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NATO Fusion Middleware Playbook
NATO FMW Playbook
People/Organizations Technology
Business Opportunities Systems & Tools
Technology
NATO FMW Playbook
E2.0, SOALogic, TurboGrid, App Attack
Multiple Campaigns That:• Target our current customer base
• Upgrade to WebCenter Suite and Unify Content Infrastructure• Up sell SOA to WebLogic Customers• Up sell WebLogic Suite to WebLogic customers• Sell the Management Packs and Governance to our customer base• Sell Technology to our Application customers
• Deliver Targeted Quick Hit Plays• Ability to close business within quarter• Highly business value for tightest budgets
• Streamlined communication• Alignment with Sales, SC’s, Product Management, Product
Marketing, ESG, Consulting all working on same campaign• Campaign Dashboard - single source of information for campaigns
SOALogic & App Attack Plays
Naked SOA• Sell Governance and Management Packs
SOA for WLS• Sell SOA Suite• Target of WLS customers, and SOA component owners• Integration, consolidation, business process automation• Composite Application Platform
App Attack • Target customers with WLS and at least 1 Oracle Application• Entry Point from each application• SAP story• Lower cost of application upgrades• Who better to integrate Oracle Apps then Oracle?
TurboGrid Plays
iAS to WL Suite• Target iAS • Up-sell to WL Suite• Improve performance, scalability and stability of their mission critical
applications
Total WebLogic Management• Convert to EE and Suite, Up sell Management Pack for WebLogic• Less then 7% attach rate
Turbo Charge your Environment• Target WebLogic Ex, SE, EE and premium, Portal install base • Sell WebLogic Suite, possible upgrade to Coherence Grid edition • Customers looking to improve performance, scalability and stability
of their mission critical applications
Next Generation Portals
• WebCenter for Next Generation PortalsBuild intranets, extranets and public sites on the powerful WebCenter 11g platform
• WebCenter Spaces for Collaborative Team SitesDrive employee productivity and customer connections with WebCenter Spaces 11g
E2.0 Portal Plays
Attach & Upsell
• Portal ConsolidationLower TCO and simplify web user experiences through website consolidation
• Migrate WCI and WLP to WebCenter SuiteFully leverage the Oracle platform and application integration
• Business Process Portals via SOA and AppsImprove cycle time and provide a single user experience with process portal apps
ECM Infrastructure
• Unified Content InfrastructureSimply and Unify Content Infrastructure for lower TCO
E2.0 ECM Plays
Install Base & Upsell
• ECM for Portal CustomersExtend the value of your WLP, WCI or Oracle portal investment with robust ECM
• ECM for Applications CustomersDeliver true ECM from within your Siebel, EBS or PeopleSoft application
TurboGrid/SOALogic/App Attack Leveraging our Base Sell SOA
Up-sell WebLogic Suite /Coherence
WebLogic
WebLogic Server / WebLogic Portal Web Applications
Large WebLogic Server/
Sell SOAOracle Applications without SOA
Oracle Applications
Migrate to WebLogic Suite / CoherenceiAS or SOA and BPEL on
Oracle Application Server
Oracle Application Server
Up-sell Management PackPlus for SOA/ Repository
Total WL MgtTotal WL Mgt
BPEL, OSB WebLogic Integration Install
SOA Suite
App AttackApp Attack
iAS to WLSiAS to WLS
Naked SOANaked SOA
SOA for WLSSOA for WLS
TurboChargeTurboCharge
Sell Management Pack forWebLogic
SOALogic, TurboGrid Products (list prices)
• Oracle Data Integrator EE
• Oracle Data Quality & Profiling
• BPEL PM
• Hyperion DRM
• Oracle Service Bus
• Oracle Coherence
$70k / CPUODI Suite
• BPEL PM
• BAM
• Web Services Manager
• Oracle Service Bus
• CEP
• Business Rules
• B2B
$57.5k / CPUSOA Suite
• BPM
• BPEL PM
• BAM
• Business Rules
$115k / CPU
BPM Suite
Weblogic Grid
Requires
$45k / CPUWeblogic Suite
• WLS-EE, iAS-EE
• WL Ops Control
• WL Real Time, JRockit
• Coherence EE
• Diagnostics Pack for OFM, Coherence EE
Coherence Suite• Coherence Grid
• JRockit Realtime
• WL Ops Control
• Diagnostics Pack for OFM, Coherence
$50k / CPU
Oracle BPEL PM$23k / CPU
Oracle Service Bus$23k / CPU
AIA FoundationPack
$46k / CPU
$145k / CPUEnterprise Repository
Services Registry$46k / CPU
$10.5k / Named UserBPA Suite
• Oracle CEP
• BPEL PM, BAM, B2B, Business Rules
$70k / CPUEDA Suite
Requires
Business Opportunities
NATO FMW Playbook
Business Opportunities
Why did we create this? Standard Sales Play decks are technology focused. Add depth & business context to NATO SOALogic, TurboGrid, E2.0 plays Provide “lead-in” into the NATO Campaigns based on business pain We created something that targeted actual business problems and some
unique opportunities that you can focus on that may or may not be apparent from the technical sales plays
Each business opportunity slide is intended to be a cheat sheet. We intend to grow this repository. Each cheat sheet contains
Specific observations (pain points) of the customer A set of potential recommendations to address these pain points Perceived benefits of implementing the recommendations How to find such opportunities Oracle Fusion Middleware components that comprise the solution
Why did we create this? Standard Sales Play decks are technology focused. Add depth & business context to NATO SOALogic, TurboGrid, E2.0 plays Provide “lead-in” into the NATO Campaigns based on business pain We created something that targeted actual business problems and some
unique opportunities that you can focus on that may or may not be apparent from the technical sales plays
Each business opportunity slide is intended to be a cheat sheet. We intend to grow this repository. Each cheat sheet contains
Specific observations (pain points) of the customer A set of potential recommendations to address these pain points Perceived benefits of implementing the recommendations How to find such opportunities Oracle Fusion Middleware components that comprise the solution
Potential Business Value
Degree of “Full Value” Difficulty
Quick Win Opportunities
High Low High
Marginal Stable / Typical Best Practice Transformative
Process Maturity Observations
Effect of Implementing our recommendation
Business Impact of implementing our recommendation
Business Opportunities
Applications Customers
NATO Campaign: AppAttack
Cap future application upgrade costsReduce risk and complexity of ERP/CRM application upgrades
Expected Benefits Future application upgrade/migration costs linked to
external interfaces and customizations are capped. Lower risk for support of the application. Improved path to Fusion Applications. Reap benefits of SOA: business agility, reuse of business
functions & better visibility into business processes.
Expected Benefits Future application upgrade/migration costs linked to
external interfaces and customizations are capped. Lower risk for support of the application. Improved path to Fusion Applications. Reap benefits of SOA: business agility, reuse of business
functions & better visibility into business processes.
Observations Applications heavily customized to deliver specific
organizational functions. Customizations in applications, sometimes just to support
external interfaces. Locked-in into existing application versions and
customizations due to huge cost of upgrade. Tough to stay on existing version, due to high maintenance
costs and no accessibility to newer desirable functionality.
Observations Applications heavily customized to deliver specific
organizational functions. Customizations in applications, sometimes just to support
external interfaces. Locked-in into existing application versions and
customizations due to huge cost of upgrade. Tough to stay on existing version, due to high maintenance
costs and no accessibility to newer desirable functionality.
Recommendations Re-implement vanilla application in its latest version by
unwinding all old spaghetti integration. Alternately implement any new application modules
separately in the latest version, but keep them vanilla. Externalize any required customizations in Oracle Fusion
Middleware. Achieve better user experience by building any new rich UI using Oracle Fusion Middleware
Standardize the representation of business entities like Order, Customer, Employee throughout the organization.
Recommendations Re-implement vanilla application in its latest version by
unwinding all old spaghetti integration. Alternately implement any new application modules
separately in the latest version, but keep them vanilla. Externalize any required customizations in Oracle Fusion
Middleware. Achieve better user experience by building any new rich UI using Oracle Fusion Middleware
Standardize the representation of business entities like Order, Customer, Employee throughout the organization.
Potential Business Value
Degree of “Full Value” DifficultyMarginal Stable / Typical Best Practice Transformative
Quick Win Opportunities
Process Maturity Observations
High Medium High
How to find opportunities? (Apps Customers) Any budgeted application upgrade/migration. Any new application modules being considered for
purchase by customers. Executives complaining about prohibitive costs for app
upgrades or customizations to support modern UI.
