pre sales demo tools manual

pre sales demo tools manual
PJM
PRE SALES DEMO TOOLS MANUAL
Author:
Alan Blakely
Creation Date:
April 20, 2008
Last Updated:
June 23, 2008
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<Document Reference Number>
Version:
5
Copy Number _____
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Pre Sales Manual
PreSales_Manual-5-FINAL.doc
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Reviewers/Contributors
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Name
Position
Hartmut Wiese
Herve Parmantier
JDE Content & Proofreading
Proofreading
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Contents
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Introduction ........................................................................................................................... 1
Purpose & Usage............................................................................................................ 1
General ............................................................................................................................ 2
Chapter 1 – Oracle Accelerate (OA) ..................................................................................3
Chapter 2 – ADS (Application Demo Services) ...............................................................5
Chapter 3 – PDS ...................................................................................................................7
Chapter 4 – Speed Demos...................................................................................................9
Chapter 5 – Sizzle ..............................................................................................................11
Chapter 6 – Simbuilder .....................................................................................................13
Chapter 7 – UPK ................................................................................................................15
Chapter 8 – BI Publisher ...................................................................................................18
Chapter 9 – eBook..............................................................................................................20
Chapter 10 – Sales Methodology (Infomentis).................................................................22
Chapter 11 – EMEA Sales Training Workshop................................................................24
EBS Specific .................................................................................................................. 26
Chapter 12 – Oracle Business Accelerator (OBA) for EBS..............................................27
Chapter 13 – OBA on boarding process for new OBA EBS Partners............................29
Chapter 14 – Sales Navigator Toolkit (EBS) .....................................................................32
Chapter 15 – Forms Personalization .................................................................................34
JDE Specific................................................................................................................... 36
Chapter 16 – Oracle Business Accelerator (OBA) for JDE..............................................37
Chapter 17 – Configuration Development Kit (CDK) or how to create a Busienss
Accelerator for JDEdwards EnterpriseOne ......................................................................39
Chapter 18 – Sales Navigator Toolkit (JDE) .....................................................................40
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Introduction
Purpose & Usage
This document summarizes the current list of Demo Tools and Resources available to Partners to plan,
prepare and deliver Demos of Oracle Applications.
Each section contains an overview of the Demo Tool, why it’s important and links for more information
or downloading
By definition this is a moving target and as a result this document will be updated from time to time as
things change.
If you have ideas or suggestions to improve this document please send lets us know by sending an
email with your ideas to alan.blakely@oracle.com.
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General
This section in the section is relevant to more than one Product. Most of these chapters in this section
are relevant to any Product.
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Chapter 1 – Oracle Accelerate (OA)
What is this?
Oracle Accelerate (OA) is Oracle's approach for helping Certified Partners (CP) or Certified Advantage
Partner (CAP) in the Oracle PartnerNetwork bring complete, easy to own, industry-focused solutions for
midsize companies.
Key to Oracle Accelerate solutions is the availability of pre-packed application bundles that can be
quickly implemented by partners and provide a wide range of industry-specific functionality.
• Oracle Business Accelerators, the rapid implementation software provided to
resellers as part of Oracle Accelerate, enable customers to realize immediate benefit
from Oracle Applications.
• Partner Business Accelerators, We recognize that many Partners already have
templated solutions to address specific Industries with rapid implementation
approaches. Partners can leverage these to build an Accelerate Solution to enable
customers to realize immediate benefit from Oracle Applications.
With Oracle Accelerate, customers can take advantage of Oracle's enterprise applications including
integrated business flows across front office, back office, and industry-specific processes. Additionally,
customers can benefit from automated upgrades, significantly reducing the complexity and risk
associated with migrating to updated versions.
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Why is it relevant?
This is a key building block of the Oracle Go To Market with Mid Market Partners. Partners who have
an Accelerate Solution will have more focused support from Oracle to build and close leads.
From a Pre Sales Perspective the OA solutions will help you position your templated solutions more
effectively with Vertical Marketing messaging and the Oracle Accelerate Brand. The Solutions contain
•
•
•
•
•
Sales Presentations
Proposal Templates
References & Success Stories
Marketing Trifolds & Datasheets
Etc
The underlying Templated Solution (Oracle or Partner) Accelerator is part of this solution and contains
collateral that can be leveraged by Pre Sales.
See the OBA Sections for EBS and JDE for details on these tools
Accelerate Solutions can be built for any Oracle Product. Please have your management contact your
Oracle Channel Management to engage.
Where can I find out more?
The following are the key links.
