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Enterprise Applications, Information & Knowledge Management 2009
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Einat Shimoni EVP & Senior Analyst Enterprise Applications, Analytics & KM Strategies

www.einatstki.blogspot.com
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Agenda
1 2 3 4 5

Enterprise Applications general trends

Enterprise Applications (CRM, ERP, SCM)
Knowledge Management Business Intelligence & MDM BPM

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Enterprise Portals & External websites
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We will present data on products and integrators:

List of Packages and Integrators
Package
Vendor A Vendor B Vendor C

Explanations on Slides

Rep in Israel
Company 1 Company 2 Company 3

Integrators
Integrator a, Integrator b Integrator a, Integrator b, Integrator c Integrator a

Delivery model
On-premise SaaS

SaaS On-premise

 Lists only include vendors that are represented in Israel  The location within the lists is random  Lists might not include all players

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We will present data on products and integrators:

STKI Israeli Positioning
• Not a technological positioning, refers only to Israeli market • Represents current Israeli market and not our recommendation

Explanations on Slides

•Focused on enterprise market (not SMB)
 Market Presence (X) Local Support
Vendor B

Vendor A

 Market share - existing and new sales (more emphasis)

 Mind share (how user organizations rate vendors)
 Local Support (Y) – is influenced by (X)  Experience & technical knowledge, localization, support, number and kind of integrators  Worldwide leaders marked, based on global positioning  Vendors to watch: Are only just entering Israeli market so can’t be positioned but should be watched Market Presence
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Worldwide Leader

Vendors to Watch:

Vendor C

We will present data on products and integrators:

Selected Wins 2008-1Q2009

Explanations on Slides

 Package X: Company 1 (Integrator), Company 2 (Integrator)  Package Y: Company 3 (Integrator), Company 4 (Integrator)

 These slides contain examples of selected wins during 2008 and Q12009 (decision and purchase of certain products, not necessarily ongoing projects)  The lists are only partial and don’t include all wins of all vendors during this period

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IT in Aggressive Cost-Cutting Time
IT budget decrease Less budget for new apps New models: SaaS, OSS 3rd party ERP tools? E-Service here Your Text Social CRM, KM 2.0

General Trends

Need to cut IT costs
Your Text here

Decrease app maint. Selfservice projects

Social & consumer technologies impact Need to help increase revenues

Interaction with employees & customers
Innovation, rethink processes, connect with customers

BPM, Web 2.0, Innovation, Social CRM, CEM, BI
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Application projects in recession

General Trends

• Zero based budgeting – every project is examined in payback, maturity, and risk • Low risk projects • Small scale projects (< 1 year) • Proven payback within ½ - 1 year Problem: sometimes the less mature markets (MDM, BPM) are the ones that can provide greater business benefits

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Your Text here

Your Text here

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Questions for every IT project
• What are the business benefits and when is the payback? • What is the risk?
Is it mature? Is it well supported in Israel? How many ISVs with in depth knowledge? Are other organizations happy with it? References!

General Trends

• What is the TCO? • Is the application user friendly?
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Your Text here

Your Text here

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Technologies Maturity Model 2009
Business Value
Investment to make money Cut costs, Increase productivity
Oper. CRM
Tactic BI

General Trends

Active BI

BPM
Web 2.0

Collab. CRM ERP 2

Balanced Scorecard
Ent. Search

Data Governance, MDM

IT+business Project
Pure Business Project

Financial BI ECM

Commodity IT Services Investment for regulations

Gateway portal

ERP1
Size of figure = complexity/ cost of project

Financial sector reg.

NonFinance sectors reg.

Using

Implementing

Looking
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Market Maturity
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IT Services Families
Reduce Expenses
Increase process efficiency Increase process Intelligence

General Trends

Increase Revenues
Improve customer Experience Increase business agility
Increase governance, regulation & risk mng.
Regulation compliance

Cut costs

Green IT

Active BI

Social CRM

BSC

DC Tech: virtualization etc.

BPM

Analytical CRM

BPM/BPA

CXO management tools

Employee Productivity

Supply chain intelligence

Customer Experience Management

Innovation support tools

IT Governance

IT Sourcing models

Marketing focus

IT portfolio management

B2B

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Major trend in enterprise applications

General Trends

SaaS (Software as a Service):
A software delivery model, delivered via the web, in which users can consume functionality based on subscription pricing.

SaaS is typically a multi-tenant, one-to-many architecture (one code base for all), this provides it with economy of scale The software is hosted remotely, eliminating the need for users to invest in related hardware or handle the installation, setup and daily upkeep & maintenance.

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Your Text here

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Did SaaS make its debut in Israel?
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SaaS in Israel Most Israeli orgs aren’t yet using SAAS

General Trends

 Major adopters: technology, high tech, global companies  Major objectors: Financial orgs and govt.

SaaS projects’ characteristics in Israel:
• Short micro-projects (~3 man months) • Average of 40 users per installation • Usually DOES include some sort of integration to 1-2 inhouse applications • High satisfaction level (worldwide data: 94%)
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SaaS major setbacks in Israel

General Trends

• 357 regulation doesn’t allow keeping “linked” data outside for financial organizations • Need for local point of contact • Need for SLA and local support • Hebrew • Israeli vendors need to reorganize operations around this model

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Characteristics of common SaaS
• Applications that have a “network effect”
Travel management Social software

General Trends

• Niche/Point-solutions • Solutions that are easily separated from others

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Application models
Self development

General Trends

Your Text here

Your Text here

Package Internal External
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Where are we now
and what’s the next stage?

General Trends

ASP

SaaS

PaaS

• Single separate instance • Could have shared or dedicated infrastructure • … ASP wasn’t a bad idea, it had BAD timing

• Vendor controls application • User has No access to core components of the solution • Multitenant, one-to-many • Semi-customized (view) • More suitable for generic “lightweight” processes or consumers

• Outcome of using PaaS •Platform-Centric • User controls the app. • Fully-customized software • Will be more suitable for “heavy” business processes

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Mashup Definition
• Mashup: a “web 2.0” term : combining data layers from more than one source into a single integrated interactive application

General Trends

http://blogs.zdnet.com/Hinchcliffe/?p=78
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New Applications = Services Mashups

General Trends

An application mashup should define its needed infrastructure services (=ensemble)
T7 T1 T3 T5

Gateway
T8
T4 T6 T2 T1 T7 T8 T3 T4 T2 T5 T6

Applications Services

Infrastructure Services

The goal: Optimization of IT resources!

Puzzle Builder

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Cloud enables creation of new business models • Cloud can enable new Business business models* • By consuming “missing elements” from the cloud you can create a whole new product • Examples: virtual network operator
* Source: STKI brain storming session
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General Trends

mashups?

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Open Source Software

General Trends

• Open Source applications used by 65% of global enterprises • Most Israeli organizations don’t consider using OSS in almost any project • The economic pressure will push Israeli orgs to consider this model in specific areas:  WCM  Internal IT tools  Collaboration and Web 2.0 tools
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There are some major benefits to open source software

General Trends

Main reasons: Cost Text here Your Vendor independence Sometimes – Better functionality

Your Text here

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Open Source pricing appeal

General Trends

Price of a WCM project based on open source CAN BE 15-20% cheaper But will not always be the best choice

Source: Water & Stone
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Major Benefits for adopting Open Source Software

General Trends

Which of the following does your company see as the major benefits of adopting OSS ?

Source: Open IT, Annual Open Source Survey for 2008, September 29, 2008
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What should you do to make Open Source Software relevant to your organization?

