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HCM 101: What is it? How do you


sell it? Where do you go to find
information?

Global Spotlight:
Human Capital Management
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Ron Hanscome
Vice President,
HCM Product Marketing
ron.hanscome@oracle.com

Kim OConnor
Director,
HCM Business Development
kimberly.oconnor@oracle.com

Speakers
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Agenda
What is Human Capital Management?
Market Overview
Selling Oracle HCM Applications
HCM Competition
HCM Demand Generation and Resources
Questions and Answers

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What is HCM?
A business strategy that
makes every worker a
competitive asset
More than HR administration
Focuses on HR Programs to
improve workforce efficiency,
effectiveness, and productivity
Requires new processes,
supported by leading HR
technologies

Helps put into ACTION
Our people are our most
important asset
Comply
Automate
Align
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Recruiting
Point
Solutions
Training
Point
Solutions
Home
Grown
Application
Home
Grown
Application
Recruiting
Point
Solutions
Legacy
Systems
Legacy
Systems
Legacy
Systems
Multip
le
Payro
lls
Multiple
Payrolls
Multiple
Payrolls
Multiple
Payrolls
Multiple
Payrolls
Recruiting
Point
Solutions
Training
Point
Solutions
Home
Grown
Application
Home
Grown
Application
Recruiting
Point
Solutions
Legacy
Systems
Legacy
Systems
Legacy
Systems
Multip
le
Payro
lls
Multiple
Payrolls
Multiple
Payrolls
Multiple
Payrolls
Multiple
Payrolls
Legacy
Systems
Training
Point
Solutions
Home
Grown
Application
Multiple
Payrolls
Recruiting
Point
Solutions
Training
Point
Solutions
Home
Grown
Application
Recruiting
Point
Solutions
Legacy
Systems
Legacy
Systems
Multiple
Payrolls
Multiple
Payrolls
Multip
le
Payro
lls
Multiple
Payrolls
Multiple
Payrolls
Legacy
Systems
?
?
?
?
?
Home
Grown
Application
Multiple
disconnected
systems

Inaccurate
reporting,
regulatory risk
Unavailable
to users
Recruiting
Point
Solutions
Training
Point
Solutions
Home
Grown
Application
Recruiting
Point
Solutions
Legacy
Systems
Legacy
Systems
Legacy
Systems
Multiple
Payrolls
Multip
le
Payro
lls
Home
Grown
Application
Legacy
Systems
Training
Point
Solutions
Home
Grown
Application
email
email
email
email
email
email
email
email
Multiple
Payrolls
Multiple
Payrolls
Multiple
Payrolls
Multiple
Payrolls
Todays Reality: For the HR
Department
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Salary
Changes
Transfers
Performance
Reviews
Todays Reality: For Managers

Manual
transactions

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Salary
Changes
Transfers
Performance
Reviews
Todays Reality: For Managers

Manual
transactions

Inadequate tools
for managing
people
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Salary
Changes
Transfers
Performance
Reviews
Todays Reality: For Managers

Manual
transactions

Inadequate tools
for managing
people
Cant respond
quickly to new
initiatives
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Human Capital Management: The Difference
Traditional HR
Reactive
Administrative
Confined to HR Staff
Transactional
Just-in-time
Promises soft-dollar
benefits
Adds paperwork
Counts employees
Downplays its drag on the
bottom line






Human Capital Management
Proactive
Strategic
Everyones responsibility
Collaborative
All-the-time
Delivers hard-dollar
benefits
Adds value
Empowers employees
Adds to the bottom line

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Suitable for the work
Engaged/Committed
Flexible/Adaptive
Productive


HRs manifesto: Develop and deliver programs that
enhance these characteristics

The Bottom Line: Workforce excellence will drive
business results

The Key: Executing a comprehensive human capital
management (HCM) strategy
HCM Goal: Achieve an Excellent Workforce
Workers that are:
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CEO Priorities? HCM is Key!
Top Management succession
Customer retention

Developing & retaining potential leaders

Engaging employees in the companys visions,
values, goals
Improving product innovations

Reducing costs

Talent identification and growth
9%
45%
24%
31%
25%
43%
12%
2003
28%
33%
31%
18%
28%
18%
22%
2008
The Conference Board, 2003
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A Key Enabler.
Oracle HCM Applications
Oracle HRMS
PeopleSoft HCM
JD Edwards HCM

to achieve
Workforce Excellence!!
Comply
Automate
Align
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Comply: Do the Basics!


