By Hartmut Wiese-Oracle on Feb 23, 2016
All Presentations from the JDEdwards Global Partner Summit are available on the OPN Portal for Partners here
All Presentations from the JDEdwards Global Partner Summit are available on the OPN Portal for Partners here
Webinar Series for Partners
Learn How to Position and Sell Oracle E-Business Suite, PeopleSoft and JD Edwards EnterpriseOne on Oracle Infrastructure as a Service.
This Oracle Product Development-led webinar series consist of live presentation and Q&A.
Target Audience: Enterprise Architects, Cloud Architects, Solution Leads, Business Development Managers
For registration please sent an Email to firstname.lastname@example.org with the following information on or before MAR 4th.
A confirmation email alert will be sent to registrants upon approval. Participants will have a choice to attend one or more sessions.
*1 row per participant
Thank you for your continued support and partnership!
Lyle Ekdahl and John Schiff Invite You to Join the JD Edwards Business Development & Product Strategy Townhall Q4FY14 Update Call
Please join Lyle, John and their senior management teams to hear important information on the latest JD Edwards success and product strategy updates.
Learn about new, professional content, collateral and training resources to help you with your sales and implementation efforts. Attend this quarterly event and take advantage of this strategic information. This update replaces the meetings you might have attended in the past at events like Collaborate and Oracle Open World.
Here is a sneak peek at the agenda we are lining up for you:
We promise this will be an information packed hour!
Tune in Monday, March 24th, to hear firsthand the Q4 news surrounding JD Edwards, with an interactive Q&A session following the team’s update.
Monday, March 24, 2014
5:00-6:00 PM CET
Create a Calendar Event Link
eSeminar Dial-in Information:.
Dial in: 877-664-9137
International Call Link
JD-Edwards EnterpriseOne and Oracle Sales Cloud have many things in common: both offer a rich standard set of functionality, both can be deployed rapidly and both offer the maximum return on investment. Combined together, they deliver most of the business processes functions that are needed to run a Small or Medium Business.
Some of the benefits that any business may get from this unique combination include faster implementation, faster time to market, error reduction and better user adoption. Join the Oracle Sales Cloud partner community to find out more about the market’s most advanced Sales Force Automation cloud solution here.
THANK YOU ALL.
After 5 interesting days of presentation, network, workshop the JD Edwards Summit ended on Thursday NOV 22nd.We have chosen Dubai as the location to host this event as this region has the worldwide strongest growth for JD Edwards. The interest was high and we have to change location in order to not reject anybody for the customer day. Again a big THANK YOU to all 274 people who attended and also to all who made this event possible. I invite everybody to share her/his feedback on this blog.
Here is a small summary of the event itself. Once the pictures have been made available to me I am going to upload a selection to the EMEA JDE Edwards Partner Community Workspace and will make them available to the customer attended as well. The week was divided into three independent events:
DAY 1-2: Oracle and Partner. This part took place at the Oracle facility in Dubai. In total 69 people showed up during these two days and we had good presentations and discussions around various topics.
DAY 3: This has been the customer day. In total 136 people attended. This Customer Day took place at the Ritz Carlton. Lyle Ekdahl, Vice President for JD Edwards has given us an inside of the current situation and also an outlook of what is going to happen next within JD Edwards.
DAY 4-5: Workshops for Customer, Partner and Oracle Employees. In total 69 participants have been attending. In the functional track we have delivered workshops for Grower Management, Real Estate, Health & Safety and also for Attribute Management. In the technology workshop the group has gone through a variety on exercises around Café One, OneView Reporting and latest UI enhancements.
In the next days/weeks I am trying to do arrange an EMEA Partner Community Meeting around this event. It might be again the day before the event itself so please do not book your flights immediately now.
I created this Blog by reusing material from an internal Blog from Dave Loesch. I made only some minor format changes to his text.
(1): Forget the evaluation consultants
Most of the business processes in ERP have been automated for 40+ years. Who needs a consultant to spend a year on requirements analysis and comparing vendors when all of the products have proven themselves or the vendors wouldn’t be in business? Instead, ask for 5 names of customers in your industry, size and geography who have licensed the vendor’s products and that’ll narrow the list. (If you can’t find any vendors with 5 customers that tells you something.
(2): Are you doing this for the users or the company?
If you’re looking for an enterprise platform to run your business, know up front that your various departments and users have different priorities and drivers so getting everyone to agree is unlikely. Moreover, software experience has provided a consistent answer to “What’s the world’s best user interface?”
How many months would you need to evaluate the pros and cons of a motorcycle versus a bicycle? While they both have similar structures and purposes, it probably wouldn’t take you months to know which one to concentrate on. Then why do customers compare point solutions to ERP? Why spend months and millions figuring out if your users like Manhattan Associates or Maximo more than ERP? Save yourself the hassle! The users will almost always prefer the point system because they’re purpose built. (No need to worry about nosey accountants or slow-moving IT folks!) While inspecting ERP “fit” is reasonable, parading it in front of users next to a point solution is not the way to get users on board with what’s best for the organization.