General Trends

• Most important: assure available local professional knowledge with the package:
Specialized Israeli ISVs or in-house

• There should be no compromises on SLA • Understand the model and legal terms

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CRM

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CRM Trends

CRM will be less about transactions And more about interactions

Think of it as a way of improving customer experience by managing “conversations”

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CRM Trends

Better customer experience = better product
Your Text here Your Text here

CRM and CEM can provide a real competitive differentiator

Upcoming STKI Round Table on CRM: June 17, 2009
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CRM: from the outside looking in
Focus on external clients needs

CRM Trends

Your Text here

Your Text here

Focus on internal processes

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Multi Channel CRM

CRM Trends

• Mobile service • e-billing •More self • newsletters • e-banking • e-service service options • email marketing • SMS • e-payments and transactions • email response • Live chat management • Collaboration

• EPSS/guided interactions • RTD • CC

Proliferation of customer touch points
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Israeli CRM Trends 2009
• “XRM” – using CRM as a development platform for various needs

CRM Trends

This is an important criteria when choosing CRM

• “Quick win, quick ROI” approach continues • Reducing contact center costs (self service) • Analytical CRM continues to be top priority

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Source: STKI CIO Survey 2009
CRM Priorities2009
35%

CRM Trends

40% 35% 30% 25% 20%

18%
14% 8%

20% 15% 10%

5%
0%

Campaign Management

Ecommerce Systems

CRM Packages

Self-Service

Analytical CRM

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Worldwide CRM Trends 2009
• Think outside of the “CRM” box:
Web virtual agents Home based CC Customer centric innovation

CRM Trends

• • • • •

SaaS will rise significantly Engagement with the customer – Social marketing Managing the customer experience Social CRM – clients & employees more “social” Self Service is king (but don’t compromise with the customer experience, i.e poor IVRs) • Customer data still a problem
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The new DIGITAL social customer

CRM Trends

Your Text here

Your Text here

Source: 2008, Fabio Cipriani.
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Communication with customers spurs customer centric innovation
What do you like about our new product? What don’t you like about our new product? What features should product X include?

CRM Trends

What do you like about our company?
Your Text here

Your Text here

How do you prefer to interact with us?

Do you have ideas how we can enhance our products?

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CRM Trends

Interact with the customers & Learn more about what they want Define new customized products
Your Text here Your Text here

IT needs infrastructures to support diversity of products & interactions
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CRM Packages & Integrators in Israel:
Package
Siebel (Oracle)

Rep in Israel
Oracle Israel, Taldor

Integrators
Taldor, IBM, BeyondIT Taldor, ManofIT, Yael, BeyondIT Yael, Malam-Team, ONE1UP, Oracle, HP-EDS, Advantech

Delivery model
On Premise

Enterprise

Siebel on-Demand (Oracle)
Oracle CRM

Oracle Israel, Taldor, Yael
Oracle Israel

SaaS; At customer/partner
On Premise

Peoplesoft (Oracle)
SAP CRM Amdocs (Clarify) Microsoft Dynamics CRM Pivotal Salesforce.com MEGA Center

Oracle, Matrix
SAP Israel Amdocs

Matrix
Ness, Taldor, Advantech Amdocs 20 Partners, including: MatrixEffect, Advantech, SIT, MalamTeam, Netwise, Aman ,Elad, Yael…. ONE1 ONE1, Blat-Lapidot

On Premise
On Premise On Premise

Microsoft

On Premise; Hosted by partners; SaaS not yet in Israel
On Premise SaaS On Premise

ONE1

Mid Tier

Yael

Yael

Onyx (Consona)
Netsuite MyBusiness SugarCRM

IT Navigator
Edmiso MyBusiness

IT Navigator

On Premise
SaaS

MyBusiness OpenIT

SaaS Open source
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Microsoft-Based CRM Solutions in Israel – Part 1
Company Solution
E-Drive (Car Market)

Capital Market: “Optimi”
Advisor Platform (‫(יועצי השקעות‬ )‫פניות ציבור (מענה לחוק חופש המידע‬ Effect (Matrix) High Tech Solution

‫פתרון לניהול גביה והליכים משפטיים‬
Infrastuctures: configuration management, dashboard, self service, CDI Contact center - moked Analytical Dynamic CRM

CRM for security org./departments
HRM – Healthcare CRM, hospital risk management DRM – Donors relationship management Malam-Team Academy – Alumni, Student, scholarship grant mng, training courses

Retail CRM
VC – Venture capital CRM
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Financial services and Retail banking

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Microsoft-Based CRM Solutions in Israel – Part 2
Company Solution
Contribution System Donors CRM SIT

Conferences and training
Members club CRM for High-Tech sector Customer Service Portal

Broad Digital
Highview

Billing, Rating, Account Receivables
BI for Microsoft Dynamics Capital Market ‫ניהול פניות ציבור‬

Advantech

Surveys module
MOSS and CRM integration Vehicle Fleet management

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SMS distribution

Pricelists update
HR companies’ operations and clients
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Election campaign management

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CRM-Related Applications:
Solution
Incentives Pro Kana DSKnowledge Talisma – CIM (customer interaction management) Knova (Consona) Siebel - Social CRM Cemax

Description
Enterprise Incentives Management Collaborative CRM Service Center Knowledgebase Collaborative CRM collaborative CRM, KM for contact centers Social tools for CRM Feedback Mng, Complaints Mng.

Developing/ Representing Company
Incentives, Matrixpartner Malam-Team Danshir Business Solutions IT Navigator Oracle - Siebel Cemax

*Doesn’t include Contact Center/telephony tools

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Multi Channel /customer Self Service applications
Product Name
Lyris Neolane Cellular apps.

Description
Email marketing Multichannel marketing SMS dist., WAP, download apps

Israeli Representative

Netwise

Self service apps
Kana Talisma – CIM Megacenter Mail Server (MCMS) eBilling + eService + eCommerce Mail-IT + possible cloud model Matrix Mobile solutions One1 Mobile

Self Service Kiosks
Collaborative CRM Collaborative CRM Managing channels (SMS, Fax, email) Self Service Marketing messages management (Mails channel) Bank2go, Ultra Credit, Calldinator, WFA MMIS – Matrix mobile info. server Mobile channel, SMS Text and web automated self service Billminer (EBPP), self care Aggregated financial data and payment Q&A web self-service Malam-Team Business Solutions Yael Software Oracle (part of Siebel suite)

Matrix

One1 Mobile Netwise – Integration partner Lognet Bynet SW. ISQ
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Cellesense
AMS Yodlee Moneycenter ISQ

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CRM - Israeli Market Positioning 1Q09

Peoplesoft

Siebel + SOD

Microsoft

Local Support

Oracle CRM

SAP

Pivotal Salesforce Worldwide Leader

MEGACenter

Onyx Amdocs

Vendors to Watch:

NetSuite (on-demand)

This analysis should be used with its supporting documents

SugarCRM (open source)

Market Presence
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 Siebel On-Demand: ECI (Taldor), Test Insight (ManofIT), Remmon (ManofIT), Pascal (ManofIT), Coreflow (ManofIT), Civcom (ManofIT), Oridion, Teva, Netafim, Galil College, Nicast (ManofIT)  Peoplesoft: Bezeq projects  SAP CRM: Zim, Excellence Nesua (Taldor), Given Imaging (Advantech), Navy, IAI, Machon Mor, Sarel, Technion (Taldor)  Microsoft Dynamics CRM: Leumi-Card (Effect-Matrix), Random Logic-888 (Almog), Aviv PCB (Almog), Bank Igud (Effect), Doar Israel (Effect-Matrix), Egged (Advantech), Mey Eden (Aman), Yad Vashem, Red Data, Africa hotels, Superpharm (Effect), HTR (Effect), Audiocodes (Effect), Avis (Effect), Bank Leumi  Pivotal: Moatza Lezarchanut, Madgal, Negev Ceramics, Ambar  Salesforce: Symantech division, Alladin, Scopus
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CRM Selected Wins during 2008/1Q09 (Partial List)

CRM Consultants in Israel (alphabetical) Partial List
 Accenture
 Alternative  Aman (widelink)

 BI-Pro
 Deloitte Touche: Strategy, business case  IT solutions

 Luria
 Meteor  Sensecom: Contact Centers  Synergy: Campaign Management, Analytical CRM  Several other independent advisors
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STKI Rule of Thumb HIGH-END CRM in Israel: Price Per Seat
• License: • Integration: • Hardware: • Maintenance: • Training & Change Mng: • Testing: 1 x license 0.25-0.5 x license $1K - $3K 2 x license 1 x license 0.5 x license (for 3 years)

• Data Quality:
Total:

0.25-0.5 x license
6 x license $6,000 - $18,000 per seat

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STKI Rule of Thumb Mid-Tier CRM in Israel: Price Per Seat
• License: $500 - $1K

