P0107: Oracle - Attack PeopleSoft Presentation

ATTACK
PeopleSoft

This presentation is designed to help Oracle Sales
teams position and sell against PeopleSoft. While most
points are applicable to all opportunities the focus of
this session is on non-mfg, Financials.

888-458-5140 (USA) 630-395-0046 (Int)
Password: Oracle
Russ.Pike@oracle.com

ORACLE

This ppt includes speaker notes which you should
review. Some notes include other references you may
choose to review

This presentation was created in November 2002 in
response to requests for assistance to Development
from various Sales organizations.

This presentation uses quotes from analyst reports
which you CANNOT use in external presentations
without express approval from the analyst firm. Please
work with Analyst Relations to acquire appropriate
approvals. This is very important, please don't damage
our relationship with analysts by using these quotes
without approval.

ORACLE

Three Sections

• Introduction to PeopleSoft
  • - What Gartner Says
    - Strengths and Weaknesses
    - What to Expect

  Sales Process Strategies

  • - Selling Against PeopleSoft

  Product Strategies

  • - Generic Areas you can Attack
    - Specific Financials Areas you can Attack

  Q&A

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What Gartner says...

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Gartner PSFT SWOT analysis Financials*

• Strengths
  • - Depth and breadth of financial offering
    - Financials leader in Financial Services Industry
    - Moving up in mid-market

  Weaknesses

  • - Product globalization
    - Global mindshare as market leader

  Opportunities

  • - Leverage their HCM (Human Capital Mgt) client base
    - Vertical markets

  Threats

  • - Greenfield services organization
    - Regional squeeze
   

  *Source: Gartner Symposium October 2002

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Gartner PSFT SWOT analysis CPM (Corporate Performance Mgt)

Strengths

Weaknesses

Opportunities

Threats

• • - Data warehouse strategy
    - Scope of product offering
    - R&D investment
  • - Limited functionality vs. BoB
    - Scope beyond finance function
  • - Penetration into current client base
    - Verticalization
  • - Limited opportunity outside of PSFT shops
    - Momentum of Bl apps vendors

*Source: Gartner Symposium October 2002

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Gartner PSFT SWOT analysis SCM*

Strengths

Weaknesses

Opportunities

Threats

• • - Functionality in fundamental process in targeted industries
    - SRM as a component of SCM
  • - Very low penetration in MFG
    - Follower rather than a thought leader
  • - Midmarket penetration
    - Leverage SCM/SRM integration
    - Deeper industry functionality in targeted industries
  • - Upgrade cycles to v8 cause timing challenges

*Source: Gartner Symposium October 2002

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Gartner PSFT SWOT analysis HCM (HRMS)*

Strengths

Weaknesses

Opportunities

Threats

• • - Depth and breadth of product
    - Market leader and innovator
    - Established and satisfied customers
  • - Client support issues
    - Missing non-key functionality but adding it
  • - Leveraging current customers
    - Creating new services tied to applications
  • - Upgrade cycles to v8 cause timing challenges
    - Competitors are aggressive

*Source: Gartner Symposium October 2002

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Gartner PSFT SWOT analysis CRM*

Strengths

Weaknesses

Opportunities

Threats

• • - Strong integration story
    - Acquisition of Vantive provided easier market entry
    - Architecture
  • - Missing key CRM functions (1)
    - Unproven large scale implementations
    - Can only deploy browser based applications
  • - Verticalizing product
    - Integration and leveraging of strong analytics
  • - Stronger vendors already in market
    - Time to market

*Source: Gartner Symposium October 2002

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PeopleSoft: Strengths

• PeopleSoft is 'Applications focused'
  • - Focused and knowledgeable sales force
    - Single applications focused marketing messages
    - Hundreds of applications white papers and collateral pieces
  
  PeopleSoft is a 'Marketing Machine'
  Presence at/in 'the right' tradeshows
  HRMS product is strong and has large, loyal North American customer base
  Use technology partners to sell (eg. BEA, Microsoft)
  PeopleSoft plays analysts and press like a symphony
  PeopleSoft Sales teams generally do a good job of 'Sales 101'

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PeopleSoft: Weaknesses

Poor coverage in the small/medium markets

Removal of the 'Customer Service Representative' for all but a handful of large accounts has led to service issues. This used to be a core of PeopleSoft's offering.

