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Second presentation for the course
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ACI Payment Service Management
Solution Selling Deck –Training Session 2 Presentation for internal use only
Agenda
• The competition - who they are and how do we differentiate against them
• The partnership between ACI and IR
• Internal and external resources
• How to price it
• Success cases we can use as reference
• Appendix
4 September, 2012 Confidential 2
The Competition Outlook
Myth – Prognosis products are only for BASE24
4 16 February 2011
Confidential 9/4/2012 4 Confidential
•This is untrue because:
• PSM is available for BASE24 and BASE24-eps
• PSM is available for Proactive Risk Manager (PRM)
• PSM is available for Money Transfer System (MTS)
• PSM is available for Postilion
• PSM will be available for Retail Commerce Server (RCS) and other ACI
solutions
Prognosis can only be used with BASE24 “classic”
PSM – Against the competition
5 16 February 2011
Confidential 9/4/2012 5 Confidential
Company Product Real-time info
Built for ACI
Easy UI customization
Live/Historic Comparison
Simultaneous Monitoring
Developed for Payments
Monitors PRM and MTS
ACI PSM
ESQ ATM/POS Transaction Analyzer
Insider Technologies
Reflex 80:20
NCR Aptra Vision/ Gasper
Wincor Nixdorf
Proview
IBM Tivoli
HP Operations (Openview)
Competition – A little deeper
6 16 February 2011
Confidential
Competitor Comparison
9/4/2012 6 Confidential
Company Product Key Market Strengths Weaknesses
ESQ ATM/POS Transaction Analyzer
BASE24 customers Attractive Dashboards
Difficult to Customize UI No troubleshooting ability No Real-time data drill down
Insider Technologies
Reflex 80:20 BASE24 customers
High level of functionality
Rudimentary, hard coded UI Multiple data views not supported
NCR Aptra Vision/ Gasper
BASE24-atm, BASE24-eps ATM Customers
Number 1 ATM monitoring
Attached to a single vendor Complex customization Difficult to implement
Wincor Nixdorf Proview BASE24-atm, BASE24-eps ATM Customers
Tight integration with Wincor Nixdorf ATMs
Attached to a single vendor Complex customization Difficult to implement
IBM Tivoli BASE24-eps on IBM platforms
Out of the box best practices
Aimed at small & mid size companies
HP Operations (Openview)
HP NonStop Solid infrastructure manager
HP provides a cobbled solution for ACI customers, Openview is a part of this
The ACI/IR Partnership – what does it mean to you and where to find help
In the Details
Prognosis revenue is split between ACI and IR as follows:
• License: 45/55 (ACI/IR)
• Maintenance: 45/55 (ACI/IR)
• Services: the company that performs the services receives 90%, the other
receives 10%
• Preferred pricing method is PUF
• Pricing below 75% ILF may not be approved
Signing the contract on ACI paper (preferred method):
• Services estimates are completed by ACI staff with input from IR
• Level 1 support calls are handled by ACI (24h support across the world)
• One vendor for all the customer’s contracts, one customer manager
• Sales are compensated on 100% of the contract
• ACI receives maintenance revenue
Signing the contract on IR paper
• Sales compensation is only calculated on the 45% that ACI receives from the
license
• ACI does not receive maintenance revenue
4 September, 2012 Confidential 8
Where to Go for Help – ACI
Within ACI:
• Product / Partnership / Pricing questions: Marina Brown
• Services: Work with your local services representatives. Any questions they
may have will be worked out with their US counterparts and IR, before
proposing final bid to the customer
• Marketing: Michael Grillo and the following resources:
• ACI Communities (Prognosis)
• Salesforce.com
• Documentation - Infolink
4 September, 2012 Confidential 9
Where to Go for Help - IR
Your IR counterparts:
4 September, 2012 Confidential 10
César Pizarro Territory Manager, Américas Integrated Research t: +1 (303) 390 8758 f: +1 (303) 390 8777 e: [email protected]
Jay Horton Director - Key Accounts Integrated Research t: +1 303 390 8712 c: +1 303 324 3099 e: [email protected]
Prognosis Pricing
Payment Infrastructure Solutions
Retail Banking
Wholesale Banking
Fraud
Payment Testing
ASSET for BASE24/BASE24-eps
ASSET for PRM
Payment Communications
Communication Services
(ICE/ICE-XS)
Communication Services
(ICE/ICE-XS)
Communication Services
(ICE/ICE-XS)
Web Access Services (WebGate)
Web Access Services (WebGate)
Web Access Services (WebGate)
Enterprise Security Services (SafeTGate)
Enterprise Security Services (SafeTGate)
Enterprise Security Services (SafeTGate)
High Availability GoldenGate GoldenGate
Payment Service Management
Prognosis for BASE24/BASE24-eps
Prognosis for MTS
Prognosis for PRM
Mobile
Mobile Payment Alerting
Mobile Fraud Alerting
Token Manager for Mobile
4 September 2012 12 Confidential
PST Enhancements for Infrastructure Cross-Sell
• In order to increase the
cross-sell ratio between
core ACI products and its
Infrastructure supporting
products, ACI automated
the cross-sell process within
the PST.
