Technology Solution Selling Workshop Oracle Data Warehouse

Transcription

1 Technology Solution Selling Workshop Oracle Data Warehouse Prepared By: APAC Technology Readiness Team APAC Technology Business Unit

2 Agenda Market Overview/Setting the Scene High Level Oracle Solution Overview Customer Pains (x 3) Market Analysis Competitive Highlights Objection handling Take-away <Insert Picture Here> 2

3 The Business Drivers How did sales do this quarter and what is the year over year growth? How much revenue is driven by my current marketing campaign? What is the turnover in employees compared to the last 2 years? Why are they leaving? What is the expected revenue next year? Which products can I upsell/cross-sell and to which customers? 3

4 The Data Warehouse Challenge Moore s Law: CPU s double in speed every 18 months Growing Data Volumes: Winter Corp Top Ten Survey shows similar increases in database size Size of the largest data warehouse in TopTen Programs Database Size (TB) However, Disk Speeds are lagging. 4

5 PLANNING OPERATIONS FINANCE Your Infrastructure? MULTIPLE ROLES DIFFERENT METRICS AD-HOC PROCESS DISPARATE BI TOOLS AND REPORTING SYSTEMS FRAGMENTED DATA SOURCES FINANCE HUMAN RESOURCES? EBITDA? HIRING QUALITY? GOAL PLAN Multiple ERP Multiple SUPPLY CHAIN MARKETING BRAND? MODEL Multiple DATA WAREHOUSES Multiple LEGACY APPLICATIONS CUSTOMER SERVICE SERVICE LEVELS? ANALYZE Multiple POINT APPLICATIONS EXECUTIVE COMPANY HEALTH REPORT 5

6 What will drive the Data Warehouse market? Explosive growth in data volumes Need for accurate, timely information for Decision Making and Compliance Awareness of the value of information as a competitive edge 6

7 Oracle #1 for Data Warehousing Oracle 32% IBM 21% Microsoft 15% Teradata 9% Source: IDC, August 2010 Worldwide Data Warehouse Platforms Software 2009 Vendor Shares 7

8 Agenda Market Overview/Setting the Scene High Level Oracle Solution Overview Customer Pains (x 3) Market Analysis Competitive Highlights Objection handling Take-away <Insert Picture Here> 8

9 A Re-architecture Approach 9

10 Agenda Market Overview/Setting the Scene High Level Oracle Solution Overview Customer Pains (x 3) Market Analysis Competition Competitive traps Objection handling Take-away <Insert Picture Here> 10

11 Pain #1: No single source of truth Multiple interpretations Wrong decisions made Reduced service levels Customer, Staff, Stakeholders Loss of credibility IT, Management 11

12 Pain #2: Unable to get information in a timely manner Slow reaction to environment changes Opportunity loss Constant pressure on staff Non-optimal use of resources Manual errors abound 12

13 Pain #3: High operational cost Erode profit margin Decrease in shareholders returns Could lead to outsourcing Less budget for new initiatives 13

14 Uncover the Pains High Yield Questions What is the impact if you do not have accurate financial information? How do you ensure information accuracy with your current system? How quickly can you get the right information for decision-making? How many data marts (or reporting systems) do you have to maintain? What quality of service (performance, security and availability) levels do you have to attain? How long does it take for information to become available to end-users? Is your IT staff over burdened with end user requests for reports? How do you accurately know the performance of your products across multiple regions/ time? How many systems must you access to get the complete information you need? How quickly can you identify your best/worst selling products, customers, and suppliers? CFO CIO S&M Director How easily can you add new data sources for reporting? How do you plan to improve information access without increasing substantial cost? Chief Architect 14

15 Solution Components 15

16 A Re-architecture Approach 16

17 Oracle Data Integrator Conventional: Separate ETL Server Proprietary ETL Engine Poor Performance High Costs for Separate Standalone Server IBM & Informatica s approach Oracle: No New Servers Lower Cost: Leverage Compute Resources & Partition Workload efficiently Efficient: Exploits Database Optimizer Fast: Exploits Native Bulk Load & Other Database Interfaces Scalable: Scales as you add Processors to Source or Target Benefits Optimal Performance & Scalability Better Hardware Leverage Easier to Manage & Lower Cost Conventional ETL Architecture Extract Transform Load Next Generation Architecture E-LT Transform Transform Extract Load 17 17

18 Oracle GoldenGate The Solution for Enterprise-wide Real Time Data Needs Database and applications, Mixed sources, distributed systems, legacy, OLTP, OLAP Real-time information Mission Critical Applications & Data, Business Intelligence, Reporting for Customers, Partners & Employees Real-time Access Oracle GoldenGate delivers real-time access of real-time information, enabling companies to dramatically improve the availability, reliability, and performance of critical data across enterprise systems

19 Oracle GoldenGate Use Cases Enterprise-wide Solution for Real Time Data Needs Log Based, Real- Time Change Data Capture OGG Disaster Recovery, Data Protection Zero Downtime Migration and Upgrades Operational Reporting ETL Standby (Open & Active) Reporting Database Standardize on Single Technology for Multiple Needs Deploy for Continuous Availability and Real-time Data Access for Reporting / BI ODS ETL EDW Heterogeneous Source Systems Real-time BI Query Offloading EDW Highly Flexible Fast Deployments Lower TCO & Improved ROI Data Distribution 19

