Organizational Transformation Opportunity

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Organizational Transformation Opportunity

• Glo Gordon, Vice President, Communications
• Matt McFerrin, Sr. Industry Director, Oracle
  Communications

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Initial Thought On Organizational Change

• Technological change is like an axe in the hands
  of a pathological criminal.
• -Albert Einstein, Really Smart Guy

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ATT Restructuring From regional to Consumer
and Business LOBs
An interview with Jeff Weber , vice president of
video products for ATT CED Whats ATTs
approach to satisfying growing consumer desire
for the convergence of services? JW We made an
organizational change last year, and were
implementing it now. Wireless and broadband and
video have been brought together under Ralph de
la Vega, who was in charge of wireless, and now
is the CEO of the combination. Sometimes
organizational changes dont matter. We think
this one does. The change is significant. Product
teams now report to one marketing manager. More
conversations are now happening in the normal
course of business on how to bring all this
together, conversations that may not have
happened before. Its a competitive advantage for
us if we continue to execute on it..
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Oracle ERP Modular Applications
PROC
AT
SCM
AT
SCM
FIN/PROJ
FIN/PROJ
HCM
HCM
CRM/MDM
CRM/MDM
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Old World Supply chain by business
function Tactical approach, with specialized
processes tied into core financials
Retail Supply Chain
Direct Fulfilment Supply Chains
Network Supply Chain

• Retail focus vital to wireless growth
• Typically disparate from storefront systems and
  other customer channels (e.g. enterprise sales)

• Supply chains specific to channels - call center,
  self care and enterprises sales
• Typically disparate from each other and the
  retail supply chain.

• Ideally, network planning driven by Financial
  planning
• Network processes disparate from customer channel
  processes

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New World Consolidated Supply Chain Examples Of
How Oracle Strategy Enables The Transformation
Oracles Demantra Demand Management lets you
sense and respond to demand from multiple data
sources
A Leading, global carrier is transforming
business by consolidating network and retail
supply chains and tying all to core financials
Device Mgmt
Planning
Asset Discovery
Billing
BT transforming to a foundational supply chain -
wrapped with edge applications - in support of
next generation services strategy across customer
channels
Planning
Asset Tracking
Store Replen
Fixed Assets
Core Financials
Oracle Transportation Management automates
logistics for all processes, modes, and
geographies
Fixed Assets
Reuse Mgmt
GL
Account Payable
Capital Projects
GL
Capital Projects
Warehouse
A/C Payable
A/C Payable
Fixed Assets
Warehouse
Procurement
Order Mgmt
Procurement
Inventory
Order Mgmt
Inventory
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Sprint Creates BMGFrom CDMA and iDEN to Consumer
and Business LOBs
Sprint Forms Standalone Business Markets Group
with Singular Focus -- Business and Government
Customers OVERLAND PARK, Kan.--(BUSINESS
WIRE)--Mar. 31, 2009-- Sprint (NYSE S) announced
today the formation of a new unit dedicated
solely to business and government users of
communications services. Composed of more than
4,000 sales, support, marketing and operations
personnel, the Sprint Business Markets Group
enables a sharpened focus on the needs of
enterprise, general business and public sector
customers..
To remain competitive, Sprint announced a number
of related organizational changes focused on
streamlining operations, reducing labor costs and
achieving greater efficiency.
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Multi-Channel Strategy Impacting Field Channel
Process - Lead to Oppty to Contract to Order
Oppty Mgmt
Improve Customer Experience Master system of
record improves all customer business process
Ordering
Bid Mgmt
Deal Governance
Customer Foundation
Business Intelligence
Customer
Infrastructure
Order Management
Supply Chain
Billing
Financials
Enhance Service Delivery Real time provisioning
dramatically improves order process for key
transactions

• Operational efficiency
• Integrated financial Intelligence improves deal
  governance processes

