JDE-Health and Safety

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.1

EnterpriseOne Health and Safety Incident Management: Sales Enablement

ORACLE

PRODUCT

LOGO

Louise Farner

EnterpriseOne Product [email protected]


Program Agenda

Objective

What Health & Safety Matters

Solution Overview

Opportunity and Deployment Options

Product Pricing and Licensing

Competition

Additional Resources / Materials


Objective

Up sell H&S to E1 install base customers

Position H&S in net new E1 opportunities

Up sell H&S to JD Edwards World customers

Position H&S as a stand-alone solution (non-JDE E1 customer)


Objective

ERP Type ->

JDE Customer

Status

JD Edwards

EnterpriseOne

Non-JD Edwards

EnterpriseOne

Existing JD Edwards

Customer

Up sell H&S to existing

JDE E1 install base

customers

Up sell H&S to JD

Edwards World

customers as a stand

alone solution

Net New CustomerPosition H&S in net new

JDE E1 opportunities

Position H&S as a stand-

alone solution

(non-JDE E1 customer)


Employee lost time, delay in production of goods or delivery of services

Medical, litigation, fines/citations, remediation, repair/replace

Fines, clean up/remediation efforts/costs, pollution, contamination

Injuries/illnesses, permanent disability, lost income, death, impact on families

Compliance: reporting timeliness, audits, regulatory reporting, avoidance of citations

With knowledge comes insight, measuring can lead to reduction or prevention

Safety incidents can lead to low morale, corporate focus sends a positive message

Global initiative, most developed countries have occupational health & safety regulations

Why Health & Safety Matters to Our CustomersAll Companies Need Health and Safety Incident Management!

Time

Financial

Environmental

Human

Regulatory

Prevention

Culture

Global


Most developed countries have occupational H&S regulations

Occupational H&S is applicable to most industries

JDE E1 H&S Incident Mgmt is the only H&S solution within Oracle

JDE E1 H&S Incident Mgmt requires a very minimal footprint

JDE E1 H&S Incident Mgmt can stand alone regardless of ERP

Why Health and Safety Matters to YouA Unique Opportunity


Health and Safety Incident Mgmt

Release 9.1, via ESU

Automatic notification

Assign tasks

Track costs

Record inspections

OSHA & BLS reporting

Detailed Incident Report

Enter safety hours independent of HR / payroll

One View Reporting

5 pre-built query applications for:

– Incident Summary

– Safety Statistics

– People / Injuries

– Equipment / Property / Motor Vehicle

– Environmental Impact

Report layouts built in BI Publisher

Turn data into actionable information!

Who

What

WhenWhere

Why

Now What?

Report an Incident

Notify InvestigateComplete

Details (Tasks, Costs)

Employee Case Inquiry

Regulatory Reporting

One View Reporting

Health and Safety Incident Management


Record Investigate Analyze Report

FINANCIAL

HUMAN

CAPITAL

JD Edwards E1 Environmental, Health & Safety Comprehensive Solution, Seamless Integration

All Type of Incidents: People,

Equipment, Environmental, Near

Misses, Inspections

Safety Scoreboard,

Notification, Costs and

Tasks

Regulatory Reporting

Analyze Incidents, People,

Equipment and Environmental

Impact

Calculate Key Industry

Incident Rates

Comprehensive and

Configurable

Monitor Key Metrics, Analyze

Performance with Oracle Business

Intelligence

Regulatory Reporting:

Voluntary and Legislated

Calculates Greenhouse

Gas (GHG) Emissions w/

JDE E1 Transaction Data

CRM

Environment

Health and

Safety

EMISSIONS

EHS

ASSET

MGMT

PROJECT

SUPPLY

CHAIN

TOOLS

Health & Safety

Incident

Management

One View for

Health & Safety

Incident Mgmt

Environmental

Accounting

and Reporting

INCIDENTS REGULATED


Sneak Peek – What’s all the Fuss About?

