → UCM– Siebel CRM & FSI → UCM– Siebel CRM, public sector, Oracle apps → CDH– Siebel CRM, public sector, no Oracle apps → UCM– Siebel CRM & Industry w/o specific Siebel data model → CDH– No Siebel CRM → CDH
General Regional Exceptions: EMEA
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Regional Exceptions EMEA: Life Sciences & Pharma
• Architecture doesn’t cover all sales approaches so different approaches will have to be considered.
– The Influencer/Opportunity sale to medical professionals, payers and provider organisations to get the product prescribed (not an order to cash process)
– Opportunity Based/Repetitive Sell to wholesalers, distributors and direct to provider organisations where product is ordered, shipped, invoiced and paid for.
• 3 types of contact centre– Medical information department, often staffed by medical professionals
→ Siebel – Order taking integrated to Supply Chain ERP → Oracle with Telesales
and Order Management– After sales service for medical devices → Oracle
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Siebel 8.0: Supported Languages
• Arabic• Chinese - Simplified• Chinese - Traditional• Czech• Danish • Dutch• English• Finnish• French• German • Hebrew• Italian • Japanese • Korean• Portuguese – Brazilian• Portuguese – European• Spanish• Swedish• Thai
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Siebel 8.0: Supported Platforms• Database Management System
– IBM DB2 UDB ESE 8.2– IBM DB2 for z/OS 8– IBM DB2 Connect 8.2– MS SQL Server 2005– Oracle 10g R2 Enterprise Server
• Siebel Enterprise Server OS– MS 2003 Server (IA32) – HP-UX 11i 11.23 IPF– IBM AIX 5L 5.3 – Sun Solaris 10 (32 and 64 bit) – Red Hat Enterprise Linux 4.0 on IA32– SuSe Linux 9.0 on IA32– Solaris 10/x86 (web tier only)
• J2EE App Servers– IBM WebSphere Application Server 6.0 – BEA WebLogic Application Server 9.0– MS .Net (Windows 2003 Advanced Server)
• Web Server– HP Apache Web Server Suite 2.0.3– IBM HTTP Server 2.0 on AIX 5.3– Microsoft IIS 6.0– SuSe Apache Web Server 2.0 – Red Hat Strong Hold Web Server 2.0 – Sun ONE Web Server EE 6.1 SP 4 SPARC &
IA32
• HI Client IE 6.0 browser (also IE 7.0 on XP)– Windows 2000 SP 4– Windows XP Professional SP2– Windows XP Tablet PC Edition
• SI Client compliant with HTTP 1.1, HTML 4.0, JavaScript 4.1
– Windows 2000– Windows XP– Windows 98– Windows ME– Solaris 10– Macintosh OS X 10.3– SuSe Linux SuSe