JDE Hse Sales

1Copyright 2013, Oracle and/or its affiliates. All rights reserved.
Insert Picture Here
EnterpriseOne Health and

Safety Incident Management:
Sales Enablement
Louise Farner
EnterpriseOne Product Strategy
louise.farner@oracle.com
ORACLE
PRODUCT
LOGO
Program Agenda
Objective
What Health & Safety Matters
Solution Overview
Opportunity and Deployment Options
Product Pricing and Licensing
Competition
Additional Resources / Materials
Objective
Up sell H&S to E1 install base customers
Position H&S in net new E1 opportunities
Up sell H&S to JD Edwards World customers
Position H&S as a stand-alone solution (non-JDE E1 customer)
Objective
ERP Type ->
JD Edwards
EnterpriseOne
Non-JD Edwards
EnterpriseOne
Existing JD Edwards
Customer
Up sell H&S to existing

JDE E1 install base
customers
Up sell H&S to JD
Edwards World
customers as a stand
alone solution
Net New Customer
Position H&S in net new

JDE E1 opportunities
Position H&S as a standalone solution

(non-JDE E1 customer)
JDE Customer
Status
Why Health & Safety Matters to Our Customers

All Companies Need Health and Safety Incident Management!
Time
Employee lost time, delay in production of goods or delivery of services
Financial
Medical, litigation, fines/citations, remediation, repair/replace
Environmental
Fines, clean up/remediation efforts/costs, pollution, contamination
Human
Injuries/illnesses, permanent disability, lost income, death, impact on families
Regulatory
Compliance: reporting timeliness, audits, regulatory reporting, avoidance of citations
Prevention
With knowledge comes insight, measuring can lead to reduction or prevention
Culture
Safety incidents can lead to low morale, corporate focus sends a positive message
Global
Global initiative, most developed countries have occupational health & safety regulations
Why Health and Safety Matters to You

A Unique Opportunity
Most developed countries have occupational H&S regulations
Occupational H&S is applicable to most industries
JDE E1 H&S Incident Mgmt is the only H&S solution within Oracle
JDE E1 H&S Incident Mgmt requires a very minimal footprint
JDE E1 H&S Incident Mgmt can stand alone regardless of ERP
Health and Safety Incident Management

Report an
Incident
Notify
Investigate
Complete
Details
(Tasks, Costs)
Health and Safety Incident Mgmt
Release 9.1, via ESU

Automatic notification
Assign tasks
Now
Who
What?
Now
Why
Who
What
What?
Where
Why
When
What
Where
When
Track costs
Record inspections
OSHA & BLS reporting
Detailed Incident Report
Enter safety hours independent of HR / payroll
Employee
Case Inquiry
Regulatory
Reporting
One View
Reporting
One View Reporting

5 pre-built query applications for:
Incident Summary
Safety Statistics
People / Injuries
Equipment / Property / Motor Vehicle
Environmental Impact
Report layouts built in BI Publisher
Turn data into actionable information!

JD Edwards E1 Environmental, Health & Safety

Comprehensive Solution, Seamless Integration
FINANCIAL
FINANCIAL
HUMAN
HUMAN
CAPITAL
CAPITAL
CRM
CRM
EHS
EHS
ASSET
ASSET
MGMT
MGMT
PROJECT
PROJECT
SUPPLY
SUPPLY
CHAIN
CHAIN
TOOLS
TOOLS
INCIDENTS
INCIDENTS
REGULATED
REGULATED
EMISSIONS
Environment
Environment
Health and
Record
Investigate
Analyze
Report
HealthSafety
and
Record
Investigate
Analyze
Report
Safety
Health & Safety
All Type of Incidents: People,
Safety Scoreboard,
Equipment, Environmental, Near
Notification, Costs and
Regulatory Reporting
Health Incident
& Safety
Misses, Inspections
Tasks
Incident
Management
Management
One View for
Analyze Incidents, People,
Calculate Key Industry
Comprehensive and
Equipment and Environmental
One
View&for
Health
Safety
Incident Rates
Configurable
Impact
Health
& Safety
Incident
Mgmt
Incident Mgmt
Environmental
Monitor Key Metrics, Analyze
Calculates Greenhouse
Regulatory Reporting:
Performance with Oracle Business
Gas (GHG) Emissions w/
Environmental
Accounting
Voluntary and Legislated
Intelligence
JDE E1 Transaction Data
Accounting
and Reporting
and Reporting
Sneak Peek Whats all the Fuss About?

