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Jill Hughes Oracle Business Intelligence
Demystifying “Oracle BI”
OBI EE: Oracle Business Intelligence Enterprise Edition
• This is the “strategic” BI Platform for Oracle that was inherited from the Siebel acquisition.
OBI SE: Oracle Business Intelligence Standard Edition
• This is the new packaging of Oracle Discoverer & other legacy Oracle BI technologies.
Pre-Packaged Oracle BI Applications
• BI application solutions for EBS, PSFT, JDE, SEBL, and SAP, that generally include pre-built ETL, DW, Metrics, Reports & Dashboards. • These solutions are: • DBI: Daily Business Intelligence • EPM: Enterprise Performance Management BI Applications
- Packaged, subject-specific warehouses and data marts
• OBI Applications: Business Intelligence Applications (from Siebel)
etc) Supply Chain DBI Financial Warehouse Financials DBI HCM Warehouse SCM Warehouse HCM DBI… BI Platform DBI Apps Data Sources EBS EPM BI Apps JDE PSFT Other Oracle DBI PeopleSoft EPM . Cognos.Oracle Business Intelligence Applications Pre-Siebel Acquisition – Oracle Offerings DBI UI User Interface (Performance Management Viewer) 3rd-Party (Business Objects.
Oracle Business Intelligence Applications Pre-Siebel Acquisition – Siebel Offerings SBA UI User Interface (Dashboards. Answers. Alerts) Supply Chain Analytics Workforce Analytics… Financial Analytics BI Platform SBA Apps Data Sources JDE EBS PSFT SEBL Other SAP Siebel Business Analytics .
Alerts) Supply Chain Analytics Workforce Analytics… Financial Analytics Supply Chain DBI Financial Warehouse SCM Warehouse… Financials DBI HCM Warehouse HCM DBI… BI Platform DBI Apps Data Sources EBS EPM BI Apps JDE JDE PSFT Other EBS SBA Apps Other SAP PSFT SEBL Oracle DBI PeopleSoft EPM Siebel Business Analytics . etc) Siebel SBA Renamed to: Oracle Business Intelligence Enterprise Edition (OBI EE) OBI EE (Dashboards. Answers. Cognos.Oracle Business Intelligence Applications Oracle Offerings Today DBI UI User Interface (Performance Management Viewer) 3rd-Party UI (Business Objects.
Answers.Oracle Business Intelligence Applications „Better Together‟ Offerings – By End FY2007 DBI UI (Performance OBI EE Management (Dashboards. Viewer) Answers. Answers. Alerts) Cognos. Alerts) Supply Chain Analytics Workforce Analytics… Financial Analytics Supply Chain DBI Financials DBI “OBI EE” as the new UI CY2006 Delivery HCM DBI… BI Platform DBI Apps Data Sources EBS EPM BI Apps JDE JDE PSFT Other EBS SBA Apps Other SAP PSFT SEBL Oracle DBI PeopleSoft EPM Siebel Business Analytics . Objects. Alerts) User Interface 3rd-Party (Business OBI EE (Dashboards. etc) Financial Warehouse SCM Warehouse … HCM Warehouse OBI EE (Dashboards.
This gives us the ability to offer our customers the “BI application” solution that best meets their needs. Truth: We sell what best fits the customer’s needs. and OBI EE is also the new Business Intelligence platform for EPM & DBI. PeopleSoft. Myth: Oracle‟s EPM/DBI strategy is going away Truth: OBI EE is the Business Intelligence platform on which the pre-built Siebel BI Applications are built. BI sells both • • . or 50% of a 800K deal (our average sales prices over the past 5 years). Application deals are 3-4x larger than pure Technology deals. or SBA. Myth: The Siebel BI Applications are for Siebel CRM only • Truth: These applications are ready to go today for Oracle EBS. and SAP. DBI.OBI Myths Myth: Oracle‟s BI Technology Strategy is still being debated • • Truth: OBI EE technology is the centerpiece of Oracle’s BI Strategy. Myth: Oracle is going to buy Business Objects (or some other BI vendor…) • Truth: Who knows? A BOBJ (or other) purchase will always be on the radar. Message to TSM’s: Would you rather get 100% of a 200K deal. But such a purchase has nothing to do with product strategy – OBI EE is the strategic technology choice. Myth: TSMs sell OBI EE. whether it’s EPM. Pre-built BI Apps are a major differentiator. with JDE coming this fiscal year. ASMs sell OBI Applications.
