Bill Hewitt

PeopleSoft, Inc.

Group Vice President, Global Industry Solutions

Is it Time For a Change, or Just a Is it Time For a Change, or Just a Change in Time?Change in Time?

The Realities of the IT DepartmentThe Realities of the IT Department

IT Budgets

Operations & Maintenance

New Development

Transactional GenerationTransactional Generation

Self-Service GenerationSelf-Service Generation

Suppliers

Customers

Employees

Apple IIIApple III

Business Process GenerationBusiness Process Generation

Order to Cash

Marketing Marketing AutomationAutomation

Sales Force Sales Force AutomationAutomation

After-SalesAfter-SalesSupportSupport

OrderOrderEntryEntry

InventoryInventory ShippingShipping InvoicingInvoicing

AccountsAccountsReceivableReceivable CollectionsCollections

Business Process GenerationBusiness Process Generation

Order to Cash

Marketing Automation

Sales Force Automation

After-SalesSupport

OrderEntry

Inventory Shipping Invoicing

AccountsReceivable

Collections

Marketing Automation

Sales Force Automation

After-SalesSupport

OrderEntry

Inventory Shipping Invoicing

AccountsReceivable

Collections

Adaptable Business Process GenerationAdaptable Business Process Generation

Marketing Automation

Sales Force Automation

After-SalesSupport

OrderEntry

Inventory Shipping Invoicing

AccountsReceivable

Collections

Marketing Marketing AutomationAutomation

Sales Force Sales Force AutomationAutomation

After-SalesAfter-SalesSupportSupport

OrderOrderEntryEntry

InventoryInventory ShippingShipping InvoicingInvoicing

AccountsAccountsReceivableReceivable CollectionsCollections

OrderEntryOrderEntry

ERP applications

Point Solutions

Internal applications

Bill Hewitt

PeopleSoft, Inc.

Group Vice President, Global Industry Solutions

Is it Time For a Change, or Just a Is it Time For a Change, or Just a Change in Time?Change in Time?

How do Companies Make Money?How do Companies Make Money?

Manufacturing & Distribution

Services

Public Sector

Manufacturing & DistributionManufacturing & Distribution

Throughput

Cost of Goods Sold

Workforce Utilization

User Based

Enterprise

Usage / Variable

Business Drivers Pricing Models

ServicesServices

Cash Flow

Customer Management

Revenue per HC

Subscription

Transaction

“Asset” based

Business Drivers Pricing Models

Public SectorPublic Sector

Tax Revenue

Aging Workforce

Service

Optimization

Competencies

Entitlements

Business Drivers Pricing Models

Three Rules for Effective PricingThree Rules for Effective Pricing

Simplicity and Flexibility

Justifying “Maintenance”

Identify Business Value

Bill Hewitt

PeopleSoft, Inc.

Group Vice President, Global Industry Solutions

Is it Time For a Change, or Just a Is it Time For a Change, or Just a Change in Time?Change in Time?