Intuitive and easy to use
Access to all
applications and reports
Safety Scoreboard
Regulatory reporting
One View analytic

reporting
Opportunity
Available Now! (released January 2013 for JDE E1 9.1)
Health & Safety Incident Management
One View Reporting for Health and Safety Incident Management
High level of interest from customers, prospects and sales community

Im upgrading to JDE E1 Rel. 9.1 and I want H&S
I just purchased JDE E1 Rel. 9.1 and want to include H&S in my footprint
Im on Xe and want to go live on H&S before I complete my upgrade
Im on World and want to implement H&S
I want to sell JDE H&S to a non-JDE E1 customer
Opportunity
Yes, H&S will fit into all of these scenarios
JD Edwards EnterpriseOne Rel. 9.1 install base and net new JDE E1 deals
Stand-Alone
As the first go live module in a JDE E1 upgrade
As the only JDE E1 module for a JDE World customer
As the only JDE E1 module for a non-JDE E1 customer
Stand-Alone
What Does That Mean?

Health and Safety Incident Management does not require any
additional JDE functional modulesit could be the only JDE

EnterpriseOne product a customer runs
Architectural Footprint
3 Deployment Models
Health & Safety

On-Premise
Stand-Alone
Health & Safety in

the Cloud
EHS
EHS
EHS
EHS
System Foundation
System Foundation
System Foundation
EnterpriseOne Application Suites
E1 Apps
E1 Apps
JDE E1 Rel. 9.1 Customer

ALM
CRM
Development
Tools
EHS
FM
Installation
& Lifecycle
Mgmt
HCM
PM
Middleware
& Integration
SCM
SM
Interactive
Batch &
Reporting
EnterpriseOne Core Tools
JDE E1 DB
Web Server
Portal
Dev
Tools
Install & Middle- Batch &

Lifecyl
Reportware
Mgmt
ing
E1 Core Tools
Clients
Web
JDE
E1 DB Server
Portal
Dev
Tools
Install & Middle- Batch &

Lifecyl
Reportware
Mgmt
ing
E1 Core Tools
Clients
Web
JDE
Server
E1 DB
Portal
Clients
Operating System and Hardware
Operating System & Hardware
Platforms
Platforms
Platforms
Architectural Footprint
Deployment Model Considerations

Health & Safety OnPremise Stand-Alone
Health & Safety StandAlone in the Cloud
Requires JDE E1 IT
knowledge and support
Data may want to be
replicated or integrated
between ERPs using
business interfaces*
No JDE E1 IT knowledge
or support needed
Data may want to be
replicated or integrated
between ERPs using
business interfaces*

Native, integrated solution
Able to leverage work
orders
Able to leverage inventory
Able to leverage
HR/Payroll,
No additional IT personnel
JD Edwards EnterpriseOne business interface options for inbound data

include Business Services (BSSV), Z tables, batch flat files, XML, etc.
Deployment Model: JDE E1 Customer

JD Edwards EnterpriseOne Rel. 9.1 Customer
Released January
2013
ALM
CRM
JDE E1 tools
release 9.1.2.3
HCM
PM
SCM
SM
System Foundation
Available now via

ESU JM12677
Minimum Technical
Requirements:
JDE E1 application
release 9.1
FM
EHS

