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LinkEASY (Prototyp)
Linked Data Prozess Orchestrierung
LSWT2013 – 23.9.2013 (11:15 – 12:45)
Daniel Hladky, Ontos AG/GmbH
1
OntoQuad SPARQL
RDF Store
Structured data
sources like CSV,
XLS, RDBMS
Unstructured text
document sources like
HTML
Extraction and
conversion tools
“LinkEASY”
Data storages
LOD Cloud
SPARQL endpoint Datasets
RDBMS
BI, Reporting,
Analisys
OntosMiner / Eventos
Sales Process
Phases
(Roles)
Key
Activities
(*Required to
move to next Phase)
Result
Identification
(Sales/PS/BSPM/Reg. Mktg.)
Qualification
(Sales/PS)
Cover-the-Buying
Center
(Sales/PS/Services)
Proposal
(Sales/PS)
Qualified OpportunityAppointment Obtained
at the Right Level
Personalized
Proposal Submitted
Relationships with all
BC-Members
Order/Contract Signed
and Booked
PHASE 1
Decision
(Sales/PS/Services)
o  Proposal presented to
all key members of the
Buying Center
o  Evaluation committee has
recommended us
(formal)
o  Build trust and credibility
within top mgmt.
o  Solicit feedback from
influential Buying Center
members
o  Closely observe and
respond to competitors
activities
o  Restate value propositions
o  Decision-maker says
we have won (formal)
o  All business and legal
issues resolved
(Approvals obtained &
date set for contract
signing)
o  Perform win/loss analysis
(with customer)
PHASE 2 PHASE 3 PHASE 4 PHASE 5
o  Collect information and
organization chart about
customer (Internet, Annual
Report)
o  Target clients defined
based on Target
Customer Profile
o  Identify other sources of
new opportunities (contact
list, by customer, by
partner, ..)
o  Define the best procedure
to contact
this prospect (cold call,
letter, exhibition, …)
o  Obtain appointment
o  Prepare meeting agenda
o  Prepare appointment
o  Execute initial visit
(Michelin structure)
o  Identify opportunities and
check with PQP to identify
strengths and concerns
- Strong need/pain
- Feasibility
- Budget
- Management support
- Competition/USP
- Decision criteria
- Timeframe
- Buying Center
- ROI
- Turnover vs. effort
- Reliable Coach
- Joint Action Plan
- Cross validation
o  Define strategy (use
Opportunity Roadmap if
project size requires)
o  GO/NO-GO Decision
o  Set up OIAG Team selling
after GO-decision (if
applicable)à („YES“
decision)*
o  Gain access to all roles
in the Buying Center
o  All Technical issues
resolved (Bus. Req.
identified)
o  Understand individual
- Degree of influence
- Perception of urgency
- Business and
personal goals
- Decision criteria
- Opinion
o  Identify at least one Coach
o  Define a win:win solution
and convincing value
propositions
o  Select reference site (if
necessary)
o  Lobbying at the right level
o  Understand and
neutralize competitors
o  Submit preliminary contract
(if appropriate)
o  GO/NO-GO decision
(„YES“ decision)*
o  Personalized
presentations based on
individual needs
o  All technical issues
resolved or proof step
completed (final
review)
o  Develop proposal
(value proposition,
solution) - Team
o  Validate proposal
contents and ROI
statement (final review)
with coach
o  Fix date for
presentation of
proposal
o  T&Cs submitted
o  Solve open questions
o  Monitor activities of
competitors
o  Evaluation Committee
has recommended us/
Decision maker says
we have won (verbal)
Note:
Go to Qualification & Cover
the Buying Center if project is
identified late
Project submitted to Pipeline Project submitted to Forecast
(‘Mandatory’ Activities in bold print)
Verkaufsprozess - Informationsmodel
4
related_to
related_to
has
has
consists_of
consists_of
consists_of
CRM: MS; SAP, SugarCRM, etc
Verkaufsprozess und Quellen
5
Information
Sources
LD Prozess Orchestrierung
„Triplifizierung - Information Integration “
“LinkEASY Prototyp”
6
Herausforderung “Komplexität”
7
D2RQ
LDP Orchestration Framework
Object Link
DiscoveryOntology mapperMiner / MiniDix
Ontology to RDB
mappings
Ontologies LOD Discovery
Results
Meta Information Database
OntoQuad
RDF Database
Ontology
Editor
Ontologyto
RDBMapper
Instance
Editor
SPARQL endpoint
D2RQ/R2RML
Automatic Link
Discovery
Manual Editing
and Correction
External
Relational
Database
WWW
Download Ontologies
Create and
modify
Ontologies
Edit RDF Objects
Open Data Set - 2
Open Data Set - n
Open Data Set -1
Link RDF
Database
Objects to
Open Data
Set Objects
Map Ontology
to RDB and
generate RDF
dataset
OntoQuad plays role of
the central Storage for
the collected triplified
RDF data
LDP Orchestrierung “Vision”
1. Ontologie / Vocabular
9
!
!
OntoDix
2. Binding Data Set
10
!
!
3. Mapp Ontologie to Dataset
11
!
Mapp and
create RDF
dataset
Linking (LIMES)
CRM (SugarCRM)
13
CRM - News
14
CRM – ERP Data
15
CRM - DBpedia
16
Zusammenfassung
17
CentOS
Android
LDP Orchestration - Outlook
¤ Web Applikation
¤  Linking, Fusion
¤  Monitoring
¤  WorkFlow / Customizing
¤  Widgets
¤  “Easy to Use”
¤  ToolBox
- LIMES, SILK, etc
- D2RQ, Sparqlify, etc
¤ Research Project 2014+
¤  Interested ? Contact me
18
!
