Example Field Kickoff - Singapore

8/14/2019 Example Field Kickoff - Singapore

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BEA Confidential. | 1

BEA AquaLogic BPM

March 12, 2008

Andrew Hawthorn

BPM Product Marketing


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In 20 minutes, you will

Appreciate the BPM market opportunity

Understand BEAs differentiated value

Uniquely providing best-of-breed and Enterprise ScaleSupport for structured and unstructured processes

BPM & SOA business and IT collaborating together.

How to convince skeptics

Where to find more information


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A Promising Future

AquaLogic BPM is BEAs Fastest-Growing Product

Fastest growing segment of deployed software

All Analysts point to massive growth

IDC estimated 45% growth in 2006

CAGR 25% through 2011 to $5.5 B (IDC)

$3.1B in 2011 (Gartner), $6.1B in 2011 (Forrester)

BPM solutions being budgeted from LOBs and IT


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Business Process Improvement Ranks asa Top Business Priority in 2008

25%

34%

38%

62%

65%

Merger or Acquisition

Geographic Expansion

New Pr oduct or Service Line Expansion

Technology Upgrade

Business Proces s Improvement

*Source: Robert Half Managem ent Res ources survey of over 1400 C FOs in the US, Novembe r 2007. Data s hown for

companies w ith 1000+ em ployees. CFOs were allowed more than one response

CFOs were asked, "In the next two years, which of thefollowing initiatives is your company most likely to pursue?"


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And as an Top IT Priority, 3 Years Running

*Source: The 2007 Gartner Scenario: An Annual Report on the Current State and FutureDirections of the IT Industry, Gartner, September 15 2007


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Traditional Enterprise Applications Fall Short

15

13

21

51

*Source: Aberdeen Survey of 125 enterprises, Aligning IT to Business Processes: How BPM is

Complementing ERP and Custom Applications, Aberdeen Group, May 2007.

My software applications

allow me to quickly adapt tomost customer requirements

My software applicationsforce me to put limits onservices I can offer

My software applicationsforce me to employ somemanual processes to meetcustomer requirements

My software applications offerlittle or no flexibility to meetindividual customer servicerequirements


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BPM Customers
http://www.goldsmithwilliams.co.uk/http://www.wellsfargo.com/http://www.perotsystems.com/http://www.khov.com/http://www.integrogroup.com/http://www.voegol.com.br/http://www.pratt-whitney.com/index.asp


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PROCESSPROCESS

D

e

p

ar

t

m

e

n

t

Challenge: Execute Processes That Span MultipleDepartments, Companies And Applications

Process The Perception

D

E

P

A

R

T

M

E

N

T

ERP


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CustomerService

Sales andMarketing

ProductionPlanning

Manufact-uring

Inventory &Logistics

Finance

SFA ERPLMS

SCMB2B

Enterprise Infrastructure Services

(Portal, SOA, LDAP, EAI, E-mail, IT Operations)

PMS SCMCustom

ERPCRM

Organizational Units

ERP

MESFMS

The Process Truth

Process

es Product ConfigurationProduct Configuration

Order ManagementOrder Management

Warranty & Returns ManagementWarranty & Returns Management

Missed

Exceptions

Escalating

Costs

Process

Disconnects

Reality: White space between departments and systems

causes breakdowns in execution and efficiency


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Why BEA?

No CompromiseEnterprise-class quality anddelivery

Leading-edge productinnovation

ProvenEnterp

riseCla

ss

Product Innovation

BEA


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Flexible, collaborativeBPM tools bridge

people, processes andsystems

Mirrors real work andcaptures the out-of-

band processes

Support structuredandad-hoc processes

AquaLogic BPM Differentiators

Multi-Platform Support

Connects to a Varietyof Backend Systems

Pre-Integrated SOA

Product andOrganization Scale

Global Reach

Enterprise-Class

Built for Scale

Single comprehensive

solution for end-to-endbusiness process

Fully integrated not apatchwork quilt for all

types of processes

Facilitates RapidApplication

Development

Single BPM platformfor Business andIT


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Enterprise-Class

Built for Scale

Flexible, collaborativeBPM tools bridge

people, processes andsystems

Mirrors real work andcaptures the out-of-

band processes

AquaLogic BPM Differentiators

Multi-Platform Support

Connects to a Varietyof Backend Systems

Pre-Integrated SOA

Product andOrganization Scale

Global Reach

Single comprehensive

solution for end-to-endbusiness process

Fully integrated not apatchwork quilt for all

types of processes

Facilitates RapidApplication

Development

Our engine repair

projects involve a lot ofdiscussions, emailsand decisions work

outside of systems. Wehad to capture the realcollaborative work to

optimize end-to-endprocesses.