How to find opportunities? (Apps Customers) Any budgeted application upgrade/migration. Any new application modules being considered for
purchase by customers. Executives complaining about prohibitive costs for app
upgrades or customizations to support modern UI.
Relevant OFM ComponentsOracle SOA suite, AIA Foundation Pack, Webcenter suite,
Management Packs
Relevant OFM ComponentsOracle SOA suite, AIA Foundation Pack, Webcenter suite,
Management Packs
Associated NATO Campaign: App Attack, GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Customer Successes : ZEBRA TechnologiesCustomer Successes : ZEBRA Technologies
Business Process Name
Business Process Function Typical Applications involved
Order to Cash Take orders via different sales channels (like email, internet, sales personnel, fax, EDI), then fulfilling the order (shipping, logistics), invoice the customer, collect payment and receipt.
ERP (EBS, JDE), CRM. B2B
Design to Release Enable seamless synchronization of your enterprise product record across your supply chain and extended product network. Support enterprise processes that connect the Enterprise PLM Product Record in Oracle Agile Product Lifecycle Management with your ERP.
Agile with an ERP application like eBusiness Suite, SAP
Lead to Order Consolidate your customer and product information, synchronize customer and product data in near real-time, detect and capture customer and product updates, deliver a true 360 degree view of your customers
CRM and ERP (Siebel and eBusiness Suite)
Procure to Pay Individuals or orgs creating a requisition for goods, release of order to vendor for manufacturing, shipping, invoicing and payments that happen thereafter.
ERP(EBS, JDE, Peoplesoft), B2B
Forecast To Plan Collecting historical sales and shipments data, sales opportunity forecasts, and customer order forecasts and generating a statistical forecast. Release of production schedule to work areas and procurement
Demantra, ERP, Inventory management
Common high value business processes
Note: There are several other industry specific processes that you could focus on depending on your customer. There are several industry standard processes in the Communications, Utilities, Retail, Insurance, Health Sciences and other verticals
Business Process Name
Business Process Function Typical Applications involved
Receive to distribute Capture, book orders, release for picking. Create deliveries, assign carriers automatically, freight and logistics follow.
Glog(OTM), ERP(EBS, SAP, JDE), CRM
Hire to Exit Recruiting, hiring of employees/contractors, provisioning accounts, training, compensation. The entire process a hire has to go through during their entire tenure with an organization.
Peoplesoft HCM and other apps
Campaign to Cash Process to measure market activity and developing plans for marketing and sales programs, campaigns and events which result in generating leads for telesales to cold call and run sales cycle which culminate with orders that are booked.
CRM, ERP, Web/E2.0
Demand to Delivery This business process starts at sales & operations planning, demand planning which leads to procurement of materials and production planning; materials & Inbound logistics are monitored which helps with manufacturing of the product and its shipment and delivery
CRM, Demantra, ERP (EBS,JDE,SAP), OTM
Common high value business processes
Note: There are several other industry specific processes that you could focus on depending on your customer. There are several industry standard processes in the Communications, Utilities, Retail, Insurance, Health Sciences and other verticals
Automate high value business processesOrder to Cash, Hire to Exit, Financials-Supply Chain
Expected Benefits Improved process efficiencies Better customer service Visibility into the business providing for process analysis
and improvement Fewer resources required to implement and maintain
business processes Protection from costly application upgrades
Expected Benefits Improved process efficiencies Better customer service Visibility into the business providing for process analysis
and improvement Fewer resources required to implement and maintain
business processes Protection from costly application upgrades
Observations Business processes require manual or paper based
coordination Process mistakes due to missed or inaccurate information Difficult to track orders, products, or customer interactions Slow or poor customer service Unable to leverage customer or process data due to
duplicate or incomplete information Lack of visibility across processes
Observations Business processes require manual or paper based
coordination Process mistakes due to missed or inaccurate information Difficult to track orders, products, or customer interactions Slow or poor customer service Unable to leverage customer or process data due to
duplicate or incomplete information Lack of visibility across processes
Recommendations Automate manual, error prone business processes Implement a best practices architecture in line with Oracle’s
application strategy Avoid application specific customizations Utilize the AIA Foundation Pack and SOA Suite to build all
processes using well defined, common objects and services Provide real time access to business data through BAM
dashboards and alerts
Recommendations Automate manual, error prone business processes Implement a best practices architecture in line with Oracle’s
application strategy Avoid application specific customizations Utilize the AIA Foundation Pack and SOA Suite to build all
processes using well defined, common objects and services Provide real time access to business data through BAM
dashboards and alerts
Potential Business Value
Degree of “Full Value” DifficultyMarginal Stable / Typical Best Practice Transformative
Quick Win Opportunities
Process Maturity Observations
High Medium Medium
How to find opportunities (Apps Customers) Customers with multiple packaged applications (Oracle &
non Oracle) Customers going through mergers or acquisitions Customers with manual processes around their
applications
How to find opportunities (Apps Customers) Customers with multiple packaged applications (Oracle &
non Oracle) Customers going through mergers or acquisitions Customers with manual processes around their
applications
Relevant OFM ComponentsOracle SOA suite, AIA Foundation Pack, Management Pack
Relevant OFM ComponentsOracle SOA suite, AIA Foundation Pack, Management Pack
Associated NATO Campaign: App Attack, GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Customer Successes: Dell, NetAppCustomer Successes: Dell, NetApp
Expected Benefits Provides the same tech stack as Fusion apps and aligns
customers when they are ready to upgrade Mobile access to applications Rich, end-user centric UI: more adoption & reduce costs Customer Service Reps are more productive and able to
provide better customer service Provides a common look and feel for diverse applications
Expected Benefits Provides the same tech stack as Fusion apps and aligns
customers when they are ready to upgrade Mobile access to applications Rich, end-user centric UI: more adoption & reduce costs Customer Service Reps are more productive and able to
provide better customer service Provides a common look and feel for diverse applications
Observations Customer Service Reps can not quickly answer customer’s
questions Order entry processes require access to multiple systems User interfaces are difficult and cumbersome to use Internal communication and collaboration difficult or limited Application interfaces are heavily customized
Observations Customer Service Reps can not quickly answer customer’s
questions Order entry processes require access to multiple systems User interfaces are difficult and cumbersome to use Internal communication and collaboration difficult or limited Application interfaces are heavily customized
Recommendations Align UI strategy with Oracle’s application strategy Adopt WebCenter and ADF for Web application
development and application interface customizations Provide unified access to applications through WebCenter
spaces Provide a collaborative environment for employees with
WebCenter spaces Utilize SOA Suite to implement integrated business
processes
Recommendations Align UI strategy with Oracle’s application strategy Adopt WebCenter and ADF for Web application
development and application interface customizations Provide unified access to applications through WebCenter
spaces Provide a collaborative environment for employees with
WebCenter spaces Utilize SOA Suite to implement integrated business
processes
Potential Business Value
Degree of “Full Value” DifficultyMarginal Stable / Typical Best Practice Transformative
Quick Win Opportunities
Process Maturity Observations
Medium Medium Medium
How to find opportunities (Apps Customers) CRM customers with diverse back end applications Customers customizing applications or application
interfaces Customers growing their Web presence
How to find opportunities (Apps Customers) CRM customers with diverse back end applications Customers customizing applications or application
interfaces Customers growing their Web presence
Relevant OFM ComponentsWebCenter Suite, ADF, SOA Suite, IDM, Management
Packs
Relevant OFM ComponentsWebCenter Suite, ADF, SOA Suite, IDM, Management
Packs
Provide seamless access to diverse applications Provide rich UI with a common look and feel
Associated NATO Campaign: App Attack, GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Customer Successes : QualcommCustomer Successes : Qualcomm
Edge App Product Function Typical Integration
Demantra Demantra Demand Management solution lets you sense, plan for, and proactively respond to demand by sharing a one-number plan that aligns your organization across departments and users.
Demantra Real-time Sales & Operations Planning gives planners and managers the information and planning tools they need to take command of day-to-day planning processes.
Predictive Trade Planning provides a comprehensive sales and account planning environment that allows account managers to manage all routine sales forecasting and account planning activities from a single screen.
ERP (EBS, JDE,), CRM Integration for Supply Chain business processes
OTM (GLog) Used for transportation planning and execution capabilities for shippers and third party logistics providers. It integrates and streamlines transportation planning, execution, freight payment, and business process automation on a single application across all modes of transportation, from full truckload to complex multileg air, ocean, and rail shipments.
Oracle E-Business suite, Oracle Order Management, JD Edwards Enterprise One, Siebel CRM and Oracle Warehouse Management.