Accelerate Solution Office on OPN
http://www.oracle.com/partners/home/bi/global/smb/auth/accelerate/accelerate-solutions-office.html
List of Accelerate Solution Providers on Oracle.com
http://www.oracle.com/solutions/mid/oracle-accelerate-partner-solutions.html
Accelerate Pavilion at Oracle Open World 08
http://www.oracle.com/openworld/2008/accelerate-pavilion.html
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Chapter 2 – ADS (Application Demo Services)
ADS - Application Demo Services
Services
Operations
• Demo Systems
• Includes Latest Versions
• Worldwide Operations
• Multi-languages
• Technical Demo Support
• Product Coverage—EBS, E1,
SEBL & most others
• Includes many Localizations
• Can upload your
Customizations
• Sizzle Demo Tool
Next Steps – Hardware Vendors
• Demo Centres
• Demo Servers
• Sales Support & Offers
This document is for informational purposes only and may not be incorporated into a contract.
What is this?
Applications Demonstrations Services (ADS) is committed to providing core applications demonstration
environments to the Oracle partner applications sales force.
Partners who are certified (or higher) and who are also Resellers may be considered for Access to the
ADS Demos systems.
ADS deploys and supports Demo Instances of the Oracle Product Families. At this time Partners have
access to EBS and JDE E1 Demo Instances.
As a participant you will have access to a pool of bookable demo instances / Deal Servers and a
number of shared instances. The bookable demo instances / Deal Servers can be booked upfront for a
limited period of time for customer specific configured demos. Bookable demo instances /Deal Servers
are available in multiple languages (EBS: 30 / JDE: 8) as well as a number of multi language
combinations. Multiple partners use the "shared" instances at the same time for demos with minimal
additional data that does not require changes to the basic setup.
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Why is it relevant?
To support our partner's success in performing demonstrations, Oracle has opened up its internal EBS
and JDE E1 demonstration systems to Certified and Certified Advantage Partners that match a set of
defined qualification criteria.
Oracle invites you to apply to participate in Oracle's Application Demo Services (ADS) initiative.
Where can I find out more?
OPN chose Sales (left) chose links from the Section “Lead Development and Open Market
Model (OMM)“
“Deliver Demos for Oracle E-Business Suite”
http://www.oracle.com/partners/sell/leads/global/ads.html
“Deliver Demos for JDEdwards EnterpriseOne”
(http://www.oracle.com/partners/sell/leads/emea/english/ads/ads-jdee1.html)
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Chapter 3 – PDS
NEW Global Partner Demo Services—
Services
• RFI/RFP Support
• Account demo strategy
• Over-the-web customer demos
• Partner 1:1 training
Operations
• Teams in Romania/India
• Multi-languages—English,
Chinese, Japanese, Korean,
Italian, German, French,
Spanish
• Product Coverage—EBS, E1,
SEBL On-Demand
• Engagement /model—partners
engage through OPN portal
• Target go-live—Q1 FY09
This document is for informational purposes only and may not be incorporated into a contract.
What is this?
This organization has been created to provide remote applications demo assistance and training to the
global community of applications resellers. With Teams located in Romania and India, they are tasked
with providing this support worldwide.
The Team will initially provide JDE E1 and EBS Support to reseller partners who are at least certified
partners with an Apps Focus. Longer team other Products will be supported by the team.
The team is expected to be up and running in the autumn (FY09) and to start with they will provide
Oracle Apps Partners with RFI/RFP answering support and Partner demo set-up assistance. Longer
team further services will be added and will be announced nearer to the time of start up of those
additional services.
The PDS Team will work closely with ADS and complements the ADS technical only demo support with
functional/product support. This is an important addition to our support level for Partners, these
additional services from PDS means that you will have a full spectrum of support from central
organizations to help you with your Sales Process.
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Why is it relevant?
This organization will have a positive impact on Partner Cost of Sales, for example, by leveraging the
economies of scale of helping you to answer the RFI’s / RFP’s centrally, these can be done with less
effort by your own Consultants.
With respect to the Demo set up assistance, in addition to optimizing Partner resource, there is the
added benefit of leveraging the central teams knowledge of demo best practice and showing our
applications in the best light vs. the competition.
Where can I find out more?
Look out for an announcement in the EMEA Mid Market Newsletter.
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Chapter 4 – Speed Demos
SPEED Demos—
Features
• Library of automated
solution demos
• Showcasing solutions
by product line—
EBS and E1
• Industry-specific—
- Terminology
- Business scenarios
• Voice-narrated with
story-telling style
• Succinct—45-minutes
• Self-contained—
- E-mail to prospects
- Self-guided
- Simple navigation
This document is for informational purposes only and may not be incorporated into a contract.
What is this?