(4): Ignore red herrings
Apps stores and downloading software via the cellular network is really cool. I mean, Angry Birds is so easy and so much fun! Wouldn’t it be great if I could download a PO app that I really liked? Well, yeah, but there’s little thing called integration and support that many cloud ‘paradigms’ don’t contend with. Sure, mobile is great, but can I really have my mechanics using a phone to access the engineering drawings on a centrifugal pump? Not being a Luddite here, but customers to need to make sure that all the cool stuff they ask for (or the vendor demos) is really practical and will be deployed in their lifetime.
(5): Know they vendor
One of the biggest problems in a mature market is customers start to see the vendors as interchangeable as the products. Buying software from IBM is a world away from buying from Oracle or SAP! (IBM generates about 60% of their revenue from services and we get under 20%. Do you think their strategic focus—or institutional inertia—is oriented toward creating repeatable COTS or maximizing services revenue? Likewise, does ORCL spend more on productization or creating billable moments for consultants?
An ERP decision is a long-term commitment. Maybe not a full-blown marriage, but close to raising a kid. After all, the average life of an ERP system is getting longer from 5-7 years to 10+ years. Think about all those Ventyx customers who are wondering if ABB is going to stay in the software business. Aside from having a reputation as a technology laggard, ABB just missed a quarter and replaced their CEO and CTO who pursued the software acquisition strategy. It’s already out that the new CEO is questioning the strategy leading one to wonder when the “core competency” press release gets issued. (“ABB is a controls company…). If you buy your ERP from a private equity firm, a services company or an industrial automation vendor, you need to recognize you’re not in complete alignment. Enterprise applications may be critical to you, but for many of these vendors it’s akin to corporate speculation. They sure aren’t going to upend their business to focus on (or even remain committed to) ERP.
I hope there’s a message or two worth exploring with your customer. (Particularly those considering an evaluation consultant armed with functional matrices!) But, if your customer remains committed to traditional evaluation models, perhaps they’ll consider this advice of a Fortune 500 CIO who once told his ASM:
Why would I do 3-4 day demos of products that are largely interchangeable? (He was looking at SAP, ORCL and MSFT.) Why would I spend thousands of dollars in travel and lost productivity to listen to another customer tell me how they chose to implement the system? That was probably valuable when ERP was new, but I implemented my first ERP system nearly 20 years ago. With tens of thousands of ERP proof points, what I need to do is go to Redmond, Walldorf and Redwood Shores and figure out whose culture and strategic direction best aligns with mine. There’s really little else that matters when you consider the amount of money and time invested in these 10+ year ERP relationships.
I suspect a lot of us would like to think so. The best product, best team, best person should win, right? Unfortunately, a Pulitzer Prize winning article in the Washington Post indicates that’s not always be the case.
Joshua Bell is one of the world’s greatest violinists. He once played “six of the most elegant songs ever written” in a busy DC metro station on one of the world’s most expensive violins. How many people paused to appreciate his virtuoso performance?
Anita Elberse, a Harvard Business School professor, uses the story to illustrate the importance of getting people’s attention in the crowded marketplace of ideas. In short, the experiment indicates having a great product isn't enough.
I couldn’t help but contrast these results with the emphasis we place on the demo and having the “best product”. While I’m not saying demo prep and product presentation aren’t important—we aren’t likely to win without them—they’re probably not enough to win.
Of course, good sales people will aver “People buy from people!” underlining the importance of relationships. While that’s certainly true, it’s not exactly a trade secret. (I suspect prehistoric fur traders who people liked did more business than jerks). We know strong competitors do the same thing—emphasize great product and build strong relationships—so how do we expect to stand out if we only do the same? Why should a customer buy from Oracle and not someone else?
While the reasons can be different in every deal—integrated stack, OBAs, partner ecosystem, BPO et al—if we allow the decision to be solely based on the ERP product and relationships, we’re not only missing our chance to stand out but we’re exposing the deal to forces we can’t control (e.g. the sales rep and buyer are members of the same cycling club).
It might help our win rate if we thought of Mr. Bell slowly, sadly stroking his precious Stradivarius as commuters whisked by nary sharing a glance.
Sometimes the best product simply isn’t enough.
(by Dave Loesch, Oracle)
If you have missed this session inside the Innovation in Apps event which took place on APR 8th you can find the recording here now. You need to register first on that page before the Launch Button becomes visisble and you get access to this recording.
Inside this 33 minute presentation we explain the benefits of using the Oracle Business Accelerators and how to use them in your Sales Cycles. You also see the new Look & Feel for the JDE 9.1 OBA.