• Integration:
• Maintenance: • Implementation (training, testing, data quality)

2 x license
0.5 x license (for 3 years) 0.75 x license

Total:

~4 x license $2,000 - $4,000 per seat
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STKI Rule of Thumb SaaS CRM price model
Pay-as-you-go subscription pricing Price per user per month: 40$ - 130$ * Depending on functionality, contract period, scope of modules vs. full suite, number of users
Additional possible costs: • Relatively very short implementation time • Internet bandwidth requirement

• Data quality
• Training + HATMAA • Some possible customization costs
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EPSS for CSRs + Unified Agent Desktop
Solution E-Glue Composia OpenSpan E-Tracker CCF (Customer Care Framework) Expeditor SKS for CCF Description Guided Customer Interactions, Unified Desktop, EPSS Guided Customer Interactions, Unified Desktop, EPSS Front End integration, Unified Desktop EPSS Aggregation, Acceleration and Automation Desktop Integration Acceleration and automation, expanding CCF capabilities Developing/ Representing Company E-Glue, ONE1partner Composia, Matrixpartner Malam-Team Solan, Yael & SRL partners Microsoft, Matrix partner IBM, Matrix - partner Bynet SW
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Campaign Management Package Vendors in Israel
Product Name
Unica
Chordiant SAS Teradata Analytic CRM Siebel Marketing Automation (Acquired by Oracle) Neolane Mia Computers Mittwoch Taldor, Oracle Netwise

Israeli Rep.
Gstat

Integrators
IBM, Gilon
IBM Gilon Mittwoch, Gilon Taldor Netwise

Peoplesoft Marketing Automation
MEGACenter Marketing Module

Matrix
Yael

Matrix
Yael

Other CRM Vendors…

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ERP

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ERP Life Cycle
Basic modules
HR, Logistics, Financials

ERP Trends

Increase efficiency of ERP operations

Portals, BI, BPM
Upgrades Advanced modules

Stabilizing the system

Increase Hatmaa “Core” modules

ERP 1

ERP 2

ERP 3 ?
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ERP Maturity Model 2009
Business Value
Investment to make money Cut costs, Increase productivity
Increase efficiency, advanced/ vertical modules, upgrade, improve HATMAA, implement ERP portals, BI, BPM

ERP Trends

ERP 2
ERP Operational Portals

Process modeling for ERP

IT+business Project

ERP MDM

Pure Business Project

Commodity IT Services Investment for regulations

ERP1
Size of figure = complexity/ cost of project

ERP governance tools

Using

Implementing

Looking
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Market Maturity
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ERP Benefits

ERP Trends

Source: http://net.educause.edu/ir/library/pdf/ERB0401.pdf
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ERP Staffing ratio
Average size of Israeli ERP department: 15-20
 Implementers: 60%  Developers: 17%  Infrastructure (system/DBAs): 10%  Other: 13%  ERP effort distribution:  New developments: 70%

 Maintenance: 30%
 Average ratio between ERP staff / ERP users:  SAP 1:66  Oracle 1:30 (due to smaller-scale installations)
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ERP Main priorities for 2009
Sourcing strategies
3rd party tools

ERP Trends

How to reduce ongoing maintenance costs?

Licensing management
Improve HATMAA of ERP to decrease training costs, improve usability and lower HD costs
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SAP ERP specific issues in 2009
BI – BW architectural dilemmas More willingness to use external services

ERP Trends

Increase efficiency with 3rd party tools
Upgrade costs too high for value they provide

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Oracle ERP specific issues in 2009
Need for software configuration management Upgrades

ERP Trends

More use of internal ERP staff
Increase efficiency with 3rd party tools

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STKI Rule of Thumb Enterprise ERP in Israel: Price Per Seat
License: Integration: Hardware: Maintenance: Implementation (Testing, Training $1600 - $2500 2-3 x license 1 x license 0.5 x license (for 3 years)

Data Quality):
Total:

1 x license
~6 x license ~$12,000 per seat

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STKI Rule of Thumb Large - SMB ERP in Israel: Price Per Seat
• License: $1500-$1700

• Integration:
• Hardware: • Maintenance: • Implementation (training, testing,

2 x license
0.25 x license 0.5 x license (for 3 years) 0.75 x license

data quality) Total: 4.5 x license $6,750 - $7650 per seat
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STKI Rule of Thumb SMB ERP in Israel: Price Per Seat
• License: $700-$1200

• Integration:
• Maintenance: • Implementation (training, testing, data quality)

2 x license
0.5 x license (for 3 years) 0.5 x license

Total:

4 x license $2800 – $4,800 per seat
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ERP Packages & Integrators: Part 1
Package Israel Rep
Oracle Apps Oracle Israel Oracle Accelerated Edition

Integrators
Yael, Malam-Team, ONE1UP, Oracle consulting, HP-EDS, Advantech, Ernst & Young, Unitask, Motorola Unitask (Oracle Easy), Afek, Motorola, ONE1UP, Advanteck, E&Y, Yael, AKT (HR module) Ness, IBM, Taldor, Advantech, Malam-Team, HP-EDS, Accenture, Aman, SRL, Danshir, CB I.T, E121, EPS SAP, Gav, IGC, Opex, SAPLM, SDM, AKT (HR module) Xioma, Malam-Team (Etop), RELS, Harel comp Malal, Complete, Menahel4U, Todan, Reut-ONE, Synopsis Matrix, Alpha Consultants SIT, ManofIT, Tirosh Intentia Israel Ashbal, Meidatech, FBC Afek, Tulip, RAAN, HP-EDS, IlitERP

Delivery model
On-premise

Oracle SAP, SAP All-inOne SAP Business One E-Tafnit QAD Lawson (M3, S3) Priority

On-premise

SAP Israel

On-premise

SAP Israel Matrix SIT Intentia Israel Ashbal

On-premise On-premise On-premise, SaaS On-premise On-premise, SaaS (meidatech)
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ERP Packages & Integrators: Part 2
Package
Microsoft Dynamics AX Aviv, MARS ONE ERP KAV systems

Israel Rep
Microsoft Israel. Localization & Distribution by mAXimum ERP (Matrix) Aviv ONE1 Kav

Integrators
Matrix, Oregano, Malam-Team, Prodware, Tadiad, Maxoft other partners in qualifications Aviv ONE1 Kav, Ardom

Delivery Model

On-premise

On-premise On-premise On-premise

FinPro, Logistic Pro
Gan Tochnot Heshev Comax (on demand) Bgate IFS BPCS, Baan

Almog
Aman Comax Bgate Teldan Matrix

Almog
Aman

On-premise
On-demand, Hosted On-demand, Hosted On-premise, SaaS On-premise

Matrix, Afek, IBM, Tulip (Baan)

On-premise
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SMB ERP in Israel
Pressure from large players in generic ERP

ERP Trends

Verticalization, Verticalization, Verticalization

SMB ERP providers develop very deep and verticalized solutions
On-demand models – also in Israel!

