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Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 1
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Why Technological Innovation is Not Enough: Open Innovation and the Company’s Business Model
Henry Chesbrough Berkeley Haas School of Business Esade Business School
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Creative Commons License SA 3.0
• Please give me attribution if you use this
• Please do not use it for commercial purposes
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Which Would You Rather Have?
Better Technology Better Business Model
4
OR
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | 5
Go with the Business Model
Business Model > Technology
Ability to profit from technology
Ability to scale technology
Ability to continue innovating technology
Ability to acquire technology
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Generic Airline Business Model
6
Passengers Airline
Food Aircraft, Fuel
Cleaning
Airport:
• Runway
• Check-In
• Jetway
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | 7
Ryan Air
Ryan Air is a regional low-fare airline operating in the United Kingdom and northern Europe.
•Only flies into regional airports, no landing fees.
•Guarantees airport certain # passengers in their terminal
•Airport pays Ryan Air to operate out of its airport
•Airport provides Ryan Air a percentage of the revenues
from shops, restaurants, car hire and hotels at airport.
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Ryan Air Business Model
Passengers
Ryan Air Aircraft,
Fuel Airport:
• Car Hire
• Parking
• Hotels
• Shopping and Food
Food
8
Jetway,
Check-In,
Cleaning
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | 9
The Business Model
• Identifies market segment
• Articulates value of proposed offering
• Focuses on key attributes of offering
• Defines value chain to deliver offering
• Creates way for getting paid
• Establishes value network needed to sustain model
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Sample Business Model Revenue Mechanisms
10
Per item and “all you can eat” Razor and Razor Blade
Free trial, follow on subscription
Free, with paid advertising
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Sample Business Model Revenue Mechanisms
11
Recruit your friends,
and save money
Market maker/
aggregator/switchboard
Turn cost centers into profit centers:
Airport landing fees (Ryanair) Hotel room
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | © 2007 Henry Chesbrough 12
Why Business Models are Hard to Manage: Mapping Across Domains
Technical
Inputs:
e.g.,
feasibility,
performance
Economic
Outputs:
e.g.,
value,
price,
profit
Business
Model
• target market
• value prop.
• key attributes
• value chain
• how paid
• Value network
Measured in technical domain Measured in social domain
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Business Model Innovation vs. Technology Innovation
• Most companies have processes to advance technologies, and spend millions to do it
• Few, if any, of these same companies have processes and budget to explore business model innovation
• As technologies commoditize, business model innovation needed to sustain differentiation and profitability
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Implications for You
• Where do your business models come from?
• Is there a process to discover new business models?
• Is there a process to improve existing models?
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Where do business models come from?
• Entrepreneurs
• Intrepreneurs
• Risk takers
• Failures
• Experimentation
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | 16
A Classic Example: the Xerox 914 copier
• Chester Carlson develops electrostatic method to place toner on paper, a “dry” process for copying documents
• In 1955, existing processes (wet or thermal) used to make 15-20 copies per day. Machines cost ~ $300.
• Joe Wilson estimates cost of building dry process copiers at ~$2000
• Wilson seeks manufacturing and distribution partners
– IBM, Kodak, GE
• IBM engages ADL to study: “Although it may be admirably suited for a few specialized copying applications, the Model 914 has no future in the office-copying-equipment market.”
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | 17
Wilson’s Business Model
• ADL’s study (and the other companies) viewed the dry process technology through a traditional business model
– charge for the equipment (dry technology very high cost)
– charge for the supplies as needed (no savings vs. wet)
• Joe Wilson ignored these rejections, and took the technology to market through a new Business Model
– $95/ month for first 2000 copies, 4 cents each for additional
– Low barrier for customer trial, Haloid/Xerox bore the risk
– Enormous usage: 2000 copies per day
– Revenues grow 41% compounded for next 20 years
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Successful Business Models are a Double-Edged Sword
• They deliver tremendous value
• But they create a cognitive bias against any value proposition that doesn’t align with its dominant logic
18
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | 19
3Com
• Metcalfe left PARC in Jan. 1979
• Did consulting work until Feb. of 1981
– DEC, GE, Exxon
• Brokered alliance between Xerox, DEC, and Intel for IEEE 802 (aka Ethernet)
• Initial plan: sell to Unix workstations, via direct sales force
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | 20
Then….
• As part of consulting, created directory of LAN dealers and VARs across US
– first of its kind
– sold many hundreds of copies at $125 each
– did this for 5 years
• IBM PC took the world by storm
• 3Com formed, Krause joined from HP
– VCs financed:
• New plan: add-on boards for IBM PCs, sold through IBM retailers and VARs
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | © 2007 Henry Chesbrough 21
0
5000
10000
15000
20000
25000
30000
35000
40000
US
Dol
lars
(mill
ions
)
Year
Xerox 3Com
Adobe Doc Sci
Documentum FileNet
Komag Objectshare
SynOptics SDLI
VLSI Sum (10)
Xerox: The Value of Business Model Innovation
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Example: Apple’s “app economy”
• “We define everything that is on the phone. You don’t want your phone to be like a PC. The last thing you want is to have loaded three apps on your phone and then you go to make a call and it doesn’t work anymore. These are more like iPods than they are like computers.”
– Steve Jobs, NYT, January 2007
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Apple’s “app economy” - Part 2
• “We define everything that is on the phone. You don’t want your phone to be like a PC. The last thing you want is to have loaded three apps on your phone and then you go to make a call and it doesn’t work anymore. These are more like iPods than they are like computers.”
– Steve Jobs, NYT, January 2007
• By 2008, 120,000 apps available on iTunes App Store
–Even visionaries have to let customers co-create!
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
A Second Co-Creation Example
• “…Amazon’s performance was essentially flat between mid-2003 and early 2007… Then Amazon took off afresh, as investors realized that Bezos had been quietly building a multitude of new growth engines inside his company. All were rooted in the same theory: If Amazon lets the customer set the specs, it could conquer any number of consumer products and services.” (emphasis added)
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Today’s Movie Industry
• $30 billion in revenue from box office receipts in 2010
• $87 billion in revenues reported by the movie studios in 2010
• Where did the other $57 billion come from?
– Pay-per view TV, cable and satellite channels, video rentals, DVD sales, online subscriptions and digital downloads.
• Each of these innovations was violently opposed by the movie industry at the time!!
25
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Meet Alex Osterwalder
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
The Business Model Canvas
Key
Partnerships
Key Activities
Key
Resources
Value
Proposition Customer
Relationships
Channels
Customer
Segments
Revenue Streams Cost Structures
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
What are the barriers stopping business model innovation inside established companies?
• Resource conflicts
• Disruption of current business model
• Cognition
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Differing context for business model innovation
Startup
• High risk, high reward
• External focus
• Governance by owners
• Clean sheet of paper
• No initial assets to leverage
Corporate
• Lower upside, lower downside
• Internal and external focus
• Governed by managers as one of many corporate priorities
• Must not disrupt core business
• Try to leverage corporate assets
Source: H. Chesbrough, Designing Corporate Ventures in the Shadow of Private VC
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Role of CEO
Startup
• Founder(s) is the creator of the business model
• CEO owns the business model
– Pivots until a viable model is discovered
– Then focuses on scaling it
Corporation
• Initial founder may be long gone
• Chief Execution Officer
– Optimizes established business model
– Drives away the misfits who challenge it
Who owns business model innovation in a company? Which
corporations are skilled at creating new business models?
How do they do it?
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Role of Board
Startup
• Engaged Owners
• High powered incentives
• Know the space
• Bring their own information to complement company info
• Meet every 4-6 weeks
Corporations
• Occasional Monitors
– Often running their own company
– Or sitting on many boards
• Rely on company info
• Modest incentives
• D&O insurance required
• Meet 4x/ year
How do Boards deal with corporate ventures?
How can Boards add value to corporate ventures?
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Role of Finance
Startup
• Entrepreneurs must shop around
• Often takes 10 or more pitches to get initial financing
– One Yes is enough to start
• Subsequent financing driven by performance vs. milestones
Corporate
• Entrepreneurs must go to a single place – Many must say Yes, only one No can stop
the project
• Subsequent financing driven by performance vs. budget – May go up or down, depending on
whether company is having a good or bad year
Is Finance enabling innovation, or killing it?