- Pratt & Whitney

Were processing

more than 30 millionupdates per monthwith BPM and havereduced eligibility

exceptions by morethan 91% we needed

a vendor we could trustwith that scale.

- United Healthcare

AquaLogic BPM was

our choice, in great partbecause it letsbusiness users

effectively model andcommunicate their

processes with IT in

one intuitive, unifiedtool.

-Option One Mortgage


Enterprise-Class

Built for Scale

Single BPM platformfor Business andIT


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Business dashboards andhistorical & trend analysis tools

BEA AquaLogic BPM

A Comprehensive Solution for the EntireProcess Lifecycle

Process modeling, simulationand documentation

BusinessAnalyst

Process developmentand systems integration

ProcessDeveloper

BusinessOwner

Processexecution andmanagement

Business UserInteraction

ProcessParticipants

Enterpriseapplicationsand

databases


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Customers Report More Success withBPM with SOA

0% 10% 20% 30% 40% 50% 60% 70% 80%

IT control over business processes is "central" or

"optimal"

Commonly shares, links and reuses processes across

departments

Strategic ability to deliver rapid process improvement

BPM With SOA

BPM Without SOA

Source: BEA Survey of over 1000 customers and prospects, BPM Lifecycle

Assessment Survey 2006-2007

Strategic ability to deliverrapidprocess improvement

Commonly shares, links and reusesprocesses across departments

IT control over business processes iscentral oroptimal


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Process View of SOAEasy Access to Managed, Reusable Services

Service NetworkServiceRepository

Design time discovery Runtime Binding, Access

ServiceRegistry


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16

What is a Dynamic Business Application?

Designed for People

Built for Constant Change

Interactive and Dynamic

Biz Processes Drive Apps

Collaboration is Ingrained

UI driven by context, role,process expertise

Traditional Application

Built for Permanence

Designed for Systems

Strict Page-flow Sequence

App Drives Biz Process

Collaboration is Rare

Same Experience for All

Dynamic Business App


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Convincing Skeptics

How to Find Process in Your Accounts

Talk Business Process to Business Analysts 58% are in IT; 42% are report to a business managerOne of the fastest growing segment of work

Move away from TLAs (CRM, ERP) toward processes (order-to-cash)

Stress the willingness to prove-itCustom demos

POC

RFI/RFPs


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Paths to success

Understand Customer Processes & GapsMaturity Assessment

Establish Credibility & ValidateLeverage Technical EcosystemIndustry PacksCustom DemoProcess TemplatesState of the BPM marketRFP/RFI tools

Differentiate with ValueMaster Deck -> Custom PresentationBPM+SOA / Collaboration

POCService Offerings

Sold!

Understand Customer Processes & GapsMaturity Assessment

Establish Credibility & ValidateLeverage Technical EcosystemIndustry PacksCustom DemoProcess TemplatesState of the BPM marketRFP/RFI tools

Differentiate with ValueMaster Deck -> Custom PresentationBPM+SOA / Collaboration

POCService Offerings

Sold!


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Additional Resources(Salesportal.bea.com > ALBPM)

Industry-Specific Bundles Financial Services, Telco, Public Sector

Customer Materials Cornerstone Customer References, Customer Decks, Win sheets, Case Studies

Prospecting ALBPM Prospecting Guide Sales Training, Business Integration and Process Optimization

Prospecting Guides

White Papers Extend and Enhance SAP, BPM SOA, ALBPM Collaborative Edition, State of the BPM Market

Delivering the Message ALBPM External Master Deck, ALBPM CE Sales Preso

Competitive Information (through the competitive Wiki) CSO, Competitive Selling Kits, Get Smart: BPM Competition

Additional Sales Training Get Smart: FKO - Solution Selling ALBPM (Jesper Jorgenson)

Product updates and roadmap recordings


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Questions?

Example Field Kickoff - Singapore

Documents

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