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Delivering succesfull projects with Oracle & engagement model

Alessandro MartinelliConsulting Sales Manager Italy, France and Greece

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.

Key Takeaways from this Session

“Close collaboration with our Partners is critical to the success of our Business Unit & Oracle's goal of becoming #1 in Applications for the Communications market ” - Bhaskar Gorti, General Manager, CGBU, Oracle

We are partnering with you complementing each other capabilities for the mutual success

Partners and Oracle Consulting Services together for a win-win situation and to have final customers happy

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Agenda

• Communications Consulting Organization

• Value Proposition - Complement Vs Compete

• Ground Rules & Lessons Learned

• Open discussion and Q&A

• Communications Consulting provides the services related to “core” Oracle Communication products:

• Billing and Revenue Management (BRM)• Order and Service Management (OSM)• Activation• Inventory (UIM)• Service Delivery Platform (SDP)• AIA and Fusion Middleware (FMW) for Comms

• Global (EMEA) Delivery Organization including• Local• Near-shore and• Off-shorecapabilities

Communications Consulting Organisation

Communications Consulting Organisation

• In Italy, France and Greece• Consulting Sales covered by Alessandro Martinelli• E-mail: alessandro.martinelli@oracle.com• Mob. +39-3356034190

• In Turkey• Consulting Sales covered by Sunil Prasad• E-mail: sunil.prasad@oracle.com• Mob. +44-7900138713

• Responsible for:

• End-to-end Sales process (model, contracting, resolution)

• Resourcing and interaction with Consulting Practice

• EMEA Consulting team

• Practice Teams – ~ 110 consultants• Near Shore Delivery Centre• Offshore Delivery Centre

Regional Consulting Sales

BRMNear

ShoreCenter

Offshore Delivery

Consulting Practice

OSS&SDP

ArchitectsProgram

Managers

EMEA-wide Practices

Communications Consulting Organisation

License

Customer

We work closely and jointly with

• License Sales during the Sales cycle to provide implementation expertise and guidance (account manager is lead)

• Other Oracle Consulting organizations in multi-product Sales opportunities

• Partners in Sales and Delivery to provide core product know- how and complement each others capabilities

Regional Consulting Sales

BRMNear

ShoreCenter

Offshore Delivery

Consulting Practice

OSM

ArchitectsProgram

Managers

LocalPractices

Partners

Oracle Consulting

(Apps, Tech)

Value Proposition

• Customers Are Looking for:

• Mitigating risk with respect to time & cost throughout the product life-cycle

• Maximising ROI with respect to current and future goals

• Reducing cost of services in areas such as ongoing support and upgrades

• Increasing revenue by being better able to launch new services and operate pro-actively

Value Proposition

• Customers Selection Criteria’s:

• Successful Implementation track record• Strong implementation team (they all want the

best team)• Strong track record of similar implementation for

selected product lines• At Tier 2 and Tier 3 level, they expect “Best

Practices”• Integration Capability of the SI• Low project risks

Value Proposition• Oracle’s proposition to Partner’s:

• Assist partners• to identify implementation requirements• to size up full implementation scope, phase and

plan• Work with Partner to match customers short and long

term goal definition• Suggest use of “Oracle Recommended Approach” • “Plug skill gap” to meet implementation requirements• Demonstrate “One Team” collaboration to customer• Reduce project risks gaining higher confidence

Compete Vs Complement

• Support implementation with specific services

• Be engaged during the key phases of the project

• Focus only on Oracle products• Do not engage in operations

support• Providers of key enabler for

customers business• Help bring new skills to the project• Ensure that the value of the

products is captured in an implementation initiative and that the product is leveraged in the correct manner.

• Look at customers requirement end to end

• Engage on long term basis• End to End view• Post production view• Managed Services offering• Leverage internal competencies

for new projects• Leverage Oracle’s Assets to

minimise risk

Customer Success

Oracle Objectives Partner Objectives

Maturing

Emerging

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CGBU Lead and Partner Support

CGBU Partner

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CGBU Lead & Deliver Implementation

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Partner lead & Deliver implementationFully Independent

Partner Engagement Models

Partner Engagement Models

• Design Authority as a trusted advisor: help ensure that the product is exploited to the optimum effect by providing architectural support focussing on maintaining integrity of the application

• Subject Matter Expertise: provide product experts to support primarily design and build phases, support our partners and/or customers to implement our products successfully

• Implementation Partner: Responsible for building a target solution for customer in a well-defined Oracle product area (design, build, system test)

Design Authority in practice

• The Design Authority will help ensure that the solution is exploited to the optimum effect by providing architectural support ensuring that the integrity of the application is maintained

• The Design Authority comprises a Solutions Architect / STC’s

• The Design Authority will work jointly with the Partner and Customer who are responsible for delivering the project and services.

• The Design Authority is the center of expertise with respect to the Oracle communications products and the point of reference for business requirements, functional specifications, design and implementation questions and issues.

Typical Responsibility Matrix during the Implementation project

SLRelease Management / Deployment

LL/SHigh Level Specification/ Estimation

SLPerformance Management

SLIntegration/Interface Design & Development

SLQA – Development Method & Code Review

SLOperational Support

SLTesting Design (Unit, SIT, UAT, etc.)

SLDetailed Design

LL/SHigh-Level Design & Engineering Review

SLFunctional Requirements

OracleClient/SIActivity

•L – Lead•S – Support

Engagement Architecture

• It is flexible• Design Authority• Short Term engagement for part of the project• Provide reusuable assets from consulting• Provide packaged solution

• Driven by project scope and products

• Share the roles and responsibilities with Customer between Partner and Oracle

Expanded Involvement

Expanded Oracle involvement comes into play when

• Customer requests more and/or specific Oracle involvement• SI has limited capabilities in a product area

This will include:

• Design – Build – Test responsibilities for the Oracle product area• with clearly defined scope and deliverables• contracted with customer or Partners

Collaboration that works – Ground Rules I

• Engage with Oracle Consulting early (not before signing of contract or just before!!) – include this as part of your planning process

• Agree on the engagement and blended delivery model including the customer’s view

• Share risks and mitigation plans upfront

• Build your budget with an appropriate “carve-out” for Oracle – clearly show what this effort will be and how it will support the project

• Jointly present solution to customer – we will support the sales process

Ground Rules II

• Part time and ad-hoc approach has limited value and is costly due to resources and volumes contraints

• We will name a Program Manager who will manage onsite resources, administration and can help with early escalations e.g. engineering, product management

• Consulting Sales will be your point of escalation

Open discussion points

• Large deals including multiple Oracle entities to be handled case-by case (Combo deals)

• Frame Agreements help – but very few are in place (they take a significant amount of time)

• Global Teaming agreements are a possibility to agree blended delivery model and sometimes required for the larger deals

• Single point of contact

Key Takeaways from this Session

“Close collaboration with our Partners is critical to the success of our Business Unit & Oracle's goal of becoming #1 in Applications for the Communications market ” - Bhaskar Gorti, General Manager, CGBU, Oracle

We are partnering with you complementing each other capabilities for the mutual success

Partners and Oracle Consulting Services together for a win-win situation and to have final customers happy

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