Retail/Network Transformation Demand driven
network planning improves deal margins
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BT 21CNFocused on improving processes across
organization lines
An interview with Karsten Lereuth, President
Global Telecom Markets, BT Global Services For
the business world, history shows that
organisations constantly adapting to the changing
environment have more chance of being competitive
and a better chance of assuring their futures.
In the carrier world today, survival also
depends on adapting. Specifically, it means being
willing to transform.
As part of their transformation, BT and Oracle
focused on 3 overarching business processes on
Concept to Market, Lead to Cash and Trouble To
Resolve
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Demand Driven Adaptive Planning

• Improve demand visibility with inputs from
  multiple sources of demand Customer, channel,
  order and shipment history
• Use statistical analytics to improve the
  forecast

Shape Demand

• Use new product introductions to capture demand
• Model promotions and sales incentives to shape
  demand

The demand driven company runs on real-time
information
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MTN Functional RestructuringRevised sales,
service, marketing, and strategy
As part of the increased focus on improving
capacity to deliver on the business strategy, MTN
South Africa has been restructured into a
functional organisational design. This has
resulted in revised sales and service, marketing,
and strategy and business development departments
being implemented. This structure has been
supported by a number of senior appointments
Extended Store POS CRM operations with Supply
Chain Planning, Demantra, and Demand Signal
Repository
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Retail Business Information Model

• POS (Point-of-Sale)
• Web stores Catalog
• Order Management
• Inventory Optimization
• Advertising Promotions
• Customer Service
• Workforce Scheduling
• Personalized Marketing

Buy-Side
Sell-Side

• Strategic Sourcing
• Advanced Planning Scheduling (Demand Driven)
• Inventory Optimization
• Pricing Strategy
• Cost Forecasting
• Purchase Order Mgmt.
• Retail Partnerships
• Warehouse Mgmt.

Customer Consumer Interaction
Sales Knowledge
Retailer Knowledge
Marketing Knowledge
Consumer Knowledge
Demand Knowledge
Product Knowledge
In-Side
Partners

• Manufacturing/Sourcing
• Sales Forecasting
• Inventory Optimization
• Distribution Logistics Effectiveness
• Financial Management
• Human Resources Training
• Corporate Governance

Data Warehouse
Suppliers
Inventory Knowledge
Distributors
Sourcing Knowledge
Forecasting Knowledge
Mfg Perf. Knowledge
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Retail Store Supply Chain Logistics
Collaboration Workflow
Integration Visibility
Store
Store Operations
Store Outbound
Store Inbound
Receiving
Shipping

• New Orders
• Shipments
• Supply Availability
• Stock Counts
• Serialized Tracking
• Merchandise Requests?

• Store-to-Store Transfers
• Returns / Reverse Logistics

• Transfers
• Receipts
• POs/ASNs
• Inbound Cartons / LPNs
• Demand Management

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EBS R12 Demand Signal Repository
Front Office Applications
Retail Store Data
Demand Signal Repository

• POS sales
• Price
• Store inventory
• Promotional plans
• Store replen. rules
• Store forecasts

Trade Promotion Management
Retail Execution
SOA-Based Integration
Product Lifecycle Management
Enterprise Performance Mgmt
Retail DC/ Distributor Data

• DC shipments
• DC inventory
• DC replenishment rules

Demantra
Predictive Trade Planning

• Data sources centrally cleansed, harmonized and
  aggregated
• Pre-built dashboards and reports
• Powerful BI capabilities
• Sense Respond event management

Pre-Built Integration
Sales Operations Planning
Other External Data
Demand Management

• Retail loyalty
• IRI/AC Nielsen
• Demographics
• Causal (weather, etc.)
• RFID/EPC

• More timely data - to better sense, shape and
  respond to demand
• More consistent data - usable across teams and
  applications
• Reduced manual effort and cost

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Final Thought On Organizational Change
Twenty years from now you will be more
disappointed by the things you didn't do than by
the ones you did do. So throw off the bowlines.
Sail away from the safe harbor. Catch the trade
winds in your sails. Explore. Dream.
Discover. -Mark Twain, Humorist, Author,
Occasional Cynic
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