North American Sales
Application Reseller
eSeminar Series
Monday
December 17, 2007
Take the Fast Lane to Deployment with
Oracle 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
• Steve Armbruster
Application Sales Regional Manager, UPK
Principal Sales Consultant, UPK
BDO Seidman, LLP
<Insert Picture Here>
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
• UPK Market Potential
• User Competency and Support
• Why is it Important to you and your Customers
• User Competency and Support Challenges
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What is the User Productivity Kit (UPK)
UPK Value Proposition
Target Market
UPK Demo
Resources/Call to Action
Q&A
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UPK is Hot for 08
• FY07
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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 User Competency
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 “postgo-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?
What is UPK
User Productivity Kit
1• Single Source Content Development Platform
2• Standardized Material for Software Project Lifecycle
3• System Documentation and Simulations
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Computer Based Training
Business Process Documents
User Acceptance Test Scripts
Job Aids, etc.
OEM Technology from Global Knowledge
• Exclusive Right to License for Oracle Applications
• Enhanced to work with Oracle products
• FULLY BRANDED ORACLE SOLUTION!
Existing Content Modules
Enterprise Modules (30) Topics (2128)
ver. 8.8, 8.9 ,9.0
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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)
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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)
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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
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General Ledger (79)
Accounts Payable (95)
Accounts Receivable (93)
Inventory (53)
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Manufacturing – PDM (41)
Procurement and Subcontract
Management (68)
Fundamentals (30)
UPK Partner Pricing
Companies 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
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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
Documentation
Training
Performance
Support Material
Process Guides
Instructor-led Training
Simulations
User Acceptance
Web-based Training
Test Scripts
Job Aids
Job Aids
Usage Tracking
Usage Tracking
Go-Live
Application Coach
UPK
Single Source Development and Customization
Developer
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
Silicon Image, Inc.
<Insert Picture Here>
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
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• 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
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“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 Questions
Identifying 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
UPK Competitors
• STT
• Assima
• DeTango
• Captivate
• RWD
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• UPK Differentiators:
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Oracle Object Recognition
One Source: Multiple Outputs
Context Sensitive Help Integration
No Code on User Machine to Deploy the UPK Player
<Insert Picture Here>
UPK Demonstration
Demo Takeaways
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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:
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http://isdportal.oracle.com/sfdemo/rod.politickPublic/UPK_Event_Calendar/UPK_Event_Calendar.htm#RANGE!B101
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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
• [email protected]
• 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
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6 categories
In Summary - Key Benefits
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Long-Term Solution
Increased User Acceptance
Decreased Support Costs
Enhanced Productivity
Reduced Development Timeframes
Flexible Deployment Options
Decrease Project Risk
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