Be aware that there are multiple JDEdwards OBAs now available for different verticals. If you want to learn more please go to the Oracle Accelerate for midsize application Knowledge Zone here. You find this inside the Application category.
You can access via Streaming recording or a download of the recorded session. The recordings do require a WebEx ARF player – free and quick download.
Day One: Focus on UI and Applications impact of Tools Streaming Playback Download Recording
Day 2: Focus on Technical Enhancements, Dev Tools, etc. Streaming Playback Download Recording
Learn and enjoy the exciting new offerings coming soon!
The partners that offer Oracle JD Edwards Accelerate Subscriptions do so via their Partner Private Clouds (PPC). The Oracle JD Edwards cloud solutions are offered only by qualified Oracle JD Edwards partners and they provide customers a complete Oracle solution that includes license software, maintenance, hosting and other services on a monthly subscription basis.
Qualified partners must be members of Oracle PartnerNetwork, be an Oracle Accelerate solutions provider and be enabled to deliver JD Edwards applications via Oracle Business Accelerator rapid implementation technology.
Currently we have many JD Edwards partners around the globe that offer the JD Edwards Accelerate Subscription model. To access a list of Oracle JD Edwards partners currently in this program click here.
To learn more about Oracle JD Edwards Cloud Computing read this recently published white paper: Oracle JD Edwards Cloud Computing. Choosing a deployment strategy that fits
I have uploaded the whitepaper and another presentation already to the EMEA JDE Partner Community Workspace. Please make yourself familiar with the prerequisites and contact your channel manager once you are ready to start the process.
hotel rates in Paris are extremely high in the targeted week due to an international Show of Aeronautic and Space with 2100 exhibitors and 350000 expected visitors.
We decided to move the JDE Summit for one week. Actual Dates are now JUN 24-26Registration pages are being build and will be placed here.
we just received the commitment from Lyle Ekdahl to support
us in Western Europe for a three day event in Paris in
JUN 17-19 changed, new dates JUN 24-26
As of today we can only share some rough information and a basic Agenda but we want you all to safe the date for this major event in Western Europe.Over the next days/weeks we will finalize the Agenda and will share it with you of course and we will create a registration page as well.
From a content perspective we are targeting a mix of Sales, PreSales and also Implementation content to be delivered in several tracks.
Please let us know your special interests. At the moment we are open for your suggestion and we are going to address your specific needs if possible.
The person in charge for this event is Gerard.Parc@oracle.com but you can also contact me with your ideas and feedback.
See also the latest JDEdwards YouTube uploads from regarding the new features coming with Tools Release 9.1.3 at the JDEdwards channel here.
What a good event! More than 120 sessions have been delivered to 700 people in total over the last 4 days. As every human being I could only attend one out of 12 streams which have been delivered in parallel. Here are my personal highlights during the last days:
Lyle has mentioned and showed a couple of very important information. OneView Reporting is now available for 9.0 customers. This was announced during the Keynote speech from Lyle on Tuesday morning. I strongly recommend all partners to reach out immediately (before Oracle is doing that) and resell OneView reporting to your customers. We have also seen a preview of the next enhancements regarding the User Interface. Please stay tuned for the 9.1.3 tools release announcements in the future.
Once again JD Edwards Development delivered a new functionality regarding Health & Safety Management. There has been a detailed workshop on Monday and also a breakout session to explain the functionality in more depth. Also Lyle highlighted this. For those who participated you might always remember "nails in head" like I do.
We have also seen the new User Interface for the JDE E1 Business Accelerator. There has been a Super Session on Tuesday and a breakout session on Wednesday with a detailed live presentation. The new Portal has a shopping card experience to select the needed processes for a customer implementation. Also the whole navigation has changed and it is really intuitive and very easy to understand, to use and to manage during future JDE implementations. This new UI only exists for JDE. Again a commitment from Oracle to JDE and to the Accelerator approach. I recommend each partner to verify the three existing JDE Accelerators and to use them for your implementations to get your customers live easier and faster. You find more information in the Accelerate Knowledge Zone herePartners hiring new junior consultants should verify www.ilearnerp.com. This Partner has created an online learning tool which is targeted only to get new hires to a junior consultant level. This offer is explicitly targeted for JDE Edwards partner only. They do not do any implementation. The estimated time to get to this level is 6-8 weeks. Currently the offering is available for Finance and Distribution. After each "lesson" there are all kinds of links to the content Oracle provides. This partner is willing to invest into translations and more content based on requests. They are offering standard packages but they are happy to discuss individual needs as well. The benefit for a partner using this service is simply that the senior consultants can be billed throughout the time and the junior are able to understand the seniors after that period.
Also very important to know and to use is the Oracle Learning Library. For those who are looking for dedicated content this is the place to go. Lots of new content and good filters to easily find the content you are looking for.
