Enterprise Applications Strategies 2007

© 2006 STKI moshav bnei zion 60910 tel 09 74 444 74 www.stki.info 1

Agenda

Applications MEGA Trends
Enterprise Applications
CRM
ERP
KM & ECM
Business Intelligence
MDM/Data Hubs
BPM
Portals


The Innovation Lifecycle

IT innovation
BPM SOFTWARE
ALLOWS MANAGEMENT HELPS CREATE THE NEW
TO FIX AND IMPROVE BUSINESS PROCESSES
ON EXECUTION OF
PROCESSES
The Innovation
Lifecycle IT

execution process
IT

COMPOSITE APPLICATIONS
ALLOW USERS TO IMPLEMENT
THE PROCESS


Application MEGA Trends

The pace of M&A increases
Large vendors moving downstream (SMBs)
More integrated solutions (Applistructures)
From Application-dependency to Platform-dependency
Processes-oriented, Vertical Solutions
Everything is becoming SaaS
Everything is becoming (web) 2.0


Applications Technology Radar
Interest
BPM
KM Web
7 2.0
0

20
0
2 Implementing

06
Operational
Operational BI
BI
Using ERP 2 MDM/
BPM
MDM/ ERP 2 ECM Data
ERP 1
Data hubs Operational hubs
Gateway Portals Portals
Collaborative
CRM Operational CRM
BI

20
Analytical
07

CRM

06
20

Analytical
CRM


How does SOA Impact
Application Choices?

Monolithic applications are decreasing
Monolithic platforms are increasing

SOA Survey:
Only 8% have live SOA deployments
17% are testing the enabling technology
36% are evaluating


Applistructure Vendors
Source: Butler Group

Plumtree


Disruptive Changes in the
Applications Market: 2007 & beyond

SaaS
Presented a new way of consuming software

Web 2.0
Presented a new way of producing &
consuming information


SaaS
Software as a Service

vs.

vs.


SaaS: WW Market Adoption

Worldwide SaaS Market:
t30% are already using SaaS
tMost vendors have an on-Demand model
t88% are satisfied (down from 92%)
tCRM SaaS AGR: 35%
tERP SaaS AGR: 45%


CRM and SFA:
Most Popular Saas Application Type

* Source: Cutter

SaaS: Israeli Market Adoption

Israel SaaS Market:
tMost organizations aren’t aware of this model
tSome are checking it for point-specific needs
tMost vendors aren’t pushing on-Demand (even
if they have an existing model in place)
2 Exceptions:
Salesforce.com
Salaries/Payroll


Application Projects
User/Vendor Value Chain

1 2 3 4 5
User Value- Vendor-
Responsibility Added Managed
Services Services


STKI IT Model


CRM


3 CRM Stages

Operational CRM:
Service, Sales, Marketing

(Actionable) Analytical CRM

Customer Experience
Management
feedback Mng. Self-Service Click-to-call

CRM Major Trends

t Small fragmented projects
t Legacy replacements
t Maximizing value from existing installations
t Operational Analytics: Real time Guidance, Event-
driven marketing
t CRM “Applistructures”
t Creating a “single customer view” by using CDI/MDM
t Hosted SaaS Model continues to grow
t Customer Experience Management will be the next
phase for CRM-oriented organizations

Customer Experience Management:
E-service

t Customer Experience Management is picking up
t E-service projects in Israel during 2007 will include:
tPortals to externalize CRM to clients
tCustomer Interaction Management
tImplementing CRM e-Service modules
tIncluding Click-to-call functionality in websites


SaaS CRM WW Market

No. of Employees CRM SaaS Growth
1-1000 36%
1000-5000 31%
5000 42%
Source: Data Monitor

CRM SaaS is
entering enterprises


Customer Data Integration (CDI)

t Customer Data is growing an average of 50%
per year
t Companies would like to deliver a consistent
view of the customer across the entire
organization
t First adopters in Israel for CDI solutions will
most likely be:
tFinancial Services Companies (First ones
being Insurance companies)
tTelecom companies (due to M&A activity)


CRM Implementations Recommendations

tThink Strategy while implementing
tactical projects
tDefine Implementation roadmap & Vision
tConsider CDI
tUse analytics in first phase
tThink about the customer experience


CRM Packages & Integrators in Israel:
Mid - High End Market
Package Rep in Israel Integrators
Siebel Taldor Taldor, IBM
Yael, Malam-Team,
Oracle Oracle
Enterprise

ONE1UP, Oracle, EDS
Peoplesoft Matrix Matrix
SAP, Express solutions Ness Ness, IBM, EDS, Advantech
Amdocs (Clarify) Amdocs Amdocs, HP
Pivotal ONE1 ONE1
Salesforce.com ONE1 ONE1
20 Partners, including:
Mid Tier

Matrix-Effect, Advantech,
Microsoft CRM Microsoft SIT, Team, Malam, Eyron,
We!, Netwise, Bynet SW,
Yael, Avaya….
MEGA Center Yael Yael
Onyx © 2007 STKI
IT Navigator
moshav bnei zion 60910 tel 09 74 444 74 www.stki.info
IT Navigator 22