20 A Re-architecture Approach 20

21 Enterprise Grid Computing Reduce High Operational Cost Fusion Middleware Real Application Clusters Automatic Storage Management Database Enterprise Edition (ASM), RAC Enterprise Manager (Grid Control), Management Packs 21

22 Partitioning in Oracle Database 11g Advice, Ease business-driven designs Large Table Difficult to Manage Partition Divide and Conquer Easier to Manage Improve Performance Composite Partition Better Performance More flexibility to match business needs Transparent to applications 22

23 Advanced Compression Significantly Reduce Storage Costs Compress large application tables Transaction processing, data warehousing Compress all data types Structured and unstructured data types Improve query performance Cascade storage savings throughout data center Up To 10X Compression 23

24 Data Masking What The act of anonymizing customer, financial, or company confidential data to create new, legible data which retains the data's properties, such as its width, type, and format. Why To protect confidential data in test environments when the data is used by developers or offshore vendors When customer data is shared with 3 rd parties without revealing personally identifiable information LAST_NAME SSN SALARY AGUILAR ,000 BENSON ,000 D SOUZA ,000 FIORANO ,000 LAST_NAME SSN SALARY ANSKEKSL ,000 BKJHHEIEDK ,000 KDDEHLHESA ,000 FPENZXIEK ,000 24

25 Bring the Algorithms to the Data.. not the Data to the Algorithms OLAP Data Mining Statistics Analytic computations done by the database OLAP Data Mining Statistics Scalability Security Simplicity Single source of Truth Low information latency 25

26 Oracle Statistical Functions 26

27 A Re-architecture Approach 27

28 Oracle s Enterprise Performance Management System Complete, Open, Integrated Information Delivery Interactive Dashboards Reporting & Publishing Ad-hoc Analysis Detect & Alert Mobile & Disconnected Office Integration Search Embedded EPM and BI Applications Strategy Management Financial Close and Reporting Planning & Forecasting Profitability Management ERP Analytics CRM Analytics Industry Analytics Business Intelligence Foundation BI Server Common Enterprise Information Model Essbase Dimension Management Predictive Analytics Fusion Middleware OLTP & ODS Systems Data Marts Data Warehouse Database Machine OLAP Cubes Oracle, PeopleSoft, JDE Siebel, SAP, Fusion Excel XML Business Process 28

29 Oracle Exadata Database Machine Best for Data Warehousing Parallel query on memory or Flash Compressed 4TB of data in DRAM, 50 TB in flash 10x compressed tables with storage offload Overall up to 5X faster than 11.1 for Warehousing 30

30 Quelle GmbH Doubles the Performance at Half the Cost BUSINESS CHALLENGE Integrate various data sources To develop efficient, high-availability platform Difficult to analyze the data and align it with customer preferences Expensive Symmetric Multiprocessing (SMP) architecture ORACLE SOLUTION Oracle Database 11g Oracle Data Warehouse Oracle Application Server Oracle Business Intelligence Oracle Real Application Clusters RESULTS Performance Doubled; Costs Halved Replaced HP Superdome with 12 HP-DL 580 computers running on Oracle Real Application Clusters. Integrated 12 servers, achieving a 17 terabyte capacity. Standardized reporting provides more than 200 users with nearly 300 key indicators for 10 dimensions Customer Behavior Forecast Using Operative CRM 31

31 Benefits per Role Accurate information for proper decision making Better use of scarce resource, ensures better ROI Able to perform scenario planning from accurate, timely data Able to allocate more budget for other business initiatives Provide IT credibility to business user Ensure SLAs are met No need to troubleshoot disparate information interpretations Improve services to end users No more bottlenecks in report generation Able to track key KPIs Improve customer service levels Able to quickly react to changes in market demand Competitive edge against competitors CFO CIO S&M Director Simpler and agile architecture for sustainable growth More effective use of data Able to respond to ever changing business requirements Chief Architect 32

32 Agenda Market Overview/Setting the Scene High Level Oracle Solution Overview Customer Pains (x 3) Market Analysis Competitive Highlights Objection handling Take-away <Insert Picture Here> 33

33 Magic Quadrant for Data Warehouse Database Management Systems,

34 Magic Quadrant for Business Intelligence Platforms,

35 The Forrester Wave: Predictive Analytics And Data Mining Solutions, Q

36 Agenda Market Overview/Setting the Scene High Level Oracle Solution Overview Customer Pains (x 3) Market Analysis Competitive Highlights Objection handling Take-away <Insert Picture Here> 37