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | 33
Business Model Maturity Stages
6 Stages:
1. Undifferentiated business model
2.Differentiated business model
3. Segmented business model
4. Externally aware business model
5. Integrated business model
6. Platform leadership business model
op
en
closed
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Lessons for Innovators
• Business model innovation is hard
– But potentially very valuable
• New business models need processes for experimentation, not planning
– Get out of the building!
– Lean Startup is a good methodology to use
• New business models create disruptions with existing businesses and their models
– Need top management protection to sustain
34
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | © 2007 Henry Chesbrough 35
Why Business Models are Hard to Manage: Mapping Across Domains
Technical
Inputs:
e.g.,
feasibility,
performance
Economic
Outputs:
e.g.,
value,
price,
profit
Business
Model
• target market
• value prop.
• key attributes
• value chain
• how paid
• Value network
Measured in technical domain Measured in social domain
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | © 2007 Henry Chesbrough 36
Adobe
• Warnock and Geschke at PARC
– creating fonts for Star Workstation
– wanted to make into a standard
– Xerox said no: “how can we make money if we give it away?”
• They leave, and form Adobe
• Initial plan: turnkey publishing system, complete with own hardware, software, and fonts
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | © 2007 Henry Chesbrough 37
“We were originally going to supply a turnkey systems solution including hardware, printers, software, etc.
“Steve Jobs and Gordon Bell were key ingredients in getting things going…
Gordon said, “don’t do the whole system”
Steve said, “just sell us the software”.
That’s how the business plan formed. It wasn’t there in the beginning.”
- Charles Geschke
Today, Adobe’s market value exceeds that of Xerox
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | © 2007 Henry Chesbrough 38
Different Financial Processes
Chess: Type I errors
• Plan several moves ahead
• No new information needed
• You know what you’ve got, what opponent has
• NPV
Poker: Type II errors
• Pay to play
• Pay for new information
• You discover what
you’ve got, what other
players have
• Options
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
9 Building Blocks
1. Customer Segments
2. Value Propositions
3. Channels
4. Customer Relationships
5. Revenue Streams
6. Key Resources
7. Key Activities
8. Key Partnerships
9. Cost Structure
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Customer Segments
• For whom are we creating value?
• Who are our most important customers?
• (Who are NOT our customers?)
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Value Propositions
• What value do we deliver to the customer?
• What customer problem are we helping to solve?
• Which customer needs are we satisfying?
• What is the customer “job” to be done?
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Channels
• Which channels will we use to reach our customers?
• How are customers reached now?
• Which channels are most cost-efficient?
• Which alternative channels might be used?
• Will there be Channel conflict? How to manage?
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Customer Relationships
• What type of relationship do we want to have with our customers?
– Personal assistance
– Dedicated personal assistance
– Self-service
– Automated services
– Communities
– Co-creation
• Customer acquisition, retention, upselling
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Revenue Streams
• For what value will customers really pay?
• For what value are they paying today?
• How would customers prefer to pay?
• Are there new revenue streams not currently being used?
• Fixed menu pricing, vs. dynamic pricing
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Key Resources
• What key resources are necessary to deliver the value proposition to our customers?
– To our distribution channels?
– To build the customer relationships?
– To realize the desired revenue streams?
• Types of resources: physical, intellectual, human, financial
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Key Activities
• What key activities are required by our value proposition?
– By our distribution channels?
– By our customer relationships?
– To realize our revenue streams?
• Examples: production, problem solving, platform and/or network
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Key Partnerships
• Who are our key partners and suppliers?
• Which resources do we provide ourselves, and which do we rely on others to provide?
• Economies of scale
• Economies of scope
• Risk and uncertainty management
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Cost Structure
• What costs are most important in our business model?
• Which key resources and activities are most expensive?
• Fixed costs, variable costs, contingent costs, options
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Thanks!
Henry Chesbrough Berkeley Haas School of Business Esade Business School
The Oracle Cloud
Topics
• Evolution of cloud offerings
• Public Cloud
• Commercial Models
• Private Cloud
• European Support
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.
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Complete
Open
Integrated
9
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
The Oracle Cloud
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
The Oracle Cloud Provide all Three Layers of Public Cloud Services: SaaS, PaaS, IaaS
• Software as a Service: Lots more enterprise SaaS applications
• Platform as a Service: Easy to move existing applications to the cloud
• Infrastructure as a Service: Secure, reliable, lowest cost
– Enabled by Innovation: Engineered Systems, servers, storage, silicon
11
Enable All Three Layers of Private Cloud Services: SaaS, PaaS, IaaS
• Software as a Service: Full suite of on-premise applications
• Platform as a Service: Creation of DBaas, MWaaS with minimal risk
• Infrastructure as a Service: Servers, operating systems and Management tooling
Enabled by Innovation: Engineered Systems, servers, storage, silicon
Enable Hybrid deployments on Public and Private
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
SaaS Applications
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Three Complete Suites of SaaS Applications More Enterprise SaaS Applications than Anyone
Human Capital Management
• Global HR
• Talent Management
Enterprise Resource Planning
• Financials
• Project Portfolio Management
• Procurement
• Supply Chain Management
• Enterprise Performance Management
Customer Experience
• Marketing
• Sales
• Service
• Configure, Price & Quote
• E-Commerce
• Social Campaigns & Listening
• Data as a Service
13
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Customer Experience: Marketing Cloud Applications Market & Technology Leader: 84 SaaS Products – 29 New
14
• Marketing Cloud Bundle
• Additional Deliverability Tests
• Advanced Data Security
• Advanced Lead Scoring
• Advertising
• Business Intelligence
• Customer Profiler
• Data Tools
• Data Management Platform
• Deliverability Testing and Monitoring
• Email Marketing
• Engage and Plug-in for Salesforce.com
• Engage
• Engage Mobile
• Event Management
• Identity for Salesforce.com
• Marketing, Additional Email
• Marketing, Additional Volume
• Marketing Basic
• Marketing Enterprise
• Marketing, Enterprise Edition
• Marketing for Communications Standard
• Marketing for Utilities
• Marketing for Life Sciences Professionals
• Marketing for Life Sciences Consumers
• Marketing for Manufacturing Basic
• Marketing for Manufacturing Standard
• Marketing for Manufacturing Reseller Portal
• Marketing for Wealth Management
• Marketing Standard
• Plug-in for Salesforce.com
• Security Administration
• All Access Audience Education Pass
• Audience Analytics
• Marketing Approvals
• HIPAA Advanced Data Security
• Content Marketing Additional 10 Users
• Content Marketing Additional Hub
• Content Marketing Basic
• Content Marketing Lite
• Content Marketing Standard
• Content Marketing Additional Publisher
• Content Marketing Additional Users
• Content Marketing Basic
• Content Marketing Lite
• Content Marketing Standard
• Content Marketing Additional Business Unit
• Content Management Legacy Subscription
• Marketing Platform
• Add to Address Book
• Automatic Failover for Transactional Messages
• Barcode Enablement
• BCC Enablement
• Connect for Adobe Genesis
• Connect for Salesforce.com
• Display
• Distributed Marketing
• Domain Branding
• Free to End User for AT&T
• Free to End User for Sprint
• Free to End User for T-Mobile
• Free to End User for Verizon
• Platform
• Premium Mobile Tracking
• Push
• Push Messaging
• Return Path Additional Pixels for Email Client Monitor
• Return Path Email Intelligence
• RTM
• SMS
• SMS Dedicated Random Shortcode
• SMS Dedicated Vanity Shortcode
• SMS Enterprise
• SMS Longcode
• SMS Messaging
• SMS Shared Longcode
• SMS Shared Shortcode
• Social
• SSL Enablement
• Subaccount
• Transactional Messaging
• Unique IP Address
• Web
• Web Retargeting
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Customer Experience: Sales Cloud Applications Designed to Help You Sell More: 69 SaaS Products – 14 New
15
• Sales Cloud Bundle
• Customer Data Steward
• Customer Hub for Organizations
• Customer Hub for Persons
• Customer Management Foundation for Organizations