Microsoft-Based CRM Solutions
In Israel

Company Solution NEW Clients (2006)
Car Market:
Meir, Eldan, Debis,
Rental, Leasing,
Lubinsky, Dorent
Import
Yashir Beit
Effect (Matrix) Capital Market
Hashkaot, Gaon Gemel
Tele Meeting Psagot Ofek
Gaon Beit Hashkaot,
Campaign Manager
Forum Beer Sheva
Team ‫מוקד בקרה וביטחון‬ Bank Hapoalim
Team ‫ניהול אגודות ותרומות‬ Bnei Zion hospital
Team ‫פניות ציבור‬ M. Of internal affairs
Advantech Capital Market
* This List doesn’t include internal IT Help Desk Solutions

CRM-Related Products:

Developing/
Solution Description Representing
Company
Enterprise Incentives Incentives,
Incentives Pro
Management Matrix-partner
Marketing Micro-
Yadata Yadata
Segmentation (Ad-hoc)
Kana Collaborative CRM Malam
Talisma – CIM
(customer interaction Collaborative CRM Business Solutions
management)

Feedback Mng,
Cemax Cemax
Complaints Mng.


CRM Consultants in Israel
(Partial List)

t Altenative
t Widelink
t Synergy: Campaign Management, Analytical CRM
t Sensecom: Call Centers
t Meteor
t IT solutions
t Deloitte Touche: Strategy, business case
t Accenture
t Several Independent advisors


HIGH-END CRM in Israel:
Price Per Seat

• License: $1K - $3K
• Integration: 2 x license
• Hardware: 1 x license
• Maintenance: 0.5 x license (for 3 years)
• Training &
Change Mng: 1 x license
• Testing: 0.25-0.5 x license
• Data Quality: 0.25-0.5 x license
Total: 6 x license
$6,000 - $18,000 per seat

Mid-Tier CRM in Israel:
Price Per Seat

• License: $500 - $1K
• Integration: 1 x license
• Hardware: 0.25 x license
• Maintenance: 0.5 x license (for 3 years)
• Implementation 0.75 x license
(training, testing,
data quality)

Total: 3 x license
$1,500 - $3,000 per seat

CRM - Israeli Market Positioning

Siebel Peoplesoft
Microsoft
SAP
Local Support

Oracle
Pivotal Enterprise
MEGACenter Salesforce
MID-Tier

Onyx
Clarify

This analysis should be used with its
supporting documents

Market Presence

CRM Selected Wins – 2006/1Q7
(Partial List)
t Peoplesoft: Telecom client (Field Service), Financial client
t Siebel: Bank Leumi upgrade/expansion
t SAP: Migdal, Excellence
t Oracle: Radware
t Microsoft: Comverse, Isracard, Navy, Ministry of Defense,
Assuta, Tehila, M. of Tourism
t Salesforce (80 new): Check Point, Aish HaTorah, Creo,
Edusoft, Tecnomatix Unicam, Shopping.com, Finjan,
Ceragon, Cyota, TTI telecom, Zend Tech, PowerDsine
t Pivotal: Ernst & Young, Raanana Municipality, Imbar
t Onyx: Tikshuv, OneCall, Celltick, Brightmark, Alladin
(customer portal), Starhome

Campaign Management
Package Vendors in Israel

Product Name Israeli Representative
Unica Gstat, IBM – Integrator
Chordiant IBM - Integrator
SAS Mia Computers
Teradata Analytic CRM Mittwoch
Siebel Marketing Automation Taldor
Peoplesoft Marketing Automation Matrix
Pivotal MarketFirst ONE1
Clarify Marketing Amdocs
Oracle Campaign Management Oracle
SAP Campaign Management Ness
MEGACenter Marketing Module Yael
Onyx Marketing Automation IT Navigator
Other CRM vendors…

Existing Installations

Campaign Management
Selected Wins (2006-1Q07)

t Unica: Visa (integrator - IBM), YES (intergator – Gilon)
t SAS: Bituach Yashir (integrator – Gilon)


CRM Project

1 2 3 4 5
User Value- Vendor-
Services Services


ERP


ERP Israeli Trends:
Enterprise ERP

t Most Large SAP ERP shops are using Netweaver
~50% are upgraded/are upgrading to ECC
t Most Oracle ERP shops are planning to use Fusion
Very high interest in BI EE (aka Siebel Analytics)
t In 2006 SAP focused on Financial Services, Public Sector
& All-in-one for other verticals
t Oracle focused on Financial Services, Retail & High-Tech
t Oracle & SAP will continue to push more verticals


ERP Israeli Trends:
Mid-market ERP

t Continued verticalization of mid-market ERP solutions
t Vendors are including more WF/BPM & integrated
analytics in their packages
t More “Bundling” of ERP + CRM


