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HyperRoll Product and Sales Playbookfor PartnersIntroducing Oracle Essbase Analytics Link for HFM
May 2010
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Disclaimer
This document is for informational purposes. It is not a commitment to deliverany material, code, or functionality, and should not be relied upon in makingpurchasing decisions. The development, release, and timing of any featuresor functionality described in this document remains at the sole discretion ofOracle. This document in any form, software or printed matter, containsproprietary information that is the exclusive property of Oracle. Thisdocument and information contained herein may not be disclosed, copied,
reproduced or distributed to anyone outside Oracle without prior writtenconsent of Oracle. This document is not part of your license agreement norcan it be incorporated into any contractual agreement with Oracle or itssubsidiaries or affiliates.
Confidential Information
The information contained in these slides is intended for Oracle
PartnerNetwork member use only. The information contained herein isconsidered Oracle confidential and can be used only in connection with thepotential licensing, distribution, or implementation of Oracle programs to endusers by Oracle or an authorized Oracle partner.
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Spot opportunities and know what to sell
Identify, qualify, and employ key sales plays
Articulate core messages & differentiation
Access product strategy, overview, and capabilities
Know where to find enablement and how to Specialize
Questions?www.oracle.com/partners >
Contact Oracle Partner Business Center
WelcomeHyperRoll Sales Playbook for Partners
Introducing Oracle Essbase Analytics Link for HFM
FollowU
sblogs.oracle.com/judsonalthoff
twitter.com/oraclepartners
Oracle has acquired HyperRoll, a leading provider offinancial reporting acceleration solutions with interactive
reporting capability to support complex data calculationrequirements.
Oracle Enterprise Performance Management (EPM) alreadyenables rapid, accurate and secure financial consolidationand reporting. With the addition of HyperRoll's reportingacceleration technology, customers are expected to be ableto execute a faster financial close.
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Content
Playbook click here
Identify > Qualify > Sales Plays >Value Prop > Objection Handling > Pricing
Drill Down
Strategy and Vision click here
Product Overview click here
Equip Your Workforce: OPN Specialized Enablementclick here
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Financial Reporting Market Opportunity
Financial Reporting continues to be a strategicinvestment for companies seeking businessperformance improvement
Integrated Financial Reporting between EPM andBI drives expansion and differentiation in a
maturing market
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Extend Financial Reporting capabilities
Extend the Financial Management (FM) data model
Added analysis and calculations
Open up the FM data to BI tools such as Essbaseand OBIEE
Significant leverage to our EPM story
The missing link between close cycle products andthe Essbase based applications
Seamless integration between EPM and BI Valuable in competitive situations
Common reporting cube for all EPM apps vs.Outlooksoft
Extended reporting dimensionality will help uscompeting in Europe Cartesis
Upcoming: Rounding feature as a solution againstClaritys close offering
Large Market Opportunity
Analysts agree that companies are investing inFinancial Reporting
Why Should You Care?
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New Partner Opportunities
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Develop
Broader opportunitiesfor technologyintegrations.
Integrate with Oraclesleading EPM and BIsolutions
Add best-in-classsolutions to yourportfolio to ensure arapid, reliable andcompliant financialclose process for yourcustomers.
Sell
Target customersacross multipleindustries such asretail, consumer goodsand financial services.
Deliver higherperformance complexreports against rapidlychangingconsolidation data,improving audit andtraceability.
Implement
Expand servicecapabilities around
Oracles EPM, BI,Essbase and DataWarehouse solutions.
Deploy solutions thatenable yourcustomers to betterunderstand, measure,and manage their
business.
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Key Plays
Customers already extracting data from HFM (using
EA, Star or something else) Position EAL as a premium option to simplify their existing processes
and reduce their cost of ownership, on going maintenance and improvetheir data quality
Works with EB or Relational DW
Existing HFM Customer Position management reporting and the Essbase robust capabilities foradvanced analytics. Should be tied to larger Essbase presentation
Existing EPM Sales Cycles Add Essbase and Analytic Link to deliver management reporting and
advanced analytics
Green Field Financial Close sales cycle Position the entire EPM solution with management reporting best
practices
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Target Audience
CFO Overall responsibility for financial reporting CIO Responsible for management reporting
Director of Financial Systems Key stakeholderand participant in financial reporting with some
management reporting as well as financial analyticsresponsibilities
Director of Applications Typically manages ERPand possibly EPM/BI systems
GM/BU Leadership Responsible for running thebusiness with Financial and Management reportingneeds
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Target Buyers & Key Messages
Finance
Operational Alignment Business Performance
Controller
VP/Director - Finance
CFO
Area of Responsibility Financial consolidations Financial reporting
Key Pain Points Increasing demands for reports
Reports slow downconsolidations
Limited data model and analysis
Key Messages Allow BI reporting access to HFMwith zero impact on the HFMsystem
Off load existing large reportsfrom HFM
Deploy a reporting financialmodel with extended analytics
Operations
Informed Decisions Operational Performance
Director - Planning
VP/Director - S&OP
VP-Operations
Excel Hell Integration
Director - IT
CIO
Manager - IT
Area of Responsibility Development, implementation, &
maint of business apps systems
Architecture plans, estimatescosts, and projects strategic need
Design & implement the requiredcomponents for complex features
Key Pain Points Application availability issues
Integration with other systems Reporting
Upgrading/migrating versions
Key Messages Off load HFM App servers
Minimize reporting down time
Seamless integration in real time
Minimize implementation costs
Area of Responsibility IT department within a
functional/business area
Day-to-day system functioning,overseeing upgrades, maint
Key Pain Points Unhappy end users
Unplanned downtime (data orsystem failures)
Poor system performance
Key Messages Improved reporting performance
Increased resources forconsolidations
Remove a system sensitivity byseparating reporting andconsolidations
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IT
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Key Qualification Questions
Are you able to add more reporting users on your HFMapplication using the current environment?