• Customer Management Foundation for Persons
• CRM Base Enterprise Offering
• CRM Base Premium Offering
• CRM Base Standard Offering
• CRM Desktop
• Data Quality Address Cleansing
• Data Quality Matching
• Incentive Compensation
• Quota Management
• Sales Campaigns
• Sales Catalog
• Sales Predictor
• Opportunity Landscape
• Opportunity Management
• Territory Management
• Territory Management for Channel Managers
• Voice
• Mobilytics
• OTBI for CRM
• OTBI Enterprise for CRM
• Additional Data Source for OTBI Enterprise for CRM
• Database Vault for CRM Security
• Transparent Data Encryption for CRM Security
• CRM for UK Government on Public Services Network
• CRM for UK Government
• CRM for US Department of Defense
• CRM for US Government
• CRM for Financial Services Industry
• Role Optimizer for CRM Security
• Partner Relationship Management for Channel Managers
• Partner Relationship Management for Partners
• Contact On Demand
• CRM On Demand
• CRM On Demand Database Encryption
• CRM On Demand Deal Management
• CRM On Demand Desktop
• CRM On Demand Disconnected Mobile Sales
• CRM On Demand Disconnected Mobile Sales, Hosted Edition
• CRM On Demand Enterprise Lead Referral
• CRM On Demand for Partner Relationship Management
• CRM On Demand Marketing - Multi-Tenant, Enterprise Edition
• CRM On Demand Mobile Sales Data Access
• CRM On Demand Restore Service
• CRM On Demand Teller Referral
• CRM On Demand, High Technology Standard Edition
• CRM On Demand, Automotive Enterprise Edition
• CRM On Demand, Automotive Enterprise Edition
• CRM On Demand, Automotive Standard Edition
• CRM On Demand, Enterprise Edition
• CRM On Demand, Enterprise Edition
• CRM On Demand, Financial Services Enterprise Edition - Insurance Solution
• CRM On Demand, Financial Services Enterprise Edition - Insurance Solution
• CRM On Demand, Financial Services Enterprise Edition - Wealth Management Solution
• CRM On Demand, Financial Services Enterprise Edition - Wealth Management Solution
• CRM On Demand, Financial Services Standard Edition - Insurance Solution
• CRM On Demand, Financial Services Standard Edition - Wealth Management Solution
• CRM On Demand, High Technology Enterprise Edition
• CRM On Demand, High Technology Enterprise Edition
• CRM On Demand, Life Sciences Enterprise Edition - Medical Solution
• CRM On Demand, Life Sciences Enterprise Edition - Medical Solution
• CRM On Demand, Life Sciences Standard Edition - Medical Solution
• CRM On Demand, Standard Edition
• CRM Self-Service E-Billing On Demand Customer Serivce Representative
• CRM Self-Service E-Billing On Demand for Consumers
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Customer Experience: Service Cloud Applications Introducing Field Service Suite: 113 SaaS Products – 14 New
16
• Additional Mailbox
• Agent Scripting
• Analytics
• Analytics Education Service
• Analytics Optimization Engagement Service
• App Builder Connect PHP API
• App Builder Custom Objects
• App Builder Experience Designer
• Application Test Site
• Assigned Premium Care Account Specialist Overlay
• Basic Screen Pop
• Chat
• Click-to-Call
• Cloud Managed Service
• Cloud Managed Service for Custom Scope
• Cloud Managed Services Pool
• Cloud Platform
• Cloud Platform for Department of Defense
• Cobrowse
• Cobrowse Legacy
• Cobrowse Live Chat
• Cobrowse Pilot
• Cobrowse Premium
• Cobrowse Presenter
• Cobrowse Remote Support
• Comments on the Knowledgebase
• Community Discovery Service
• Computer Telephony Integration Discovery Service
• Connect Web Services
• Connect Web Services API Operations
• Connect Web Services API Operations Service Period Pool
• Contact Center Experience
• Contextual Workspaces
• Custom Data Import
• Custom Domain SSL Application Hosting
• Customer Experience for Facebook
• Customer Portal
• Customer Portal Designer & Contact Center Experience Designer Administration Education
• Customer Service Administration Education
• Data Export Service
• Data Import Service
• Dedicated Database with Encryption
• Dedicated Outbound IP Address
• Desktop App Builder Add-Ins
• Desktop Workflow
• Dynamic Agent Desktop
• Dynamic Agent Desktop, Standalone Cobrowse
• Dynamic Agent Knowledgebase
• Email Management
• Engage
• Enterprise Contact Center Dynamic Agent Desktop
• Enterprise Dynamic Agent Desktop
• Experience Routing
• Feedback
• General Optimization Engagement Onsite Service
• General Optimization Engagement Remote Service
• Government Cloud Platform
• Guided Assistance
• Innovation Community
• Innovation Starter Community
• Instance
• Integration and Customization for Developers Education
• Intent Guide
• Interface
• Knowledge
• Knowledge Foundation
• Knowledgebase Optimization Engagement
• Mission Critical
• Mobile
• Network VPN to Hosting Facility
• Network VPN to Hosting Facility
• Offer Advisor
• Outbound and Feedback Regional Training for EMEA Education
• Outbound
• Outreach
• Outsourced Solution Administration Managed Service
• PCI Certified Cloud Platform
• Pilot
• Platform
• Product Registration
• Remote Product Coaching Service
• Sales
• Service Cloud Bundle
• Secure Socket Layer
• Self Service for Facebook
• Service Cloud Business Services
• Service Cloud Education Services
• Service Cloud Import/Export Services
• Service Cloud Managed Services
• Single Sign-On
• Social Designer
• Social Designer Community
• Social Experience
• Social Media Communities
• Social Monitor
• Software Pilot
• Standalone Chat Dynamic Agent Desktop
• Standard Dynamic Agent Desktop
• Support and Innovation Community
• Support and Innovation Starter Community
• Support Community
• Support Starter Community
• Virtual Assistant
• Virtual CIO
• Web
• Web Experience
• Web Self Service
• Website Search
• Experience Routing
• Policy Automation Agent
• Policy Automation Collaboration
• Policy Modeling
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Customer Experience: Configure Price Quote & E-Commerce Market & Technology Leader: 42 SaaS Products – 27 New
17
Configure, Price & Quote Commerce • CPQ Channel Users
• CPQ Data Export
• CPQ Data Table Tracking
• CPQ Database Encryption
• CPQ eCommerce Transactions
• CPQ Enterprise Edition
• CPQ File Storage
• CPQ High Availability Hosting
• CPQ Multisource Document Creation
• CPQ Premium Edition
• CPQ Reporting
• CPQ Shared Test Environment
• CPQ Standard Edition
• CPQ Transaction XML Export
• Express Configuration for Salesforce.com
• Express CPQ for Salesforce.com
• Express CPQR for Salesforce.com
• Express Pricing for Salesforce.com
• Express Quoting for Salesforce.com
• Express Renewals for Salesforce.com
• CPQ Cloud Bundle
• CPQ Cloud Solution
• CPQ Cloud Solutions – BMX
• CPQ Lite Edition
• Additional CastIron Endpoint hosted
• CPQ EAI CastIron OEM Product Enterprise Edition
• CPQ EAI CastIron OEM Product Standard Edition
• CPQ EAI WebMethods OEM Product
• CPQ EAI WebMethods OEM Product Subscription Instance
• CPQ EAI WebMethods OEM Module Subscription
• CPQ Connector for Salesforce.com
• CPQ Storage Additional 1GB File Storage
• Click-to-Call Interactions
• Click-to-Call Standard Telco
• Live Help Chat
• Live Help Email
• Live Help
• Live Help Recommendations
• Recommendations Additional Catalog
• Recommendations Large Catalog
• Recommendations Multichannel
• Recommendations Single-Channel
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Customer Experience: Social Campaigns, Listening & DaaS Extreme Innovation: 49 SaaS & DaaS Products – 36 New
18
Social Campaigns and Listening Data as a Service • Social Network
• Social Engagement and Monitoring, Brand Conversation Landscape Package
• Social Engagement and Monitoring, Campaign Evaluation Package (Bi-Weekly)
• Social Engagement and Monitoring, Campaign Evaluation Package (Post-Mortem)
• Social Engagement and Monitoring, Content Optimization Package
• Social Engagement and Monitoring, Topic Conversation Package
• Social Engagement and Monitoring, Additional Engagement Users
• Social Engagement and Monitoring, Advanced Edition
• Social Engagement and Monitoring, Elite Edition
• Social Engagement and Monitoring, Essential Edition
• Social Engagement and Monitoring, Select Edition
• Social Engagement and Monitoring, Additional 50,000 Messages
• Social Engagement and Monitoring, Additional Topics
• Social Engagement and Monitoring, Brand Tracker
• Social Engagement and Monitoring, Enterprise Edition
• Social Engagement and Monitoring, Premium Edition
• Social Engagement and Monitoring, Standard Edition
• Social Engagement and Monitoring, Conversation Suite
• Social Marketing, Advanced Edition
• Social Marketing, Elite Edition
• Social Marketing, Essential Edition
• Social Marketing, Select Edition
• Social Marketing for Facebook Pages
• Social Marketing for Google+ Streams
• Social Marketing for Twitter Streams
• Social Marketing Games
• Social Marketing Shop
• Social Marketing Open Graph Object Streams
• Social Relationship Management Brand Conversation Landscape Package
• Social Relationship Management Additional 500 Owned Channels
• Social Relationship Management Additional Owned Channel
• Social Relationship Management Content Optimization
• Audience Data Marketplace
• Channel Partner Direct Integration
• Channel Partner Indirect Integration
• Channel Search Partner Integration
• Data Analytics
• Look-alike Modeling Data
• Pixel Data Transfer Integration
• Private Data Marketplace
• SDT Batch File
• SDT Integration
• Social Data & Insight – D&B Company Contact Records
• Social Data & Insight – D&B Company Enterprise Records
