NATO Fusion Middleware Playbook

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17 Φεβ 2014 (πριν από 3 χρόνια και 5 μήνες)

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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 Portals

Build intranets, extranets and public sites on the powerful WebCenter 11g platform


WebCenter Spaces for Collaborative Team Sites

Drive employee productivity and customer connections with WebCenter Spaces 11g


E2.0 Portal Plays


Attach & Upsell


Portal Consolidation

Lower TCO and simplify web user experiences through website consolidation


Migrate WCI and WLP to WebCenter Suite

Fully leverage the Oracle platform and application integration


Business Process Portals via SOA and Apps

Improve cycle time and provide a single user experience with process portal apps

ECM Infrastructure


Unified Content Infrastructure

Simply and Unify Content Infrastructure for lower TCO


E2.0 ECM Plays

Install Base & Upsell


ECM for Portal Customers

Extend the value of your WLP, WCI or Oracle portal investment with robust ECM


ECM for Applications Customers

Deliver 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 SOA

Oracle Applications


without SOA

Oracle Applications

Migrate to WebLogic Suite /

Coherence

iAS or SOA and BPEL on

Oracle Application Server

Oracle Application Server

Up
-
sell Management Pack

Plus for SOA/ Repository


Total WL Mgt

BPEL, OSB


WebLogic Integration Install

SOA Suite

App Attack

iAS to WLS

Naked SOA

SOA for WLS

TurboCharge

Sell Management Pack for

WebLogic

SOALogic, TurboGrid Products

(list prices)



Oracle Data Integrator EE



Oracle Data Quality &
Profiling



BPEL PM



Hyperion DRM



Oracle Service Bus



Oracle Coherence


$70k / CPU

ODI Suite

$57.5k / CPU

SOA Suite

$115k / CPU

BPM Suite

Weblogic Grid

Requires

$45k / CPU

Weblogic Suite

Coherence Suite

$50k / CPU

$23k / CPU

$23k / CPU

AIA Foundation

Pack

$46k / CPU

$145k / CPU

Enterprise Repository

Services Registry

$46k / CPU

$10.5k / Named User

BPA Suite



Oracle CEP



BPEL PM, BAM, B2B,
Business Rules

$70k / CPU

EDA 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

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 costs

Reduce 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.

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.

Potential
Business Value

Degree of

Full
Value


Difficulty

Marginal

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.

Relevant OFM Components

Oracle 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 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 processes

Order 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

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


Potential
Business Value

Degree of

Full
Value


Difficulty

Marginal

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

Relevant OFM Components

Oracle 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, 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

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


Potential
Business Value

Degree of

Full
Value


Difficulty

Marginal

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



Relevant OFM Components

WebCenter 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 :
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.

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

Potential
Business Value

Degree of

Full
Value


Difficulty

Marginal

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.


Relevant OFM Components

SOA 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

Integrate with SAAS vendors

Reduce 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

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


Potential
Business Value

Degree of

Full
Value


Difficulty

Marginal

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

Relevant OFM Components

Oracle FMW Stack, AIA FP

Associated NATO Campaign:

App Attack,
GCM Code:

NA_NATO Field SOA Logic_RepGen_FY10_Follow Up

Customer 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

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

Potential
Business Value

Degree of

Full
Value


Difficulty

Marginal

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)

Relevant OFM Components

SOA 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 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

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

Potential
Business Value

Degree of

Full
Value


Difficulty

Marginal

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

Relevant OFM Components

Oracle SOA suite, Management Packs,

Customer 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 visibility

Real 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

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.

Potential
Business Value

Degree of

Full
Value


Difficulty

Marginal

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


Relevant OFM Components

Oracle BAM, Oracle Business Rules (components of Oracle
SOA suite)

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 & Processes

Customer 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

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.

Potential
Business Value

Degree of

Full
Value


Difficulty

Marginal

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.

Relevant OFM Components

AIA 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, 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

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.


Potential
Business Value

Degree of

Full
Value


Difficulty

Marginal

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




Relevant OFM Components

Oracle 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 :
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

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 3
rd
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

Potential
Business Value

Degree of

Full
Value


Difficulty

Marginal

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 .

Relevant OFM Components

ECM 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 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


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.

Potential
Business Value

Degree of

Full
Value


Difficulty

Marginal

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


Relevant OFM Components

Oracle WebCenter Suite, Oracle ECM

Associated NATO Campaign:

Portal Power Plays

GCM Code:

NA_NATO Field Portal Power_RepGen_FY10_Follow Up

Customer Successes :
Alcatel Lucent, Vodafone

Dynamic team sites integrated with applications

Collaboration 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

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


Potential
Business Value

Degree of

Full
Value


Difficulty

Marginal

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

Relevant OFM Components

Oracle WebCenter Suite, Oracle ECM

Associated NATO Campaign:

Portal Power Plays

GCM Code:

NA_NATO Field Portal Power_RepGen_FY10_Follow Up

Customer Successes :
University of Laval, Wind River

Business Opportunities

NATO Campaign: Turbo Grid

Rationalize/Optimize App Server Infrastructure

Reduce 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.

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

Potential
Business Value

Degree of

Full
Value


Difficulty

Marginal

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

Relevant OFM Components

Oracle 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

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%)

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


Potential
Business Value

Degree of

Full
Value


Difficulty

Marginal

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

Relevant OFM Components

Oracle 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

Modernize Oracle Forms/Reports Applications

Enable 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

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

Potential
Business Value

Degree of

Full
Value


Difficulty

Marginal

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

Relevant OFM Components

Oracle 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

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

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++)

Potential
Business Value

Degree of

Full
Value


Difficulty

Marginal

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

Relevant OFM Components

Coherence 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, 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



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

Potential
Business Value

Degree of

Full
Value


Difficulty

Marginal

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.




Relevant OFM Components

Oracle weblogic suite, Oracle Coherence Suite ,Management
Packs

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


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

Potential
Business Value

Degree of

Full
Value


Difficulty

Marginal

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

Relevant OFM Components

WebLogic 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 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

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

Potential
Business Value

Degree of

Full
Value


Difficulty

Marginal

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

Relevant OFM Components

Oracle Tuxedo, Oracle SOA suite, Coherence, Oracle Apps

Associated NATO Campaign:

Other,
GCM Code:

Customer Successes :
Bank of America

Real time Actionable Business Intelligence &
Situational Awareness

Several 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)

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

Potential
Business Value

Degree of

Full
Value


Difficulty

Marginal

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

Relevant OFM Components

Oracle EDA suite (subset of Oracle SOA suite)

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.oraclecor
p.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