iAS Upsell Cheat Sheet

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Oct 31, 2013 (3 years and 9 months ago)

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iAS Upsell Cheat Sheet

Company Confidential Shared under
OPN NDA
-

Last Updated: Nov. 2009)

Target Account Profile

Enterprises that:


Develop /deploy custom JAVA applications on
iAS, or a mix of iAS and another AppServer


Who Cares: Dir. / Manager App Development


Are you able to meet the demands from the
business, and turn around application
development requests or changes in time and on
budget? Do you maintain multiple Application
Server infrastructures, possibly increasing the
complexity of your environment, the skill sets
required within your IT staff, and therefore
increasing costs for development and
operations? (Standardization on WL Suite
provides a complete platform for developing and
managing Java applications of all sizes, at a low
total cost over time)


Who Cares: Developers / Architects


Are you developing Web applications that are
being used by a large number of users, at the
same time (and therefore manage large amounts
of user sessions such as shopping carts)? Do your
applications meet the performance and scalability
requirements set by your customers? Do you
experience performance bottlenecks due to large
amounts of data being processed by the
application, or being loaded from backend
systems such as the database? Do your
applications leverage messaging infrastructure
such as JMS (Java Message Service) as provided
by the application server? Do you want to
leverage the latest Java standards and
innovations in your development efforts?


Who Cares: IT Managers / Operations


Do you have to use different tools from different
vendors (other than Oracle) to efficiently manage
your application server infrastructure, and Java
applications? Are you able to quickly identify and
troubleshoot performance or memory issues in
your Java applications?



Respond to change rapidly:

Business requires IT
to be able to respond to business needs quickly, and
make changes to applications in order to meet
marketplace or regulatory demands.



Improve productivity:

IT wants to leverage
state
-
of
-
the
-
art, standards
-
based technologies and
tools for the development of Java applications,
composite applications and application integrations.



Develop on a strategic platform:

IT wants to
leverage a complete and integrated platform, based
on industry standards and comprised of the
industry’s leading Java and SOA products.


Reduce cost
:

The business needs to drive down
development and operating costs of IT by reducing
the amount of time and effort it takes to develop
and operate custom applications, Web services and
SOA infrastructure
.


Meet SLAs:
Business and IT are required to meet
availability, performance and scalability SLAs and
requirements, at predictable cost.


Key Business Requirements

Elevator Pitch

Oracle WebLogic Suite 11g, with the market
-
leading
WebLogic Server at it’s core, is Oracle’s strategic Java
Application Server platform going forward. Oracle SOA
Suite 11g is the industry’s leading SOA platform for
service
-
based development and SOA
-
based
integration. The move to WebLogic Suite and SOA
Suite 11g enables customers to



increase performance, scalability and reliability of
their custom Java applications and SOA/middleware
deployments,



simplify AS/MW infrastructure and streamline
operations,



reduce overall cost through faster development,
increased operational efficiencies, and optimized
utilization of resources,



align their technology roadmap with Oracle’s
strategic direction


Who Cares: IT Managers / Operations (cont’d)


Are you able to deploy new versions of your
applications without service interruption to users?
Do your applications meet your internal or
external SLAs? Do you run applications that need
to be available 24x7 and require failover between
data centers in different geographic locations?


Enterprises that:


Use iAS and SOA Suite/BPEL to develop
/deploy composite applications, or service
-
oriented business applications, or
application integrations (possibly in
conjunction with Oracle Business Apps)


Who Cares: Dir. / Manager App Development


Are you thinking about consolidating the
platforms that you use to build and integrate your
COTS and custom applications? Do you have skill
challenges in supporting the full lifecycle of your
service oriented applications? Are you having
problems justifying your development strategies
and costs to the LOB? Would increased visibility
for the LOB into business process data help to
align your strategies?


