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

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 9.4.1 (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 partners—both the larger consulting companies as well as smaller, specialized firms—bring 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.

http://www.oracle.com/us/partnerships/si/index.html

WHAT is a Systems Implementer?

© Copyright 2009 Fujitsu Services


System implementation efforts offer extraordinary challenges to information technology professionals

and the organizations impacted by the implementations. A successful implementation can reap vast rewards in organizational strengths and efficiencies. A failure can drain an organization of people, funds and vitality. Consequently, many people have puzzled over the reasons for the successes and failures experienced with these

implementations.

This paper examines these puzzlings and discovers that many answers lie outside the bounds of technology. To be added definitionhttp://net.educause.edu/ir/library/pdf/CMR0122.pdfColorado State University


“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 http://www.softwareinsider.org/

9 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.[1]

This is typically the most cost effective way.[2]

There are three types of services that may be employed for - Consulting, Customization, Support.[12]

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.

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.

http://en.wikipedia.org/wiki/Enterprise_resource_planning

http://en.wikipedia.org/wiki/Enterprise_resource_planning


Save costs

Improve ROI

Independent perspective

In-depth knowledge of your business

Focus on quick wins as well as long-term roadmap – a balance


“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 http://www.softwareinsider.

org/



“ 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 didn’t have any issues. As far as I’m concerned, Fujitsu just did it for us.”


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.“

http://www.fujitsu.com/uk/news/pr/fs_20100223.html

Recognition from Customers

Over 1000 customers voting for partners for the UK & Ireland Oracle User Group awards.

“The awards show that Fujitsu’s 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 company’s ongoing strategy is hitting the mark with customers.”

Andy Seferta, head of European Oracle Practice Fujitsu UK and Ireland

http://www.fujitsu.com/uk/news/pr/fs_20091021.html

Trusted Partner


“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


Understanding Your Business

Industry Specialist

Technology Specialist

Active in your User Community


“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 http://www.softwareinsider.

org/

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 we’re really working in partnership at all management and operational levels.”

Versus Short term?


“However, if you’ve 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 don’t have is the detailed knowledge –

all the tips and tricks that you gain from years of implementing

and using a system. So that’s 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


“You’ve 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 Fujitsu’s help we have proved that a shared services approach is not a myth. It can

exist and does enable business change… it’s a win,

win, win.”

When things go wrong


“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


“Key to the programme’s 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


"Really good project management, the dedication

and perseverance ofcolleagues across all partners

were key to its successful implementation”

“Fujitsu acted as the main point of contact

for the implementation”

Innovation examples


Oracle Business Accelerators

EPM

Asset Maintenance

Letters

Deepen contact centre

“The cost-effective Fujitsu solution had more technical credibility and, to Fujitsu’s advantage, has had great success with several other local

government authorities.”

Floodline Warnings Direct


ChallengeFive million people, in over two million properties, now live in flood risk areas in England and Wales. However, accordingto the government’s ‘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 FWD’s 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


Questions


Documents

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