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HyperRoll Product and Sales Playbook for Partners

Introducing Oracle Essbase Analytics Link for HFM
May 2010

Disclaimer This document is for informational purposes. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described in this document remains at the sole discretion of Oracle. This document in any form, software or printed matter, contains proprietary information that is the exclusive property of Oracle. This document and information contained herein may not be disclosed, copied, reproduced or distributed to anyone outside Oracle without prior written consent of Oracle. This document is not part of your license agreement nor can it be incorporated into any contractual agreement with Oracle or its subsidiaries or affiliates. Confidential Information The information contained in these slides is intended for Oracle PartnerNetwork member use only. The information contained herein is considered Oracle confidential and can be used only in connection with the potential licensing, distribution, or implementation of Oracle programs to end users by Oracle or an authorized Oracle partner.

2010 Oracle Corporation

Welcome
HyperRoll Sales Playbook for Partners
Introducing Oracle Essbase Analytics Link for HFM Spot opportunities and know what to sell Identify, qualify, and employ key sales plays Articulate core messages & differentiation Access product strategy, overview, and capabilities Know where to find enablement and how to Specialize

Questions?
www.oracle.com/partners > Contact Oracle Partner Business Center

Oracle has acquired HyperRoll, a leading provider of financial reporting acceleration solutions with interactive reporting capability to support complex data calculation requirements. Oracle Enterprise Performance Management (EPM) already enables rapid, accurate and secure financial consolidation and reporting. With the addition of HyperRoll's reporting acceleration technology, customers are expected to be able to execute a faster financial close.

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Content
Playbook click here
Identify > Qualify > Sales Plays > Value Prop > Objection Handling > Pricing
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Drill Down
Strategy and Vision click here Product Overview click here Equip Your Workforce: OPN Specialized Enablement
click here

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Financial Reporting Market Opportunity

Financial Reporting continues to be a strategic investment for companies seeking business performance improvement Integrated Financial Reporting between EPM and BI drives expansion and differentiation in a maturing market

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Why Should You Care?

Extend Financial Reporting capabilities
Extend the Financial Management (FM) data model Added analysis and calculations Open up the FM data to BI tools such as Essbase and OBIEE

Significant leverage to our EPM story

The missing link between close cycle products and the Essbase based applications Seamless integration between EPM and BI

Valuable in competitive situations

Common reporting cube for all EPM apps vs. Outlooksoft Extended reporting dimensionality will help us competing in Europe Cartesis Upcoming: Rounding feature as a solution against Claritys close offering

Large Market Opportunity

Analysts agree that companies are investing in Financial Reporting

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New Partner Opportunities

Develop Sell Implement

Broader opportunities for technology integrations. Integrate with Oracles leading EPM and BI solutions Add best-in-class solutions to your portfolio to ensure a rapid, reliable and compliant financial close process for your customers.

Target customers across multiple industries such as retail, consumer goods and financial services. Deliver higher performance complex reports against rapidly changing consolidation data, improving audit and traceability.

Expand service capabilities around Oracles EPM, BI, Essbase and Data Warehouse solutions.

Deploy solutions that enable your customers to better understand, measure, and manage their business.

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Key Plays
Customers already extracting data from HFM (using EA, Star or something else)
Position EAL as a premium option to simplify their existing processes and reduce their cost of ownership, on going maintenance and improve their data quality Works with EB or Relational DW

Existing HFM Customer

Position management reporting and the Essbase robust capabilities for advanced analytics. Should be tied to larger Essbase presentation

Existing EPM Sales Cycles

Add Essbase and Analytic Link to deliver management reporting and advanced analytics

Green Field Financial Close sales cycle

Position the entire EPM solution with management reporting best practices

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Target Audience
CFO Overall responsibility for financial reporting CIO Responsible for management reporting Director of Financial Systems Key stakeholder and participant in financial reporting with some management reporting as well as financial analytics responsibilities Director of Applications Typically manages ERP and possibly EPM/BI systems GM/BU Leadership Responsible for running the business with Financial and Management reporting needs

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Target Buyers & Key Messages

Operational Alignment Business Performance Informed Decisions Operational Performance Excel Hell Integration

Finance
CFO VP/Director - Finance Controller Area of Responsibility
Financial consolidations Financial reporting

Operations
VP-Operations VP/Director - S&OP Director - Planning Area of Responsibility
Development, implementation, & maint of business apps systems Architecture plans, estimates costs, and projects strategic need Design & implement the required components for complex features

IT
CIO Director - IT Manager - IT Area of Responsibility
IT department within a functional/business area Day-to-day system functioning, overseeing upgrades, maint

