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  • MDX , Calculate Number of days when the cummulative sum of Revenues from end of a month date match with the given debt amount.

    - by Shuchi
    Hi, I have a financial cube and i have to calculate Daily Sales Outstanding as : Number of Days between the selected month last date and the earliest transaction date when cummulative sum of Revenue from last date of the month till the date where sum revenue <= the debt amount for the date . e.g On 31/12/2009 my debt amount = 2,500,000 31-Dec-09 30-Nov-09 15-Oct-09 31-Oct-09 Revenue 1,000,000 1,000,000 500,000 1,0000 Cummulative sum of revenue 1,000,000 2,00,000 2,500,000 4,000,000 No of Days 31 30 16 On 15/Oct/09 cummulative revenue is 2,500,000 which equals my debt amount on that day Count of Days = 31 + 31 + 16 = 76 Days. In other words Sum Revenue from the selected date backwards until sum total equals or exeeds the total to date balance of the debtors. Any help will be highly appreciated . If i haven't explained clearly enough or if you need more information then please let me know. Thanks in advance . Shuchi.

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  • Beyond S&OP: Integrated Business Planning

    - by Paul Homchick
    In most corporations, planning is done at the department level — leaving disconnects and gaps across different departments. Finance sets revenue and profit goals with minimum validation from Manufacturing that the company has the resources, material, capacity, or demand to reach these goals. On the operations side, Manufacturing is developing plans to balance demand and supply but seldom knows if the resulting "plan" will meet the budgets on which the company's revenue and profit goals are based. The Sales department agrees to quotas that meet Finance's revenue goals without a complete understanding of what manufacturing can deliver. Integrated Business Planning (IBP) bridges these gaps in corporate planning systems. Integrated Business Planning integrates the financial planning provided by EPM systems with operations planning provided by Sales and Operations Planning solutions. This means that revenue goals and budgets are validated against a bottom-up operating plan, and that the operating plan is reconciled against financial goals. When detailed changes are made to the operations plan, planners can immediately see the big picture impact of the changes. IBP also addresses one the CFO's big concerns—the reliability of the revenue forecast. Operating plans are updated daily or weekly from a precise forecast based on current market conditions. These updated plans are then made available so that financial analysts are working with data that best represents what is going to happen - not what they projected would happen based on last quarter's data. For a discussion in more depth, see my article: Improve Reliability of Financial Forecasts with Integrated Business Planning in Supply & Demand Chain-Executive Magazine.

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  • Beyond S&OP: Integrated Business Planning

    - by Paul Homchick
    In most corporations, planning is done at the department level — leaving disconnects and gaps across different departments. Finance sets revenue and profit goals with minimum validation from Manufacturing that the company has the resources, material, capacity, or demand to reach these goals. On the operations side, Manufacturing is developing plans to balance demand and supply but seldom knows if the resulting "plan" will meet the budgets on which the company's revenue and profit goals are based. The Sales department agrees to quotas that meet Finance's revenue goals without a complete understanding of what manufacturing can deliver. Integrated Business Planning (IBP) bridges these gaps in corporate planning systems. Integrated Business Planning integrates the financial planning provided by EPM systems with operations planning provided by Sales and Operations Planning solutions. This means that revenue goals and budgets are validated against a bottom-up operating plan, and that the operating plan is reconciled against financial goals. When detailed changes are made to the operations plan, planners can immediately see the big picture impact of the changes. IBP also addresses one the CFO's big concerns—the reliability of the revenue forecast. Operating plans are updated daily or weekly from a precise forecast based on current market conditions. These updated plans are then made available so that financial analysts are working with data that best represents what is going to happen - not what they projected would happen based on last quarter's data. For a discussion in more depth, see my article: Improve Reliability of Financial Forecasts with Integrated Business Planning in Supply & Demand Chain-Executive Magazine.

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  • Oracle Buys BigMachines - Adds Leading Configure, Price and Quote (CPQ) Cloud to the Oracle Cloud to Enable Smarter Selling

    - by Richard Lefebvre
    News Facts Oracle today announced that it has entered into an agreement to acquire BigMachines, a leading cloud-based Configure, Price and Quote (CPQ) solution provider. BigMachines’ CPQ Cloud accelerates the conversion of sales opportunities into revenue by automating the sales order process with guided selling, dynamic pricing, and an easy-to-use workflow approval process, accessible anywhere, on any device. Companies that use sales automation technology often rely on manual, cumbersome and disconnected processes to convert opportunities into orders. This creates errors, adds costs, delays revenue, and degrades the customer experience. BigMachines’ CPQ cloud extends sales automation to include the creation of an optimal quote, which enables sales personnel to easily configure and price complex products, select the best options, promotions and deal terms, and include up sell and renewals, all using automated workflows. In combination with Oracle’s enterprise-grade cloud solutions, including Marketing, Sales, Social, Commerce and Service Clouds, Oracle and BigMachines will create an end-to-end smarter selling cloud solution so sales personnel are more productive, customers are more satisfied, and companies grow revenue faster. More information on this announcement can be found at http://www.oracle.com/bigmachines Supporting Quotes “The fundamental goals of smarter selling are to provide sales teams with the information, access, and insights they need to maximize revenue opportunities and execute on all phases of the sales cycle,” said Thomas Kurian, Executive Vice President, Oracle Development. “By adding BigMachines’ CPQ Cloud to the Oracle Cloud, companies will be able to drive more revenue and increase customer satisfaction with a seamlessly integrated process across marketing and sales, pricing and quoting, and fulfillment and service.” “BigMachines has developed leading CPQ solutions that serve companies of all sizes across multiple industries,” said David Bonnette, BigMachines’ CEO. “Together with Oracle, we expect to provide a complete cloud solution to manage sales processes and deliver exceptional customer experiences.” Supporting Resources About Oracle and BigMachines General Presentation Customer and Partner Letter FAQ

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  • Replacing SUMIFS in Excel 2003

    - by yc
    So, I need to find an Excel 2003 substitute for =SUMIFS, which is only 2007+ (apparently). The formula is used to generate this summary data table, from a list of revenue, where each revenue line has the field type (static, email or outreach) and the field fund (ABC, QRS and XYZ). type fund total count average static ABC $12,390.88 171 $72.46 email ABC $6,051.32 65 $93.10 outreach ABC $8,835.00 138 $64.02 static QRS $12,925.44 79 $163.61 email QRS $9,305.44 99 $93.99 outreach QRS $1,799.00 49 $36.71 static XYZ $4,912.20 36 $136.45 email XYZ $75.00 2 $37.50 outreach XYZ $0.00 0 #DIV/0! This is the formula `=SUMIFS('revenue'!G:G,'revenue'!AH:AH,Sheet2!A2,'revenue'!AI:AI,Sheet2!B2)` Where G is a dollar amount, and AH and AI are matching the type or fund column. How do i get this to work in Excel 2003?

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  • Is there a Telecommunications Reference Architecture?