• Social Data & Insight – D&B Company Standard Records
• Social Data & Insight Business Directory – Hosted D&B Company Contact Records
• Social Data & Insight Business Directory – Hosted D&B Company Enterprise Records
• Social Data & Insight Business Directory – Hosted D&B Company Standard Records
• DaaS for Sales
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Human Capital Management SaaS Applications Modern HCM is Social HCM: 84 SaaS Products – 16 New
19
Global Human Resources Talent Management Social • Absence Management
• Benefits
• Global Payroll
• Goal Management
• Human Capital Management Base
• Incentive Compensation
• Network at Work
• Payroll Interface
• Performance Management
• Project Management
• Project Resource Management
• Task Management
• OTBI for HCM
• OTBI Enterprise for HCM
• Additional Data Source for OTBI Enterprise for HCM
• Workforce Compensation
• Workforce Lifecycle Manager
• Workforce Modeling
• Workforce Predictions
• Workforce Reputation Management
• Database Vault for HCM Security
• Role Optimizer for HRM Security
• Transparent Data Encryption for HCM Security
• HCM for UK Government
• HCM for UK Government on Public Services Network
• HCM for US Department of Defense
• HCM for US Government
• HCM for Financial Services Industry
• Time and Labor
• Time and Labor for Projects
• Analytics
• Community Connect
• Development Planning
• Goals Management
• Hosted Connect Integration
• Hourly Assessment Content
• Learn
• Learn External User
• Learn Additional Storage
• Onboarding
• Performance Management
• Platform
• Premium Data Limits
• Premium File Attachments Limits
• Recruiting
• Recruiting High Volume
• Social Sourcing
• Store Manager Assessment Content
• Succession Planning
• Talent Management Base
• Talent Review and Succession Management
• OTBI for Talent Management
• Enterprise for US Government
• Enterprise for US DoD
• Enterprise for UK Government
• Enterprise for UK Government on Public Services Network
• Compensation - BE
• Integration Custom - BE
• Integration Standard - BE
• Learn - BE
• Learn External User - BE
• Office Essentials Learning by Skillsoft - BE
• Onboarding - BE
• OSHA Basic Library Learning by Vivid Learning - BE
• Partner Integration Setup - BE
• Performance Management - BE
• Recruiting Manager - BE
• Recruiting Premium Active User - BE
• Recruiting Premium - BE
• Recruiting Standard Active User - BE
• Smart Sourcing Per Posting - BE
• Smart Sourcing Per Posting - BE for Broadbean
• Smart Sourcing Per Posting - BE for eQuest
• Base Platform - BE
• Social Network
• Social Engagement and Monitoring, Additional 50,000 Messages
• Social Engagement and Monitoring, Additional Topics
• Social Engagement and Monitoring, Brand Tracker
• Social Engagement and Monitoring, Enterprise Edition
• Social Engagement and Monitoring, Premium Edition
• Social Engagement and Monitoring, Standard Edition
• Social Engagement and Monitoring, Conversation Suite
• Social Workforce
• Social Talent Management
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Enterprise Resource Planning: Financials Projects Procurement First to Market High-End ERP: 49 SaaS Products – 14 New
20
Financials Project Portfolio Management Procurement • Advanced Collections
• Automated Invoice Processing
• Enterprise Contracts Management Base
• Enterprise Contracts Management
• Expenses
• Financial Reports Center
• Financials
• Revenue Management
• OTBI for Financials
• Database Vault for ERP Security
• Role Optimizer for ERP Security
• Transparent Data Encryption for ERP Security
• ERP for UK Government
• ERP for UK Government on Public Services Network
• ERP for US Department of Defense
• ERP for US Government
• ERP for Financial Services Industry
• Accounting Hub Reporting
• Credit Card Tokenization
• Credit Card Payment Processing
• Grants Management
• Capital Planning
• Project Billing
• Project Contracts
• Project Control
• Project Costing
• Project Management
• Project Performance Reporting
• Project Resource Management
• Task Management
• OTBI for Projects
• Capital Planning
• Cost Controls
• Facility Management
• P6 Enterprise Project Portfolio Management
• P6 Enterprise Project Portfolio Management Web Services
• P6 Progress Reporter
• Project Delivery Management
• Real Estate Management
• Unifier Portal User
• Procurement Contracts
• Purchasing
• Self-Service Procurement
• Sourcing
• Supplier Portal
• OTBI for Procurement
• Supplier Qualification Management
• EnterpriseTrack
• EnterpriseTrack Timesheets
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Enterprise Resource Planning: Supply Chain Applications First to Market High-End SCM: 32 SaaS Products – 20 New
21
Supply Chain Management • Innovation Management
• Innovation Management Ideation
• Inventory Management
• Procurement Contracts
• Product and Catalog Management
• Product Hub
• Product Hub Portal
• Purchasing
• Self-Service Procurement
• Sourcing
• Supplier Portal
• OTBI for Procurement
• OTBI for SCM
• Supplier Qualification Management
• Product Development
• P6 Enterprise Project Portfolio Management
• Transportation Management
• Transportation Operational Planning
• Transportation Cooperative Routing
• Freight Payment, Billing and Claims
• Transportation Intelligence
• Logistics Inventory Visibility
• Forwarding and Brokerage Operations
• Transportation Sourcing
• Additional Test Environment for Oracle Transportation and Global Trade Management
• Transportation and Global Trade Management Additional Storage
• Virtual Private Network for Oracle Transportation and Global Trade Management
• Global Trade Management
• Trade Compliance
• Global Trade Intelligence
• Customs Management
• Autovue 2D Professional
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Enterprise Performance Management SaaS Applications
Planning and Budgeting Service
• Full power of Hyperion Planning in cloud
• Implementation in weeks: application creation wizards, starter kits, and templates
• Flexible deployment choices and tools for application migration
Financial Performance Reporting Service
• Narrative-based management reporting and external disclosures in one solution
• Collaborative authoring, commentary and reporting
• Role-based, auditable access on desktop and mobile devices
22
First to Market High-End EPM in the Cloud: Hyperion Cloud New in 2014
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Industry Specific SaaS Applications 47 SaaS Products – 32 New
23
Communi-cations
Health Sciences
Higher Education Automotive Primavera
Financial Services
Consumer Products
Manu-facturing Utilities
• Customer Experience for Communications
• Billing and Revenue Management
• Billing and Revenue Management, Customer Center
• Billing and Revenue Management, Permissioning Center
• Billing and Revenue Management, Premium Edition
• Billing and Revenue Management, Pricing Design Center
• ClearTrial Track Cloud Service
• ClearTrial Plan and Source Cloud Service
• InForm On Demand
• Inform Argus Integration
• IRT On Demand
• Empirica Signal
• Empirica Signal FDA AERS Database
• Empirica Signal VAERS Database
• Empirica Signal Who UMC Vigibase
• Empirica Topics
• Empirica Topics for Signal Management
• Empirica Healthcare Analysis
• Empirica Healthcare Analysis Additional Uncompressed Data
• Siebel Clinical Trial Management
• LabPas
• Health Sciences Network
• HCM for Higher Education
• ERP for Higher Education
• Student
• Customer Experience for Automotive
• P6 Enterprise Project Portfolio Management
• P6 Enterprise Project Portfolio Management Web Service
• P6 Analytics
• P6 Progress Reporter
• Unifier Portal User
• Unifer Project Controls
• Instantis
• Customer Experience for Financial Services
• Insurance Data Exchange
• Insurance Revenue Management and Billing
• Insurance Revenue Management and Billing Setup
• Financial Services Lending & Leasing Setup
• Financial Services Lending & Leasing Origination
• Financial Services Lending & Leasing Servicing & Collection
• Financial Services Revenue Management and Billing
• Financial Services Revenue Management and Billing Setup
• Customer Experience for Consumer Products
• Customer Experience for High Tech Manufacturing
• Core Advanced Analytics
• Custom Advanced Analytics
• Extended Advanced Analytics
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Oracle Cloud Platform Complete Set of Platform Services for Building Modern Secure Cloud Applications
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Oracle Cloud Platform Complete Set of Platform Services for Building Modern Secure Cloud Applications
25
Oracle Database Cloud Service
WebLogic Java Cloud Service
Social Mobile Analytics Identity
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Oracle SaaS Application Suites Inherit Platform Features Multitenant, Social, Mobile, In-Memory Big Data Analytics, Security…
26
Oracle Cloud Platform
CX HCM ERP
Social ● In-Memory Big Data Analytics ● Mobile Multitenant ● Security
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Oracle Cloud Platform Development Environment Extend SaaS Applications Using the Same Cloud Platform the Applications are Built On
27
CX HCM ERP
Oracle Cloud Platform
Social ● In-Memory Big Data Analytics ● Mobile Multitenant ● Security
CX Extension
HCM Extension
ERP Extension
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
The Oracle Cloud: Major Platform Upgrade Move Any Existing Oracle Database or Application to the Cloud by Pushing a Button
28
Move to Cloud – Move Back: No Code Changes!