PeopleSoft '4 Pillar' (1xCRM, Fins, SCM, HRMS sales rep for every account) sales team leads to fractured, complex approach.

Increasing size/aggressiveness of PeopleSoft consulting (Professional Services Group) is putting strain on the relationships with some integrators in the larger markets Demos are poor if pushed outside of the 'canned' or pre-scripted demos.

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What To Expect

• A tremendous amount of FUD
  Senior Executive Participation
  Strong brand recognition & 'grass roots' support
  A 'white paper' or 'industry study' for everything
  A 'slick' but highly scripted demo
  Reps/RM's 'demo' early using limited PC based systems
  An applications knowledgeable sales rep
  A prospect friendly, accommodating sales team
  'Name Dropping' early and often
  'PeopleSoft is not tied to any one RDBMS'



 
•  

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What To Expect (cont.)

The PeopleSoft Tree Manager'
'Date effectivity'
Ethical on the surface but ruthless underneath.

• • - 'Doctor'd' or 'Out of Context' Analyst Reports/Quotes
    - Official looking documents attacking Oracle
    - Negative references


• PeopleSoft portrays their weaknesses as strengths early to avoid getting into details later
  Plays word games 'Mobile', 'Integration' etc.
  Many ex-Oracle Reps, Managers, Developers and Sales Consultants
  PeopleSoft knows us well...change the game



 
•  

ORACLE

Selling Against PeopleSoft
 

	ORACLE -business
HRMS		+
Financials	+	+
Mfg./SCM	+
Process MFG	+
CRM	+
Federal	+
Education		+

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Sale Process Strategies,

Sales Tactics you can use...

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but first...
Selling Applications is a battle. Don't lose before you start!

PeopleSoft has no magical product, they have bugs, product deficiencies, demo disasters, resource and morale issues, account losses horror stories in the press to deal with, just like we do.

You must believe in yourself and our solution, do the basics right and find a way to position Oracle's relative strengths. If you do this you can win.

ORACLE

Selling Against PeopleSoft

Raise the Importance of areas where Oracle has strength. It's all about getting these things included in the decision weighting factors.

• If possible, areas outside of core Financials/HRMS (SCM, Exchange, eAM, Service etc.) or...
  Within the general Financials space highlight Oracle's strengths in the areas of
  • - Property Management
    - Revenue & Receivables Management
    - Trading Community Architecture
    - Wireless Financials
    - more on this to come...

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Selling Against PeopleSoft (cont.)

Sales 101 is important

• Get executive involvement
  Perform good discovery
  Map Oracle's solution to the needs of the prospects
  Develop a good relationship with the prospect
  (PeopleSoft paints Oracle as unfriendly and uncaring)
  Be 'easy to do business with'
  Be friendly and accommodating (speak with attendees during breaks, sit with them while eating, save all 'Oracle only discussions' until after you have parted)
  Know where you really stand in the opportunity
  Use your resources wisely you have not been involved in writing the RFP, someone else probably has...

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Selling Against PeopleSoft (cont.)

Set the Stage (demo first whenever possible)

• Be proactive, not reactive
  PeopleSoft does simple demos as part of the lead generation process (Reps demo early)
  Lay landmines and undermine PeopleSoft's credibility
  Use web-demos, informal demos, and multiple discovery visits
  Provide references early
  Portray PeopleSoft as the 'Wolf in Sheep's Clothing'

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Selling Against PeopleSoft (cont.)

Keep it Simple

• Keep your presentations/demo/contracts simple, straightforward and truthful
  Don't give three alternatives when one would suffice
  Answer with clear 'yes' or 'no' answers
  Ask for feedback after each action, get positive reinforcement to shut-up the PeopleSoft Bigots.
  Make sure your demo flows are clear and simple
  Have as few people as possible do the demo
  Personalize menus, windows, portals and slides to be as simple as possible. The one nice thing about PeopleSoft's user interface is its simple looking screens

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Selling Against PeopleSoft (cont.)

A word about the 'Applied Technology Workshop'

• Oracle usually has good success with a well planned and executed ATW session
  Reps must sell the concept early and hard
  Topic must include
  • - Applications Flexibility (see Demo Slides)
    - Technology Stack
    - Workflow
    - Applications Technology (Alerts, System Admin etc.)
    - Forms and Reports
    - Use of the RDBMS
    - Discoverer

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Selling Against PeopleSoft (cont.)

