oracle partner sales playbook for engineering & constructionopnpublic/... · oracle partner sales...

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Oracle Partner Sales Playbook for Engineering & Construction

Effective for FY07, or until next version is released

Version: V1 - FinalApril 2006

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Playbook Structure

Based on Solutions Map or footprint for each Industry A Playbook recommends integration cross-suite where it exists

today or will exist in the next quarter in a supported manner Playbooks include white space where 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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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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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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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


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.



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Business Operations SolutionsBusiness Operations Solutions


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.



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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, MC2, Timberline, etc.

Industry standard is to utilize third party solutions.



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Corporate Administration SolutionsCorporate Administration Solutions


Corporate Performance Management

E-Business Suite CPM Suite

This would include Budget and Planning, Balanced Scorecard and Consolidation Hub for end to end Financial analysis.

Indirect Procurement

E-Business Suite Self Service apps through Purchasing for all indirect purchases such as supplies and internal facilities.

Compensation E-Business Suite Incentive Compensation Workbench Lead with Oracle Incentive Compensation.

Financials E-Business Suite Integrated suite including Payables, Expense Management, Fixed Assets, G/L, Cash Management.

Facilities Management

E-Business Suite Property Manager

Used for managing both corporate (employee) space and associated costs, as well as retail storefronts.

Human Resources E-Business Suite HR HR, Benefits and Payroll including self-service.

Projects E-Business Suite Projects Use Projects for capital project management and management of IT projects portfolio management.

Help Desk E-Business Suite ServiceLead with E-Business Helpdesk, for one help desk environment across IT and HR.



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Infrastructure SolutionsInfrastructure Solutions


Product Data Consolidation E-Business Suite Product Hub Leverage product consolidation from disparate systems.

Customer Data Consolidation

E-Business Suite Customer Hub Leverage customer consolidation for disparate systems.

Integration FrameworkOracle Fusion Middleware with BPEL

Lead with Oracle Fusion Middleware unless not a standard at the client

Core Technology Oracle Database 10gLead with Oracle tech stack unless not a standard at the client.



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Exception Scenario 1: Installed-Base JD Edwards

E&C Customers

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Customer Channels

ISV Partners


ProcurementCPM


HumanResources


Engineering & Construction Solution Map - Recommended Solutions in all JDE Installed E&C Customers

Human Resource

Financials

Sales Analytics


Marketing Analytics ProposalManagement

Subcontract Management

ProjectManagement

Asset/EquipmentManagement

BillingManagement

Time & Expense

Contract/Pipeline Management



SalesMarketing

Infrastructure



Oracle Applications

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JDE InstalledJDE Installed


Customer Channels JDE E1CRM Continue selling within JDE for Lead Generation and Pipeline.

Business Operations

JDE E1 Construction Solution,

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

3rd Party Solution (Estimating/Scheduling)

Lead with E1 Proposal Management, Job Cost, Contract Billing, Subcontract Mgt, Change Order Mgt, and EAM.

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

For Estimating/Scheduling, the Industry standard is to utilize third party solutions.

Analytics Enterprise Performance MgtEPM for Marketing, Sales, Project management, HR, Financial.

Corporate Administration JDE E1 Financials

Lead with E1 Financials, HR / Payroll, Procurement, Property Mgt.



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Exception Scenario 2: Installed Base SAP

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Analytics

Customer Channels

E&C Solution Map - Recommended Solutions if SAP Installed

Infrastructure

Corporate Administration

SAP

IndirectProcurement

CPMFacilities

ManagementHuman

ResourcesProjects CompensationFinancials HR IT

Helpdesk


Universal Customer Master

Business Operations

Human Resource

Marketing Analytics


Sales AnalyticsProposal

Management

SubcontractManagement

ProjectManagement

Asset/Equipment Management

Billing Management

Time & Expense

Contract/Pipeline Management


SalesMarketing

ISV Partners


Universal Product Master

Oracle Applications


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SAP InstalledSAP Installed

Business Area Product/Solution

Customer Channels Siebel CRM Lead with Siebel Marketing, and Sales

AnalyticsSiebel SBA & PeopleSoft Enterprise Performance Mgt

Sell Siebel Sales and Marketing analytics and/or Enterprise Performance Mgt (EPM) for HR

Business Operations

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

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

Corporate Administration PeopleSoft Enterprise Lead with Enterprise HR and additional Enterprise components as standalone wherever SAP is not used

Infrastructure Siebel and OracleLead with Siebel Universal Customer Master and Universal Product Master, Oracle fusion middleware and Oracle database