Development
Tools
Installation
& Lifecycle
Mgmt
Middleware
& Integration
Web Server
Interactive
Batch &
Reporting
JDE E1 DB
Portal
Web Server
Platforms
Clients
Deployment Model: JDE E1 Customer
Prior to Rel. 9.1 JDE E1 Customer 2 separate instances

Health & Safety On-Premise
Stand-Alone Rel. 9.1
JDE E1 Prior to Rel. 9.1

Either populate the
non-H&S tables in
the 9.1 instance &
periodically
update.
Or use OCM
mappings for those
tables to the
original (older)
instance*.
H&S uses non
H&S tables as
read-only
references.
ALM
FM
CRM
HCM
PM
SCM
EHS
EHS
SM
System Foundation
System Foundation
Web
E1 Apps
Server

Development
Tools
Installation
& Lifecycle
Mgmt
Middleware
& Integration
Interactive
Batch &
Reporting
Dev
Tools
JDE E1 DB
Web Server
Portal
Platforms
Install &
Lifecyl
Mgmt
Middleware
Batch &
Reporting
E1 Core Tools
Clients
Business
Interface
OCM
Mapping*
JDE
E1 DB
Web
Server
Portal
Clients
Platforms
* OCM Mapping depends on the release and if the table formats are unchanged
Deployment Model: Non-JDE E1 Customer

Some other ERP Health & Safety on-Premise Stand-Alone
Health & Safety On-Premise

Stand-Alone Rel. 9.1
Other ERP
EHS
EHS
System Foundation
Web
E1 Apps
Server
Dev
Tools
Install &
Lifecyl
Mgmt
Middleware
Batch &
Reporting
E1 Core Tools
Business
Interface
Caf One URL
Contextual Link
JDE
E1 DB
Web
Server
Portal
Clients
Platforms
Deployment Model: Non-JDE E1 Customer

Some other ERP Health & Safety in the Cloud
Other ERP
Health & Safety

in the Cloud
EHS
EHS
System Foundation
Web
E1 Apps
Web Server
Server
Dev
Tools
Install &
Lifecyl
Mgmt
Middleware
Batch &
Reporting
E1 Core Tools
Business
Interface
Caf One URL
Contextual Link
JDE
E1 DB
Web
Server
Portal
Clients
Platforms
Product Licensing FY2013 Q4

Pre-requisites
Pre-requisites for Health and Safety Incident Management:

JD Edwards System Foundation (functional pre-requisite, needed for Address Book, Company
Master, Business Unit Master, and electronic mail)
JD Edwards EnterpriseOne Core Tools and Infrastructure (technical pre-requisite)
Limited Use Licenses for Health and Safety Incident Management:

The use of this functionality is included in the H&S Incident Mgmt license:
Failure Analysis (functionality within Capital Asset Mgmt and Service Mgmt)
Setup of Establishment Condition (functionality within HR module)
Pre-requisites for One View Reporting for Health & Safety Incident Mgmt:
One View Reporting Foundation (technical pre-requisite)
JD Edwards System Foundation
JD Edwards EnterpriseOne Core Tools and Infrastructure
Product Pricing Published Price List

Component License
Price
Software Update
License & Support
License Metric
Minimum
$ 50.00
$ 11.00
Employee
All employees
System Foundation
$ 70.00
$ 15.40
Application User
All employees**
Core Tools and Infrastructure
$ 225.00
$ 49.50
Application User
All employees**
One View Reporting for Health and Safety Incident Management*
$ 1,150.00
$ 253.00
Application User
One View Reporting Foundation*
$ 1,150.00
$ 253.00
Application User
Enterprise License
Price
Software Update
License & Support
License Metric
Minimum
$ 50.00
$ 11.00
Enterprise Employee
400
System Foundation
$ 35.00
$ 7.70
Enterprise $M Revenue
100
$ 100.00
$ 22.00
100
One View Reporting for Health and Safety Incident Management*
$ 15.00
$ 3.30
Enterprise Employee
400
One View Reporting Foundation*
$ 285.00
$ 62.70
100
Component Pricing
Enterprise Pricing
*optional module
**licensing metric for pre-reqs must follow same as base module
Licensing Examples
Notes
Pre-requisites must be priced using the same basis as the functional module.
For Health & Safety Incident Mgmt, that is for all employees
For One View Reporting for Health & Safety Incident Mgmt, that is by application user
For an existing customer, the number of users requiring core tools and system foundation would be
reduced by the number already licensed.

