Oracle Partner Sales Playbook for Engineering & opnpublic/... · Oracle Partner Sales Playbook for…

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    OracleConfidential

    Oracle Partner Sales Playbook for Engineering & Construction

    Effective for FY07, or until next version is released

    Version: V1 - FinalApril 2006

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    OracleConfidential

    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 ISVs 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) The solutions include consulting Extensions for some solution

    areas, where stated in the playbook. Please contact Oracle Consulting Services for further information on these Extensions.

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    OracleConfidential

    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 organizations 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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    OracleConfidential

    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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    Engineering & Construction Overall Solutions Footprint (Greenfield) 9 Solutions Details (Greenfield) 10-15 Exception Scenario 1 (E&C JDE Installed) 16-18 Exception Scenario 2 (SAP Corp. Installed) 18-20

    Homebuilding Overall Solutions Footprint (Greenfield) 21-22 Solutions Details (Greenfield) 23-27 Exception Scenario 1

    (National Builder - Best of Breed Approach) 28-30 Commercial Real Estate

    Overall Solutions Footprint (Greenfield & Installed Base) 30-32 Solutions Details (Greenfield & Installed Base) 33-37 Exception 1 (Companies with PSFT Footprint) 38-40

    Regional Exceptions 41-44

    Topic PagesE&C TOC

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    Analytics Business Operations

    Customer Channels

    Oracle Applications ISV Partners

    Corporate AdministrationIndirect

    ProcurementCPM

    FacilitiesManagement

    HumanResources

    Projects CompensationFinancials HR ITHelpdesk

    Engineering & Construction Solution Map - Recommended Solutions in all Greenfield and most Installed Base Scenarios

    Human Resource

    Financials

    Sales Analytics

    Project Intelligence

    Marketing Analytics ProposalManagement

    Subcontract Management

    Project Management

    Asset/EquipmentManagement

    BillingManagement

    Time & Expense

    Contract Management

    Project Collaboration

    Scheduling/Estimating

    SalesMarketing

    Infrastructure

    Technology [e.g. Database, Application Server, RAC, Oblix, Times Ten]Integration Framework (e.g. BPEL)

    Hubs (Customer Hub)Hubs (Product Hub)

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    Customer Channel SolutionsCustomer Channel Solutions

    Business AreaBusiness Area Product/SolutionProduct/Solution

    Marketing E-Business Suite CRM Sell E-Business CRM to run targeted lead generation campaigns and measure effectiveness.

    Sales E-Business Suite CRMSell E-Business CRM for pipeline and opportunity management, backlog and driving to cash flow projections.

    Sales Strategy/ DependenciesSales Strategy/ Dependencies

    E&C Solutions Details

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    Analytics SolutionsAnalytics Solutions

    Business AreaBusiness Area Product/SolutionProduct/Solution

    Marketing Analytics E-Business Suite Marketing DBILead with E-business marketing intelligence for marketing planning, and campaign performance.

    Sales Analytics E-Business Suite Sales DBI Lead with E-business sales intelligence to deliver sales, revenue, and pipeline management.

    Project IntelligenceE-Business Suite Project Intelligence DBI

    E-business Project Intelligence provides seamless drill down from top-level variances to supporting details, linked to the Oracle Projects Suite. Oracle Project Intelligence also provides real-time backlog analysis.

    Human Resource E-Business Suite DBI Core DBI offering for Human Capital Management.

    Financials E-Business Suite DBI Core DBI offering for Financials.

    Sales Strategy/ DependenciesSales Strategy/ Dependencies

    E&C Solutions Details

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    OracleConfidential

    Business Operations SolutionsBusiness Operations Solutions

    Business AreaBusiness Area Product/SolutionProduct/Solution

    Proposal Management E-Business Suite Proposal Management Lead with e-Business Proposal Management.

    Project ManagementE-Business Suite Project Management, Project Collaboration

    Combined solution of Project Mgt and the E&C Extensions for management of Owner and Subcontract change orders. Please contact Oracle Consulting Services for further information on the E&C Extensions.

    Contract Management E-Business Suite Project ContractsE-Business Project Contracts for management of complex contracted project work.

    Asset/Equipment ManagementE-Business Suite Enterprise Asset Management

    Lead with E-Business EAM for asset tracking, costing, and maintenance management.

    Subcontract ManagementE-Business Suite Project Management, Project Collaboration

    Combined solution of Project Mgt and E&C Extensions for management of complex subcontracted project work. Please contact Oracle Consulting Services for further information on the E&C Extensions.

    Sales Strategy/ DependenciesSales Strategy/ Dependencies

    E&C Solutions Details

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    Business Operations SolutionsBusiness Operations Solutions

    Business AreaBusiness Area Product/SolutionProduct/Solution

    BillingManagement

    E-Business Suite Project Billing & Costing

    Lead with E-Business Suite Project Billing, Costing to proactively control project cost and manage all project associated revenue and billing accurately. Oracle E&C extensions may be necessary for AIA billing. Please contact Oracle Consulting Services for further information on the E&C Extensions.

    Project CollaborationE-Business Suite Project Collaboration, Product Lifecycle Mgt, CADView

    E-Business Suite Project Collaboration ensures secure access to all team members to perform progress updates and revision. E-Business Suite PLM and CADView provide a mechanism to drive as-designed vs. as-built collaborative building information mgt.

    Time & ExpenseE-Business Suite Time & Labor and Travel & Expense

    E-Business Suite product which allows time & expense entry for employees and non-employees.

    Estimating / SchedulingISV Solution Primavera