SPEED (SPecific End to End Demonstrations)
Partners offer increased value to customers by reselling, integrating, and implementing Oracle
applications for midsize company Application products. To help you sell these solutions, Oracle has
created pre-recorded SPEED Demos for you to:
o
o
Learn end-to-end industry flows, showing customer value
Present and demo specific industry solutions to customers during the sales cycle
to increase your business’ revenue.
Each SPEED Demo is approximately 30 to 45 minutes in length, with stop/start features. You can run
each demo with its pre-recorded voice-over narration, or you can present it in self-paced mode, where
you click through the demo at your own pace, and supply your own narration, that focuses on your
particular customer.
You can download these demonstrations and use them on an initial call with your prospects to give
them an executive overview of how Oracle Applications are designed to help solve real business
problems. These demos will generate interest, create opportunities for discovery and more detailed,
live demonstrations … and ultimately help you close the deal!
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Why is it relevant?
You can download these demonstrations and use them on an initial call with your prospects to give
them an executive overview of how Oracle Applications are designed to help solve real business
problems. These demos will generate interest, create opportunities for discovery and more detailed,
live demonstrations … and ultimately help you close the deal!
Summary
o
o
o
o
Self Running & Manual Presentations & Demos
Can be run by Sales (reduces need for Consultants in every meeting)
Could be used by your Call Centre to do a short low risk demo
Can be distributed to Prospects
Where can I find out more?
The full list is available below. New titles will be added on a regular basis so please check back on this
link on a regular basis.
http://www.oracle.com/partners/home/bi/global/smb/auth/smb-speed-demos.html
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Chapter 5 – Sizzle
What is this?
Sizzle is a set of web applications that revolutionizes the way to conduct demonstrations. They
combine customers’ business process flows with Oracle's applications to produce customized
demonstrations / proof of concepts quickly and easily.
o
o
o
o
Deliver live business process flow demos from a single screen
Provides graphical continuity and context for a sales demo flow
These flows can link directly to EBS R12, Siebel, Peoplesoft, JDE, and OTM, Demantra, and
OBIEE applications, as well as to BPEL console, UPK's, documents, presentations, websites,
customer reference stories, and sub-flows.
Reduce complexity, reducing logins, switching of responsibilities and navigation
Partners with ADS access can use the Sizzle Flow Viewer (see diagram above) to deliver
demonstrations. By simply clicking on the step in the process that you want to demo, you are taken
directly to the Application Form rather than going through the menu. This makes the Demo’s much
easier to learn and deliver for the Pre Sales and is much better for the Prospect as they can see where
they were, are and will be during the demo.
Partners can use any of the existing Sizzle Flows in the Repository. If none fit your exact purposes you
will need to contact your local Oracle Presales Contacts to ask them to create a new flow from scratch,
or make a copy of an existing one and adapt it for you. Partners at this time have no access to the
Sizzle Flow Builder, hence the need to contact your local Oracle Presales contacts.
In addition to these 2 tools, the Sizzle Family also contains a Sizzle Data Wizard for EBS, allowing for
the repurposing of existing demo data to suit your Prospects business / industry needs. Again if you
want to leverage this functionality you should contact your local Oracle Presales Contacts for support.
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Why is it relevant?
The tool is integrated with many of the Oracle Application Families and allows you to demo intuitively
direct from a graphical representation of the Business Flow, rather than going through the menus. It’s
easier for Presales Consultants to learn and deliver the demo, and its helps the Prospect to follow the
demonstration from step to step.
This should help reduce your cost of sales, by allowing the Presales Consultants to get up to speed
faster for the demo, and increase your closing by allowing you to deliver more compelling demos.
Sizzle can help you win more deals
o Access to over 1500 existing flows
o Reduces logins and navigation while demoing
o Streamlines the demo process and provides consistency
o Keeps your audience on track with your demo flow
o And much more ...
…. Since you’re using an active Business Process Flow to move from step to step in the Demo,
everyone (Presales Consultant, ASR, Prospect) knows where they’ve been, where they are and
where they’re going in the Business Process………
Where can I find out more?
http://adsweb.oracleads.com/
EBS – Click on the Sizzle Flow Viewer Button on the EBS Launch Pad
JDE – http://flows.oracleads.com/FlowTester/sfv_home.do
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Chapter 6 – Simbuilder
What is this?
SimBuilder provides developers with powerful tools and utilities that streamline the creation of effective
training materials. Using SimBuilder's powerful single source architecture, developers can create and
publish multi-mode eLearning, instructor and student guides, SimBuilder Visual Guides content from a
single development effort.