SaaS ERP WW Market

ERP SaaS is
entering SMBs

No. of Employees ERP SaaS Growth
1-1000 56%
1000-5000 45%
5000 34%
Source: Data Monitor

ERP is just starting to adopt SaaS (SMBs)
HR and ERP will be the fastest growing SaaS


ERP New Announcements
(main impact on Mid-market ERP)

tOracle announced its Accelerated Edition
(Preconfigured Verticals) for SMB market
tSAP announced A1S Saas-friendly package
tMicrosoft will enter the Israeli ERP market


ERP Packages & Integrators:

Ness, IBM, Taldor, Advantech, Malam, Team, EDS,
SAP, SAP All-in-One Ness
Accenture, HP, Aman, SRL, Danshir
Yael, Malam-Team, ONE1UP, Oracle cons., EDS,
Oracle Apps Oracle Israel
Advantech (Applet + Daemon), Ernst & Young
E-Tafnit Matrix Matrix
Priority Ashbal Ashbel, Tulip, Meidatech, Afek, RAAN, EDS
MFG/PRO SIT SIT
Movex Intentia Intentia
Aviv, MARS (retail) Aviv Aviv
ONE ERP ONE1 ONE1
Xioma,Malam- Team (Etop), RELS, Harel comp Malal,
SAP Business One SAP Business One
Complete, Menahel4U, Todan, Reut-ONE
Oracle Special Unitask, Afek, Motorola, Malam-Team, ONE1UP,
Oracle
Edition Advanteck (Applet + Daemon), Ernst &Young, Yael
KAV systems Kav Kav, Ardom
FinPro, Logistic Pro Almog Almog
Gan Tochnot Heshev Aman Aman
BPCS, Baan Matrix
© 2007 STKI moshav bnei zion 60910 Afek, IBM (Baan), Tulip (Baan)
tel 09 74 444 74 www.stki.info 38

ERP - Israeli Market Positioning
2006-1Q07

Enterprise ERP Medium - Large ERP SMB ERP
> 250 (Concurrent) users 100 - 250 users < 100 users

Priority
Oracle SAP SAP Oracle ONE1
All in one SAP
Local Support

BO ERP
ONE1 Priority Oracle SE
ERP
MFG/ Tafnit
MFG/ Tafnit Pro
Pro
Kav
Movex Aviv Movex Aviv

Market Presence
This analysis should be used
© 2007 STKI moshav bnei zion 60910 tel 09 74 444 74 www.stki.info with its supporting documents
39

ERP - Israeli Market Positioning
2006-1Q07

Enterprise ERP Medium - Large ERP SMB ERP
> 250 (Concurrent) users 100 - 250 users < 100 users

Priority
Oracle SAP SAP Oracle ONE1
All in one SAP
Local Support

BO ERP
ly
nt
ONE1 Priority Oracle SE
e d e
iliz
ERP
ttl ta es
ns g
MFG/ Tafnit

ab Ba
MFG/ Tafnit
Co han
Pro

St In
Pro

Aviv
C AvivKav
Movex Movex

Market Presence
This analysis should be used
© 2007 STKI moshav bnei zion 60910 tel 09 74 444 74 www.stki.info with its supporting documents
40

ERP Selected Wins 2006-1Q07
(Partial List):

t SAP: Bank Beinleumi, Excellence Nesua, Bank Leumi, Tel
Aviv Municipality, Phishman Holdings, Automatzia, MAAZ
ECC – Zim, Bank Leumi, Clalit Health Services, Strauss-
Elite, Shastovitch, Inbal…
t SAP All-in-one (Best Practices): Shastovitz, Widelink,
Telrad, Conegy, Zoglovek, Yafora Tavori, Diplomat, Dai
Telecom, Taldor, Nechasim & Binyan, Inbal
t Oracle: Frutarom, Iscor, Tama, Ormat, Radware, RH
Electronics
t Oracle Special Edition: BTG, Danpal, Polishak, IDT,
Extricom, GOnetworks, TAAT


ERP Selected Wins 2006-1Q07
(Partial List) – cont.:

t ONE1 ERP: Keren Kayemet, Negev Ceramics, Hachsharat
Hayeshuv, Mifaley Mazon, Lochamey Getaot, Elisha
Hospital, Givat Haim
t Tafnit: Academic Sector: Weissman Institute,Beer Sheva
College - Sami Shamon; Car Rental: Europcar, Traffic;
Financial (Factoring): Psagot, Haphoenix Platinum;
Healthcare: Assuta, Mayney Hayeshua, “computerized
closet” – Shiba hospital; Protected Tenancy: Mishan,
Shuster
t Aviv ERP: MARS (Retail ERP): Royalty Jewelry Chain;
Classic ERP: Ofakim, WTA; Logistics ERP: 13 hospitals