WebLogic Java Platform Service
Java App
Oracle Database Platform Service
Infrastructure Compute & Storage Service
Non-Java App
Database
WebLogic Java Server
Java App
Oracle Database Server
Non-Java App
Database
Oracle Cloud Customer Data Center
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Fourth Generation Upward Compatible Oracle Database Preserving Our Customer’s Investment Through Each New Era of Computing
Generation 4
Database Cloud Service Multitenant
Generation 3
Internet Architecture Thin Clients
Generation 2
Client/Server PCs and Servers
Generation 1
Minicomputer & Mainframe Database
29
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Fourth Generation Oracle Data Architecture Managing All Types of Data
Generation 4
• Big Data In-Memory • Hadoop & NoSQL
Generation 3 • Unstructured Data • Objects, XML
Generation 2
• PL/SQL • Text, Images
Generation 1
• Relational • SQL
30
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Moving Databases and Applications to the Cloud Pushing a Button Moves and Modernizes Database Applications
• Automatically compress data 10 to 1
• Automatically encrypt data
• Automatically enable big data in-memory processing
• Automatically make applications multitenant
• Easily add mobile, social and analytic features
31
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Oracle Database Platform as a Service: Much Easier to Use Database PaaS Completely Automated: Lower Cost than Database on IaaS or On-Premise
• Automatically Provision On-Demand Elastic Compute and Storage
• Automated Backup and Recovery
• Automated Patching and Upgrade
• Automatically Provision Data Guard
• Automatically Provision Real Application Clusters: RAC (coming soon)
• Complete Monitoring and Management Portals
32
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Oracle Cloud Infrastructure Secure, Reliable, Low Cost
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Oracle Cloud: Infrastructure as a Service Move Non-Java Applications to IaaS
• Compute
• Storage
• Linux
• VM
34
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Infrastructure as a Service: Compute Cloud
• Elastic Compute & high availability
• Flexible configuration with orchestrations
• Management: root VM Access, REST APIs
• General Purpose & High-Memory instance families
• Network isolation; elastic IP addresses
35
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Infrastructure as a Service: Storage Cloud
• Store & manage digital content
• Java & REST API (OpenStack Swift)
• Access using cloud and on-premise clients
• Secure and granular access control
• Performance, scalability, high availability
36
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Infrastructure as a Service: Commodity Pricing
• Same Price as Amazon Web Services, Microsoft, etc.
• Pay only for what you use
37
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Oracle Platform & Infrastructure Services
Integration
Business Intelligence
Process
Mobile
Documents
Java Developer
Lin
e o
f B
usi
nes
s U
ser
IT/D
evel
op
er
Database
Compute Storage Messaging
Social
Identity Performance Monitoring & Analytics
Big Data
A Complete Portfolio of Services
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Metered and Non-Metered Services Commercial Models
Metered:
• You Phone Subscription
– Pay for Talk Time, Text Messages and Data
– You can pay at end of each month in case of subscription
– You can have pre-paid model, where you pay up front
Oracle Confidential – Internal/Restricted/Highl
39
Non-Metered:
• You Cable/TV Subscription
– Pay for service to watch TV
– No matter how much or how little you watch TV, you pay same amount every months
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Pattern Usage Types
CXO driven strategy to shift to cloud Dev/Test, custom apps, storage etc.
SaaS application needs extensions Custom apps to integrate with systems/data on premises
LOB needs agile & elastic platform Mobile extensions & time bound apps
ISV’s need elastic/global cloud platform Shifting existing apps to SaaS to reach newer segments/markets
Customer Usage Patterns
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Oracle Cloud: Database and Java Cloud Service Features
• Essential management by Oracle
• Oracle managed backup with point-in-time recovery
• Oracle managed patching and upgrades
• Oracle Database and WebLogic (11g / 12c)
• Dedicated Virtual Machine with Database or Weblogic
• Managed by Customer with full access
• Managed by customer with full access
• New cloud tooling for simpler management
• One-click automated backup with point-in-time recovery
• One-click patching and upgrades
Cloud Tooling
Easy-to-use Management
Virtual Image
Pre-configured, automatically
installed Software
Managed (Future)
Oracle manages the Service
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Focus on DBaaS
Private Cloud
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Private Cloud DBaaS from Oracle
• Market Drivers – Reduce Cost and Risk; Increase Agility
– Reinvent IT to become a service provider
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
• 55 Locations for Oracle Database
• 9,085 Oracle databases
• ~3,400 total DB servers across 37,000 cores
• 6PB Storage (3 PB usable)
• > 80 combinations of DB/OS/HW
• No standard approach to copy/dblink/backup
• Growth Rates:
5% YOY compute
30% YOY storage
• Run & maintain & engineering cost ~$63M
An Example - Initial Examination
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Software Licenses
T4
ODA
Oracle Advantage
Half the CPU cores VM / OS included – no cost
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
DBA Admins Productivity Gains: Exadata and Platform Advantage
$ 49,200,000
(@ $164,000 / DBA)
Business As Usual
*
$ 25,748,000
(@ $164,000 / DBA)
$ 20,664,000
(@ $164,000 / DBA)
Competitive – x86 Oracle
* Industry Average Databases per DBA
(Productivity Gain: 65% better)
30% REDUCTION In Databases
• Faster Provisioning
• Full resource mgt incl. IO, network (Enterprise Manager)
• Enhanced Availability
• Platinum Support
• Pre-tuned, optimized for both OLTP, DW
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
28% Reduction in TCO Over 5 Years
$0 $100 $200 $300
RUN|MAINTAIN *
5-YEAR TCO [ $M ]
VM MIGRATE
CURRENT
ORACLE SOLUTION
Off-The-Shelf - x86 (Competitive)
$225M
$314M
$278M
$136M
$148M
DB LIC STORAGE SERVER
SUPPORT
SUPPORT
EXADATA
37,000
ORACLE SOLUTION
CPU CORES
80% LESS
7,300
PHYSICAL SERVERS
3,300
ORACLE SOLUTION 80% LESS
150
* Run|Maintain includes cost of SysAdmin, Storage Admin and DB Admin
MIGRATE
RUN|MAINTAIN *
RUN|MAINTAIN *
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
• 55 Locations for Oracle Database
• 8,900 Oracle databases
• ~3,400 total servers across 37,000 cores
• 3 PB usable storage data
• Non-Production to be reduced by 50%
• Sufficient DB Licenses for future growth
• Growth Rates:
5% YOY compute
30% YOY storage
• Run & maintain & engineering cost ~63M
• 2x reduction in locations for databases
• 30% reduction in Oracle databases
• 21x reduction in server
17x reduction in PRD servers
42x reduction in Non-PRD servers
• 5x reduction in server cores
• 30% increase in available storage
• Storage growth to remain flat with HCC
• Reduced 63 configurations to 3
• TCO reduced 28% annually
ORIGINAL STATE BENEFITS
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Private Cloud DBaaS from Oracle
• Simplifying Private Cloud
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Simplifying the Private Cloud
Active Data Guard – Data Protection, DR – Query Offload
GoldenGate – Active-active – Heterogeneous
RMAN, Oracle Secure Backup – Backup to tape / cloud
Active Replica
Edition-based Redefinition, Online Redefinition, Data Guard, GoldenGate – Minimal downtime maintenance, upgrades, migrations
RAC – Scalability – Server HA
Flashback – Human error
correction
Production Site Application Continuity – Application HA
Global Data Services – Service Failover / Load Balancing
SILVER
GOLD
BRONZE
PLATINUM
Comprehensive HA and DR Online or low Downtime DB Maint Zero or Near-zero data loss
High Availability (HA) Online IF Maint & Select DB Patches Data protected as of last backup
Basic Service Restart Offline Maintenance Data protected as of last backup
Zero Outage for Platinum Ready Apps Online Maintenance Zero data loss
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Seamless user and application experience Two step deployment process
Database Services
1. User selects desired service class
2. Application connects to database service
BRONZE
SILVER
GOLD
✔ Database
Services
Service is automatically deployed using pre-defined templates using optimal consolidation
and cloud deployment models
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Define Oracle service catalog of Standardized Offerings
• Enable standardization across all deployment models
• Enable portability and migration between deployment models
• Enable hybrid cloud deployments
PLATINUM
GOLD
SILVER
BRONZE
Private Cloud Oracle Cloud
✔
✔
✔
✔
✔
✔
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
GOLD Business-critical Customer Facing
SILVER Production Departmental
BRONZE Development Test
PLATINUM Mission-critical Trading
Oracle DBaaS Service Offerings
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
DBaaS Basic Provisioning Workflow
Capabilities
• Workload • Optional capabilities • Services • etc., ….