Demanding Training Development Environment
The training development environment has never been more demanding. Organizations face the
ongoing need to roll out new training quickly and efficiently. Many training organizations require different
delivery channels for specific training programs—the same channel may not be sufficient every time,
for every participant. Some circumstances require instructor-led training while others are better suited
to using eLearning or a simple desk reference document. Many situations may require a mixed, or
blended, approach, using more than one of these delivery solutions to ensure coverage for all program
participants.
Empower Content Developers
Traditionally, diverse delivery channels required multiple development resources and multiple
development tools. This traditional multi-tool approach often results in uncoordinated content and
duplication of development effort. The single source architecture of Siebel SimBuilder enables training
developers to create content for single or blended delivery channels and target audiences,
simultaneously.
Oracle acquired this product when Siebel joined Oracle a few years ago, while this tool was originally
developed for Siebel, it works with any Oracle Application.
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Why is it relevant?
From a Pre Sales perspective this tool can be used to quickly create Static Demonstrations either as a
back up in case of connectivity problems or as the demo itself. For example, to minimize the amount of
time a Consultant is needed to demo to a Prospect, you could create demo(s) for your Sales People to
use at very early stages in the acquisition process (i.e. the same philosophy as the Speed Demos
above).
These Demos could also be used by your Call Centre people to show a quick low risk demo over the
web as part of your Marketing Campaigns.
Finally you can position / demo the tool itself to show the benefits of leveraging SimBuilder during the
implementation to build training materials and desk procedures. You could therefore upsell the Tool to
your prospects.
Where can I find out more?
Download Simbuilder at http://edelivery.oracle.com/. Search for Product pack Siebel, and Platform MS
Windows (32 bit).
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Chapter 7 – UPK
What is this?
UPK provides content and software tools to capture the exact steps a user would use to enter data in a
formal business application. System transaction documentation, job aids, user acceptance test scripts,
instructor led training, online training with student testing capabilities, and online performance support
are valuable content pieces all created from one recording. Outside assets, such as external
documentation (Word, Excel, PowerPoint, bitmaps, video) can also be integrated into the UPK outputs.
This content provides value throughout an implementation, an upgrade, or rollout of new functionality by
giving the users the tools they need to understand their interaction with the application. As part of
online training, users can use the simulation playback to be trained and tested on their understanding of
how to complete activities that are part of their daily job.
UPK is used to document the people-to-system activities that take place in an organization.
Mirrors Oracle Application Development Methodology
Key to the value of UPK application specific content is the fact that it is authored in tight collaboration
with the actual developers who wrote the code, thus creating content which accurately reflects industry
best practices with detailed conceptual information.
UPK Application Content: “As Delivered” System Process References
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The value of UPK pre-built application content starts from the premise that implementation project
teams can save substantial time and labor by leveraging UPK application content as baseline reference
system process flows first and then iterating to capture specific business process requirements. The
savings can be substantial – project team resources typically dedicated to the preparation of system
test data, storyboarding, and process standardization can be greatly reduced.
Eliminate Dedicated Instances To Analyze Delivered Functionality
Once the delivered functionality and system process flows of the new application are understood, the
project team can use the UPK content as an aid to do the fit-gap analysis. For this phase of the project
lifecycle, the functional expert visually moves through a UPK simulation – leveraging the application
specific content - while noting in the test document the configuration and/or customizations necessary
to achieve the desired business outcome.
Customizing Pre-Built Content
Over the course of an implementation or upgrade, the UPK pre-built content can evolve until it mirrors
the final deployed application. The existing pre-built content can easily be modified using the UPK
Developer to capture the configuration changes or steps in the new process. UPK’s re-record feature
also enables a guided recapture of screens and steps in the application so your UPK content reflects
the final state of your application.
You find the preconfigured content ready to download on edelivery.oracle.com:
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Why is it relevant?
From a Pre Sales perspective this tool can be used to quickly create Static Demonstrations either as a
back up in case of connectivity problems or as the demo itself. For example, to minimize the amount of
time a Consultant is needed to demo to a Prospect, you could create demo(s) for your Sales People to
use at very early stages in the acquisition process (i.e. the same philosophy as the Speed Demos
above).
These Demos could also be used by your Call Centre people to show a quick low risk demo over the
web as part of your Marketing Campaigns.
Finally you can position / demo the tool itself to show the benefits of leveraging UPK during the
implementation to build training materials and desk procedures.
A major differentiator between SimBuilder above and UPK is the fact that UPK comes with many
documented Business Flows for at least EBS and JDE.
Where can I find out more?
Search on www.oracle.com or UPK of click this link for a summary:
http://www.oracle.com/applications/feature-upk.html
The tool can be downloaded at http://edelivery.oracle.com/. See above image. The 2nd last link is the
tool, the other links are the business flows for each product.
