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MESSAGE DRIVEN DISTRIBUTED SYSTEMS

MESSAGE DRIVEN DISTRIBUTED SYSTEMS.

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MESSAGE DRIVEN DISTRIBUTED SYSTEMS

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  1. MESSAGE DRIVEN DISTRIBUTED SYSTEMS Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA? Message – Driven SOA?

  2. FIORANO Sales Training - Two Day Agenda • WHO IS FIORANO - The 10,000 foot view? • FIORANO PRODUCTS OVERVIEW • WHAT DO THE TOP INDUSTRY ANALYSTS SAY ABOUT FIORANO’S MDS? • WHO USES FIORANO TECHNOLOGIES? • FIORANO MESSAGE DRIVEN SOA V’S PROCESS DRIVEN • FIORANO SOA BUSINESS VALUE PROPOSITION • PRODUCT AND COMPETITIVE OVERVIEW • FIORANO SALES PROCESS • IDENTIFYING OPPORTUNITIES • CLOSING OPPORTUNITIES • SWEET SPOTS FOR MEESAGE DRIVEN SOA • FIORANO SAP GENERIC SOLUTIONS • PRICING / LICENSING • RESOURCES - PARTNER PORTAL

  3. Fiorano - Sales Process Product and Competitive Overview Value Proposition; Elevator Pitch Strengths and Weaknesses; Competitor Profiles Identifying Opportunities Tactical Vs. “Transformation” projects Approach: Sales Presentations, Live Product Demos Closing Opportunities Understanding business requirements; POC Execution Commercial Negotiation Phases (licensing, support, consulting) Resources Sales presentations, product comparisons, data sheets, case studies

  4. Identifying Opportunities Tactical Vs. Transformation Projects Message-driven SOA is particularly suited to shorter-term Tactical projects where results are required quickly Also works well as an SOA Backplane technology for larger projects Read pages 1-5 of “Message Driven SOA” Whitepaper Approach Sales Presentation (introductory); discuss difference between Fiorano’s message-driven vs. Traditional Process-driven Approaches Live Product Demo Product demos are the single biggest factor that enable prospects to differentiate Fiorano from other products

  5. Closing Opportunities Understand Business Requirement Since the opportunity is usually tactical, the business need is usually quite focused; start with a small project (100-150K Euros) POC (Proof of Concept) Execution Choose a subset of the problem to create a POC Fiorano helps implement POCs; usually a three to five day effort POCs explain the technical and business benefits of Fiorano clearly (fast time to market; easy to use tools; fast installation; rapid changes to business process based on changing business requirements) POCs often cover over 30% of the first project implementation functionality Commercial Negotiation Licensing Perpetual (CPU/Core/Server based, Server-based) Subscription (bounded, CPU/Core/Server based; All-you-can-eat) Support Consulting Development Services (onsite, offshore) <see Separate Presentation on Commercial Negotiation>

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