Some Terms
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)
User Interface
DataSources
Oracle Business Intelligence Applications
Pre-Siebel Acquisition – Oracle Offerings
BIPlatform
DBI UI(PerformanceManagement
Viewer)
DBI Apps
EBS
Financials D
BI
Sup
ply Chain D
BI
HC
M D
BI…
Oracle DBI
3rd-Party(BusinessObjects,
Cognos, etc)
EPM BI Apps
JDEPSFT
Financial W
arehouse
HC
M W
arehouse
SC
M W
arehouse
PeopleSoft EPM
Other
User Interface
DataSources
BIPlatform
Oracle Business Intelligence Applications
Pre-Siebel Acquisition – Siebel Offerings
SBA Apps
SBA UI(Dashboards,
Answers, Alerts)
Financial A
nalytics
Sup
ply Chain A
nalytics
Workfo
rce A
nalytics…
JDE Other
SAPEBSPSFT SEBL
Siebel Business Analytics
User Interface
DataSources
BIPlatform
SBA Apps
OBI EE(Dashboards,
Answers, Alerts)
Financial A
nalytics
Sup
ply Chain A
nalytics
Workfo
rce A
nalytics…
Oracle Business Intelligence Applications
Oracle Offerings Today
Siebel SBARenamed to:
Oracle Business Intelligence
Enterprise Edition (OBI EE)
DBI UI(PerformanceManagement
Viewer)
DBI Apps
EBS
Financials D
BI
Sup
ply Chain D
BI
HC
M D
BI…
Oracle DBI
3rd-Party UI(BusinessObjects,
Cognos, etc)
EPM BI AppsF
inancial Warehou
se
HC
M W
arehouse
SC
M W
arehouse…
PeopleSoft EPM
JDEPSFT
Other
Siebel Business Analytics
JDE Other
SAPEBSPSFT SEBL
User Interface
DataSources
3rd-Party(BusinessObjects,
Cognos, etc)
EPM BI Apps
DBI UI(PerformanceManagement
Viewer)
DBI Apps
Oracle Business Intelligence Applications
‘Better Together’ Offerings – By End FY2007
SBA Apps
OBI EE(Dashboards,
Answers, Alerts)
Financial A
nalytics
Sup
ply Chain A
nalytics
Workfo
rce A
nalytics…OBI EE
(Dashboards,Answers, Alerts)
Financials D
BI
Sup
ply Chain D
BI
HC
M D
BI…
OBI EE(Dashboards,
Answers, Alerts)
“OBI EE” as the new UI
CY2006 Delivery
EBS
Oracle DBI PeopleSoft EPM Siebel Business Analytics
Financial W
arehouse
HC
M W
arehouse
SC
M W
arehouse …
JDE Other
SAPEBSPSFT SEBL
JDEPSFT
Other
BIPlatform
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’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, and OBI EE is also the new Business Intelligence platform for EPM & DBI. This gives us the ability to offer our customers the “BI application” solution that best meets their needs.
Myth: The Siebel BI Applications are for Siebel CRM only• Truth: These applications are ready to go today for Oracle EBS, PeopleSoft, and SAP, with
JDE coming this fiscal year.
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. But such a
purchase has nothing to do with product strategy – OBI EE is the strategic technology choice.
Myth: TSMs sell OBI EE; ASMs sell OBI Applications; BI sells both• Truth: We sell what best fits the customer’s needs. Pre-built BI Apps are a major differentiator,
whether it’s EPM, DBI, or SBA. Application deals are 3-4x larger than pure Technology deals.
• Message to TSM’s: Would you rather get 100% of a 200K deal, or 50% of a 800K deal (our average sales prices over the past 5 years).
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
• Fragmented• In-consistent• Report-centric• Restricted• Non-Intuitive
Hasn’t the promise of BI been there for the past decade?
…not easy to achieve!
The Business Intelligence Marketplace
0
60%
50%
40%
30%
20%
70%
10%
80%Current % User Penetration
66%66%51%51%
33%33% 30%30%10%10%
ERP SCM CRM BI Tools
BIApps
2010 Seat Estimates0
60
40
20
80
100Estimated User Potential
59 Million
ERPERP
CRMCRM
SCMSCM
BITools
BITools
BIApps
BIApps
98 Million
Sources:GoldmanSachsEstimates&DepartmentofLabor
2003
2004
2005E
2006E
2007E
2008E
$8B
$6B
$4B
$2B
$10B
Source: IDC, 2004
BI Applications
BI Tools
0
$3.8B
$3.7B
$7.5B$4.1
B
$8.1B
$4.2B
$4.6B
$8.8B
$4.5B
$5.1B
$9.6B
$4.7B
$5.6B
$10.3B
$6.2B
$11.1B
$4.0B
$12B
$4.9B
Market Size
Insight-Driven Business Processes
“Business intelligence (BI) is moving into the context of the business process, not just to make users’ information experience more effective, but also to allow for business process optimization.”
Software Macro-Trends: Reshaping Enterprise Software - Sep 2005
Oracle History in the Market
80-85% of COGN, BOBJ & HYSL’s revenue come from selling their “Tools” on top of an Oracle DW.