Intuitive and easy to use

Access to all applications and reports

Safety Scoreboard

Regulatory reporting

One View analytic reporting


Opportunity

Available Now! (released January 2013 for JDE E1 9.1)

– Health & Safety Incident Management

– One View Reporting for Health and Safety Incident Management

High level of interest from customers, prospects and sales community

– I’m upgrading to JDE E1 Rel. 9.1 and I want H&S

– I just purchased JDE E1 Rel. 9.1 and want to include H&S in my footprint

– I’m on Xe and want to go live on H&S before I complete my upgrade

– I’m on World and want to implement H&S

– I want to sell JDE H&S to a non-JDE E1 customer


Opportunity

Yes, H&S will fit into all of these scenarios

– JD Edwards EnterpriseOne Rel. 9.1 install base and net new JDE E1 deals

– Stand-Alone

As the first go live module in a JDE E1 upgrade

As the only JDE E1 module for a JDE World customer

As the only JDE E1 module for a non-JDE E1 customer


Stand-AloneWhat Does That Mean?

Health and Safety Incident Management does not require any

additional JDE functional modules…it could be the only JDE

EnterpriseOne product a customer runs


Architectural Footprint3 Deployment Models

JDE E1 Rel. 9.1 Customer

EnterpriseOne Core Tools

Platforms

ALM CRM FMEHS HCM PM SCM SM

EnterpriseOne Application Suites

JDE E1 DB

Development

Tools

Installation

& Lifecycle

Mgmt

Middleware

& Integration

Interactive

Batch &

Reporting

Web Server ClientsPortal

Operating System and Hardware

System Foundation

Health & Safety

On-Premise

Stand-Alone

E1 Core Tools

Platforms

EHS

JDE

E1 DB

Operating System & Hardware

System Foundation

EHS

Health & Safety in

the Cloud

E1 Core Tools

Platforms

EHS

JDE

E1 DB


System Foundation

EHS

Dev

Tools

Install &

Lifecyl

Mgmt

Middle-

ware

Batch &

Report-

ing

Web

ServerPortal Clients

Dev

Tools

Install &

Lifecyl

Mgmt

Middle-

ware

Batch &

Report-

ing

Web


E1 AppsE1 Apps


JDE E1 Rel. 9.1 CustomerHealth & Safety On-

Premise Stand-Alone

Health & Safety Stand-

Alone in the Cloud

• Native, integrated solution

• Able to leverage work

orders

• Able to leverage inventory

• Able to leverage

HR/Payroll,

• No additional IT personnel

• Requires JDE E1 IT

knowledge and support

• Data may want to be

replicated or integrated

between ERPs using

business interfaces*

• No JDE E1 IT knowledge

or support needed

• Data may want to be

replicated or integrated

between ERPs using

business interfaces*

Deployment Model Considerations

Architectural Footprint

• JD Edwards EnterpriseOne business interface options for inbound data

include Business Services (BSSV), Z tables, batch flat files, XML, etc.


Deployment Model: JDE E1 CustomerJD Edwards EnterpriseOne Rel. 9.1 Customer

Web Server

JDE E1 Rel. 9.1 Customer


Platforms

ALM CRM FMEHS HCM PM SCM SM


JDE E1 DB

Development

Tools

Installation

& Lifecycle

Mgmt

Middleware

& Integration

Interactive

Batch &

Reporting



System Foundation

• Released January

2013

• Available now via

ESU JM12677

Minimum Technical

Requirements:

• JDE E1 application

release 9.1

• JDE E1 tools

release 9.1.2.3


Deployment Model: JDE E1 Customer‘Prior to Rel. 9.1’ JDE E1 Customer – 2 separate instances

• Either populate the

non-H&S tables in

the 9.1 instance &

periodically update.

• Or use OCM

mappings for those

tables to the

original (older)

instance*.

• H&S uses non

H&S tables as

read-only

references.

JDE E1 Prior to Rel. 9.1Health & Safety On-Premise

Stand-Alone Rel. 9.1

Web

Server

E1 Core Tools

Platforms

EHS

JDE

E1 DB


System Foundation

EHS

* OCM Mapping depends on the release and if the table formats are unchanged


Platforms

ALM CRM FM HCM PM SCM SM


JDE E1 DB

Development

Tools

Installation

& Lifecycle

Mgmt

Middleware

& Integration

Interactive

Batch &

Reporting



System Foundation

Business

Interface

OCM

Mapping*

Dev

Tools

Install &

Lifecyl

Mgmt

Middle-

ware

Batch &

Report-

ing

Web


E1 Apps


Deployment Model: Non-JDE E1 CustomerSome other ERP – Health & Safety on-Premise Stand-Alone