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ERP On-demand model Kicking in

ERP Trends

• • • • •

Comax Meida-Tech (Priority on demand) SIT – QAD Ggate Gan Tochnot Heshev

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ERP - Israeli Market Positioning 1Q09
Enterprise ERP
Medium - Large ERP

SMB ERP

Oracle

SAP

SAP AIO

Oracle

Priority SAP BOONE1 ERP Oracle AE/easy QAD Tafnit Kav Aviv Movex
Vendors to Watch:

ONE1 Priority ERP QAD Tafnit

Movex

Aviv

Ggate Microsoft Dynamics AX

IFS

COMAX

Market Presence
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 SAP: Rakevet Israel (Malam-Team)

ERP Selected Wins 2008-1Q09 (Partial List)

 SAP All-in-one (Best Practices): Gidron (Taldor), Ashdod medical center (Taldor), Batey Zikuk (Taldor)

 Sap modules: GRC – Dead Sea, BIA – Coca Cola, Learning solution - Bazan, IDM – Ness, Billing - Meitav
 SAP ECC upgrades: Mecan-Ericsoon, M.of Health, Tadiran Solelot  Oracle: Object (R12), Ashot (ONE1up), LUZ II, Actimize  Accelerated Edition: Modu (Advantech, R12), Retalix, ITL, Rion  Tafnit: Barzilay hospital, Leumicard, Albar, Sani, Visa, Mizrachi, Ayalon, Ampa investments  QAD: Vishey international, Expansions in AVT, Seragon. On-demand ERP: Enlyten, RGI  Microsoft Dynamics AX (not localized version): Random Logic 888 (MalamTeam), Aviv PCB (Oregano)  Comax (on demand): Hazi hinam, 2 municipalities, Domisil  ONE1 ERP: Agami, Beit Yanai, Ambar
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3rd party SAP complimentary tools (partial list) – Part 1
Solution
EPIuse Zoption Panaya Intellicorp – Live compare Object Manager OrgPlus Xpandion ARX Cosign IXOS - (OpenText) Printboss - Consist MessageManager SteerU

Israel Rep.
Ness Ness Panaya Ness Ness Ness Ness Ness Top Solutions Consist, Ness Ness SteerU

Description
Selective data copies Integrating financial functions with Office - excel Simulation and guidance for SAP upgrades Impact analysis (for SAP upgrades) Software configuration management Visual HR management Risk mng, behavioral analysis, license audit Digital signature SAP content management and archiving Design/distribution of SAP forms Unified messaging for SAP EPSS for SAP

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Integration of SAP transactions with Excel

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3rd party SAP complimentary tools (partial list) – Part 2
Solution
Item Field Informatica Clicksoftware HR Load runner HP Quality Center Cisco Data Privacy CA Wily Arcplan

Israel Rep.
Aman Clicksoftware HP Israel HP Israel Cisco CA Israel Danshir

Description
Data transformation for SAP SAP workforce optimization software performance testing tools automate QA testing Data security on the network Monitoring customer transactions in real time Dashboard for SAP data

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3rd party Oracle e-Business Suite complimentary products (partial list)
Solution
UPK (acquired by Oracle)

Israel Rep.
Oracle Partners: Yana-Smart, John Bryce, Blat Lapidot

Description
Tools to increase productivity, usability, deployment & content creation

OMM (Object Migration Manager)
Print Director Dynamic Entity AOA (Add-on Applications) AOA

Migration management and change management for Oracle e-business Unitask
Enhanced Oracle printing Data management and control tool Travel management system

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ERP Consultants (Alphabetical list) Partial List
 Accenture  Bit-Plus  Byon  Deloitte Touche  Ernst & Young  HMS  Meteor

 OIC
 Seker  Tulip

 Several Independent advisors
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Supply Chain Management
Information focus
Strategic measurements, Balanced Scorecard Demand planning & forecasting

SCM Trends

SCP: Supply Chain Planning

Inventory planning & optimization

Advanced planning & optimization

Product Data Management

SCE: Supply Chain Execution
Transaction focus

SRM WMS

ERP 1, ERP 2
Transportation Management Supplier portal

Demand

Logistics

Operations

Supply
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Supply Chain Management Global trends
From Execution to Planning:

SCM Trends

try to match demand and deliver the right product to the right place at the right time at the right price Organizations becoming demand sensitive:

More data that will help predict demand from POS, suppliers, internal sales/marketing people Ability to respond near real time
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Supply Chain Management Israel trends
 Gap between IT and logistics/SCM business departments  SCM very broad and complex, requires special expertise  Confusion regarding what ERP packages can and can’t do  why do we need a BoB solution if we have an ERP?

SCM Trends

 SCM package decisions are still based on BoB:
 Solution has to be flexible, be able to include many dynamic constraints that change as you go  Solution has to include transactional as well as analytical (multi dimensional analysis)  SCM packages are also facing suppliers and partners
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KM

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Knowledge Management

KM Trends

But don’t think too much…

Get practical
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The problem with Knowledge

KM Trends

It takes too much time to find existing information needed to complete tasks
The Problem: Too much info!
Lack of information

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Let’s see the numbers

KM Trends

The typical IW spends up to 25% of the day searching for the right information to complete a given task. Ineffective searches/wasting time looking for information can cost companies up to 10% in salary expenses (Butler Group)

Employees spend 12 hours a week on info-gathering tasks: mostly, unsuccessfully. (Accenture)
Knowledge workers spend 15%-30% of their time gathering information, but are successful less than 50 percent of the time. (IDC) The amount of new technical information is doubling every two years
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Internal KM Maturity Model 2009
Business Value
Investment to make money
Blogs

KM Trends

Cut costs, Increase productivity
ECM

Social tools

IT+business Project
Pure Business Project

Wikis

Ent. Search

Commodity IT Services Investment for regulations

Gateway portal Archiving

Size of figure = complexity/ cost of project

Using

Implementing

Looking
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Market Maturity
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KM Best Practices
KM should be process-dependent and combined in every-day tasks
Accommodate different types of users

KM Trends

Digital natives
Digital immigrants

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What isn’t acceptable for the Digital native (generation X)?
Paper application form E-form on company portal

KM Trends

2 hour classroom session with PPT slides

Simulation games, online courses, community

Suggestion box

Posting ideas on company blog

Interaction, relevancy, ease of use
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The digital native Technology “consumerization”
• New-age knowledge workers are used to: • Communicate • Share • Collaborate • Plan … in a different way.

KM Trends

They will probably grow grassroots web 2.0 initiatives, whether IT likes it or not
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Web 2.0: User is at the center

KM Trends

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Web 2.0 tools: Adoption vs. Complexity

KM Trends

Most known most deployed Least known least deployed

Source: Cutter
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Innovation tools?
Operations
Support Systems

Management
Support Systems

Innovation Support Systems

Transaction Special Employee Processing Purpose Productivity Processing Business Transactions

Analytical Systems

Decision Support

Innovation Systems ? Systems that generate Innovation & creativity

Enabling Workgroup Collaboration

Supporting Strategic Decision Making

Operational Analytical Systems

Knowledge Management
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Innovation types

General Trends

Source: Web 2.0 business models, CEO Teemu Arina
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Innovation Sources

General Trends

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Enterprise 2.0 Social tools
Product
Elgg (open source) IBM Quickr, connections MOSS 2007 Kwizcom Web 2.0 bundle (MOSS addons) Mediawiki (open source) Atlasian “Beshutaf”

Category
Social networks tools Blogs, Wikis, RSS, Social networks Wiki, blog, RSS Wiki, Tagging, rating, forum Wiki Hosted Wiki Community tools

Israeli Rep

Integration partners
OpenIT Elad-Risotech & other WS partners

IBM

Microsoft

Kwizcom, Byon Bynet SW, Matrix & other MOSS partners

Kwizcom
Byon, Matrix Elad Consist Byon Consist
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Participatory Technology

KM Trends

“Participatory technologies have the highest chance of success when incorporated into a user’s daily workflow” (McKinsey)
• Google’s engineers report their projects work into blogs and wikis (Collaborative project management) Your Text here Your Text here • Pixar animators use wikis with videos to share and discuss ideas • STKI analysts are measured also by their blogs contribution; every new round table summary is uploaded

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How to use participatory technology?