The Market Situation .
Let‟s start with a simple proposition Everyone in your company can do their jobs better if they made decisions and took actions based on actual information rather than “best guess” or “how we did it last year” Sounds simple. . but….
BI Challenges Today …not easy to achieve! • • • • • Fragmented In-consistent Report-centric Restricted Non-Intuitive Hasn’t the promise of BI been there for the past decade? .
1B $8B $6B $8.1B $5.6B $5.2B BI Applications $3.6B $9.6B $6.5B $4.The Business Intelligence Marketplace $12B Market Size $10B $8.8B 2003 $4.5B $4.0B 2004 $4.7B $4. 2004 $4B $2B 0 2006E 80% 70% 60% 50% 40% 2007E 2008E 100 80 60 40 20 98 Million Estimated User Potential 59 Million BI Tools Current % User Penetration SCM CRM ERP 0 BI Apps 30% 20% 10% 0 66% 51% 33% ERP SCM CRM 30% BI Tools 10% BI Apps 2010 Seat Estimates Sources: Goldman Sachs Estimates & Department of Labor .1B $10.2B 2005E $4.8B $4.7B BI Tools $3.9B Source: IDC.1B $7.3B $11.
not just to make users’ information experience more effective.Sep 2005 .” Software Macro-Trends: Reshaping Enterprise Software . but also to allow for business process optimization.Insight-Driven Business Processes “Business intelligence (BI) is moving into the context of the business process.
. At Oracle. BOBJ & HYSL’s revenue come from selling their “Tools” on top of an Oracle DW.4M went to BOBJ for the BI piece Oracle dominates in the DW market share. but is largely not visible in the BI tools market…not yet at least.Oracle History in the Market 80-85% of COGN. SAP sells SAP/BW with every deal – it looks and feels like a clean. integrated story (even if it’s not true). in Commercial for FY06: • ~18M in total revenue for CPM/EPM • Avg deal size ~$64K • 3rd Largest EPM Deal in Q4: 700K for EPM/Scorecard • And yet $1.
Siebel bought nQuire Software – 55 employees. 27% of Siebel’s Revenue came from Siebel Business Analytics – both technology & applications. not much revenue. In FY2005. revolutionary BI Platform that is now OBI EE.Siebel Business Analytics History In November 2001. There are now over 800 SBA (OBI EE) customers • 20% ONLY use the BI Technology (OBI EE ONLY) • 5% ONLY use restricted “application-only” version of OBI EE • 75% use BOTH the pre-packaged BI applications and the BI Technology for custom-built BI applications on existing data warehouses & other sources .
8% 4. Service.1% 10 NCR Teradata 1.5% 2. and Marketing Rank 1 2 3 4 5 6 7 8 9 Vendor % Share 15.4% Siebel Systems SAS Institute 12. July 2004 .6% 3.1% 3.S. $ Millions) 2005 Revenue $120.3M Sources: IDC Vendor Rankings. Worldwide Customer Analytics Applications (2003).9% Siebel BI License Rev (U.0% Epiphany SAP AG SPSS Fair Isaac Coremetrics 5.1% Fastest Growing in BI Market 110 100 90 80 70 60 50 40 30 20 10 0 2003 2004 Business Objects 3.7% NetIQ 6.Siebel Business Analytics History Market Leader in Analytic Applications for Sales.
Siebel's BI platform is application source independent and is.” “Siebel Business Analytics is one of the more innovative and comprehensive sets of functionality BI Platform acquired from among the BI platform vendors. nQuire Software in Nov 2001 including some advanced analysis and data-mining functionality and packaged industry-specific analytical applications. the best front end to a Teradata data warehouse. arguably.” .Oracle & Siebel in the BI “Tools” Marketplace GARTNER COMMENTS ON THE SBA BI Platform “Unlike other mega software vendors.
Siebel Business Analytics History Aerospace & Defense 5 of the top 6 Commercial Banks Pharmaceutical Computer Office Equip Diversified Financials Railroad Telecommunications Securities Network & Comms Equip Life & Health Insurance 4 of the top 5 8 of the top 9 6 of the top 9 3 of the top 4 3 of the top 4 5 of the top 6 3 of the top 6 2 of the top 4 3 of the top 5 Medical Products & Equip 3 of the top 6 .