    - by raul.goycoolea
    @font-face { font-family: "Arial"; }@font-face { font-family: "Courier New"; }@font-face { font-family: "Wingdings"; }@font-face { font-family: "Cambria"; }p.MsoNormal, li.MsoNormal, div.MsoNormal { margin: 0cm 0cm 0.0001pt; font-size: 12pt; font-family: "Times New Roman"; }p.MsoListParagraph, li.MsoListParagraph, div.MsoListParagraph { margin: 0cm 0cm 0.0001pt 36pt; font-size: 12pt; font-family: "Times New Roman"; }p.MsoListParagraphCxSpFirst, li.MsoListParagraphCxSpFirst, div.MsoListParagraphCxSpFirst { margin: 0cm 0cm 0.0001pt 36pt; font-size: 12pt; font-family: "Times New Roman"; }p.MsoListParagraphCxSpMiddle, li.MsoListParagraphCxSpMiddle, div.MsoListParagraphCxSpMiddle { margin: 0cm 0cm 0.0001pt 36pt; font-size: 12pt; font-family: "Times New Roman"; }p.MsoListParagraphCxSpLast, li.MsoListParagraphCxSpLast, div.MsoListParagraphCxSpLast { margin: 0cm 0cm 0.0001pt 36pt; font-size: 12pt; font-family: "Times New Roman"; }div.Section1 { page: Section1; }ol { margin-bottom: 0cm; }ul { margin-bottom: 0cm; } Abstract   Reference architecture provides needed architectural information that can be provided in advance to an enterprise to enable consistent architectural best practices. Enterprise Reference Architecture helps business owners to actualize their strategies, vision, objectives, and principles. It evaluates the IT systems, based on Reference Architecture goals, principles, and standards. It helps to reduce IT costs by increasing functionality, availability, scalability, etc. Telecom Reference Architecture provides customers with the flexibility to view bundled service bills online with the provision of multiple services. It provides real-time, flexible billing and charging systems, to handle complex promotions, discounts, and settlements with multiple parties. This paper attempts to describe the Reference Architecture for the Telecom Enterprises. It lays the foundation for a Telecom Reference Architecture by articulating the requirements, drivers, and pitfalls for telecom service providers. It describes generic reference architecture for telecom enterprises and moves on to explain how to achieve Enterprise Reference Architecture by using SOA.   Introduction   A Reference Architecture provides a methodology, set of practices, template, and standards based on a set of successful solutions implemented earlier. These solutions have been generalized and structured for the depiction of both a logical and a physical architecture, based on the harvesting of a set of patterns that describe observations in a number of successful implementations. It helps as a reference for the various architectures that an enterprise can implement to solve various problems. It can be used as the starting point or the point of comparisons for various departments/business entities of a company, or for the various companies for an enterprise. It provides multiple views for multiple stakeholders.   Major artifacts of the Enterprise Reference Architecture are methodologies, standards, metadata, documents, design patterns, etc.   Purpose of Reference Architecture   In most cases, architects spend a lot of time researching, investigating, defining, and re-arguing architectural decisions. It is like reinventing the wheel as their peers in other organizations or even the same organization have already spent a lot of time and effort defining their own architectural practices. This prevents an organization from learning from its own experiences and applying that knowledge for increased effectiveness.   Reference architecture provides missing architectural information that can be provided in advance to project team members to enable consistent architectural best practices.   Enterprise Reference Architecture helps an enterprise to achieve the following at the abstract level:   ·       Reference architecture is more of a communication channel to an enterprise ·       Helps the business owners to accommodate to their strategies, vision, objectives, and principles. ·       Evaluates the IT systems based on Reference Architecture Principles ·       Reduces IT spending through increasing functionality, availability, scalability, etc ·       A Real-time Integration Model helps to reduce the latency of the data updates Is used to define a single source of Information ·       Provides a clear view on how to manage information and security ·       Defines the policy around the data ownership, product boundaries, etc. ·       Helps with cost optimization across project and solution portfolios by eliminating unused or duplicate investments and assets ·       Has a shorter implementation time and cost   Once the reference architecture is in place, the set of architectural principles, standards, reference models, and best practices ensure that the aligned investments have the greatest possible likelihood of success in both the near term and the long term (TCO).     Common pitfalls for Telecom Service Providers   Telecom Reference Architecture serves as the first step towards maturity for a telecom service provider. During the course of our assignments/experiences with telecom players, we have come across the following observations – Some of these indicate a lack of maturity of the telecom service provider:   ·       In markets that are growing and not so mature, it has been observed that telcos have a significant amount of in-house or home-grown applications. In some of these markets, the growth has been so rapid that IT has been unable to cope with business demands. Telcos have shown a tendency to come up with workarounds in their IT applications so as to meet business needs. ·       Even for core functions like provisioning or mediation, some telcos have tried to manage with home-grown applications. ·       Most of the applications do not have the required scalability or maintainability to sustain growth in volumes or functionality. ·       Applications face interoperability issues with other applications in the operator's landscape. Integrating a new application or network element requires considerable effort on the part of the other applications. ·       Application boundaries are not clear, and functionality that is not in the initial scope of that application gets pushed onto it. This results in the development of the multiple, small applications without proper boundaries. ·       Usage of Legacy OSS/BSS systems, poor Integration across Multiple COTS Products and Internal Systems. Most of the Integrations are developed on ad-hoc basis and Point-to-Point Integration. ·       Redundancy of the business functions in different applications • Fragmented data across the different applications and no integrated view of the strategic data • Lot of performance Issues due to the usage of the complex integration across OSS and BSS systems   However, this is where the maturity of the telecom industry as a whole can be of help. The collaborative efforts of telcos to overcome some of these problems have resulted in bodies like the TM Forum. They have come up with frameworks for business processes, data, applications, and technology for telecom service providers. These could be a good starting point for telcos to clean up their enterprise landscape.   Industry Trends in Telecom Reference Architecture   Telecom reference architectures are evolving rapidly because telcos are facing business and IT challenges.   “The reality is that there probably is no killer application, no silver bullet that the telcos can latch onto to carry them into a 21st Century.... Instead, there are probably hundreds – perhaps thousands – of niche applications.... And the only way to find which of these works for you is to try out lots of them, ramp up the ones that work, and discontinue the ones that fail.” – Martin Creaner President & CTO TM Forum.   The following trends have been observed in telecom reference architecture:   ·       Transformation of business structures to align with customer requirements ·       Adoption of more Internet-like technical architectures. The Web 2.0 concept is increasingly being used. ·       Virtualization of the traditional operations support system (OSS) ·       Adoption of SOA to support development of IP-based services ·       Adoption of frameworks like Service Delivery Platforms (SDPs) and IP Multimedia Subsystem ·       (IMS) to enable seamless deployment of various services over fixed and mobile networks ·       Replacement of in-house, customized, and stove-piped OSS/BSS with standards-based COTS products ·       Compliance with industry standards and frameworks like eTOM, SID, and TAM to enable seamless integration with other standards-based products   Drivers of Reference Architecture   The drivers of the Reference Architecture are Reference Architecture Goals, Principles, and Enterprise Vision and Telecom Transformation. The details are depicted below diagram. @font-face { font-family: "Cambria"; }p.MsoNormal, li.MsoNormal, div.MsoNormal { margin: 0cm 0cm 0.0001pt; font-size: 12pt; font-family: "Times New Roman"; }p.MsoCaption, li.MsoCaption, div.MsoCaption { margin: 0cm 0cm 10pt; font-size: 9pt; font-family: "Times New Roman"; color: rgb(79, 129, 189); font-weight: bold; }div.Section1 { page: Section1; } Figure 1. Drivers for Reference Architecture @font-face { font-family: "Arial"; }@font-face { font-family: "Courier New"; }@font-face { font-family: "Wingdings"; }@font-face { font-family: "Cambria"; }p.MsoNormal, li.MsoNormal, div.MsoNormal { margin: 0cm 0cm 0.0001pt; font-size: 12pt; font-family: "Times New Roman"; }p.MsoListParagraph, li.MsoListParagraph, div.MsoListParagraph { margin: 0cm 0cm 0.0001pt 36pt; font-size: 12pt; font-family: "Times New Roman"; }p.MsoListParagraphCxSpFirst, li.MsoListParagraphCxSpFirst, div.MsoListParagraphCxSpFirst { margin: 0cm 0cm 0.0001pt 36pt; font-size: 12pt; font-family: "Times New Roman"; }p.MsoListParagraphCxSpMiddle, li.MsoListParagraphCxSpMiddle, div.MsoListParagraphCxSpMiddle { margin: 0cm 0cm 0.0001pt 36pt; font-size: 12pt; font-family: "Times New Roman"; }p.MsoListParagraphCxSpLast, li.MsoListParagraphCxSpLast, div.MsoListParagraphCxSpLast { margin: 0cm 0cm 0.0001pt 36pt; font-size: 12pt; font-family: "Times New Roman"; }div.Section1 { page: Section1; }ol { margin-bottom: 0cm; }ul { margin-bottom: 0cm; } Today’s telecom reference architectures should seamlessly integrate traditional legacy-based applications and transition to next-generation network technologies (e.g., IP multimedia subsystems). This has resulted in new requirements for flexible, real-time billing and OSS/BSS systems and implications on the service provider’s organizational requirements and structure.   Telecom reference architectures are today expected to:   ·       Integrate voice, messaging, email and other VAS over fixed and mobile networks, back end systems ·       Be able to provision multiple services and service bundles • Deliver converged voice, video and data services ·       Leverage the existing Network Infrastructure ·       Provide real-time, flexible billing and charging systems to handle complex promotions, discounts, and settlements with multiple parties. ·       Support charging of advanced data services such as VoIP, On-Demand, Services (e.g.  Video), IMS/SIP Services, Mobile Money, Content Services and IPTV. ·       Help in faster deployment of new services • Serve as an effective platform for collaboration between network IT and business organizations ·       Harness the potential of converging technology, networks, devices and content to develop multimedia services and solutions of ever-increasing sophistication on a single Internet Protocol (IP) ·       Ensure better service delivery and zero revenue leakage through real-time balance and credit management ·       Lower operating costs to drive profitability   Enterprise Reference Architecture   The Enterprise Reference Architecture (RA) fills the gap between the concepts and vocabulary defined by the reference model and the implementation. Reference architecture provides detailed architectural information in a common format such that solutions can be repeatedly designed and deployed in a consistent, high-quality, supportable fashion. This paper attempts to describe the Reference Architecture for the Telecom Application Usage and how to achieve the Enterprise Level Reference Architecture using SOA.   • Telecom Reference Architecture • Enterprise SOA based Reference Architecture   Telecom Reference Architecture   Tele Management Forum’s New Generation Operations Systems and Software (NGOSS) is an architectural framework for organizing, integrating, and implementing telecom systems. NGOSS is a component-based framework consisting of the following elements:   ·       The enhanced Telecom Operations Map (eTOM) is a business process framework. ·       The Shared Information Data (SID) model provides a comprehensive information framework that may be specialized for the needs of a particular organization. ·       The Telecom Application Map (TAM) is an application framework to depict the functional footprint of applications, relative to the horizontal processes within eTOM. ·       The Technology Neutral Architecture (TNA) is an integrated framework. TNA is an architecture that is sustainable through technology changes.   NGOSS Architecture Standards are:   ·       Centralized data ·       Loosely coupled distributed systems ·       Application components/re-use  ·       A technology-neutral system framework with technology specific implementations ·       Interoperability to service provider data/processes ·       Allows more re-use of business components across multiple business scenarios ·       Workflow automation   The traditional operator systems architecture consists of four layers,   ·       Business Support System (BSS) layer, with focus toward customers and business partners. Manages order, subscriber, pricing, rating, and billing information. ·       Operations Support System (OSS) layer, built around product, service, and resource inventories. ·       Networks layer – consists of Network elements and 3rd Party Systems. ·       Integration Layer – to maximize application communication and overall solution flexibility.   Reference architecture for telecom enterprises is depicted below. @font-face { font-family: "Arial"; }@font-face { font-family: "Courier New"; }@font-face { font-family: "Wingdings"; }@font-face { font-family: "Cambria"; }p.MsoNormal, li.MsoNormal, div.MsoNormal { margin: 0cm 0cm 0.0001pt; font-size: 12pt; font-family: "Times New Roman"; }p.MsoCaption, li.MsoCaption, div.MsoCaption { margin: 0cm 0cm 10pt; font-size: 9pt; font-family: "Times New Roman"; color: rgb(79, 129, 189); font-weight: bold; }p.MsoListParagraph, li.MsoListParagraph, div.MsoListParagraph { margin: 0cm 0cm 0.0001pt 36pt; font-size: 12pt; font-family: "Times New Roman"; }p.MsoListParagraphCxSpFirst, li.MsoListParagraphCxSpFirst, div.MsoListParagraphCxSpFirst { margin: 0cm 0cm 0.0001pt 36pt; font-size: 12pt; font-family: "Times New Roman"; }p.MsoListParagraphCxSpMiddle, li.MsoListParagraphCxSpMiddle, div.MsoListParagraphCxSpMiddle { margin: 0cm 0cm 0.0001pt 36pt; font-size: 12pt; font-family: "Times New Roman"; }p.MsoListParagraphCxSpLast, li.MsoListParagraphCxSpLast, div.MsoListParagraphCxSpLast { margin: 0cm 0cm 0.0001pt 36pt; font-size: 12pt; font-family: "Times New Roman"; }div.Section1 { page: Section1; }ol { margin-bottom: 0cm; }ul { margin-bottom: 0cm; } Figure 2. Telecom Reference Architecture   The major building blocks of any Telecom Service Provider architecture are as follows:   1. Customer Relationship Management   CRM encompasses the end-to-end lifecycle of the customer: customer initiation/acquisition, sales, ordering, and service activation, customer care and support, proactive campaigns, cross sell/up sell, and retention/loyalty.   CRM also includes the collection of customer information and its application to personalize, customize, and integrate delivery of service to a customer, as well as to identify opportunities for increasing the value of the customer to the enterprise.   The key functionalities related to Customer Relationship Management are   ·       Manage the end-to-end lifecycle of a customer request for products. ·       Create and manage customer profiles. ·       Manage all interactions with customers – inquiries, requests, and responses. ·       Provide updates to Billing and other south bound systems on customer/account related updates such as customer/ account creation, deletion, modification, request bills, final bill, duplicate bills, credit limits through Middleware. ·       Work with Order Management System, Product, and Service Management components within CRM. ·       Manage customer preferences – Involve all the touch points and channels to the customer, including contact center, retail stores, dealers, self service, and field service, as well as via any media (phone, face to face, web, mobile device, chat, email, SMS, mail, the customer's bill, etc.). ·       Support single interface for customer contact details, preferences, account details, offers, customer premise equipment, bill details, bill cycle details, and customer interactions.   CRM applications interact with customers through customer touch points like portals, point-of-sale terminals, interactive voice response systems, etc. The requests by customers are sent via fulfillment/provisioning to billing system for ordering processing.   2. Billing and Revenue Management   Billing and Revenue Management handles the collection of appropriate usage records and production of timely and accurate bills – for providing pre-bill usage information and billing to customers; for processing their payments; and for performing payment collections. In addition, it handles customer inquiries about bills, provides billing inquiry status, and is responsible for resolving billing problems to the customer's satisfaction in a timely manner. This process grouping also supports prepayment for services.   The key functionalities provided by these applications are   ·       To ensure that enterprise revenue is billed and invoices delivered appropriately to customers. ·       To manage customers’ billing accounts, process their payments, perform payment collections, and monitor the status of the account balance. ·       To ensure the timely and effective fulfillment of all customer bill inquiries and complaints. ·       Collect the usage records from mediation and ensure appropriate rating and discounting of all usage and pricing. ·       Support revenue sharing; split charging where usage is guided to an account different from the service consumer. ·       Support prepaid and post-paid rating. ·       Send notification on approach / exceeding the usage thresholds as enforced by the subscribed offer, and / or as setup by the customer. ·       Support prepaid, post paid, and hybrid (where some services are prepaid and the rest of the services post paid) customers and conversion from post paid to prepaid, and vice versa. ·       Support different billing function requirements like charge prorating, promotion, discount, adjustment, waiver, write-off, account receivable, GL Interface, late payment fee, credit control, dunning, account or service suspension, re-activation, expiry, termination, contract violation penalty, etc. ·       Initiate direct debit to collect payment against an invoice outstanding. ·       Send notification to Middleware on different events; for example, payment receipt, pre-suspension, threshold exceed, etc.   Billing systems typically get usage data from mediation systems for rating and billing. They get provisioning requests from order management systems and inquiries from CRM systems. Convergent and real-time billing systems can directly get usage details from network elements.   3. Mediation   Mediation systems transform/translate the Raw or Native Usage Data Records into a general format that is acceptable to billing for their rating purposes.   The following lists the high-level roles and responsibilities executed by the Mediation system in the end-to-end solution.   ·       Collect Usage Data Records from different data sources – like network elements, routers, servers – via different protocol and interfaces. ·       Process Usage Data Records – Mediation will process Usage Data Records as per the source format. ·       Validate Usage Data Records from each source. ·       Segregates Usage Data Records coming from each source to multiple, based on the segregation requirement of end Application. ·       Aggregates Usage Data Records based on the aggregation rule if any from different sources. ·       Consolidates multiple Usage Data Records from each source. ·       Delivers formatted Usage Data Records to different end application like Billing, Interconnect, Fraud Management, etc. ·       Generates audit trail for incoming Usage Data Records and keeps track of all the Usage Data Records at various stages of mediation process. ·       Checks duplicate Usage Data Records across files for a given time window.   4. Fulfillment   This area is responsible for providing customers with their requested products in a timely and correct manner. It translates the customer's business or personal need into a solution that can be delivered using the specific products in the enterprise's portfolio. This process informs the customers of the status of their purchase order, and ensures completion on time, as well as ensuring a delighted customer. These processes are responsible for accepting and issuing orders. They deal with pre-order feasibility determination, credit authorization, order issuance, order status and tracking, customer update on customer order activities, and customer notification on order completion. Order management and provisioning applications fall into this category.   The key functionalities provided by these applications are   ·       Issuing new customer orders, modifying open customer orders, or canceling open customer orders; ·       Verifying whether specific non-standard offerings sought by customers are feasible and supportable; ·       Checking the credit worthiness of customers as part of the customer order process; ·       Testing the completed offering to ensure it is working correctly; ·       Updating of the Customer Inventory Database to reflect that the specific product offering has been allocated, modified, or cancelled; ·       Assigning and tracking customer provisioning activities; ·       Managing customer provisioning jeopardy conditions; and ·       Reporting progress on customer orders and other processes to customer.   These applications typically get orders from CRM systems. They interact with network elements and billing systems for fulfillment of orders.   5. Enterprise Management   This process area includes those processes that manage enterprise-wide activities and needs, or have application within the enterprise as a whole. They encompass all business management processes that   ·       Are necessary to support the whole of the enterprise, including processes for financial management, legal management, regulatory management, process, cost, and quality management, etc.;   ·       Are responsible for setting corporate policies, strategies, and directions, and for providing guidelines and targets for the whole of the business, including strategy development and planning for areas, such as Enterprise Architecture, that are integral to the direction and development of the business;   ·       Occur throughout the enterprise, including processes for project management, performance assessments, cost assessments, etc.     (i) Enterprise Risk Management:   Enterprise Risk Management focuses on assuring that risks and threats to the enterprise value and/or reputation are identified, and appropriate controls are in place to minimize or eliminate the identified risks. The identified risks may be physical or logical/virtual. Successful risk management ensures that the enterprise can support its mission critical operations, processes, applications, and communications in the face of serious incidents such as security threats/violations and fraud attempts. Two key areas covered in Risk Management by telecom operators are:   ·       Revenue Assurance: Revenue assurance system will be responsible for identifying revenue loss scenarios across components/systems, and will help in rectifying the problems. The following lists the high-level roles and responsibilities executed by the Revenue Assurance system in the end-to-end solution. o   Identify all usage information dropped when networks are being upgraded. o   Interconnect bill verification. o   Identify where services are routinely provisioned but never billed. o   Identify poor sales policies that are intensifying collections problems. o   Find leakage where usage is sent to error bucket and never billed for. o   Find leakage where field service, CRM, and network build-out are not optimized.   ·       Fraud Management: Involves collecting data from different systems to identify abnormalities in traffic patterns, usage patterns, and subscription patterns to report suspicious activity that might suggest fraudulent usage of resources, resulting in revenue losses to the operator.   The key roles and responsibilities of the system component are as follows:   o   Fraud management system will capture and monitor high usage (over a certain threshold) in terms of duration, value, and number of calls for each subscriber. The threshold for each subscriber is decided by the system and fixed automatically. o   Fraud management will be able to detect the unauthorized access to services for certain subscribers. These subscribers may have been provided unauthorized services by employees. The component will raise the alert to the operator the very first time of such illegal calls or calls which are not billed. o   The solution will be to have an alarm management system that will deliver alarms to the operator/provider whenever it detects a fraud, thus minimizing fraud by catching it the first time it occurs. o   The Fraud Management system will be capable of interfacing with switches, mediation systems, and billing systems   (ii) Knowledge Management   This process focuses on knowledge management, technology research within the enterprise, and the evaluation of potential technology acquisitions.   Key responsibilities of knowledge base management are to   ·       Maintain knowledge base – Creation and updating of knowledge base on ongoing basis. ·       Search knowledge base – Search of knowledge base on keywords or category browse ·       Maintain metadata – Management of metadata on knowledge base to ensure effective management and search. ·       Run report generator. ·       Provide content – Add content to the knowledge base, e.g., user guides, operational manual, etc.   (iii) Document Management   It focuses on maintaining a repository of all electronic documents or images of paper documents relevant to the enterprise using a system.   (iv) Data Management   It manages data as a valuable resource for any enterprise. For telecom enterprises, the typical areas covered are Master Data Management, Data Warehousing, and Business Intelligence. It is also responsible for data governance, security, quality, and database management.   Key responsibilities of Data Management are   ·       Using ETL, extract the data from CRM, Billing, web content, ERP, campaign management, financial, network operations, asset management info, customer contact data, customer measures, benchmarks, process data, e.g., process inputs, outputs, and measures, into Enterprise Data Warehouse. ·       Management of data traceability with source, data related business rules/decisions, data quality, data cleansing data reconciliation, competitors data – storage for all the enterprise data (customer profiles, products, offers, revenues, etc.) ·       Get online update through night time replication or physical backup process at regular frequency. ·       Provide the data access to business intelligence and other systems for their analysis, report generation, and use.   (v) Business Intelligence   It uses the Enterprise Data to provide the various analysis and reports that contain prospects and analytics for customer retention, acquisition of new customers due to the offers, and SLAs. It will generate right and optimized plans – bolt-ons for the customers.   The following lists the high-level roles and responsibilities executed by the Business Intelligence system at the Enterprise Level:   ·       It will do Pattern analysis and reports problem. ·       It will do Data Analysis – Statistical analysis, data profiling, affinity analysis of data, customer segment wise usage patterns on offers, products, service and revenue generation against services and customer segments. ·       It will do Performance (business, system, and forecast) analysis, churn propensity, response time, and SLAs analysis. ·       It will support for online and offline analysis, and report drill down capability. ·       It will collect, store, and report various SLA data. ·       It will provide the necessary intelligence for marketing and working on campaigns, etc., with cost benefit analysis and predictions.   It will advise on customer promotions with additional services based on loyalty and credit history of customer   ·       It will Interface with Enterprise Data Management system for data to run reports and analysis tasks. It will interface with the campaign schedules, based on historical success evidence.   (vi) Stakeholder and External Relations Management   It manages the enterprise's relationship with stakeholders and outside entities. Stakeholders include shareholders, employee organizations, etc. Outside entities include regulators, local community, and unions. Some of the processes within this grouping are Shareholder Relations, External Affairs, Labor Relations, and Public Relations.   (vii) Enterprise Resource Planning   It is used to manage internal and external resources, including tangible assets, financial resources, materials, and human resources. Its purpose is to facilitate the flow of information between all business functions inside the boundaries of the enterprise and manage the connections to outside stakeholders. ERP systems consolidate all business operations into a uniform and enterprise wide system environment.   The key roles and responsibilities for Enterprise System are given below:   ·        It will handle responsibilities such as core accounting, financial, and management reporting. ·       It will interface with CRM for capturing customer account and details. ·       It will interface with billing to capture the billing revenue and other financial data. ·       It will be responsible for executing the dunning process. Billing will send the required feed to ERP for execution of dunning. ·       It will interface with the CRM and Billing through batch interfaces. Enterprise management systems are like horizontals in the enterprise and typically interact with all major telecom systems. E.g., an ERP system interacts with CRM, Fulfillment, and Billing systems for different kinds of data exchanges.   6. External Interfaces/Touch Points   The typical external parties are customers, suppliers/partners, employees, shareholders, and other stakeholders. External interactions from/to a Service Provider to other parties can be achieved by a variety of mechanisms, including:   ·       Exchange of emails or faxes ·       Call Centers ·       Web Portals ·       Business-to-Business (B2B) automated transactions   These applications provide an Internet technology driven interface to external parties to undertake a variety of business functions directly for themselves. These can provide fully or partially automated service to external parties through various touch points.   Typical characteristics of these touch points are   ·       Pre-integrated self-service system, including stand-alone web framework or integration front end with a portal engine ·       Self services layer exposing atomic web services/APIs for reuse by multiple systems across the architectural environment ·       Portlets driven connectivity exposing data and services interoperability through a portal engine or web application   These touch points mostly interact with the CRM systems for requests, inquiries, and responses.   7. Middleware   The component will be primarily responsible for integrating the different systems components under a common platform. It should provide a Standards-Based Platform for building Service Oriented Architecture and Composite Applications. The following lists the high-level roles and responsibilities executed by the Middleware component in the end-to-end solution.   ·       As an integration framework, covering to and fro interfaces ·       Provide a web service framework with service registry. ·       Support SOA framework with SOA service registry. ·       Each of the interfaces from / to Middleware to other components would handle data transformation, translation, and mapping of data points. ·       Receive data from the caller / activate and/or forward the data to the recipient system in XML format. ·       Use standard XML for data exchange. ·       Provide the response back to the service/call initiator. ·       Provide a tracking until the response completion. ·       Keep a store transitional data against each call/transaction. ·       Interface through Middleware to get any information that is possible and allowed from the existing systems to enterprise systems; e.g., customer profile and customer history, etc. ·       Provide the data in a common unified format to the SOA calls across systems, and follow the Enterprise Architecture directive. ·       Provide an audit trail for all transactions being handled by the component.   8. Network Elements   The term Network Element means a facility or equipment used in the provision of a telecommunications service. Such terms also includes features, functions, and capabilities that are provided by means of such facility or equipment, including subscriber numbers, databases, signaling systems, and information sufficient for billing and collection or used in the transmission, routing, or other provision of a telecommunications service.   Typical network elements in a GSM network are Home Location Register (HLR), Intelligent Network (IN), Mobile Switching Center (MSC), SMS Center (SMSC), and network elements for other value added services like Push-to-talk (PTT), Ring Back Tone (RBT), etc.   Network elements are invoked when subscribers use their telecom devices for any kind of usage. These elements generate usage data and pass it on to downstream systems like mediation and billing system for rating and billing. They also integrate with provisioning systems for order/service fulfillment.   9. 3rd Party Applications   3rd Party systems are applications like content providers, payment gateways, point of sale terminals, and databases/applications maintained by the Government.   Depending on applicability and the type of functionality provided by 3rd party applications, the integration with different telecom systems like CRM, provisioning, and billing will be done.   10. Service Delivery Platform   A service delivery platform (SDP) provides the architecture for the rapid deployment, provisioning, execution, management, and billing of value added telecom services. SDPs are based on the concept of SOA and layered architecture. They support the delivery of voice, data services, and content in network and device-independent fashion. They allow application developers to aggregate network capabilities, services, and sources of content. SDPs typically contain layers for web services exposure, service application development, and network abstraction.   SOA Reference Architecture   SOA concept is based on the principle of developing reusable business service and building applications by composing those services, instead of building monolithic applications in silos. It’s about bridging the gap between business and IT through a set of business-aligned IT services, using a set of design principles, patterns, and techniques.   In an SOA, resources are made available to participants in a value net, enterprise, line of business (typically spanning multiple applications within an enterprise or across multiple enterprises). It consists of a set of business-aligned IT services that collectively fulfill an organization’s business processes and goals. We can choreograph these services into composite applications and invoke them through standard protocols. SOA, apart from agility and reusability, enables:   ·       The business to specify processes as orchestrations of reusable services ·       Technology agnostic business design, with technology hidden behind service interface ·       A contractual-like interaction between business and IT, based on service SLAs ·       Accountability and governance, better aligned to business services ·       Applications interconnections untangling by allowing access only through service interfaces, reducing the daunting side effects of change ·       Reduced pressure to replace legacy and extended lifetime for legacy applications, through encapsulation in services   ·       A Cloud Computing paradigm, using web services technologies, that makes possible service outsourcing on an on-demand, utility-like, pay-per-usage basis   The following section represents the Reference Architecture of logical view for the Telecom Solution. The new custom built application needs to align with this logical architecture in the long run to achieve EA benefits.   Packaged implementation applications, such as ERP billing applications, need to expose their functions as service providers (as other applications consume) and interact with other applications as service consumers.   COT applications need to expose services through wrappers such as adapters to utilize existing resources and at the same time achieve Enterprise Architecture goal and objectives.   The following are the various layers for Enterprise level deployment of SOA. This diagram captures the abstract view of Enterprise SOA layers and important components of each layer. Layered architecture means decomposition of services such that most interactions occur between adjacent layers. However, there is no strict rule that top layers should not directly communicate with bottom layers.   The diagram below represents the important logical pieces that would result from overall SOA transformation. @font-face { font-family: "Arial"; }@font-face { font-family: "Courier New"; }@font-face { font-family: "Wingdings"; }@font-face { font-family: "Cambria"; }p.MsoNormal, li.MsoNormal, div.MsoNormal { margin: 0cm 0cm 0.0001pt; font-size: 12pt; font-family: "Times New Roman"; }p.MsoCaption, li.MsoCaption, div.MsoCaption { margin: 0cm 0cm 10pt; font-size: 9pt; font-family: "Times New Roman"; color: rgb(79, 129, 189); font-weight: bold; }p.MsoListParagraph, li.MsoListParagraph, div.MsoListParagraph { margin: 0cm 0cm 0.0001pt 36pt; font-size: 12pt; font-family: "Times New Roman"; }p.MsoListParagraphCxSpFirst, li.MsoListParagraphCxSpFirst, div.MsoListParagraphCxSpFirst { margin: 0cm 0cm 0.0001pt 36pt; font-size: 12pt; font-family: "Times New Roman"; }p.MsoListParagraphCxSpMiddle, li.MsoListParagraphCxSpMiddle, div.MsoListParagraphCxSpMiddle { margin: 0cm 0cm 0.0001pt 36pt; font-size: 12pt; font-family: "Times New Roman"; }p.MsoListParagraphCxSpLast, li.MsoListParagraphCxSpLast, div.MsoListParagraphCxSpLast { margin: 0cm 0cm 0.0001pt 36pt; font-size: 12pt; font-family: "Times New Roman"; }div.Section1 { page: Section1; }ol { margin-bottom: 0cm; }ul { margin-bottom: 0cm; } Figure 3. Enterprise SOA Reference Architecture 1.          Operational System Layer: This layer consists of all packaged applications like CRM, ERP, custom built applications, COTS based applications like Billing, Revenue Management, Fulfilment, and the Enterprise databases that are essential and contribute directly or indirectly to the Enterprise OSS/BSS Transformation.   ERP holds the data of Asset Lifecycle Management, Supply Chain, and Advanced Procurement and Human Capital Management, etc.   CRM holds the data related to Order, Sales, and Marketing, Customer Care, Partner Relationship Management, Loyalty, etc.   Content Management handles Enterprise Search and Query. Billing application consists of the following components:   ·       Collections Management, Customer Billing Management, Invoices, Real-Time Rating, Discounting, and Applying of Charges ·       Enterprise databases will hold both the application and service data, whether structured or unstructured.   MDM - Master data majorly consists of Customer, Order, Product, and Service Data.     2.          Enterprise Component Layer:   This layer consists of the Application Services and Common Services that are responsible for realizing the functionality and maintaining the QoS of the exposed services. This layer uses container-based technologies such as application servers to implement the components, workload management, high availability, and load balancing.   Application Services: This Service Layer enables application, technology, and database abstraction so that the complex accessing logic is hidden from the other service layers. This is a basic service layer, which exposes application functionalities and data as reusable services. The three types of the Application access services are:   ·       Application Access Service: This Service Layer exposes application level functionalities as a reusable service between BSS to BSS and BSS to OSS integration. This layer is enabled using disparate technology such as Web Service, Integration Servers, and Adaptors, etc.   ·       Data Access Service: This Service Layer exposes application data services as a reusable reference data service. This is done via direct interaction with application data. and provides the federated query.   ·       Network Access Service: This Service Layer exposes provisioning layer as a reusable service from OSS to OSS integration. This integration service emphasizes the need for high performance, stateless process flows, and distributed design.   Common Services encompasses management of structured, semi-structured, and unstructured data such as information services, portal services, interaction services, infrastructure services, and security services, etc.   3.          Integration Layer:   This consists of service infrastructure components like service bus, service gateway for partner integration, service registry, service repository, and BPEL processor. Service bus will carry the service invocation payloads/messages between consumers and providers. The other important functions expected from it are itinerary based routing, distributed caching of routing information, transformations, and all qualities of service for messaging-like reliability, scalability, and availability, etc. Service registry will hold all contracts (wsdl) of services, and it helps developers to locate or discover service during design time or runtime.   • BPEL processor would be useful in orchestrating the services to compose a complex business scenario or process. • Workflow and business rules management are also required to support manual triggering of certain activities within business process. based on the rules setup and also the state machine information. Application, data, and service mediation layer typically forms the overall composite application development framework or SOA Framework.   4.          Business Process Layer: These are typically the intermediate services layer and represent Shared Business Process Services. At Enterprise Level, these services are from Customer Management, Order Management, Billing, Finance, and Asset Management application domains.   5.          Access Layer: This layer consists of portals for Enterprise and provides a single view of Enterprise information management and dashboard services.   6.          Channel Layer: This consists of various devices; applications that form part of extended enterprise; browsers through which users access the applications.   7.          Client Layer: This designates the different types of users accessing the enterprise applications. The type of user typically would be an important factor in determining the level of access to applications.   8.          Vertical pieces like management, monitoring, security, and development cut across all horizontal layers Management and monitoring involves all aspects of SOA-like services, SLAs, and other QoS lifecycle processes for both applications and services surrounding SOA governance.     9.          EA Governance, Reference Architecture, Roadmap, Principles, and Best Practices:   EA Governance is important in terms of providing the overall direction to SOA implementation within the enterprise. This involves board-level involvement, in addition to business and IT executives. At a high level, this involves managing the SOA projects implementation, managing SOA infrastructure, and controlling the entire effort through all fine-tuned IT processes in accordance with COBIT (Control Objectives for Information Technology).   Devising tools and techniques to promote reuse culture, and the SOA way of doing things needs competency centers to be established in addition to training the workforce to take up new roles that are suited to SOA journey.   Conclusions   Reference Architectures can serve as the basis for disparate architecture efforts throughout the organization, even if they use different tools and technologies. Reference architectures provide best practices and approaches in the independent way a vendor deals with technology and standards. Reference Architectures model the abstract architectural elements for an enterprise independent of the technologies, protocols, and products that are used to implement an SOA. Telecom enterprises today are facing significant business and technology challenges due to growing competition, a multitude of services, and convergence. Adopting architectural best practices could go a long way in meeting these challenges. The use of SOA-based architecture for communication to each of the external systems like Billing, CRM, etc., in OSS/BSS system has made the architecture very loosely coupled, with greater flexibility. Any change in the external systems would be absorbed at the Integration Layer without affecting the rest of the ecosystem. The use of a Business Process Management (BPM) tool makes the management and maintenance of the business processes easy, with better performance in terms of lead time, quality, and cost. Since the Architecture is based on standards, it will lower the cost of deploying and managing OSS/BSS applications over their lifecycles.