Sales Strategy/ Dependencies

Recommended for Installed Base SAP

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Sales Playbook for Homebuilding

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Analytics

Customer Channels

Order Capture Sales ServiceMarketing

Homebuilding Solution Map - Recommended Solutions in all Greenfield and most Installed Base Scenarios

Infrastructure


Business Operations

Scheduling

HomebuilderProcurement

Project Costing

HomebuilderFoundation

ConstructionStart Process

Sales Office

Supply ChainHuman Resources

Financials

Marketing AnalyticsSales Analytics

Service Analytics


ProcurementCPM


HumanResources



ISV PartnersOracle Applications

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Order Capture JDE Homebuilder Sales Office

Homebuilder Sales Office Template (Extensions) for Home Configuration, Contract creation, and Mortgage tracking. Please contact Oracle Consulting Services for further information on the Homebuilder Extensions.

Sales JDE E1 CRM JDE E1 sales functionality for pipeline and forecast management

Marketing JDE E1 CRM JDE E1 Marketing for management of sales campaigns and their effectiveness

Service JDE E1 Service Management

JDE E1 Service Management for Customer Service and Warranty tracking. For Call Center functions, position JDE E1 Case Manager, for supporting multi-channel sales, marketing, customer service operations.


Homebuilding Solutions Details

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Marketing, Sales & Service Analytics

Enterprise Performance Mgt

JDE E1 Sales, Service, Call Center linked to the core HR and Financial modules. Delivers order to cash, agent profitability, campaign analysis, and service manager analytics

Supply Chain Enterprise Performance Mgt Core DBI offering for Projects, Supply Chain

Human Resources Enterprise Performance Mgt Core DBI offering for Human Resources

Homebuilder Financials Enterprise Performance Mgt Core DBI offering for Financials, Projects

Profitability, Planning, and Budgeting


Linked to core Financials and CPM Budget and Planning and Consolidation processing



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Scheduling ISV Hyphen Solutions BuildPro

Coordinate Subcontractor and Material ordering/delivery with Construction Schedule

Scheduling tools from Hyphen Solutions.

Homebuilder Foundation JDE E1 Homebuilding ManagementJDE E1 Homebuilder Management for Home Starts and Construction management

Direct Homebuilder Procurement

JDE E1 Procurement End-to-end procurement suite from sourcing, through self service to purchasing

Sales Office (service fulfillment - post capture & config)

JDE E1 Sales Office Template (Extensions)

Manages home option/preference selection, home configuration, and service management. Please contact Oracle Consulting Services for further information on the Homebuilder Extensions.

Project Costing and Management

JDE E1 Project Management

Manages lot-by-lot home profitability, as well as managing complex land development projects

Construction Start JDE E1 Homebuilding ManagementLead with JDE E1 Homebuilder Management to automate the repetitive nature of the homebuilding process.



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Enterprise Performance Management

This would include Budget and Planning, Balanced Scorecard and Consolidation Hub for end to end Financial analysis

Indirect Procurement JDE E1 Procurement

Self Service apps through Purchasing for all indirect purchases such as supplies and internal facilities

Facilities Management

Sales Office Template (Extensions)

Used for managing home-related warranty items. Please contact Oracle Consulting Services for further information on the Homebuilder Extensions.

Projects JDE E1 Project ManagementUsed for Community, Land, Infrastructure related project management requirements

Compensation Sales Office Template (Extensions)

Sales compensation for sales office and design center resources.Please contact Oracle Consulting Services for further information on the Homebuilder Extensions.

Help Desk JDE E1 CRM Call Center Lead with JDE Helpdesk, for one help desk environment across IT and HR.

Financials JDE E1 Financials Integrated suite including Payables, Expense Management, Fixed Assets and G/L

Human Resources JDE E1 Human Resources HR, Benefits and Payroll including self-service



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Product Data Consolidation

E-Business Product Hub Leverage product consolidation from disparate systems.


