Cloud Integration: Drives Increased Sales for JDSU

Vikas Anand Rajeev Sethi (JDSU) Sri Ayyeppen (Keste)

Copyright © 2014, Oracle and/or its affiliates. All rights reserved. | Safe Harbor Statement The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.

Internet of Web Mobile Social Things • Complete and Integrated MOBILE SUITE/ • Best-in-Class

WEBCENTER SUITE MOBILE SECURITY SUITE

WEBCENTER BPM SUITE BI FOUNDATION SUITE • Open Standards CONTENT

IDENTITY SOA SUITE DATA INTEGRATOR GOLDENGATE • On-Premise and Cloud

ENTERPRISE

MANAGEMENT

JDEVELOPER/ADF/MAF WEBLOGIC SUITE TUXEDO • Foundation for Oracle Fusion Applications & Oracle Cloud

On-Premise Cloud

1 SOA Suite 12c

2 JDSU

3 KESTE

4 Summary

73°

ON-PREMISE CLOUD MOBILE IoT

On-Premise Application SaaS-based Application Integrate real-time events from Access Integrated Applications Integration: Packaged, Legacy, Integration with On-Premise devices and things via Mobile Devices Data, Custom Applications

Oracle SOA Suite 12c

• Memory footprint reduction • First class support for mobile- friendly standards (REST, JSON, …) • Startup acceleration • Automated conversions REST/SOAP Ops made • Pre-tuned database profiles Mobile simple • Active-active support (MAN)

• One-click install • Cloud adapters to simplify on-prem to cloud integration • Everything in JDeveloper • New SAP, JDE Adapters Developer • Debugger & Tester Cloud Productivity • Managed File Transfer (MFT) for file- • Templates based integration (new SKU)

Simplified Upgrade

Automated upgrade tools eliminate the need to redeploy

12c composites resume where 11g leaves off

Copyright © 2014, Oracle and/or its affiliates. All rights reserved. | 12c upgrade: Large Retail Customer – Topology: • SOA Suite Cluster and Service Bus Cluster in different domains • Each domain with 2 VMs with total 4 managed servers – Source Environment: SOA Suite 11.1.1.7 – Success: • Completed both SOA and Service Bus upgrade without any issue • After upgrade, complex business flows continued: Service Bus, SOA and MQ Series

Copyright © 2014, Oracle and/or its affiliates. All rights reserved. | 12c upgrade: Large Financial Institution customer – SOA Suite 11g to 12c upgrade including instance data – Topology: • SOA cluster + Service Bus cluster in same domain – Non RAC DB – DB with running + completed instances – Composites using BPEL, Mediator and OWSM policies – Success: • Composites and SOA Suite 12c Instances/Flow Trace visible in Enterprise Manager Fusion Middleware Control • All URLs working fine

Copyright © 2014, Oracle and/or its affiliates. All rights reserved. | 12c upgrade:Tourism Industry • – upgrade SOA Suite 11g to 12c – What they do: Daily transport of passenger data, online orders, customer satisfaction services, crew management for more than 700,000 passengers every year – Oracle SOA Suite / BPEL customer since 2007 – Topology: • One Admin Server and one Managed Server SOA (configured as a cluster for scalability reasons) – Approx. 100 SOA composites in production, mainly short running – Composites are using BPEL, Mediator and OWSM policies – Success: • Lessons learned: Pre-upgrade steps are the key point of success • Good to see that the 11g to 12c upgrade is different!

Works @: JDS Uniphase, Milpitas, California

Title: Sr. Director, IT Applications

Role: Business Engagement, Architect, Program Planning & Delivery

Contact: Email: [email protected] LinkedIn: www.linkedin.com/in/rajeevsethi1/

Network and Service Enablement Instruments, probes, software, and service assurance

Communications Transceivers, ROADMs, lasers, and other components and Commercial Optical Products

Authentication and light- management solutions Optical Security Performance Products

Sales Opportunity Management Quoting, Configuration, Product Lifecycle Management Order Fulfillment Approvals

Weak/Inefficient Sales Opportunity management Product structure complexity • Sales forecast process issues resulting in: • Existing product structure creates quoting and configuration complexity •Material shortages •No single source of truth for Product, Pricing, and Configuration rules used for •Excess inventory Quotes and Orders •Time consuming & unreliable manual effort for Sales Managers to roll up amounts from field • Poor access to customer order information • Delivery status, tracking numbers etc. • Sales opex costs unacceptable (20+% of bookings)

Quoting capabilities gaps Order fulfillment inefficiencies • Quote/Order quality poor and time consuming resulting in Customer • Order processing time for 13% of orders takes more than a day to book, Satisfaction issues manual order creation inefficiencies • Up-sell opportunities being missed • Large number of non-bookable orders received by OM team •Complementary products/services automatically added to the quotes •Service attach rate only 9% • Deal approval takes an average time of ~29 hours •Two different quoting tools

Technology

Demand Demand generation Lead to Opportunity Opportunity to Quote Quote to Order Order to Invoice

. Campaign & Lead Management . Quote Management . Order Management . Opportunity Management . Product Configuration . Fulfillment . Forecasting & Pipeline . Approvals . Financials . Account/Data Management . Pricing & Promotions . Customer Service . Upsell/ Cross Sell (including Service Contract for new . Order submission

products)