Health & Safety On-Premise

Stand-Alone Rel. 9.1

Web

Server

E1 Core Tools

Platforms

EHS

JDE

E1 DB


System Foundation

EHS

Business

Interface

Café One URL

Contextual Link

Other ERP

Dev

Tools

Install &

Lifecyl

Mgmt

Middle-

ware

Batch &

Report-

ing

Web


E1 Apps


Deployment Model: Non-JDE E1 CustomerSome other ERP – Health & Safety in the Cloud

Web Server

Health & Safety

in the Cloud

Web

Server

E1 Core Tools

Platforms

EHS

JDE

E1 DB


System Foundation

EHS

Other ERP

Business

Interface

Café One URL

Contextual Link

Dev

Tools

Install &

Lifecyl

Mgmt

Middle-

ware

Batch &

Report-

ing

Web


E1 Apps


Product Licensing FY2013 Q4Pre-requisites

Pre-requisites for Health and Safety Incident Management:

– JD Edwards System Foundation (functional pre-requisite, needed for Address Book, Company Master, Business Unit Master, and electronic mail)

– JD Edwards EnterpriseOne Core Tools and Infrastructure (technical pre-requisite)

Limited Use Licenses for Health and Safety Incident Management:

– The use of this functionality is included in the H&S Incident Mgmt license:

Failure Analysis (functionality within Capital Asset Mgmt and Service Mgmt)

Setup of Establishment Condition (functionality within HR module)

Pre-requisites for One View Reporting for Health & Safety Incident Mgmt:

– One View Reporting Foundation (technical pre-requisite)

– JD Edwards System Foundation

– JD Edwards EnterpriseOne Core Tools and Infrastructure


Product Pricing – Published Price ListComponent Pricing

Component License

Price

Software Update

License & SupportLicense Metric Minimum

Health and Safety Incident Management $ 50.00 $ 11.00 Employee All employees

System Foundation $ 70.00 $ 15.40 Application User All employees**

Core Tools and Infrastructure $ 225.00 $ 49.50 Application User All employees**

One View Reporting for Health and Safety Incident Management* $ 1,150.00 $ 253.00 Application User 5

One View Reporting Foundation* $ 1,150.00 $ 253.00 Application User 5

Enterprise PricingEnterprise License

Price

Software Update

License & SupportLicense Metric Minimum

Health and Safety Incident Management $ 50.00 $ 11.00 Enterprise Employee 400

System Foundation $ 35.00 $ 7.70 Enterprise $M Revenue 100

Core Tools and Infrastructure $ 100.00 $ 22.00 Enterprise $M Revenue 100

One View Reporting for Health and Safety Incident Management* $ 15.00 $ 3.30 Enterprise Employee 400

One View Reporting Foundation* $ 285.00 $ 62.70 Enterprise $M Revenue 100

*optional module **licensing metric for pre-reqs must follow same as base module


Licensing Examples

Pre-requisites must be priced using the same basis as the functional module.

– For Health & Safety Incident Mgmt, that is for all employees

– For One View Reporting for Health & Safety Incident Mgmt, that is by application user

For an existing customer, the number of users requiring core tools and system foundation would be

reduced by the number already licensed.

For Core Tools & Infrastructure and System Foundation a large discount is recommended given that

a license is required for all employees and each employees’ usage of the system would be very

small.* Without the discount the foundation pieces will price the deal extremely high.

Short Term Recommendation: Discount these foundation pieces 97% for FY13 Q4 deals for the

Health & Safety Incident Mgmt product.

Long Term Plan: We are working to address the price challenge for the pre-requisite foundation

pieces

Notes

* JUSTIFICATION: The industry average is that the number of incidents a company will have is ~ 3% the number

of employees, so extrapolating that to justify the large discount, it is anticipated that only 3% of the employees

would be tracked in an incident each year.


Sample Deal – component pricing modelSmall - $100M Revenue

Assumes:

• 400 employees

• 5 safety officers with OVR requirements

ProductComponent License Price

Metric # of licenses Price50% Discount

<$100MOptional Discount

Discounted Price

Health and Safety Incident Management $50 Employee 400 $20,000 $10,000 0% $10,000.00

System Foundation $70 Employee 400 $28,000 $14,000 94%* $00,840.00

Core Tools and Infrastructure $225 Employee 400 $90,000 $45,000 94%* $02,700.00

Optional:$13,540.00

One View Reporting for Health and Safety $1,150 Application User 5 $5,750 $2,875 0% $ 2,875.00

One View Reporting Foundation $1,150 Application User 5 $5,750 $2,875 0% $ 2,875.00

$ 5,750.00

$19,290.00

Existing licenses to System Foundation

and Tech Foundation would be

subtracted from # of licenses below.

