BDM slide deck

The following slides are intended to be for a more business focused audience (Account Mgr.,

Corporate Account Mgr. etc.)

Claus Loos – Covast Corporation

EDI and AS2 Solutions

for

2004

Why Do You Need EDI?

B2B/EDI

B2C

B2B/EDI

B2B/EDI

A2A

A2A

A2ASuppliers and Outsourcers

Consumers

Customers and E-Trading

Communities

Intra-enterprise

A2A integration within an A2A integration within an enterprise may involve enterprise may involve applications running on the applications running on the same computer, on disparate same computer, on disparate computers within the same computers within the same data centre, or on computers data centre, or on computers distributed across a campus distributed across a campus or world-wide networkor world-wide network

B2B relationships may B2B relationships may involved application involved application systems running in systems running in different enterprisedifferent enterprisess, or , or conducted directly by an conducted directly by an end user (B2C)end user (B2C)

Recent industry statistics show EDI’s importance is not diminishing as expected a few years ago.

Used by 99% of the Global 1000 companies

More than 30 years and $100 billion invested

Core to business processes (i.e., P.O.s,funds transfer)

EDI will continue to account for the majority of B2B transactions

EDI revenues for software and services will grow from $1.8 billion in 2001 to $2.1 billion by 2006

Even with the maturation of of XML-based standards, EDI will continue grow

EDI = Important B2B Legacy

Where EDI is used today and tomorrow

Why BizTalk Server + Covast EDI?

Combines existing and future B2B

One platform for A2A and B2B

Takes away high Mainframe and VAN costs

Integrates EDI with the new open standards

Integrated AS2 Solution

Based on Microsoft technology in general and the fastest growing Integration Broker in particular

Covast Partner Status

Covast is the Microsoft recommended EDI Solution for BizTalk Server

The Covast EDI Accelerator for BizTalk Server 2004 is the 3rd generation of its kind

The EDI Accelerator is also available for BizTalk Server 2000 and 2002

Where does EDI fit in BizTalk Server?

BizTalk Server and CovastXML/EDI integration - on any platform

BizTalk Server BizTalk Server Standard EditionStandard Edition

bCentral Service orbCentral Service orMicrosoft OfficeMicrosoft Office

Non-BTS Server:Non-BTS Server:Windows, UNIX,Windows, UNIX,

AS400, Mainframe…AS400, Mainframe…

BizTalk ServerBizTalk ServerEnterprise EditionEnterprise Edition

Financial Financial ApplicationApplication

DistributionDistribution ApplicationApplication

Warehousing Warehousing SystemSystem

HTTP/FTP

XML/web services

Basic EDI functionality

VAN connectivity

Batching, validation

All EDI standardsAnd versions

Functionalacknowledgements

All mappings for XML and EDIAre maintained within BizTalk

One unified view for All XML and EDI messages

AS2, connectivity-send secure XML + EDI messages over the internet

What ships “out of the box” within BizTalk 2004 – What Can It Do?

BizTalk Native EDI will suffice when:– You only use a limited number of standard X12 or EDIFACT messages

– Don’t need batching

– You don’t need VAN or other EDI specific communications

BizTalk “out of the box versus Covast EDI Accelerator summary

   

Feature BTS 2004 EDI out of the box Covast EDI Accelerator

ANSI X 12 versions and transaction sets

Specific versions and documents supported:2040: 810, 832, 846, 850, 855, 856, 861, 864, 867, 9973010: 810, 832, 846, 850, 852, 855, 856, 861, 864, 867, 9973060: 810, 832, 846, 850, 852, 855, 856, 861, 864, 867, 940, 944, 9974010: 810, 832, 846, 850, 852, 855, 856, 861, 864, 867, 940, 944, 997

ALL versions and transaction set of ANSI X 12 (as well as subsets such as VICS, UCS, WINS)

UN/EDIFACTversions and messages

Specific versions and documents supported:D93A: DESADV, INVOIC, INRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, SLSRPTD95A: APERAK, DESADV, INVOIC, INVRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, SLSRPTD95B: APERAK, DESADV, INVOIC, INVRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, SLSRPTD97B: APERAK, DESADV, INVOIC, INVRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, PRODAT, RECADV, SLSRPTD98A: APREAK, CONTRL, DESADV, INVOIC, INVRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, PRODAT, RECADV, SLSRPTD98B: APREAK, CONTRL, DESADV, INVOIC, INVRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, PRODAT, RECADV, SLSRPT