37 IBM STRENGTHS Market presence Hardware bundle Partner network Strong services arm (IBM GSA) Netezza inclusion WEAKNESSES Scalability - works best in SMP boxes Complex to setup and use High cost of ownership Netezza is not integrated in IBM s sales CONCERNS TO RAISE Oracle is the data warehouse market leader 40% vs IBM 23% How do you scale to address Data Warehouse growth over time (SMP vs RAC)? Oracle tops IBM in TPC-H performance tests in 300Gb, 1Tb, 3Tb, 30Tb segments For large data warehouses, Oracle offers Exadata that are much more cost effective to deliver superior performance RECOMMENDATIONS Highlight Oracle market leadership 40% Position Exadata which is best for data warehousing All in one technology that saves cost and ensures performance ETL, RAC, Compression, Partitioning, OLAP, Data Mining and Security 38

38 Teradata STRENGTHS Mindshare, buzz Referenced sites Data models WEAKNESSES Proprietary hardware Limited skilled implementation expertise Costly maintenance CONCERNS TO RAISE Oracle is data warehouse market leader 40% vs Teradata 11% Why introduce a proprietary set of hardware and software when you re already running your business on Oracle? How about availability of implementation expertise and on-going support? Can you scale easily and linearly beyond your initial estimated data size? RECOMMENDATIONS Stress proprietary nature of such appliances Stress lack of ready skilled resources for implementation and support while Oracle has a large partner network and customers can leverage inhouse Oracle DBAs as well Leadership in Data Warehouse space Oracle has an end-to-end offering from ETL, Database, BI, OLAP, Data Mining while the appliance sellers address only the storage aspects 39

39 Agenda Market Overview/Setting the Scene High Level Oracle Solution Overview Customer Pains (x 3) Market Analysis Competitive Highlights Objection handling Take-away <Insert Picture Here> 40

40 Overcoming Common Objections Sample objections & suggested responses Objections Our data warehouse will be very large and continue to grow; don't I need an NCR Teradata or IBM DB2 solution? We're considering appliances like Netezza, Datallegro, etc. for our data warehouse; Oracle doesn t do appliances. We'd like to consolidate our data marts, but are concerned about the challenges of managing very large volumes of data Suggested Response No, the world's largest data warehouses are built on Oracle.Why waste your budget on proprietary hardware and software that cannot scale? Some of our customers are Yahoo, Amazon, Egg Bank, Burlington Coat Factory, Giant Eagle and many others who have multi-terabyte data warehouses that can scale out at low cost Oracle offers Optimized Warehouses by working closely with the industry's leading computer manufacturers (including IBM, HP, Sun and Dell/EMC) to offer customers a choice of tested data warehousing configurations on a choice of platforms. Sun Oracle Database Machines is a pre-configured appliance for large data warehouses With features like advanced partitioning and compression, Oracle makes it easier to manage large volumes of data. You can efficiently manage your data warehouse from a single management console and make use of the latest self-tuning and self-diagnosing features of Oracle Database 11g 41

41 Overcoming Common Objections Sample objections & suggested responses Objections Suggested Response Oracle doesn t have any ETL or data cleansing capabilities; we ll have to buy additional 3rd party tools Wrong; Oracle Warehouse Builder is part of the database and it is optimized to prepare and cleanse data for storage in an Oracle Data Warehouse and analysis by Oracle or 3rd party BI tools. Oracle also offers the Oracle Data Integrator with richer ETL capabilities. Market leaders like SAS has an end-to-end solution but not Oracle, especially in the area of analytics Teradata and IBM provides Data Models but Oracle doesn t In fact, Oracle is more able to provide an end-to-end BI/DWH offering than SAS as 40% of the market relies on Oracle database for their data warehouse storage. In addition, Oracle offers the Oracle BI Enterprise Edition, Oracle Warehouse Builder for ETL, OLAP and Data Mining in an integrated stack Most of SAS implementations deploy Oracle as the warehouse No data model in the world is perfect and not easily extensible The data models are usually too complex to use and maintain. The customer business is usually made to fit the model instead of the model fitting the business Oracle offers the Retail Warehouse Model and the Banking and Telco Model are being developed Microsoft bundles all their technology like ETL, Analytical Services and database for a complete suite. Why should we buy Oracle? Oracle offers industry-strengths solutions for the complete data warehouse stack of ODI for ETL, DB 11gR2 for data warehouse and OBIEE for Business Intelligence. Each of these products are leaders within their space and yet integrated for a complete and scalable solution. So now you have the best of breed within a single stack. In addition, you can leverage all the world-class security and management features and options from Oracle DB. Microsoft s products are meant for small departmental deployments or test environment and they are not validated to be able to scale for enterprise deployment purpose. 42

42 Agenda Market Overview/Setting the Scene High Level Oracle Solution Overview Customer Pains (x 3) Market Analysis Competitive Highlights Objection handling Take-away <Insert Picture Here> 43

43 Complete, Integrated RAC Partition OLAP Data Mining Compression Enterprise Manager Security What can you sell? Oracle BI Applications Retail Comms FinServ Oracle App Oracle BI Enterprise Edition Plus Industry Data Model Industry-specific DW data models Retail today Others coming : Telecommunications Financial Services Industry LDM CGBU/ FSGBU/ RGBU Oracle Core-Tech product Oracle Database Enterprise Edition Oracle Database Machine + Exadata Storage 44

44 Question & Answer 45

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