*50% discount followed by 94%

discount results in 97% total discount

0% is used in this example, actual

discount would be negotiated


Sample Deal – component pricing modelMedium - $500M Revenue





Metric # of licenses PriceOptional Discount

Discounted Price

Health and Safety Incident Management $50 Employee 1000 $50,000 0% $50,000.00

System Foundation $70 Employee 1000 $70,000 97% $2,100.00

Core Tools and Infrastructure $225 Employee 1000 $225,000 97% $ 6.750.00

Optional:$58,850.00

One View Reporting for Health and Safety $1,150 Application User 10 $11,500 0% $11,500.00

One View Reporting Foundation $1,150 Application User 10 $11,500 0% $11,500.00

$23,000.00

$81,850.00

Assumes:

• 1000 employees





Sample Deal – component pricing modelLarge - $2B Revenue


Metric # of licenses PriceOptional Discount

Discounted Price

Health and Safety Incident Management $50 Employee 5000 $250,000 0% $250,000.00

System Foundation $70 Employee 5000 $350,000 97% $ 10,500.00

Core Tools and Infrastructure $225 Employee 5000 $1,125,000 97% $33,750.00

Optional:$294.250.00

One View Reporting for Health and Safety $1,150 Application User 75 $86,250 0% $ 86,250.00

One View Reporting Foundation $1,150 Application User 75 $86,250 0% $ 86,250.00

$172,500.00

$466,750.00




Assumes:

• 5000 employees





Sample ‘Stand Alone’ Deal – Pricing Comparison

ProductDeal Using Component

Pricing (before any Discounts)

Deal Using Enterprise Pricing (no discounts)

Hybrid (Enterprise for H&S IM, Component for

H&S OVR)

Deal Using Component Pricing and 97% discount

on Prerequisites

Health and Safety Incident Management $ 155,000 $ 155,000 $ 155,000 $ 155,000

System Foundation $ 217,000 $ 52,500 $ 52,500 $ 6,510

Core Tools and Infrastructure $ 697,500 $ 150,000 $ 150,000 $ 20,925

One View Reporting for Health and Safety $ 11,500 $ 46,500 $ 11,500 $ 11,500

One View Reporting Foundation $ 11,500 $ 427,500 $ 11,500 $ 11,500

$ 1,092,500 $ 831,500 $ 380,500 $ 205,435

Assumes:

• 3000 employees


• $1.5 Billion in Revenue

• Stand alone, so no existing prerequisites previously licensed

0% discount is used in this example, actual discount would be negotiated


Main Competition

Health and Safety Incident Management

– SAP Environment, Health and Safety Management

– SCRIM for Microsoft Dynamics (Australian tailored H&S incident solution)

– Numerous smaller niche solutions, none integrated

Prognos

Syntex (now part of IHS)

Cintellate (part of SAI)

IHS Health & Safety

Synergi (Incident Reporting & Greenhouse Gas Reporting)

Medgate

Market Overview


Additional Resources / Materials

For your prospects: YouTube short videos on Health & Safety Incident Mgmt

http://www.youtube.com/TheOracleJDEdwards

Datasheets and brief overview presentation

http://www.oracle.com/us/products/applications/jd-edwards-enterpriseone/environmental-health-

safety/overview/index.html

45 minute recorded webcast – MOS Document # 740966.1

http://support.oracle.com

For you: Sales sheet, discovery document, sales presentation

http://my.oracle.com/site/ibu/portal/JDEdwards/RelatedOfferings/health_safety/index.html

Deep functional knowledge – TOI’s

http://oukc.oracle.com/static05/opn/metalinklogin/?t=offering&c=1291775895

http://www.youtube.com/TheOracleJDEdwards

http://www.oracle.com/us/products/applications/jd-edwards-enterpriseone/environmental-health-safety/overview/index.html

http://support.oracle.com/

http://my.oracle.com/site/ibu/portal/JDEdwards/RelatedOfferings/health_safety/index.html

http://oukc.oracle.com/static05/opn/metalinklogin/?t=offering&c=1291775895



Documents

JDE-Health and Safety