Pricing

• PeopleSoft is trying to force existing customers to pay a re-licensing fee to upgrade from PS7 to PS8
  PeopleSoft price based on;
  • - Per Module Charge ($85,000 - $2.5 Million) Based on the Business Metrics (eg. Revenue/Employees/Assets etc.)
    - + maintenance at 20% (Premium=22%, Platinum=27%)
  
  PeopleSoft uses a 'black box' for pricing which is never shown to customers - just the results.
  PeopleSoft has a 'Relationship Level Discount' of 5-15% for existing customers of >24 months.
  PeopleSoft has a volume(Transaction') discount which ranges from 25% to 50%
  Reps can further reduce by 10%

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Selling Against PeopleSoft (cont.)

Pricing

• Additional discounting is accomplished through executive management
  If the business grows PeopleSoft reserves the right to come back, audit them and charge more under an 'Expansion Rights' clause in the contract

Bottom Line

• PeopleSoft can come in low from the start, especially with existing customers.
  PeopleSoft has no 'Price List', just a 'black box' which generates numbers. Create FUD around this lack of transparency.
  Scare prospects with FUD around the Expansion Rights 'Tax'

ORACLE

For more on Pricing

• There is a great new document called 'PeopleSoft: Product Pricing Overview' by Scott Swanson, Director of Pricing Intelligence. Get it and Read it.
  • - PeopleSoft
    • - Pricing

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How You Lose

• Don't follow the 'Sales Blueprint'
  Be perceived as being difficult to work with
  Seem 'complicated'
  Underestimate PeopleSoft
  Do not 'know thy enemy'
  The customer believes PeopleSoft's marketing = PeopleSoft's reality
  Come into the process late ('Hail Mary's' almost never work against PeopleSoft)
  No chance to position Oracle's Technology or Functional Strengths

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Product Strategies

Specific ways that Oracle can
ATTACK PeopleSoft...

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General points
Areas of advantage which you can use to proactively attack PeopleSoft in Financials opportunities.

• User Interface designed for Productivity
  Configuration without Customization
  Open, Single, Data Model
  Daily Business Intelligence
  Globalization
  Lower TCO
  Use of Database
  Performance/Scalability

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Let's take a more detailed look
into each of these generic
points...

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User interface designed for productivity

Oracle's e-business suite delivers a user interface that was designed to increase the productivity of all users. PeopleSoft provides a simplistic user interface which decreases user productivity by increasing the number of required keystrokes, wait periods and

......Let's take a look.

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PeopleSoft User Interface Demo

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For your own personal PeopleSoft Demo...

Use the following website to register and view your own private, fully narrated demo.

Choose from:

• • - Sales and Marketing
    - HRMS
    - Financials
    - Manufacturing
    - Distribution
    - Procurement

D

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Anemic user interface

PeopleSoft's 'Pure HTML' interface is suitable for casual 'self service' users only (expenses, benefits etc) but is unproductive for professional users.

• Single Screen at a time
  No Drag and Drop or Graphical Elements
  No Flexibilty for users
  No Type Ahead' or 'Autofill'
  No scrolling regions, no 'Query Cache'
  No Export
  Query only in specific 'Query' forms
  More mouse clicks required for screen navigation

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• Folders for screen layout (Prompts, Field Orders, Size etc.)
  Navigator (Top 10, Documents, Process Navigator)
  Export to Excel
  Multiple Windows Open at one time
  'Workbenches'
  'Autofill and Type Ahead'
  Field Level Update/Validation (without 'save' or 'Update' operations)
  Alternate and Scrolling regions with 'Query Cache'
  Drag and Drop
  Graphical Elements (e.g. 'T' Accounts, Graphs, Diagrams)
  Query in all forms
  'Right Mouse' click (row copy etc.)

