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Course 1

Sales Enablement Playbook


Data Integration Hub
Bijan Olfati

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Safe Harbor Statement
The following is intended to outline our general product direction. It is intended for
information purposes only, and may not be incorporated into any contract. It is not a
commitment to deliver any material, code, or functionality, and should not be relied upon
in making purchasing decisions. The development, release, and timing of any features or
functionality described for Oracle’s products remains at the sole discretion of Oracle.

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Table Of Contents

• Strategic Rationale - Business Challenges/ Needs in the solution space


• 2 Mins & 20 Mins Pitch of the solution
• Who to sell to – Stakeholders
• Sales Plays – Solution positioning options, incl. cross-sell / up-sell opportunities
• Sales Challenges – Challenge questions and Responses
• Competition & OFSAA solution's competitive differentiators
• Sample Use-Case Studies
• Value proposition & Call to action
• Internal resources available
Strategic Rationale –
Business Challenges/ Needs in Solution space

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Ability to implement, collate, manage and maintain unified data
environments has become central to many strategic enterprise initiatives

Management is challenged with


running a profitable business Data Challenges
with changing Regulations

Availability
Risk
adjusted
returns
Reliability
Capital
manage
ment
Enterprise risk
view across
credit, market, Granularity
Increasing Velocity liquidity,
operational….

and Complexity of
Calculations

Oracle Confidential – Restricted 6


Oracle Financial Services Analytical Applications

Data
Management
Building Blocks
Shared components across applications – necessitate a common sourcing strategy

Risk Performance Compliance Customer Insight

FINANCIAL SERVICES BUSINESS INTELLIGENCE


Each application shares a
Reports Alerts Dashboards Embedded
common data model,
Unified Analytical Metadata

infrastructure and business


intelligence layer…
FINANCIAL SERVICES ANALYTICAL APPLICATIONS INFRASTRUCTURE

Computations Common Tools Business Rules Stochastic Modeling These common “building blocks”
are fully leveraged from
application to application to
FINANCIAL SERVICES ANALYTICAL APPLICATIONS DATA MODEL ensure data consistency,
traceability and availability
Pre-Integrated/
Data Common Objects Common Dimensions
Extensible
High Volume throughout the enterprise…
Sources
In order to position the Data Integration Hub effectively, we need to determine
the specific drivers at the account level.
Tier One Banks Regional Banks
Highly disparate SORs with duplication of Expectation of Growth and Regulatory
data, competing definitions and quality Responsibilities
standards.
Analytical Capability Optimization
Regulatory triggers creating demand for Process and Cost Optimization
data programs
BCBS239 Data and Channel type proliferation
CCAR Maturing Markets
Strategic Programs such as Risk/Finance Expansion into new LoBs
Transformation M&A
Analytics based strategies coming to
fore
Data and channel proliferation
Oracle Confidential – Restricted 9
2 Mins and 20 Mins Pitch

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2 Minute Elevator Pitch for DIH

DIH Solution rationale: DIH optimizes the OFSAA data value proposition
The DIH addresses the challenge of needing to be able to 1. Enhances the implementation risk mitigation of pre-built
source, standardize and manage the data from systems of assets through the pre-built data mappings and
record into the FSDF’s single data environment. relationships to the Stage and Results Areas of the FSDF.
It also addresses the challenge of maintain the mappings 2. Enhances the TCO profile of OFSAA as future on-ramping of
and standardizations over time as the OFSAA environment new SORs needed for new Use-Cases become both easier to
changes and with it the FSDF. It reduces cost, complexity implement and maintain.
and TCO of the OFSAA solution environment.
3. Create a single-source of data ingestion across the
enterprise.
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Data standardization for a typical enterprise is a daunting
task…
Regulatory Pressures

Manual Processes

Silo’d Views
Numerous Data Integrity Issues
Disparate Spreadsheets Inconsistencies
Capital Plans

Systems FR-Y14’s
Quality Concerns

Lack of Accountability Other

Ineffective Monitoring &


Reporting
Reporting
BI BI Requirements
BI Time Consuming
BI

Multiple Data
Warehouses Challenges
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Data Integration Challenges
Moving Forward

Standardize
and unify data
OOTB sourcing Reduce effort
integration of spent on
OFSAA with ongoing
Oracle products maintenance

Reduces
Build interfaces
inbound ETL Integrate
with other
and enables Data source systems
Lineage
Oracle Financial Services Data Integration Hub
Key Features
Open Tool for Partners Logical Data Mapping
& Customers to build or
extend connectors

Oracle
Financial
Services Data
Integration
Pre-built Oracle Hub Simplified Object Representation
Product Integrations & OFSAA Lineage