KM Trends

Make it a part of a specific daily work process (for example, project-specific wikis) Find the right “base” of users that will create the mass Maintain the right balance of freedom and control (different for each topic and industry) Your Text here Your Text here Do what is needed to make it RELEVANT for specific need
• Make it more friendly • Add missing capabilities

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Issues with using Web 2.0 in the organization
• Isn’t “controlled” like other tools are
• Software usually isn’t proprietary

KM Trends

• Hard/impossible to govern and control processes
• What’s in & what’s out? Data leakage concerns

• When using mashups – concerns regarding integrity and security of outside services
• Almost zero training, different adoption cycle

Adopting Web 2.0 in the organization requires a new approach
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Web 2.0: Recommendations

KM Trends

• Find key leaders • Define areas in which Web 2.0 provides value: • Project teams “environments” • Internal/external Ideas blogs for product innovation • Define areas where Web 2.0 shouldn’t be used • Determine a certain control level • No “anonymous” posts • Feedback mechanism

Upcoming STKI Round Table Web 2.0 for KM: May 13, 2009
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Enterprise Content Management Types of documents (definitions)
• Operational documents:

ECM Trends

Documents that support the organizations day-to-day operations. “Must have”/ Important
 Documents linked to applications’ transaction and flow (viewed via app)  Important documents but can be separate repository (viewed via ECM app)

Examples: Contracts, customer records, employee records

• Soft documents:
Documents that help “knowledge management” and sharing. Not linked to a specific process, considered a “Nice to have”.
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ECM Market in Israel

ECM Trends

• Most large organizations managing operational docs (partially)
 Managed in different separate environments Documents around core processes mostly managed Other important documents hardly managed  “Soft” documents are rarely managed

• Most common failure reasons for ECM projects:
Poor integration leads to lack of HATMAA of these tools Ongoing HATMAA is problematic, tools are complex to use and no budget for training
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ECM state of the market in Israel

ECM Trends

Source: STKI ECM Round table, 2008: http://einatstki.blogspot.com/2008/06/blog-post.html
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ECM market size in Israel
• During 2007-2009 (3 years) we estimate the ECM market size in Israel to be $70M*: • High End (15-20 large projects): $15-20M • Low End: 100-200 projects sometimes combined in different projects such as portals * Includes both SW licenses and services
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ECM Trends

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ECM Drivers in Israel

ECM Trends

• Regulations - content reservation and retrieval • Process around documents = core apps • Phase 2 of large ERP projects (archiving):
Procurement docs, HR docs, archiving SAP docs

• Importance of web as a self service channel
Need to manage documents over the website, both outgoing and ingoing forms Regulatory need to provide clients with access to their documents
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High-end large ECM project Pricing
• License pricing: $100K – $500K • Services: 3 x license definition of needs (30%) customization & Implementation (45%) Testing and Training (25%) • SW Maintenance: 18% per year

ECM Trends

Total (initial, not ongoing): $350K – $1200K
Notes:  Based on Israeli data (large ECM projects)  pricing decline when the front end is another application (SAP etc.)  Java-based projects more costly than .Net-based projects.
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What users look for in ECM Projects?

ECM Trends

• Project management capabilities from the vendor (users want to outsource the project) • Low-risk, small projects but also ability to scale • Short implementation and Integration time • Integration to Office and enterprise applications as front ends

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ECM Market Players in Israel

ECM Trends

Represented: Documentum (EMC), Filenet (IBM), Open Text, Interwoven, HP (Tower software), Meridio (Autonomy), Oracle’s Stellent Independent: Artis, Otzar, Microsoft based: D2K, Sharedocs, Omnisys etc.

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Internal Enterprise Content Management: Providers in Israel (doesn’t include WCM)
Product
IBM – FileNet Contex, Qualidocs (Livelink) EMC - Documentum Interwoven Open Text – Livelink ECM; IXOS-OT for SAP; Seeunity; Acadre – 3rd party for OT; Captaris (Input Mng ) acquired by OT MOSS Tower (acquired by HP) Meridio (Acquired by Autonomy) Sharedocs DocMaster D2K

Israeli Rep.
Yael-IFN, IBM
EMC, Ness Xioma

Integrators
Yael-IFN
Ness, Danshir, Llxa Xioma

Top Solutions
Microsoft HP ELAD Omnisys Matrix

Top Solutions, Consist
Many ISVs… HP ELAD Omnisys, Matan, Business Solutions Matrix

Otzar
Ada system Oracle (Stellent)

Otzar
Artis Oracle

Otzar
Artis, Taldor, Malam-Team
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Enterprise Content Management (ECM) Products in Israel 1Q2009
MOSS/MSFTbased Solutions Documentum FileNet Interwoven Sharedocs OT eDocs Otzar Artis
High-End Mid-tier

Local Support

Worldwide Leader

Vendors to Watch:

Oracle (Stellent) HP (Tower softw.)

This analysis should be used with its supporting documents

Market Presence
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ECM (Ent. Content Management) Selected Wins 2008-1Q09:
 Documentum: Bank Hapoalim, Zionist Archive  FileNet: Bezeq archiving, MAPI new system, expansions  ELAD - Sharedocs: Attorneys chambre, Ministry of justice, Rakevet, Supreme court  Interwoven: Law offices (3) – DM  D2K: New financial organization, Clalit expansions

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Special Purpose KM Apps: Productivity Management Applications
Representing/ Developing Company
Actionbase Matarot KCS, Malam-Team, Byon - partners Elad Matrix

Product
ActionBase Matarot Generica Sharedocs D2K-Pro

Examples of Apps
Action Items/Decisions management Quality management tools Objects Management, Regulations

,‫ניהול מסמכים, מעקב אחר משימות, פניות ציבור‬ ‫מודול ועדות, ניהול חוזים, נהלים, סריקה וארכיונים‬
‫ניהול לשכה, חוזרים ונהלים, ניהול תיק עובד, ניהול‬ ‫התקשרויות וחוזים‬

Tmura
Kotev Omnisys

Decision-Pro
Web Nest DocMaster

Decisions management
‫ניהול מסמכים וידע, ניהול פרויקטים, ניהול‬ ‫משימות וישיבות‬

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Upcoming STKI Round Table on Decision tracking: May 27, 2009

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Special Purpose KM Apps: Information Centers Management
Company
Olive

Product
Olive Software

Examples of Apps
E-Publishing, Content Intelligence

Malam-Team
Danshir (Internative, Berale)

Kana
DSKnowledge

KnowledgeBase
KnowledgeBase

Mckit
IT Navigator Business Solutions IDEA Exlibris

Linkware
Knova Talisma IDEA Exlibris

KnowledgeBase
KnowledgeBase Knowledgebase

Management of Archives/ Libraries/ info Centers
Management of Archives/ Libraries/ info Centers

Otzar
ROM

Virtual Treasures
TipTop

Archives Management
‫הפקת לקחים‬
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Enterprise Search What should you be looking for?
Market Consolidation & Price competition

Search Trends

Basic enterprise search will not be enough very soon
Look for “next level search”

Federated
Structured and unstructured Advanced visualization

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Enterprise Search in Israel

Search Trends

Source: STKI enterprise search round table: http://www.scribd.com/doc/3859785/Enterprise-Search-Round-Table-June-2008Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 108

Tips for enterprise search

Search Trends

Expectations – enterprise search is different than the internet search
The “tidier” the info is, the less messy your search results will be (it’s not a magical solution)

Establish policy for desktop search!

Source: STKI enterprise search round table:
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Search & Information Retrieval Players in Israel
Product
Autonomy
FAST (being acquired by Microsoft) Enterprise Search - MOSS

Rep/company in Israel
Matrix
ONE1 Microsoft

Other impl. partners
Elbit, Taldor
ONE1, eWave Many ISVs

Google Enterprise Search
Vivisimo Nogacom Omnifind Oracle SES XRS Morphix

Taldor
Netwise Nogacom IBM Oracle Israel 2001 Melingo
Worldwide Leader

Malam, Netwise Verasity

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Search & Information Retrieval
Selected Wins 2008-1Q09:
 Google (Taldor):  GSA – Cellcom, Mutual Art  Mini – Mirs, IAI, Navy, Intel  Microsoft MOSS Enterprise Search: Clalit Health Services (Matrix), Ben Gurion University, Tel Aviv Municipality, NICE, VISA CAL, Police

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IT KM Consultants (Alphabetical list) Partial List:
 AKT - e-Learning  Aman (Pamam) – KM UI  Blink: Web 2.0 specialists  Byon - KM strategy & processes  Digidoc – Scanning processes planning  Elad – KM methodologies  Ergo – KM consulting  Gait – document management Matrix – Strategy, Assimilation Netwise – KM UI ROM SRL (“Nihulim”)

Yael – KM strategy
Independent consultants

 IT Solutions
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BI

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BI is the #1 technology in Israel for 2009 Source: STKI CIO Survey 2009
70% 63% 60%

BI Trends

50%

40% 35% 30%

27%

2008 2009

20% 14%
10% 10%

14%

0%

BPM

Collaboration and WF

BI/ Data Mining

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BI in recession times
 BI is a top priority!  All vendors need some sort of BI specialty  Need for tools consolidation