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Chapter 8 – BI Publisher
What is this?
Oracle Business Intelligence (BI) Publisher (formerly XML Publisher) is an enterprise reporting solution
for authoring, managing, and delivering all your highly formatted documents, such as operational
reports, electronic funds transfer documents, government PDF forms, shipping labels, checks, sales
and marketing letters, and much more.
Built on open standards, Oracle BI Publisher also allows IT Staff and developers to create data models
against practically any data source and build custom reporting applications that leverage existing
infrastructure. Oracle BI Publisher can generate tens of thousands of documents per hour with minimal
impact to transactional systems.
Reports can be designed using familiar desktop products and viewed online or scheduled for delivery to
a wide range of destinations.
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Benefits
Reduce complexity and lower costs - Eliminate costly point solutions and simplify your reporting
architecture with a singe reporting environment for all your documents
Uses data from anywhere -Create reports from virtually any data source that provides a JDBC
connection, including web services, HTTP XML feeds, file data source, and more
Uses the tools you know - Use familiar desktop products or developer tools to create and maintain
report layouts
Hot Pluggable -Oracle BI Publisher integrates with your IT Infrastructure by supporting a wide range of
security models and integrating with custom applications via Web services or Java APIs
Pre-integrated with Oracle—Works seamlessly with Oracle Business Intelligence Suite Enterprise
Edition Plus, Oracle E-Business Suite, PeopleSoft Enterprise, JD Edwards Enterprise One, Hyperion
Planning, Oracle Application Express (APEX) and Oracle BI Discoverer.
Why is it relevant?
These Reports can be quickly designed using familiar desktop products and viewed online or
scheduled for delivery to a wide range of destinations to fine tune your Demo for your Customer.
Obtain Report, Invoice, PO, etc Formats from your Prospects, create them in the Apps with BI
Publisher and show them integrated into your Customer Demos.
Where can I find out more?
Home Page on Oracle.com
http://www.oracle.com/appserver/business-intelligence/bi-publisher.html
On this page you can find links to download BI Publisher and other useful materials.
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Chapter 9 – eBook
What is this?
The e-Book is one stop shop for useful information for our Partners to leverage during their sales
cycles. This provides links in a book form to various collateral sources in the following Languages –
English, French and German.
This source can either be used online or downloaded to your PC, but please keep in mind that much of
the content that it refers to is online so you will need to be online to access the data in its links.
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Why is it relevant?
If you’re looking for information to help you in presales, this could be the place to go to find out more
about Products, Industries, and References etc.
Where can I find out more?
http://www.oraclekits.com/
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Chapter 10 – Sales Methodology (Infomentis)
What is this?
Oracle uses this methodology to structure any direct sales processes, be that large or small. In order to
make this more manageable for our Mid Market Partners we have reduced this methodology down to
just the absolute essentials to drive even the smallest of deals.
Whether you are talking about a $1M deal or a $75K deal, it always useful to understand and structure
your knowledge and decisions in at least the following areas:
-
Which Prospect Individual(s) are important to your success in the sales cycle and why
What Issues the prospect has and the impact of these on their business drivers
What Oracle Products can solve which issues
Further, whether the Oracle Products involved are best of breed from our Product Portfolio or part of an
integrated suite such as EBS or JDE, this approach is very useful to drive the process from end to end.
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Why is it relevant?
The Demo preparation and delivery will be more efficient. By structuring the findings and the thought
process with this tool the Sales Demo can be more easily defined. You will be able to see what
Modules and Business Processes should be demo’d, to whom and why. The result should be less
surprises during the demo and and more focus to your demo logic.
Where can I find out more?
The Oracle EMEA Mid Market Team and Oracle Sales Readiness run courses. Please contact your
local Channel Manager for more info on the schedule in your area.
See the next chapter (EMEA Sales Training Workshop) for information on the structure of this course.
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Chapter 11 – EMEA Sales Training Workshop
What is this?
As described above Oracle uses the Infomentis methodology. To fit this for the Mid Market we have
reduced the number of documents and steps down to the minimum.
…. And what better way to learn this … and our demo tool and sales collateral than to do this in a
workshop.
During this 2-day course the Partners follow an RFP from receipt to closing, where you can leverage
any of the tools in this document and other sales collateral that you want.
You will be split into small Teams of Sales People and Consultants and given an RFP. Your first task
will be to review this RFP and work out your strategy; the next step will be and initial assessment
discussion with the Prospect, where Oracle Consultants and Sales People play the key roles at the
Prospect (i.e. CEO, CFO, IT Director, Production Director, etc).
During the rest of the 2 days each group will prepare and present their findings, using the Infomentis
Materials to structure the approach. You can use any Oracle Sales Collateral, Demo systems etc that
you would normally use in your sales cycle. Presentations and Demos can be expected at each step.