ERP Project

1 2 3 4 5
User Value- Vendor-
Services Services


HR Trends

tTalent Management
tEmployee Performance Management
tManaging Social Networks

Usually “ERP 2nd Phase” Projects


ERP Consultants
(Partial List)

t Deloitte Touche
t Accenture
t Meteor
t Tulip
t Bit-Plus
t Seker
t HMS
t Ernst & Young
t OIC
t Several Independent advisors


Knowledge Management


Web 2.0 Internal Impact:
The New Age KM

t A Cultural Attitude – user centricity
t A set of technologies – AJAX, RSS
t Best Practices for Collaboration – Blogs, Wikis,
Tagging, Communities

The Problems with Web 2.0-oriented KM:
hard to maintain consistency & quality,
overflow of information


Collaboration Tools

Webinars Portals

E-Mail

Shared Collaborative
Workspaces Document
Calendar
Management

Net
Meetings Wikis

Instant
Messaging
Blogs



Collaboration Technologies

* Source: CIO Insight


ECM Trends

t ECM platforms – OUT
t ECM Applications – IN
t Blogs, Wikis, RSS - IN
t Content Collaboration – IN

Collective Intelligence

New expected applications:
Web Analytics, Text Mining


The Information Constraint

Knowledge Workers = 50% of HR costs

Today’s Knowledge Worker’s spends ¼ his day
searching for information

The Problem:
Lack of Information
& Too much information

Organizations are losing 10% of their employees time…
searching for information


ECM Project

1 2 3 4 5
User Value- Vendor-
Services Services


Internal Enterprise Content Management:
Providers in Israel

Product Israeli Rep. Integrators Doc.Mng Archiving
FileNet IFN, IBM IFN Solutions X X
Documentum Ness Ness X X
Interwoven Xioma Xioma X X
Open Text - IXOS Consist Consist X
Content Manager IBM IBM, Matrix, Comtec X X
Open Text – Livelink ECM Top Solutions Top Solutions X X
Sharedocs ELAD ELAD X
MOSS Microsoft Many ISVs… X
Meridio HP HP X X
Omnisys, Matan, Yael,
DocMaster Omnisys X
Business Solutions
D2K Matrix Matrix X X
Ada system Artis Artis, Malam X X
Oracle (Stellent) – Q207 in Israel Oracle x x


External Web Content Management:
Providers in Israel

Product Israeli Rep. Integrators
Interwoven Xioma Xioma
Content Manager IBM IBM, Matrix, Comtec
MOSS Microsoft Many ISVs…
Scepia (WCM) Scepia Scepia
Ezcontent Bynet Bynet
Vignette Matrix Matrix, Real Commerce
Broadvision ONE1 ONE1
Consist Site Management Consist Consist
FileNet IFN, IBM IFN Solutions
Documentum Ness Ness
Open Text – Livelink ECM Top Solutions Top Solutions
Oracle (Stellent) – Q207 in Israel Oracle


ECM (Internal Content Management)
Selected Wins 2006-1Q07:

t Documentum: DSPG, Tel Aviv Municipality, BioLine
t FileNet: Hevra Leautomazia; Madanes agency;
upgrades – Phoenix, Ayalon;
t Content Manager: Shlomo Haskart Rechev
t Hummingbird: PRS Mediterranean
t Interwoven: Law offices (3), Moriah, Citypass


Enterprise Content Management
(ECM) Products in Israel

MOSS/Microsoft
Based Solutions

Documentum
Local Support

FileNet
Content Manager Enterprise

Interwoven Mid-Low
eDocs DM End
(formerly Hummingbird)

Meridio


Market Presence

Special Purpose KM Apps

Company Product Examples of Apps
Advantech ActionBase ‫מעקב אחר משימות‬
,‫ניהול מסמכים, מעקב אחר משימות‬
Elad Sharedocs ,‫פניות ציבור, מודול ועדות, ניהול חוזים‬
Captaris ‫נהלים, חיבור ל‬
‫ניהול לשכה, חוזרים ונהלים, ניהול תיק‬
Matrix D2K-Pro
‫עובד, ניהול התקשרויות וחוזים‬
,‫ניהול מסמכים וידע, ניהול פרויקטים‬
Omnisys DocMaster
‫ניהול משימות וישיבות‬

Short, pragmatic, cost effective projects
Will continue to be very appealing to Israeli clients

Office Management Selected Wins
(Selected Wins) 2006-1Q07:

t Sharedocs: Document Management: Haphonix, Moaza
Bitachon Leumi, Ichilov (also tasks), security client, Denia
Sibus
t D2K: Policies and HOZRIM: Bank Leumi, Bank Beinleumi;
Offices Management + Employee Records: Clalit
Hospitals



Company Product Examples of Apps
Olive Olive Software E-Publishing, Content Intelligence
Team - Malam Kana KnowledgeBase
Danshir
(Internative, DSKnowledge KnowledgeBase
Berale)
Mckit Linkware KnowledgeBase
Management of Archives/ Libraries/
IDEA IDEA
info Centers
Management of Archives/ Libraries/
Exlibris Exlibris
info Centers
Business Solutions Talisma Knowledgebase