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  • Seven Accounting Changes for 2010

    - by Theresa Hickman
    I read a very interesting article called Seven Accounting Changes That Will Affect Your 2010 Annual Report from SmartPros that nicely summarized how 2010 annual financial statements will be impacted.  Here’s a Reader’s Digest version of the changes: 1.  Changes to revenue recognition if you sell bundled products with multiple deliverables: Old Rule: You needed to objectively establish the “fair value” of each bundled item. So if you sold a dishwasher plus installation and could not establish the fair value of the installation, you might have to delay recognizing revenue of the dishwasher days or weeks later until it was installed. New Rule (ASU 2009-13): “Objective” proof of each service or good is no longer required; you can simply estimate the selling price of the installation and warranty. So the dishwasher vendor can recognize the dishwasher revenue immediately at the point of sale without waiting a few weeks for the installation. Then they can recognize the estimated value of the installation after it is complete. 2.  Changes to revenue recognition for devices with embedded software: Old Rule: Hardware devices with embedded software, such as the iPhone, had to follow stringent software revrec rules. This forced Apple to recognize iPhone revenues over two years, the period of time that software updates were provided. New Rule (ASU 2009-14): Software revrec rules no longer apply to these devices with embedded software; these devices can now follow ASU 2009-13. This allows vendors, such as Apple, to recognize revenue sooner. 3.  Fair value disclosures: Companies (both public and private) now need to spend extra time gathering, summarizing, and disclosing information about items measured at fair value, such as significant transfers in and out of Level 1(quoted market price), Level 2 (valuation based on observable markets), and Level 3 (valuations based on internal information). 4.  Consolidation of variable interest entities (a.k.a special purpose entities): Consolidation rules for variable interest entities now require a qualitative, not quantitative, analysis to determine the primary beneficiary. Instead of simply looking at the percentage of voting interests, the primary beneficiary could have less than the majority interests as long as it has the power to direct the activities and absorb any losses.  5.  XBRL: Starting in June 2011, all U.S. public companies are required to file financial statements to the SEC using XBRL. Note: Oracle supports XBRL reporting. 6.  Non-GAAP financial disclosures: Companies that report non-GAAP measures of performance, such as EBITDA in SEC filings, have more flexibility.  The new interpretations can be found here: http://www.sec.gov/divisions/corpfin/guidance/nongaapinterp.htm.  7.  Loss contingencies disclosures: Companies should expect additional scrutiny of their loss disclosures, such as those from litigation losses, in their annual financial statements. The SEC wants more disclosures about loss contingencies sooner instead of after the cases are settled.

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  • Oracle is #1 in the RDBMS Sector for 2011

    - by jgelhaus
    Gartner 2011 Worldwide RDBMS Market Share Reports 48.8% revenue share for Oracle (*) Gartner has published their market share numbers for 2011 based on total software revenues.  According to Gartner, Oracle: is #1 in worldwide RDBMS software revenue share holds more revenue share than its seven closest competitors combined grew at 18.0%, exceeding both the industry average (16.3%) and the growth rates of its closest competitors. (*) Source: Market Share: All Software Markets, Worldwide 2011 by Colleen Graham, Joanne Correia, David Coyle, Fabrizio Biscotti, Matthew Cheung, Ruggero Contu, Yanna Dharmasthira, Tom Eid, Chad Eschinger, Bianca Granetto, Hai Hong Swinehart, Sharon Mertz, Chris Pang, Asheesh Raina, Dan Sommer, Bhavish Sood, Marianne D'Aquila, Laurie Wurster and Jie Zhang. - March 29, 2012

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  • Oracle Enterprise Taxation and Policy Management Self Service v1.0 is Now Available

    - by user722699
    New tax product - Oracle Enterprise Taxation Policy Management Self Service is now available. The solution provides tax and revenue authorities with a single citizen portal – powered by Oracle Policy Automation for Public Sector, Oracle WebCenter, Oracle Application Development Framework and Oracle SOA Suite – that can integrate across multiple tax types and tax processing systems. Oracle Enterprise Taxation and Policy Management Self Service enables tax and revenue authorities to quickly provide more taxpayer services online – such as the ability to make payments, contact the tax agency with questions and requests or receive self-guided automated assistance with policies and tax law.  Tax and revenue authorities can implement Oracle Enterprise Taxation and Policy Management Self Service – an out-of-the-box solution – quickly and easily, and lower the cost of taxpayer service operations by promoting a broader set of taxpayer self service features.  Resources: ·         Datasheet: http://www.oracle.com/us/industries/public-sector/ent-taxation-policy-service-ds-1873518.pdf ·         Documentation: http://docs.oracle.com/cd/E38189_01/index.htm ·    

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  • Understanding the value of Customer Experience & Loyalty for the Telecommunications Industry

