Presentation on theme: "ID#: S319349 Title: Safe Hands - What Do You Look For In a System Implementer How do customers select their partners? We will look at the importance of."— Presentation transcript:
ID#: S Title: Safe Hands - What Do You Look For In a System Implementer How do customers select their partners? We will look at the importance of Trust, not only to do the right thing but to constantly suggest improvements that can improve ROI, save costs and not just constant change control. A look at long term partnerships and how customers business and systems have developed over time, their current challenges and plans. Fujitsu say 'Shaping Tomorrow With You' and this is how we do it Date: 20-SEP-10 Time: 15: :30 Venue: Moscone West L2 Room: Rm 2012
Timings Introductions 3 mins debra WHAT is a Systems Implementer (SI)? 5 mins - debra WHY do you need one? 8mins - debra WHERE do you find one? 12 mins - debra WHEN do you engage? 12 mins - andy HOW do you work with an SI? 12 mins - andy Summary 2mins - debra Q&A 6 mins - andy 1 Copyright 2010 FUJITSU LIMITED
Safe Hands - What Do You Look For In a System Implementer Debra Lilley & Andy Seferta- Fujitsu
Andy Seferta Debra Lilley Oracle Alliance Director and Fusion Champion for Fujitsu UK & Ireland Oracle ACE Director, OCP & Oracle Masters Oracle Apps since (14 years) Deputy Chair of UKOUG 2008 Oracle Magazine Award User Group Evangelist of the Year Deep Public and Private Sector Business Management experience Global Oracle capability lead Driver of Fujitsu EMEA and Global Applications strategy Oracle Apps since 10.5 (14 years)
What, Why, Where, When, How ? WHAT is a Systems Implementer (SI)? WHY do you need one? WHERE do you find one? WHEN do you engage? HOW do you work with an SI?
System Integrators (SIs) in Oracle PartnerNetwork provide customers consulting, integration, and implementation services for Oracle-based products and solutions. Oracle's SI partnersboth the larger consulting companies as well as smaller, specialized firmsbring business process capabilities, industry experience, and solution and market expertise that can help you deploy Oracle-based solutions, maximize functionality, and rapidly achieve return on investment. Search the Oracle PartnerNetwork Solutions Catalog to find a System Integrator Platinum Partner. Platinum is our highest membership level. They are consistently demonstrating superior product knowledge, technical expertise, and commitment to Oracle, and receive advanced levels of service, training, benefits, and resources. WHAT is a Systems Implementer?
WHAT is a Systems Implementer? A system integrator is a firm with a collection of highly specialized experts that can augment or provide the end to end services required to deploy a technology solution. Offerings range from planning to change management, to technical configuration, to testing, to technology selection. Ray Wang Analyst and Founder, Insider Associates
8 Copyright 2010 FUJITSU LIMITED WHY do you need one? Implementing ERP software is typically too complex for "in- house" skill, so it is desirable and highly advised to hire outside consultants who are professionally trained to implement these systems.   This is typically the most cost effective way.   There are three types of services that may be employed for - Consulting, Customization, Support.   To implement ERP systems, companies often seek the help of an ERP vendor or of third-party consulting companies. These firms typically provide three areas of professional services: consulting; customization; and support.consulting The client organization can also employ independent program management, business analysis, change management, and UAT specialists to ensure their business requirements remain a priority during implementation.program managementbusiness analysischange management UAT ource_planning
WHY do you need one? Save costs Improve ROI Independent perspective In-depth knowledge of your business Focus on quick wins as well as long-term roadmap – a balance
WHY do you need one? This is a case of specialization. Most organizations don't put in systems every day and lack the expertise. SI's provide expertise for hire based on multiple projects, expertise, and specialization. Ray Wang Analyst and Founder, Insider Associates
11 Copyright 2010 FUJITSU LIMITED WHY do you need one? Helped by the excellent ERP Consultancy and knowledge transfer provided by Fujitsu, the new Oracle system has given us the tools we need to increase efficiency. Fujitsu has a fantastic Oracle knowledge that is second to none, so we didnt have any issues. As far as Im concerned, Fujitsu just did it for us.
12 Copyright 2010 FUJITSU LIMITED Selection process Credibility Trusted Partner Culture Understand your business - survey WHERE do you find one?
Selection - SI Characteristics System and Service Integrator – not a product focussed company Can offer an end to end Business solution using Oracle Applications A Business Change Programme – needs to be led An organisation who can prime the contract and engage and manage the right partners – this may include Oracle Know how to manage Oracle as a supplier / partner via partnership relationship Platform agnostic Commercially innovative and Competitively priced Global capability for Applications, Transformation, Service and Business Change expertise
Recognition – From Oracle Technology System Integrator of the Year 2009 David Callaghan, senior vice president, Oracle UK, Ireland and Israel These awards recognise the high-level of innovation, excellence and commitment our partners offer when they become specialised with Oracle. Fujitsu has a proven track record in delivering winning, proven solutions that solve customers most critical business challenges. All award winners are partners that have demonstrated tangible success, growth in their Oracle business and outstanding Oracle solutions.