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Demo Points

Be sure to demo all of the following things. Embrace the difference between 'Casual' and 'Professional' users

• Show the 'Self Service' Interface (use Internet Expenses)
  Top Ten' list
  Process Navigator and Documents function (Navigator)
  Multiple Windows Open at one time
  • - Show how windows are 'linked' I.e. PO Headers, Lines, Shipments and Distributions.
  'Workbenches'
  Folders for screen layout (Prompts, Field Orders, Size, Add and Remove Fields, use Queries to filter, Saved Folders)
  Attachments & Export to Excel

ORACLE

Demo Points (cont.)

• 'Right Mouse' for special functions
  'Autofill and Type Ahead'
  Hot Keys (not unique to Oracle)
  Scrolling and Alternate regions
  Drag and Drop
  Graphical Elements (Graphs, Diagrams etc.)
  'T' Account, Accounting Transaction Display
  Query in all forms
  Add a Descriptive Flexfield and Use It
  • - If you practice this you can add a DFF in less than 3 minutes and show it in use. Do this in every demo, not just in the Applied Tech. Workshop.

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Demo Points (cont.)

Style and Technique

• Understand PeopleSoft's Ul looks simple
  Try to keep our demo looking as simple as possible (while explaining the value)
  Show the professional users the power they get with the Oracle Ul. Scare them about PeopleSoft's lack of productivity features.
  Sales Reps must position Oracle's approach to the Ul's from the start
  Sales Reps must push for an 'overview' or introductory session to position the Ul at the start of every demo
  Use the 'Applications Technology Workshop'

ORACLE

Inflexible and Costly

Every change (even the smallest) to a PeopleSoft screen is a customization which must be performed using 'PeopleTools', usually by IT staff

• PeopleSoft 8 provides no flexibility outside of using PeopleTools to 'customize' panels (no folder tools, etc)
  Can only tailor the COA (since Version 8). PeopleSoft is trying to add more but they still require IT to enable.
  No 'Personal' customization or tailoring Customizations are not supported
  Many Customizations must be re-applied and re-tested during upgrade and patching
  Adds cost and complexity to upgrades/implementations

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Inflexible and Costly

A word about the 'Upgrade Manager'

• PeopleSoft has gone to great lengths to hide the complexity of upgrading customizations.
  Firstly they created a 'Report' which just listed the customizations (you still had to manually migrate them).
  Now the new 'Upgrade Manager' is a workflow based tool which shows graphically the steps needed to upgrade
  But still does not address customizations!!
  Don't let PeopleSoft convince your prospects that upgrades are 'one button' exercise.

ORACLE

Configuration without customization

As well as flexibility for users, Oracle provides system level flexibility through the use of...

• Key & Descriptive Flexfields
  Extensions (eg. Projects)
  Applications Programming Interfaces for easy integration (API's) that include data validation
  JAVA Class extensions (iStore, etc)
  HRMS Fast Formulas
  HRMS Task Flows
  Discoverer Workbooks
  All fully supported and upgradeable

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Configuration without customization (cont.)

Key Flexfields

• PeopleSoft only offers a 'Flexible COA' (new in v8)
  Oracle offers flexible keys throughout the e-business suite including the following



 
•  

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Configuration without customization (cont.)

Descriptive Flexfields

• Capture additional information and use that information in reports, links to external (legacy) systems, etc.
  Available in more than 2000 places Provides logic and validation functionality
  No customization or coding
  Fully supported and Fully Upgradeable
  PeopleSoft offers nothing similar to Oracle's DFF technology

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The Analysts Say...

"[Oracle's user interface approach]...allows companies to address the needs of both kinds of user communities. It allows casual and walk-up users to access an application using an HTML only browser, and allows power users to turbo-charge their application environment to address their more demanding work environments." Marty Gruhn, Summit Strategies, Inc. Internet Applications: Look Before You Leap, March 2002.

"[PSFT] Our initial impression was that many casual-user Web pages were very similar to the core user components and therefore were less than intuitive for someone with no prior PeopleSoft experience." Giga, PeopleSoft Vendor Assessment, September 2002 - Paul Hammerman

ORACLE

Single Data Model

Oracle's e-business suite utilizes an open,
single data model (and database) for all
product families. PeopleSoft requires three
separate data models (and databases) and
recommends a fourth database for reporting.

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Multiple Databases

PeopleSoft requires three separate databases and recommends a fourth database for reporting

D

ORACLE

Nightmare to Maintain and Support

D
 

ORACLE

Single Data Model

Oracle Applications Uses a Single Data model for the entire suite.