So. built on the new Oracle BI Platform (SBA). for PeopleSoft. Business Objects & Hyperion opportunities Become #1 in the Business Intelligence marketplace in the next 18 months. Expose SAP’s “black box” BI Applications story The way we do it is by selling packaged BI Applications. & JDE customers. the Opportunity for Us Get in front of Cognos. Siebel. . EBS.
Oracle BI Solutions .
& compensation affect productivity & cross-selling? What impact does supplier performance have on customer satisfaction and revenue consistency? How do my campaigns impact call-handle time & cost to serve? .BI Applications are Almost Always Heterogeneous Procurement Distribution Customers Operations Customers HR / Workforce Suppliers Marketing Service Finance Sales Suppliers Customers Suppliers In a Call Center. how does agent tenure. training.
scalable enterprise BI platform • Relevant and actionable insight for all users • Complete. low TCO. real-time intelligence across enterprise sources • One common. PeopleSoft. fully-integrated modern web architecture . and other sources • Based on industry and analytic best practices • Enable rapid deployment.Oracle BI Tools & Packaged BI Applications Partners Front Line Employees Managers Senior Executives Oracle Business Intelligence Applications Sales Analytics Service Analytics Marketing Analytics Supply Chain Analytics Finance Analytics Workforce Analytics Interactive Dashboards Proactive Detection & Alerts Ad-Hoc Analytics Intelligent Customer Interaction Mobile Analytics Predictive Analytics • Comprehensive suite of prebuilt analytic applications • For Siebel. SAP. Oracle. & assured business value Oracle Enterprise Business Intelligence Platform (EE) PreBuilt Enterprise Business Model Oracle Enterprise Business Intelligence Platform Enterprise Data Warehouse (EPM and/or SBA) ETL & Business Adapters Sales & Mktg Fin/HR Service SCM IVR Web Help Desk Operational Systems Customer Interaction Systems Existing Data Warehouse & Data Mart Sources • Next-generation.
SAP. others Quarters or Years Weeks or months .Benefit from BI Applications while maintaining single BI architecture Build from Scratch with Traditional BI Tools Training & Roll-out Define Metrics & Dashboards BI Applications Faster deployment Lower TCO Assured business value DW Design Back-end ETL and Mapping Training & Rollout Specific Metrics & Dashboards DW Design Mod Pre-built ETL Tailoring Role-based dashboards and alerts Thousands of pre-defined metrics Prebuilt DW design Adaptable to your enterprise DW Prebuilt ETL Business Adapters for Oracle.
Service & Sales Analytics (SAP/SEBL) Live in 120 days Sales Analytics (SEBL) Deployed to 100+ users in 3 months Finance Analytics (Oracle EBS) 4 months from decision to live for 1200 users Pharma Analytics (SEBL) “ Live in 100 days.It is a product that really delivers. .. SEBL) Having had experience of Siebel Business Analytics. I can vouch that it can be deployed as rapidly as they claim. 9000+ users Finance. Help Desk and Marketing Analytics (MSFT. Sales.Leverage Prebuilt Oracle BI Applications Proven Rapid Time To Value Deployed to 800 users in under 90 days Finance..
15 OD. America BI Susan Cook GVP Sales N. 3 Channels.Dedicated Sales Force for NA Adam Driver SC Director N. 2 Strategy/Comp Intell 44 BI Sales Consultants . America BI David Novak Sales VP Commercial ERP/CRM/Tech Duane Cologne Sales VP NASA & PS ERP/CRM/Tech Channels Oracle Direct Sales Strategy John Duda SC Manager Commercial BI Scott Hilner SC Manager NASA & PS ROI Enablement 47 BI Sales Reps.
Incumbent BI Characteristics Oracle Apps Customer Custom Data Warehouse Some other BI tool on top Likely Issues Solution • Poor user adoption of operational applications and incumbent BI tools (which are separate UI’s) • Integrated OBI apps drive adoption of EBS because the users get informational value from using EBS • Not getting answers to key business questions. Easy upgrades are just part of the equation. your value prop just about doubled. not exploiting the information in EBS • OBI Apps likely deliver these answers and make it much easier to answer new questions • Looking to upgrade the 3rd party BI tool = $$$ license costs and it’s a re-deployment • It will likely cost the same or less to move to a more complete total solution with the OBI Apps • Looking to upgrade EBS. Custom DW.Where‟s the Gold: Scenario 1 Oracle Apps. Oracle. Copyright ©2006. OBI Apps are clearly the lowest TCO option. • Don’t forget about the power of the tech stack integration when Oracle is the DW. Oracle & [customer] Confidential . • If it’s an Oracle tech stack. All rights reserved. may need to make large investments in the BI/DW upgrade • This is painful.