We know that most Partner already have a methodology of their own. Even if you have an existing
methodology, this course is still relevant, since you will have the chance to practice a sales cycle and
see how to leverage the Sales tools and collaterals. This knowledge should be easily mapped to your
own methodology.
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Why is it relevant?
By structuring the findings and the thought process with this tool the Sales Demo can be more easily
defined. You will be able to see what Modules and Business Processes should be demo, to whom and
why.
Where can I find out more?
The Oracle EMEA Mid Market Team and Oracle Sales Readiness run courses. Please contact your
local Channel Manager for more info on the schedule in your area.
The EMEA Mid Market Team contact for this course is – herve.parmantier@oracle.com
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EBS Specific
The section contains Information that is specific to the eBusiness Suite.
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Chapter 12 – Oracle Business Accelerator (OBA) for EBS
What is this?
Oracle Business Accelerators for Oracle E-Business Suite are powerful and easy-to-use rapid
Implementation solutions for new Oracle E-Business Suite customers. Oracle Business Accelerators
For new Oracle E-Business Suite implementations are only available from our approved Partner
Channel or Oracle Consulting.
Available in industry-specific versions for more than 20 industries, they make initial configuration of
Oracle E-Business Suite simple, fast, and predictable. Oracle Business Accelerators for Oracle
Ebusiness Suite allow companies the flexibility to select the accelerator offering that meets their
specific business or market requirements.
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Why is it relevant?
This is a powerful message to position from Day 1 at every stage in the Sales Cycle. This is a powerful
differentiator for us and enables us to change the game to our rules.
By Demoing and positioning this you turn the future implementation into something that the prospect
can understand more easily.
The fact that the tool being demo’d is the same tool that will be used for the implementation makes the
transition / handover to the Implementation phase much easier.
Where can I find out more?
https://accelerators.oracle.com
http://www.oracle.com/partners/home/bi/global/bfa/accelerator.html
The EMEA Mid Market Team is rolling out Training around EMEA, 2 parts of this curriculum ar every
important for OBA
1. A 1 hour session on the usage of OBA’s in the Sales Cycle
2. The 2 day Sales Methodology Workshop
A number of events took place from January to April 2008. Please contact your local Channel Manager
for information to attend the next one in your area.
The EMEA Mid Market Team Contact for the EBS OBA is - alan.blakely@oracle.com
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Chapter 13 – OBA on boarding process for new OBA EBS Partners
What is this?
In order to be approved to access the OBA, each (EBS Certified or higher) Partner Company must sign
an Addendum to the standard OPN agreement specific to the OBA. Since the agreeement is by
Country, each Partner Country Organization must sign this agreement. Therefore even if your
colleagues in another Country have access the Partner Country Management must accept and sign this
addendum before you can get access.
In addition to the Addendum at a Partner level. All Individual partner employees who want to access the
tool need to pass some various exams. These exams are mandatory and must successfully passed
before access will be given.
Once the above have been processed you will receive an email confirming your access.
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Different levels of Training are required for different kinds of user: the following is a summary:
•
•
•
Level 1 = Most Assets = enough for most users
Level 2 = + General Implementation info = for Implementers
Level 3 = + Specifics about the Accelerator they will use = for Implementers
•
Mandatory Workshop = + end to end implementation workshop = for implementers
•
DBA Training = needed by the DBA (At a minimum the DBA must to Level 1 + this training +
Workshop)............ but it’s recommended that they do Level 1 & 3 also).
The Screenshot above right gives you an idea what the training page looks like when you log into
Accelerators.com. Since this changes from time to time this is just representative.
When you have successfully passed the exam at the end of each topic, we strongly recommend that
you save a screenshot of the results for your records. While the process is automatic, we have found it
useful from time to time to have a screenshot to refer to support the follow up of the access.
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Why is it relevant?
See the previous chapter for the Sales Relevance.
This on boarding summary is relevant as a summary of what you need to do to access the tool.
Where can I find out more?
Overview information and various links:
http://www.oracle.com/partners/home/bi/global/bfa/accelerator.html
** Note. This is on OPN so you may need to log into access this info.
The Addendum can be found at
http://www.oracle.com/go/?&src=4820683&Act=24.
The Training (and the Accelerator itself) can be found at:
https://accelerators.oracle.com
** Note. You will need to log into access this site, pass the exams individually and have your company
sign the Addendum to full leverage this site.
For further information please contact your local Channel Manager.
Your EMEA Contacts are:
EBS Solution Manager
A&C Apps Director
- alan.blakely@oracle.com
- herve.parmantier@oracle.com
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Chapter 14 – Sales Navigator Toolkit (EBS)
What is this?