BI Trends

different kinds of users with different tools  Need to spread BI across the organization

 But at the same time - trying to accommodate

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New age BI: Visualization and Mashups

BI Trends

Your Text here

Your Text here

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Main problem with BI
Only specific people in the organization are using it:

BI Trends

CXO Middle management & analysts
OLAP Data Mining Ad-hoc reporting

Rest of organization (knowledge workers)
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BI Maturity Model 2009
Business Value
Investment to make money Cut costs, Increase productivity
Tactic BI
Dashboard

BI Trends

Active BI
Financial BI

Balanced Scorecard

Data Governance, MDM

IT+business Project
Pure Business Project

Commodity IT Services Investment for regulations Using Implementing Looking

Size of figure = complexity/ cost of project

Market Maturity
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Financial BI

BI Trends

Your Text here

Your Text here

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What BI services do CFOs want?
 From past analysis (“pathology”) to future

BI Trends

planning (“prediction”)  Planning in shorter time intervals  Tools have to be agile (“at least like excel”)  Variety of available consistent data (not just financial data)
 2009 Projects:  CFO-oriented DW/BI  Profitability tools  Budget planning
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Financial and Budget Planning packages
Package
Hyperion - Oracle Oracle EPB TM1 (part of IBM-Cognos)

Rep in Israel
HMS, Oracle Oracle Byconix - IBM

Integrators
HMS, Business & Decisions Ernst & Young, Yael, ONE1 Byconix, Ernst & Young

Cognos (IBM)
SAP SEM – BPS + Recently Acquired products:
Outlooksoft, Pilot

Libi
SAP Israel

Libi, 7th Dimention
Ness, IBM, HP-EDS, Advantech

B.O Planning/ consolidation/profitability & Costing (SAP company) + SAP BPC, SAP SM
Power OLAP SAS CFODream GEAC

Matrix Top-IT Mia computers The 7 Dimension Ness

Matrix Top-IT, Gilon Mia The 7 Dimension Opisoft
Worldwide 121 CPM Leaders

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Scorecard & Dashboard players in Israel
Package
Cognos (acquired by IBM) CPM, CMM, Celequest Hyperion - Oracle Business Objects an SAP company - EPM Suite Xcellius (dashboard) Pilot (acquired by SAP) SAS EIP Panorama Actuate Performancesoft Suite Sterna BPS (Business Positioning Management) PerformancePoint Server 2007

Rep in Israel
Libi

Integrators
Opisoft, Gilon, Libi, Data Mine, IBM

HMS, Oracle
Matrix Matrix SAP Israel Mia Computers Panorama PerfomanceSense Sterna Microsoft Israel

HMS, Business & Decisions ONE1 BI, Consist, Gilon, Matrix, Point of View, PerformanceSense Matrix, B.O partners
Mia, Gilon Gilon, Consist, HighView, Bynet SW, Data Cube, Integrity, ONE1 BI, Business Solutions, Citrine BI, VisionBI PerfomanceSense Sterna, IBM

Gilon, Consist, ONE1 BI, HighView, Opisoft Geac Ness Opisoft TM1 Byconix Byconix Intellisys Intellisys Consist, Byney SW, Gilon iDashboard Bynet Bynet Arcplan Danshir Actionable performance mng. Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 122 QPR BPMknowledge BPMKnowledge, Consist

Dashboards & Scorecards Wins 2008-1Q09 (Partial List)
 Xcellius (Dashboard): Electra, UGS, Alladin (OEM)  Intellisys (Dashboard): Harel Insurance, Hilan, Eldan (Consist)  Panorama: Shufersal (Highview), Amdocs (Highview)

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Passive versus Active BI
 Passive DW

BI Trends

 Daily reports for operational needs
 Reports for strategic needs  At discretion of the users  Active DW  “Injecting” BI into day to day processes  For customer interactions  For risk management

 Non at the discretion of users, part of process
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BI is pretty mature
 50-60% of new projects released with BI

BI Trends

capabilities  Some are already a part of DRP  Not real time… but more frequent  A lot of knowledge in internal BI departments  Market crowded with BI vendors & specialists  Almost all vendors have some BI capabilities

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BI in Israeli organizations

BI Trends

75% have a central BI department

Very few with have a formal BICC
Source: STKI BI Round table, 2008: http://einatstki.blogspot.com/2008/06/business-intelligence.html
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BICC: BI Competency Center

BI Trends

The problem: Uncoordinated projects; BI silos; lack of standardization in definitions & technologies; not enough HATMAA
BICC roles:
 Promote the optimal use of BI across the organization
 Data governance (very broad term)  Data dictionary – define common terms  Data stewardship  Business-oriented (sometimes will be a business unit)

 Deciding on BI priorities
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BI Staffing ratio
Average size of Israeli BI/DW department: 10-15
 6.5% of IT department (between 3%-12%)
 BI positions:  System analysis  Development  Implementation  ETL + data modeling  Testing, training, support

 DBAs and business analysts NOT usually in BI dept.
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BI General Platforms (Part 1):
Package
SAP BW
Microsoft SQL Server 2005, Performance Point

Rep in Israel
SAP Israel

Integrators
Ness, IBM, HP-EDS, Advantech, Taldor, SRL, Malam-Team, Xact, Gilon Consist, Gilon, ONE1 BI, HighView, Opisoft, Advantech, Gstat (datamining), SRL, Bynet SW Libi, Opisoft, Seven-D, Gilon, Consist, Advantech, Bynet SW, IBM, Data Mine, Mirkam (Energy), Malam-Team, ONE1 BI, Normative ONE1 BI, Consist, Point of View, Gilon, Matrix, IBM, Data Cubes, VisionBI, Active View SRL, Gilon Oracle Consulting, Taldor, Gilon, Advantech, Yael, IBM, ONE1 BI, Malam-Team
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Microsoft Israel

Cognos (An IBM company)

Libi

Business Objects (an SAP company) Webfocus OBI EE (Enterprise Edition – mainly Siebel Analytics)

Matrix SRL

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Oracle Israel

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BI General Platforms (Part 2):
Package
SPSS
SAS

Rep in Israel
Genius
Mia Computers

Integrators
Genius, Gstat, Matrix
Mia, Gilon, Pareto, Business & Decisions Israel Gilon, Consist, HighView, Bynet SW, Data Cube, Integrity, ONE1 BI, Ness (Panorama on SAP BW), Business Solutions, Citrine BI, VisionBI Gilon, Consist, ONE1 BI

Panorama

Panorama

Qlikview

Net-Intent

Microstrategy
EIS (Sigma) Actuate iServer (Enterprise Reporting) Syndera (Operational BI) Dynamics BI (BI Microsoft Dynamics - ERP and CRM) Spotfire (acquired by Tibco)

Mittwoch
Gilon PerformanceSense PerformanceSense Highview Yael Software

Mittwoch
Gilon PerformanceSense PerformanceSense Highview Yael Software

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BI Specialized Products:
Package
DQA BI Portal Tachlit CDI OLAP cube manager Verix (Business Events) EQM PowerView Babylon Enteprise Polestar (Business Objects – An SAP Company) Gstat Analytical Platform SAP BIA (BI Accelerator)

Marketing Company
Gilon Gilon Gilon Gilon Gilon Consist HighView Ness Matrix Gstat SAP, HP

Description
Data Quality Dashboard, BI Portal Customer data enrichment and unification Solution for MSFT OLAP cube

Identifying business events (exceptions) automatically and proactively
Monitoring and Configuration Management for Business Objects Generation of BI data in Powerpoints Metadata/ data retrieval Data Exploration and Visualization Next best offer, Supply Chain Appliance for accelerated BI performance
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BI Suits: Positioning in Israel 1Q09
B.O Cognos (SAP) (IBM)

Local Support

Oracle Panorama OBI EE Microsoft SAP BW SAS Information Qlikview builders

Worldwide Leader

Vendors to Watch:

Spotfire

This analysis should be used with its supporting documents

Tableau

Market Presence
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This positioning does NOT take into consideration the depth of analysis with these tools

BI – Selected Installations 2008-1Q09 (Partial List)
 Business Objects: Super pharm, Aladin (OEM), TTI (OEM), Finjan (OEM), Yedioth Information Technologies