ALL version and messages of UN/EDIFACT + standards used with Europe such as EANCOM, TRADACOM, ODETTE, VDA, GENCOD

Functional Acknowledgments Not supported

Batching Not supported  

VAN –Communication support

Not supported

Validation Very limited validation Extensive validation according to the standard

Competition in the EDI Marketplace

Large, Legacy EDI providers- Sterling Commerce- GXS (Global Exchange Services)… formerly GEIS - Harbinger/Inovis- Mercator

Moving to new revenue sources- Less focus on the VAN (from a revenue perspective)- offer countless adapters, bolt-ons; EAI products- support for AS2 and internet protocols- enhanced mapping/config tools

Selling against the competition- platform decision (.NET), BTS- flexibility, use of internet-based protocols (support for all VANS)- completes notion of B2B (inside to outside the enterprise)- TCO, ROI

The EDI Landscape

Provides opportunities to sell more BTS Licenses - additional procs- upgrade from standard to enterprise

Helps build opportunities for MS GTM for integration- e.g. when EDI is key to customer - advantage when addressing EAI competitors (WebMethods, TIBCO, etc.)

Promotes BizTalk as a platform decision (.NET)- current BTS customers that require EDI- potential new customers moving towards BTS (.NET) as their integration platform

Expands relationship with the customer- provides greater business value, ROI

How Covast can help to drive more BizTalk revenue?

Qualifying Questions – Identifying Opportunities

1) Are you currently doing EDI with your trading partners?

2) Why change your existing EDI infrastructure? (critical business issues/compelling event)

Common responses:- cost/savings - contract will soon expire- technical/feature issues w/ current provide- batching/distribution issues- demand of customer/trading partner- timeline/deadlines for new IT initiatives- single platform play (EAI driven)

3) Do you handle your EDI internally or outsource to a third party?

Qualifying Questions – Identifying Opportunities

4) Which software/service do you use to conduct EDI? How long have you used this service? (some large companies may use MORE than one provider)

5) Do you use a VAN to send your EDI docs? (note name of VAN)

6) Do you currently send any EDI messages via internet based protocols?

7) What types of documents are you exchanging with you business partners? 810 (Invoice)….850 (Purchase order)…856 (Advanced Ship Notice)….997 (Functional Acknowledgement)

8) What is your estimated monthly volume of EDI? (# of transactions, VAN fees, etc.)

9) What is your timeline for implementing a new EDI infrastructure?

10) CALL COVAST!

Joint customer successes across verticals

Manufacturing

Retail

Aerospace

Logistics

Energy

About Flextronics:

BusinessChallenge:

The solution:

Results:

is a vast, global provider of electronics-manufacturing services for a long list ofend users, including Ericsson and Xerox, Microsoft (Xbox)

a materially significant portion of Flextronics’ purchase-order activity is done byfax and e-mail, throwing a gigantic crimp into the efficiency drive by a company whose marketplace has become hypercompetitive.

Flextronics counts on BizTalk Server to enable it to communicate seamlessly with suppliers and customers who use Electronic Data Interchange, via Covast’s EDI Accelerator for BizTalk.

…30 percent to 40 percent reduction in the amount of time that

it takes to establish connectivity with a typical supplier . "If at 8 a.m., I receive1,000 orders, it used to be that by the time I had those keyed in manually, by keyboard operators, it would be the end of the day," Simpson says. "Now, I've got them shipped within hours."

James Simpson, senior director of IT for Flextronics

case study

case study

OSRAM SYLVANIA is the world’s second largest lamp manufacturer About Osram Sylvania:

It was important for OSRAM SYLVANIA to base new integrationprojects on Extensible Markup Language (XML), while preservingits existing trading communities and business processes, which are based on EDI.