The EMEA Mid Market Team decided to build this toolkit (mapped to the Infomentis sales process) to
provide, at each stage in the Sales Cycle a “One Stop Shop” to help Partner or Oracle Sales and Pre
Sales People obtain/access the collateral and tools stored in various online and offline repositories.
We have developed this Navigator following the Sales Methodology used by Oracle. This can easily be
mapped onto your own Sales Methodology if required.
The tool covers the Sales Cycle from Initial Qualification through to close providing the Partner and
Oracle Sales people with the relevant documents and sales/demo tools that are necessary to drive
each step in the process.
It is hoped that the Mid Market Partner community both at Partner and inside Oracle itself will find this
tool useful in their daily business. To help extend and improve in the future we would welcome any
feedback and ideas that you may have. Please send your ideas to us at – alan.blakely@oracle.com
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Why is it relevant?
This Toolkit delivers a number of benefits to both Partners and Oracle Sales related people:
•
•
•
•
•
•
•
•
•
Provides a common framework for the Sales Process
Oracle and the Partner are working to the same model
We can issue updates and keep ourselves in Sync easily
The Partner Salespeople are more self-sufficient
o Accelerates Sales Cycle
o Reduces Partner Cost of Sales (less preparation time)
o Reduces support required from Oracle
o Reduced Oracle Cost of Sales
Documentation of the Sales Process can be made in the tool
SC preparation time will be reduced
The Partner Sales team can coordinate their actions more easily
Oracle SC’s will be briefed the same way each time
Partner & Oracle have a structure to verify due diligence has been done
Where can I find out more?
At this time the Architecture of this tool is such that it is self-standing, that is, it is in effect a “CD”.
The preferred distribution method is for you to download this from iProjects. To be able to do this there
is a short 3-step process:
1. Click this link and log in using your Oracle Usercode and Password - https://iprojects-files.oracle.com
(this is enough, the system will add you automatically to the list of iProjects users.
2. Send an email to alan.blakely@oracle.com to let us know that you are now in iProjects.
3. You will be assigned to the Folder where the latest version is and you will receive a workflow email
informing you that it’s done.
4. You can then download the file.
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Chapter 15 – Forms Personalization
What is this?
All Customers want to:
o Remove fields, buttons, tabs, etc. from the screen because they never use them
o Re-label fields, buttons, tips to match their terminology
o Change the default value of fields
o Allow easy access from one form to another, passing context
o Do any of the above for only a particular user or responsibility
o Do any of the above only if certain conditions are true.
o Do all of the above without writing code, and without violating Support agreements
Forms personalization grants those wishes!
This tool can also be used during the sales cycle to create a more customer specific demonstration.
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Why is it relevant?
You can configure your demo to more closely resemble the prospects requirements. For example you
can reduce the complexity of the screens by removing fields that they don’t need and change the
names for field to the prospects terminology (i.e. Customer, Client, Patient, Passenger are all examples
of names for the Customer field).
Further you can change the way the Business Process works by adding in a step to do something not in
the standard flow. For example you might want to check the vendor record while entering an Invoice or
PO, a zoom out to the Vendor record could be configured in Forms Personalization.
Where can I find out more?
The following site on oracle.com has information on Forms Personalization. The page mentions 11i.
Forms Personalization also works in R12.
http://www.oracle.com/technology/products/applications/development_pesonalization/index.html
In addition to the above there is link to example self running videos in the Sales Navigator in the
previous Chapter.
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JDE Specific
The section contains Information that is specific to JD Edwards.
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Chapter 16 – Oracle Business Accelerator (OBA) for JDE
What is this?
Oracle Business Accelerators (OBA) for JDEdwards EnterpriseOne are powerful and easy-to-use rapid
implementation solutions for new EnterpriseOne customers. OBA´s are available through approved
Partner Channel or Oracle Consulting.
Oracle has created Business Accelerators for nine countries. You can download them from
edelivery.oracle.com
These OBA´s are not industry specific. The verticalization is part of the OA Strategy where every
business partner is enabled to create their own business accelerator by using one of the existing ones
as a starting point and add industry specific content.
An OBA contains a template and a questionnaire.
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The template has business processes, setup parameters, roles, menus and business data included.
Running the questionnaire enables the implementor to personalize the template to the real customer
needs by changing data and parameters and adding real customer data like companies, business units,
users, items, customer, suppliers, etc. As a result you get a system database, which can be used as a
CRP environment immediately.
Why is it relevant?