Primavera Helps manage entire project portfolio lifecycle, portfolio management decisions, evaluate the risks and rewards associated with projects, determine whether there are sufficient resources with the right skills to accomplish the work
ERP (EBS, JDE) into financials, projects etc
Retek (Oracle Retail) Oracle Retail helps retailers manage in-store operations ,corporate strategy, supply chain and logistics
ERP (EBS, JDE) Financials , Order management etc.
Communications BRM (Portal)
Communication industry billing application. Typical integration is around usage and billing data.
Financials, CRM, OSS
Oracle Metasolv Communication industry Operation Support System (OSS) application. Platform to automate network service activation. Typical integration is with CRM and Order Management.
ERP, CRM, BRM
IBM Maximo Assets lifecycle and maintenance management. Typically found in the utilities, oil and gas, and transportation industries.
ERP, HRM, Payroll, Financials, Projects
Edge Applications and product function
Integrate Edge Apps for proactive decision making Complete Information and reduction of costs
Expected Benefits Ability to make quicker decisions based on complete
Information Increased Operational Efficiency Reduced Administrative Costs – Integration eliminates
the need for someone to manually enter important information into different systems
Reap all the benefits of SOA: business agility, reuse of business functions & better visibility into business processes.
Expected Benefits Ability to make quicker decisions based on complete
Information Increased Operational Efficiency Reduced Administrative Costs – Integration eliminates
the need for someone to manually enter important information into different systems
Reap all the benefits of SOA: business agility, reuse of business functions & better visibility into business processes.
Observations The Edge applications which depend on critical information
from core ERP applications or other edge applications are working off stale data, making their calculations/functions inaccurate
Incorrect information for the business & executives results in issues such as reduced forecast accuracy, higher safety stock in inventory, cost over runs for projects and ultimately higher operational costs
Edge Applications are not integrated with core ERP, and/or CRM apps. The integration if any is batch oriented
Observations The Edge applications which depend on critical information
from core ERP applications or other edge applications are working off stale data, making their calculations/functions inaccurate
Incorrect information for the business & executives results in issues such as reduced forecast accuracy, higher safety stock in inventory, cost over runs for projects and ultimately higher operational costs
Edge Applications are not integrated with core ERP, and/or CRM apps. The integration if any is batch oriented
Recommendations Automate manual aspects of the business process Minimize risk by using industry business process templates
from AIA Foundation Pack or evaluate PIPs if available Keep applications vanilla Establish a common object model and services using AIA
foundation packs Leverage real time activity monitoring
Recommendations Automate manual aspects of the business process Minimize risk by using industry business process templates
from AIA Foundation Pack or evaluate PIPs if available Keep applications vanilla Establish a common object model and services using AIA
foundation packs Leverage real time activity monitoring
Potential Business Value
Degree of “Full Value” DifficultyMarginal Stable / Typical Best Practice Transformative
Quick Win Opportunities
Process Maturity Observations
High Medium Medium
How to find opportunities? (Apps Customers) Customers who run (Demantra, Primavera, OTM etc). Executives complaining about availability of complete
data for proactive decision making.
How to find opportunities? (Apps Customers) Customers who run (Demantra, Primavera, OTM etc). Executives complaining about availability of complete
data for proactive decision making.
Relevant OFM ComponentsSOA Suite, ODI, AIA Foundation Pack, Management Packs
Relevant OFM ComponentsSOA Suite, ODI, AIA Foundation Pack, Management Packs
Associated NATO Campaign: App Attack, GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Customer Successes : Ross Stores Customer Successes : Ross Stores
Integrate with SAAS vendorsReduce risk and complexity
Expected Benefits Reduced time to deployment Configure vs. Code the Integration points Simplified development and maintenance Reduced TCO Increased IT/Business Visibility
Expected Benefits Reduced time to deployment Configure vs. Code the Integration points Simplified development and maintenance Reduced TCO Increased IT/Business Visibility
Observations SAAS capabilities are not integrated with other systems. They
require double data-entry or juggling between browser windows. Customer is adopting SAAS and looking at quickly integrating
business processes and self-hosted applications. Customer has multiple systems or partners providing similar
capability for different lines of business, looking at standardizing processes
Observations SAAS capabilities are not integrated with other systems. They
require double data-entry or juggling between browser windows. Customer is adopting SAAS and looking at quickly integrating
business processes and self-hosted applications. Customer has multiple systems or partners providing similar
capability for different lines of business, looking at standardizing processes
Recommendations Discuss Oracle On-demand solution and the business
benefit Discuss Amazon cloud computing model Adopt SOA and a declarative approach to integration. Discuss the value of rationalizing Enterprise Business
Objects and Services with the AIA Foundation Pack. Decouple vendor-specific APIs through AIA
Recommendations Discuss Oracle On-demand solution and the business
benefit Discuss Amazon cloud computing model Adopt SOA and a declarative approach to integration. Discuss the value of rationalizing Enterprise Business
Objects and Services with the AIA Foundation Pack. Decouple vendor-specific APIs through AIA
Potential Business Value
Degree of “Full Value” DifficultyMarginal Stable / Typical Best Practice Transformative
Quick Win Opportunities
Process Maturity Observations
High Medium High
How to find opportunities? (Apps Customers) Customers having strong time pressure to adopt new
capabilities Oracle OnDemand Customers Netsuite, Salesforce.com, AWS Customers
How to find opportunities? (Apps Customers) Customers having strong time pressure to adopt new
capabilities Oracle OnDemand Customers Netsuite, Salesforce.com, AWS Customers
Relevant OFM ComponentsOracle FMW Stack, AIA FP
Relevant OFM ComponentsOracle FMW Stack, AIA FP
Associated NATO Campaign: App Attack, GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Customer Successes : Netsuite, IntuitCustomer Successes : Netsuite, Intuit
Business Opportunities
NATO Campaign:SOA Logic
Manage growing and changing partner networks Retail, Semi Conductor, Manufacturing, Healthcare
Expected Benefits Ability to adapt quickly to changing partner’s needs Quickly onboard new partners Improved partner and customer relationships Simplified infrastructure, development/management ease End to end view of partner communications and
processes
Expected Benefits Ability to adapt quickly to changing partner’s needs Quickly onboard new partners Improved partner and customer relationships Simplified infrastructure, development/management ease End to end view of partner communications and
processes
Observations Customers have a large network of partners that is rapidly
growing or changing Difficultly making changes or to onboard new partners Partner Integrations are difficult and time consuming Lost partnership opportunities Poor customer service Lack of visibility into partner interactions
Observations Customers have a large network of partners that is rapidly
growing or changing Difficultly making changes or to onboard new partners Partner Integrations are difficult and time consuming Lost partnership opportunities Poor customer service Lack of visibility into partner interactions
Recommendations Use Oracle B2B to centrally define, configure, manage, and
monitor trading partner networks Utilize EDIFECS Document Editor to process various
document types using standards such as EDI, RosettaNet, ebXML, and Healthcare
Implement Oracle SOA Suite to provide standards-based interfaces
Develop business processes with Oracle SOA Suite
Recommendations Use Oracle B2B to centrally define, configure, manage, and
monitor trading partner networks Utilize EDIFECS Document Editor to process various
document types using standards such as EDI, RosettaNet, ebXML, and Healthcare
Implement Oracle SOA Suite to provide standards-based interfaces
Develop business processes with Oracle SOA Suite
Potential Business Value
Degree of “Full Value” DifficultyMarginal Stable / Typical Best Practice Transformative
Quick Win Opportunities
Process Maturity Observations
High Medium Medium
How to find opportunities (Apps Customers) Customers with a large partner network (suppliers,
distributers, etc.) Customers with a growing or changing partner landscape Customer requiring communications using industry
standards (i.e. HIPPA/HL7, Rosettanet)
How to find opportunities (Apps Customers) Customers with a large partner network (suppliers,
distributers, etc.) Customers with a growing or changing partner landscape Customer requiring communications using industry
standards (i.e. HIPPA/HL7, Rosettanet)
Relevant OFM ComponentsSOA 11g, 11g B2B, EM Management Pack
Relevant OFM ComponentsSOA 11g, 11g B2B, EM Management Pack
Associated NATO Campaign: SOA Logic (SOA for WLS or SOA for services infrastructure in general)
GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Customer Successes : Google, SPS CommerceCustomer Successes : Google, SPS Commerce
Automate File based workflow & process orders Transform, expedite archaic order processing
Expected Benefits True automation: Start orders processing as soon they
arrive, involve human personnel only when manual intervention is required
Complete end-end visibility for business & operations personnel for all orders transactions
Reuse existing order fulfillment functions and create brand new channels for accepting new orders
Streamline file based workflow and satisfy SLAs
Expected Benefits True automation: Start orders processing as soon they
arrive, involve human personnel only when manual intervention is required
Complete end-end visibility for business & operations personnel for all orders transactions
Reuse existing order fulfillment functions and create brand new channels for accepting new orders
Streamline file based workflow and satisfy SLAs