Product
Company Product
Description:
Yael Software Shemesh CI Platform
Yael Software Tovana Text Mining Platform
ONE1 - Liam Kapow Web data integration
G-Wiz Intellidesk CI Platform
MindCite Citer Ontology-based KM
Svivot Contextor CI Platform
Other possible tools: Search engines, Rules Engines


Search & Information Retrieval
Players in Israel

Product Company in Israel
Verity/Autonomy Matrix, Aman
FAST ONE1
Convera HP
MOSS/SPS Microsoft
XRS 2001
Morphix Melingo

High-End Search is developing into Voice, Video
Low-End Search is growing from the desktop


Enterprise Search and Retrieval
Worldwide Positioning (Source: Butler Group)


Enterprise Search and Retrieval
2006-1Q07:

t Autonomy: Yifat (Audio + Video)
t FAST: Partner


Search-enabled BI
Easy access to structured and unstructured data

But don’t neglect security considerations!

IT KM Consultants
(Partial List):

t ROM Knowledgeware tNetwise – KM UI
t AKT - e-Learning tAman (Pamam) – KM UI
t IT Solutions tIndependent consultants
t Yael – KM strategy
t Byon - KM strategy
t Elad – KM methodologies
t Gait – document
management
t Digidoc – Scanning
processes planning




BI spending is on the rise

Around 15% Increase in Global BI spending
In Israel: around 30%

BI: What’s HOT and what’s NOT…

Meta Data Enterprise Reporting
Data Quality Ad-hoc query
Data Cleansing OLAP
Master Data
Management
EII
BI for the masses
BI for IT
Text Mining


New Age BI: Definitions


Next Generation BI

The application of BI Technologies to Business Processes =
“smarter processes”
Event-driven BI & BI-driven events
Real time guidance on what users should do (now) to
improve business performance

30% of large organizations are using real time BI apps
(source: Cutter)

Operational BI = Analytics + BPM/Apps


BI Trends 2007-8

Operational Analytics: BI for tactical everyday decisions
Real Time/Near Real Time
DW architecture questions (EDW vs. multiple DWs)
Need to handle security and permissions
Moving towards User-Managed BI (bringing in experts):
The BI Competency Center
BI Portal/Dashboard in almost every BI project


BI Project

1 2 3 4 5
User Value- Vendor-
Services Services


Business Intelligence:
The Evolution of Needs

In the Past… The future

The user t Upper Management t The entire organization
t Applications/ processes

t Help in making strategic t Automating Strategic
The target decisions Decisions

The tools t OLAP, Q&R, dashboards t Alerts/ Event Mng
t Enterprise DW t Process enablement

BI Covering the Entire Organization

EIS, Dashboards
Top
Management

KPIs
OLAP, Q&R Middle
Management
Data Mining

Operational BI Employees


Right Time Analytics (vs. Real Time)

* Source: DM Review
The Blended Approach:
Analyzing up-to-the-minute data in the context of historic information
so that actions can be initiated automatically


Which Application Domains are most
Popular? (Cutter Survey)


The Challenges of Operational BI

Operational BI requires more of a “SOA” architecture,
the old one isn’t suitable
Decentralization vs. one EDW: Threatens the “Single
Version of the Truth”
Requires different skill-sets: Operational + Analytic
Performance issues (high peak of events)
More real time = Less data quality/cleansing


BI Pitfalls

Security:

There is not enough awareness in the planning
stage to security issues in BI

BI has become “too useful” and easy to use

The planning/analysis phase is the place where
the problem begins


BI General Platforms (Part 1):

Ness, IBM, EDS
SAP BW Ness
Advantech, Taldor, SRL, Gilon, Team
Microsoft SQL Server BI Consist, Gilon, SoftCubes ONE1, HighView,
Solutions, Analytics Microsoft Israel Opisoft, Advantech, Gstat (data mining), SRL,
Foundation Bynet SW
Libi, Opisoft, Seven-D, Gilon,Consist,
Cognos Libi Advantech, Bynet SW, IBM, Gilon, Data Mine,
Mirkam (Energy), Malam-Team
SoftCubes (ONE1), Consist, Point of View,
Business Objects Matrix
Opisoft, Gilon, Matrix, IBM, Data Cubes, Yael
Webfocus Ness SRL, Gilon
BI EE (Enterprise Edition –
mainly Siebel Analytics) Oracle Consulting, Taldor, IBM, ONE1
Oracle Israel
BI SE (Standard Edition – (SoftCubes), Gilon, Advantech, Opisoft, Yael
mainly discoverer)


BI General Platforms (Part 2):

Rep in
Package Integrators
Israel
SPSS Genius Genius, Gstat
SAS Mia Computers Mia, Gilon (+EIS), Pareto
Gilon, Consist, HighView, Bynet SW,
Data Cube, Integrity, ONE1
Panorama Panorama
Ness (Panorama on SAP BW),
Business Solutions
Microstrategy Mittwoch Mittwoch
EIS (Sigma) Gilon Gilon