E-Business Customer Hub Leverage customer consolidation from disparate systems



Core Technology Oracle Database 10gLead with Oracle tech stack unless not a standard at the client



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Exception Scenario 1National Builder - Best of Breed Approach

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Analytics

Customer Channels

Order Capture Marketing ServiceSelf-ServiceSales

Homebuilding Solution Map - Recommended Solutions for National Builder

Business Operations

Scheduling

HomebuilderProcurement

Project Costing

HomebuilderFoundation

ConstructionStart Process

Sales Office

Infrastructure


Supply ChainHuman Resources

Financials


Service Analytics


ProcurementCPM


HumanResources


Universal Customer MasterUniversal Product Master

ISV PartnersOracle Applications

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National Builder National Builder -- Best of Breed ApproachBest of Breed Approach


Customer ChannelsSiebel CRM and JDE Sales Office Template

Customer Base would currently be running E1 Homebuilder solution, and upsell Siebel CRM solutions, including Sales, Marketing, and Service. Utilize Sales Office functionality in E1 for Home Configuration

Analytics

Siebel Analytics and Enterprise Performance Mgt

Sell Siebel Customer and Operations Analytics but continue to use EPM for backoffice analytics

Core Technology IBM Opportunity to migrate World customers to E1 and put them on Oracle Tech stack.


National Builder Exceptions - Homebuilding

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Sales Playbook for Commercial Real Estate

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Customer Channels

Infrastructure

Deal Flow Marketing Service

Real EstateManagement

Lease Administration

Billing

Receivables

Occupancy Management

Self-ServiceSales

Real Estate Solution Map - Recommended Solutions in Greenfield and Installed Base Scenarios

Spend Analysis Real EstateHuman Resources

Financials

Advanced Real Estate Forecasting



Service Analytics


ProcurementCPM


HumanResources


Universal Customer MasterUniversal Product Master

Oracle Applications

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Deal Flow Extended Siebel CRMLease Routing Automation using Siebel CRM and workflow components. Please contact Oracle Consulting Services for further information on the Real Estate Extensions.

SalesSiebel SalesSiebel On Demand

Siebel sales functionality for pipeline and forecast management. Siebel OnDemand for hosted solutionSiebel Sales for on premise solution.

Marketing Siebel Marketing Siebel Marketing for management of sales campaigns and their effectiveness

ServiceSiebel Call Center, Siebel Service

Siebel Service Management for Customer Service and Warranty tracking.


Commercial Real Estate Solutions Details

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CRM Siebel Analytics

Lead with Siebel Sales Analytics to deliver sales, revenue, fulfillment and pipeline management, with kpis, sales reports and customizable sales dashboards.Lead with Siebel Marketing Analytics to marketing planning, campaign performance, and customer insight.Lead with Siebel Service Analytics for customer service, agent performance, service and delivery.

Spend Analysis Enterprise Performance Mgt Procurement Spend Analysis

Real Estate, HR, Financials


EPM Data Mart for financials, real estate and human resources

Profitability, Planning, and Budgeting


Linked to core Financials to perform unit-level budgeting as well as company-wide forecasting.


Real Estate Solutions Details

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Real Estate Management JDE E1 Real Estate Portfolio and Property Management

Receivables JDE E1 Receivables Manage Receivables across the tenant portfolio


JDE E1 Advanced Real Estate Forecasting

JDE E1 Budgeting Pulls lease information from Real Estate Management

Lease Administration JDE E1 Real Estate ManagementJDE E1 Manage legal, operational and financial aspects of lease

Tenant Billing JDE E1 Real Estate ManagementMonthly billing of leases including percentage rent, CPI, expense participation and late fees

Occupancy Management JDE E1 Real Estate Management

Lead with JDE E1 Real Estate Management to manage occupancy and vacancy of office, retail and industrial properties



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Enterprise Performance Management

This would include Budget and Planning, Balanced Scorecard and Consolidation Hub for end to end Financial analysis

Indirect Procurement JDE E1 Procurement

Self Service apps through Purchasing for all indirect purchases such as supplies and internal facilities

Facilities Management JDE E1 EAM Manage internal and external assets

Projects JDE E1 Project Management Used for New Capital Projects and Tenant Improvements

Compensation JDE E1 Real Estate Management To manage broker leasing commissions

Help Desk JDE E1 CRM Call Center Lead with JDE Helpdesk, for one help desk environment across IT and HR.

