Post on 30-May-2018
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BEA Confidential. | 1
BEA AquaLogic BPM
March 12, 2008
Andrew Hawthorn
BPM Product Marketing
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In 20 minutes, you will
Appreciate the BPM market opportunity
Understand BEAs differentiated value
Uniquely providing best-of-breed and Enterprise ScaleSupport for structured and unstructured processes
BPM & SOA business and IT collaborating together.
How to convince skeptics
Where to find more information
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A Promising Future
AquaLogic BPM is BEAs Fastest-Growing Product
Fastest growing segment of deployed software
All Analysts point to massive growth
IDC estimated 45% growth in 2006
CAGR 25% through 2011 to $5.5 B (IDC)
$3.1B in 2011 (Gartner), $6.1B in 2011 (Forrester)
BPM solutions being budgeted from LOBs and IT
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Business Process Improvement Ranks asa Top Business Priority in 2008
25%
34%
38%
62%
65%
Merger or Acquisition
Geographic Expansion
New Pr oduct or Service Line Expansion
Technology Upgrade
Business Proces s Improvement
*Source: Robert Half Managem ent Res ources survey of over 1400 C FOs in the US, Novembe r 2007. Data s hown for
companies w ith 1000+ em ployees. CFOs were allowed more than one response
CFOs were asked, "In the next two years, which of thefollowing initiatives is your company most likely to pursue?"
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And as an Top IT Priority, 3 Years Running
*Source: The 2007 Gartner Scenario: An Annual Report on the Current State and FutureDirections of the IT Industry, Gartner, September 15 2007
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Traditional Enterprise Applications Fall Short
15
13
21
51
*Source: Aberdeen Survey of 125 enterprises, Aligning IT to Business Processes: How BPM is
Complementing ERP and Custom Applications, Aberdeen Group, May 2007.
My software applications
allow me to quickly adapt tomost customer requirements
My software applicationsforce me to put limits onservices I can offer
My software applicationsforce me to employ somemanual processes to meetcustomer requirements
My software applications offerlittle or no flexibility to meetindividual customer servicerequirements
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BPM Customers
http://www.goldsmithwilliams.co.uk/http://www.wellsfargo.com/http://www.perotsystems.com/http://www.khov.com/http://www.integrogroup.com/http://www.voegol.com.br/http://www.pratt-whitney.com/index.asp8/14/2019 Example Field Kickoff - Singapore
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PROCESSPROCESS
D
e
p
ar
t
m
e
n
t
Challenge: Execute Processes That Span MultipleDepartments, Companies And Applications
Process The Perception
D
E
P
A
R
T
M
E
N
T
ERP
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CustomerService
Sales andMarketing
ProductionPlanning
Manufact-uring
Inventory &Logistics
Finance
SFA ERPLMS
SCMB2B
Enterprise Infrastructure Services
(Portal, SOA, LDAP, EAI, E-mail, IT Operations)
PMS SCMCustom
ERPCRM
Organizational Units
ERP
MESFMS
The Process Truth
Process
es Product ConfigurationProduct Configuration
Order ManagementOrder Management
Warranty & Returns ManagementWarranty & Returns Management
Missed
Exceptions
Escalating
Costs
Process
Disconnects
Reality: White space between departments and systems
causes breakdowns in execution and efficiency
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Why BEA?
No CompromiseEnterprise-class quality anddelivery
Leading-edge productinnovation
ProvenEnterp
riseCla
ss
Product Innovation
BEA
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Flexible, collaborativeBPM tools bridge
people, processes andsystems
Mirrors real work andcaptures the out-of-
band processes
Support structuredandad-hoc processes
AquaLogic BPM Differentiators
Multi-Platform Support
Connects to a Varietyof Backend Systems
Pre-Integrated SOA
Product andOrganization Scale
Global Reach
Enterprise-Class
Built for Scale
Single comprehensive
solution for end-to-endbusiness process
Fully integrated not apatchwork quilt for all
types of processes
Facilitates RapidApplication
Development
Single BPM platformfor Business andIT
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Support structuredandad-hoc processes
Enterprise-Class
Built for Scale
Flexible, collaborativeBPM tools bridge
people, processes andsystems
Mirrors real work andcaptures the out-of-
band processes
AquaLogic BPM Differentiators
Multi-Platform Support
Connects to a Varietyof Backend Systems
Pre-Integrated SOA
Product andOrganization Scale
Global Reach
Single comprehensive
solution for end-to-endbusiness process
Fully integrated not apatchwork quilt for all
types of processes
Facilitates RapidApplication
Development
Our engine repair
projects involve a lot ofdiscussions, emailsand decisions work
outside of systems. Wehad to capture the realcollaborative work to
optimize end-to-endprocesses.