Do you shuffle between consolidation servers andreporting server during the close period?
Do you need to merge/join HFM data with other datasources such as GL or Planning with very low latency?
Does HFM currently store all the dimensions that you needfor Financial Analysis Reporting?
Are your users require additional calculations or improvedanalytics that currently is not in HFM?
Reports Offloading
Analytical Requirements
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Key Qualification Questions
Do you need access to the most up-to-date information from HFMapplications without impacting to source systems?
Do you want to lower costs by directing all report activity to asecondary system and still have access to the most up-to-dateinformation?
Are your data volumes growing and business demands increasingsuch that you can no longer meet shrinking batch windows?
Are your reporting needs growing to the point that they will becomea performance concern for the reporting users and/or theconsolidation users?
Do you have reporting guidelines to ensure the system well being?
Real Time Data Integration Real Time BI
High Performance Financial Reporting
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Value Propositions for Analytics Link
Delivers continuous operations for Management Reporting byeliminating previously required down time.
Lowers IT costs through eliminating high implementation costs aswell as deployment of additional hardware.
Reduces risk by ensuring data integrity and reliability betweensource and target systems.
Improves business insight through real-time managementreporting based on current financial information.
Improves efficiencies through improved performance, scalability ofreal-time data synchronization.
Reduces barriers to sharing data by offering standard access toapplication proprietary data.
Oracle Essbase Analytics Link for HFM
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Objection Handling Analytics Link
HFM is already my management reportingsolution EAL allows you to expend the scope of HFM by utilizing the
flexibility and analytical features of Essbase on top of liveHFM data
I already have an integration standard EAL is an integrated component of the EPM platform which
enables you to reduce risk and ensure data quality of theintegration
This should be free EAL reduces the TCO of your EPM system by extending your
management reporting capabilities and reducing the cost ofintegration maintenance
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Objection Handling Analytics Link
We use Extended Analytics/Star/customextraction now While there are alternatives to extract data from HFM, EAL is
the only solution that creates the reporting environment foryou and manages the data synchronization in real-time
We do not want to add more overhead onHFM EAL is the only solution that can provide real time integration
for management reporting on live HFM data, with zero impacton the consolidation processes
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Pricing and Other Information
List Price is $1600 per App user, Min 25 Product is GA NOW! New product, only one existing customer (Agility Logistics)
EAL is compatible from 9.2.0.3 to current 11x
Sale into existing account, no upgrade needed EAL Programs focused on HFM Install
coming soon
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Next Steps
Determine target CFO
CIO
Director of Financial Systems
Director of Applications,
GM/BU Leadership
Leverage pain points andmessaging from this
playbook Broken out for Finance,
Operations and IT
IDENTIFY
Ask Qualifying Questions
Reports offloading
Analytical requirements
Real-time dataintegration/real-time BI
High performance financialreporting
Be prepared with objectionhandling if needed
Leverage Key Sales Plays Customers already extracting data
from HFM (using EA, Star, etc)
Existing HFM Customer
Existing EPM Sales Cycles
Green Field Financial Close sales
cycle
Consult Drill Downsections: Product strategy, overview &
capabilities
HyperRoll resources & enablement
How to Specialize
Cross/upsell Oracle EPM, BI,Essbase, DW solutions
QUALIFY SELL
Reduces risk
Improves business insight
Delivers continuous operations
Lowers IT costs
Improves efficiencies
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Content
Playbook click here
Identify > Qualify > Sales Plays >Value Prop > Objection Handling > Pricing
Drill Down
Strategy and Vision click here
Product Overview click here
Equip Your Workforce: OPN Specialized Enablementclick here
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Key Component of the EPM SystemComplements Hyperion Financial Reporting and BI
BI Applications
EPM Workspace
OLTP & ODSSystems
Data WarehouseData Mart
SAP, Oracle, Siebel,PeopleSoft, Custom
ExcelXML
BusinessProcess
OLAP
Fusion Middleware
Business Intelligence Foundation
BI Applications
PERFORMANCE MANAGEMENT APPLICATIONS
StrategyManagement
BusinessPlanning
ProfitabilityManagement
FinancialReporting &Compliance
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HyperRoll Product Fit
OLTP & ODSSystems
SAP, Oracle, Siebel,PeopleSoft, Custom
ExcelXML
BusinessProcess
OLAP
Fusion Middleware
