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

ORACLE

What Gartner says...

ORACLE

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

ORACLE

Gartner PSFT SWOT analysis CPM (Corporate Performance Mgt)

Strengths


- Data warehouse strategy
- Scope of product offering
- R&D investment

Weaknesses


- Limited functionality vs. BoB
- Scope beyond finance function

Opportunities


- Penetration into current client base
- Verticalization

Threats


- Limited opportunity outside of PSFT shops
- Momentum of Bl apps vendors

*Source: Gartner Symposium October 2002

ORACLE

Gartner PSFT SWOT analysis SCM*

Strengths

- Functionality in fundamental process in targeted industries
- SRM as a component of SCM

Weaknesses


- Very low penetration in MFG
- Follower rather than a thought leader

Opportunities


- Midmarket penetration
- Leverage SCM/SRM integration
- Deeper industry functionality in targeted industries

Threats


- Upgrade cycles to v8 cause timing challenges

*Source: Gartner Symposium October 2002

ORACLE

Gartner PSFT SWOT analysis HCM (HRMS)*

Strengths


- Depth and breadth of product
- Market leader and innovator
- Established and satisfied customers

Weaknesses


- Client support issues
- Missing non-key functionality but adding it

Opportunities


- Leveraging current customers
- Creating new services tied to applications

Threats


- Upgrade cycles to v8 cause timing challenges
- Competitors are aggressive

*Source: Gartner Symposium October 2002

ORACLE

Gartner PSFT SWOT analysis CRM*

Strengths


- Strong integration story
- Acquisition of Vantive provided easier market entry
- Architecture

Weaknesses


- Missing key CRM functions (1)
- Unproven large scale implementations
- Can only deploy browser based applications

Opportunities


- Verticalizing product
- Integration and leveraging of strong analytics

Threats


- Stronger vendors already in market
- Time to market

*Source: Gartner Symposium October 2002

ORACLE

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'

ORACLE

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.

ORACLE

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'

ORACLE

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...

ORACLE

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...

ORACLE

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...

ORACLE

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'

ORACLE

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

ORACLE

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

ORACLE

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%

ORACLE

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

ORACLE

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

ORACLE

Product Strategies

Specific ways that Oracle can
ATTACK PeopleSoft...

ORACLE

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

ORACLE

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

ORACLE

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.

ORACLE

PeopleSoft User Interface Demo

ORACLE

For your own personal PeopleSoft Demo...

D

ORACLE

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

ORACLE

ORACLE -business

User interface designed for productivity
Provides all users with a highly productive interface

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.)

ORACLE

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.

ORACLE

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

ORACLE

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

ORACLE

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

ORACLE

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

ORACLE

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.

ORACLE

Multiple Databases

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

No single source of the truth
Great amount of redundancy
High Maintenance cost
Complex to integrate
Poor performance
Requires messaging applications to synchronize RDBMS's

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

ORACLE

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

ORACLE

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

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

 

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

D

ORACLE

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.)

ORACLE

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

ORACLE

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.

ORACLE

Hierarchy of Globalization

Billing

Payments

Accounting

Tax

Currency

Language

ORACLE

Language

30 Languages MLS in single instance through unicode External documents in preferred language of trading partner Flexible date & number formatting Flexible Address formats	11 Languages (Financials) Unicode support is currently limited (beta) to a select number of customers No support for External Documents in preferred language No Flexible Address Formats Customer Translation Tool delivered (expensive .25$ per word)

ORACLE

Tax Processing

Support for multiple tax regimes: sales, vat and others (ICMS) through Tax Engine Standard support for complex withholding Tax reporting ledger to accommodate local reporting, consistently	Limited support for sales and vat processing New support for basic withholding Disparate coverage with detailed reporting for some markets and none for others

ORACLE

Accounting

Flexible user defined chart of accounts structure Subledger Accounting via Global Accounting Engine (AX) Support for storno (real); reversals 'T' account visibility	Uses an alternate account field to meet statutory chart of account \ requirements, ignoring accounting entry; constructs

ORACLE

Payments

Infrastructure to capture and process domestic and international payments Standard support for Over 40 payment formats Full support for Letter of Credit functionality	Handful of payment formats, including new support for Giro Support for Letter of Credit only through Treasury

ORACLE

Local Reporting

Over 300 country specific reports Tax Reporting Ledger Rxi reporting tool built to provide globalization flexibility	A few dozen country specific reports Reporting architecture designed exclusively for analytical reporting with no flexibility for global formatting Beware, PeopleSoft will provide a nice looking bound book of sample reports.

ORACLE

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

ORACLE

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/

ORACLE

The Analysts Say...

"The [Oracle] consulting staff is no longer focused on finding long-term engagements. Their focus is now on getting the customer up and running as fast as possible - Hurwitz Group Inc., Hurwitz BalancedView Bulletin.

ORACLE

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 - 42 million GL Lines / Hour - Sun Hardware 28 processor 26 GB's of Memory - Oracle Database - 2/4 Process steps Validate and Post - Two easiest steps 20 million GL Lines / Hour - 4/4 Process Steps fig Load and Import - Two hardest steps Validate and Post - Two easiest steps

PeopleSoft - 15 million GL Line / Hour - IBM Hardware 24 processor 96 GB's of Memory - Oracle Database - 2/4 Process steps Validate and Post - Two easiest steps ORACLE

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

ORACLE -business

Revenue and receivables solutions

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

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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!

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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

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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

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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'.

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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)

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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

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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

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To summarize...

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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

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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

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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

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

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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

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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!!!!

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

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QUESTIONS ANSWERS

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