Key Pain Points

Increasing demands for reports Reports slow down consolidations Limited data model and analysis

Key Pain Points

Unhappy end users Unplanned downtime (data or system failures) Poor system performance

Key Pain Points

Application availability issues Integration with other systems Reporting Upgrading/migrating versions Off load HFM App servers Minimize reporting down time Seamless integration in real time Minimize implementation costs

Key Messages
Allow BI reporting access to HFM with zero impact on the HFM system Off load existing large reports from HFM Deploy a reporting financial model with extended analytics

Key Messages
Improved reporting performance Increased resources for consolidations Remove a system sensitivity by separating reporting and consolidations

Key Messages

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Key Qualification Questions

Reports Offloading

Are you able to add more reporting users on your HFM application using the current environment? Do you shuffle between consolidation servers and reporting server during the close period?
Analytical Requirements

Do you need to merge/join HFM data with other data sources such as GL or Planning with very low latency? Does HFM currently store all the dimensions that you need for Financial Analysis Reporting? Are your users require additional calculations or improved analytics that currently is not in HFM?
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Key Qualification Questions

Real Time Data Integration Real Time BI Do you need access to the most up-to-date information from HFM applications without impacting to source systems? Do you want to lower costs by directing all report activity to a secondary system and still have access to the most up-to-date information? Are your data volumes growing and business demands increasing such that you can no longer meet shrinking batch windows? High Performance Financial Reporting Are your reporting needs growing to the point that they will become a performance concern for the reporting users and/or the consolidation users? Do you have reporting guidelines to ensure the system well being?

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Value Propositions for Analytics Link

Oracle Essbase Analytics Link for HFM
Delivers continuous operations for Management Reporting by eliminating previously required down time. Lowers IT costs through eliminating high implementation costs as well as deployment of additional hardware. Improves efficiencies through improved performance, scalability of real-time data synchronization. Reduces risk by ensuring data integrity and reliability between source and target systems. Improves business insight through real-time management reporting based on current financial information. Reduces barriers to sharing data by offering standard access to application proprietary data.
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Objection Handling Analytics Link

HFM is already my management reporting solution
EAL allows you to expend the scope of HFM by utilizing the flexibility and analytical features of Essbase on top of live HFM data

I already have an integration standard

EAL is an integrated component of the EPM platform which enables you to reduce risk and ensure data quality of the integration

This should be free

EAL reduces the TCO of your EPM system by extending your management reporting capabilities and reducing the cost of integration maintenance

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Objection Handling Analytics Link

We use Extended Analytics/Star/custom extraction now
While there are alternatives to extract data from HFM, EAL is the only solution that creates the reporting environment for you and manages the data synchronization in real-time

We do not want to add more overhead on HFM

EAL is the only solution that can provide real time integration for management reporting on live HFM data, with zero impact on the consolidation processes

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Pricing and Other Information

List Price is $1600 per App user, Min 25 Product is GA NOW!
New product, only one existing customer (Agility Logistics)

EAL is compatible from 9.2.0.3 to current 11x

Sale into existing account, no upgrade needed

EAL Programs focused on HFM Install coming soon

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Next Steps
IDENTIFY
Determine target
CFO CIO Director of Financial Systems Director of Applications, GM/BU Leadership

QUALIFY
Ask Qualifying Questions
Reports offloading Analytical requirements Real-time data integration/real-time BI High performance financial reporting

SELL
Leverage Key Sales Plays
Customers already extracting data from HFM (using EA, Star, etc) Existing HFM Customer Existing EPM Sales Cycles Green Field Financial Close sales cycle

Leverage pain points and messaging from this playbook

Broken out for Finance, Operations and IT

Be prepared with objection handling if needed

Consult Drill Down sections:

Product strategy, overview & capabilities HyperRoll resources & enablement How to Specialize

Cross/upsell Oracle EPM, BI, Essbase, DW solutions

Delivers continuous operations Lowers IT costs Improves efficiencies

Reduces risk Improves business insight

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Content
Playbook click here
Identify > Qualify > Sales Plays > Value Prop > Objection Handling > Pricing
<Insert Picture Here>

Drill Down
Strategy and Vision click here Product Overview click here Equip Your Workforce: OPN Specialized Enablement
click here

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Solution Addresses Important BI Challenges with Financial Management

FM data needs to be shared FM data store is proprietary
Not easily available for other reporting tools
HyperRoll allows live FM data to be used by any reporting tool that can access Essbase