    - by raul.goycoolea
    Worried by economic woes and market forces, especially in mature markets, communications service providers (CSPs) increasingly focus on improving customer experience. In fact, it seems difficult to find a major message by a C-level executive in the developed world that does not include something on "meeting and exceeding customers' needs". Frequently in customer satisfaction studies by prominent firms, CSPs fall short of the leadership demonstrated by other industries that take customer-centric approaches to their bottom-line strategies. Consider the following:Despite the continued impact of global economic crisis, in July 2010, Apple Computer posted record revenue and net quarterly profit. Those who attribute the results primarily to the iPhone 4 launch should note that Apple also shipped around 30% more Macintosh computers than the same period the previous year. Even sales of the iPod line increased by 8% in a highly commoditized, shrinking media player market. Finally, Apple began selling iPads during the quarter, with total sales of more than 3 million units. What does Apple have that the others lack? Well, some great products (and services) to be sure, but it also excels at customer service and support, marketing, and distribution, and has one of the strongest brands globally. Its products are useful, simple to use, easy to acquire and augment, high quality, and considered very cool. They also evoke such an emotional response from many of Apple's customers, which they turn up their noses at competitive products.In other words, Apple appears to have mastered virtually every aspect of customer experience and the resultant loyalty of its customer base - even in difficult financial times. Through that unwavering customer focus, Apple continues to drive its revenues and profits to new heights. Other customer loyalty leaders like Wal-Mart, Google, Toyota and Honda are also doing well by focusing on customer experience as an essential driver of profitability. Service providers should note this performance and ask themselves how they might leverage the same principles to increase their own profitability. After all, that is what customer experience and loyalty are all about: profitability.To successfully manage all the critical touch points of customer experience, CSPs must shun the one-size-fits-all approach. They can no longer afford to view customer service fundamentally as an act of altruism - which mentality dates back to the industry's civil service days, when CSPs were typically government organizations that were critical to economic development and public safety.As regulators and public officials have pushed, and continue to push, service providers to new heights of reliability - using incentives and punishments - most CSPs already have some of the fundamental building blocks of customer service in place. Yet despite that history and experience, service providers still lag other industries in providing what is seen as good customer service.As we observed in the TMF's 2009 Insights Research report, Customer Experience Management: Driving Loyalty & Profitability there has been resurgence in interest by CSPs. More and more of them have stated ambitions to catch up other industries, and they are realizing that good customer service is a powerful strategy for increasing business performance and profitability, not an act of good will.CSPs are recognizing the connection between customer experience and profitability, as demonstrated in many studies. For example, according to research by Bain & Company, a 5 percent improvement in customer retention rates can yield as much as a 75 percent increase in profits for companies across a range of industries.After decades of customer experience strategy formulation, Bain partner and business author, Frederick Reichheld, considers "would you recommend us to a friend?" as the ultimate question for a customer. How many times have you or your friends recommended an iPod, iPhone or a Mac? What do your children recommend to their peers? Their peers to them?There are certain steps service providers have to take to create more personalized relationships with their customers, as well as reduce churn and increase profitability, all while becoming leaner and more agile. First, they have to define customer experience, we define it as the result of the sum of observations, perceptions, thoughts and feelings arising from interactions and relationships between customers and their service provider(s). Virtually every customer touch point - whether directly or indirectly linked to service providers and their partners - contributes to customer perception, satisfaction, loyalty, and ultimately profitability. Gaining leadership in customer experience and satisfaction will not be a simple task, as it is affected by virtually every customer-facing aspect of the service provider, and in turn impacts the service provider deeply - especially on the all-important bottom line. The scope of issues affecting customer experience is complex and dynamic.With new services, devices and applications extending the basis of customer experience to domains beyond the direct control of the service provider, it is likely to increase in complexity and dynamism.Customer loyalty = increased profitsAs stated earlier, customer experience programs are not fundamentally altruistic exercises, but a strategic means of improving competitiveness and profitability in the short and long term. Loyalty is essential to deriving long term profits from customers.Some of the earliest loyalty programs date back to the 1930s, when packaged goods companies offered embedded coupons for rewards to buyers, and eventually retail chains began offering reward programs to frequent shoppers. These programs continued for decades but were leapfrogged in the 1980s by more aggressive programs from the airlines.This movement was led by American Airlines, which launched the first full-scale loyalty marketing program of the modern era with the AAdvantage frequent flyer scheme. It was the first to reward frequent fliers with notional air miles that could be accumulated and later redeemed for free travel. Figure 1: Opportunities example of Customer loyalty driven profitOther airlines and travel providers were quick to grasp the incredible value of providing customers with an incentive to use their company exclusively. Within a few years, dozens of travel industry companies launched similar initiatives and now loyalty programs are achieving near-ubiquity in many service industries, especially those in which it is difficult to differentiate offerings by product attributes.The belief is that increased profitability will result from customer retention efforts because:•    The cost of acquisition occurs only at the beginning of a relationship: the longer the relationship, the lower the amortized cost;•    Account maintenance costs decline as a percentage of total costs, or as a percentage of revenue, over the lifetime of the relationship;•    Long term customers tend to be less inclined to switch and less price sensitive which can result in stable unit sales volume and increases in dollar-sales volume;•    Long term customers may initiate word-of-mouth promotions and referrals, which cost the company nothing and arguably are the most effective form of advertising;•    Long-term customers are more likely to buy ancillary products and higher margin supplemental products;•    Long term customers tend to be satisfied with their relationship with the company and are less likely to switch to competitors, making market entry or competitors gaining market share difficult;•    Regular customers tend to be less expensive to service, as they are familiar with the processes involved, require less 'education', and are consistent in their order placement;•    Increased customer retention and loyalty makes the employees' jobs easier and more satisfying. In turn, happy employees feed back into higher customer satisfaction in a virtuous circle. Figure 2: The virtuous circle of customer loyaltyFigure 2 represents a high-level example of a virtuous cycle driven by customer satisfaction and loyalty, depicting how superiority in product and service offerings, as well as strong customer support by competent employees, lead to higher sales and ultimately profitability. As stated above, this is not a new concept, but succeeding with it is difficult. It has eluded many a company driven to achieve profitability goals. Of course, for this circle to be virtuous, the customer relationship(s) must be profitable.Trying to maintain the loyalty of unprofitable customers is not a viable business strategy. It is, therefore, important that marketers can assess the profitability of each customer (or customer segment), and either improve or terminate relationships that are not profitable. This means each customer's 'relationship costs' must be understood and compared to their 'relationship revenue'. Customer lifetime value (CLV) is the most commonly used metric here, as it is generally accepted as a representation of exactly how much each customer is worth in monetary terms, and therefore a determinant of exactly how much a service provider should be willing to spend to acquire or retain that customer.CLV models make several simplifying assumptions and often involve the following inputs:•    Churn rate represents the percentage of customers who end their relationship with a company in a given period;•    Retention rate is calculated by subtracting the churn rate percentage from 100;•    Period/horizon equates to the units of time into which a customer relationship can be divided for analysis. A year is the most commonly used period for this purpose. Customer lifetime value is a multi-period calculation, often projecting three to seven years into the future. In practice, analysis beyond this point is viewed as too speculative to be reliable. The model horizon is the number of periods used in the calculation;•    Periodic revenue is the amount of revenue collected from a customer in a given period (though this is often extended across multiple periods into the future to understand lifetime value), such as usage revenue, revenues anticipated from cross and upselling, and often some weighting for referrals by a loyal customer to others; •    Retention cost describes the amount of money the service provider must spend, in a given period, to retain an existing customer. Again, this is often forecast across multiple periods. Retention costs include customer support, billing, promotional incentives and so on;•    Discount rate means the cost of capital used to discount future revenue from a customer. Discounting is an advanced method used in more sophisticated CLV calculations;•    Profit margin is the projected profit as a percentage of revenue for the period. This may be reflected as a percentage of gross or net profit. Again, this is generally projected across the model horizon to understand lifetime value.A strong focus on managing these inputs can help service providers realize stronger customer relationships and profits, but there are some obstacles to overcome in achieving accurate calculations of CLV, such as the complexity of allocating costs across the customer base. There are many costs that serve all customers which must be properly allocated across the base, and often a simple proportional allocation across the whole base or a segment may not accurately reflect the true cost of serving that customer;  This is made worse by the fragmentation of customer information, which is likely to be across a variety of product or operations groups, and may be difficult to aggregate due to different representations.In addition, there is the complexity of account relationships and structures to take into consideration. Complex account structures may not be understood or properly represented. For example, a profitable customer may have a separate account for a second home or another family member, which may appear to be unprofitable. If the service provider cannot relate the two accounts, CLV is not properly represented and any resultant cancellation of the apparently unprofitable account may result in the customer churning from the profitable one.In summary, if service providers are to realize strong customer relationships and their attendant profits, there must be a very strong focus on data management. This needs to be coupled with analytics that help business managers and those who work in customer-facing functions offer highly personalized solutions to customers, while maintaining profitability for the service provider. It's clear that acquiring new customers is expensive. Advertising costs, campaign management expenses, promotional service pricing and discounting, and equipment subsidies make a serious dent in a new customer's profitability. That is especially true given the rising subsidies for Smartphone users, which service providers hope will result in greater profits from profits from data services profitability in future.  The situation is made worse by falling prices and greater competition in mature markets.Customer acquisition through industry consolidation isn't cheap either. A North American service provider spent about $2,000 per subscriber in its acquisition of a smaller company earlier this year. While this has allowed it to leapfrog to become the largest mobile service provider in the country, it required a total investment of more than $28 billion (including assumption of the acquiree's debt).While many operating cost synergies clearly made this deal more attractive to the acquiring company, this is certainly an expensive way to acquire customers: the cost per subscriber in this case is not out of line with the prices others have paid for acquisitions.While growth by acquisition certainly increases overall revenues, it often creates tremendous challenges for profitability. Organic growth through increased customer loyalty and retention is a more effective driver of profit, as well as a stronger predictor of future profitability. Service providers, especially those in mature markets, are increasingly recognizing this and taking steps toward a creating a more personalized, flexible and satisfying experience for their customers.In summary, the clearest path to profitability for companies in virtually all industries is through customer retention and maximization of lifetime value. Service providers would do well to recognize this and focus attention on profitable customer relationships.

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  • BI and EPM Landscape

    - by frank.buytendijk
    Most of my blog entries are not about Oracle products, and most of the latest entries are about topics such as IT strategy and enterprise architecture. However, given my background at Gartner, and at Hyperion, I still keep a close eye on what's happening in BI and EPM. One important reason is that I believe there is significant competitive value for organizations getting BI and EPM right. Davenport and Harris wrote a great book called "Competing on Analytics", in which they explain this in a very engaging and convincing way. At Oracle we have defined the concept of "management excellence" that outlines what organizations have to do to keep or create a competitive edge. It's not only in the business processes, but also in the management processes. Recently, Gartner published its 2009 market shares report for BI, Analytics, and Performance Management. Gartner identifies the same three segments that Oracle does: (1) CPM Suites (Oracle refers not to Corporate Performance Management, but Enterprise Performance Management), (2) BI Platform, and (3) Analytic Applications & Performance Management. According to Gartner, Oracle's share is increasing with revenue growing by more than 5%. Oracle currently holds the #2 market share position in the overall BI Software space based on total BI software revenue. Source: Gartner Dataquest Market Share: Business Intelligence, Analytics and Performance Management Software, Worldwide, 2009; Dan Sommer and Bhavish Sood; Apr 2010 Gartner has ranked Oracle as #1 in the CPM Suites worldwide sub-segment based on total BI software revenue, and Oracle is gaining share with revenue growing by more than 6% in 2009. Source: Gartner Dataquest Market Share: Business Intelligence, Analytics and Performance Management Software, Worldwide, 2009; Dan Sommer and Bhavish Sood; Apr 2010 The Analytic Applications & Performance Management subsegment is more fragmented. It has for instance a very large "Other Vendors" category. The largest player traditionally is SAS. Analytic Applications are often meant for very specific analytic needs in very specific industry sectors. According to Gartner, from the large vendors, again Oracle is the one who is gaining the most share - with total BI software revenue growth close to 15% in 2009. Source: Gartner Dataquest Market Share: Business Intelligence, Analytics and Performance Management Software, Worldwide, 2009; Dan Sommer and Bhavish Sood; Apr 2010 I believe this shows Oracle's integration strategy is working. In fact, integration actually is the innovation. BI and EPM have been silo technology platforms and application suites way too long. Management and measuring performance should be very closely linked to strategy execution, which is the domain of other business application areas such as CRM, ERP, and Supply Chain. BI and EPM are not about "making better decisions" anymore, but are part of a tangible action framework. Furthermore, organizations are getting more serious about ecosystem thinking. They do not evaluate single tools anymore for different application areas, but buy into a complete ecosystem of hardware, software and services. The best ecosystem is the one that offers the most options, in environments where the uncertainty is high and investments are hard to reverse. The key to successfully managing such an environment is middleware, and BI and EPM become increasingly middleware intensive. In fact, given the horizontal nature of BI and EPM, sitting on top of all business functions and applications, you could call them "upperware". Many are active in the BI and EPM space. Big players can offer a lot, but there are always many areas that are covered by specialty vendors. Oracle openly embraces those technologies within the ecosystem as well. Complete, open and integrated still accurately describes the Oracle product strategy. frank