BI Specialized/
Complementary Products:

Marketing
Package Description
Company
Identifying business events (exceptions)
Verix (Business Events) Gilon
automatically and proactively
DQA Gilon Data Quality
BI Signal (Hiposoft) Gilon Operational BI - Alerts & KPIs on SAP
BI Portal Gilon Dashboard, BI Portal
Monitoring and Configuration Management
EQM Consist
for Business Objects
Gstat Analytical Platform Gstat Next best offer, Supply Chain


BI Players Worldwide Positioning


BI Suits:
Positioning in Israel

B.O Microsoft
Cognos
Panorama
Local Support

SAP BW
Oracle
Web Focus

SAS

This analysis should be used with
Market Presence its supporting documents
This positioning does NOT take into consideration 74 444 74 www.stki.info analysis with these tools
© 2007 STKI moshav bnei zion 60910 tel 09 the depth of 83

BI – Selected Installations 2006-1Q07
(Partial List) – Part 1

t Cognos – Flying Cargo, Kashia, Almondant, Bank
Mizrachi, EMC, Johnson & Johnson, Meonot Maccabi,
Optir, Mifaley Hamzan, DSP, Sinron, 10 (oil company),
T&T, Tikshuv CC; Cognos 8 upgrades: Cellcom, Israel
Train, Egged, Yafora Tavori, Bank Poalim, AVNET,
Hzorea, Catterpillar, Askopa, Keren Nizkei Teva, M. of
Prime Minister, Leumit Health Services, Derech Eretz
t Business Objects: 888 (Random Logic), Keshet,
Menora, Police; BOXI upgrades: Pelephone, Phoenix,
IEC, YES, NICE, Mifal Hapais, Comverse, Rafael,
KAMAG, Elbit, Mizrachi, ZIM, Tnuva, TAAS


BI – Selected Installations 2006-1Q07
(Partial List) – Part 2

t Panorama – Tel Aviv Municipality, Neopharm, Bank of
Jerusalem, Bezeq International, Yes, Lavi Timeteck,
Stimatzky, Castro, Nice, Amdocs (Scorecard), Mirs,
Polimer, Dizenhouse, Ralco
t Web Focus – Basasach, Hachsharat Hayeshuv
t SAS (BI Server: Reporting) – Mizrachi, Shikun and Binui,
Investment firm, Bituach Haklai
t Microsoft BI Solutions/PerformancePoint – Bezeq,
Mekorot, Clalit Health Services, Comverse…
t Oracle BI Suite – BI EE – ECI, IDF; Discoverer/DBI -
Tama, Teva, Mellanox, Audiocodes, Rafael, Air Force,
Tel Aviv Univ.


Financial and Budget Planning
Packages

Rep in
Package Integrators
Israel
GEAC Ness Opisoft

Hyperion, HFM HMS HMS
TM1 Byconix Byconix, Ernst & Young, ONE1
Oracle EPB Oracle Israel Ernst & Young, Yael, ONE1
B.O Planning + ABC (ALG) Matrix Matrix
Cognos Libi Libi, 7th Dimention
SAP SEM - BPS Ness Ness, IBM, EDS, Advantech
Power OLAP BPMknowledge BPMknowledge
SAS Mia computers Mia

3/2007: Oracle announced it will acquire Hyperion

Financial Planning Wins 2006-1Q07
(Partial List)

t Hyperion – Nice (budget planning)
t SAP SEM – Netafim, Agan-Makhteshim, Zim, Tower
t Cognos Planning – DSP, Bank Mizrachi
t BO Planning - Elbit

Slight Increase in budget planning
projects in Israel


BPM, Scorecard, Dashboard
players in Israel
Business Scorecard Gilon, Consist, SoftCubes ONE1,
Microsoft Israel
Manager(BSM) HighView, Opisoft
Cognos CPM, CMM, Celequest Libi Opisoft, Gilon, Libi, Data Mine
SoftCubes (ONE1), Consist, Gilon,
Business Objects CPM Matrix
Matrix, Point of View
Excellius (dashboard) Matrix Matrix, B.O partners
Oracle CPM Oracle Israel Ernst & Young, Yael
SAS EIP Mia Computers Mia, Gilon
Gilon, Consist, Opisoft, HighView,
Panorama Panorama
Softcubes ONE1
PBViews PerfomanceSoft PerfomanceSoft
Geac Ness Opisoft
Hyperion HMS HMS
TM1 Byconix Byconix
iDashboard Bynet Bynet
QPR BPMknowledge BPMKnowledge, Consist
SAP © 2007 STKI
Ness
moshav bnei zion 60910 tel 09 74 444 74 www.stki.info
SAP integrators 88

Specialists in Israel (Partial List)