Multiple Source Adaptors


via Oracle Data Integrator
Oracle Financial Services Data Integration Hub (DIH)
OFSAA
Databases Staging Processing Results

Legacy

Files
DIH

XML
Who to sell to - Stakeholders

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Target Audience
Role Responsibility & relevant Use-Cases Analytic Need
P&L Trends and P & L potential
Complete context of relevant analytics
Complete and timely data for analytics
LOB Head Overall LOB P&L
e.g. Risk-Adjusted Lifetime Profitability of
Customer/Product for marketing, product
development, RAROC etc.
Overall submission to regulators for a variety of Product profitability
CRO/CFO (regulation needs) regulatory mandates such as Basell II, Call Reports, Customer product preference analysis
Asset-Quality Review etc. Customer trends
Measurement, Management and Forecasting of
the Finance, Profitability and Risk of the Banks
Manage the Finance, Risk and Capital of the bank. assets and liabilities.
CRO-CFO (BAU needs) Devise strategies for more effective use of bank’s Granular analysis of products, counterparties,
capital for the level of risk deemed acceptable. LoBs to determine effective capital planning
Effective aggregations of the banks exposures
for planning and mitigation of risk.
Data & information management and
Infrastructure planning and management for all the governance.
IT – CIO/CTO and CDO
channels Cost and Complexity mitigation with operational
sophistication optimization
Sample Sales Plays – Addressing market and
customer needs

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Some Notes
• The plays listed here are for requirements in and around profitability, performance and customer Analytics - to give
a perspective to sales teams of what solutions/ solution bundles to lead with
• Transformational initiatives will require custom solution architecture design
• The plays address applications in OFSAA and related Oracle Applications
• Technology components such as Oracle Database and OBIEE are standard components for the solution bundles
• Exadata is a desirable component based on client budget and preference since volumes, particularly in Retail
segment are typically huge.
• Other components like ODI (for DIH) or Essbase to be positioned where applicable

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Unified Data Provisioning for
Analytics across the Bank
– Play 1
Bundle 1 Smallest Bundle

Segment Customer Need


A reconciled,
transparent data
provisioning capability
expressly for Business
Users
Role to focus on A pragmatic solution
that can be built out
over time and
CIO/CDO maintained
Financial
Analytical Data
A data management Services
Applications Integration
Wholesale capability that can Data
support governance + Infrastructure + Hub
Bank and quality in Foundation
‘business time’
AAI DIH
FSDF
A data environment
that supports direct
business user access

A data environment
that can align the data
needs of Risk, Finance
and Regulatory
mandates

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Finance and Risk – Play 2
Transformation Bundle
OFSAA ‘Platform’ Bundle
2

Customer Need

Requirement to align +
Role to focus on the data consistency
and transparency
between Finance and FSDF
Risk functions of the
GL Recon
CIO/CRO/CFO bank

Enable complex
aggregations of Risk
and Finance data for
multiple reporting +
requirements across
functions and
regulations from
single environment.
Wholesale/
Retail Bank
Enable reconciled, DIH
timely data AAI
provisioning at levels
of granularity to
support net new +
business capabilities

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Sales Challenges – Challenge questions and
Responses

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Top level Challenges for sales in positioning DIH
• Many banks have a build preference around data management programs.

• Many banks have been ‘burned’ with data management vendor solutions that demanded extensive
project cost and time commitments and yielded little real value.

• Data Governance is difficult to get right and tends to make banks lean towards more tactical deliveries
which in turn support the ‘build’ against the ‘buy’.

• Many clients have a great deal of business logic, technical meta-data and data treatments baked into
their existing ETL tools. We must be able to show either compatibility with or leverage of that built in IP.

• Ease of Implementation, Use and Maintenance of the DIH is critical to overcome tool-specific bias born
from having in-house skill sets around specific ETL technologies.

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Comments Counters Opportunities

We already have 1. DIH has many ETL capabilities but it does Show how the DIH can both
considerable investment not have to be deployed as a rip/replace complement the existing ETL assets
in our ETL tool. Why do of your existing ETL infrastructure. and rationalize – rapidly and safely
we need to add another Rather it can be deloyed as means of – the ones that were created for
one? supporting the data sourcing needs of silo’d reasons and are now more
your OFSAA specific requirements more burden than benefit.
rapidly and cost effectively than
standard ETL. You can migrate as much
or little of the data transformation needs
to DIH depending on your needs.
2. DIH will give you a much easier
maintenance obligation as it will be
updated in lock-step with the OFSAA
environment. Your ETL commitments will
be meaningfully reduced and
governance capabilities therefore
enhance and assured with respect to
OFSAA and other applications
provisioned from DIH.
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Competition & OFSAA solution's competitive
differentiators

