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North American Sales Application Reseller eSeminar Series Monday December 17, 2007 Take the Fast Lane to Deployment withOracle User Productivity Kit
Welcome! • Webcast Communications • Always recorded • Posted replay on OPN in about 5 – 7 working days • OPN > Company Initiatives > North American SMB Applications Resellers > Webcast Replays • Call Attendees • Oracle’s Application Reseller Partners • Executives and Management • Sales and Marketing Representatives • Delivery Consultants • Our Presenters: • Rod Politick Application Sales Regional Manager, UPK • Steve Armbruster Principal Sales Consultant, UPK
<Insert Picture Here> BDO Seidman, LLP MaryEm Musser, Assistant Director Technology Training Initiatives “If I were talking with someone at another firm, I’d ask them how long it takes them to develop content, and I’d say, ‘You can cut that down by at least 75 percent.’ What used to take us 8 weeks to complete, we can now complete in a week. I'd then ask them how many tools they were using, and I’d say ‘Picture yourself with one, Oracle’s User Productivity Kit’
Agenda <Insert Picture Here> • UPK Market Potential • User Competency and Support • Why is it Important to you and your Customers • User Competency and Support Challenges • What is the User Productivity Kit (UPK) • UPK Value Proposition • Target Market • UPK Demo • Resources/Call to Action • Q&A
UPK is Hot for 08 • FY07 • Top 3 in Revenue • 500+ New Customers • 115% growth • 7% Install Base Penetration • Showcased at more than 50 customer events • UPK Install Base (3 Years) • 1,000+ Customers in N.A. • 2.5M+ Licenses sold • Great Up-Sell Application for Existing Customers • Short Sales Cycle / Strong ROI • Great Add-On Application when selling Core Modules • Incremental Revenue / Competitive Differentiator
Importance of Training End Users • Excessive support cost • Untrained users require 3 to 6 times more support than trained users * • Decreased productivity • Untrained users take up to 22.5 hours to achieve the same skill level that it takes a trained employee 5 hour to achieve* *Gartner
End User Competency Challenges • How do I address “pre-go-live” training and “post-go-live” support? • How will I address new-hire training? • How do I address local and remote users? • How will I deliver training? Classroom training? Web-based training? Both? • Can I leverage existing content?
1 2 3 What is UPK • Single Source Content Development Platform • Standardized Material for Software Project Lifecycle • System Documentation and Simulations • Computer Based Training • Business Process Documents • User Acceptance Test Scripts • Job Aids, etc. User Productivity Kit OEM Technology from Global Knowledge • Exclusive Right to License for Oracle Applications • Enhanced to work with Oracle products • FULLY BRANDED ORACLE SOLUTION!
Human Resources (249) Payroll for North America (141) Benefits Administration (72) Time & Labor (61) ePay (9) eProfile (15) eBenefits (14) ePerformance (45) Learning Management (83) General Ledger (73) Receivables (132) Existing Content Modules Enterprise Modules (30) Topics (2128) ver. 8.8, 8.9 ,9.0 • Payables (55) • Asset Management (85) • Project Costing (58) • Contracts (154) • Grants (41) • Expenses (34) • Student Administration (382) • Planning and Budgeting (67) • Order Management (87) • Billing (91) • Purchasing (177) • Inventory (111) • eProcurement (34) • Reporting Tools for HRMS (42) • Reporting Tools for Financials/ESA • and Supply Chain Management (49) • Reporting Tools for Campus Solutions (38) • Fundamentals for HRMS (23) • Fundamentals for Financials/ESA and Supply Chain Management (23) • Fundamentals for Campus Solutions (23) EnterpriseOne Modules (7) Topics (459) ver. 8.9, 8.11,8.12 • Manufacturing – PDM (41) • Procurement and Subcontract Management (68) • Fundamentals (30) • General Ledger (79) • Accounts Payable (95) • Accounts Receivable (93) • Inventory (53)
UPK Partner PricingCompanies with less then $100M Revenue and 4,000 Employees • UPK Application – Component Pricing Only • Developer: $15,000 per developer license • Named User: $50 per user • Employee License: $25 per Employee • All Employees of the company must be licensed • UPK Pre-Build Content • Small Module: $7,500 • Medium Module: $15,000 • Partner Discounting • Partners receive a 50% discount (<$100m Revenue) • Due to royalties, Oracle will not approve additional discount requests
UPK Output Review System Documentation • Test Scripts • Business Process documents • Instructor-Lead-Training (ILT) documents • Job Aids CBT Simulations • Four Simulation Modes to provide pre and post go-live support Usage Tracking • In Application Usage Tracking • Integrate and track student learning from UPK Player
UPK: Providing Value in the Software Lifecycle PerformanceSupport Material Documentation Training Process Guides User Acceptance Test Scripts Instructor-led Training Web-based Training Job Aids Simulations Application Coach Job Aids Go-Live Usage Tracking Usage Tracking UPK Developer Single Source Development and Customization
People We are Calling UPK is Not Just a Training Tool UPK Benefits Multiple Departments • Project Managers/Team • Functional Managers • Documentation Team • Training / HR • Executive Sponsors • C-Level Executives
<Insert Picture Here> Silicon Image, Inc. Kenny Gilbert,Director Technology Services “Using Oracle Productivity Kit has completely changed the way we roll out and support Oracle applications for our users and analysts. Looking back, selecting this solution was a ‘no brainer’ for our organization.”