Q&A
Daniel Hladky
Ontos AG / GmbH
Schweiz / Leipzig
T: +41 32 33292-50
M: +41 79 35350-43
E: daniel.hladky@ontos.com
19
OntoQUAD (free non-commercial use)
http://www.ontos.com/products/ontoquad/ontoquad-registration/

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Ontos Talk at LSWT 2013

  • 1. LinkEASY (Prototyp) Linked Data Prozess Orchestrierung LSWT2013 – 23.9.2013 (11:15 – 12:45) Daniel Hladky, Ontos AG/GmbH 1
  • 2. OntoQuad SPARQL RDF Store Structured data sources like CSV, XLS, RDBMS Unstructured text document sources like HTML Extraction and conversion tools “LinkEASY” Data storages LOD Cloud SPARQL endpoint Datasets RDBMS BI, Reporting, Analisys OntosMiner / Eventos
  • 3. Sales Process Phases (Roles) Key Activities (*Required to move to next Phase) Result Identification (Sales/PS/BSPM/Reg. Mktg.) Qualification (Sales/PS) Cover-the-Buying Center (Sales/PS/Services) Proposal (Sales/PS) Qualified OpportunityAppointment Obtained at the Right Level Personalized Proposal Submitted Relationships with all BC-Members Order/Contract Signed and Booked PHASE 1 Decision (Sales/PS/Services) o  Proposal presented to all key members of the Buying Center o  Evaluation committee has recommended us (formal) o  Build trust and credibility within top mgmt. o  Solicit feedback from influential Buying Center members o  Closely observe and respond to competitors activities o  Restate value propositions o  Decision-maker says we have won (formal) o  All business and legal issues resolved (Approvals obtained & date set for contract signing) o  Perform win/loss analysis (with customer) PHASE 2 PHASE 3 PHASE 4 PHASE 5 o  Collect information and organization chart about customer (Internet, Annual Report) o  Target clients defined based on Target Customer Profile o  Identify other sources of new opportunities (contact list, by customer, by partner, ..) o  Define the best procedure to contact this prospect (cold call, letter, exhibition, …) o  Obtain appointment o  Prepare meeting agenda o  Prepare appointment o  Execute initial visit (Michelin structure) o  Identify opportunities and check with PQP to identify strengths and concerns - Strong need/pain - Feasibility - Budget - Management support - Competition/USP - Decision criteria - Timeframe - Buying Center - ROI - Turnover vs. effort - Reliable Coach - Joint Action Plan - Cross validation o  Define strategy (use Opportunity Roadmap if project size requires) o  GO/NO-GO Decision o  Set up OIAG Team selling after GO-decision (if applicable)à („YES“ decision)* o  Gain access to all roles in the Buying Center o  All Technical issues resolved (Bus. Req. identified) o  Understand individual - Degree of influence - Perception of urgency - Business and personal goals - Decision criteria - Opinion o  Identify at least one Coach o  Define a win:win solution and convincing value propositions o  Select reference site (if necessary) o  Lobbying at the right level o  Understand and neutralize competitors o  Submit preliminary contract (if appropriate) o  GO/NO-GO decision („YES“ decision)* o  Personalized presentations based on individual needs o  All technical issues resolved or proof step completed (final review) o  Develop proposal (value proposition, solution) - Team o  Validate proposal contents and ROI statement (final review) with coach o  Fix date for presentation of proposal o  T&Cs submitted o  Solve open questions o  Monitor activities of competitors o  Evaluation Committee has recommended us/ Decision maker says we have won (verbal) Note: Go to Qualification & Cover the Buying Center if project is identified late Project submitted to Pipeline Project submitted to Forecast (‘Mandatory’ Activities in bold print)
  • 6. LD Prozess Orchestrierung „Triplifizierung - Information Integration “ “LinkEASY Prototyp” 6
  • 8. LDP Orchestration Framework Object Link DiscoveryOntology mapperMiner / MiniDix Ontology to RDB mappings Ontologies LOD Discovery Results Meta Information Database OntoQuad RDF Database Ontology Editor Ontologyto RDBMapper Instance Editor SPARQL endpoint D2RQ/R2RML Automatic Link Discovery Manual Editing and Correction External Relational Database WWW Download Ontologies Create and modify Ontologies Edit RDF Objects Open Data Set - 2 Open Data Set - n Open Data Set -1 Link RDF Database Objects to Open Data Set Objects Map Ontology to RDB and generate RDF dataset OntoQuad plays role of the central Storage for the collected triplified RDF data LDP Orchestrierung “Vision”
  • 9. 1. Ontologie / Vocabular 9 ! ! OntoDix
  • 10. 2. Binding Data Set 10 ! !
  • 11. 3. Mapp Ontologie to Dataset 11 ! Mapp and create RDF dataset
  • 15. CRM – ERP Data 15
  • 18. LDP Orchestration - Outlook ¤ Web Applikation ¤  Linking, Fusion ¤  Monitoring ¤  WorkFlow / Customizing ¤  Widgets ¤  “Easy to Use” ¤  ToolBox - LIMES, SILK, etc - D2RQ, Sparqlify, etc ¤ Research Project 2014+ ¤  Interested ? Contact me 18 !
  • 19. Q&A Daniel Hladky Ontos AG / GmbH Schweiz / Leipzig T: +41 32 33292-50 M: +41 79 35350-43 E: daniel.hladky@ontos.com 19 OntoQUAD (free non-commercial use) http://www.ontos.com/products/ontoquad/ontoquad-registration/