• One 'Source of the Truth'
  Faster Performance
  No duplication of data
  Lower maintenance costs
  Easier integration to external systems
  'Real Time' reporting

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The Analysts Say...

"Important to the Oracle value proposition is Oracle's architecture for these applications, which is based on a common repository.This removes data reconciliation problems and blurs the lines between back and front office. Accordingly, this takes integration issues off the plate" idc: Worldwide
HRMS/Payroll, Project Management,and Maintenance Management Applications Suppliers — Competitive Analysis, 2002:What Keeps Them Independent of ERP? -Dennis Byron

As an ERP II vendor, Oracle offers end-to-end ERP applications sharing the same code base on a unified architecture and single data model. Integration of the core Financials applications among themselves is a benefit, as well as integration and data sharing between Oracle Financials applications and Oracle's Ebusiness suite of SCM, CRM, Manufacturing, Projects and HR applications. For example, a customer account created in Order Capture is the same customer account used in Oracle Receivables, if a customer configures and orders a product through an online ordering function in CRM, a ship date is confirmed, inventory stock is evaluated to ensure adequate supply, price is determined, an invoice is delivered and payment is accepted by Receivables. Gartner: Oracle Financial Management Applications Nov 2003 - Daniel Stang, Gerald Arcuri

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Demo Points

This is more of a conceptual point but there are examples you can point out including...

• Add a new employee and show that employee immediately available as a project resource
  Enter an order into the iStore and flow that order into the Order Management and Receivables system
  Try to set PeopleSoft up by telling your prospects to ask PeopleSoft to demo these flows or others which cross product families

ORACLE

Daily Business
Intelligence

Oracle has a comprehensive, integrated,
single vendor solution to provide relevant
business information to all users.
PeopleSoft uses a poorly thought out
collection of third party products and
replicated data.

ORACLE

Business Intelligence

• PeopleSoft has a collection of third parties on top of a complex data warehouse (Called 'CPM')
  Suggests a separate RDBMS for Reporting
  Requires complex, time consuming data summarization and aggregation into a data warehouse
  Multiple Vendors

  D

   

  ORACLE

  • •  
      • -PeopleSoft
        - Cognos
        - Crystal Reports
        - Brio
        - IBM/Lotus (Notes) - Microsoft

    Support and maintenance Nightmares
    Portlets require 'Analytics' = Data Warehouse!

Daily Business Intelligence

Oracle provides a comprehensive selection of solutions sitting on top of a single integrated data mode.

• No Data Replication
  Pre-Built data aggregation and Single database reduces Total Cost of Ownership (TCO)
  Makes use of 9i Materialized Views
  Timely, Accurate Data
  Pre-Built Pages with 'Racks' of Portlets for each business Role (i.e. CFO, Operations, HRMS etc.)
  Parameter Driven (YTD, Month over Month, etc.)

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Daily Business Intelligence

D

ORACLE

Oracle's Corporate Performance Management (CPM) Solution

Transaction Users	Managers	Business Analysts	Analysts & Planners	Users
Transaction Reporting	Management Reporting	Analysis	Planning & Simulation	Needs
Reports	Balanced Scorecard, DBI	Discoverer	Enterprise Planning & Budgeting	Tools
D				Database

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Demo Points

• You have a number of options here depending on what best meets the needs of your demo.
  Demo DBI using the static demos at
  --
  Augment this with appropriate Discoverer demos
  Demo Alerts!
  Demo Folders (pre-built and saved), Exporting to Excel for simple reporting
  More DBI demos coming soon
  Also, Don't forget OFA with working GL link

ORACLE

Globalization

Oracle provides a comprehensive
solution to our 13,000+ customers.
Complex Taxation, Accounting, Payment
and Language issues must be fully
addressed for success. PeopleSoft has
few truly global customers and only
partially addresses many of these areas.

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Hierarchy of Globalization

Billing

Payments

Accounting

Tax

Currency

Language

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Language
 

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Tax Processing
 

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Accounting
 

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Payments
 

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Local Reporting
 

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The Analysts Say...