increasing the value of the information delivered to the end user will drive adoption of the operational application. • Have user adoption and potentially data quality issues with EBS. Copyright ©2006.Where‟s the Gold: Scenario 2 Oracle Apps. or don’t have the time/knowledge/resources. • Want a real Enterprise Data Warehouse but can’t afford to build it. • OBI EE can “glue together” these independent data marts. • OBI Apps require OBI EE. static reporting with little to no flexibility. • May have independent data marts that don’t allow cross-functional questions to be answered. arguably the most advanced BI platform on the market. operational reporting tools only allow for stop-gap. leveraging these investments and allowing the toughest questions to get answered. • Naturally. Oracle. • OBI Apps include Enterprise Data Warehouse schemas that often implement in 90-120 days and cost a fraction of the build approach. No DW Characteristics Oracle Apps Customer NO Data Warehouse Operational Reporting Tools Only Likely Issues Solution • Do not have a true BI platform. Oracle & [customer] Confidential . All rights reserved.
SAP BW is very limited in it’s usefulness to employees on the front-line. Oracle. Oracle & [customer] Confidential .Where‟s The Gold: Scenario 3 New Prospect . you can be sure they are looking at alternate BI vendors (not us).Heavy Competition from SAP Characteristics Oracle Apps *Prospect* Heavy Competition from SAP Likely Issues Solution • Probably believe SAP’s approach is more scalable and more robust than Oracle’s approach. but understand the limitations of BW. It provides solid information for financials. • Probably believe SAP BI solution is more seamlessly integrated into their ERP applications. • The fact is. They are very good at positioning this. • Oracle BI Applications are pre-packaged for SAP and are more robust than any others on the market due to the strength of the OBI EE platform. Furthermore. and is good for executives. • We need to turn the tide on this perspective – SAP’s BI solution will simply NOT work in any environment other than SAP. All rights reserved. • If they are already an SAP shop. Copyright ©2006. but leaves all other employees wanting more. it’s not cost effective except for a small number of users.
SEBL Analytics. All rights reserved. • Are likely custom building data marts or data warehouse for their Oracle Applications and planning on using another BI technology with it. Oracle & [customer] Confidential . ORCL Apps Characteristics SEBL CRM SEBL Analytics (OBI EE) ORCL Apps Likely Issues Solution • Are leveraging the power of an integrated CRM and BI solution with the Siebel deployment but have not yet realized those benefits with Oracle Applications.Where‟s The Gold: Scenario 4 SEBL CRM. Copyright ©2006. • Easily extend their Siebel Analytics deployment by including the pre-packaged Oracle BI Applications for ERP – we can’t lose on the economics here. Oracle. • We need to find these immediately and convince them that the time-to-value on the build vs buy approach is a 5:1 ratio.
Oracle. etc. BPEL. • These solutions do NOT manage change or upgrades well. Copyright ©2006. • Can’t answer questions across different data sources (Oracle. Portal.Where‟s The Gold: Scenario 5 Oracle DW. Oracle & [customer] Confidential . Teradata. etc. Example: moving from BOBJ 6x to XI is a redeployment. Oracle Tech Shop. • Want a tighter. poor performance. SQL. They are “report-centric” architectures. Incumbent BI Characteristics Oracle DW Customer Oracle Technology Shop Incumbent BI Technology on Top Likely Issues Solution • Have a maintenance nightmare w/ existing BI technologies because of too many moving parts. All rights reserved. more scalable interface b/w BI tools and Oracle DW • Simple question: which BI platform is more tightly integrated with an Oracle DW – Oracle BI EE or anyone else? Same goes for the rest of the technology stack: Identity Mgmt. • Can’t integrate BI tools with operational systems • OBI EE is 100% SOA and can be seamlessly integrated into existing UI’s and business processes. un-integrated technologies. not an upgrade. It is also “arguably the best front end to a Teradata DW (Gartner)”.) • OBI EE is the technology leader in the ability to join across multiple data sources.
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