But the most important think to take away is the passion and power which I felt in every session. EnterpriseOne as a product has never been so strong as it is today. Oracle and Business Partner around the globe are very successful in winning new customers, upgrading the existing customers and also in retaining customers who has been out of maintenance.
A big "Thank you" to all EMEA Partner who participated this summit in Broomfield (Denver). We started with the first EMEA JDE Partner Community meeting already on Sunday prior to the event. I am going to provide the content from that session on the beehiveonline workspace in the near future. Regarding the event I truly believe everybody has his personal "takeaways" like me. Please share your feedback, comments and highlights regarding the summit here as well.
Oracle is using its own Fusion CRM System internally to manage opportunities. Important to understand is the changes within the Co-Sell process. What is a Co-Sell opportunity?
Compared to a pure direct license deal we distinguish between:
- a resell deal where a Partner is doing the Sales and the deal get signed on Partner paper (maybe supported from Oracle people)
- a Co-Sell deal where an Oracle Sales gets signed on Oracle paper but where this deal was strategically supported by a partner. It is a direct deal but the involved Partner gets recognized for his effort.
Partners get two kinds of recognition for Co-Sell deals:
-these transactions get counted as a business criteria within the Oracle Specialization Program and
-the revenue is recognized as part of the agreed Business Plan.
These are two major points why a partner should carefully verify if he is entered in the Oracle Fusion CRM opportunity header correctly.
These are the defined activities that a partner can be considered to be entered into the Opportunity Header:
- Approved Partner Solution:Deal is critically influenced through the use of a Partner developed Oracle Solution
- Demo Support: Partner leads and executes demo based on Oracle Solution
- Lead Source: Qualified Lead provided to Oracle directly by Partner
- References: Partner provides unique reference to assist with License Sales
- Sales Cycle Support: Partner provided significant value-add in support of an ongoing sales cycle
- Implementer: Partner presents to the customer a credible and low risk implementation plan
There is an internal Oracle process established each partner manager is trained on. Please communicate with your Partner manager in order to get your good work recognized. I definitely know that several deals each quarter are not correctly treated. I want each partner to be aware that this process exists and you can claim your recognition through your Partner Manager.
Later today I am going to reach out to the JDE Partner in EMEA I am already in contact with and ask for participation and collaboration within the new EMEA JDE Partner Community. I am very excited about this community and I really believe we will have much more success in the future selling and implementing JDEdwards in this large region.
For those who don´t know me yet ... I am really a long time in the JDEdwards business. I have been a JDE PreSales Consultant and joined JDEdwards in 1998 in Germany. After JDEdwards/PeopleSoft was aquired by Oracle I changed my role and become responsible on an EMEA level for the Oracle Accelerate and the Oracle Business Accelerator program. A lot of you are already know me ... and hopefully believe and trust me as well.
Within the last five months I talked to approx. 60 partners already face-to-face during the various events I attended. We had two PreSales Universities delievered already and I have been to one JDE Exsite event, a JDE Executive Forum, two User groups events and one JDE Partner Event. Again approximately 60+ partner discussions and everybody likes the idea of the community and how I am going to run this in the future.
At the JDEdwards UK User Group event (NOV 13) there was an external speaker talking about risk. It was a very good speech. One key element of his speech was that a sequence of (small) failures might lead to a big success. He gave very good examples from the history not software related at all but as a results some of the well done individuals everybody knows today started very small and they failed several times before they become successful. But these persons did not gave up and in the long run they win and succeeded. I really spent some time reflecting this to our business as of today.
My intention to write these lines is to convince each partner out there to think about investing in JDEdwards TODAY. There are currently a number of potential investment ideas on the table for you. We have a very strong and powerful ERP System. We have advantages against all our competitors. Each partner has the ability to create his own SaaS model and deliver individual services to the customers. We also have three Business Accelerators available which really speeds up the implementation by still having full flexibility to change for example any processing option if needed. A huge number of customers are on old releases globally and think about upgrading. New technology makes new business processes available (e.g. iPad). Oracle is a pretty much
forward looking company and we build tools and products. In the area
of JDEdwards our partners are combining the Oracle tools and products and bringing the value to the customers.
At one point in time you have decided to run your business on your own and to become a JDE/PSFT/ORCL partner. This was a risk of course at that point of time. You did not fail and this is very good of course. Business has changed and Oracle has the product and tools for you to become even more successful in the future but it is a very good time for you to take a risk again. I am not able to promise you anything but the situation is very good. You might not win every deal or increase your margin immediately but I truly believe you will find new ways of doing your business in the future by adopting some of our ideas. The only person who can stop you ... is you.
Please try something new/different. Success sometimes needs some time and initial failures but if you never failed - you have never lived. To get support during this phase please share your doubts, thoughts, experiences inside the new JDEdwards community and learn from others who went to similar processes. Please join here.
Take care and best regards