 BOXI upgrades: Bank Leumi, Bank Discount, Partner, Bezeq, O12, Netvision, Migdal, Clal
 Spotfire: Invenstment company (includes mashup with Google maps)  Qlikview: Colmobil, Ophir optronics (on SAP)  Panorama: Coca-Cola also on BW (Highview) and other central bottling company companies, Storenext, Bituach Yashir, Modu, Sweetim, Opticana, Shabas, Rashim, Shapir, Land Authority, YES, Postal Authority, expansion in Bank beinleumi  Oracle (OBI EE, SE, 1SE): Ministry of Finance, UPS, Sanfrost (Gilon), Gadot (1SE), Telemap, IAF
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Business Intelligence and Data specialists in Israel - Partial List (Alphabetical)
• Aman – Stood out in data management • Activeview • Advantech • Byon - KPIs • BI-Pro – stood out in strategic BI consulting • Business & Decisions • Consist – stood out in BOXI upgrades • Data Cube (BI for Retail) • Eternity • Ergo – stood out in Balanced Scorecard consulting • Gilon – stood out in strategic consulting, risk mng, BICC, financial BI • Gstat • HighView – stood out in panorama, BSC/dashboards • HMS – stood out in strategic financial BI, risk management • IBM • Inquera – stood out in product catalog data cleansing • ONE1 BI • Opisoft • Matrix – stood out in EIM (enterprise information management) • Pareto – Data Mining • Point of View • Normative • PerformanceSense – BSC and KPIs consulting • Synergy advanced analytics – Analytics and Data Mining
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MDM

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Data Governance is A BIG TERM

Data Mng. Trends

DATA Governance
DATA Dictionary: A good practical start
Products: dedicated metadata tools/ EIM tools/ Babylon ent./ Wiki tools
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Data Management & MDM
Awareness for data quality and cleansing

Data Mng. Trends

within the boundaries of migration project No awareness for on-going data management MDM term and concept becoming popular Very few will acquire MDM platforms during 2009

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Data Management
A painful subject for many organizations

Data Mng. Trends

Who’s responsible for the quality and consistency of

information? (Mostly no one) Data quality is now considered important Importance increases as BI becomes more critical and ACTIVE (for example, risk mngt.) The biggest challenge is organizational change and work process change Data governance and stewardship One definition of client/financial/product data
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STKI CIO Survey 2009: Are you planning to enter MDM?
60%

Data Mng. Trends

51%
50%

40%

35%

36%

27%

30%

26%

2008 2009

20%

11%
10%

0%

Not familiar with term

No plans

Plans to enter MDM
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MDM Reality in Israel

Data Mng. Trends

 Most Israeli organizations don’t have a business

entity that is in charge of Data  Organizations like the MDM model but most will not go out and “buy” an MDM product  Some are considering using their DW as MDM (some are starting to)…  Drivers for EIM projects  Risk management DWs (i.e, Basel II)  Mergers
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MDM/ Data Hubs in Israel
Package
Oracle Data Hubs Oracle Siebel UCM (CDI) Oracle Hyperion (financial data) SAP MDM IBM WCC (CDI), WPC (PIM) PIM - QAD SAP Israel IBM Israel SIT

Rep in Israel
Oracle Israel

Integrators
Matrix, Yael, and other potential partners Ness and other potential partners IBM, Matrix

Tibco (CIM – product data, Telecom)
Informatica Microsoft (acquired Stratature) Teradata MDM (+i2)

Yael
Aman Microsoft Mittwoch

Yael
Aman Mittwoch
Worldwide 141 CDI Leader

Inquera: Specialists in MDM PIM (Product Information Management)
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Independent Data Cleansing tools in Israel (Partial list):
Package
Trillium Informatica IBM Information Server Microsoft (acquired Zoomix) Gilon – data enrichment, DQA – data quality assurance Dataflux (SAS) Inquera – product data cleansing

Rep in Israel
Aman Aman IBM Microsoft Gilon Mia Inquera

Integrators
Aman Aman

Gilon Mia Inquera

* This list doesn’t include other Data Quality tools
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Worldwide CDI Leader
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BPM Orchestration

BPM Infrastructure

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BPM Trends

How do we produce innovation?

Your Text here

Your Text here

That will help grow revenues?
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BPM Maturity Model 2009
Business Value
Investment to make money Cut costs, Increase productivity
Workflow

BPM Trends

BPM suites
BAM
IT+business Project
Pure Business Project Size of figure = complexity/ cost of project

Process modeling

Commodity IT Services Investment for regulations Using Implementing Looking

Market Maturity
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The BPM Life Cycle

BPM Trends

Continuous process change

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BPM Adoption Forms
• Tactical BPM

BPM Trends

The goal: automating manual tasks, increase efficiency, use BPM/Workflow as tool for quick processes development platform

• Process improvement
The goal: agility, continuous improvement

• Transformational BPM
The goal: Increase innovation, redefine processes, gain competitive advantage
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BPM Drivers in Israel 2009
• Main target: improve existing processes • Ability to provide answers to crossdepartmental processes • Platform for packaging new competitive products quickly • Regulations – an added benefit, not yet considered a driver in Israel • Don’t rely on cost reduction in first year!
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BPM Trends

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How much time does it take to develop BPM-based processes?
• Simple: 1 week – 1 man month • Complex: 6 man months
Type of process
Simple

BPM Trends

Example
Travel request process

Risk Departmental/ #of ROI level Cross-org. interfaces potential
Low High Departmental Crossorganization 1-2 >3

Time to develop

Low-medium 1 week – 1 man month Very High 6 – 8 man months

Complex Cross-company procurement process

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Tips for BPM projects:

BPM Trends

• Establish infrastructures: ECM, Integration • Make long term plan • Iterative development • Management backup • Consider BAM right at the start • Architect role is important! • Identify most important processes to improve • KPIs and ROI even for the more simple processes
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BPM MEGA Trends
• Market starting to mature:

BPM Trends

More complete “BPM Suits” that provide modeling, execution and BAM under the same roof

• But not completely mature yet:
Too many players Different leaders in different categories

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BPM Reality in Israel
• 2009 will show increased interest in BPM
Tactical BPM BPM as a foundation for IT agility BPM for IT / enterprise architecture – not yet

BPM Trends

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Interest in BPM rising: main technology for 14% Source: STKI CIO Survey 2009
70% 63% 60%

BPM Trends

50%

40% 35% 30%

27%

2008 2009

20% 14%
10% 10%

14%

0%

BPM

Collaboration and WF

BI/ Data Mining

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BPM Players in Israel – Part 1:
(Does not include Integration-centric BPM)
Package
Oracle BPM (formerly BEA) Oracle BPEL, BAM Aris ProcessGene FileNet, Vflow Tibco BPM IBM BPM (Modeler, Process Server)
Modeling
Execution

BAM

Israeli Rep
ONE1, Oracle

Integration Partners
ONE1 (Liam), Advantech, Mckit, Matrix–Aluna Advantech, Yael, Taldor, eWave, ONE1, Matrix-Aluna, Unitask, Malam-Team Malam-Team, IBM, HP-EDS

X

X

X

X X X X X

X

X X

Oracle Israel Seker ProcessGene

X X

X X

Yael - IFN Yael

IBM, Yael IBM, Risotech-Elad, Matrix, Midlink, Yael-IFN, Ness TSG, Tangram, advantech Bynet, Advantech, Matrix, Malam-Team, Yael, Netwise, Millenium, Elad, SRL, HP, Omnisys,others… Matrix, PNMsoft
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X

X

X

IBM Israel

Microsoft WWF, Visio

X

X

Microsoft Israel Matrix, PNMsoft

Sequence

X

X

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BPM Players in Israel – Part 2:
(Does not include Integration-centric BPM)
Package
Modeling Execution BAM

Israeli Rep

Other Integration Partners

AgilePoint Software AG BPM

X X

X X

X X

SRL SPL Software

Ultimus
Nintex Workflow 2007 (WF in MSFT environment) QPR (integrated BPA + CPM)