Observations Receipt of orders through files/batch interface due to legacy
applications Workflows manually orchestrated, intervention necessary for
incomplete orders and status lookup Poor customer service because of lack of end to end
visibility into order processing Limited scalability in handling orders because of fixed
number of analysts/personnel processing orders Poor lead time in adding new channels for order processing
or on-boarding new customers (adding brand new interface)
Observations Receipt of orders through files/batch interface due to legacy
applications Workflows manually orchestrated, intervention necessary for
incomplete orders and status lookup Poor customer service because of lack of end to end
visibility into order processing Limited scalability in handling orders because of fixed
number of analysts/personnel processing orders Poor lead time in adding new channels for order processing
or on-boarding new customers (adding brand new interface)
Recommendations Rationalize the file interfaces and the human touch points
between various processing steps Automate file based workflow to involve a human touch only
during exception conditions to be delivered as a task list Provide dashboard based visibility for the business and tools
to track each single order for operations personnel Reuse existing order fulfillment functions
Recommendations Rationalize the file interfaces and the human touch points
between various processing steps Automate file based workflow to involve a human touch only
during exception conditions to be delivered as a task list Provide dashboard based visibility for the business and tools
to track each single order for operations personnel Reuse existing order fulfillment functions
Potential Business Value
Degree of “Full Value” DifficultyMarginal Stable / Typical Best Practice Transformative
Quick Win Opportunities
Process Maturity Observations
Low-Medium Low High
How to find opportunities (possible green field) Any prospect receiving batch based orders from their
customers/partners (not necessarily EDI) Any file based workflow automation initiative Mainframe or other COTS application (including Oracle
Apps) users doing file based integration
How to find opportunities (possible green field) Any prospect receiving batch based orders from their
customers/partners (not necessarily EDI) Any file based workflow automation initiative Mainframe or other COTS application (including Oracle
Apps) users doing file based integration
Relevant OFM ComponentsOracle SOA suite, Management Packs,
Relevant OFM ComponentsOracle SOA suite, Management Packs,
Customer Successes : Charles Schwab, Beckman CoulterCustomer Successes : Charles Schwab, Beckman Coulter
Associated NATO Campaign: SOA Logic (SOA for WLS or SOA for services infrastructure in general)
GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Operational Dashboards: real time visibilityReal time information to make business decisions & take corrective actions
Expected Benefits Streamline operations by gaining real-time visibility into
critical business processes through push-based dashboards and alerts
Enhance productivity by providing the ability to create, customize dashboards, alerts and reports by a non-technical business user
Ensure awareness of SLA and KPI performance Eliminate system monitoring silos while obtaining true
end to end business to system process monitoring
Expected Benefits Streamline operations by gaining real-time visibility into
critical business processes through push-based dashboards and alerts
Enhance productivity by providing the ability to create, customize dashboards, alerts and reports by a non-technical business user
Ensure awareness of SLA and KPI performance Eliminate system monitoring silos while obtaining true
end to end business to system process monitoring
Observations Lack of dashboards illustrating the state of the business Business is re-active vs. pro-active. Issues are detected
when it is too late as they are based on information with latency
Poor visibility into complex business processes Inability to correlate events and hence display real time
statistics of business activities such as state of an order, shipment delays, SLA/SLO violations
Decisions being made are based on stale information Siloed, complex, expensive system monitoring
infrastructure to keep track of KPIs and SLAs
Observations Lack of dashboards illustrating the state of the business Business is re-active vs. pro-active. Issues are detected
when it is too late as they are based on information with latency
Poor visibility into complex business processes Inability to correlate events and hence display real time
statistics of business activities such as state of an order, shipment delays, SLA/SLO violations
Decisions being made are based on stale information Siloed, complex, expensive system monitoring
infrastructure to keep track of KPIs and SLAs
Recommendations Correlate event streams into an open browser based
dashboard to display KPIs, SLAs in real-time Build interactive, real-time dashboards and proactive alerts
for monitoring business processes and services.
Recommendations Correlate event streams into an open browser based
dashboard to display KPIs, SLAs in real-time Build interactive, real-time dashboards and proactive alerts
for monitoring business processes and services.
Potential Business Value
Degree of “Full Value” DifficultyMarginal Stable / Typical Best Practice Transformative
Quick Win Opportunities
Process Maturity Observations
Low-Medium Low High
How to find opportunities (possible green field) Requirements for an operations consoles Executive dashboard requirements and display of KPIs Requirements for non-technical business personnel to
create dashboards
How to find opportunities (possible green field) Requirements for an operations consoles Executive dashboard requirements and display of KPIs Requirements for non-technical business personnel to
create dashboards
Relevant OFM ComponentsOracle BAM, Oracle Business Rules (components of Oracle
SOA suite)
Relevant OFM ComponentsOracle BAM, Oracle Business Rules (components of Oracle
SOA suite)Customer Successes : NetApp, Ross Stores Customer Successes : NetApp, Ross Stores
Associated NATO Campaign: SOA Logic (SOA for WLS or SOA for services infrastructure in general)
GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Mature the SOA Platform & ProcessesCustomer has adopted SOA; now move to the next stage of maturity
Expected Benefits Accelerate SOA projects, simplify impact analysis Reduce development and maintenance costs with re-use Improve efficiency of the developers and architects Catch issues before they happen in production Faster troubleshooting through increased visibility over
the entire IT eco-system
Expected Benefits Accelerate SOA projects, simplify impact analysis Reduce development and maintenance costs with re-use Improve efficiency of the developers and architects Catch issues before they happen in production Faster troubleshooting through increased visibility over
the entire IT eco-system
Observations Lack visibility over the SOA infrastructure (management &
monitoring). Tough to pin-point the root cause in a complex SOA environment during an outage
Developers don’t re-use services, and tend to create “point-to-point SOA”
New changes sometimes break production processes Hard to find what services are used and who is using them
Observations Lack visibility over the SOA infrastructure (management &
monitoring). Tough to pin-point the root cause in a complex SOA environment during an outage
Developers don’t re-use services, and tend to create “point-to-point SOA”
New changes sometimes break production processes Hard to find what services are used and who is using them
Recommendations Adopt a SOA Methodology based on best practices Standardize the representation of business objects and
their associated services throughout the organization. Manage the complete development lifecycle by leveraging
an enterprise repository for SOA artifacts and policies Govern SOA by centrally managing policies Pro-actively monitor the run-time and prevent issues
instead of getting alerts when it is too late.
Recommendations Adopt a SOA Methodology based on best practices Standardize the representation of business objects and
their associated services throughout the organization. Manage the complete development lifecycle by leveraging
an enterprise repository for SOA artifacts and policies Govern SOA by centrally managing policies Pro-actively monitor the run-time and prevent issues
instead of getting alerts when it is too late.
Potential Business Value
Degree of “Full Value” DifficultyMarginal Stable / Typical Best Practice Transformative
Quick Win Opportunities
Process Maturity Observations
Medium Low High
How to find opportunities? (SOA Customers) Existing BPEL, SOA Suite, BEA AquaLogic customers Customers who have adopted SOA but lack experience
& are searching for best practices. Customers growing the use of SOA technologies Customers complaining about the lack of visibility into
integration processes, composite applications, outages.
How to find opportunities? (SOA Customers) Existing BPEL, SOA Suite, BEA AquaLogic customers Customers who have adopted SOA but lack experience
& are searching for best practices. Customers growing the use of SOA technologies Customers complaining about the lack of visibility into
integration processes, composite applications, outages.
Relevant OFM ComponentsAIA Foundation Pack, Enterprise Repository/Service
Registry, SOA Management Pack
Relevant OFM ComponentsAIA Foundation Pack, Enterprise Repository/Service
Registry, SOA Management Pack
Associated NATO Campaign: SOA Logic (Naked SOA), GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Customer Successes: Qualcomm, Ross Stores, SAICCustomer Successes: Qualcomm, Ross Stores, SAIC
Visibility into composite apps and business transactions Management for SOA/WLS
Expected Benefits Integrated management across hardware and software
components Automated monitoring & reporting on actual vs. expected
Service Levels Proactive monitoring and resolution of bottlenecks and
errors for composite applications . Proactive alerts and notifications of issues and
bottlenecks
Expected Benefits Integrated management across hardware and software
components Automated monitoring & reporting on actual vs. expected
Service Levels Proactive monitoring and resolution of bottlenecks and
errors for composite applications . Proactive alerts and notifications of issues and
bottlenecks
Observations Lack of a centralized, consistent management solution for all
systems & platforms Inability to trace end- to end transactions from Portal- SOA-
back end databases to identify bottlenecks and error to proactively resolve them.
