ontos talk at lswt 2013
DESCRIPTION
Semantic Web Day 2014 in Leipzig about Triplification of Data into RDF and the orchestration of the process.TRANSCRIPT
LinkEASY (Prototyp) Linked Data Prozess Orchestrierung LSWT2013 – 23.9.2013 (11:15 – 12:45)
Daniel Hladky, Ontos AG/GmbH
1
OntoQuad SPARQL RDF Store
Structured data sources like CSV, XLS, RDBMS
Unstructured text document sources like HTML
Extraction and conversion tools “LinkEASY”
Data storages
LOD Cloud
SPARQL endpoint Datasets
RDBMS
BI, Reporting, Analisys
OntosMiner / Eventos
Sales Process
Phases (Roles)
Key
Activities (*Required to
move to next Phase)
Result
Identification (Sales/PS/BSPM/Reg. Mktg.)
Qualification
(Sales/PS)
Cover-the-Buying Center
(Sales/PS/Services)
Proposal (Sales/PS)
Qualified Opportunity
Appointment Obtained at the Right Level
Personalized Proposal Submitted Relationships with all
BC-Members Order/Contract Signed and Booked
PHASE 1
Decision (Sales/PS/Services)
o Proposal presented to all key members of the Buying Center
o Evaluation committee has recommended us (formal)
o Build trust and credibility within top mgmt.
o Solicit feedback from influential Buying Center members
o Closely observe and respond to competitors activities
o Restate value propositions
o Decision-maker says we have won (formal)
o All business and legal issues resolved (Approvals obtained & date set for contract signing)
o Perform win/loss analysis (with customer)
PHASE 2 PHASE 3 PHASE 4 PHASE 5
o Collect information and organization chart about customer (Internet, Annual Report)
o Target clients defined based on Target Customer Profile
o Identify other sources of new opportunities (contact list, by customer, by partner, ..)
o Define the best procedure
to contact this prospect (cold call, letter, exhibition, …)
o Obtain appointment
o Prepare meeting agenda
o Prepare appointment
o Execute initial visit (Michelin structure)
o Identify opportunities and check with PQP to identify strengths and concerns - Strong need/pain - Feasibility - Budget - Management support - Competition/USP - Decision criteria - Timeframe - Buying Center - ROI - Turnover vs. effort - Reliable Coach - Joint Action Plan - Cross validation
o Define strategy (use Opportunity Roadmap if project size requires)
o GO/NO-GO Decision o Set up OIAG Team selling
after GO-decision (if applicable)à („YES“ decision)*
o Gain access to all roles in the Buying Center
o All Technical issues resolved (Bus. Req. identified)
o Understand individual - Degree of influence - Perception of urgency - Business and personal goals - Decision criteria - Opinion
o Identify at least one Coach
o Define a win:win solution and convincing value propositions
o Select reference site (if necessary)
o Lobbying at the right level
o Understand and neutralize competitors
o Submit preliminary contract (if appropriate)
o GO/NO-GO decision („YES“ decision)*
o Personalized presentations based on individual needs
o All technical issues resolved or proof step completed (final review)
o Develop proposal (value proposition, solution) - Team
o Validate proposal contents and ROI statement (final review) with coach
o Fix date for presentation of proposal
o T&Cs submitted
o Solve open questions
o Monitor activities of competitors
o Evaluation Committee has recommended us/Decision maker says we have won (verbal)
Note: Go to Qualification & Cover the Buying Center if project is identified late
Project submitted to Pipeline Project submitted to Forecast
(‘Mandatory’ Activities in bold print)
Verkaufsprozess - Informationsmodel
4
related_to
related_to
has
has
consists_of
consists_of
consists_of
CRM: MS; SAP, SugarCRM, etc
Verkaufsprozess und Quellen
5
Information Sources
LD Prozess Orchestrierung „Triplifizierung - Information Integration “
“LinkEASY Prototyp”
6
Herausforderung “Komplexität”
7
D2RQ
LDP Orchestration Framework
Object Link Discovery Ontology mapper Miner / MiniDix
Ontology to RDB mappings
Ontologies LOD Discovery Results
Meta Information Database
OntoQuad
RDF Database
Ont
olo
gy
Edito
r
Ont
olo
gy
to
RDB
Ma
pp
er
Inst
anc
e
Edito
r
SPARQL endpoint
D2R
Q /
R2R
ML Automatic Link
Discovery
Manual Editing and Correction
External Relational Database
WWW
Download Ontologies
Create and modify Ontologies
Edit RDF Objects
Open Data Set - 2
Open Data Set - n
Open Data Set -1
Link RDF Database Objects to Open Data Set Objects
Map Ontology to RDB and generate RDF dataset
OntoQuad plays role of the central Storage for the collected triplified RDF data
LDP Orchestrierung “Vision”
1. Ontologie / Vocabular
9
!
!
OntoDix
2. Binding Data Set
10
!
!
3. Mapp Ontologie to Dataset
11
!
!
Mapp and create RDF dataset
Linking (LIMES)
CRM (SugarCRM)
13
CRM - News
14
CRM – ERP Data
15
CRM - DBpedia
16
Zusammenfassung
17
CentOS Android
LDP Orchestration - Outlook
¤ Web Applikation ¤ Linking, Fusion
¤ Monitoring
¤ WorkFlow / Customizing
¤ Widgets
¤ “Easy to Use”
¤ ToolBox - LIMES, SILK, etc - D2RQ, Sparqlify, etc
¤ Research Project 2014+ ¤ Interested ? Contact me
18
!
Q&A
Daniel Hladky Ontos AG / GmbH Schweiz / Leipzig T: +41 32 33292-50 M: +41 79 35350-43 E: [email protected]
19
OntoQUAD (free non-commercial use) http://www.ontos.com/products/ontoquad/ontoquad-registration/