Essbase can provide higher level of Reporting and Analytics for FM systems
Modified dimensionality Additional data Attribute dimensions
Now customers are able to use Essbase analytical features with on demand FM data

Essbase is known for providing fast reporting and high scalability

HyperRoll adds the ability to run large reports faster than before and with no impact on the FM Application Server

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Key Component of the EPM System

Complements Hyperion Financial Reporting and BI

EPM Workspace
PERFORMANCE MANAGEMENT APPLICATIONS
Strategy Management Business Planning Profitability Management Financial Reporting & Compliance

BI Applications BI Applications

Business Intelligence Foundation

Fusion Middleware

OLTP & ODS Systems

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Data Warehouse Data Mart

OLAP

SAP, Oracle, Siebel, PeopleSoft, Custom

Excel XML

Business Process

HyperRoll Product Fit

HyperRoll becomes part of the BI foundation, providing reporting acceleration and real time data synchronization for Essbase and OBI Initially this will be for HFM data, later Planning, and eventually all other data sources

EPM WORKSPACE

Desktop

Web

Search

Office

Alerts

Mobile

EPM Applications

BI Applications

BUSINESS INTELLIGENCE FOUNDATION

HYPERROLL ACCELERATION AND DATA SYNCRONIZATION SERVICES

Essbase

Common Enterprise Information Model

BI Server

Predictive Analytics

Fusion Middleware

OLTP & ODS Systems

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Data Warehouse Data Mart

OLAP

SAP, Oracle, Siebel, PeopleSoft, Custom

Excel XML

Business Process

Product Strategy
Ad hoc Analysis Interactive Dashboards Reporting & Publishing Proactive Detection and Alerts MS Office & Outlook

Hyperion Financial Management

Hyperion Planning

Hyperion Profitability & Cost Mgmt

Hyperion Essbase

Oracle Business Intelligence

HyperRoll Reporting Accelerator

Oracle EAL for HFM

HyperRoll In Memory Storage Option

HyperRoll BI Accelerator

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Content
Playbook click here
Identify > Qualify > Sales Plays > Value Prop > Objection Handling > Pricing

<Insert Picture Here>

Drill Down
Strategy and Vision click here Product Overview click here Equip Your Workforce: OPN Specialized Enablement
click here

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Analytics Link Product Profile

SUMMARY Name Description Oracle Essbase Analytics Link for HFM
Near real-time synchronization between HFM and Essbase to enable advance reporting and analysis of the HFM data with no impact on the HFM App Server Live synchronization between HFM and Essbase Offload the HFM App server Prebuilt integrations with OBI, Essbase, and HFM

ARCHITECTURE FIT Architecture Description

C++ based server accessed via Java call and web services Data stored in proprietary filebased store HFM specific aggregation rules Microsoft 2003 HFM 9.2.0.3, 9.3.1, 11.1.1.3 Essbase 9.3.1, 11.1.1.3 Apache Tomcat 6

OS Supported Application Support Application Server

Key Features

CUSTOMERS # of Customers
New product, never actively sold by HyperRoll. One customer exists in production (Agility Logistics)

PRODUCT ROADMAP Product Version Product Roadmap (Oracle)

Current version: 1.1 Next version: 11.1.1 June 2009: CIC March, 2010 EAL 11.1.1 released with integration into Essbase April, 2010 EAL 11.1.1.1: Better integration, more performance, outline customizations May, 2010 EAL 11.1.1.2, enhanced support for EPM 11.1.2

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Management Reporting Characteristics

Effective Management Reporting consist of:
Merging many sources Adding more depth to the data Creating KPI and applying advanced analytics to create Custom Financial Analytics

Financial information is a key element in the Management Reporting

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Management Reporting Challenges

Requires data integration between applications and the reporting environment Would usually consist of long and manual processes
Extract the data from one system and load it into the other Manual implementations, creating data latency and data quality issues

Bigger challenge with complex Financial Management systems

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Oracles Complete Solution

Integrates all management processes Deliver consistent, reliable insights to drive action Lower costs and reduces system complexity
CFO Dashboard

Financial Reporting
ERP: Oracle, SAP, PSFT, Other

Management Reporting

Data Assurance

Financial Consolidation

Essbase Analytics Link

Custom Analytics

Transactions

Reporting

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Oracle Essbase Analytics Link for HFM

Seamless integration of HFM with Essbase
Real-time or On Demand Custom Financial Analytics

Delivers single reporting solution for custom financial analytics

Modified dimensionality, merge additional data sources

Extending HFM with zero impact on the HFM servers

More users, more reports, bigger queries

Simple and automated implementation

Low cost of implementation and ownership

Oracle owns the integration

Standard part of the EPM platform
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Management Reporting Workflow