Inability to track, maintain, and correlate hardware/software changes to incidents.
Lack of operational visibility into business processes SLA’s Inability to manage a distributed SOA environment and
composite apps Auditing and Compliance issues
Observations Lack of a centralized, consistent management solution for all
systems & platforms Inability to trace end- to end transactions from Portal- SOA-
back end databases to identify bottlenecks and error to proactively resolve them.
Inability to track, maintain, and correlate hardware/software changes to incidents.
Lack of operational visibility into business processes SLA’s Inability to manage a distributed SOA environment and
composite apps Auditing and Compliance issues
Recommendations Implement a common operational monitoring platform using
Oracle Enterprise manager grid control. Utilize Oracle SOA management Pack Plus to Composite
application management Use management pack for weblogic Server & management
pack for coherence to monitor the underlying infrastructure for changes and performance bottlenecks.
Recommendations Implement a common operational monitoring platform using
Oracle Enterprise manager grid control. Utilize Oracle SOA management Pack Plus to Composite
application management Use management pack for weblogic Server & management
pack for coherence to monitor the underlying infrastructure for changes and performance bottlenecks.
Potential Business Value
Degree of “Full Value” DifficultyMarginal Stable / Typical Best Practice Transformative
Quick Win Opportunities
Process Maturity Observations
High Medium High
How to find opportunities? Customers who own SOA Suite Customers who are evaluating Oracle SOA Suite or AIA
FP
How to find opportunities? Customers who own SOA Suite Customers who are evaluating Oracle SOA Suite or AIA
FP
Relevant OFM ComponentsOracle Management Pack Plus, Management Pack for
Weblogic Server, management Pack for Coherence
Relevant OFM ComponentsOracle Management Pack Plus, Management Pack for
Weblogic Server, management Pack for Coherence
Associated NATO Campaign: SOA Logic (Naked SOA), Turbo Grid (Total WebLogic Management)
GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Customer Successes : SAICCustomer Successes : SAIC
Business Opportunities
NATO Campaign:E2.0/Portal
Content Enabling Business Applications Increasing the Agility of Applications Business Process
Expected Benefits Reduce document storage and shipping costs by
eliminating paper from high transaction processes Streamline operations and improve end user experience Ease collaboration within & beyond the enterprise: using
library services, web publishing & workflow Increase process visibility with real-time dashboard views
Expected Benefits Reduce document storage and shipping costs by
eliminating paper from high transaction processes Streamline operations and improve end user experience Ease collaboration within & beyond the enterprise: using
library services, web publishing & workflow Increase process visibility with real-time dashboard views
Observations Content is stored in unmanaged storage silos outside of the
context of the applications from which they are needed. High printing, mailing, and storage costs of content Cannot react quickly to customer, partner and vendor
inquiries resulting in potential missed opportunities, increased costs, and upset 3rd parties
Manual business processes are prone to error, risk and thus a waste of valuable time.
Observations Content is stored in unmanaged storage silos outside of the
context of the applications from which they are needed. High printing, mailing, and storage costs of content Cannot react quickly to customer, partner and vendor
inquiries resulting in potential missed opportunities, increased costs, and upset 3rd parties
Manual business processes are prone to error, risk and thus a waste of valuable time.
Recommendations Centralize enterprise content and standardize on one
system for managing and maintaining it Classify the content types and policies need for content electronically capturing high volume of incoming paper
documents, improve and increase efficiency in the review and approval processes with audit trails.
Leverage the Oracle Content Management solution for automation
Recommendations Centralize enterprise content and standardize on one
system for managing and maintaining it Classify the content types and policies need for content electronically capturing high volume of incoming paper
documents, improve and increase efficiency in the review and approval processes with audit trails.
Leverage the Oracle Content Management solution for automation
Potential Business Value
Degree of “Full Value” DifficultyMarginal Stable / Typical Best Practice Transformative
Quick Win Opportunities
Process Maturity Observations
High Medium High
How to find opportunities? (Apps Customers) Any customer using Siebel, EBS, PeopleSoft and/or JD
Edwards and have scanning, discovery, versioning and or workflow needs.
See detailed cheat sheet for more detail .
How to find opportunities? (Apps Customers) Any customer using Siebel, EBS, PeopleSoft and/or JD
Edwards and have scanning, discovery, versioning and or workflow needs.
See detailed cheat sheet for more detail .
Relevant OFM ComponentsECM Suite or UCM Standalone, Application Adapters for
ECM
Relevant OFM ComponentsECM Suite or UCM Standalone, Application Adapters for
ECM
Associated NATO Campaign: SOA/E20
GCM Code: NA_OD_NATO DELTA_ContentMgmt_ECM_SimplifyYourApps_RepGen_10Q2_CT
Customer Successes : Fidelity Investments, Embry RiddleCustomer Successes : Fidelity Investments, Embry Riddle
Next generation portals/websites, and intranets Faster Time to Development and Improved Web Presence
Expected Benefits High developer productivity (using a visual, declarative
model for creating applications) fast time to market. Build common framework to leverage across customer
network to improve customer experience Track usage & effectiveness with integrated site analytics Reduce costs in hardware, maintenance, development
Expected Benefits High developer productivity (using a visual, declarative
model for creating applications) fast time to market. Build common framework to leverage across customer
network to improve customer experience Track usage & effectiveness with integrated site analytics Reduce costs in hardware, maintenance, development
Observations Inconsistent brand management Business users relying on IT to make changes impacting
productivity and accuracy High costs to maintain the existing Web site infrastructure
and development Disparate tools and methods to manage Web sites Ineffective customer Web experiences limit customer
satisfaction and revenue growth
Observations Inconsistent brand management Business users relying on IT to make changes impacting
productivity and accuracy High costs to maintain the existing Web site infrastructure
and development Disparate tools and methods to manage Web sites Ineffective customer Web experiences limit customer
satisfaction and revenue growth
Recommendations Leverage Leading portal framework for custom Intranet,
Extranet, and Internet solutions Leverage Leading WCM solution for multisite management Enable In-context editing and approvals for improved time
to market Enable In-context editing and approvals for improved time
to market and marketing to own content and Web presence Streamline the content delivery process by leveraging
unified content repository and multiple delivery channels.
Recommendations Leverage Leading portal framework for custom Intranet,
Extranet, and Internet solutions Leverage Leading WCM solution for multisite management Enable In-context editing and approvals for improved time
to market Enable In-context editing and approvals for improved time
to market and marketing to own content and Web presence Streamline the content delivery process by leveraging
unified content repository and multiple delivery channels.