• SoftCubes (ONE1)
• Gilon – Entered data mining (now includes EIS), BI applications
• IBM – stood out in campaign management, SAP BW
• Opisoft – stood out in CPM, Microsoft BI
• Gstat – stood out in Data Mining
• Synergy – stood out in campaign management projects
• Advantech
• HMS – stood out in financial BI
• Matrix – stood out in Data Quality
• Consist – stood out in B.O, Microsoft BI
• Point of View
• Aman – Stood out in Data Quality
• Match
• HighView
• Data Cube – BI for Retail


Data


Unmanaged Data:
The Problem

Data Silos:
Legacy data were modeled with vertical
applications in mind, which led to
duplication of the same information
across multiple data sets
Politics & Organization:
Organizations with vertically structured
IT organizations may not be quot;politicallyquot;
ready for the move toward a centralized
representation of information


Information Management

Data & Information are a valuable asset to
the organization, but…
Information remains an underutilized
strategic resource
More than 50% of business users aren’t
getting the data when they need it
Information Management will help companies
gain a competitive edge
50% of WW organizations have information architectures
& information management processes

Data Integration Problems



Data Architecture

* Source: BI Research, DM Review

Master Data Management (MDM)

An enterprise’s ability to deliver a consistent set
of information (about a specific entity) across the
entire organization
Operational as well as analytical applications
Source: Cutter

What impact does the data have on the business’ decision?

The MDM Architecture

* Source: Cutter

Benefits of using MDM

One common view of key data while Maintaining
the current structure
Enforcing “Data Policies” (who can access, who
can update etc.)
Reduces duplicate data entry
Cleaner information
Ability to execute processes faster (e.g –
marketing plans)
Cases in which MDM is almost crucial:
M&A
Compliance


MDM Implementation Methods

An External List
Index + Federation (EII style) Can be a
ODS/Federation combined solution

Coexistence

Offline vs. Online, Static vs. Dynamic


Implementing MDM: The Challenges

Change in the way we view data (managing
data as an asset)
Takes time, energy & cultural change
Need for data ARCHITECTURE & management
Performance issues


MDM in Israel

Organizations who are using an ODS will find it
easier to move to MDM
Organizations who are used to data silos will find
it very difficult
Most Israeli organizations don’t have a business
entity that is in charge of Data
Data Manager is the most important thing!
Israeli Verticals most likely to go into MDM:
Financial Services (mainly Insurance)
Telecom (due to high rate of M&As)


MDM/ Data Hubs in Israel

Rep in
Package Integrators
Israel
Oracle Data Hubs Oracle Israel Matrix

SAP MDM Ness Ness
IBM WCC (Customer), WPC
IBM Israel IBM, Matrix
(Product)
Tibco (CIM Collaboration
Yael Yael
Integration Model)
Attunity Infocus Attunity Israel Attunity
Teradata MDM (+i2) Mittwoch Mittwoch

* This list doesn’t include Data Quality/Cleansing


MDM/EII Product Wins
2006-1Q2007

SAP MDM: Migdal, Ministry of Health
Oracle Data Hub: Financial Data Hub Sale
IBM WII: M. of Education, Menora
Composit (EII) – Libi: Batey Zikuk, Orbotech, IAI,
Teva, IDF


BPM


The BPM Life Cycle

Monitor


The BPM Life Cycle

Innovation
Still a Best-of-Breed Market, Model
ruled by BPA vendors Replan Optimize

Using BPA tools has become
a Best-Practice for large- Analyze Automate
scale projects (i.e – ERP)
Monitor
/ Optimization
Monitor


The BPM Life Cycle

Model

Replan Optimize

Analyze Automate
Mainly used within / Optimization
Application Packages Monitor
Monitor
Processes


The BPM Life Cycle

Get Back to
Model Innovation

Replan Optimize

Usually used when real time
monitoring is needed (BAM)
Analyze Automate
/ Optimization
Monitor


BPM Adoption


BPM WW adoption still quite low
In Israel - even lower


BPM MEGA Trends

BPM Execution: Part of Application packages
BPM Modeling: Best-of-Breed Market
Using BPM tools for planning of large software
projects is becoming a best practice (not only used
by users, also by external integrators)
Microsoft recent BPM announcements (alliances) will
help commoditize BPM
Regulations and Audits are driving BPM projects
More BPM “solutions” (Semi-packaged processes)


BPM Recommendations

Use BPM as a tool for innovation: think about
“improved new processes”, don’t automate old ones*
Consider using BPA in every large project
Designate a process owner to each process
Consider the need for ongoing maintenance,
plan for it upfront*
When choosing a BPM technology,
BPEL support is a must

* Source: STKI 2007 BPM Round Table


BPM enables
Business Process Innovation

“If we apply knowledge to tasks we already know

how to do, we call it productivity.
productivity

If we apply knowledge to tasks that are new and

different, we call it innovation.”
innovation
Peter Drucker


BPM Project

1 2 3 4 5
User Value- Vendor-
Services Services


BPM Players in Israel – Part 1:

Other Integration
Package Rep in Israel
Partners
Malam-Team, Advantech,
Oracle FUSION, BPEL Oracle Taldor, and Many other
Potential Partners
Aris Seker