SAP sells SAP/BW with every deal – it looks and feels like a clean, integrated story (even if it’s not true).
At Oracle, 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 $1.4M 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.
Siebel Business Analytics History
In November 2001, Siebel bought nQuire Software – 55 employees, not much revenue, revolutionary BI Platform that is now OBI EE.
In FY2005, 27% of Siebel’s Revenue came from Siebel Business Analytics – both technology & applications.
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
Siebel Business Analytics History
3.5%Fair Isaac7
4.1%SAP AG5
6.0%NetIQ3
5.8%Epiphany4
1.9%NCR Teradata10
Coremetrics
Business Objects
SPSS
SAS Institute
Siebel Systems
Vendor
2.1%
3.1%
3.6%
12.7%
15.4%
% Share
9
8
6
2
1
Rank
Market Leader in Analytic Applications
for Sales, Service, and Marketing
Sources: IDC Vendor Rankings, Worldwide Customer Analytics Applications (2003), July 2004
Fastest Growing in BI Market
Siebel BI License Rev (U.S. $ Millions)2005 Revenue $120.3M
2003 20040
60
50
40
30
20
70
10
80
90
100
110
Oracle & Siebel in the BI “Tools” Marketplace
GARTNER COMMENTS ON THE SBA BI Platform
“Unlike other mega software vendors, Siebel's BI platform is application source independent and is, arguably, the best front end to a Teradata data warehouse.”
“Siebel Business Analytics is one of the more innovative and comprehensive sets of functionality among the BI platform vendors, including some advanced analysis and data-mining functionality and packaged industry-specific analytical applications.”
BI Platform acquired from nQuire Software in Nov 2001
Aerospace & Defense
Commercial Banks
Pharmaceutical
Computer Office Equip
Diversified Financials
Railroad
Medical Products & Equip
Telecommunications
Securities
Network & Comms Equip
Life & Health Insurance
5 of the top 6
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
3 of the top 6
5 of the top 6
3 of the top 6
2 of the top 4
3 of the top 5
Siebel Business Analytics History
So, the Opportunity for Us
Get in front of Cognos, 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, built on the new Oracle BI Platform (SBA), for PeopleSoft, EBS, Siebel, & JDE customers.
How do my campaigns impact call-handle time & cost to serve?
What impact does supplier performance have on customer satisfaction and revenue consistency?
Ser
vice
S
ervi
ce
Customers
Sal
esS
ales
Mar
keti
ng
Mar
keti
ng
Dis
trib
uti
on
Dis
trib
uti
on
Fin
ance
Fin
ance
HR
/ W
ork
forc
eH
R /
Wo
rkfo
rce
Op
erat
ion
sO
per
atio
ns
Pro
cure
men
tP
rocu
rem
ent
Customers
Customers
Suppliers
Suppliers
Suppliers
BI Applications are Almost Always Heterogeneous
In a Call Center, how does agent tenure, training, & compensation affect productivity & cross-selling?
Oracle BI Tools & Packaged BI Applications
Oracle Enterprise Business Intelligence Platform
Proactive Detection & Alerts
Interactive Dashboards
IntelligentCustomerInteraction
MobileAnalytics
Predictive Analytics
Ad-Hoc Analytics
Senior Executives
ManagersFront Line Employees
Partners
Oracle Enterprise Business Oracle Enterprise Business Intelligence Platform (EE)Intelligence Platform (EE)
• Next-generation, scalable enterprise BI platform
• Relevant and actionable insight for all users
• Complete, real-time intelligence across enterprise sources
• One common, fully-integrated modern web architecture
ETL & Business Adapters
Oracle Business Intelligence Oracle Business Intelligence ApplicationsApplications
• Comprehensive suite of prebuilt analytic applications
• For Siebel, SAP, PeopleSoft, Oracle, and other sources
• Based on industry and analytic best practices
• Enable rapid deployment, low TCO, & assured business value
SalesAnalytics
ServiceAnalytics
MarketingAnalytics
SupplyChain
Analytics
FinanceAnalytics
WorkforceAnalytics
PreBuilt Enterprise Business Model
Customer InteractionCustomer InteractionSystemsSystems
Operational SystemsOperational Systems
Sales & Mktg IVR SCMFin/HR Service Web Help Desk
Enterprise Data Warehouse
(EPM and/or SBA)
Existing Data Existing Data Warehouse & Warehouse &
Data Mart Data Mart SourcesSources
DW Design
Benefit from BI Applications while maintaining single BI architecture
Build from Scratchwith Traditional BI Tools BI Applications
Back-end ETL andMapping
Define Metrics& Dashboards
Training & Roll-out
Prebuilt ETL Business Adapters for Oracle, SAP, others
Prebuilt DW designAdaptable to your enterprise DW
Role-based dashboards and alerts Thousands of pre-defined metrics
Weeks or months
Pre-built ETL Tailoring
DW Design Mod
Specific Metrics& Dashboards
Training & Rollout
Quarters or Years
Faster deployment Lower TCO Assured business value
”“
Leverage Prebuilt Oracle BI Applications Proven Rapid Time To Value
Deployed to 800 users in under 90 daysFinance, Service & Sales Analytics (SAP/SEBL)
Live in 120 daysSales Analytics (SEBL)
4 months from decision to live for 1200 usersPharma Analytics (SEBL)
Live in 100 days, 9000+ usersFinance, Sales, Help Desk and Marketing Analytics (MSFT, SEBL)
Having had experience of Siebel Business Analytics, I can vouch that it can be deployed as rapidly as they
claim...It is a product that really delivers.
