copyright © 2014 hcl technologies limited | oracle horizontal breakout session appcelerate global...

Copyright © 2014 HCL Technologies Limited | www.hcltech.com

OracleHorizontal Breakout Session

AppCelerate Global Sales Kickoff Las Vegas, July 2014

Copyright © 2014 HCL Technologies Limited | www.hcltech.com2

Session Objectives

Gain better understanding of our Oracle capability & practice

Learn how to work effectively with our Oracle practice

Understand financial targets and propositions to sell

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Section 1

Financial Targets | Client Examples | Market Conditions

20 mins


Core Oracle Client Examples

Client Vertical Program Description Benefits Realized

Netapp

INSERT VERTICAL

INSERT DESCRITPTION

ADD BULLET POINTS DETAILING BENEFITS

(add platform Logo)

Reed Exhibitions

Gaming & Media

Global Deployment Oracle R12 using Fusion Middleware as the integration tool, OBIEE for reporting

• Integrated to SFDC• Single Global Instance• Master Data Management• Consolidated Reporting• Standard Process across All

sites• Reduction in CEMLI

Fidelity Investments

Financials

Global (UK, India, China and US) ASM deal to support JDE, HFM & Oracle Web Center. In discussion re ERP and Big Data Strategy

• Reduction in internal costs• Improved SLA • Innovation – improved

methods of engaging the business users

• Increased problem resolution


Core Oracle Client Examples

Client Vertical Program Description Benefits Realized

Scientific Games

Entertainment

R12 Global Roll out, consolidation of Chart of Accounts, Printing, Hyperion and ALT SM

GE Cooperate

MFG

Global Chart of accounts transformation (48 Countries) through this piece of work we have received opportunities at other sites and open discussions re Mergers and AcquisitionsPartner with ePrentice in support of consolidation exercise

• Single global view of chart accounts

• Improved Reporting

MasternautMFG

Oracle On Demand R12 Business Transformation, Integration and Support

Real time informationGlobal Template for new country roll outsIntegration to 3rd Party ProductsAPEX


Market Trends

In-Memory• Investment is in direct response to SAP’s success with SAP HANA• Oracle have introduced ‘Exadata’ in their database solutions to challenge, creating a recent

spat with SAP in September 2013 over in-memory• Engineered Systems Revenue growth: +45% (fourth quarter 2013)

• Oracle DBMS versions account for 49% of the RDBMS market by revenue • Product Developments: Exadata, 12c Database, Exalytics, Fusion Applications

Databases• Form a key part of Oracle’s current revenue• Many enterprise businesses are dependant on Oracle Databases – often they are supporting

SAP products and solutions in the organisation• Key aim is to retain customers against SAP introduction of databases• Acquisitions: Endeca, InQuira, Involver, Pillar Data Systems, RightNow, Sun Microsystems,

Market2Lead

Cloud• Oracle is one of the initial pioneers of Cloud solutions• Oracle Cloud solutions (private and managed clouds)-source of significant revenue and

competitive advantage• Likely to counteract SAP’s recent M&A activity in this area• Investment: $14 billion • Product Developments: Oracle Cloud• Acquisitions: Taleo, Vitrue, Collective Intellect, Eloqua, SelectMinds, Involver, BigMachines ,

Compendium, RightNow Technologies

2013 R&D investment: $4.9 billion2013 acquisitions accounted for $99 million in revenue



20 mins

Section 2

Core Oracle Practice Overview


Oracle Service Lines

Capabilities Recognitions Differentiators

Partnerships Clients Products

Consultants 3,500

Projects 150

Oracle Platinum partner, currently being evaluated for premier Diamond level

Selected for Fusion Early Adopter Program

First Fusion HCM SaaS go-live

One of the only live Oracle Sales Cloud deployments

Implemented one of the first large Exa deals

Voted Number One by PwC in the Nordics for all Oracle services

30 Oracle Specializations, plus

- 9 Advanced Specializations

Integration of business strategy consulting – linked to business benefits

ERP upgrade tools/accelerators

Automatic testing

Pre-defined business processes

Oracle Cloud Services Implementation Partner – CRM, HCM

Global deployment and support capability – full AMS

Oracle ERP - Oracle E-Business Suite, JD Edwards, PeopleSoft

Oracle Fusion, Cloud applications and middleware – HCM, CRM, Taleo, SOA, Governance, Risk & Compliance

Oracle Edge products – Endeca, Oracle Transportation Management, Oracle Enterprise Asset management, VentureForth Mobile solution, Hyperion

Engineered Systems – Exadata, Exalogic, Exalytics, Big Data Appliance

Services Include:

Full suite of systems integration and managed services with Oracle technology

Business transformation services to achieve higher levels of performance

End-to-end implementation including global planning and large-scale rollouts

Application Support and Maintenance to deliver significant savings and value

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Key Contact Information – Global Leads

John Pridham – Ops & Solutions [email protected] +44 (0) 7768 547 805

Martyn Capes - Sales Lead [email protected] Phone

Terry Walton – Pre-Sales [email protected] +44 (0) 7796 060 900

Pav Midha – Alliances [email protected] +44 (0) 7889 480 800

Richard.turner – Lead [email protected] +44 (0) 7810 480 053


Go to Market Messaging - What Makes HCL Different?


Key Partnerships

For each major partner…

Partnership Level Platinum Partner N/A N/A

Propositions/ Solutions

Oracle Apps – deployments & upgradesSecurity – Single Instance Consolidation, Automated Testing, EAM In A Box

Application Lifecycle Management – Automated Testing

Business Process Modelling (BPM) Accelerator

Joint Initiatives/ Activities

“Oracle-on-Oracle” – Oracle Apps on Oracle Hardware

Automated testing included in Oracle Apps upgrade bids

Key ClientsNetapps, Reed Exhibitions, Scientific Games, Expedia, DNB Norway

Reed Exhibitions Reed Exhibitions

Recent Partnership Changes

“Diamond Watch” – HCL seen as serious playerSenior Exec Awareness – Shiv meeting M. Hurd (Oracle President)

New Partnership New Partnership

Other Information

Major drive for Diamond Partner level

Use HP Software technology. Exploring direct relationship with HP to broaden solution

Solution equally effective across SAP & Oracle environments



Section 3

Key Propositions

45 mins(~8-9 mins/ proposition)


Oracle Solution Offerings

E-Business Suite Global Deployment

Finance Transformation

Fusion HCM Applications

Fusion

Integration

EAM Toolkit Supply Chain Optimization

Real Time Analytics

Instance Consolidation

Supported Oracle

Cloud Based

Services & Hosting

Hosted or On-Premise Fixed Price, Fixed Scope

Approach Mix of embedded

solutions and new technologies

Automated Testing


E-Business Suite Global Deployments

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What is it? E-Business Suite Release 12 Implementation and upgrades using canned business processes linked to best

practice configuration

Utilizing leading edge accelerators and innovative Industrialized Approach implementation

Upgrade or re-implementation approach driven by business case and on-going benefits realization

Client need Reduce risk of project failure or extended timelines and minimize operational disruption

Reduce the project duration and cost

Avoid being stranded on non-supported versions & leverage new functionality

Remove reliance on customizations and introduce best in class business processes

Relevant solution details Innovation is the key – use business process as the guidelines to determine configuration, testing, training and

end-user guides

Pre-configured environments using customer-specific provide demos/CRPs in 3 weeks, not 3 months

Best in class accelerators to manage:

configuration – complete systems created in hours not days

Data migration and customization migration

Automated testing

Tax module configuration - globally

Legacy data archived

Proposition 4

Implementations & upgrades

80:20 rule – spend 80% of time on the 20% that makes your company unique


Finance Transformation: Consultancy Offering

What is it? HCL will help CFOs improve overall finance function efficiency and effectiveness by redesigning

global processes (including Record-to-Report, Procure-to-Pay, Acquire-to-Retire, Order-to-Cash, and Plan-to-Perform) based on leading practices that are enabled by Oracle EBS R12 or PeopleSoft 9 Financials

Client need Reduce overall Finance and Accounting processing cost as percentage of revenue

Streamlining global processes and process automation

Oracle EBS R12, PeopleSoft 9, Hyperion Planning, and Financial Management upgrades

Enterprise-wide standardize reporting, and business intelligence

Finance center of excellence and shared services

Relevant solution details Redesign chart of accounts for better reporting, visibility, and merger integration. Reduce overall

transaction processing complexity

Redesign global processes based on industry leading practices to improve effectiveness and efficiencies and reduce overall finance function cost as percentage of revenue


Supply Chain Optimization: Consultancy

What is it? Supply Chain Optimization is the balancing of inventory costs with delivery cycle times through

inventory optimization and the improvement of supplier collaboration through the supply network optimization.

Reviewing the internal and external supply chain network to improve both the supply chain within a companies four walls as well as the supply chain with all there vendors and at the same time making sure that the right levels of inventory are being maintained at the right stage of the process.

