Hyperroll Sales Playbook 081434

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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.

2010 Oracle Corporation


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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


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


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


Drill Down






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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




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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


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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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


C


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Content

Playbook click here


Drill Down





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


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


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


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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Specializations

Oracle Hyperion Financial Management

Oracle Hyperion Planning

Specializations

Oracle Essbase

Oracle BI Foundation

Specialization

Oracle BI Apps


Explore these KZs & Specializations



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Hyperroll Sales Playbook 081434

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