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  • Free Webinar on Improving Your Customer Experience with Integrated Channels

    - by divya.malik
    Join Oracle's Regional VP of CRM On Demand- Justin Shriber, Selling Power Magazine's CEO, Gerhard Gschwandtner and IDC Research's Gerrard Murray in an interesting discussion on how to "Integrate Sales Channels to Maximize Revenue & Improve the Customer Experience". You will learn how to: - Build a unified revenue pipeline to shorten sales cycles - Deliver a personalized customer experience and maximize up-sell opportunities - Align sales across all interaction, including online, in person, and via mobile devices - Improve the quality of each and every customer interaction Don't miss the opportunity and register now

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  • Issue 15: Oracle Exadata Marketing Campaigns

    - by rituchhibber
         PARTNER FOCUS Oracle ExadataMarketing Campaign Steve McNickleVP Europe, cVidya Steve McNickle is VP Europe for cVidya, an innovative provider of revenue intelligence solutions for telecom, media and entertainment service providers including AT&T, BT, Deutsche Telecom and Vodafone. The company's product portfolio helps operators and service providers maximise margins, improve customer experience and optimise ecosystem relationships through revenue assurance, fraud and security management, sales performance management, pricing analytics, and inter-carrier services. cVidya has partnered with Oracle for more than a decade. RESOURCES -- Oracle PartnerNetwork (OPN) Oracle Exastack Program Oracle Exastack Optimized Oracle Exastack Labs and Enablement Resources Oracle Engineered Systems Oracle Communications cVidya SUBSCRIBE FEEDBACK PREVIOUS ISSUES Are you ready for Oracle OpenWorld this October? -- -- Please could you tell us a little about cVidya's partnering history with Oracle, and expand on your Oracle Exastack accreditations? "cVidya was established just over ten years ago and we've had a strong relationship with Oracle almost since the very beginning. Through our Revenue Intelligence work with some of the world's largest service providers we collect tremendous amounts of information, amounting to billions of records per day. We help our clients to collect, store and analyse that data to ensure that their end customers are getting the best levels of service, are billed correctly, and are happy that they are on the correct price plan. We have been an Oracle Gold level partner for seven years, and crucially just two months ago we were also accredited as Oracle Exastack Optimized for MoneyMap, our core Revenue Assurance solution. Very soon we also expect to be Oracle Exastack Optimized DRMap, our Data Retention solution." What unique capabilities and customer benefits does Oracle Exastack add to your applications? "Oracle Exastack enables us to deliver radical benefits to our customers. A typical mobile operator in the UK might handle between 500 million and two billion call data record details daily. Each transaction needs to be validated, billed correctly and fraud checked. Because of the enormous volumes involved, our clients demand scalable infrastructure that allows them to efficiently acquire, store and process all that data within controlled cost, space and environmental constraints. We have proved that the Oracle Exadata system can process data up to seven times faster and load it as much as 20 times faster than other standard best-of-breed server approaches. With the Oracle Exadata Database Machine they can reduce their datacentre equipment from say, the six or seven cabinets that they needed in the past, down to just one. This dramatic simplification delivers incredible value to the customer by cutting down enormously on all of their significant cost, space, energy, cooling and maintenance overheads." "The Oracle Exastack Program has given our clients the ability to switch their focus from reactive to proactive. Traditionally they may have spent 80 percent of their day processing, and just 20 percent enabling end customers to see advanced analytics, and avoiding issues before they occur. With our solutions and Oracle Exadata they can now switch that balance around entirely, resulting not only in reduced revenue leakage, but a far higher focus on proactive leakage prevention. How has the Oracle Exastack Program transformed your customer business? "We can already see the impact. Oracle solutions allow our delivery teams to achieve successful deployments, happy customers and self-satisfaction, and the power of Oracle's Exa solutions is easy to measure in terms of their transformational ability. We gained our first sale into a major European telco by demonstrating the major performance gains that would transform their business. Clients can measure the ease of organisational change, the early prevention of business issues, the reduction in manpower required to provide protection and coverage across all their products and services, plus of course end customer satisfaction. If customers know that that service is provided accurately and that their bills are calculated correctly, then over time this satisfaction can be attributed to revenue intelligence and the underlying systems which provide it. Combine this with the further integration we have with the other layers of the Oracle stack, including the telecommunications offerings such as NCC, OCDM and BRM, and the result is even greater customer value—not to mention the increased speed to market and the reduced project risk." What does the Oracle Exastack community bring to cVidya, both in terms of general benefits, and also tangible new opportunities and partnerships? "A great deal. We have participated in the Oracle Exastack community heavily over the past year, and have had lots of meetings with Oracle and our peers around the globe. It brings us into contact with like-minded, innovative partners, who like us are not happy to just stand still and want to take fresh technology to their customer base in order to gain enhanced value. We identified three new partnerships in each of two recent meetings, and hope these will open up new opportunities, not only in areas that exactly match where we operate today, but also in some new associative areas that will expand our reach into new business sectors. Notably, thanks to the Exastack community we were invited on stage at last year's Oracle OpenWorld conference. Appearing so publically with Oracle senior VP Judson Althoff elevated awareness and visibility of cVidya and has enabled us to participate in a number of other events with Oracle over the past eight months. We've been involved in speaking opportunities, forums and exhibitions, providing us with invaluable opportunities that we wouldn't otherwise have got close to." How has Exastack differentiated cVidya as an ISV, and helped you to evolve your business to the next level? "When we are selling to our core customer base of Tier 1 telecommunications providers, we know that they want more than just software. They want an enduring partnership that will last many years, they want innovation, and a forward thinking partner who knows how to guide them on where they need to be to meet market demand three, five or seven years down the line. Membership of respected global bodies, such as the Telemanagement Forum enables us to lead standard adherence in our area of business, giving us a lot of credibility, but Oracle is also involved in this forum with its own telecommunications portfolio, strengthening our position still further. When we approach CEOs, CTOs and CIOs at the very largest Tier 1 operators, not only can we easily show them that our technology is fantastic, we can also talk about our strong partnership with Oracle, and our joint embracing of today's standards and tomorrow's innovation." Where would you like cVidya to be in one year's time? "We want to get all of our relevant products Oracle Exastack Optimized. Our MoneyMap Revenue Assurance solution is already Exastack Optimised, our DRMAP Data Retention Solution should be Exastack Optimised within the next month, and our FraudView Fraud Management solution within the next two to three months. We'd then like to extend our Oracle accreditation out to include other members of the Oracle Engineered Systems family. We are moving into the 'Big Data' space, and so we're obviously very keen to work closely with Oracle to conduct pilots, map new technologies onto Oracle Big Data platforms, and embrace and measure the benefits of other Oracle systems, namely Oracle Exalogic Elastic Cloud, the Oracle Exalytics In-Memory Machine and the Oracle SPARC SuperCluster. We would also like to examine how the Oracle Database Appliance might benefit our Tier 2 service provider customers. Finally, we'd also like to continue working with the Oracle Communications Global Business Unit (CGBU), furthering our integration with Oracle billing products so that we are able to quickly deploy fraud solutions into Oracle's Engineered System stack, give operational benefits to our clients that are pre-integrated, more cost-effective, and can be rapidly deployed rapidly and producing benefits in three months, not nine months." Chris Baker ,Senior Vice President, Oracle Worldwide ISV-OEM-Java Sales Chris Baker is the Global Head of ISV/OEM Sales responsible for working with ISV/OEM partners to maximise Oracle's business through those partners, whilst maximising those partners' business to their end users. Chris works with partners, customers, innovators, investors and employees to develop innovative business solutions using Oracle products, services and skills. Firstly, could you please explain Oracle's current strategy for ISV partners, globally and in EMEA? "Oracle customers use independent software vendor (ISV) applications to run their businesses. They use them to generate revenue and to fulfil obligations to their own customers. Our strategy is very straight-forward. We want all of our ISV partners and OEMs to concentrate on the things that they do the best – building applications to meet the unique industry and functional requirements of their customer. We want to ensure that we deliver a best in class application platform so the ISV is free to concentrate their effort on their application functionality and user experience We invest over four billion dollars in research and development every year, and we want our ISVs to benefit from all of that investment in operating systems, virtualisation, databases, middleware, engineered systems, and other hardware. By doing this, we help them to reduce their costs, gain more consistency and agility for quicker implementations, and also rapidly differentiate themselves from other application vendors. It's all about simplification because we believe that around 25 to 30 percent of the development costs incurred by many ISVs are caused by customising infrastructure and have nothing to do with their applications. Our strategy is to enable our ISV partners to standardise their application platform using engineered architecture, so they can write once to the Oracle stack and deploy seamlessly in the cloud, on-premise, or in hybrid deployments. It's really important that architecture is the same in order to keep cost and time overheads at a minimum, so we provide standardisation and an environment that enables our ISVs to concentrate on the core business that makes them the most money and brings them success." How do you believe this strategy is helping the ISVs to work hand-in-hand with Oracle to ensure that end customers get the industry-leading solutions that they need? "We work with our ISVs not just to help them be successful, but also to help them market themselves. We have something called the 'Oracle Exastack Ready Program', which enables ISVs to publicise themselves as 'Ready' to run the core software platforms that run on Oracle's engineered systems including Exadata and Exalogic. So, for example, they can become 'Database Ready' which means that they use the latest version of Oracle Database and therefore can run their application without modification on Exadata or the Oracle Database Appliance. Alternatively, they can become WebLogic Ready, Oracle Linux Ready and Oracle Solaris Ready which means they run on the latest release and therefore can run their application, with no new porting work, on Oracle Exalogic. Those 'Ready' logos are important in helping ISVs advertise to their customers that they are using the latest technologies which have been fully tested. We now also have Exadata Ready and Exalogic Ready programmes which allow ISVs to promote the certification of their applications on these platforms. This highlights these partners to Oracle customers as having solutions that run fluently on the Oracle Exadata Database Machine, the Oracle Exalogic Elastic Cloud or one of our other engineered systems. This makes it easy for customers to identify solutions and provides ISVs with an avenue to connect with Oracle customers who are rapidly adopting engineered systems. We have also taken this programme to the next level in the shape of 'Oracle Exastack Optimized' for partners whose applications run best on the Oracle stack and have invested the time to fully optimise application performance. We ensure that Exastack Optimized partner status is promoted and supported by press releases, and we help our ISVs go to market and differentiate themselves through the use our technology and the standardisation it delivers. To date we have had several hundred organisations successfully work through our Exastack Optimized programme." How does Oracle's strategy of offering pre-integrated open platform software and hardware allow ISVs to bring their products to market more quickly? "One of the problems for many ISVs is that they have to think very carefully about the technology on which their solutions will be deployed, particularly in the cloud or hosted environments. They have to think hard about how they secure these environments, whether the concern is, for example, middleware, identity management, or securing personal data. If they don't use the technology that we build-in to our products to help them to fulfil these roles, they then have to build it themselves. This takes time, requires testing, and must be maintained. By taking advantage of our technology, partners will now know that they have a standard platform. They will know that they can confidently talk about implementation being the same every time they do it. Very large ISV applications could once take a year or two to be implemented at an on-premise environment. But it wasn't just the configuration of the application that took the time, it was actually the infrastructure - the different hardware configurations, operating systems and configurations of databases and middleware. Now we strongly believe that it's all about standardisation and repeatability. It's about making sure that our partners can do it once and are then able to roll it out many different times using standard componentry." What actions would you recommend for existing ISV partners that are looking to do more business with Oracle and its customer base, not only to maximise benefits, but also to maximise partner relationships? "My team, around the world and in the EMEA region, is available and ready to talk to any of our ISVs and to explore the possibilities together. We run programmes like 'Excite' and 'Insight' to help us to understand how we can help ISVs with architecture and widen their environments. But we also want to work with, and look at, new opportunities - for example, the Machine-to-Machine (M2M) market or 'The Internet of Things'. Over the next few years, many millions, indeed billions of devices will be collecting massive amounts of data and communicating it back to the central systems where ISVs will be running their applications. The only way that our partners will be able to provide a single vendor 'end-to-end' solution is to use Oracle integrated systems at the back end and Java on the 'smart' devices collecting the data – a complete solution from device to data centre. So there are huge opportunities to work closely with our ISVs, using Oracle's complete M2M platform, to provide the infrastructure that enables them to extract maximum value from the data collected. If any partners don't know where to start or who to contact, then they can contact me directly at [email protected] or indeed any of our teams across the EMEA region. We want to work with ISVs to help them to be as successful as they possibly can through simplification and speed to market, and we also want all of the top ISVs in the world based on Oracle." What opportunities are immediately opened to new ISV partners joining the OPN? "As you know OPN is very, very important. New members will discover a huge amount of content that instantly becomes accessible to them. They can access a wealth of no-cost training and enablement materials to build their expertise in Oracle technology. They can download Oracle software and use it for development projects. They can help themselves become more competent by becoming part of a true community and uncovering new opportunities by working with Oracle and their peers in the Oracle Partner Network. As well as publishing massive amounts of information on OPN, we also hold our global Oracle OpenWorld event, at which partners play a huge role. This takes place at the end of September and the beginning of October in San Francisco. Attending ISV partners have an unrivalled opportunity to contribute to elements such as the OpenWorld / OPN Exchange, at which they can talk to other partners and really begin thinking about how they can move their businesses on and play key roles in a very large ecosystem which revolves around technology and standardisation." Finally, are there any other messages that you would like to share with the Oracle ISV community? "The crucial message that I always like to reinforce is architecture, architecture and architecture! The key opportunities that ISVs have today revolve around standardising their architectures so that they can confidently think: “I will I be able to do exactly the same thing whenever a customer is looking to deploy on-premise, hosted or in the cloud”. The right architecture is critical to being competitive and to really start changing the game. We want to help our ISV partners to do just that; to establish standard architecture and to seize the opportunities it opens up for them. New market opportunities like M2M are enormous - just look at how many devices are all around you right now. We can help our partners to interface with these devices more effectively while thinking about their entire ecosystem, rather than just the piece that they have traditionally focused upon. With standardised architecture, we can help people dramatically improve their speed, reach, agility and delivery of enhanced customer satisfaction and value all the way from the Java side to their centralised systems. All Oracle ISV partners must take advantage of these opportunities, which is why Oracle will continue to invest in and support them." -- Gergely Strbik is Oracle Hardware and Software Product Manager for Avnet in Hungary. Avnet Technology Solutions is an OracleValue Added Distributor focused on the development of the existing Oracle channel. This includes the recruitment and enablement of Oracle partners as well as driving deeper adoption of Oracle's technology and application products within the IT channel. "The main business benefits of ODA for our customers and partners are scalability, flexibility, a great price point for the high performance delivered, and the easily configurable embedded Linux operating system. People welcome a lower point of entry and the ability to grow capacity on demand as their business expands." "Marketing and selling the ODA requires another way of thinking because it is an appliance. We have to transform the ways in which our partners and customers think from buying hardware and software independently to buying complete solutions. Successful early adopters and satisfied customer reactions will certainly help us to sell the ODA. We will have more experience with the product after the first deliveries and installations—end users need to see the power and benefits for themselves." "Our typical ODA customers will be those looking for complete solutions from a single reseller partner who is also able to manage the appliance. They will have enjoyed using Oracle Database but now want a new product that is able to unlock new levels of performance. A higher proportion of potential customers will come from our existing Oracle base, with around 30% from new business, but we intend to evangelise the ODA on the market to see how we can change this balance as all our customers adjust to the concept of 'Hardware and Software, Engineered to Work Together'. -- Back to the welcome page