BI Applications
BUSINESS INTELLIGENCE FOUNDATION
Essbase BI Server Predictive AnalyticsCommon Enterprise Information Model
EPM WORKSPACE
Web AlertsOffice MobileDesktop Search
EPM Applications
HYPERROLL ACCELERATION AND DATA SYNCRONIZATION SERVICES
Data WarehouseData Mart
HyperRoll becomes part of the BI foundation, providing reporting acceleration and real time data synchronization forEssbase and OBI
Initially this will be for HFM data, later Planning, and eventually all other data sources
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Product Strategy
Ad hocAnalysis
InteractiveDashboards
Reporting &Publishing
ProactiveDetectionand Alerts
MS Office& Outlook
Hyperion
Financial
Management
Hyperion
Planning
Hyperion
Profitability &
Cost Mgmt
Oracle
Business
Intelligence
Hyperion
Essbase
HyperRollReporting
Accelerator
OracleEAL
for HFM
HyperRollIn Memory
StorageOption
HyperRollBI
Accelerator
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Analytics Link Product Profile
SUMMARYName Oracle Essbase Analytics
Link for HFM
Description Near real-time synchronizationbetween HFM and Essbase toenable advance reporting andanalysis of the HFM data with noimpact on the HFM App Server
Key Features Live synchronization between
HFM and Essbase Offload the HFM App server Prebuilt integrations with OBI,
Essbase, and HFM
CUSTOMERS
# of Customers New product, never actively sold byHyperRoll. One customer exists inproduction (Agility Logistics)
PRODUCT ROADMAP
Product Version Current version: 1.1
Next version: 11.1.1ProductRoadmap(Oracle)
June 2009: CIC
March, 2010 EAL 11.1.1 released withintegration into Essbase
April, 2010 EAL 11.1.1.1: Betterintegration, more performance, outlinecustomizations
May, 2010 EAL 11.1.1.2, enhancedsupport for EPM 11.1.2
ARCHITECTURE FITArchitectureDescription
C++ based server accessed viaJava call and web services
Data stored in proprietary file-based store
HFM specific aggregation rules
OS Supported Microsoft 2003
Application Support HFM 9.2.0.3, 9.3.1, 11.1.1.3 Essbase 9.3.1, 11.1.1.3
Application Server Apache Tomcat 6
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Effective Management Reporting consist of: Merging many sources
Adding more depth to the data
Creating KPI and applying advanced analytics to create
Custom Financial Analytics
Financial information is a key
element in the Management
Reporting
Management Reporting Characteristics
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Requires data integration betweenapplications and the reporting environment
Would usually consist of long and manual
processes Extract the data from one system and load it into the other
Manual implementations, creating
data latency and data quality issues
Bigger challenge withcomplex Financial
Management systems
Management Reporting Challenges
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Oracles Complete Solution
FinancialConsolidation
DataAssurance
ERP:
Oracle, SAP,
PSFT, Other
CustomAnalytics
Financial Reporting
CFO Dashboard
EssbaseAnalytics Link
Transactions Reporting
Management Reporting
Integrates all management processes Deliver consistent, reliable insights to drive action
Lower costs and reduces system complexity
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Seamless integration of HFM with Essbase Real-time or On Demand Custom Financial Analytics
Delivers single reporting solution for customfinancial analytics Modified dimensionality, merge additional data sources
Extending HFM with zero impact on the HFMservers More users, more reports, bigger queries
Simple and automated implementation Low cost of implementation and ownership
Oracle owns the integration Standard part of the EPM platform
Oracle Essbase Analytics Link for HFM
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Management Reporting Workflow
HFM DatabaseServer
Near Real TimeSynchronizationwith HFM Data
Load external datato the Essbasedatabase
Queries
GL
Planning
DW
Essbase
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Transparent, Real-Time Integration
HFMUser
EssbaseUser
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Create and populate relational tables with the HFM
data
Complete star schema with metadata tables
Fastest HFM extraction with flexible selection logic
No impact on the consolidation servers during extract
Fast Extract into Relational Tables
Near Real TimeSynchronization
HFM DatabaseServer
DW
FastExtract
ETL
RelationalStar Schema
OtherSources
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E d d A l i d A l i Li k
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Extended Analytics Analytics LinkData extraction utility
Batch processing
Live synchronization between EPMand BI
On Demand data availability
Manual implementation of the target
environment
Simple/automated deployment on
the target environment
Fast extraction of data slices (not fullapps)
Synchronize full apps as well asdata slices
Limited to HFM data model Extend the HFM data model
Might impact negativelyconsolidation performance
Add workload the HFM Apps Server
Zero or positive impact onconsolidation performance
Reduce workload from the HFM Apps Server