• When selecting BASE24-
eps, PRM or MTS in the PST,
ASSET and PSM modules
are automatically added
• They can be removed, but if
removed, a dialog box will
appear requiring entry of
reason why ASSET or PSM
was removed.
4 September 2012 Confidential 13
Note: Upcoming changes of PST to Salesforce pricing not reflected here
The Prognosis Pricing Process in the PST
9 May 2011 Confidential 14
Bundles for BASE24 and BASE24-eps
support.
Currently DEG based pricing. Planned
transition to transaction based pricing
for Transaction Insight and ATM Manager
Bundles for PRM support. Tiered
pricing, based on the total number of
PRM active accounts (if a customer has
Debit, Credit, AML, etc – take the total of
all accounts monitored).
Pricing based on currently available
PRM account report.
Individual Prognosis modules. Only
available for existing Prognosis
customers and if additional needs are not
covered by bundled products
User Stories
ACI Prognosis Wins
$2MM
$41,000
$84,000
$209,000
$500,000
$400,000 These wins
are all SNET!!
USER Stories
Complete User Cases Attached in Appendix of this Presentation:
• ANZ
• TSYS
• Speedway
• Cedicam
• Scotia
4 September, 2012 Confidential 17
Apendix USER CASES
4 September 2012 18 Confidential
User Experience
ACI Payment Service Management powered by Prognosis
ANZ Presentation for ACE America 2011
20
About ANZ
Among top four Retail banks in Australia.
Top ten listed company on the ASX.
The largest company in New Zealand by assets.
The largest Australian bank in Asia.
Providing a range of banking and financial products and services to
more than 5.7 million Retail customers, over 300,000
Commercial customers and in excess of 12,000 customers who
use Institutional products.
Employing more than 40,000 people worldwide.
21
Transaction Insight
• Transaction Insight provides complete insight into transaction performance,
availability and response time both real-time and historically.
• There are two analysis engines included, a grouping/statistical engine and a rules
engine.
• The grouping engine provides statistical views of the real-time transaction data
across multiple dimensions. The views can be used to detect and resolve
transaction processing problems such as excessive response times, denials,
reversals and stand-ins across any dimension including the card issuer, card BIN
and terminal.
• They can also be used to maximize business performance and profitability by
reporting volumes, response times, average transaction values, total transaction
value etc. across any dimensions including merchant, interchange partner,
terminal and entire network.
• The rules engine can catch transactions that meet user defined criteria, including
operational problems, issues affecting customers, or fraudulent transaction
activity.
• When an exception occurs, the transaction is instantly forwarded to the relevant
business group for immediate action or further investigation.
22
Scope of Monitoring
POS Devices ATM’s Transaction input
Multiple Communication Carriers
23
GUI Benefits
Key Benefits of a GUI Interface
•Information is available via a single screen
•Data can limited based on job requirements (i.e. Tailored Web View for POS and ATM’s areas)
•Reduces the needs to run system commands to establish system health and availability
•Increases audience scope
24
ATM & POS Monitoring
Key Benefits for monitoring
•Ability to monitor in real time for BASE24 POS / ATM transactional events
•Ability to monitor in real time for ATM / POS approval and declines rates
•Impacts are seen in a time flow sequence – which allows for faster diagnostics of
events when incidents are experienced
• Minimises the requirement to run BASE24 commands against production machines to
establish approval rates and application health checks
25
Post Change Monitoring
Key benefits post change
•Stream lined views to establish success of the change
•View can built in advance to perform post change verification
•Decline and approval codes can be assessed in real-time to minimise business days
impacts
26
Denied Transaction Analysis
Key Benefits for analysing declined transactions
• Whether its being declined at an issuer or acquirer level
• Reasons behind decline to be able to establish root cause of issue
• Establish stand in criteria and amounts
27
Interchange Diagnostics
Key benefits of interchange Monitoring
•Interchange availability and performance is available at a single glance
•Performance is tracked across three distinct timeframe which can be scaled (e.g. Aprv %
set at 10:00 Aprv %1 set at 10:05 Aprv %2 set at 10:02
•Volumes can trigger threshold alerts based on known transaction expectations
28
Drill down Capabilities
Benefits of drill down capabilities
•Investigate down to a BIN level
•Analyse at a granular level – calls are normally generic in nature and the further details
that cab sourced improve restoration timeframes
•Fraud attempts can be monitored and addressed
29
Time Frame Comparison
Key Benefits of Time Frame comparison
•The ability to trace back to when an event happened – this minimises investigation
timeframes as there is a logical start point
•Compare approval and decline rates to a defined period to establish trends
•Time comparison is a scalable field which can be tailored per view
User Experience
ACI Payment Service Management powered by Prognosis
13 April 2011 Confidential 30
Bill Logan – presentation for ACE America 2011
TSYS
About TSYS
• The worlds largest 3rd party processor of association-branded cards
(Visa, MasterCard, Discover, American Express)
• Process over 350 Million accounts.
• Perform over 7.1 Billion authorizations each year
• Peak volumes of over 1240 transactions per second
©2011Total System Services, Inc.® Confidential and proprietary. All rights reserved worldwide.
