How to Hunt for BPM

Opportunities

Prospecting and Opportunity

Targeting
 Overview Instructions
Instructions
Overview
Instructions
Process View in “presentation mode”
Optimization
Use the left panel to navigate through different prospecting
areas for ALBPM
SOA & BPM
Purpose
This is a tool to help you identify, qualify and pursue
opportunities for ALBPM
This is for internal-use only, as a guide to improve your
prospecting and account targeting
Do not forward this to customers, prospects or partners
Feedback
Contact Jesper Joergensen (jesperj@bea.com) with
comments and suggestions

Previous Next
 Overview Overview
Instructions
Overview
BEA AquaLogic™ BPM Suite is the leading software
Process suite for optimizing the business process lifecycle by
Optimization
integrating the modeling, execution and
measurement of end-to-end business processes that
SOA & BPM
connect people to people, applications to
applications, and people to applications.
This presentation is a prospecting guide for ALBPM
opportunities in the categories of
Process Optimization – uncovering needs within the line of
business and other busiess operations groups
SOA & BPM – selling BPM to support or even drive large SOA
deals through enterprise-wide adoption led by a visionary,
business-minded IT group.

Previous Next
 Overview Process Optimization: Summary
Instructions
Overview
Solution overview: framework for delivering new
Process business solutions for different lines of business
Optimization
Key messages
Summary
Improve productivity of employees and their business
Pain processes
Targets Allow employees to work as their requirements dictate, not
how IT dictates
Script
Give LOB users control of their business processes
Resources
Horizontal Business Industry
Customers
• New Hire On-boarding • Sarbanes-Oxley / • Risk Management
Cross-Sell
• Expense Reporting regulatory compliance • Claims Processing
• Benefits Enrollment • Customer Care • Service Billing
SOA & BPM • Quote-to-cash • Loan Origination
• Supply chain management • Reverse Logistics
• Sales Productivity • Customer Provisioning
• Marketing &
Communications

Previous Next
 Overview Process Optimization: Understanding Pain
Instructions
Business pain
Overview Lack of visibility into how the business is run, because business
processes are not documented or real processes differ from
Process documented processes
Optimization
Low productivity due to manual execution of processes that span
Summary divisional domains or are hard to otherwise automate
Low customer satisfaction due to long response times, unhandled
Pain
exceptions in customer processes, or complex, uncoordinated
Targets customer service.
Script Inability to launch new business tactics quickly to compete
effectively or attack new opportunities.
Resources Inability to comply (or document compliance) with federal/industry
Customers regulations– SOX, HIPPA, Basel II
Cross-Sell
Technical Pain
Failure of IT to deliver solutions to above pain points in a way that
empowers the line of business to design, own and control aspects of
SOA & BPM
the business processes

Previous Next
 Overview Process Optimization: Target Audiences
Instructions
Overview
Project sponsors Influencers
Process
Optimization
Senior Management (VP, CIOs
Directors) of horizontal Architects
Summary
groups (Finance, HR) IT VPs and Directors
Pain
Senior Management (VP,
Targets Directors) of Business
Script Units
Resources
Customers
Cross-Sell

SOA & BPM

Previous Next
 Overview Process Optimization: Scripts
Instructions
LOB Example:
Overview “I’m calling to schedule a 20-minute telephone call---- to discuss helping <company> with the
(benefit from the) orchestration of some of your critical business processes and talk about how
Process we’re helping other financial services companies like American Express and JPMorgan Chase
Optimization automate business processes like output management services and risk management where
processing time for received files decreased by 78%.”
Summary
Use industry-relevant success stories
Pain Avoid technical details

Targets IT Example:
“I’m calling to schedule a 20-minute telephone call---- to discuss helping <company> with the
Script
(benefit from the) orchestration of some of your critical business processes and talk about how
Resources we’re helping other companies like (pick few: American Express, JPMorganChase, Shelter
Insurance, Tenet Healthcare, UnitedHealthcare, Owens & Minor, Tesoro Petroleum, …)
Customers to automate business processes to align business & IT, reuse existing assets, achieve an
Cross-Sell SOA, and most importantly save them millions of dollars.
“Do you currently have BPM initiatives?”
IT will be curious about BPM as the “next big thing” and as an enable of business/IT
SOA & BPM
alignment. Make sure to emphasize this.

Previous Next
 Overview Process Optimization: Resources
Instructions
Overview
Sales Productivity Application (portal.plumtree.com)
Process and Sales Portal (salesportal.bea.com)
Optimization
Sales Kit, Product Collateral
Summary Legal templates, pricing configurator
Pain Marketing programs, calendar
Targets Leads
Script Customer profiles, ROI anecdotes, win/loss reports
Resources
Competitive analysis, battle cards
Sales training archive
Customers
LOB and industry solutions
Cross-Sell
In Knowledge Directory:
SOA & BPM Full call script

Previous Next
 Overview Process Optimization: Customers
Instructions
Overview
JPMorganChase
Process
Optimization
First Horizon
GreenPoint
Summary
United Healthcare
Pain
Targets
Script
Resources
Customers
Cross-Sell