For Core Tools & Infrastructure and System Foundation a large discount is recommended given
that a license is required for all employees and each employees usage of the system would be
very small.* Without the discount the foundation pieces will price the deal extremely high.
Short Term Recommendation: Discount these foundation pieces 97% for FY13 Q4 deals for the
Health & Safety Incident Mgmt product.

Long Term Plan: We are working to address the price challenge for the pre-requisite foundation
pieces
* JUSTIFICATION: The industry average is that the number of incidents a company will have is ~ 3% the number
of employees, so extrapolating that to justify the large discount, it is anticipated that only 3% of the employees
would be tracked in an incident each year.
Sample Deal component pricing model

Small - $100M Revenue
Assumes:
400 employees
5 safety officers with OVR requirements
Existing licenses to System Foundation

and Tech Foundation would be
subtracted from # of licenses below.
Component
License
Price
Metric
# of
licenses
Price
Health and Safety Incident

Management
$50
Employee
400
$20,000
$10,000
0%
$10,000.00
System Foundation
$70
Employee
400
$28,000
$14,000
94%*
$00,840.00
$225
Employee
400
$90,000
$45,000
94%*
$02,700.00
$13,540.00
$1,150
Application User
$5,750
$2,875
0%
$ 2,875.00
$1,150
Application User
$5,750
$2,875
0%
$ 2,875.00
Product

Optional:
One View Reporting for Health and
Safety
One View Reporting Foundation
0% is used in this example, actual

discount would be negotiated
50%
Optional Discounted
Discount
Discount
Price
<$100M
*50% discount followed by 94%

discount results in 97% total discount
$ 5,750.00
$19,290.00

Medium - $500M Revenue
Assumes:
1000 employees

Component
License
Price
Metric
# of
licenses
Price

Management
$50
Employee
1000
$50,000
0%
$50,000.00
System Foundation
$70
Employee
1000
$70,000
97%
$2,100.00
$225
Employee
1000
$225,000
97%
$ 6.750.00
$58,850.00
$1,150
Application User
10
$11,500
0%
$11,500.00
$1,150
Application User
10
$11,500
0%
$11,500.00
$23,000.00
Product

Optional:
Safety

Optional
Discounted Price
Discount
$81,850.00

Large - $2B Revenue
Assumes:
5000 employees

Component
License
Price
Metric
# of
licenses
Price

Management
$50
Employee
5000
$250,000
0%
$250,000.00
System Foundation
$70
Employee
5000
$350,000
97%
$ 10,500.00
$225
Employee
5000
$1,125,000
97%
$33,750.00
$294.250.00
$1,150
Application User
75
$86,250
0%
$ 86,250.00
$1,150
Application User
75
$86,250
0%
$ 86,250.00
$172,500.00
Product

Optional:
Safety

Optional
Discounted Price
Discount
$466,750.00
Sample Stand Alone Deal Pricing Comparison

Assumes:
3000 employees
$1.5 Billion in Revenue
Stand alone, so no existing prerequisites previously licensed
Deal Using
Component Pricing
(before any
Discounts)
Deal Using
Enterprise Pricing
(no discounts)

Management
$ 155,000
$ 155,000
$ 155,000
$ 155,000
System Foundation
$ 217,000
$ 52,500
$ 52,500
$ 6,510
$ 697,500
$ 150,000
$ 150,000
$ 20,925