ProcessGene (Business Process Integration) ProcessGene

FileNet, Vflow IFN Solutions IBM, Yael
Provision (BPA) Niram Gitan XIOMA, BenefIT
Tibco BPM Yael
IBM PS IBM Israel Matrix
Biztalk + WWF (Windows Workflow Foundation)
And new BPM Alliances with Aris, PNMsoft, Microsoft Israel Many Partners, ISVs
Agilepoint, METAstorm, Amberpoint…
Sequence PNMsoft Matrix, Ness


BPM Players in Israel – Part 2:

Other Integration
Package Rep in Israel
Partners
AgilePoint Ness SRL
Ultimus Aman
Captaris Elad
Many Potential Partners – all
SAP BPM/WF Ness
SAP Integrators
EMC (Documentum + Proactivity BPM) EMC, Ness
BEA (Includes Fuego) ONE1-Liam E-wave
METAStorm, K2 Team-Malam
Optio SIT
QPR (integrated BPA + CPM) BPMknowledge Consist


BPM Selected Installations 2006-1Q07
ARIS: ECI (Post ERP maintenance), IAI (SAP), Radware (ERP
Oracle), Agis (ERP and compliance), Diplomat (ERP), Msystems
(Oracle ERP), Paz
ProcessGene: Migdal Group (business process integration), Teva
(global ERP rollout Multi Org Project), Keter Plastic (global SAP
business process integration), 5 projects abroad
Sequense (Panam): Makhteshim, TAMAT, IDF - MAZI, Hilan
K2: DHL, Tower
AgilePoint: Tel Aviv Municipality
Tibco: Partner, Bezeq, Pelephone(Number Portability), KD (+BAM)
Oracle BPEL: Dapei Zaghav, Mamram, Bank Israel
QPR: Pelephone (BPA + CPM)


Portals


Business Value of Portals
Process
Portals

Gateway
Portals

From Gateway Portals to09Operational/Process Portals
© 2007 STKI moshav bnei zion 60910 tel 74 444 74 www.stki.info 117

Internal Portals
Current State in Israel

t 1st Generation Gateway Portals are being
“abandoned” – most aren’t user-oriented
tRecommendations: use Web 2.0 concepts, pay
more attention to User Interface (UI)
t Organizations are building more and more
Process/task-oriented Process Portals
t Need for Portal Governance
t WSRP and JSR still aren’t used
t No inter-Portals integration YET


Portal Project

1 2 3 4 5
User Value- Vendor-
Services Services

Organizations want internal governance
AND external expertise
Some are building a “Joint” Portal center of excellence


Portals: Players in Israel

Company Product Name Integrators
Websphere Portal IBM, Matrix, Risotech,
IBM Workplace Services Express SPL-Idor, KITS-advantech,
NEW – Web 2 Workplace: “Hannover” Midlink, C-soft
Matrix, Team (Malam),
Microsoft SPS/MOSS SRL, SPL, Netwise, Elad,
Ness, Sqlink, Bynet,
Advatech, We!………
ONE1 BEA (+Plumtree) ONE1, Mckit, HP, e-Wave
Matrix, eWave, Coral,
Oracle Portal Taldor, Advantech,
Oracle
New: Web Center Unitask, Team-Malam,
Qesem
Ness, E121, EDS, IBM,
Ness, SAP Portals SAP Portal SRL, Advantech, HP, B2
Tech, Taldor
Matrix Vignette, Peoplesoft Portal Matrix
Sun Java System Portal Server Sun
Yael Software Tibco Portal Yael


Portals Positioning in Israel

SPS/MOSS

Sap Portal
IBM
Local Support

Websphere Portal

Oracle

BEA +
Plumtree


Market Presence

Portals – Selected Installations
2006-1Q07 (Partial List) – Part 1

SPS Portal(Internal): Netwise – Tefen, Phoenix,
PowerDsine, Amdocs (Sales); Matrix - Random Logic, M.
of Prime Minister; Bynet SW – Paradigm, El Al
MOSS migrations: By Netwise: Haphonix, Poalim,
Mizrachi, Internal Security office, Discount, HOT,
Amdocs, Nice, IEC, Pelephone; By SRL: Informatics,
Telmap, Scepia
MSFT CMS (External): Matrix – Clalit Health Services,
Leumi-Card, Reshet, M. of Infras., M. of Education;
Netwise -Stock Excahnge (CMS), El Al (CMS); Elad –
Inbal, Tel Aviv Municipality…


Portals – Selected Installations
2006-1Q07 (Partial List) – Part 2

IBM Portal: Opal, Harel Hamishmar, Menora, V6 upgrade
- Yad Vashem
Vignette: Keshet Interactive, RAD
Oracle Portal: Zraim Gadera
BEA Portal: Hevra LeAutomazia


Thank You
for your assistance in this research
Einat Shimoni
Senior Analyst & VP
einat@stki.info

Enterprise Applications Strategies 2007

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