Client need Improved Customer Service Capabilities

Improved Manufacturing Scheduling Performance

Optimized Inventory Levels

Relevant solution details Analyze inventory through out the manufacturing process in order to improve scheduling

performance and customer service capabilities without significantly increasing costs

Look at the relationship with key suppliers and make sure that we are not just focusing on cost reductions, but more importantly quality and assistance with overall cycle time

The use of Demand Planning and Sales & Operations Planning accuracy to drive the optimization


HCL Cloud

What is it? A pay-as-you grow subscription-based Oracle best in class system, simple to move in, scalable

The benefits of a private cloud – security, control & compliance with the flexibility and cost model of a public cloud

Provision of dedicated & certified Oracle products in the cloud

Hosted solution, hardware, infrastructure support and applications managed services

Provision of Oracle ERP applications ‘ready to go’ supported by standard business processes and best practice configuration

Client need Concentrate on core business, not IT support - eliminate need to support old versions of ERP and

leverage new functionality

Fixed scope services – clear view of future costs

Fully hosted and supported solution – remove costly internal support costs

Scalable financial systems & processes – capacity to add or remove business units through acquisition or divestment

Reduction in implementation and upgrade costs, circa 60%

Relevant solution details Utilizes pre-configured business processes, implementation accelerators, tools and templates

17


Transport and Utilities Operating CompanyEAM Tool Kit: Overview

What is it?Transport and Utilities Operating Company in a Box offers an asset management compliant solution based on a number of reusable components that include:

• Oracle Enterprise Asset Management (EAM)• Oracle HR - Competency Management (HCM)• Oracle Transportation Management (OTM) - planning & scheduling• Graphical Information Systems (GIS)• Intelligent Infrastructure – SCADA, using SOA middleware• Mobility and Integration

Client need• Clients are looking for good asset management that gives them the means to keep current

inventory, configuration information and physical location with real-time condition monitoring • These areas are now key to meeting federally-mandated standards for State of Good Repair• Companies can buy the end-to-end solution or the individual components based upon their

need and budget and architecture

Relevant solution details • Utilizes pre-configured business processes, implementation accelerators, tools and templates• Extensive resources available from Oracle to jointly market this offering

Offered initially to transport operating companies to leverage our skills base, but applicable to any asset intensive industries

note


High Security Instance Consolidation: Overview

What is it? HCL will help companies deal with the complexities of global single instance

consolidation and the regulations associated with it

Client need Reduce overall cost of ownership and service support

Streamlining global processes and process automation

Oracle EBS R12, PeopleSoft 9, JDE 8, Hyperion Planning and Financial Management upgrades

Enterprise wide standardize reporting and business intelligence

Finance center of excellence and shared services

ITAR and SSA compliance issues in a single instance

Penetration testing

Relevant solution details Redesign to a global single instance for better reporting, visibility, merger

integration and total cost of ownership by reduction of overall transaction processing complexity and support costs

Redesign global processes based on industry leading practices to improve effectiveness and efficiencies

The problem• SSA• ITAR• FOCI• NIST 800-53• FedRAMP

The solution• Oracle technology

based security framework

• E2E business and solution

• Industry expertise

The result• Single enterprise

system and processes - COMPLIANT



Section 4

Appendix:Primary Contacts | Summary

5 mins

https://www.youtube.com/watch?v=JzfmzTcVUJg


Appendix


Ways of Working

Oracle Opportunities Log opportunity in Excalibur, mark as

Oracle with accurate data

Contact nominated Oracle person or Martyn Capes

Communicate with Oracle team ASAP to provide time to respond to RFPs

Work with Oracle team to create ORC deck – validate opportunity

We cannot respond to every RFP

Need to concentrate on real opportunities that we have a chance of winning

Oracle – Vertical Interlock Nominated Oracle Salesperson aligned

with Vertical

Weekly meetings

Attendance at vertical sales conferences

Education sessions – what Oracle products and solutions can you sell?

ANZ Ashutosh Uniyal Ashutosh Uniyal Ashutosh Uniyal Ashutosh UniyalNAEMEA Parag Samamth Stuart DrewROW Parag Samamth Stuart DrewGlobal Lead

Insurance Banking Capital MarketsFinancial Institutions / Intermediaries

GlobalANZEMEAAPACNA

Harvey Maddocks

Rahul Singh

Junaib Shaikh

Martyn CapesStephen Coclough

Financial Services

Stuart Drew

Financial Services

Stuart Drew

Preeti WaliaPrasana Natarajan

Vertical – Oracle interlock names exist for each vertical

Move to appendix


Collateral Material

https://wiki.hcl.com/sites/axon/ROWOraclePractice/orasales/files/


Oracle Vertical Footprint: Logistics Example

25

Industry footprints using oracle technology – available to enable client engagement