BusinessChallenge:

“The combination of Covast’s EDI Accelerator with Microsoft BizTalk Serverenables OSRAM SYLVANIA to properly manage the co-existence of EDI andproprietary file formats with new, open standards such as XML. Our seven-year-oldlegacy EDI system could not do that; the challenge required both BizTalk Server and the EDI Accelerator.” said Michael Cipoletti, SAP EDI/XML Technology Manager

The solution:

This initiative will greatly reduce costs – chiefly by reducing the need for value-addednetwork (VAN) connections which now constitute about $25,000 per month.

Results:

Pre-Qualification questions 1. Do you currently have/use BizTalk Server?

• If no, go to question no. 2• If yes, Do you currently use EDI

2. Are you currently evaluating/considering BTS?• If yes, from which perspective are you going to use it?• -          Do you want to have ONE platform which provides XML and EDI functionality?• -          Do you want to replace your existing EDI system, such as Sterling Commerce(product

name is GENTRAN), Mercator, Innovis (ex Harbinger) and have limited need for XML

Business qualifications:• Why must they change (CBI's)?• What is their Budget?• What is their Project timeframe?• Who is the competition?• Who/Name of the decision maker; Title?

 

Technical qualification questions

EDI Software: (Sterling Commerce, Harbinger now Inovis)Document Types (EDI + other formats):EDI Standards (X12, others?)EDI Versions (ANSI X 12 versions such as 3060, 4010, 4020)EDI Document types (850 PO, 810 = invoice)Use Functional Ack's (997)?Number of Trading Partners:VAN Provider(s) now/future: (such as Sterling, ICC, Kleinschmidt)Document Volume/ day/wk/moPlans to replace VAN through AS2?Top 3 technical care-abouts  batching, hi-avail., BTS intergration  vans supt, EDI specs, doc track/trace

Typical Sales Cycle

Initial interest / qualification

Understanding of total MSFT / Covast solution (White paper review, product video, case studies)

Placeware business review and technical demo

Scope proof-of-concept (if needed)

Establish business agreements

Initiate POC

Benchmark results

Roll-out

Pricing/Support

EDI Accelerator is priced the same as the other Microsoft Accelerators– Enterprise Covast EDI Accelerator - $20,000/CPU

– Standard Covast EDI Accelerator - $4,000/CPU

EDI Accelerator has similar support and upgrade policies/procedures

Additional resourcesLink to our MSFT section on our website

where they could get sales readiness materials such as:– Covast battle card

– Competitive positioning against (Sterling, Mercator)

– White papers

– Next Covast training

– Case studies

Covast resources – got EDI call COVAST

Covast-MSFT video + product demohttp://www.microsoft.com/biztalk/partners/featured/covast.asp

 

The Covast –Microsoft relationshiphttp://www.covast.com/news/press.php?id=48

Covast Sales contact:

Jeff Sevel, Account Executive - WestPhone: 425-646-7344

Jeff.Sevel@covast.comRoy Carnes, Account Executive –East

Phone: 214-712-7352Roy.Carnes@covast.com

Microsoft/Covast relationship:

Claus Loos, Director BizDevPhone: 425-785-4462

Claus.Loos@covast.com

TDM slide deck

The following slides are intended to be for a more technical audience (Solutions Sales Specialist,

MCS etc.)

Claus Loos – Covast Corporation

EDI and AS2 Solutions

for

2004

Where does EDI fit in BizTalk Server?

Architecture

Stack Chart of EDI Functionality

What is needed to “do” EDI?

– EDI Auditing, managing & monitoring

– End-to-End acknowledgements

– EDI formats and document types support

– Control numbering

– Syntactic and Semantic validation

– Batching facilities

– Communication Protocols

Auditing

Acknowledgements

Formats and Types

Control Numbering

Validation

Batching

Communication

Native EDI – What Can It Do?

Auditing

Acknowledgements

Formats and Types

Control Numbering

Validation

Batching

Communication

Auditing

Acknowledgements

Formats and Types

Control Numbering

Validation

Batching

Communication

Native EDI EDI Accelerator

Native EDI – What Can It Do?