"PeopleSoft's challenge Is to overcome the lack of geographic
diversity..." IDC: Worldwide HRMS/Payroll,Project Management,and Maintenance Management Applications Suppliers — Competitive Analysis,2002:What Keeps Them Independent of ERP? -Dennis Byron

PeopleSoft, however, does not have a prevalent global presence matching SAP and Oracle. Gartner: Oracle Financial Management Applications Nov 2003 - Daniel Stang, Gerald Arcuri

Oracle financial applications provide multinational support, including local regulatory requirements for 44 different countries, and they provide single-byte, multibyte and bidirectional character sets. In addition to features specific to Japan, Taiwan and Korea, other enhancements support business practices in countries across the Americas, Europe, Africa, the Middle East and Asia/Pacific. Gartner: Oracle Financial Management Applications Nov 2002 - Daniel Stang, Gerald Arcuri

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Demo Points

Many of these points are not best demo'd or will be too complex for the USA audience. However we have some good points to show.

Multi-Lingual (use the shared ADS UTF8 instance to now multiple languages) Demo the 'T' accounts in every Financials demo (the accountants will love this feature!!!)

A Multi-Currency example in the T accounts demos well.

Many examples of Global Demo's available on ADSWeb 'Demo Docs'. Look under the various country areas 'France', 'Germany', etc.

ORACLE

Lower Total Cost of Ownership (TCO)

Through the use of Rapid Install, iSetup,
Flexibility without Customization, Single
Data Model and Business Flow
Accelerators Oracle is driving down total
cost of ownership for our customers.

ORACLE

Lower TCO, no chance

PeopleSoft has a poor story in this area.

PeopleSoft's product forces a tremendous number of customizations and high (real) cost of implementation/Upgrade.

PeopleSoft has no wizard based quick setup tool (similar to Oracle's new iSetup)

PeopleSoft's 'Accelerated Enterprise' solution is for product based point solutions and has no time frames, High cost of maintaining multiple RDBMS's for multiple installs.

Beware, PeopleSoft will provide canned ROI studies.

ORACLE

Lower TCO through...

Oracle provides a number of tools to reduce total cost of ownership. Work with Implementation team to Provide a compelling implementation offering.

• Rapid Installation (the 1 hour install)
  iSetup provides a wizard based configuration tool for the core products (being expanded)
  Configuration without customization (see earlier slides) Single Instance to maintain (see earlier slides)
  Work through ROI exercises with your customer
  New Business Flow Accelerators
  • - Fixed Price, Fixed Scope Implementations
    - Provides complete business flows across product families
    - See http://www.oracle.com/consulting/offerings/ebs/

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The Analysts Say...

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Use of the RDBMS

Because Oracle runs only on Oracle, we
take advantage of all of the powerful
features of the Oracle RDBMS. PeopleSoft
cannot do this as they support multiple
RDBMS's

ORACLE

Use of the RDBMS

PeopleSoft can only use the 'Lowest Common Denominator' of RDBMS' features across all RDBMS's they support.

• PeopleSoft does this with a Single Codeset (it would be far too expensive and difficult to code to multiple RDBMS's) so
  • - No Stored Procedures/Triggers
    - No RDBMS level security features
    - Very limited 'Row Level Locking'
    - Proprietary Data Dictionary and Security Layers
  
  PeopleSoft say's this approach give flexibility to 'swap out' your RDBMS without having to change Applications

ORACLE

Use of the RDBMS (cont.)

The eBusiness Suite takes advantage of the advanced features of the Oracle RDBMS to deliver outstanding performance and scalability

• Row level locking
  Use of 'Stored Procedures'
  Use of 'Database Triggers'
  Use of the Cost Based Optimizer (CBO)
  RAC and 9iAS Features
  Materialized Views
  Native use of the RDBMS data dictionary

ORACLE

Use of the RDBMS (cont.)

So what.. .the resuIts

• Because PeopleSoft does not use 'Row Level Slocking' they must use Table Level Locking'
  throughout the applications
  • - When Payroll is being run, many HRMS functions are unavailable to users
    - When Payables 'Payment Run' is being created 'AP Invoices' cannot be entered
  
  Numerous examples of 'Deadlocking' being reported by PeopleSoft customers
  PeopleSoft Data Dictionary gets 'out of sync' with the real Data Dictionary = corruption!