4 – Add Capabilities
✔
Capacity
S | M | L | XL Server / Load S | M | L | XL Storage
2 – Select Capacity
✔
✔
Service Tier
SILVER
GOLD
✔
1 – Select Service Tier
PLATINUM
BRONZE
Security Upgrades
SILVER
GOLD ✔
3 – Upgrade Security
PLATINUM
BRONZE
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
GOLD Comprehensive HA and Disaster Protection Online or low Downtime Database Maintenance Zero or Near-zero data loss
SILVER High Availability (HA) for Recoverable Local Outages Online Infrastructure Maintenance and Select Database Patches Data protected as of last backup
BRONZE Basic Service Restart Offline Maintenance Data protected as of last backup
PLATINUM Zero Outage for Platinum Ready Applications Online Maintenance Zero data loss
Oracle Database Availability Levels
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
GOLD Regulatory compliance data PII, PCI, PHI, SOX, …
SILVER Corporate Internal need-to-know data Business transactions, orders, …
BRONZE Non-sensitive data, masked dev/test Internal portals, directories, …
PLATINUM Highly sensitive & restricted data Qtr Sales, M&A, IP, Source code, …
Oracle DBaaS Security Levels
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
DBaaS BOM – Bronze Service Tier (Base Offering)
Agility
Delivers Bronze standardized service
Product / Option
Enterprise Edition
Multitenant
DB Lifecycle Mgmt Pack
Cloud Mgmt Pack for DB
Diagnostics Pack
Tuning Pack
TOTAL (all-inclusive)
Performance
Security
Availability
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
DBaaS BOM – Silver Service Tier
Agility
Delivers Silver standardized service
Product / Option
RAC / RAC One Node
Enterprise Edition
Multitenant
DB Lifecycle Mgmt Pack
Cloud Mgmt Pack for DB
Diagnostics Pack
Tuning Pack
TOTAL (all-inclusive)
Performance
Security
Availability
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
DBaaS BOM – Gold Service Tier
Agility
Delivers Gold standardized service
Product / Option
Active Data Guard
RAC
Enterprise Edition
Multitenant
DB Lifecycle Mgmt Pack
Cloud Mgmt Pack for DB
Diagnostics Pack
Tuning Pack
TOTAL (all-inclusive)
Performance
Security
Availability
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Product / Option
GoldenGate
Active Data Guard
RAC
Enterprise Edition
Multitenant
DB Lifecycle Mgmt Pack
Cloud Mgmt Pack for DB
Diagnostics Pack
Tuning Pack
TOTAL (all-inclusive)
DBaaS BOM – Platinum Service Tier
Agility
Delivers Platinum standardized service
Performance
Security
Availability
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Capabilities Option Bronze Silver Gold Platinum
Monitor and Block
Audit Vault and Database Firewall
✔
Label Security ✔
Control Access
Database Vault ✔ ✔
Key Vault ✔ ✔
Secure Data
Advanced Security ✔ ✔ ✔
Data Masking ✔ ✔ ✔
Secure Config
EM DBLM Database auditing
✔ ✔ ✔ ✔
DBaaS BOM for Security Service Levels
Copyright © 2014 Oracle and/or its affiliates. All rights reserved.
Option Use Case
Database
Partitioning 1. Performance for DW workloads 2. Storage > 1/2 TB
In Memory 1. DW 2. Mixed (analytics against real-time OLTP)
Advanced Compression Storage > 1/2 TB
OLAP Workload type
Advanced Analytics Workload type
Spatial and Graph Workload type
TimesTen Application-Tier DB Cache OLTP with micro-second latency reqt’s (financial, Telco)
Enterprise Manager
RAT Test system changes before going to production
Test Data Management Pack Referentially valid subsets of prod data needed (for dev / test / training)
Industry Models
Retail Data Model Retail DW and OLAP
Comms Data Model Comms DW and OLAP
Airlines Data Model Airlines DW and OLAP
Utilities Data Model Utilities DW and OLAP
DBaaS BOM for Optional Capabilities
European Support Teams
63
Insight
Cloud Strategy, ROI assessments,
Enterprise Architects
Technical Architecture, Migration plans
64
• .
The IT Strategy & Insight Team brings to you a combination of dense competency for technology and business.
Experts From Leading Technology Players
NORTEL
ATOS ORIGIN
OR
AC
LE
DATA MONITOR MICROSOFT
LUCENT HP
DELL
NEC
ERICSSON IBM
GARTNER
FUJITSU
CISCO
INFOSYS
COMPUTER ASSOCIATES
Worked at Leading Consultancies
BCG
DELOITTE
MCKINSEY AT KEARNEY
ACCENTURE
MONITOR
BOOZ ALLEN
CAP GEMINI
OLIVER WYMAN
KPMG
ERNST & YOUNG
25 MBAs and PhDs From Top Rated Universities
INSEAD
SDA Bocconi
Rotterdam School of Management
Universidad Politécnica de Madrid
University of Chicago
London Business School
ETH Zurich
KTH Stockholm
EBS, Oestrich-Winkel
A Team With Rich Experience - 4 former CIOs
34 Insight Directors in EMEA
Average Work Experience of 18 Years
Spread across 17 Nationalities in Europe
Done > 1.000 Customer Engagements
To serve your Needs
The Oracle Cloud Provide all Three Layers of Public Cloud Services: SaaS, PaaS, IaaS
• Software as a Service: Lots more enterprise SaaS applications
• Platform as a Service: Easy to move existing applications to the cloud
• Infrastructure as a Service: Secure, reliable, lowest cost
– Enabled by Innovation: Engineered Systems, servers, storage, silicon
65
Enable All Three Layers of Private Cloud Services: SaaS, PaaS, IaaS
• Software as a Service: Full suite of on-premise applications
• Platform as a Service: Creation of DBaas, MWaaS with minimal risk
• Infrastructure as a Service: Servers, operating systems and Management tooling
Enabled by Innovation: Engineered Systems, servers, storage, silicon
Enable Hybrid deployments on Public and Private
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |
CX Central Welcome Keynote
Aaron Shidler Vice President, CX Industry Oracle Product Development October 1st, 2014
Lead your Industry and Deliver ROI Through Customer Experience
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |
Safe Harbor Statement
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.