Potential Business Value
Degree of “Full Value” DifficultyMarginal Stable / Typical Best Practice Transformative
Quick Win Opportunities
Process Maturity Observations
High Low Medium
How to find opportunities? Portal install base customers for ALUI,WLP, Oracle
Portal Customer with budgeted projects for
Internet/Extranet/Intranet site refresh ECM install base customers looking to leverage current
investments
How to find opportunities? Portal install base customers for ALUI,WLP, Oracle
Portal Customer with budgeted projects for
Internet/Extranet/Intranet site refresh ECM install base customers looking to leverage current
investments
Relevant OFM ComponentsOracle WebCenter Suite, Oracle ECM
Relevant OFM ComponentsOracle WebCenter Suite, Oracle ECM
Associated NATO Campaign: Portal Power PlaysGCM Code: NA_NATO Field Portal Power_RepGen_FY10_Follow Up
Customer Successes : Alcatel Lucent, VodafoneCustomer Successes : Alcatel Lucent, Vodafone
Dynamic team sites integrated with applicationsCollaboration platform for customer, knowledge worker & partner
Expected Benefits Reduce redundant development of knowledge Connect business users to key knowledge experts and
repositories Reduce use of e-mail to transfer/manage content by 75% Apply “wisdom of crowds” to access full breadth of
organizational knowledge Allow business users to access to share experiences and
collaborative documents
Expected Benefits Reduce redundant development of knowledge Connect business users to key knowledge experts and
repositories Reduce use of e-mail to transfer/manage content by 75% Apply “wisdom of crowds” to access full breadth of
organizational knowledge Allow business users to access to share experiences and
collaborative documents
Observations Redundant generation of knowledge repositories Massive email overuse, creating productivity, storage and
governance issues Limited visibility to projects, key activities and domain
experts Employee turnover threatens loss of key organizational
knowledge Limited engagement with customers in collaborative
innovation, limiting potential growth
Observations Redundant generation of knowledge repositories Massive email overuse, creating productivity, storage and
governance issues Limited visibility to projects, key activities and domain
experts Employee turnover threatens loss of key organizational
knowledge Limited engagement with customers in collaborative
innovation, limiting potential growth
Recommendations Provide single collaboration platform for customer,
knowledge worker and partner Rich Web2.0 services from within a portal framework for
communication, collaboration, and content management Track usage and effectiveness through integrated site
analytics
Recommendations Provide single collaboration platform for customer,
knowledge worker and partner Rich Web2.0 services from within a portal framework for
communication, collaboration, and content management Track usage and effectiveness through integrated site
analytics
Potential Business Value
Degree of “Full Value” DifficultyMarginal Stable / Typical Best Practice Transformative
Quick Win Opportunities
Process Maturity Observations
High Low Medium
How to find opportunities? Oracle Applications customers to expand collaboration. SharePoint customers and portal install base ECM install base customers looking to leverage current
investments
How to find opportunities? Oracle Applications customers to expand collaboration. SharePoint customers and portal install base ECM install base customers looking to leverage current
investments
Relevant OFM ComponentsOracle WebCenter Suite, Oracle ECM
Relevant OFM ComponentsOracle WebCenter Suite, Oracle ECM
Associated NATO Campaign: Portal Power PlaysGCM Code: NA_NATO Field Portal Power_RepGen_FY10_Follow Up
Customer Successes : University of Laval, Wind RiverCustomer Successes : University of Laval, Wind River
Business Opportunities
NATO Campaign: Turbo Grid
Rationalize/Optimize App Server InfrastructureReduce complexity/cost of running multiple application servers
Expected Benefits Reduced operational costs by at least 30% through
standardization on WLS: Best in class for high availability, scalability, operations and monitoring
Greater Agility and the ability to get applications online in hours not months with an enterprise cloud shared service
Run on the strategic Oracle Fusion Middleware platform for Oracle applications, path to Fusion Apps & SOA.
Expected Benefits Reduced operational costs by at least 30% through
standardization on WLS: Best in class for high availability, scalability, operations and monitoring
Greater Agility and the ability to get applications online in hours not months with an enterprise cloud shared service
Run on the strategic Oracle Fusion Middleware platform for Oracle applications, path to Fusion Apps & SOA.
Observations Application server sprawl, including multiple vendors,
dedicated hardware and OS platforms Spinning up infrastructure for applications takes weeks or
months which is unacceptable for business High and un-scalable maintenance costs because of
Plethora of operations/management tools Training of operations personnel Increased power demands on the data center
Increasing support/license costs from multiple vendors
Observations Application server sprawl, including multiple vendors,
dedicated hardware and OS platforms Spinning up infrastructure for applications takes weeks or
months which is unacceptable for business High and un-scalable maintenance costs because of
Plethora of operations/management tools Training of operations personnel Increased power demands on the data center
Increasing support/license costs from multiple vendors
Recommendations Consolidate application server infrastructure to WebLogic
Suite Create Grid infrastructure using Platform as a Service
concepts and look to creation of an enterprise cloud for java applications to reduce
Deploy effective management tools (Grid Control) to get a good handle on your environment
Consider an unlimited license for WebLogic server
Recommendations Consolidate application server infrastructure to WebLogic
Suite Create Grid infrastructure using Platform as a Service
concepts and look to creation of an enterprise cloud for java applications to reduce
Deploy effective management tools (Grid Control) to get a good handle on your environment
Consider an unlimited license for WebLogic server
Potential Business Value
Degree of “Full Value” DifficultyMarginal Stable / Typical Best Practice Transformative
Quick Win Opportunities
Process Maturity Observations
High Medium Low
How to find opportunities? Existing Oracle Application server and WebLogic Server
customers who have more than 20 deployed applications Customers proactively seeking reduced support costs for
their application server install base from multiple vendors Customers seeking resolution with reduced data center
capacity and limited power Customers interested in leveraging public/private clouds
How to find opportunities? Existing Oracle Application server and WebLogic Server
customers who have more than 20 deployed applications Customers proactively seeking reduced support costs for
their application server install base from multiple vendors Customers seeking resolution with reduced data center
capacity and limited power Customers interested in leveraging public/private clouds
Relevant OFM ComponentsOracle VM, WebLogic Suite, EM Grid control
Relevant OFM ComponentsOracle VM, WebLogic Suite, EM Grid control
Associated NATO Campaign: Turbo Grid (iAS to WL Suite, Total WebLogic Management)
GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Customer Successes : Hewlett Packard (HP), Credit Suisse, Cengage Learning, Northern Trust, Nuon Energy
Customer Successes : Hewlett Packard (HP), Credit Suisse, Cengage Learning, Northern Trust, Nuon Energy
Manage throughput for ever increasing transaction capacity requirements Without spending a bundle on infrastructure
Expected Benefits Confidently convey to the business the ability to scale
linearly for capacity requirements Launch new channels for accepting orders: extending the
revenue stream Limit the load on the bottleneck: older mainframe systems,
other applications with limited capacity High availability of infrastructure (possibly 99.999%)
Expected Benefits Confidently convey to the business the ability to scale
linearly for capacity requirements Launch new channels for accepting orders: extending the
revenue stream Limit the load on the bottleneck: older mainframe systems,
other applications with limited capacity High availability of infrastructure (possibly 99.999%)
Observations Limited by the number of orders, transactions, requests
the existing infrastructure can handle There is a cap on the capacity of the back office
applications that support transaction my I can handle No real time feedback on orders being placed because
of its asynchronous nature Frequent downtimes, maintenance windows preventing
high availability and potential loss of revenue
Observations Limited by the number of orders, transactions, requests
the existing infrastructure can handle There is a cap on the capacity of the back office
applications that support transaction my I can handle No real time feedback on orders being placed because
of its asynchronous nature Frequent downtimes, maintenance windows preventing
high availability and potential loss of revenue
Recommendations Establish a fast data grid to insulate the acceptance of
orders from processing of orders Expand the capacity of existing mission critical
apps/mainframes by bring the locked-in information closer to the web based consuming application
Dynamically manage capacity during peak hours/slow periods by adding /removing infrastructure components
Recommendations Establish a fast data grid to insulate the acceptance of
orders from processing of orders Expand the capacity of existing mission critical
apps/mainframes by bring the locked-in information closer to the web based consuming application
Dynamically manage capacity during peak hours/slow periods by adding /removing infrastructure components
Potential Business Value