HCL has significant Oracle capability:• Applications• Hardware• Middleware• Database

management

We are more than technologists

38 Oracle specializations


Industrialized Approach

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The position of these levers and the opportunity to set these to the right increases ability to reduce costs and accelerate global deployments

LeverFlexible requirements, phased Implementation

+ <--- Cost ------ - Template driven, Industrialized Roll out

Solution Repeatability

Allow each country its own solution, low standardization

Template compliance, common processes, TLS* change only

Solution Stability

Continuous changes and high regression impacts

Very limited changes to the template during roll out

Deployment model

Local release & deployment teams, minimal central capacity

Centralised, offshore release and deployment, local task execution

Testing & Validation

Retest large portions of solution, low risk approach

Only test changes, risk based and time boxed

Change Management

Individual country change approach, high soft skills

Centrally driven focus on readiness, “mandated” adoption

Deliverable variations

Individual per country, multiple variations, many languages

Re-use each deliverable, no changes to foundation outputs

Integration Approach

Variable integration methods, point to point, each unit varies

Single integration layer, standardized interfaces, high re-use

* TLS – Tax, Legal, Statutory

+ Cost+Speed


Example Oracle Footprint

Centralised Support CentreReduce labour costs by managing

support of your business centrally in a safe, secure and available control centre.

Improve internal & external customer satisfaction by pro-actively managing your

business

Enterprise Asset Management

Manage your assets by scheduling and optimising their deployment.Reduce costs by condition based

asset management.

Secured ChannelsReduce security risk by

enhancing generic security login and access criteria

No. 27

Mobile WorkforceMake better use of your workforce

by providing them with better information on the move.

Use augmented reality and location based information of assets . Real Time Processing -

Fusion IntegrationIntegrate systems in real-time to

increase your speed of response.Remove duplicated systems

Reporting Insight and Transparency

Make better use of your resources by having the right information to manage and plan your business.

Data Quality & Architecture

Improving and managing the quality of data and developing a data architecture based on a single

source of truth.

FINS

HCM

SCM

Presentation Portal

Personalised internal & external communications

Fusion


DSI – Oracle Alignment

Systems of Record

45%

DataFabric

Systems of Differentiation

Future-proof

Estate is Understood& Controllable

Future Requirementsare Dynamic

FLEXCUBE HYPERION REAL TIME

DECISIONING EMBEDDED BI

ANALYTICS / OFSAA

DIGITAL ASSESSMENT

ATG COMMERCE

(RETEK)

HC CLOUD HCM / SALES /

MARKETING CLOUDS

BIG DATA ENGINEERED SYSTEMS

FUSION MIDDLEWARE

ExtensibleScalable

Our Oracle

Propositions

Agility

Continual Stakeholder Monitoring

Rapid Prototyping

Rapid Deployment

Innovation Technology Insight

Cost Reduction

User & Application Consolidation

Minimum Viable Solution

Cloud Migration

Automation

High Reliability


Core Oracle Organizational Structure Update as needed

29

Delivery Solutions / Delivery Sales / Solutions

Name TBCGlobal

Darren AtkinsonEMEA - Technology

Ian PreeceEMEA - SCM

Key Alliances SolutionsSales

Richard TurnerGlobal lead

Ajay ChavaNA

Arjun RanjanNA

Paul OrloffNA

Harvey MaddocksEMEA: FS, LS, Retail

Andy FisherEMEA: PS, HiTec, Telco

Pawan MidhaGlobal

Jay SheanEMEA - Finance

Terry WaltonGlobal (Pre-sales)

Jon AmosNA lead

Luis WeirGlobal - Technology

Arun AyireddyIndia SME (Tech)

Stephen ColcloughROW (ANZ)

Prasanna NatarajanROW (ASEAN)

Martyn CapesGlobal sales lead

Steve LanchackNA lead

Andy WinchEMEA lead

John PridhamGlobal Solutions

Alliances

Alamelu GaneshIndia


Our Strategic Focus – Digital SICost reduction & New Technologies

Cloud Migration

High Performance Computing

HCL CLoud

Oracle Sales & Marketing Cloud

Fusion Applications (HCM)

Real Time Decisioning

Exadata Appliance

Real Time Exalytics

Fusion Middleware

Collaboration

SOA Integration

Instance Consolidation

Portal Collaboration

Capture & Imaging

Mobility

Omni-Channel

Oracle Mobile

Mobile Platform Testing

WebCenter Portal

WebCenter Sites

ATG

Business Process Modelling

Supplier Collaboration

Master Data Management

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