ORACLE

Performance & Scalability

Oracle crushes PeopleSoft in the area of performance

• AR Benchmark (Oracle 10 times as fast!)
  • - Oracle Imported, Calculated Tax, Recognized Revenue and transferred to GL approx 275,000 invoice lines per 1 hour (2.2 million in the full benchmark)
    - PeopleSoft approx 25,000 per hour
  
  GL Benchmark (Oracle 3 times as fast)
  • - Oracle (42 Million GL lines per hour)
    - PSFT (15 million GL lines per hour)
    (on a machine with nearly 4 times the memory and)

ORACLE

Performance Examples
 

ORACLE

Now Set's take a more detailed
look into the Financials specific
points...

ORACLE

Financials specific points

Financials specific areas of advantage which you can use to proactively attack PeopleSoft

• Oracle's Strong Financials Customer Base
  Property Management
  Revenue and Receivables Solution
  Trading Community Architecture (TCA)
  Wireless Financials

ORACLE

Financials Customer Base

Oracle has a strong Financials customer base

Oracle has 13,000+ Total Applications customers (and more than 90% use our Financials Applications) approx. 12,000

PeopleSoft has 4500 total Customers and 2,500 Financials customers
- (GIGA: PeopleSoft Takes a New Approach to EPP, Oct 2002, Penny Gillespie and GIGA: Enterprise Application Vendor Assessment: PeopleSoft, Sep 2002, Paul Hammerman)

ORACLE

Oracle Property
Manager

Almost every business manages real
estate or facilities of some sort. Only
Oracle delivers a comprehensive solution.
PeopleSoft offers no product to assist their
customers in this area.

ORACLE

Oracle Property Manager

Real estate management is relevant to any prospect who owns, leases or sublets facilities.

• Supports both tenant and landlord functions
  Automates rent payments and billings as well as other charges
  Make lease administration/space administration an issue
  Sell the integration and benefit of visibility to key lease dates

ORACLE

Oracle Property Manager

PeopleSoft has no real estate
management or property
manager equivalent.
Exploit it!!

ORACLE

Demo Points

• PeopleSoft has no offering in this area the Oracle Property Manager product should be demo'd. ADS provides numerous demo scripts for Property Manager on the ADS, 'DemoDocs' website
  • - Financials / Property Manager
  
  Check out the product web site for more information

ORACLE

• This solution footprint covers Collections, Receivables, iReceivables, iPayment, Billing, Revenue Accounting, Customers Online and Credit Management*.
  Improve cash flow and working capital
  Decrease DSO (Days Sales Outstanding)
  Improve customer relationships and service
  Increase process efficiencies
  Provide higher quality customer data

ORACLE

Revenue and receivables solutions

Review visual representations of your trading partners through Oracle Customers Online
D

ORACLE

Revenue and receivables solutions

• PeopleSoft has no Credit Management solution
  PeopleSoft has no Collections product and provides only the most basic functions through Receivables.
  PeopleSoft has no Customers Online product
  No D&B integration
  Customer/Sales information is spread across multiple databases (Financials, CRM, Reporting) leading to inconsistent reporting and poor decisions.

ORACLE

The Analysts Say...

"Politics aside, the product [Oracle Customers Online] addresses many of the issues that enterprises face in providing high-quality customer access across the organization." The Gartner Group, OCO Data Quality and a Single View of the Customer, B.Wood, Oct 2002

In discussions with Meta Oracle has been told that we are 18-24 months ahead of PeopleSoft on Collections and Credit Management solutions.

ORACLE

Demo Points
Some great demo opportunities here full demo scripts on
including...

• iReceivables
  • - include credit card payment and dispute functionality
    - Include Dun and Bradstreet Integration
  Wireless Accounts
  Collections
  Customers Online
  • - Include 'Visual Map'

ORACLE

Trading Community
Architecture (TCA)

The Oracle e-Business Suite approach to an integrated
trading community architecture is unique and valuable.
For all prospect's, especially those with a complex
network of customers and suppliers the TCA solution is
a true differentiator. PeopleSoft has nothing similar to
the TCA approach.

ORACLE

Trading Community Architecture

Oracle provides an integrated architecture for managing the business partners or the organization.