Financials JDE E1 Financials Integrated suite including Payables, Expense Management, Fixed Assets and G/L

Human Resources JDE E1 Human Resources HR, Benefits and Payroll including self-service



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Siebel Universal Customer Master (UCM)

Siebel UCM has best in class industry specific customer data

Product Data Consolidation

Siebel Universal Product Master Leverage product consolidation from disparate systems



Core Technology Oracle Database 10gLead with Oracle tech stack unless not a standard at the client



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Exception Scenario 1: Real Estate Companies with PeopleSoft Footprint

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Customer Channels

Infrastructure

Deal Flow Marketing ServiceSelf-ServiceSales

Real Estate Solution Map - Recommended Solutions in Installed Base Scenarios for companies with PeopleSoft footprint


Real EstateManagement

Lease Administration

Billing

Receivables

Occupancy Management

Real Estate

Human Resources

Financials


Spend Analysis

Analytics Business OperationsMarketing Analytics

Sales AnalyticsService Analytics


ProcurementCPM


Projects CompensationFinancials HR ITHelpdeskHuman

Resources


Oracle Applications

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PeopleSoft InstalledPeopleSoft Installed


Customer Channels PeopleSoft CRMTenant management and automation of leasing processes. Solution needs to be configured with support from SI partner.

AnalyticsPeopleSoft CRM and Enterprise Performance Mgt

Sell PeopleSoft CRM to handle performance analysis and pipeline forecasting. Use Enterprise Performance Management for backoffice analytics.


Real Estate Solution Map - Recommended Solutions in Installed Base Scenarios for companies with PeopleSoft footprint

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Regional Exceptions

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General Regional Exceptions: APAC

Anywhere that a front office end user has to use multiple products / UIs, standardize on a single suite solution from Oracle or Siebel to reduce complexity and integration issues.

Help Desk HR Help Desk should be Enterprise not Oracle in all scenarios where both HR and IT Help Desks are required, select same suite.

Where Field Service is required select same suite for B2B and B2C.

Use Oracle CDH alone in all cases where only dedupe / Data Quality Management are required without industry specific data model. Position UCM where vertical data model is available and required by the specific account (e.g., Banking, Insurance, Communications)

Check ongoing support of Siebel OEM relationships for multi language data dedupe and merge, search engine, knowledge base, etc.

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Lack of availability of products in some European languages willlimit options

CDH/UCM No Siebel CDH Siebel CRM for Industry Solution UCM Siebel CRM & FSI UCM Siebel CRM, public sector, Oracle apps CDH Siebel CRM, public sector, no Oracle apps UCM Siebel CRM & Industry w/o specific Siebel data model CDH No Siebel CRM CDH

General Regional Exceptions: EMEA

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Siebel 8.0: Supported Languages

Arabic Chinese - Simplified Chinese - Traditional Czech Danish Dutch English Finnish French German Hebrew Italian Japanese Korean Portuguese Brazilian Portuguese European Spanish Swedish Thai

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Siebel 8.0: Supported Platforms Database Management System

IBM DB2 UDB ESE 8.2 IBM DB2 for z/OS 8 IBM DB2 Connect 8.2 MS SQL Server 2005 Oracle 10g R2 Enterprise Server

Siebel Enterprise Server OS MS 2003 Server (IA32) HP-UX 11i 11.23 IPF IBM AIX 5L 5.3 Sun Solaris 10 (32 and 64 bit) Red Hat Enterprise Linux 4.0 on IA32 SuSe Linux 9.0 on IA32 Solaris 10/x86 (web tier only)

J2EE App Servers IBM WebSphere Application Server 6.0 BEA WebLogic Application Server 9.0 MS .Net (Windows 2003 Advanced Server)

Web Server HP Apache Web Server Suite 2.0.3 IBM HTTP Server 2.0 on AIX 5.3 Microsoft IIS 6.0 SuSe Apache Web Server 2.0 Red Hat Strong Hold Web Server 2.0 Sun ONE Web Server EE 6.1 SP 4 SPARC &

IA32

HI Client IE 6.0 browser (also IE 7.0 on XP) Windows 2000 SP 4 Windows XP Professional SP2 Windows XP Tablet PC Edition

SI Client compliant with HTTP 1.1, HTML 4.0, JavaScript 4.1

Windows 2000 Windows XP Windows 98 Windows ME Solaris 10 Macintosh OS X 10.3 SuSe Linux SuSe

Oracle Partner Sales Playbook for Engineering & ConstructionPlaybook StructureThe Siebel Impact: General Rules of ThumbThe Siebel Impact: Specific Solution guidanceAnalytics Applications Overall ApproachException Scenario 1: Installed-Base JD EdwardsE&C CustomersException Scenario 2: Installed Base SAPSales Playbook for HomebuildingException Scenario 1National Builder - Best of Breed ApproachSales Playbook for Commercial Real EstateException Scenario 1: Real Estate Companies with PeopleSoft FootprintRegional ExceptionsGeneral Regional Exceptions: EMEASiebel 8.0: Supported LanguagesSiebel 8.0: Supported Platforms

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