SOA & BPM

Previous Next
 Overview Process Optimization: Cross-sell and Expansion
Instructions
Overview
Expansion Cross-sell
Process The next BPM Project
Optimization
SOA
Success of the first project in a Educate IT that business-led
Summary customer is critical. Once you BPM projects can be “reeled
Pain have a successful project, it’s in” with SOA which enables IT
time to market it to other groups to establish reuse, governance
Targets in the account.
and control. Leverage BEA
Script Set up cross-group seminars for WWFO heavily.
sharing experiences
Resources User Interaction
Help make your champion a
Customers hero within the customer ALUI provides a seamless
user experience across BPM
Cross-Sell Enterprise Wide BPM
and existing intranet, extranet.
With a few successful projects,
SOA & BPM it’s time to work on IT to make
Beware of product
ALBPM the corporate standard. limitations for smooth
upgrades

Previous Next
 Overview SOA & BPM: Summary
Instructions Establish the benefits of the combination of SOA and BPM to drive
Overview large deals of multiple BEA products led by ALBPM
The goal is to close an ALBPM deal sponsored by both business
Process and IT (typically IT will be the owner, but LOB contributes budget)
Optimization that is much broader in scope than what a pure business-driven
deal would be.
SOA & BPM The first deal could be a pilot or smaller project. This would be
similar to a process optimization opportunity with the difference
Summary that you have ensured IT buy-in and that this is a step towards
Pain enterprise wide deployment and the ELA.
Targets Key messages
BPM enables business agility
Script
SOA enables IT agility
Resources Together, BPM and SOA is a powerful combination for enabling Business
Customers LiquidITy.

Cross-Sell

Previous Next
 Overview SOA & BPM: Understanding Pain
Instructions
Standard Business and IT pain
Overview See business pain under Process Optimization prospecting
Business Pain, when IT adopts SOA
Process
Optimization SOA does not translate directly into business value
…so business units do not understand value of SOA and will not justify
costs
SOA & BPM
Business users need different tools to drive business agility. They are
focusing on how to optimize business processes “top-down” and do not
Summary care how things are wired underneath.
Pain SOA is not enough. It does not cure business pains by itself.
IT Pain, when business wants BPM
Targets
BPM suites are nimble enough that they can be deployed with little IT
Script involvement. This leads to proliferation without control.
Resources BPM suites do not enforce SOA best practices. They can do their own
integration and circumvent standards and best practices established by
Customers IT.
Cross-Sell By empowering line of business, BPM takes control away from IT

Previous Next
 Overview SOA & BPM: Target Audiences
Instructions
Overview
Project sponsors Influencers
Process
Optimization
Senior Management (VP, Enterprise Architect
Directors) of horizontal Group (if they don’t have
SOA & BPM
groups (Finance, HR) and the power to sponsor,
business units they will certainly be an
Summary Senior Management (VP, influencer)
Pain Directors) of IT divisions Process Experts
Targets CIO LOB power users
Script Enterprise Architect LOB/IT liaison
Resources Group (if they have the
Customers
power)
Cross-Sell
LOB/IT liaison

Previous Next
 Overview SOA & BPM: Scripts (messages to deliver)
Instructions LOB
ALBPM gives you the ability to create and own the very same business
Overview processes that will be executed. There is no “interpretation” or separate
implementation stage by IT. You will receive immediate returns beyond just
Process process automation in the form of control over the executed process and
Optimization direct visibility into the process as it runs.
Through SOA, IT is providing you with high-quality business services that
SOA & BPM they manage and govern to better serve you.
You are in control of creating and updating your own business processes,
leveraging the services IT provides to you.
Summary
IT
Pain ALBPM gives your business counterparts the tool they need to truly
Targets leverage SOA and derive real business value. By deploying a service
infrastructure and providing your LOBs with BPM capabilities you are in
Script control of how IT resources are provided, used, secured and governed. And
the LOBs can more effectively leverage the services you provide through
Resources
SOA by being the drivers of the optimization of their business processes
Customers
Cross-Sell

Previous Next
 Overview SOA & BPM: Resources
Instructions
Overview
Sales Productivity Application
Process Sales Kit, Product Collateral
Optimization
Legal templates, pricing configurator
SOA & BPM
Marketing programs, calendar
Leads
Summary Customer profiles, ROI anecdotes, win/loss reports
Pain Competitive analysis, battle cards
Targets
Sales training archive
LOB and industry solutions
Script
Resources
Customers
Cross-Sell

Previous Next
 Overview SOA & BPM: Customers
Instructions
Overview
Sallie Mae
Process
Optimization
Wells Fargo
CitiGroup
SOA & BPM OptionOne
Summary
Pain
Targets
Script
Resources
Customers
Cross-Sell

Previous Next
 Overview SOA & BPM: Cross-sell and Expansion
Instructions
Expansion Cross-sell
Overview ALBPM is only the tip of the iceberg.
SOA+BPM opportunities often
start with a pilot. But this should BPM shows business value of SOA
Process
Optimization and thus works as a door-opener.
not be reduced to a one-off. The
The revenue potential from a full-blown
goal is from the beginning to
service infrastructure deployment is
SOA & BPM expand to a much wider much larger.
footprint. Cross-sell ALSB, ALDSP, ALSR, ALES
Summary
Make sure to set yourself up for for service infrastructure
Pain
this expansion path from the Cross-sell WLP or ALUI for portal
Targets
beginning. Cross-sell WL family as underlying app
Script infrastructure if appropriate
Resources
Customers
Cross-Sell

Previous Next
 Overview

Process
Optimization

SOA & BPM

Thank you

Previous