Do The Basics
Core Data Management
Payroll, Benefits, Comp
Regulatory Compliance
Workforce Governance
Risk Management

Benefits:
Avoid penalties
Avoid litigation
Support HR processes
Compliance awareness
Comply Automate
Measure
Align
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Automate: Save Cost and Time!
Save Cost & Time
Employee self-service
Manager self-service
Move to shared services
Discrete outsourcing

Benefits:
Extends HR to the
enterprise
Reduces cost/time
Improves satisfaction
Comply Automate
Measure
Align
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Measure: Information-Driven HCM
Information-Driven HCM
Information distribution
Metrics Delivery
Contextual analytics
Correlated analytics
Predictive modeling

Benefits:
Deliver Role-based info
Build Metrics that matter
Determine value of HR
investments
Leverage HCM info
enterprise-wide
Comply Automate
Measure
Align
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Align: Increase Workforce Value!
Increase Value
Goal Communication
Worker selection
Performance mgmt
Worker development
Rewards Delivery

Workforce is more:
Suitable
Engaged / Committed
Flexible / Adaptive
Productive
Comply Automate
Measure
Align
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HCM Business Process in Action
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Oracle HCM Applications

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What does the HCM Market look like?

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Market Overview
Analyst Forecast New License Revenue
Source: Gartner Dataquest, 2005
2007 Forecast Revenue by Region - HCM
NAS
51%
EMEA
39%
Japan
3%
APAC
5%
LAD
2%
NAS EMEA Japan APAC LAD
05-09 CAGR: 7.5% 7.0% 7.3% 10.8% 8.1%
2007 Forecast Revenue by Region - LMS
NAS
68%
EMEA
23%
APAC
4%
LAD
2%
Japan
3%
NAS EMEA Japan APAC LAD
05-09 CAGR: 16.1% 17.8% 17.4% 21.4% 16.0%
0.0
500.0
1,000.0
1,500.0
2,000.0
2,500.0
3,000.0
2005 2006 2007 2008 2009
HCM LMS
Combined HCM/LMS Market Forecast
05-09 CAGR: 7.5% 16.7%
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Market Overview
Analyst Forecast Total HCM Revenue
HCM Revenue Segments, 2004
Segment Description Growth
Core HR HR Admin, Benefits, Payroll, Reporting, Analytics Flat
Performance Mgmt Performance and appraisals, goal setting High (23%)
Incentive Mgmt Comp planning, incentives Fastest (26%)
Talent Acq/recruiting Recruiting, workforce acquisition, contingent labor Lower (5%)
Workforce Dev E-learning, succession planning, career planning Moderate (15%)
Workforce Mgmt Scheduling & optimization, T&A, Leave admin Average (10%)
Prof Svcs Automation (PSA) Forecasting, project management, billing High (24%)
HCM Revenue Segments - 2004
Other
6%
Incentive Mgmt
14%
Talent
Acq/recruiting
11%
Workforce Dev
9%
PSA
6%
Workforce Mgmt
4%
Performance
Mgmt
15%
Core HR
35%
Source: AMR Research, 2005
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Trends 2006: HR/HCM Applications
Focus Shifts from Efficiency to Performance
Strategic human capital management (HCM)
applications have moved to the forefront of
application priorities, replacing the prior focus
on core transactional systems and employee
self-service. The recognition of the need to
align business and individual performance
goals, along with better tools to accomplish
this, is driving HCM investments in many
companies.
Paul Hamerman - Forrester
Jan. 6, 2006
Link to Report


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The Proven Market Leader
#1 HCM Applications Vendor Worldwide
Chosen by 9 of the top 10 Fortune 50
Chosen by 65 of the top Fortune 100
40+ Years of Human Capital Management Experience
Mature functionality
Deployed by:
Large, small, midsize customers
Local, Multinational, Multidivisional organizations
In Many industries, In Many countries
Unmatched Viability
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The HCM Applications at Oracle
0% 5% 10% 15% 20% 25% 30%
Asset Intensive
Financial Services
Mfg & Distribution
Project & Service Industries
Educ, Govt, Healthcare
Customers by Industry
8500+ Customers Worldwide
70M+ People Managed
Deployed in 170+ Countries
Robust Product Offering/Portfolio
Customers by Region
69%
19%
12%
America's
EMEA
JAPAC
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Oracle HCM Applications
Target Profile Who to go after
Cross-sell Approach:
Core HR, Time & Labor, Payroll and Self-Service HR to
Oracle Financials, CRM installed base
Recruiting Solutions and Learning Management to any
Up-sell Approach:
Low-hanging fruit = Recruiting Solutions, Learning
Management, ePerformance, Time & Labor, HR
Intelligence/Analytics to Core HR installed base
Tougher sell = Compensation solutions to Core HR
installed base
Titles:
VP HR, VP IT, Director HR, Director IT, Learning titles

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Oracle HCM Applications
Competitive Landscape