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |
Program Agenda
The CX Initiative
Oracle CX Solutions
Summary
Q&A
1
2
3
4
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. | 5
social
mobile
y-gen
self discovery
buying
learning
targets
choice
value
expectation
information
Your Customer has
CHANGED
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. | 6
of execs say customer experience is critical
to their business advantage
are just getting started with a customer experience initiative
consider their customer experience initiative to be advanced
97% 39%
20%
Source: 2013 “Global Insights on Succeeding in the Customer Experience Era” (2013)
And statistics indicate there is progress to be made
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. | 7
Social
Mobile
Store
Call Center
Website
eCommerce
Need > Research > Select > Buy > Use > Recommend
Individual disconnected interactions? or the connected customer journey?
The Grand Disconnect
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. | 8
49% of CEOs think customers
will switch due to CX
89% of customers have switched to a competitor precisely because of poor CX
43% of customers have had a consistent positive experience with the brand
But only 80% of CEOs believe they
give good CX
the brand
Source: “Global Insights on Succeeding in the Customer Experience Era,” Oracle, (2013, )from market research survey of 1,300 global senior execs in North America, Europe, Asia Pacific and Latin America .
Perception Chasm in the C-Suite
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |
In only two years, 90% of companies expect to compete almost entirely on the basis of customer experience.
9
Source: Gartner, Laura McLellan, Gartner research, referenced in AdAge, Sept. 2014
Why Start Now?
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. | 10
CUSTOMER BRAND
Oracle Customer Experience Connecting Every Interaction Your Customer Has With Your Brand
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |
Program Agenda
The CX Initiative
Oracle CX Solutions
Summary
Q&A
1
2
3
4
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. | 12
Oracle Marketing
Integrated Customer Experience Foundation
Social Network Mobile Integrations
Oracle Sales
Oracle CPQ
Oracle Commerce
Oracle Service
Analytic KPIs & Dashboards
Predictive Analytics
Oracle Customer Experience The Complete Customer Experience Platform
Oracle Social
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. | 13
Complete Modern Marketing, Selling, Commerce, Service, Social apps that empower the customer
Tailored for Industries
Best Practices for Competitive Advantage and lower TCO
Insightful and Extensible
1
3
2
4
Drive greater business value deliver pre-built business
processes across silos Modern
Empowered Customer
Cross-Channel
Extend solution, use Dynamic CX profile and Integrate to the Enterprise
Oracle Customer Experience Enabled in the Cloud
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. | 14
Service Knowledgebase & Customer Engagement
Field Sales & Agent Empowerment Agile Customer Service Center
Commerce Dynamic Personalized experience management
Scalable Cross-Channel Commerce Multi-site branding
CPQ Sell more with effective cross-sell /upsell
Easy setup for Configurable Products Flexible Approval Workflow
Sales Easy, Adaptable and Collaborative Selling
Customer Insight and Pipeline Building Mobility and Productive Selling
Social Social Relationship Management
Social Insights and Service Personalized Interaction
Sales Service
Marketing Social
CPQ Commerce
Marketing B2C Orchestrated Cross-Channel Campaigns
Social and Modern Marketing Content B2B Lead Generation
Oracle Customer Experience Broadest solution capabilities to support your customers’ journey
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. | 15
https://www.youtube.com/watch?v=lzyu_zpyLkQ
Financial Services Showcase
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Customer Experience Marketing
Web Marketing
Mobile Advertising
Social Marketing
Data Management Platform
Display Advertising
Multi-Channel Campaign Management
Targeting and Segmentation
Marketing Measurement
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |
Sales Prediction
Leads and Opportunities
Partner Relationship Management
Forecasting Sales Campaigns
Territory Management
Customer Data Management
Quota & Compensation Management
Customer Experience Sales
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |
Price Quote
Search & Personalization
ERP, Supply Chain & E-Signature Integration
Recommendations Catalog Management
Configure
Transaction Mgmt.
Customer Experience Commerce & Configure-Price-Quote
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |
Mobile Self-Service
Chat and Co-Browse
Cross Channel Contact Center
E-mail Management
Support Communities
Knowledge Management
Web Customer Service
Policy Management
Customer Experience Customer Service
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |
Customer Experience Social Relationship Management
Social Marketing
Social Data & Insight
Social Networking & Collaboration
Social Listening & Engagement
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175%
50%
30%
Increase in revenue attributed to marketing
customer response rates to campaign
New customer growth
20% Growth in year-to-
year revenue
95% Reduction in time to
create reports
50% Gain in product
penetration
$5.5M in contribution
margin
30% increase in ASP
8 minutes from discussion to signature via iPad
56% increase in online
sales
10-60% increase in avg.
order value
5-10X Faster time to
market
$350K-$5M Annual Savings
45% Jump in new orders
40% Drop in tech support
inquiries
$1M+ Saved by preventing
PR crisis
20X social follower
growth, 5x social engagement growth
2X Faster customer
acquisition
Head of Sales
Head of Sales Ops
Head of Commerce
Head of Service
Head of Social
Head of Marketing
Results Being Realized by World-Class Companies
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Powerful Integration to create Customer Intimacy
Example integrations • Marketing/Sales Cloud • Services/Social Cloud • Commerce/Social Cloud • Social/Marketing Cloud
Unique value of CX integrations • Higher sales revenue • Greater customer retention/loyalty • Reduced time to market and results • Lower cost and improved value of using unified suite
Delivered and planned Integrations • Over 37 cross-channel integrations developed • 11+ cross-channel integrations planned for FY15 • Integrations to 120+ Application Marketplace partners
One Experience
Sales Service
Marketing Social
CPQ Commerce
Cross Channel We integrate the cross-channel journey that your customers experience
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Benefits:
Extend capabilities
One cloud platform
Streamlined development
to create new features and new applications
with standards-based tools
with applications portable to other platforms
Example Use Cases:
Create a Mobile App 1
2
3
4
5
External Document Sharing
Unify and Simplify BI
Get certified 3rd Party Apps
Develop App & Access External Data
Enrich Your CX Cloud with Oracle Cloud PaaS
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Leverage CX platform for Competitive Advantage
Insightful and Extensible Know your Customers; Integrate and Extend your CX platform
Ability to Extend CX applications and Build Your Own Compose UI and data structures in Fusion; extend with
Oracle or other PaaS providers. Leverage Groovy and Java for custom applications
Ease of Leveraging Investments made in Enterprise Integrate on-premise with cloud applications to efficiently
automate key business processes Powerful Business Intelligence across Customer Journey Analytics included with CX applications or consolidate with
Oracle Analytics Cloud (coming soon)
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25
Oracle CX Cloud
Rich tailoring capabilities
Mobile support Embedded social
collaboration Tailor approvals/
workflows
Database Services
Data storage Data import
Mobile Services
Mobile APIs Federated identity Mobile security Any platform,
any device
Developer Services
Source code management
Build deploy tools Web service
repository
Java Services
Logic and business rules
UI modifications Full power of J2EE
Marketplace 3rd party apps
Unique apps By cloud partners Certified
BI Services
Enterprise analytics
Reporting
Document Services
External document collaboration
Offline syncing Web, mobile,
desktop
One Cloud Platform
Personalize Your CX Cloud Tailor within SaaS. Enrich with PaaS.