Recognition from Customers Over 1000 customers voting for partners for the UK & Ireland Oracle User Group awards. The awards show that Fujitsus long, global partnership with Oracle is continuing to deliver benefits for our customers across private and public sectors. It also gives clear reassurance from the market that the companys ongoing strategy is hitting the mark with customers. Andy Seferta, head of European Oracle Practice Fujitsu UK and Ireland
Trusted Partner 16 Copyright 2010 FUJITSU LIMITED We chose to work with Fujitsu as they took the time and effort to really understand what we were trying to achieve. Importantly, Fujitsu also had a great deal of confidence in, and knowledge of, the product. They were also convinced that we could achieve a smooth transition Following an extensive tender process the Environment Agency chose to work with Fujitsu because it was a company that could safely deliver and manage this mission- critical application.
Culture 17 Copyright 2010 FUJITSU LIMITED
Understanding Your Business Industry Specialist Technology Specialist Active in your User Community 18 Copyright 2010 FUJITSU LIMITED It is a real pleasure to work again with Fujitsu on this survey and having back-to- back results to compare user attitudes year-on-year is very useful. The results are very interesting and reflect many anecdotal conversations we have with our members. Ronan Miles, UKOUG chairman
WHEN do you engage? Engage sometime during the vendor selection process. Tap into their expertise early as part of the planning phase. Ray Wang Analyst and Founder, Insider Associates
WHEN do you engage? Long term Fujitsu implemented our original Oracle Financials system more than ten years ago and has been supporting it ever since, so we have a long-standing relationship that works really, really well. We feel very valued as a customer and I believe were really working in partnership at all management and operational levels.
Versus Short term? 21 Copyright 2010 FUJITSU LIMITED However, if youve not had any direct involvement in the process, the problem then is how do you support it? So, we said that as a large organisation we have the resources to implement and support the system, but what we dont have is the detailed knowledge – all the tips and tricks that you gain from years of implementing and using a system. So thats what we decided to buy!
WHEN do you engage? Keeping engaging versus Bring in where necessary Ensuring best value for money One prime versus Specialist Inputs
HOW do you work with an SI? Contractual but relevant to business drivers Flexibility When things go wrong Partnerships Innovation
Flexibility 24 Copyright 2010 FUJITSU LIMITED Youve got to have partners who will genuinely play as an extended part of your team and work together, which Fujitsu did admirably. Fujitsu offered us the reassurance of service all the way through, taking our issues seriously, resolving problems and making sure that the systems worked and stayed working, whatever the change in workloads or requirements. With Fujitsus help we have proved that a shared services approach is not a myth. It can exist and does enable business change… its a win, win, win.
When things go wrong 25 Copyright 2010 FUJITSU LIMITED This has been an extremely rewarding project to be involved in for all concerned. Yes there have been testing times for all of us but the key point is that it is been a true partnership for the client and Fujitsu working together to get the job done. Trust and collaboration were a key part of the project to enable us to meet all the tight deadlines. As the project moved forward we all had to solve various problems and it was very refreshing to do this alongside the customer rather than in a silo.
Partnerships 26 Copyright 2010 FUJITSU LIMITED Key to the programmes success was good governance and a proven methodology, ensuring that there was clear accountability and transparency. And that enabled strong leadership and business ownership, the ability to make tough decisions and trust between all partners. There was also the drive, determination and real collaboration between us and Fujitsu to make it happen. So the business owned the programme, but the programme drove the business to deliver, on time and to budget.
Partnerships 27 Copyright 2010 FUJITSU LIMITED " Really good project management, the dedication and perseverance of colleagues across all partners were key to its successful implementation Fujitsu acted as the main point of contact for the implementation
Innovation examples 28 Copyright 2010 FUJITSU LIMITED Oracle Business Accelerators EPM Asset Maintenance Letters Deepen contact centre The cost-effective Fujitsu solution had more technical credibility and, to Fujitsus advantage, has had great success with several other local government authorities.
Floodline Warnings Direct 29 Copyright 2010 FUJITSU LIMITED Challenge Five million people, in over two million properties, now live in flood risk areas in England and Wales. However, according to the governments Foresight Future Flooding report climate change will increase the risk of flooding in the UK by 20 times, which will more than double the number of people at a high risk from flooding. Fujitsu won three contracts with the Environment Agency spanning the full lifecycle of the Floodline Warnings Direct (FWD) application, including consultancy and design, application development and deployment and finally the provision of a fully managed service for both the application and the supporting infrastructure. Hosted and managed in Fujitsu datacentres, the FWD application enables the Environment Agency to determine target areas for pre-defined warning messages. On receiving information of a potential severe weather situation, the Environment Agency can now utilise FWDs advanced mapping and location information to accurately identify people at risk of potential flooding.
Summary Be clear on WHAT you want from the SI Identify WHY this SI is right for you Ensure you know WHERE the SI can help Understand WHEN best to engage HOW you work with SI is critical Find a partner you can TRUST 30 Copyright 2010 FUJITSU LIMITED