31
How TSYS Utilizes Prognosis
Here are the items we will cover
1. How we use the out-of-the-box tools to monitor our systems
2. How we have developed additional tools using the Advanced
Development Interface
©2011Total System Services, Inc.® Confidential and proprietary. All rights reserved worldwide.
32
How TSYS Utilizes Prognosis
Prognosis Modules TSYS Uses
1. Performance Manager
2. Disk Manager
3. Automated Operations
4. Automated Analyst
5. Application Development Interface
©2011Total System Services, Inc.® Confidential and proprietary. All rights reserved worldwide.
33
How TSYS Utilizes Prognosis
©2011Total System Services, Inc.® Confidential and proprietary. All rights reserved worldwide.
34
How TSYS Utilizes Prognosis
Out Of The Box Monitoring:
• CPU Utilization
• Process Utilization
• Disk Space
• Disk I/O
• TMF Transactions
• Pathway Configurations
• Spooler Utilization
• Database Replays
©2011Total System Services, Inc.® Confidential and proprietary. All rights reserved worldwide.
35
How TSYS Utilizes Prognosis
©2011Total System Services, Inc.® Confidential and proprietary. All rights reserved worldwide.
36
Application Development Interface
• Monitor Base24 logs
• Integrate transaction data with system resource data to provide capacity
planning reports
• Monitor authorizations, generate alerts when a threshold has been
reached of transactions not authorized on the primary node.
• Import NDM data and provide reports of transmissions
• Extractor / Replicator Monitoring
How TSYS Utilizes Prognosis
©2011Total System Services, Inc.® Confidential and proprietary. All rights reserved worldwide.
37
Prognosis Relationship
• Integrated Research has truly partnered with TSYS.
• Listened to our suggestions and created enhancements to the software
based on them.
• Provided to support to us and helped resolve issues with other vendors
products.
User Experience
ACI Payment Service Management powered by Prognosis
13 April 2011 Confidential 38
Robbin Gaugler
Credit Analyst/Technical Liaison
PRESENTATION FOR ACE AMERICA 2011
Speedway LLC
About Speedway
• Speedway has 1300 convenience stores and manages credit
for 250 others
• Speedway processes proprietary fleet and prepaid cards as
well as bank and fleet cards on Base 24
• Processes over 60M transactions per month
13 April 2011 Confidential 39
How Prognosis is used at Speedway
Speedway uses Prognosis as it’s Operator
13 April 2011 Confidential 40
13 April 2011 Confidential 41
FBR1622Day Threshold
FBR1622Night Threshold
FBR24Day Threshold
FBR24Night Threshold
FBR815Day Threshold
FBRFranDay Threshold
Fall Back Reporting Database
Customized Code for Monitoring Fallback at our Locations
Prognosis Transaction Surveillance
Populate the user defined fields with total dollar amounts for NAC groups specified
by Speedway.
The following NACS group mapping will be implemented:
USER-FIELD1 FUEL - codes 001-099 + (ptlf.auth.retl^sic^cde '=' "5542“)Outside
purchases only.
USER-FIELD2 TOBACCO - codes 410-419
USER-FIELD3 PREPAID CARD ACTIVATIONS; code 533
USER-FIELD4 GENERAL MERCHANDISE - code 400
USER-FIELD5 GENERAL ALCOHOL - codes 480-489
USER-FIELD6 GENERAL DELI - codes 490-499
USER-FIELD7 GENERAL FOOD SERVICE - codes 500-509
USER-FIELD8 GENERAL DISPENSED BEVERAGE - code 430-439
USER-FIELD9 Future Speedway use.
USER-FIELD10 Reserved for card exclude list flag.
13 April 2011 Confidential 42
Maintain a list of card numbers that are excluded from TSV rule processing to avoid “false”
triggers.
Proprietary Fleet card Risk Management
13 April 2011 Confidential 43
TSV for Bank Card Credit
13 April 2011 Confidential 44
13 April 2011 Confidential 45
Current Initiatives
BASE24 – POS CARD AUTHORIZATION FILE
(CAF)RECORD UPDATER Speedway requested assistance from Integrated Research to develop a
solution whereby fraudulent card usage will result in automatic card disabling.
The solution will search the Base24-POS CAF (Card Authorization File) for a
specific PAN(Primary Account Number) and disable it so that no further
transactions will be approved by the Base24 Authorization module. The
process can also be executed from a PROGNOSIS Automated Analyst or
Threshold process. This allows Speedway to develop PROGNOSIS TSV rules
that when exceed they can “disable” a PAN number from use, thereby limiting
Speedway’s liability.
Statistical analysis of Fraud Reductions
Bank Credit Card Verified Fraud Summary (Prognosis)
2010 Totals 32% recovered
2011 YTD 35% recovered
04 September 2012 Confidential 46
Charge Backs as a % of Sales - Amount 0.017% 0.018% 0.014%
Charge Backs as a % of Sales - Transactions 0.008% 0.008% 0.009%
2009 2010 2011
www.aciworldwide.com
Questions?