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  • Oracle Could Lead In Cloud Business Apps Within Year

    - by Richard Lefebvre
    Below is the reprint from an article, writen by By Pete Barlas, Investor's Business Daily, published on Investorscom: Oracle (ORCL) is all but destined to become the largest seller of cloud business-software applications, analysts say, and perhaps within a year. What that means in the long run is much debated, though, as analysts aren't sure whether pricing competition might cut into profit or what other issues might develop in the fast-emerging cloud software field. But the database leader, which is either No. 1 or 2 to SAP (SAP) in business apps overall, simply has the size and scope to overtake current cloud business-app leader, Salesforce.com (CRM), analysts say. Oracle rolled out its first full suite of cloud applications on June 6. Cloud computing lets companies store data and apps on the Internet "cloud" and access it quickly and easily. The applications run the gamut of customer relationship management software to social networking sites for employees, partners and customers. For longtime software giants like Oracle, the cloud is a big switch. They get the great bulk of revenue from companies and other enterprises buying or licensing software that the customers keep on their own computer systems. Vendors also get annual maintenance fees. Analysts estimate Oracle is taking in a mere $1 billion or so a year from cloud-based software sales and services now. But while that's just a sliver of the company's $37 billion in sales last year, it's already about a third of the total sales for Salesforce, which is expected to end this year with some $3 billion in revenue. Operates In 145 Countries Oracle operates in more than 145 countries vs. about 70 for Salesforce. And Oracle has far more apps than Salesforce. Revenue doesn't equate to profit, but it's inevitable that huge Oracle will become the largest seller of cloud applications, says Trip Chowdhry, an analyst for Global Equities Research. "What Oracle has is global presence," he said. "They have two things driving the revenue: breadth of the offering and breadth of the distribution. You put those applications in those sales reps' hands and you get deployments not in just one country but several countries." At the June 6 event, Oracle CEO Larry Ellison emphasized that his company could and would beat Salesforce.com in head-to-head battles for customers. Oracle makes software to help companies manage such tasks as customer relationships, recruiting, supply chains, projects, finances and more. That range gives it an edge over all rivals, says Michael Fauscette, an analyst for research firm IDC.

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  • HPCM 11.1.2.2.x - How to find data in an HPCM Standard Costing database

    - by Jane Story
    Normal 0 false false false EN-US X-NONE X-NONE MicrosoftInternetExplorer4 /* Style Definitions */ table.MsoNormalTable {mso-style-name:"Table Normal"; mso-tstyle-rowband-size:0; mso-tstyle-colband-size:0; mso-style-noshow:yes; mso-style-priority:99; mso-style-qformat:yes; mso-style-parent:""; mso-padding-alt:0cm 5.4pt 0cm 5.4pt; mso-para-margin:0cm; mso-para-margin-bottom:.0001pt; mso-pagination:widow-orphan; font-size:10.0pt; font-family:"Calibri","sans-serif"; mso-bidi-font-family:"Times New Roman";} When working with a Hyperion Profitability and Cost Management (HPCM) Standard Costing application, there can often be a requirement to check data or allocated results using reporting tools e.g Smartview. To do this, you are retrieving data directly from the Essbase databases related to your HPCM model. For information, running reports is covered in Chapter 9 of the HPCM User documentation. The aim of this blog is to provide a quick guide to finding this data for reporting in the HPCM generated Essbase database in v11.1.2.2.x of HPCM. In order to retrieve data from an HPCM generated Essbase database, it is important to understand each of the following dimensions in the Essbase database and where data is located within them: Measures dimension – identifies Measures AllocationType dimension – identifies Direct Allocation Data or Genealogy Allocation data Point Of View (POV) dimensions – there must be at least one, maximum of four. Business dimensions: Stage Business dimensions – these will be identified by the Stage prefix. Intra-Stage dimension – these will be identified by the _Intra suffix. Essbase outlines and reporting is explained in the documentation here:http://docs.oracle.com/cd/E17236_01/epm.1112/hpm_user/ch09s02.html For additional details on reporting measures, please review this section of the documentation:http://docs.oracle.com/cd/E17236_01/epm.1112/hpm_user/apas03.html Reporting requirements in HPCM quite often start with identifying non balanced items in the Stage Balancing report. The following documentation link provides help with identifying some of the items within the Stage Balancing report:http://docs.oracle.com/cd/E17236_01/epm.1112/hpm_user/generatestagebalancing.html The following are some types of data upon which you may want to report: Stage Data: Direct Input Assigned Input Data Assigned Output Data Idle Cost/Revenue Unassigned Cost/Revenue Over Driven Cost/Revenue Direct Allocation Data Genealogy Allocation Data Stage Data Stage Data consists of: Direct Input i.e. input data, the starting point of your allocation e.g. in Stage 1 Assigned Input Data i.e. the cost/revenue received from a prior stage (i.e. stage 2 and higher). Assigned Output Data i.e. for each stage, the data that will be assigned forward is assigned post stage data. Reporting on this data is explained in the documentation here:http://docs.oracle.com/cd/E17236_01/epm.1112/hpm_user/ch09s03.html Dimension Selection Measures Direct Input: CostInput RevenueInput Assigned Input (from previous stages): CostReceivedPriorStage RevenueReceivedPriorStage Assigned Output (to subsequent stages): CostAssignedPostStage RevenueAssignedPostStage AllocationType DirectAllocation POV One member from each POV dimension Stage Business Dimensions Any members for the stage business dimensions for the stage you wish to see the Stage data for. All other Dimensions NoMember Idle/Unassigned/OverDriven To view Idle, Unassigned or Overdriven Costs/Revenue, first select which stage for which you want to view this data. If multiple Stages have unassigned/idle, resolve the earliest first and re-run the calculation as differences in early stages will create unassigned/idle in later stages. Dimension Selection Measures Idle: IdleCost IdleRevenue Unassigned: UnAssignedCost UnAssignedRevenue Overdriven: OverDrivenCost OverDrivenRevenue AllocationType DirectAllocation POV One member from each POV dimension Dimensions in the Stage with Unassigned/ Idle/OverDriven Cost All the Stage Business dimensions in the Stage with Unassigned/Idle/Overdriven. Zoom in on each dimension to find the individual members to find which members have Unassigned/Idle/OverDriven data. All other Dimensions NoMember Direct Allocation Data Direct allocation data shows the data received by a destination intersection from a source intersection where a direct assignment(s) exists. Reporting on direct allocation data is explained in the documentation here:http://docs.oracle.com/cd/E17236_01/epm.1112/hpm_user/ch09s04.html You would select the following to report direct allocation data Dimension Selection Measures CostReceivedPriorStage AllocationType DirectAllocation POV One member from each POV dimension Stage Business Dimensions Any members for the SOURCE stage business dimensions and the DESTINATION stage business dimensions for the direct allocations for the stage you wish to report on. All other Dimensions NoMember Genealogy Allocation Data Genealogy allocation data shows the indirect data relationships between stages. Genealogy calculations run in the HPCM Reporting database only. Reporting on genealogy data is explained in the documentation here:http://docs.oracle.com/cd/E17236_01/epm.1112/hpm_user/ch09s05.html Dimension Selection Measures CostReceivedPriorStage AllocationType GenealogyAllocation (IndirectAllocation in 11.1.2.1 and prior versions) POV One member from each POV dimension Stage Business Dimensions Any stage business dimension members from the STARTING stage in Genealogy Any stage business dimension members from the INTERMEDIATE stage(s) in Genealogy Any stage business dimension members from the ENDING stage in Genealogy All other Dimensions NoMember Notes If you still don’t see data after checking the above, please check the following Check the calculation has been run. Here are couple of indicators that might help them with that. Note the size of essbase cube before and after calculations ensure that a calculation was run against the database you are examing. Export the essbase data to a text file to confirm that some data exists. Examine the date and time on task area to see when, if any, calculations were run and what choices were used (e.g. Genealogy choices) If data does not exist in places where they are expecting, it could be that No calculations/genealogy were run No calculations were successfully run The model/data at feeder location were either absent or incompatible, resulting in no allocation e.g no driver data. Smartview Invocation from HPCM From version 11.1.2.2.350 of HPCM (this version will be GA shortly), it is possible to directly invoke Smartview from HPCM. There is guided navigation before the Smartview invocation and it is then possible to see the selected value(s) in SmartView. Click to Download HPCM 11.1.2.2.x - How to find data in an HPCM Standard Costing database (Right click or option-click the link and choose "Save As..." to download this pdf file)