Processes/People . Channel/Partner Management o Sales Rep Inside Sales PS Order Admin Partner PLM Owners Sales lifecycle Lead Opportunity Quote Configuration Order

. Customer . Product Master/BOM . Customer . Contacts . Configuration . Pricing

. Sales Hierarchy . Sales Order Data . Bookings . Install Base SOA/ Web integration

. Provide a scalable and robust CPQ solution

. Accessible from anywhere and on any device without VPN by internal users and partners

. Increase efficiency in generating a quote

. Reduce Quote-to-Order time on standard quotes

. Increase quoting capabilities to include Support Services

. Establish an Enterprise-wide integration framework for future expansion

. Identify and have path to retire legacy applications

. Build for today, Design for future

Any Language, Any Platform

Web Application built using Mashup with Salesforce.com • Oracle ADF on WebLogic • Force.com Canvas App • Oracle SOA Suite, Coherence • Oracle Identity Management

Single Global Sales Application accessible from any device from Anywhere without VPN © 2014 JDS Uniphase Corporation | JDSU CONFIDENTIAL AND PROPRIETARY INFORMATION 20 Cloud Integration – Product Search

. Keep it Simple… don’t over-engineer or overuse technology

. Cloud Integration is not traditional Data Integration

. Keep your goals in mind, and stick to your Design Principles

. Get Management Commitment

. Engaging internal and external users in all regions

. Having the “right team”

© 2014 JDS Uniphase Corporation | JDSU CONFIDENTIAL AND PROPRIETARY INFORMATION 22 Cloud Integration Drives Increased Sales for JDSU Sri Ayyeppen, Co-Founder and CTO Oracle Open World 2014 October 2014 SriAyyeppen sriayyeppen Sales Cloud Architecture

Sales cloud

Canvas

Prospects and Leads Accounts Opportunities Product catalog Quoting Orders 360

contacts Mgmt

Composite Oracle SOA Suite Oracle Coherence Applications with ADF

TCA Product Catalog Quoting Configurator

Order Management Pricing Business Inteligence

Integrated Security with Identity, Security Integrated Identity, with and Access Federation

Sales cloud Architecture for JDSU: • All of the transaction data will reside in Oracle EBS system • EBS data will be exposed through ADF portals UIs. • ADF portal UI`s will be integrated with Salesforce using canvas architecture. • EBS data updates required by Salesforce processes will be synced back using SOA processes.

24 Service Cloud Architecture

Service Cloud

Canvas

Bug Fixes Entitlements Cases Knowledge Service Quotes Assets Orders360 Mgmt

Composite Oracle SOA Suite Oracle Coherence Applications with ADF

Service Contracts Install Base RMA Product Catalog

Pricing

Integrated Security with Identity, Identity, with Security Integrated Federation and Access

Will leverage the current Sales Cloud architecture. • All of the transaction data will reside in Oracle EBS system • EBS data will be exposed through ADF portals UIs. • ADF portal UI`s will be integrated with Salesforce using canvas architecture. • EBS data updates required by Salesforce processes will be synced back using SOA processes.

25 Vision of the platform

Platform of Engagement Secure and Managed

Platform of Record

26 | Confidential and Proprietary © Keste, LLC 2013 Success Path 1. Workshop . Strong upfront Business review of end state goals/success criteria . High level design reviewed within 4 weeks 2. UX Design . Over 50 Screens mocked up, reviewed and approved . Strong and smooth communications between various geo location 3. Teaming Approach . Clearly defined Teams and defined accountability and ownership . Over 8 teams/Avg. 4 members 4. Parallel Tracks – Planning and Execution . Upfront Planning and Modeling . Parallel Track Execution . Over 1500 lines of project plan

1. Delivery Model . Mutually agreed execution model . 10 Step Process pre-established 2. Quality Management and Execution . Over 150+ test scenarios/cases . Executed in advance of User Testing . UAT tracked to <5 defects 3. Business Liaison . Head of QA worked closely with business sponsor . Fast tracking business decisions 4. Strong Governance . Clearly defined Teams and defined accountability and ownership . Weekly calls – monitoring progress . Fast IT decisions without delay

Business Process Outsourcing On Premise Applications Enterprise Integration Needs and Challenges Strategic Cloud Integration Architectures

Devices and Sensors Mobile Clients (IOT)

PROCESS AND GOVERNANCE

SECURE USER, ACCESS AND FEDERATION MGMT On Prem SystemsOn Prem SEAMLESS USER EXPERIENCE Cloud Platforms Systems

SECURE INTEGRATED PROCESS

DATA QUALITY AND INTEGRITY

. Salesforce.com Integration – Keste investing in this area and helping other customers with similar solutions . Integrated Campaign Management – Keste investing in this area and helping other customers with similar solutions . BigMachines CPQ – Keste investing in this area and helping other customers with similar solutions

. Oracle Platinum Partner . 10+ years in business . 250+ Global team

. HQ in Plano, TX Moscone South #931 . Global Delivery presence . Middleware partner of the year!

. What are the common pitfalls to avoid while embarking on a transformational project like this? And how best to avoid them?

. What are other customers doing beyond Cloud integration to drive value? – Mobiity, B2B, Analytics

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Copyright © 2014, Oracle and/or its affiliates. All rights reserved. | Safe Harbor Statement The preceding is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.