- Pratt & Whitney
Were processing
more than 30 millionupdates per monthwith BPM and havereduced eligibility
exceptions by morethan 91% we needed
a vendor we could trustwith that scale.
- United Healthcare
AquaLogic BPM was
our choice, in great partbecause it letsbusiness users
effectively model andcommunicate their
processes with IT in
one intuitive, unifiedtool.
-Option One Mortgage
Support structuredandad-hoc processes
Enterprise-Class
Built for Scale
Single BPM platformfor Business andIT
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Business dashboards andhistorical & trend analysis tools
BEA AquaLogic BPM
A Comprehensive Solution for the EntireProcess Lifecycle
Process modeling, simulationand documentation
BusinessAnalyst
Process developmentand systems integration
ProcessDeveloper
BusinessOwner
Processexecution andmanagement
Business UserInteraction
ProcessParticipants
Enterpriseapplicationsand
databases
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Customers Report More Success withBPM with SOA
0% 10% 20% 30% 40% 50% 60% 70% 80%
IT control over business processes is "central" or
"optimal"
Commonly shares, links and reuses processes across
departments
Strategic ability to deliver rapid process improvement
BPM With SOA
BPM Without SOA
Source: BEA Survey of over 1000 customers and prospects, BPM Lifecycle
Assessment Survey 2006-2007
Strategic ability to deliverrapidprocess improvement
Commonly shares, links and reusesprocesses across departments
IT control over business processes iscentral oroptimal
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Process View of SOAEasy Access to Managed, Reusable Services
Service NetworkServiceRepository
Design time discovery Runtime Binding, Access
ServiceRegistry
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16
What is a Dynamic Business Application?
Designed for People
Built for Constant Change
Interactive and Dynamic
Biz Processes Drive Apps
Collaboration is Ingrained
UI driven by context, role,process expertise
Traditional Application
Built for Permanence
Designed for Systems
Strict Page-flow Sequence
App Drives Biz Process
Collaboration is Rare
Same Experience for All
Dynamic Business App
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Convincing Skeptics
How to Find Process in Your Accounts
Talk Business Process to Business Analysts 58% are in IT; 42% are report to a business managerOne of the fastest growing segment of work
Move away from TLAs (CRM, ERP) toward processes (order-to-cash)
Stress the willingness to prove-itCustom demos
POC
RFI/RFPs
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Paths to success
Understand Customer Processes & GapsMaturity Assessment
Establish Credibility & ValidateLeverage Technical EcosystemIndustry PacksCustom DemoProcess TemplatesState of the BPM marketRFP/RFI tools
Differentiate with ValueMaster Deck -> Custom PresentationBPM+SOA / Collaboration
POCService Offerings
Sold!
Understand Customer Processes & GapsMaturity Assessment
Establish Credibility & ValidateLeverage Technical EcosystemIndustry PacksCustom DemoProcess TemplatesState of the BPM marketRFP/RFI tools
Differentiate with ValueMaster Deck -> Custom PresentationBPM+SOA / Collaboration
POCService Offerings
Sold!
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Additional Resources(Salesportal.bea.com > ALBPM)
Industry-Specific Bundles Financial Services, Telco, Public Sector
Customer Materials Cornerstone Customer References, Customer Decks, Win sheets, Case Studies
Prospecting ALBPM Prospecting Guide Sales Training, Business Integration and Process Optimization
Prospecting Guides
White Papers Extend and Enhance SAP, BPM SOA, ALBPM Collaborative Edition, State of the BPM Market
Delivering the Message ALBPM External Master Deck, ALBPM CE Sales Preso
Competitive Information (through the competitive Wiki) CSO, Competitive Selling Kits, Get Smart: BPM Competition
Additional Sales Training Get Smart: FKO - Solution Selling ALBPM (Jesper Jorgenson)
Product updates and roadmap recordings
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Questions?