Analytics eBook Mock Draft v12 - portait

CPR Guide to Analytics FY18

1. Get Started with Analytics  Welcome  Market Opportunity2. Engaging Your Customer  Analytics Gold Standard Pitch  Bring New Value to Your Customers  Analytics Hot Topics Cheat Sheet3. Grow your deal with Analytics  Extend Analytics with a Data Lake  Modernize Your Analytics Platform  Consolidate Data Management and Analytics in the Cloud4. Customer Stories5. How Analytics helps beat Competitors6. Call to Action7. Who to ContactCPR Guide to Analytics FY18

Chapter 1Get Started with AnalyticsWelcomeThe guide was created to share the Analytics opportunity you have as aCloud Platform Rep to create amazing value for your customers. Listen toRich Clayton, VP of Analytics Product Group, 2-min video welcome messageoutlining the opportunity ahead. Replace with actual videoCPR Guide to Analytics FY18

OpportunityTo help businesses get the most out of their investment, Oracle offerscomplete customer success life-cycle support, tailored specifically for theunique needs of midsize organizations. Our support offerings include:

Opportunity is Well Known$430badvantage tothose whoanalyze all dataand deliveractionableinsightsReplace with actual video

Chapter 2:Engaging the CustomerAnalytics Gold Standard PitchIndustry analysts have shown that analytics brings a 10x ROI. Thoseorganizations with the best analytics will lead in their markets. Watchthe video below to understand those potential gains and the value foryour customers. Replace with actual video Customer Presentation Deck CPR Guide to Analytics FY18

Bring New Value to Your CustomersThere are three primary analytics themes to your customerdiscussions. Each theme reflects the wider and complete Oraclesolution.What are the business challenges?Modernize Analytics and Data Warehouse Learn More• Is your data warehouse and/or analytics over 2 years old?• Has your data become trapped in the warehouse?• Is it a struggle to get the data you need in a timely fashion?Extend with the Data Lake Learn More• The data warehouse is unable to provide all relevant information to support decisions.• Is it difficult to execute real-time analytics, including streamed data?• Do you have large volumes of data that takes too long to prepare/process for analytics?Consolidate Data Management in the Cloud Learn More• Have you adopted a cloud first policy? Where are you on that journey to cloud?• Do you find your resources dedicated to admin and maintenance instead of innovation and development?• Are you looking to grow your data centre business, or focus instead on your organization mission statement?

Analytics Hot Topics Cheat SheetNot everyone is an expert in analytics. Analytics co-prime reps areavailable to assist, but they won’t be with you in every customerdiscussion. Listen for these keywords that help identify the real customerneed and related Oracle Analytics solution.IF you hear these words;Hyperion Planning BudgetingCPM/BPM/EPM Finance Modeling PBCSWhat-if? Forecasting ExcelTHEN it is probable that the customer has a requirement from theirfinance department. This can be considered “business scenariomodeling” in which finance leverages a product like Essbase to determinewhich business plan is likely to produce the best outcomes.RECOMMENDATION is to contact your analytics co-prime rep tounderstand how Oracle Analytics Cloud Essbase can grow your deal. Learn MoreCPR Guide to Analytics FY18

IF you hear these words;Big data Data lake Hadoop StreamingPredictive IoT Real-time KafkaMachine Learning All dataTHEN it is most likely that your customer is interested in a datalake solution that supports all types of data (that cannot alwaysbe put into a data warehouse), eg streamed data from IoTdevices. This will power real-time business insights without ahuge overhead to first prepare the data for consumption.RECOMMENDATION is to review the sales play Extend the datawarehouse with a data lake. Learn More\"If you think of a data mart as a store of bottledwater – cleansed and packaged and structuredfor easy consumption – the data lake is a largebody of water in a more natural state. Thecontents of the data lake stream in from a sourceto fill the lake, and various users of the lake cancome to examine, dive in, or take samples.“ -- Pentaho CTO James Dixon who is credited with coining the term \"data lake\"

Analytics Hot Topics Cheat Sheet …continued IF you hear these words; Self-service Data visualization BI Oracle SaaS Reporting Mobile Data-driven AnalyticsMultiple sources Storytelling Data blendingTHEN it is very likely your customer is looking for either a BI solution fora particular department or for their corporate standard. Modern BIprovides the latest data-driven visualizations that end users can connectand construct without help from IT.RECOMMENDATION is to contact your analytics co-prime rep tounderstand how Oracle Analytics Cloud can grow your deal. Learn MoreCPR Guide to Analytics FY18

IF you hear these words;Reporting Data siloes SlowInconsistent results BIEE Old serversTableau Difficult updatesUngoverned Users On-premisesDiscoverer Data exports Brio Hyperion IRTHEN it is probable that the customer (IT) has an older analytics and DWsolution. Users are frustrated with slow updates resulting in theirdeployment of non-corporate ungoverned BI tools that require data tobe exported from sources to fill the gaps.RECOMMENDATION is to suggest a modernization of the customersanalytics and/or data management platform. Contact your co-prime tohelp understand how Oracle Analytics Cloud can grow your deal. Learn More

Chapter 3:Grow your deal with AnalyticsThere are three sales play use cases that you can extend your deal.Extend Analytics with a Data LakeThis use case focuses on lifting Replace with actual videoand shifting the DW to Cloudand unlock its value withvisual Analytics.Customer Pain• Need to modernize existing data warehouse and analytics, but lack budget for new hardware and resources for the monolithic upgrade project.• Under time pressure to address concerns raised by the business (Eg, slow performance, missing data, lack of analytics capabilities)• Users resorting to non-standard reporting tools (eg Tableau) and data exports (XLS) to fill the gap.• Have a large investment in existing on-premises systemsValue Prop• BOOST PERFORMANCE & PRODUCTIVITY• Update your data warehouse and analytics to boost performance and productivity CPR Guide to Analytics FY18