GL DW Planning Load external data to the Essbase database

Essbase

Queries

HFM Database Server

Near Real Time Synchronization with HFM Data

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Transparent, Real-Time Integration

HFM User

Essbase User

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Fast Extract into Relational Tables

Create and populate relational tables with the HFM data Complete star schema with metadata tables Fastest HFM extraction with flexible selection logic No impact on the consolidation servers during extract

Relational Star Schema

HFM Database Server

Near Real Time Synchronization

Fast Extract DW

Other Sources

ETL

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Extended Analytics and Analytics Link

Different Product, Different Use cases
Extended Analytics
Data extraction utility
Batch processing

Analytics Link
Live synchronization between EPM and BI
On Demand data availability

Manual implementation of the target environment

Simple/automated deployment on the target environment

Fast extraction of data slices (not full Synchronize full apps as well as apps) data slices Limited to HFM data model Might impact negatively consolidation performance
Add workload the HFM Apps Server

Extend the HFM data model Zero or positive impact on consolidation performance
Reduce workload from the HFM Apps Server

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Oracle Essbase Analytics Link for HFM

Initial Release
EPM Innovation Real time synchronization with HFM Automatically creates a mirrored outline Allow customization from the UI Real time and on demand synchronizations Allow outline customization Allow the injection of external data Allow fast data extractions to a relational DW Expose web services

Future Releases
EPM Innovation Automate additional data source (Planning, etc.) Allow more complex customizations from the UI Fast data copy to Essbase SQL support for direct relational access Integration with Planning outlines UI improvements Performance improvements

2010 Oracle Corporation

Content
Playbook click here
Identify > Qualify > Sales Plays > Value Prop > Objection Handling > Pricing

<Insert Picture Here>

Drill Down
Strategy and Vision click here Product Overview click here Equip Your Workforce: OPN Specialized Enablement
click here

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OPN Aligns with Oracle Product & Industry Focus

Develop, Sell, Implement

OPN Specializations and resources - by product line - support you to build readiness Integrating HyperRoll to existing HFM and Essbase enablement & Specializations

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Why Become Specialized

Specialization is? A formal brand allowing partners to Differentiate themselves and be Recognized by Oracle and Preferred by customers for focus & expertise How is this different to Gold & Platinum? Each partner can be recognized for their areas of expertise as well as their commitment

Specialized Partners are

Differentiated Recognized Preferred

And they enjoy additional benefits*, including:

OPN Specialized logo OPN Solutions Catalog priority placement Linked from Oracle.com < customers can Find a specialized partner Promotion in newsletters, webcasts, advertising, etc. Access to Oracle meeting room facilities & Demo Solutions Services 50 free Service Requests per Specialization achieved, up to a maximum of 250 per membership per year Free Support service requests for Enterprise Linux Basic And Oracle VM 2 additional assessment/exam vouchers per membership year Access to Demonstration Solution Services Access to implementation methodologies Access to release control documentation

* For a complete list of benefits check www.oracle.com/partners

How to Become Specialized

Join Knowledge Zone
Business Criteria
Customer References Transactions

Specialize Tab & Review Criteria

Re-sell, NonCommission Co sell, Referral

Competency Criteria

Meet Criteria & Apply

Sales Specialists Pre-sales Specialists Certified Implementation Specialists Support Specialists

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Example: Oracle BI Foundation KZ

Specialize Tab > Oracle Essbase > Review Criteria

Example Youre in the Oracle BI Foundation KZ Click Specialize tab View Benefits > Business & Competency Criteria > Check Competency Status > APPLY. Next page shows what you see when you click on Business & Competency Criteria

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Example: Oracle BI Foundation KZ

Specialize Tab > Oracle Essbase > Review Criteria

Example Oracle Essbase Specialization Criteria Business Criteria Customer References # Transactions Competency Criteria > Sales, PreSales, Support, Implementation Assessments Exams

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Grow Business, Expand Your Portfolio

Expand your revenue opportunities while delivering increased value HFM Partners
Deliver HFM customers Essbase-based solutions Immediate opportunity, even with limited or no Essbase skills Gain Essbase experience

Essbase and BI Partners

Integrate HFM data into your offering Immediate opportunity, without need to invest in building HFM skillset

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Grow Business, Expand Your Portfolio

Explore these KZs & Specializations

Specialization Oracle BI Apps Specializations Oracle Essbase Oracle BI Foundation Specializations Oracle Hyperion Financial Management Oracle Hyperion Planning

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