BizTalk Native EDI will suffice when:– You only use a limited number of standard X12 or EDIFACT messages

– Don’t need batching

– You don’t need VAN or other EDI specific communications

BizTalk “out of the box versus Covast EDI Accelerator summary

   

Feature BTS 2004 EDI out of the box Covast EDI Accelerator

ANSI X 12 versions and transaction sets

Specific versions and documents supported:2040: 810, 832, 846, 850, 855, 856, 861, 864, 867, 9973010: 810, 832, 846, 850, 852, 855, 856, 861, 864, 867, 9973060: 810, 832, 846, 850, 852, 855, 856, 861, 864, 867, 940, 944, 9974010: 810, 832, 846, 850, 852, 855, 856, 861, 864, 867, 940, 944, 997

ALL versions and transaction set of ANSI X 12 (as well as subsets such as VICS, UCS, WINS)

UN/EDIFACTversions and messages

Specific versions and documents supported:D93A: DESADV, INVOIC, INRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, SLSRPTD95A: APERAK, DESADV, INVOIC, INVRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, SLSRPTD95B: APERAK, DESADV, INVOIC, INVRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, SLSRPTD97B: APERAK, DESADV, INVOIC, INVRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, PRODAT, RECADV, SLSRPTD98A: APREAK, CONTRL, DESADV, INVOIC, INVRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, PRODAT, RECADV, SLSRPTD98B: APREAK, CONTRL, DESADV, INVOIC, INVRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, PRODAT, RECADV, SLSRPT

ALL version and messages of UN/EDIFACT + standards used with Europe such as EANCOM, TRADACOM, ODETTE, VDA, GENCOD

Functional Acknowledgments Not supported

Batching Not supported  

VAN –Communication support

Not supported

Validation Very limited validation Extensive validation according to the standard

EDI Accelerator - Communication

Value Added Networks– Atlas400, BusinessMail– GXS EDI*Express– IBM Information Exchange– ICC.Net– Inovis– Kleinschmidt– SITA– Sterling Commerce– GXS Tradanet– Transettlements– Uniplus 400 Net– Worldcom EDI*Net

Peer-to-Peer– AS2– OFTP– FTP– POP3/SMTP

– MSMQ– IBM MQSeries– HTTP– HTTP/s

EDI Accelerator - Batching

EDI Interchanges consist of multiple documents or even document types to be sent to one recipient– Cut communication costs

– Group logical batches of documents

Batching can be configured on the Send Port level from within the BizTalk Explorer

It can also be influenced from within a BizTalk Mapping

EDI Accelerator - Validation

All EDI Interchanges and Messages are validated agains the specification stored in the EDI Repository. The following is validated:– Syntax

– Mandatory elements and composites

– Segment repetition

– Separators

– Maximum and Minimum lengths

– Types

– Code sets

– Semantics (inter-segment and element relationships)

EDI Accelerator - Validation

EDI Accelerator – Control Numbers

Each EDI transaction is treated as a unique business document exchanged with a Trading Partner

This means that the transactions need unique identifiers

Control numbers can be generated per type of message and/or per Trading Partner

They can also be Transactional – meaning that no gaps will occur in the numbers and therefore the remote party can check if ALL transactions have been received

Inbound duplicates are NOT allowed

EDI Accelerator – Formats and Types

Supported formats:– X12 (U.S.)– VICS (U.S. General Merchandise Retail)– WINS (U.S. Warehousing)– UCS (U.S. Grocery Retail)– EDIFACT (Worldwide)– EANCOM (European Retail)– Tradacoms (U.K.)– VDA (German Automotive)– Odette (Automotive)– Cargo-IMP (Airfreight)– Gencod (France)– Name/Value pairs– Proprietary– Other (User Configurable)

EDI Accelerator - Acknowledgements

Full End-to-End handling of Functional and Technical Acknowledgments– X12 997 (Functional) and TA1 (Technical)

– EDIFACT CONTRL (Functional)

Interchange, Group and Document level acknowledgements

Time-out handling

Full reporting via Health and Activity Tracking (HAT)

EDI Accelerator - Auditing

All EDI documents passing through the EDI Accelerator are recorded in the database (metadata) and on disk (the EDI files themselves)

Timestamps for Receive, Translate and Hand-off to BizTalk MessageBox on the inbound

Timestamps for Receive, Translate and transmission to the EDI Partner on the outbound

Archive & Delete scheduler – prepare for storage on Tape or CD for legal purposes

EDI Accelerator - Auditing