• Better visibility to customer relationships
  Deliver higher levels of service to trading partners
  Make better business decisions
  TCA is expanding to include Employees and Suppliers in coming releases
  Oracle has a great Gartner report on our OCO product available on the Financials Portal
  • - http://www-apps.us.oracle.com/financials

ORACLE

PeopleSoft has nothing like the TCA

PeopleSoft has no TCA like concept

• Customer and Employee Information not integrated into a coherent model
  Customer and Employee information spread across multiple database instances!

ORACLE

Demo Points

A number of specific demos here. The most important thing to get across is the concept. Full demo scripts available on

Talk the concept

• • - eg. Financial Services Company has many customers, each of those customers may have multiple relationships with the company (Business, Personal, Guarantor of child's/spouse's credit card etc.)
• Data Quality Management (DQM)
  Dun & Bradstreet Integration
  Customer Visualization Demo
  For more information see

ORACLE

The Analysts Say...

Reference the OCO Gartner report here.

Analyst Relations has purchased distribution rights to this Gartner report please contact to obtain a copy of this report to share with your prospect

ORACLE

Wireless Financials

Wireless functionality is crucial for the online
workforce. Oracle delivers wireless
applications for Expenses, Property Manager
and Customer Accounts. These are truly online
(wireless) applications not just 'disconnected'.

ORACLE

Wireless Financials

• Wireless devices and remote employees are becoming more common. Oracle delivers a wireless solution for all users.
  Simple, real time transactions
  More accurate financial information
  Deliver better service to customers & employees
  Mobile Expenses
  Mobile Property Manager
  Mobile Accounts (customer)

ORACLE

Limited functionality

• PeopleSoft has no wireless solution for Financials or SCM
  PeopleSoft only provides 'disconnected' expenses (ie spreadsheet & Palm upload)
  PeopleSoft's disconnected expenses requires 12 MB of code on the client pc

ORACLE

Demo Points

• Wireless makes a 'cool' demo and is useful to users. There are a number of places this can be shown including
  Wireless internet Expenses Demo
  Wireless Accounts Demo (11.5.8 vision only)
  Wireless Property Manager (11.5.8 vision only)
  • - See for demo scripts

ORACLE

To summarize...

ORACLE

Be Prepared....expect

• Lot's of FUD
  PeopleSoft Executive involvement
  Good marketing and a plethora of 'White Papers' or 'Industry Studies'
  Applications knowledgeable sales team
  Good knowledge of Oracle
  To hear a lot about 'Tree Manager' and 'Date Effectivity'
  Rep's demoing early
  A slick (but scripted) demo in a relaxed friendly environment
  Oracle Sales will be portrayed as difficult to do business with and aggressive

ORACLE

Sale Process Tactics

• Don't lose before you start
  Raise the importance of areas where Oracle has an advantage (inside and outside the Financials area)
  Do 'Sales 101' right
  Set the stage (try to go first)
  Keep it simple
  Position an 'Applied Technology Workshop'
  Understand PeopleSoft's pricing

ORACLE

Sell these differentiators hard!

• Strong Financials Customer Base (12,000)
  User interface designed for productivity
  Open, Single Data Model
  Daily Business Intelligence
  Globalization
  Lower TCO
  Use of the Oracle RDBMS for Performance/Scalability
  Property Manager
  Revenue and Receivables Solutions
  Trading Community Architecture
  Wireless Financials

ORACLE

Sales Reps must SELL these
points, Sales Consultants must
DEMO these points

ORACLE

PeopleSoft Checklist

• Study and internalize the messages/suggestions in this presentation. Be sure to review the speaker notes
  Ask Analyst Relations for pertinent analyst reports
  Continue to provide feedback on PeopleSoft's demo techniques and attacks to and/or
  Practice demo delivery
  Be part of the compapps_us mail list

ORACLE

PeopleSoft Checklist (cont.)

• Review the following:

  - This presentation and speaker notes

  - The PeopleSoft: Product Pricing Overview
  - PeopleSoft folder on compete.us.oracle.com
  - PeopleSoft Sales Kit
  - The 'Hard Questions for PeopleSoft' document

  - Every Rep and SC should watch PeopleSoft's demos and use it to set them up. This is not illegal but be quick. Register and enjoy!!!!

ORACLE

We have a better solution. The
whole team must believe in
themselves, be positive,
friendly and enthusiastic.

ORACLE

QUESTIONS ANSWERS

ORACLE