Customer Story Replace with actual video Name of customerTo help businesses get the mostout of their investment, Oracleoffers complete customer successlife-cycle support, offerings include: Learn MoreSolution• BOOST PERFORMANCE & PRODUCTIVITY• Update your data warehouse and analytics to boost performance and productivityLearn more the Solution and Sales Play

Modernize Your Analytics PlatformThis use case focuses on lifting Replace with actual videoand shifting the DW to Cloudand unlock its value withvisual Analytics.Customer Pain• Need to modernize existing data warehouse and analytics, but lack budget for new hardware and resources for the monolithic upgrade project.• Under time pressure to address concerns raised by the business (Eg, slow performance, missing data, lack of analytics capabilities)• Users resorting to non-standard reporting tools (eg Tableau) and data exports (XLS) to fill the gap.• Have a large investment in existing on-premises systemsValue Prop• BOOST PERFORMANCE & PRODUCTIVITY• Update your data warehouse and analytics to boost performance and productivityCPR Guide to Analytics FY18

Customer Story RReepplalacceewwitihthaacctutuaal lvvidideeoo Name of customerTo help businesses get the mostout of their investment, Oracleoffers complete customer successlife-cycle support, offerings include: Learn MoreSolution• Oracle Analytics Cloud: to unlock the value of the DW by providing all capabilities incl. scenario modeling, mobile, data visualization and reporting.• Oracle Database Cloud Service or Exadata Cloud Service. Extreme performance with in-memory, partitioning, OLAP and spatial & graph.• IaaS: Elastic storage and compute with predictable, consistent performance and data retention/preservation.• Oracle Data Integration. The mechanism to execute the initial and subsequent data updates. Optionally smart connectors to apps. Learn more the Solution and Sales Play

Consolidate Data Management andAnalytics in the CloudThis use case focuses on lifting Replace with actual videoand shifting the DW to Cloudand unlock its value withvisual Analytics.Customer Pain• Need to modernize existing data warehouse and analytics, but lack budget for new hardware and resources for the monolithic upgrade project.• Under time pressure to address concerns raised by the business (Eg, slow performance, missing data, lack of analytics capabilities)• Users resorting to non-standard reporting tools (eg Tableau) and data exports (XLS) to fill the gap.• Have a large investment in existing on-premises systemsValue Prop• BOOST PERFORMANCE & PRODUCTIVITY• Update your data warehouse and analytics to boost performance and productivityCPR Guide to Analytics FY18

Customer Story Replace with actual video Name of customerTo help businesses get the mostout of their investment, Oracleoffers complete customer successlife-cycle support, offerings include: Learn MoreSolution• BOOST PERFORMANCE & PRODUCTIVITY• Update your data warehouse and analytics to boost performance and productivityLearn more the Solution and Sales Play

Chapter 4:Customer Stories £700 Million £700 Million in savings in savingsTo help businesses get the most To help businesses get the mostout of their investment, Oracle out of their investment, Oracleoffers complete customer offers complete customersuccess life-cycle support, success life-cycle support,offerings include: offerings include: Replace with actual video Replace with actual videoCPR Guide to Analytics FY18

Real-time 62% increase customer segmentation revenue from (not 20 days) one regionTo help businesses get the most To help businesses get theout of their investment, Oracle most out of their investment,offers complete customer Oracle offers completesuccess life-cycle support, customer success life-cycleofferings include: support, offerings include: Replace with actual video Replace with actual videoCPR Guide to Analytics FY18

Chapter 5:How Analytics helps beat Competitors The three primary competitors are Tableau, Microsoft, and Amazon. Application competitors like Workday and Salesforce also have competing analytics solutions.Possibly the strongest competitor Amazon is strong on Data and IaaSoverall matching Oracle in most capabilities, but has no offering in thecapabilities, however, they do not applications space and can onlyhave a similar offering to our data- present integration solutions withas-a-service. Power BI does not additional partners.yet support Spark.Tableau is the accepted data visualization leader. However, beingfocused only on analytics, Tableau must partner with multiple 3rdparties to bring a complete solution to any customer. This introducesrisk and complexity with a silo’d environment that is difficult togovern and control. 3 reasons why Replace with actual video Oracle Analytics winsCPR Guide to Analytics FY18

SaaSCompetitive ratings for SaaS, PaaS, IaaS & Data Embedable Business IntelligenceSaaS Applications (ERP, CRM, etc)Data 0 0.5 1 1.5 2 2.5 3 3.5 4 4.5 Data Lake Data Warehouse Data-as-a-Service offeringAnalytics 0 0.5 1 1.5 2 2.5 3 3.5 4 4.5 Business Modeling (OLAP) Mobile Analytics Data VisualizationPredictive Analytics & Machine Learning Data IntegrationPrivate Cloud and Hybrid DeploymentsIaaS 0 0.5 1 1.5 2 2.5 3 3.5 4 4.5 Compute & Storage 0 0.5 1 1.5 2 2.5 3 3.5 4 4.5 Tableau Amazon Microsoft Oracle

Chapter 6: Call to Action Contact your Analytics Co-Prime Rep Find more Resources at Sales CentralCPR Guide to Analytics FY18

Chapter 7:Who to Contact?Besides your Analytics Co-Prime Rep, the following people will behappy to help you.Product [email protected]@oracle.comProduct [email protected] Business DevelopmentNAS: [email protected]: [email protected]: [email protected]: [email protected]