Deployed to 100+ users in 3 monthsFinance Analytics (Oracle EBS)
Dedicated Sales Force for NA
Susan CookGVP Sales
N. America BI
David NovakSales VP
CommercialERP/CRM/Tech
Duane CologneSales VP
NASA & PSERP/CRM/Tech
ChannelsOracle Direct
Sales Strategy
Adam DriverSC Director
N. America BI
John DudaSC Manager
Commercial BI
Scott HilnerSC ManagerNASA & PS
ROIEnablement
47 BI Sales Reps, 3 Channels, 15 OD, 2 Strategy/Comp Intell 44 BI Sales Consultants
Copyright ©2006, Oracle. All rights reserved. Oracle & [customer] Confidential
Where’s the Gold: Scenario 1Oracle Apps, Custom DW, Incumbent BI
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; 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, may need to make large investments in the BI/DW upgrade
• This is painful. OBI Apps are clearly the lowest TCO option. Easy upgrades are just part of the equation.
• Don’t forget about the power of the tech stack integration when Oracle is the DW.
• If it’s an Oracle tech stack, your value prop just about doubled.
Characteristics
Oracle Apps Customer
Custom Data Warehouse
Some other BI tool on top
Copyright ©2006, Oracle. All rights reserved. Oracle & [customer] Confidential
Where’s the Gold: Scenario 2Oracle Apps, No DW
Likely Issues Solution
• Do not have a true BI platform; operational reporting tools only allow for stop-gap, static reporting with little to no flexibility.
• OBI Apps require OBI EE, arguably the most advanced BI platform on the market.
• May have independent data marts that don’t allow cross-functional questions to be answered.
• OBI EE can “glue together” these independent data marts, leveraging these investments and allowing the toughest questions to get answered.
• Want a real Enterprise Data Warehouse but can’t afford to build it, or don’t have the time/knowledge/resources.
• OBI Apps include Enterprise Data Warehouse schemas that often implement in 90-120 days and cost a fraction of the build approach.
• Have user adoption and potentially data quality issues with EBS.
• Naturally, increasing the value of the information delivered to the end user will drive adoption of the operational application.
Characteristics
Oracle Apps Customer
NO Data Warehouse
Operational Reporting Tools Only
Copyright ©2006, Oracle. All rights reserved. Oracle & [customer] Confidential
Where’s The Gold: Scenario 3New Prospect - Heavy Competition from SAP
Likely Issues Solution
• Probably believe SAP’s approach is more scalable and more robust than Oracle’s approach.
• We need to turn the tide on this perspective – SAP’s BI solution will simply NOT work in any environment other than SAP. Furthermore, it’s not cost effective except for a small number of users.
• Probably believe SAP BI solution is more seamlessly integrated into their ERP applications. They are very good at positioning this.
• The fact is, SAP BW is very limited in it’s usefulness to employees on the front-line. It provides solid information for financials, and is good for executives, but leaves all other employees wanting more.
• If they are already an SAP shop, but understand the limitations of BW, you can be sure they are looking at alternate BI vendors (not us).
• 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.
Characteristics
Oracle Apps *Prospect*
Heavy Competition from SAP
Copyright ©2006, Oracle. All rights reserved. Oracle & [customer] Confidential
Where’s The Gold: Scenario 4SEBL CRM, SEBL Analytics, 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.
• Easily extend their Siebel Analytics deployment by including the pre-packaged Oracle BI Applications for ERP – we can’t lose on the economics here.
• Are likely custom building data marts or data warehouse for their Oracle Applications and planning on using another BI technology with it.
• 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.
Characteristics
SEBL CRM
SEBL Analytics (OBI EE)
ORCL Apps
Copyright ©2006, Oracle. All rights reserved. Oracle & [customer] Confidential
Where’s The Gold: Scenario 5Oracle DW, Oracle Tech Shop, Incumbent BI
Likely Issues Solution
• Have a maintenance nightmare w/ existing BI technologies because of too many moving parts, un-integrated technologies, poor performance.
• These solutions do NOT manage change or upgrades well. They are “report-centric” architectures. Example: moving from BOBJ 6x to XI is a redeployment, not an upgrade.
• Want a tighter, 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, Portal, BPEL, etc.
• Can’t answer questions across different data sources (Oracle, Teradata, SQL, etc.)
• OBI EE is the technology leader in the ability to join across multiple data sources. It is also “arguably the best front end to a Teradata DW (Gartner)”.
• 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.
Characteristics
Oracle DW Customer
Oracle Technology Shop
Incumbent BI Technology on Top