X

X
X

X

Tiuv
Bynet SW

X X

X

Top-IT Top Solutions Many Potential Partners – all SAP Integrators

Captaris (acquired by Open Text)
SAP BPM/WF EMC (Documentum + Proactivity BPA/BAM) JCAPS K2 X

X

X

SAP Israel

X

X X X

X

EMC, Ness Sun Malam-Team Advantech, Aluna

CaseWize

X

X
X

HMS
Danshir
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Human-Centric BPM Positioning in Israel 1Q09
Doesn’t include modeling or Integration-centric BPM
Vendors to Watch:

Software AG
Nintex SAP

Local Support

Documentum Sequence (PNMsoft) Oracle BPM IBM K2 WWF Ultimus Vflow/ JCAPS Filenet Tibco Agilepoint

WF/ contentoriented Worldwide Leader

This analysis should be used with its supporting documents

Market Presence
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Modeling / Business Process Planning Positioning in Israel 1Q09

Local Support

Aris
Worldwide Leader

ProcessGene

Vendors to Watch:

IBM Modeler QPR Casewise

This analysis should be used with its supporting documents

Market Presence
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Human-Centric BPM Selected Installations 2008-1Q09 (Doesn’t include EAI-BPM)
IBM : IAF, 2 army units Sequense (Panam): Philips, Israeli government, Ministry of Defense, Tnuva subsidiaries, Makhteshim AgilePoint: Bank Leumi, Netivey Ayalon, Shabas Tibco BPM (iProcess – formerly Staffware): BAM – Pelephone Microsoft WWF: Comverse (Bynet), Meches (MalamTeam), Taasuka (Malam-Team) Nintex: Zim, Modu BEA BPM: YES, Paltel

Software AG: Clal
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Portals & Web Trends

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Portals/Web Maturity Model 2009
Business Value
Investment to make money Cut costs, Increase productivity
Gateway Portals
External Web 2.0

Web & portal Trends

Mobile Web

Internal Web 2.0 Operational Portals

IT+business Project Pure Business Project Size of figure = complexity/ cost of project

Commodity IT Services Investment for regulations

Using

Implementing

Looking
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Market Maturity
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Enterprise Portals
Current State in Israel
Becoming a “non-issue” Most using enterprise “gateway” portals

Web & portal Trends

Portals are a now a part of different projects
Most large organizations have more than 1 portal technology in place Phase 2 of enterprise portals: Using web 2.0 tools in portals

Adding lightweight Workflow capabilities
Using portals for “mini” operational processes
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Enterprise Portals: Players in Israel
Company
IBM

Product Name
Websphere Portal Workplace Services Express NEW – Web 2 Workplace: “Hannover” SPS/MOSS

Integrators
IBM, ONE1, Matrix, RisotechElad, SPL-Idor, KITS-advantech, Midlink, C-soft Matrix, Malam-Team, SRL, eWave, Netwise, Elad, Bynet, HP, Advatech, We!, Byon, Yael……… Oracle Portal: Matrix, eWave, Taldor, Advantech, Unitask, Malam-Team, Oracle Consulting Plumtree/BEA - ONE1, Mckit, HP-EDS, e-Wave Ness, Taldor, Malam-Team, SRL, Xact, Advantech, HP-EDS, IBM, B2 Tech, E121 Matrix
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Microsoft

Oracle

Oracle Portal, Web Center, Weblogic/plumtree

SAP Israel Matrix

SAP Portal Vignette, Peoplesoft Portal

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Portals Positioning in Israel 1Q09
SPS/MOSS SAP EP

Local Support

IBM Websphere Portal
Oracle + BEA

Worldwide Leader

This analysis should be used with its supporting documents

Market Presence
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Enterprise Portals – Selected Installations 2008-1Q09 (Partial List):
IBM WPS: Pelephone (cellular portal), Amidar, IBM Expeditor: Isracard

MOSS: ECI (Bynet), El Al (Bynet), Mekorot (Bynet), Solel Solar Energy (Bynet), El Al – amadeus portal (Bynet), Avney Rocha (Elad), Neviot (We!), Cellcom (eWave), Iscar-Berkshire (eWave), Liveperson (SRL), Investment company (Yael), Modu, Animation lab (Matrix), Leumi Card (Matrix), Visa CAL (Matrix), bank leumi (Matrix),, IAF (Matrix), M. of Education (Matrix), Malan (Matrix)
Moss upgrades: Bezeq (Bynet), Phoenix (Netwise), Sochnut yehudit (ewave), Sandisk (ewave),Pelephone, Neviot (We!), Rabin medical center SAP Portal: Meshek & Calala (SRL) Oracle Portal: UPS

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External Website trends
Self Service will be most important From mass to individual communities Adoption of collaborative Web 2.0 tools

Web & portal Trends

Increased interest in Open Source WCM tools
Increased awareness to accessibility

Orgs looking to better analyze business trends in their websites
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Examples of Israeli External Blogs/Wikis

Web & portal Trends

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External Portals in Israel
Web 2.0? Virtual Worlds?
Yes 58% No 42%

Web & portal Trends

Source: STKI Web2 Round table, 2008: http://einatstki.blogspot.com/2008/08/web-20.html
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External Portals in Israel

Web & portal Trends

Personalization and self service

Source: STKI Web2 Round table, 2008: http://einatstki.blogspot.com/2008/08/web-20.html
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WCM/ External Portals tools: Players in Israel
Company
Matrix Microsoft IBM Bynet

Product Name
Vignette MOSS Websphere Portal + Web2 Sitecore

Integrators
Matrix Matrix, Malam-Team, SRL, eWave, Netwise, Elad, Bynet, HP, Advatech, We!, Yael, Tvuna, Byon…… Matrix, Risotech-Elad, IBM, ONE1, SPL-Idor, KITSadvantech, Midlink, C-soft, Taldor Bynet

EZ Content
WebTrends (Web analysis)

Bynet
Bynet

Scepia Daronet

EPIserver
Netwise Consist Tridion Telerik CMS (PHP)

Netwise
Netwise Netwise Consist

Interwoven
Fatwire Oracle SAP Israel

Xioma
e-Wave Oracle Portal, Web Center, Weblogic/plumtree SAP Portal

Xioma
e-Wave Matrix, eWave, Coral, Taldor, Advantech, Unitask, Malam-Team, Qesem, Oracle Consulting, BEA - ONE1, Mckit, HP-EDS, e-Wave SAP Integration partners
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Portals: WCM Open Source
Company
Joomla, Drupal Drupal Wordpress Dot Net Nuke Consist

Israeli specialists (partial list):
OpenIT eWave Malam-Team PHP-based CMS product

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External Portals – Selected Installations 2008-1Q09 (Partial List):
IBM WPS: Pelephone (cellular portal) Vignette: Mako MOSS: Water authority (Bynet), Bezeq self service (eWave), Bezeq site (Bynet), ECI Extranet (Bynet), Police, Social Security, Tehila – blogs, Oranim College, VISA CAL (Matrix), Clalit (Matrix), GOVX (Matrix), Debis extranet (Matrix) Moss migrations: Rakevet Israel (Netwise) EPI Server: Strauss, Colmobil, Hachotam eWave eGen: Winwin, Reshet, Pelephone music store
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More willingness to experiment ?
Source: STKI CIO Survey 2009
50%
43% 39%

Web & portal Trends

Will you consider gaming, podcasting and social networks for organizational use?
45% 40% 35%
27% 33% 35%

30%
25% 20%
14%

2008 2009

15% 10% 5% 0%

No way

waiting to see what happens

Definitely yes

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To summarize…
• Applications will be consumed differently: Smaller, low risk, low budget and quick payback SaaS will be considered for “new” areas • Important to balance “cut costs” & “grow the business”
 New models (SaaS, OSS) will free up resources to do that

• BI efforts increase, data quality because you ‘have to’ • Set the ground for BPM – it can take a year • Social tools will (quietly) penetrate:
 Internal (employee-facing) – wikis, blogs, social networks  External (customer-facing) interactions – web 2.0 sites
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My Topics

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For more ideas and research go to: www.einatstki.blogspot.com

Thank you!
Einat Shimoni EVP & Senior Analyst Enterprise Applications, Analytics & KM Strategies

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