Degree of “Full Value” DifficultyMarginal Stable / Typical Best Practice Transformative
Quick Win Opportunities
Process Maturity Observations
High Medium Medium
How to find opportunities Customers with large internet presence for accepting orders Customers worried about scalability & latency of their app,
mainframe infrastructure for handling transactions Customers launching new initiatives to establish new
revenue streams using existing order fulfillment functions
How to find opportunities Customers with large internet presence for accepting orders Customers worried about scalability & latency of their app,
mainframe infrastructure for handling transactions Customers launching new initiatives to establish new
revenue streams using existing order fulfillment functions
Relevant OFM ComponentsOracle Coherence Grid, Management Pack for Oracle
Coherence
Relevant OFM ComponentsOracle Coherence Grid, Management Pack for Oracle
Coherence
Associated NATO Campaign: Turbo Grid (Turbo Charge your Environment)
GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Customer Successes : GEICO, Hotwire Customer Successes : GEICO, Hotwire
Modernize Oracle Forms/Reports ApplicationsEnable Enhanced Modern Rich Internet User Experience
Expected Benefits Exciting applications for the end users (with web 2.0,
mash-ups and AJAX based) High developer productivity (using a visual, declarative
model for creating applications) fast time to market. Mobile access to applications with ADF mobile. High scalability Reusable components for exposing business data
Expected Benefits Exciting applications for the end users (with web 2.0,
mash-ups and AJAX based) High developer productivity (using a visual, declarative
model for creating applications) fast time to market. Mobile access to applications with ADF mobile. High scalability Reusable components for exposing business data
Observations Poor User Experience with legacy Forms/Reports (“Boring”
applications) Thick clients with associated installation challenges Skill-set issue: Forms/Reports skill-set is getting old and
being considered a specialized skill Client Server architecture: scalability issues with inability to
virtualize access to information
Observations Poor User Experience with legacy Forms/Reports (“Boring”
applications) Thick clients with associated installation challenges Skill-set issue: Forms/Reports skill-set is getting old and
being considered a specialized skill Client Server architecture: scalability issues with inability to
virtualize access to information
Recommendations Perform a 1-day ADF workshop to compare developer
productivity as well as end user experience for forms/reports
Standardize on WebLogic Server 11g with ADF for creating Rich Enterprise Applications (http://rea.oracle.com/)
Any new requirements for forms/reports or modifications to existing ones, to be fulfilled by ADF/BI Publisher
Move towards a services oriented architecture for better reuse, agility and loose coupling from information stores
Recommendations Perform a 1-day ADF workshop to compare developer
productivity as well as end user experience for forms/reports
Standardize on WebLogic Server 11g with ADF for creating Rich Enterprise Applications (http://rea.oracle.com/)
Any new requirements for forms/reports or modifications to existing ones, to be fulfilled by ADF/BI Publisher
Move towards a services oriented architecture for better reuse, agility and loose coupling from information stores
Potential Business Value
Degree of “Full Value” DifficultyMarginal Stable / Typical Best Practice Transformative
Quick Win Opportunities
Process Maturity Observations
High Low High
How to find opportunities? Any Oracle Forms/Reports or iAS customers seeking
New development of forms or newer development methodology
Modern User Experience Scale for internet deployment
How to find opportunities? Any Oracle Forms/Reports or iAS customers seeking
New development of forms or newer development methodology
Modern User Experience Scale for internet deployment
Relevant OFM ComponentsOracle WebLogic Suite, ADF, WebCenter Suite, BI Publisher
Relevant OFM ComponentsOracle WebLogic Suite, ADF, WebCenter Suite, BI Publisher
Associated NATO Campaign: Turbo Grid (iAS to WL Suite)
GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Customer Successes : MedNet International Customer Successes : MedNet International
Improve End-User Experience/Business Continuity Increase site performance and availability
Expected Benefits Improved end user experience through fast performance Improved business continuity and customer experience
through higher uptime levels Consistent experience across sites or brands due to
shared sessions (e.g. shopping cart) ROI within 14 months, 300% ROI after 3 years Increased performance, capacity & scalability
Expected Benefits Improved end user experience through fast performance Improved business continuity and customer experience
through higher uptime levels Consistent experience across sites or brands due to
shared sessions (e.g. shopping cart) ROI within 14 months, 300% ROI after 3 years Increased performance, capacity & scalability
Observations
Site visitors loose their session data when a server fails Information like shopping cart is lost when navigating
between different sites operated by the same company. Customer is affected by downtime (close of accounting
period, 24x7 revenue generating web site or capability)
Observations
Site visitors loose their session data when a server fails Information like shopping cart is lost when navigating
between different sites operated by the same company. Customer is affected by downtime (close of accounting
period, 24x7 revenue generating web site or capability)
Recommendations Leverage Weblogic Clustering capability Leverage Weblogic Side by Side deployments Leverage Active Cache for shared sessions between WLS Leverage the Coherence Datagrid for scalable and highly
available data access across platforms (Java, .net, C++)
Recommendations Leverage Weblogic Clustering capability Leverage Weblogic Side by Side deployments Leverage Active Cache for shared sessions between WLS Leverage the Coherence Datagrid for scalable and highly
available data access across platforms (Java, .net, C++)
Potential Business Value
Degree of “Full Value” DifficultyMarginal Stable / Typical Best Practice Transformative
Quick Win Opportunities
Process Maturity Observations
High Low Medium
How to find opportunities? (Apps Customers) Existing WebLogic Portal customers Existing WebLogic Server customers Customers running multiple application servers to host
different brands Customers selling online
How to find opportunities? (Apps Customers) Existing WebLogic Portal customers Existing WebLogic Server customers Customers running multiple application servers to host
different brands Customers selling online
Relevant OFM ComponentsCoherence Suite, WebLogic Suite, Enterprise Manager
Relevant OFM ComponentsCoherence Suite, WebLogic Suite, Enterprise Manager
Associated NATO Campaign: Turbo Grid (Turbo Charge your Environment)
GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Customer Successes : GAP, GEICOCustomer Successes : GAP, GEICO
Increase Efficiency and Performance of Web Apps Scale throughput of Web Apps On Demand
Expected Benefits Allows data to be managed in-memory for consistent high
performance reducing back end bottlenecks and downtimes Improved end-user experience through session
preservation and increased performance Handle more concurrent users with less application
servers / hardware Better performance and greater stability Proactive monitoring and root cause analysis of problems
and issues
Expected Benefits Allows data to be managed in-memory for consistent high
performance reducing back end bottlenecks and downtimes Improved end-user experience through session
preservation and increased performance Handle more concurrent users with less application
servers / hardware Better performance and greater stability Proactive monitoring and root cause analysis of problems
and issues
Observations High volume and high growth customer traffic Java/Web Application response time are slow which effect
customer satisfaction Throughput reduced due to bottleneck of backend systems Root cause analysis of problems are time consuming Ramping infrastructure to demand requires many changes
and causes downtime of service which leads to loss of revenue
Observations High volume and high growth customer traffic Java/Web Application response time are slow which effect
customer satisfaction Throughput reduced due to bottleneck of backend systems Root cause analysis of problems are time consuming Ramping infrastructure to demand requires many changes
and causes downtime of service which leads to loss of revenue
Recommendations Implement Coherence for reliable in-Memory Data Grid Proactively fetch most frequently requested information
from Data Grid. Maintain information in Data Grid beyond user session such
as query result sets, java objects which result in increased performance
Deploy effective management tools (EM management packs for coherence, weblogic server etc) to get a good handle on your environment
Recommendations Implement Coherence for reliable in-Memory Data Grid Proactively fetch most frequently requested information
from Data Grid. Maintain information in Data Grid beyond user session such
as query result sets, java objects which result in increased performance
Deploy effective management tools (EM management packs for coherence, weblogic server etc) to get a good handle on your environment
Potential Business Value
Degree of “Full Value” DifficultyMarginal Stable / Typical Best Practice Transformative
Quick Win Opportunities
Process Maturity Observations
High Medium High
How to find opportunities? Customers who run mission critical web applications and
are facing performance issues. Customers who are using Weblogic portal Customers who run weblogic server.
How to find opportunities? Customers who run mission critical web applications and
are facing performance issues. Customers who are using Weblogic portal Customers who run weblogic server.