Using the OBA´s or using a BP Business Accelerator shortens the implementation time dramatically. It
is recommended to show and explain this implementation approach during the sales cycle as this
shows the abilitiy to create a tool based standardized repeatable result. This is a true differentiator in
the industry.
This is a powerful message to position from Day 1 at every stage in the Sales Cycle. This is a powerful
differentiator for us and enables us to change the game to our rules.
By Demoing and positioning this you turn the future implementation into something that the prospect
can understand more easily.
The fact that the tool being demo’d is the same tool that will be used for the implementation makes the
transition / handover to the Implementation phase much easier.
Where can I find out more?
Please visit the major homepage for OBA for JDE here:
http://www.oracle.com/partners/home/bi/global/oba-jdeone/auth/index.html and use the E-Seminars
available from this page.
Please download and use the new SPEED Demo for this topic. Download the 42 MB here:
http://download.oracle.com/opndocs/global/obafore1-setup.exe
The EMEA Mid Market Team is rolling out Training around EMEA, 2 parts of this curriculum are very
important for OBA
1. A 1 hour session on the usage of OBA’s in the Sales Cycle
2. The 2 day Sales Methodology Workshop
A number of events took place from January to April 2008. Please contact your local Channel Manager
for information to attend the next one in your area.
The EMEA Mid Market Team Contact for the JDE OBA is - hartmut.wiese@oracle.com
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Chapter 17 – Configuration Development Kit (CDK) or how to create a Busienss Accelerator for
JDEdwards EnterpriseOne
What is this?
CDK is the Methodolgy developed by Oracle to enable business partners to develop their own business
accelerators. It is a combination of tools that allows the partner to bundle dedicated parameters from
one environment in a par file (winzip format) and to move the data to another environment. All tables
out of the database are accessable. Data like COA, AAI, DMAAI can be taken as well as roles, menus
and processing options.
Running the Configuration Assistant only creates a template. If you load this to another environment
you get an exact copy of this template. All personalizations (companies, business units, items, address
books, users and others) have to be done by using standard E1 applications.
Using the Authoring tool enables the business partner to attach the existing questionnaires on top of
the template and to add/change/remove questions accordingly to their vertical needs. Before a
business partner gets access to these tools, a training course (3.5 days) is needed. Skills in JDeveloper
and the JDEdwards Tool Set are also required.
Why is it relevant?
To create an Oracle Accelerate solution it is often needed to add vertical configuration to the existing
OBA´s. This could be done using the CDK Methodology. There are different approaches of how you
can do so. As the tools are available to partners the experiences is showing that a business partner
mostly installed an existing OBA, changing and adding processes and data and repack the whole
template to a new .par file.
It is also possible to add object to an OA Solutions. Before you start doing something it is strongly
recommended to talk to Oracle as there are naming conventions and also system codes needed to
ensure, that all business partners globally are following our rules.
Where can I find out more?
Oracle Business Accelerator for JDE Page:
http://www.oracle.com/partners/home/bi/global/oba-jdeone/auth/index.html
CDK Homepage:
http://www.oracle.com/partners/home/pf/global/jde_enterprise/auth/jde-configurationsolutions/configuration-development-kit.html
Configuration Page on Partner Connection:
http://www.peoplesoft.com/corp/en/update_fix/kgwrapper.jsp?app=uc
For any questions please contact hartmut.wiese@oracle.com
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Chapter 18 – Sales Navigator Toolkit (JDE)
What is this?
The EMEA Mid Market Team decided to build this toolkit to provide a “One Stop Shop” to help Partner
or Oracle Sales and Pre Sales People obtain/access the collateral and tools stored in various online
and offline repositories.
It is hoped that the Mid Market Partner community both at Partner and inside Oracle itself will find this
tool useful in their daily business. To help extend and improve in the future we would welcome any
feedback and ideas that you may have. Please send your ideas to us at – hartmut.wiese@oracle.com
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Why is it relevant?
This Toolkit delivers a number of benefits to both Partners and Oracle Sales related people:
•
•
•
•
•
•
•
We can issue updates and keep ourselves in Sync easily
The Partner Salespeople are more self-sufficient
o Accelerates Sales Cycle
o Reduces Partner Cost of Sales (less preparation time)
o Reduces support required from Oracle
o Reduced Oracle Cost of Sales
Documentation of the Sales Process can be made in the tool
SC preparation time will be reduced
The Partner Sales team can coordinate their actions more easily
Oracle SC’s will be briefed the same way each time
Partner & Oracle have a structure to verify due diligence has been done
Where can I find out more?
At this time the Architecture of this tool is such that it is self-standing.
The preferred distribution method is for you to download this from OPN at the following link:
http://www.oracle.com/partners/education/competency/emea/english/smb_apps/tools.html
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