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Pre-built with best practices for your business needs
Enhanced View of Industry Solution
• Enhanced ability to see how Oracle products address your industry-specific Customer Experience initiatives
Blueprint for Each Industry
• Best practices for configuration/integration of Oracle CX products with other products (Oracle and non-Oracle)
Accelerated Customer Deployment
• Superior ability for Consulting partners to speed deployment through: – Reference configurations – Integrations – Industry best practices
Tailored for Industries Reference Architectures /Blueprints to Accelerate Adoption & Time to Value
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Program Agenda
The CX Initiative
Oracle CX Solutions
Summary
Q&A
1
2
3
4
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Modern CX Cloud: Customer Examples
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Comprehensive, Modern and Complete B2B, B2C, Multi-Channel, Mobile, User-centric Data Driven Big Data, DaaS, Data Cleansing, Social Data
Global and Industry Reach Industry Coverage, Global Capabilities, Secure
Platform and Ecosystem Integrations, PaaS, IDM, Analytics, Marketplace
Oracle Customer Experience Key Differentiators
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Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |
Program Agenda
The CX Initiative
Oracle CX Solutions
Summary
Q&A
1
2
3
4
The CIO in 2020: Driving Innovation and Growth
Philip Carter
Vice President, IDC European Research
Presentation at the Oracle Iberia CIO Innovation Day,
1st October 2014, Oracle Openworld San Francisco
68% of Iberian organizations
have gone through
a major IT re-organization
in the last 12 months
© IDC Visit us at IDC.com and follow us on Twitter: @IDC 2
IDC Spanish IT Executive Survey. April 2014, n=199
52% of Iberian
organizations have
created a new group
focused on
innovation
© IDC Visit us at IDC.com and follow us on Twitter: @IDC 3
IDC Spanish IT Executive Survey. April 2014, n=199
In 67% of Iberian
organizations,
the business
has become more
involved in IT strategy
© IDC Visit us at IDC.com and follow us on Twitter: @IDC 4
IDC Spanish IT Executive Survey. April 2014, n=199
© IDC Visit us at IDC.com and follow us on Twitter: @IDC 5
© IDC Visit us at IDC.com and follow us on Twitter: @IDC 6
Application Modernisation
Legacy Outsourcing Contracts
Data Center Strategies
3rd Platform of IT Innovation & Growth
© IDC Visit us at IDC.com and follow us on Twitter: @IDC 7
ICT Innovation
1985-2005
ICT Innovation
2005-2020+
© IDC Visit us at IDC.com and follow us on Twitter: @IDC8
The 3rd Platform is a Business Platform that is Transforming Organizations
The transformation of products and services
The transformation of workforce
The transformation of customer relationships
The transformation of business models
Governance, Risk & Compliance
© IDC Visit us at IDC.com and follow us on Twitter: @IDC 9
In 2013, Domino’s Pizza sold £104 million worth of pizza via its mobile platform in the UK and Ireland alone
Managed
Business Innovation
Effective partnership between business and IT around 3rd Platform implementations allows organization to outpace competitors through the use of 3rd Platform
Opportunistic
2nd Platform IT
Uncoordinated efforts between business and IT around 3rd Platform implementations; limited progress toward 3rd Platform adoption
Ad Hoc
Core IT
No effort between business and IT to coordinate or incorporate 3rd Platform technology
Repeatable
3rd Platform IT
Coordinated efforts between business and IT around 3rd Platform implementation allow organization to keep pace with peers in 3rd Platform adoption
Optimized
Business Transformation
Highly orchestrated interaction between business and IT around 3rd Platform implementations, enabling a world-class organization with lasting competitive advantage driven by 3rd Platform transformation and an organization that has embraced it.
Opportunistic
2nd Platform IT
Uncoordinated efforts between business and IT around 3rd Platform implementations; limited progress toward 3rd Platform adoption
Managed
Business Innovation
Effective partnership between business and IT around 3rd Platform implementations allows organization to outpace competitors through the use of 3rd Platform
Source: IDC, Enterprise IT Transformation Maturity Model, 2014
Ad Hoc
Core IT
No effort between business and IT to coordinate or incorporate 3rd Platform technology
Repeatable
3rd Platform IT
Coordinated efforts between business and IT around 3rd Platform implementation allow organization to keep pace with peers in 3rd Platform adoption
Optimized
Business Transformation
Highly orchestrated interaction between business and IT around 3rd Platform implementations, enabling a world-class organization with lasting competitive advantage driven by 3rd Platform transformation and an organization that has embraced it.
Transforming to a Business Innovation IT OrgIDC’s Enterprise IT Transformation Maturity Model
© IDC Visit us at IDC.com and follow us on Twitter: @IDC 10
Managed
Business Innovation
Effective partnership between business and IT around 3rd Platform implementations allows organization to outpace competitors through the use of 3rd Platform
Opportunistic
2nd Platform IT
Uncoordinated efforts between business and IT around 3rd Platform implementations; limited progress toward 3rd Platform adoption
Ad Hoc
Core IT
No effort between business and IT to coordinate or incorporate 3rd Platform technology
Repeatable
3rd Platform IT
Coordinated efforts between business and IT around 3rd Platform implementation allow organization to keep pace with peers in 3rd Platform adoption
Optimized
Business Transformation
Highly orchestrated interaction between business and IT around 3rd Platform implementations, enabling a world-class organization with lasting competitive advantage driven by 3rd Platform transformation and an organization that has embraced it.
15%
BusinessInnovation
6%
Core IT
4%
BusinessTransformation
Are You Transforming Your IT Org Fast Enough?
© IDC Visit us at IDC.com and follow us on Twitter: @IDC 11
67% of Organizations are Operating at a2nd Platform IT or 3rd Platform IT Transformational Stage
40%
2nd PlatformIT
27%
3rd PlatformIT
Source: IDC's Enterprise IT Transformation MaturityScape Benchmark Study, August, 2014. n-156
Move outside your process comfort zone
Deliver technology the way the business wants
Cultivate tomorrow’s IT talent today
1 2 3
Accelerating Transformation Requires You to…
© IDC Visit us at IDC.com and follow us on Twitter: @IDC 12
© IDC Visit us at IDC.com and follow us on Twitter: @IDC 13
48
Kaiser Permanente
Develop a Multi-Pronged Approach
Source: www.kaiserpermanente.org.
EnterpriseArchitecture #1 Hardest to Hire
How difficult is it to hire suitable candidates?
The 3rd Platform will Create a Skills GapThe Most Difficult IT Positions to Staff
Source: IDC CIO Summit, April, 2014.
© IDC Visit us at IDC.com and follow us on Twitter: @IDC 15
Risk Management Contracts
Run
Build
Buy
Short Term
Transactional Model
2nd Platform Vendor Sourcing Models
Trusted Relationship Contracts
Data Driven Management
Integrate
Acquire Capability
Long Term
Relationship Model
3rd Platform Vendor Sourcing Models
3rd Platform Requires a Different Sourcing Model
© IDC Visit us at IDC.com and follow us on Twitter: @IDC 16
Move outside your process comfort zone
Deliver technology the way the business wants
Cultivate tomorrow’s IT talent today
1 2 3
Accelerating Transformation Requires You to…
© IDC Visit us at IDC.com and follow us on Twitter: @IDC 17
Urgency, Speed, Time to Market =
The Next Wave of Shadow IT
© IDC Visit us at IDC.com and follow us on Twitter: @IDC 18
%6According to ITPercent of Technology
Spending that is Shadow
Source: IDC Business Technology Study, May 2014 and IDC CIO Sentiment Study, January, 2014
According to BusinessPercent of Technology
Spending that is Shadow
%6 %6IAccording to ITPercent of Technology
Spending that is Shadow
6
Shadow IT: What You Don’t Know Will Hurt You
© IDC Visit us at IDC.com and follow us on Twitter: @IDC 19
How you communicate with the business is just as important as
what you communicate
Source: Magna International
Selling Your Services
© IDC Visit us at IDC.com and follow us on Twitter: @IDC 20
Move outside your process comfort zone
Deliver technology the way the business wants
Cultivate tomorrow’s IT talent today
1 2 3
Accelerating Transformation Requires You to…
© IDC Visit us at IDC.com and follow us on Twitter: @IDC 21
IT-enabled Services
Transforming Business Processes
IT-enabled Business Processes
Automating Business Processes
IT-enabled Products
Creating IT-enabled Products
IT-enabled Products is the End Game
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62%
IT-enabled Products
Creating IT-enabled Products
IT-enabled Services
Transforming Business Processes
IT-enabled Business Processes
Automating Business Processes
18%20%
Moving Outside Your Comfort Zone
Source: IDC 2014
© IDC Visit us at IDC.com and follow us on Twitter: @IDC 23
© IDC Visit us at IDC.com and follow us on Twitter: @IDC 24
Best Practices
Need to Evolve
© IDC Visit us at IDC.com and follow us on Twitter: @IDC 25
This is what continuous improvement can get you
Product Enhancements
Innovation
Continuous Improvement Versus Innovation
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© IDC Visit us at IDC.com and follow us on Twitter: @IDC27
The transformation of products and services
The transformation of workforce
The transformation of customer relationships
The transformation of business models
Think innovatively. Think new trajectories.
© IDC Visit us at IDC.com and follow us on Twitter: @IDC 28