Tier 1 ERPs
SAP: Strong in EMEA and APAC
Lawson: Vertically focused in healthcare, retail and some public
sector
Tier 2 core HR vendors
Ultimate Software: Robust functionality, lower price point
Best Abra: Strong in the small mid-market
Microsoft: Fragmented product set, new version pushed off
Employease: Hosted only model
Outsourcers
ADP
Ceridian
BPO providers (Hewitt, Fidelity, Accenture, ACS)
Niche providers compete in specific functional areas

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Oracle HCM Applications
Competitive Conclusions
Versus Tier 1 ERPs:
SAP: Oracle HCM has competitive functionality and global
capabilities; SAP delivers more country localizations; Oracle HCM
is more extensible and upgradeable application; Oracle HCM has
deeper functionality with recruiting, performance and learning
Versus Tier 2:
Highlight benefits of integration, global capability for larger
prospects
For mid-market, Oracle HCM has deeper functionality (i.e., talent
management, self service) and more configuration options for
growing firms
Versus Outsourcers:
Play on functionality limitations, loss of control of data and
processes, and nickle & dime pricing
Versus Niche Providers play the integration & viability
cards
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Insurance: Life and Health
Securities
Diversified Financials
Specialty Retailers
General Merchandisers
Food Services
Aerospace & Defense
Computer & Data Services
Computers, Office Equip
Medical Products & Equip
Telecommunications
Network Communications
Utilities
Motor Vehicles & Parts
(9 of Top 10)
(5 of Top 7)
(9 of Top 10)
(9 of Top 10)
(6 of Top 9)
(5 of Top 6)
(5 of Top 8)
(8 of Top 10)
(8 of Top 8)
(5 of Top 9)
(5 of Top 7)
(6 of Top 8)
(4 of Top 5)
(6 of Top 10)
(6 of Top 7)
Fortune 500 HCM Customers
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Oracle HCM Internal Resources


HCM Sales Resources:
Global HCM Professional Community Main Website
HCM Calendar 60+ NA Events in FY06 Q3/Q4!
Fusion HCM Presentation
PeopleSoft HCM 8.9 Sales Presentation
Join this community to stay updated on Oracle HCM!

HCM References
Reference System to request or refer an HCM reference
Recorded Reference Calls
Upcoming LIVE Reference Calls

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HCM Customer Resources

HCM Applications Product Information - Main HCM External Site
Oracle HRMS
PeopleSoft HCM
JD Edwards HCM

HCM Customer Success Stories:
Oracle HRMS Customer Success Stories
PeopleSoft HCM Customer Success Stories
JD Edwards General Success Stories

Additional HCM Sites for Customers
PeopleSoft HCM 8.9 Landing Page

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Oracle HCM Internal Contacts


Product Marketing: ron.hanscome@oracle.com
Business Development: kimberly.oconnor@oracle.com
HCM Solutions Architects: kris.schratz@oracle.com
HCM Sales:
North America: amit.singh@oracle.com
EMEA: daniel.van.den.broeck@oracle.com
APAC: sean.loiselle@oracle.com
Oracle Consulting:
HCM: dusty.carinder@oracle.com
Talent Mgmt: allison.phillips@oracle.com


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Key Take-Aways
Human Capital Management is PRIORITY to the
CEOs you sell to
Oracle HCM Applications are #1 in the HCM
Marketplace
You have a strong opportunity to sell the strategic
applications to existing customers: recruiting,
performance management and learning
There are Marketing resources for YOU:
Global HCM Professional Community see the latest HCM
assets, sales presentations, marketing calendar, etc.
Join the HCM Community to stay up-to-date on HCM
trends, resources, win stories, etc.

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HCM Global Spotlight
Upcoming Webcasts
Next 2 Wednesdays at 10:00 a.m. Pacific
22 Feb: How does Talent Management fit into the HCM
Picture?
1 Mar: Fusion HCM: What you should tell your customers
Link to Register and Listen to Replays:
http://ouweb.us.oracle.com/custom/global/scm_spotlight.
html#1
PeopleSoft HCM 8.9 A Smart Upgrade RECORDING
HCM 101 Todays RECORDING Available in Next Few Days

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Q&A
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Top Questions
Q: Do we compete effectively with our HCM
applications in the Small-Medium Business market?
A: Yes Its important to understand that our HCM
applications are used by customers of all sizes and
industries. Example: FILA (500 ees) Oracle HRMS
Q: Why would a customer take PeopleSoft HCM 8.9 /
9.0 now instead of waiting for Fusion?
A: Early Fusion Apps to be released in 2008 most
customers will want to stay current with maintenance
and take advantage of fundamental business
processes. Few customers will be early adopters.

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