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Marketplace Reality

• The trigger is mostly regulatory driven, however business


ROI capability and reduction in program cost and time is a
key differentiator
• The biggest competitor is the client’s own desire to build.
• Increasingly data challenges are being addressed with Big
Data solutions or are being considered within big data
paradigms.
• Clients are looking to see fast, high value deliverables,
there is very little appetite for large “EDW” programs
Key Differentiators
Simplify data acquisition Inbound and outbound Support organizational-wide
into OFSAA data services for OFSAA IT transformational projects

Eliminate the need for Significantly reduce time


traditional ETL programming Satisfy Regulatory demands spent on product
for a variety of Oracle for standardization and integrations and focus on
products unification of data sourcing managing the daily
operations
Utilize the ability to work with
Ensure future compatibility partners and System Process/execution
and minimize changes over Integrators to build optimization for OFSAA
time, driven by evolving Integration packs for popular data and known use cases
data requirements sources

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Oracle Value Proposition – Time & Risk
Standard DW Implementation: significant time to design, build, implement & test.

Production &
Requirements & Analysis Design, Build, & Test Rollout

2+ Years
Requirements &

Design, Build,

Production &

OFSAA (FSDF + DIH): drastically


Analysis

Rollout
& Test

shortened time to value, significantly


reduced implementation risk.

18-26 Weeks
Sample Use-Case Studies

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Integration Use Case - Regulatory Reporting

Source Data Data Governance Studio

Staging Area Processing Area Results Area REPORTER Portal

Loans Customer
OFSA Applications
Deposits Account
Regulatory
Reporting
Trades D Ledger
I
H Master
D
Risk Factors
Third party Applications I OBIEE
Data Quality Management
H Reporting
Gl Balances
GL Recon

Master Data Manual Adjustment

Customer OFS Analytical Applications Infrastructure

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Oracle Confidential –
Integration Use Case - Data Management (BCBS239)
Enterprise Business Glossary
Metadata browser

Data Governance Studio


Data Quality GL Recon Model Risk Management

Control Monitoring Issues and Action plans Key Indicators

OFSAA Staging Processing OFSAA Results Reg. Reporting


Tool
Source Product
Systems Processors DQ Dashboards
OFSA Applications

Transactions ICAAP
D
Customer I Customer
Basel Analytics
(OCH) H
D ESTCP
Collaterals I
Third party Applications
MDM H Reg. Reporting
(DRM) Master Data
Solvency II

OFS Analytical Applications Infrastructure

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Oracle Confidential –
Integration Use Case - Pre-built Integrations for Enterprise Risk & Finance
Common Accounting Hub General Ledger Financial Management Analysis &
Source Systems Staging Reporting
Detailed GL Balances Ledger Consolidation
Balances
Data
Billing and Structures Daily Average Financial Close &

DIH
Revenue Customer Accounting Balances Disclosure
Account Rules
CRM Transactions Balances Dashboards,
Ledger Balances Reports, Ad Hoc
… Financial Adjustments
Core Banking
Systems Common Processing
Enterprise Common Results
DIH

Dimensions Oracle Engines


Other Bank Enterprise Finance
Systems OLAP Analysis
(Channel etc.) Data Quality (Profitability, FTP, ALM)
RAPM
Data Enterprise Risk
Core Reference
Repairs (Credit, Market, Operational,
Liquidity)
Market Data Financial
Recon Alerts &
Other Finance & Risk Engines Exception-
Org Structure Adjustments Risk / Treasury Engines Finance Engines Management

Master Data Management

Engineered Systems (Software / Hardware)


Key Takeaways & Call to action

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Segments to focus on
• Tier 1 banks with strategic data centric programs such as
Risk/Finance Transformation, Big Data, and high regulatory
exposures such as CCAR, BCBS239, Basel III, Stress-Testing etc.
• Tier II Banks that aspire to become Tier I
• Clients with existing OFSAA footprints but without FSDF and DIH
• Clients with old OFSAA footprints that will need to upgrade
• Clients with known, recent inorganic growth (they will have inherited
a whole new set of complex, fragmented data resources)

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Key Take-Away: Pre-Built, Rapid Delivery of Source data mapping for optimization of
OFSAA environment
Internal resources available

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Oracle Confidential –
Resources Available

• FS Central
– DIH Product Deck
– DIH Recorded Presentation
– Solution Lead – bijan.olfati@oracle.com
• Product Manager – Bhargava Srinivasa
• Product Marketing – Jenna Denko, Amy Bielecki

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