Relevant OFM ComponentsOracle weblogic suite, Oracle Coherence
Suite ,Management Packs
Relevant OFM ComponentsOracle weblogic suite, Oracle Coherence
Suite ,Management Packs
Customer Successes : Barclays Global Investments (BGI)Customer Successes : Barclays Global Investments (BGI)
Associated NATO Campaign: Turbo Grid (Turbo Charge your Environment)
GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Reducing TCO of custom applications while advancing SOA/Java maturity
Expected Benefits Reduce development, deployment, change management
costs Faster business issue resolution with end-end visibility
into business transactions Handle more concurrent users with less application
servers / hardware Complete unified Platform for Services, Events and
Processes (SOA) Complete Enterprise Java platform (Java) with superior
diagnostics, management and operations
Expected Benefits Reduce development, deployment, change management
costs Faster business issue resolution with end-end visibility
into business transactions Handle more concurrent users with less application
servers / hardware Complete unified Platform for Services, Events and
Processes (SOA) Complete Enterprise Java platform (Java) with superior
diagnostics, management and operations
Observations High operational costs around automation, diagnostics, SLA
enforcement for custom applications Lack of end to end visibility of business transactions across
your SOA application The need for an enterprise wide federated Service Bus Java/Web Application response time are slow which effect
customer satisfaction Poor service levels – HA, scalability and performance Increasing throughput requirements and low confidence in
whether current infrastructure will satisfy them
Observations High operational costs around automation, diagnostics, SLA
enforcement for custom applications Lack of end to end visibility of business transactions across
your SOA application The need for an enterprise wide federated Service Bus Java/Web Application response time are slow which effect
customer satisfaction Poor service levels – HA, scalability and performance Increasing throughput requirements and low confidence in
whether current infrastructure will satisfy them
Recommendations Consolidate application server infrastructure to WebLogic
Suite Upgrade to SOA Suite 11g running on WebLogic Suite 11g Consider an unlimited license for WebLogic Server/Suite
Recommendations Consolidate application server infrastructure to WebLogic
Suite Upgrade to SOA Suite 11g running on WebLogic Suite 11g Consider an unlimited license for WebLogic Server/Suite
Potential Business Value
Degree of “Full Value” DifficultyMarginal Stable / Typical Best Practice Transformative
Quick Win Opportunities
Process Maturity Observations
High Medium High
How to find opportunities? Existing iAS customers running java apps Customers running SOA suite 10g, BPEL 10g on iAS
How to find opportunities? Existing iAS customers running java apps Customers running SOA suite 10g, BPEL 10g on iAS
Relevant OFM ComponentsWebLogic Suite 11g, SOA Suite 11g
Relevant OFM ComponentsWebLogic Suite 11g, SOA Suite 11g
Associated NATO Campaign: Turbo Grid, GCM Code: NA_NATO Field SOA Logic_RepGen_FY10_Follow Up
Customer Successes : Wesco, US Steel, Vanderbilt University, Herbal LifeCustomer Successes : Wesco, US Steel, Vanderbilt University, Herbal Life
Business Opportunities(Other…)
Reduce MIPS on the mainframe, curtail escalating costs Mainframe modernization
Expected Benefits Increase business agility & capability of business
applications Preserve their investment while reducing business risk Improved compliance Increase ROI while reducing TCO
Expected Benefits Increase business agility & capability of business
applications Preserve their investment while reducing business risk Improved compliance Increase ROI while reducing TCO
Observations Large mainframe environment with escalating costs of
MIPS and support costs to IBM, CA, Software AG etc Customers complaining about mainframe skills eroding
with workforce retirement Increasing costs and huge business risks Product sunsets on the mainframe Technical challenges
Information isolation on the mainframe & duplication Poor end user experience with green screens Large inflexible file and batch based interfaces
Observations Large mainframe environment with escalating costs of
MIPS and support costs to IBM, CA, Software AG etc Customers complaining about mainframe skills eroding
with workforce retirement Increasing costs and huge business risks Product sunsets on the mainframe Technical challenges
Information isolation on the mainframe & duplication Poor end user experience with green screens Large inflexible file and batch based interfaces
Recommendations Depending on the scenario, one could recommend
Replace with COTS applications SOA based integration for agility Re-architect legacy applications Offload MIPS by caching mainframe data sources
in a distributed platform Re-host application by migrating to a distributed
platform and relational databases
Recommendations Depending on the scenario, one could recommend
Replace with COTS applications SOA based integration for agility Re-architect legacy applications Offload MIPS by caching mainframe data sources
in a distributed platform Re-host application by migrating to a distributed
platform and relational databases
Potential Business Value
Degree of “Full Value” DifficultyMarginal Stable / Typical Best Practice Transformative
Quick Win Opportunities
Process Maturity Observations
High High Low
How to find opportunities (Mainframe customers) Any mainframe environment with increasing MIPS Any customers looking to sunset mainframes because of
support for apps and retiring skill sets Customers looking to expand application usage on the
mainframe while keeping costs in check Customers facing compliance issues with mainframes
How to find opportunities (Mainframe customers) Any mainframe environment with increasing MIPS Any customers looking to sunset mainframes because of
support for apps and retiring skill sets Customers looking to expand application usage on the
mainframe while keeping costs in check Customers facing compliance issues with mainframes
Relevant OFM ComponentsOracle Tuxedo, Oracle SOA suite, Coherence, Oracle Apps
Relevant OFM ComponentsOracle Tuxedo, Oracle SOA suite, Coherence, Oracle Apps
Associated NATO Campaign: Other, GCM Code:
Customer Successes : Bank of AmericaCustomer Successes : Bank of America
Real time Actionable Business Intelligence & Situational AwarenessSeveral mission critical business scenarios in an Event Driven World
Expected Benefits Affect the bottom line by co-relating events to detect
opportunities or threats to the business in real time Address real critical business requirements for situational
awareness with a database friendly approach Prevent information glut, by filtering out all but the most
important information from multiple sources Huge savings in infrastructure costs (storage &
processing)
Expected Benefits Affect the bottom line by co-relating events to detect
opportunities or threats to the business in real time Address real critical business requirements for situational
awareness with a database friendly approach Prevent information glut, by filtering out all but the most
important information from multiple sources Huge savings in infrastructure costs (storage &
processing)
Observations Lack of real-time visibility into its business & events
affecting the business Technical challenges
All detected events are not in a single system that can then be queried
Business needs detection of extremely complex pattern of events or missing events instantaneously
Examples: real time outage detection, intrusion/fraud detection, make smart logistical decisions, provide location specific data: all that need temporal elements for queries
Observations Lack of real-time visibility into its business & events
affecting the business Technical challenges
All detected events are not in a single system that can then be queried
Business needs detection of extremely complex pattern of events or missing events instantaneously
Examples: real time outage detection, intrusion/fraud detection, make smart logistical decisions, provide location specific data: all that need temporal elements for queries
Recommendations Employ a Real time continuous query engine that can
work on multiple streams of information Use a standards based declarative approach for creating
such queries, an approach that any standard DB developer would understand
Address row-pattern matching requirements that are considered difficult to solve by a traditional database
Avoid expensive coding heavy approaches
Recommendations Employ a Real time continuous query engine that can
work on multiple streams of information Use a standards based declarative approach for creating
such queries, an approach that any standard DB developer would understand
Address row-pattern matching requirements that are considered difficult to solve by a traditional database
Avoid expensive coding heavy approaches
Potential Business Value
Degree of “Full Value” DifficultyMarginal Stable / Typical Best Practice Transformative
Quick Win Opportunities
Process Maturity Observations
High Low High
How to find opportunities (Database customers) Any Oracle DB customer needing complex temporal
queries Any customer in the financial industry, insurance claims,
utilities, logistics, high volume manufacturing Any customer who has deployed RFID, GPS, GIS or other
sensors that continuously send information
How to find opportunities (Database customers) Any Oracle DB customer needing complex temporal
queries Any customer in the financial industry, insurance claims,
utilities, logistics, high volume manufacturing Any customer who has deployed RFID, GPS, GIS or other
sensors that continuously send information
Relevant OFM ComponentsOracle EDA suite (subset of Oracle SOA suite)
Relevant OFM ComponentsOracle EDA suite (subset of Oracle SOA suite)
Customer Successes : TradeWeb Customer Successes : TradeWeb
Associated NATO Campaign: Other, GCM Code:
People/Organizations
People/Organizations
NATO FMW Playbook
Resources Team Assistance Contact Engagement
TSG – Technical Solutions Group
POCs, Benchmarks, some post sales work
Troy Hewitt SOA/BPM Pillar SC -> SCM->TSG
India Solutions Specialist Remote Assistance – POCs, Prototypes, Demos, RFPs , Workshops – via webcast
Local coverage in India
Arnie Dasgupta SOA/BPM Pillar SC -> SCM->India
Insight Team Determine technology solutions. Obtain deeper understanding of customers business pains to expand sales opportunity.
SCM
http://tinyurl.com/qqfg46
Sales Consulting Management and/or Sales Management to approve Insight.
RFP Proposal Team RFP Management http://proposalcenter.oraclecorp.com
SC->SCM
“A” Team POCs, Assesments, Post Sales Tech Support, Performance Testing
Robert Patrick & Peter Farkas
Richard Smith (E2.0)
SOA/BPM Pillar SC -> SCM -> A T
Team
Business Value Services Team This team can help in ROI and business plan assistance for customer engagement. They share a repository of business case deliverables, and key value-based tools and materials
John Foster
http://tinyurl.com/m6yyhb
SC / Sales Rep
Enterprise Solutions Group (ESG)
Provide strategic sales programs, deal collateral, field enablement and subject matter expert services.
Michael Cincinatus Sales/SC Management
Resources Cont….
Team Assistance Contact Engagement
Apps/Tech The provide support in deals involving Integration with packaged applications . They are part of the Tech SC organization
Jack Kingsley SOA SC/SCM ->Jack Kingsley
Biz Development Assistance with E2.0 Portal and ECM campaigns
Robert Crossman E2.0 SC, Sales Rep -> Robert Crossman
Biz Development Assistance with SOALogic, App Attack, TurboGrid campaigns
Eric Wessbecker SOA SC, Sales Rep->Eric Wessbecker
Applied Technology Part of the Apps SC org they augment SOA pillar SC in deals involving both APPS and Tech sales
Contact Apps Sales Rep to engage with AT
Sales Rep/SC -> Apps Sales Rep
Pillar Partners These partners were chosen by the 11 National Sales AVPs as our go to SOA & E2.0 resellers and implementers
View the nominated partners,
Contact the channel manager or
Tara Palmieri
Sales Rep/SC -> Channel Manager -> Partner