Who are we calling? Everyone ! • Customers Upgrading / Implementing • Compelling Event • Risk / Change Management • Evaluate New Functionality • Combat Application Erosion • Speed up Upgrade / Migration • New License Deals - 31% Attach Rate (EBS/PSFT) • Comparative Differentiator/better overall solution • Risk / Change Management • Speeds Implementation/Upgrade • Customers - Other • Combat Application Erosion • Improve / Extend usability of their current Applications
Best Practice for Positioning UPK • New License Opportunities • “Attach” UPK to New License Opportunities • Position UPK early in Sales Cycle • User Adoption distinct component of sales cycles • Leverage UPK as competitive differentiator • Enhance overall ROI of proposal • Stand-Alone UPK Opportunities • Target Customers Upgrading • Position UPK to reduce cost, effort and risk • Target Customers Expanding or Have High Turnover • Position UPK to reduce end-user training & support cost • Improve End User Productivity
High Yield QuestionsIdentifying Opportunities • Find out current project/upgrade plans and go-live dates. • How are you insuring that deployment will be successful and your end users will embrace the application and use it effectively? • How have you trained users on past projects? • What form of training materials have been used on past projects? • Who developed the materials? • How long did it take to develop? • Have you used any eLearning in the past? • How do you support users from an application viewpoint once live? • How are newly hired employees (or employee transfers) trained on the applications required for their job role? • How do you currently gauge user proficiency? • How does your implementation team test the software after configuration?
Competition <Insert Picture Here> UPK Competitors • STT • Assima • DeTango • Captivate • RWD • UPK Differentiators: • Oracle Object Recognition • One Source: Multiple Outputs • Context Sensitive Help Integration • No Code on User Machine to Deploy the UPK Player
Demo Takeaways • Built In Object Recognition • One Recording – Multiple Outputs • Discrete Recording Tool • Context Sensitive Help • Single Development Platform Value throughout the Software Lifecycle
Call To Action • Online UPK Events Calendar: • http://isdportal.oracle.com/sfdemo/rod.politick-Public/UPK_Event_Calendar/UPK_Event_Calendar.htm#RANGE!B101 • Dec 20th: UPK for EBS • Jan 15th: UPK for Siebel • Jan 19th: UPK for PeopleSoft • March 4th: UPK for JD Edwards • A dedicated UPK Solution Specialist Team • Positioning and Selling UPK • Demand Generation
Resources • UPK Hotline • Infofirstname.lastname@example.org • 877-INFO-UPK • UPK Homepage on Oracle.com • http://www.oracle.com/applications/tutor/user-productivity-kit.html • Customer UPK Solution Factory • http://launch.oracle.com PIN->ISUPK • Sales Tools • Customer Testimonials • ROI Calculators • Customer Reference Events
Long-Term Solution Increased User Acceptance Decreased Support Costs Enhanced Productivity Reduced Development Timeframes Flexible Deployment Options Decrease Project Risk In Summary - Key Benefits
Q+A Q & A
Upcoming Reseller Instructor-Led Training Events: • Reseller Sales Training Class January 8th & 10th – ILT in Dallas • User Productivity Kit (UPK) Sales Certification Class January 23rd – ILT Class in Dallas • Extreme SC January 24th & 25th - ILT Class in Dallas
Upcoming Reseller eSeminars: • SAP Competitive Update – Understanding Business by Design/A1S Companies Monday, January 14th 11:00am Pacific / 2:00pm Eastern • Agile 101 Sales Training for Resellers Monday, January 28th 1:00pm Pacific / 4:00pm Eastern
Q+A Q & A