Extended Analytics and Analytics LinkDifferent Product, Different Use cases
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Oracle Essbase Analytics Link for HFM
Initial Release Future Releases
EPM Innovation Real time synchronization with HFM Automatically creates a mirrored outline Allow customization from the UI Real time and on demand synchronizations Allow outline customization Allow the injection of external data Allow fast data extractions to a relational DW Expose web services
EPM Innovation Automate additional data source (Planning, etc.) Allow more complex customizations from the UI Fast data copy to Essbase SQL support for direct relational access Integration with Planning outlines UI improvements Performance improvements
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Content
Playbook click here
Identify > Qualify > Sales Plays >Value Prop > Objection Handling > Pricing
Drill Down
Strategy and Vision click here
Product Overview click here
Equip Your Workforce: OPN Specialized Enablementclick here
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OPN Ali ith O l P d t &
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OPN Aligns with Oracle Product &Industry Focus
Develop, Sell, Implement
OPN Specializations and resources - by product line - support you to build readiness
Integrating HyperRoll to existing HFM and Essbase enablement & Specializations
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Why Become Specialized
Specialization is?
A formal brand allowing partners toDifferentiatethemselves and be RecognizedbyOracle and Preferredby customers for focus &expertise
How is this different to Gold & Platinum?
Each partner can be recognized for their areas
of expertise as well as their commitment
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OPN Specialized logo
OPN Solutions Catalog priority placement
Linked from Oracle.com < customers can Find a specialized partner Promotion in newsletters, webcasts, advertising, etc.
Access to Oracle meeting room facilities & Demo Solutions Services
50 free Service Requests per Specialization achieved, up to a maximum of250 per membership per year
Free Support service requests for Enterprise Linux Basic And Oracle VM 2 additional assessment/exam vouchers per membership year
Access to Demonstration Solution Services
Access to implementation methodologies
Access to release control documentation
And they enjoy additional benefits*, including:
* For a complete list of benefits check www.oracle.com/partners
Differentiated Recognized Preferred
Specialized Partners are
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How to Become Specialized
Join KnowledgeZone
Business
Criteria
Customer References Transactions
Re-sell, Non-Commission Co sell,Referral
CompetencyCriteria
Sales Specialists
Pre-sales Specialists Certified Implementation
Specialists Support Specialists
Meet Criteria
& Apply
Specialize Tab
& Review Criteria
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Example: Oracle BI Foundation KZ
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Example: Oracle BI Foundation KZSpecialize Tab > Oracle Essbase > Review Criteria
Example
Youre in the Oracle BIFoundation KZ
Click Specializetab
View Benefits > Business &Competency Criteria > CheckCompetency Status > APPLY.
Next page shows what you seewhen you click on Business &Competency Criteria
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Example: Oracle BI Foundation KZ
http://www.oracle.com/partners/en/knowledge-zone/middleware/030124.htmhttp://www.oracle.com/partners/en/knowledge-zone/middleware/030124.htmhttp://www.oracle.com/partners/en/knowledge-zone/middleware/030124.htmhttp://www.oracle.com/partners/en/knowledge-zone/middleware/030124.htm -
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Example: Oracle BI Foundation KZSpecialize Tab > Oracle Essbase > Review Criteria
Example
Oracle EssbaseSpecialization Criteria
Business Criteria
CustomerReferences
# Transactions Competency Criteria >
Sales, PreSales,Support,Implementation
Assessments
Exams
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G B i E d Y P tf li
http://www.oracle.com/partners/campaign/039616.htmhttp://www.oracle.com/partners/campaign/039616.htmhttp://www.oracle.com/partners/campaign/039616.htmhttp://www.oracle.com/partners/campaign/039616.htm -
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Grow Business, Expand Your Portfolio
Expand your revenue opportunities while deliveringincreased value
HFM Partners Deliver HFM customers Essbase-based solutions Immediate opportunity, even with limited or no Essbase skills Gain Essbase experience
Essbase and BI Partners Integrate HFM data into your offering
Immediate opportunity, without need to invest in building HFMskillset
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Grow Business, Expand Your Portfolio
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Specializations
Oracle Hyperion Financial Management
Oracle Hyperion Planning
Specializations
Oracle Essbase
Oracle BI Foundation
Specialization
Oracle BI Apps
Grow Business, Expand Your Portfolio
Explore these KZs & Specializations
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