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  • ACT On Marketing Campaign “Middleware Consolidation and Innovation Program”

    - by JuergenKress
     You want marketing budget to run joint Oracle Fusion Middleware 12 c events? Participate in the OFM ACTon Campaign. The opportunity for you as a partners is to : Create larger deals by reselling software and systems e.g. WebLogic on ODA, SOA on ODA, Exalogic for AppAdvantage Create more service revenue at our existing customer, by consolidation and migration of application servers platforms. Extend and innovate platforms e.g. mobile integration big data or business process automation Create service business at new customers, more than 120.000 customers use middleware today! The objective of the initiative is to run joint events for our middleware customers and Generate re-sell middleware license revenue in the broad market Generate Service revenue for partners Prepare partners to understand upgrade and upsell opportunities to Oracle Fusion Middleware 12c WebLogic Community Workspace (WebLogic Community membership required) you can learn details about the campaign: OFM ACTon event Brief & Middleware Consolidation and Innovation_Act-On Program_Salesplay & Campaign kit DRAFT. Interested and want to participate? Contact your local Value Added Distributer and he will work with you on a joint campaign plan! WebLogic Partner Community For regular information become a member in the WebLogic Partner Community please visit: http://www.oracle.com/partners/goto/wls-emea ( OPN account required). If you need support with your account please contact the Oracle Partner Business Center. Blog Twitter LinkedIn Mix Forum Wiki Technorati Tags: marketing,ACton,Campaign,WebLogic,WebLogic Community,Oracle,OPN,Jürgen Kress

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  • How to give default values for the sum, count if no data exist in mysql query which uses group by?

    - by Salil
    I am using following query which works fine for me except one problem SELECT f.period as month, sum(p.revenue * ((100-q.rate)/100)) as revenue ,count(distinct q.label) as tot_stmt FROM files f, reports p, rates q,albums a where f.period in ('2010-06-01','2010-05-01','2010-04-01','2010-03-01') and f.period_closed = true and q.period = f.period and a.id = q.album_id and p.file_id = f.id and p.upc = a.upc and p.revenue is not null GROUP BY month ORDER BY month DESC O/P = month            revenue     tot_stmt 2010-06-01     10.00         2 2010-05-01     340.47       2 I want result like following month            revenue     tot_stmt 2010-06-01     10.00         2 2010-05-01     340.47       2 2010-04-01     0.00           0 2010-03-01     0.00           0 Regards, Salil Gaikwad

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  • Historical Rolling Daily sum

    - by user2980057
    I have a table of consisting of Dates and the amount of revenue recorded for that day going back for about 12 years. What I would like to do with this data is create a new table with Dates and prior 7-day revenue numbers. Any guidance would be greatly appreciated. Below is an example of what my source table and what my results would need to look like.... Source Table.. DATE | Revenue 12/31/2013 | 200 12/30/2013 | 300 12/29/2013 | 400 12/28/2013 | 100 12/27/2013 | 200 12/26/2013 | 150 12/25/2013 | 350 12/24/2013 | 450 12/23/2013 | 200 12/22/2013 | 300 12/21/2013 | 100 12/20/2013 | 300 Resulting Table... DATE | 7Dayrev 12/31/2013 | 1700 12/30/2013 | 1950 12/29/2013 | 1850 12/28/2013 | 1750 12/27/2013 | 1750 12/26/2013 | 1850 ETC......

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  • OpenWorld: Spotlight on Fusion CRM

    - by Tony Berk
    Oracle OpenWorld is less than 2 weeks away, so you need to start figuring out how you are going to maximize your week. I don't want to discourage you, but I'm pretty sure it is impossible to attend all 2000+ sessions. So you need to focus on what's important to you. Many of our CRM customers will be interested in Fusion CRM, since they have already started Fusion implementations or determining when to start. If that's you, or you are just looking for an overview of Fusion CRM, we've got you covered! Let's start at the top! For an overview of what is in Fusion CRM and where it is going, you should attend the general session and roadmap session: General Session: Oracle Fusion CRM—Improving Sales Effectiveness, Efficiency, and Ease of Use (Session ID: GEN9674) - Oct 2, 11:45 AM. Anthony Lye, Senior VP, Oracle leads this general session focused on Oracle Fusion CRM. Oracle Fusion CRM optimizes territories, combines quota management and incentive compensation, integrates sales and marketing, and cleanses and enriches data—all within a single application platform. Oracle Fusion can be configured, changed, and extended at runtime by end users, business managers, IT, and developers. Oracle Fusion CRM can be used from the Web, from a smartphone, from Microsoft Outlook, or from an iPad. Deloitte, sponsor of the CRM Track, will also present key concepts on CRM implementations. Oracle Fusion Customer Relationship Management: Overview/Strategy/Customer Experiences/Roadmap (CON9407) - Oct 1, 3:15PM. In this session, learn how Oracle Fusion CRM enables companies to create better sales plans, generate more quality leads, and achieve higher win rates and find out why customers are adopting Oracle Fusion CRM. Gain a deeper understanding of the unique capabilities only Oracle Fusion CRM provides, and learn how Oracle’s commitment to CRM innovation is driving a wide range of future enhancements. There is also a General Session for all Fusion Applications providing insight into the current strategy of the full product line and a high-level roadmap for each product area: Oracle Fusion Applications—Overview, Strategy, and Roadmap (GEN9433) - Oct 1, 10:45AM. This session will be repeated on Oct 3, 10:15AM. Now, if you want to drill down into some more detail, there are a lot more sessions with Oracle product management and customers. I'll highlight a few, but suggest you review the Fusion CRM Focus On document, or the search in the Content Catalog or Session Builder.  Driving Sales Performance with Oracle Fusion CRM (CON9744) - Oct 3, 10:15AM. Demonstrates how sales executives can gain instant visibility into their business, deliver pervasive coaching to their reps, maximize their sales pipeline, and drive team alignment. The result is increased sales performance that enables sales executives to deliver more revenue without increasing their resources or expenses. Maximize Your Revenue Potential with Oracle Fusion CRM Sales Planning (CON9751) - Oct 2, 1:15PM. Learn how Oracle Fusion CRM helps companies intelligently optimize sales planning and manage sales performance including the ability to predict their future sales opportunities and use those predictions in conjunction with past sales data to optimally define their sales territories, sales quotas, and incentive compensation plans. Boost Marketing’s Contribution to Revenue with Oracle Fusion CRM Marketing (CON9746) - Oct 3, 11:45AM. Learn how Oracle Fusion CRM can help your organization integrate sales and marketing, using one CRM platform. See how Oracle Fusion CRM can help your organization learn where to invest its precious marketing dollars; drive more revenue with cross-channel marketing and prospecting capabilities, including and not limited to e-mail, Web, and social media; improve lead conversion with integrated lead management functionality; and do more with less by automating many manual tasks. Oracle Fusion CRM: Social Marketing (CON11559) - Oct 1, 3:15PM. Learn how Oracle’s acquisition of Collective Intellect, Vitrue, and Involver extends Oracle Fusion Marketing as a world-class social marketing solution. Oracle Fusion Social CRM Strategy and Roadmap: Future of Collaboration and Social Engagement (CON9750) - Oct 4, 11:15AM. Hear how Oracle can help you know your customers better, encourage brand affinity, and improve collaboration within your ecosystem. This session reviews Oracle's social media solution and shows how you can discover hidden insights buried in your enterprise and social data. Also learn how Oracle Social Network revolutionizes how enterprise users work, collaborate, and share to achieve successful outcomes. Of course, we recommend you hear from the current Fusion CRM customers too. So, don't miss Oracle Fusion Customer Relationship Management: Customer Adoption and Experiences (CON9415) on Oct 3 at 10:15AM for panel of customers discussing implementation experiences, best practices and benefits.  After listening to all of this great information, you are probably going to have questions. Well, the experts will be on hand to help answer your questions and plan how your organization can get going with Fusion CRM. Be sure to head down to the DEMOgrounds and CRM Pavilion in the Moscone West Exhibit Hall. And finally, there is the always popular Meet the Experts session focused on Fusion CRM (MTE9658) on Oct 2 at 5PM (pre-registration via Schedule Builder is recommended.) In addition, there are more sessions on Mobility, Extensibility, Incentive Compensation, Fusion Customer Hub and other key components of the Fusion Applications infrastructure, Oracle Cloud and much, much more! For a full list, utilize the Fusion CRM Focus On document and Content Catalog. Enjoy!

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  • Marketing iOS games (and other mobile platforms)

    - by MrDatabase
    I'd like to market my existing and/or upcoming mobile games. Specifically I want to have a "revenue sharing" agreement w/ the "marketing company"... i.e. I don't want to pay anything up front... and I'm will to give the marketing company a sizable chunk of the revenue (say up to 50%). Is a publisher the only entity that does this? Or do marketing companies exist that would be interested in this type of arrangement?

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  • A Hot Topic - Profitability and Cost Management

    - by john.orourke(at)oracle.com
    Maybe it's due to the recent recession, or current economic recovery but a hot topic and area of focus for many organizations these days is profitability and cost management.  For most organizations, aggressive cost-cutting and cost management were critical to remaining profitable while top line revenue was flat or shrinking.  However, now we are seeing many organizations taking a more "surgical" approach to profitability and cost management, by accurately allocating revenue and costs to individual product lines, services, customer segments, locations, channels and other lines of business to understand which ones are truly profitable and which ones are not.  Based on these insights, managers can make more informed decisions about which products or services to invest in or retire, how to price their products or services for different customer segments, and where to focus their marketing and customer service resources. The most common industries where this product, service and customer-focused costing and profitability analysis is being adopted include financial services, consumer packaged goods, retail and manufacturing.  However we are seeing adoption of profitability and cost management applications in other industries and use cases.  Here are a few examples: Telecommunications Industry:  Network Costing and Management to identify the most cost effective and/or profitable network areas, to optimize existing resources, infrastructure and network capacity.  Regulatory Cost Accounting to perform more accurate allocations of revenue and costs across services and customer segments, improve ability to set billing rates for future periods, for various products and customer segments and more easily develop analysis needed for rate case proposals. Healthcare Insurance:  Visually, justifiable Medical Loss Ratio results, better knowledge of the cost to service healthcare plans and members, accurate understanding of member segment and plan profitability, improved marketing programs through better member segmentation. Public Sector:  Statutory / Regulatory Compliance:  A variety of statutory and regulatory documents state explicitly or implicitly that the use of government resources must be properly tracked and tied to performance goals.  Managerial costing methods implemented through Cost Management applications provide unparalleled visibility into costs and shared services usage throughout a Public Sector agency. Funding Support:  Regulations require public sector funding requests to be evaluated based upon the ability to achieve performance goals against the associated cost.   Improved visibility and understanding of costs of different programs/services means that organizations can demonstrably monitor performance and the associated resource costs improve the chances of having their funding requests granted. Profitability and Cost Management is one of the fastest-growing solution areas in Oracle's Enterprise Performance Management product line and we are seeing a growing number of customer successes across geographies and industries.  Listed below are just a few examples.  Here's a link to the replay from a recent webcast on this topic which featured Schroders Plc, a UK-based Financial Services company: http://www.oracle.com/go/?&Src=7011668&Act=168&pcode=WWMK10037859MPP043 Here's a link to a case study on Shenhua Guohua Power in China: http://www.oracle.com/us/corporate/customers/shenhua-snapshot-159574.pdf Here's a link to information on Oracle's web site about our profitability and cost management solutions: http://www.oracle.com/us/solutions/ent-performance-bi/performance-management/profitability-cost-mgmt/index.html

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