Who Cares: Developers / Architects


Are you developing an increasing number of Web
services or integrations between applications
that require fast routing and transformation of
data (leveraging a state
-
of
-
the
-
art ESB enterprise
service bus)? Do your applications, integrations
and services require a reliable and fast underlying
messaging infrastructure based on JMS (Java
Message Service)? Are you developing
applications that require the ability to manage
and process a large number of events or interact
with systems that are event
-
based (and require
solutions such as Oracle CEP)? Are you
developing application components or web
services that would benefit from caching their
results, so other clients or consumers have direct
access to the results without the need to
repeatedly execute the application requests?


Target Account Profile Continued

Objection Handling

Objection
: Our company has already invested in an
Oracle AppServer (iAS) and SOA Suite, and we are
under maintenance for both products. Why do we have
to pay extra to get the full 11g functionality?

Response
: As part of your support agreement, you will
absolutely be entitled to the equivalent functionality in
the 11g versions of the AppServer (“WLS Basic”) and
SOA infrastructure you have initially acquired. However,
with 11g we introduced net new functionality on the
AppServer layer as well as the SOA layer (new
capabilities based on WebLogic Server, new Enterprise
Service Bus ESB, new Complex Event Processing CEP)
for which the upgrade from iAS to WL Suite is a
requirement. Of course we will credit any previous iAS
license purchases for this upgrade.


Objection
: We are already using the Oracle Enterprise
Service Bus (OESB) that came with SOA Suite 10g. Now
you introduce a new service bus based on the one you
got from BEA (called OSB, Oracle Service Bus, formerly
known as AquaLogic Service Bus ALSB). Assuming we’d
pay for the upgrade, do we now own 2 ESBs, which one
should we use, and what happens to our investment in
OESB?

Response
: That’s a valid question. Let me give you
some background on this: The ESB we acquired via BEA
is superior to the one we had at Oracle (OESB) and thus
we decided to make this the strategic high
-
end ESB
going forward. Existing customers using OESB can
continue to do so, we now call this the mediator
functionality in Oracle SOA Suite 11g. However, OSB is
more powerful, and there are a number of advantages
to using it, we’d like to tell you more about it.


Objection Handling

iAS Upsell Cheat Sheet

1.
Identify early in the conversation whether the iAS
customer is a) involved in Java application
development, b) SOA or integration projects, c) using
iAS with traditional Oracle technologies such as Forms,
Reports, Portal, or d) using it to run E
-
Business Suite (or
e) a combination of the above).

Targeting

Best Practices

Objection
: We are concerned about the complexity and
cost associated with upgrading our environment.

Response:
I understand your concern.

The good news is
that we provide a number of tools that help to automate
the upgrade and migration process.

Objection:
We are also using iAS to run our E
-
Business
Suite instances, and heard that WebLogic Server is not
yet certified for EBS.

Response:
That is correct, the EBS team is still working on
that. However, as WebLogic SUITE also contains a
license for iAS you can continue to run EBS on the
Oracle container, and at the same time start leveraging
the new capabilities in WebLogic Suite.




Target Account Profile Continued

Enterprises that:


Use
iAS

and SOA Suite/BPEL to develop
/deploy composite applications, or service
-
oriented business applications, or
application integrations (possibly in
conjunction with Oracle Business Apps)


Who Cares: IT Managers / Operations


Do you have to use different tools from different
vendors (other than Oracle) to efficiently manage
your application server and SOA/integration
infrastructure? Are you able to quickly identify
and troubleshoot performance or memory issues
that go across your Java applications, Web
services, the SOA infrastructure and the
database? Do your applications meet your
internal or external
SLAs
? Do you run applications
or services that need to be available 24x7 and
require failover between data centers in different
geographic locations?


WebLogic Suite 11g (includes WebLogic Server,
Coherence, Enterprise Manager. Jrockit VM)


SOA Suite 11g

Solution Components

Competition


IBM

TIBCO

JBoss / Open Source


Management Packs
-

CA Wily, HP and Quest

Unlike Oracle, these vendors use byte code
instrumentation which requires risky changes to
application code, require restarts of the production
server, and have high overhead solutions unsuitable
for “always on” production monitoring.

Company Confidential Shared under
OPN NDA
-

Last Updated: Nov. 2009)