Safety
$ 11,500
$ 46,500
$ 11,500
$ 11,500
$ 11,500
$ 427,500
$ 11,500
$ 11,500
$ 1,092,500
$ 831,500
$ 380,500
$ 205,435
Product
0% discount is used in this example, actual discount would be negotiated

Hybrid (Enterprise
Deal Using
for H&S IM,
Component Pricing
Component for
and 97% discount
H&S OVR)
on Prerequisites
Market Overview
Main Competition
SAP Environment, Health and Safety Management
SCRIM for Microsoft Dynamics (Australian tailored H&S incident solution)
Numerous smaller niche solutions, none integrated
Prognos
Syntex (now part of IHS)
Cintellate (part of SAI)
IHS Health & Safety
Synergi (Incident Reporting & Greenhouse Gas Reporting)
Medgate
Additional Resources / Materials

For your prospects:
YouTube short videos on Health & Safety Incident Mgmt
http://www.youtube.com/TheOracleJDEdwards
Datasheets and brief overview presentation
http://www.oracle.com/us/products/applications/jd-edwards-enterpriseone/environmental-health-safety
/overview/index.html
45 minute recorded webcast MOS Document # 740966.1
http://support.oracle.com
For you:
Sales sheet, discovery document, sales presentation
http://my.oracle.com/site/ibu/portal/JDEdwards/RelatedOfferings/health_safety/index.html
Deep functional knowledge TOIs
http://oukc.oracle.com/static05/opn/metalinklogin/?t=offering&c=1291775895

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1Copyright 2013, Oracle and/or its affiliates. All rights reserved.

Insert Picture Here

EnterpriseOne Health and

What Health & Safety Matters

Opportunity and Deployment Options

Product Pricing and Licensing

Additional Resources / Materials

3Copyright 2013, Oracle and/or its affiliates. All rights reserved.

Position H&S as a stand-alone solution (non-JDE E1 customer)

4Copyright 2013, Oracle and/or its affiliates. All rights reserved.

Up sell H&S to existing

Net New Customer

Position H&S in net new

Position H&S as a standalone solution

5Copyright 2013, Oracle and/or its affiliates. All rights reserved.

Why Health & Safety Matters to Our Customers

Employee lost time, delay in production of goods or delivery of services

Medical, litigation, fines/citations, remediation, repair/replace

Fines, clean up/remediation efforts/costs, pollution, contamination

Injuries/illnesses, permanent disability, lost income, death, impact on families

Compliance: reporting timeliness, audits, regulatory reporting, avoidance of citations

With knowledge comes insight, measuring can lead to reduction or prevention

6Copyright 2013, Oracle and/or its affiliates. All rights reserved.

Why Health and Safety Matters to You

Most developed countries have occupational H&S regulations

Occupational H&S is applicable to most industries

JDE E1 H&S Incident Mgmt requires a very minimal footprint

JDE E1 H&S Incident Mgmt can stand alone regardless of ERP

7Copyright 2013, Oracle and/or its affiliates. All rights reserved.

Health and Safety Incident Management

Health and Safety Incident Mgmt

Release 9.1, via ESU

One View Reporting

Turn data into actionable information!

JD Edwards E1 Environmental, Health & Safety

9Copyright 2013, Oracle and/or its affiliates. All rights reserved.

Sneak Peek Whats all the Fuss About?

One View analytic

10Copyright 2013, Oracle and/or its affiliates. All rights reserved.

High level of interest from customers, prospects and sales community

12Copyright 2013, Oracle and/or its affiliates. All rights reserved.

What Does That Mean?

additional JDE functional modulesit could be the only JDE

13Copyright 2013, Oracle and/or its affiliates. All rights reserved.

Health & Safety

Health & Safety in

EnterpriseOne Application Suites

JDE E1 Rel. 9.1 Customer

EnterpriseOne Core Tools

Install & Middle- Batch &

Install & Middle- Batch &

Operating System and Hardware

Operating System & Hardware

Operating System & Hardware

14Copyright 2013, Oracle and/or its affiliates. All rights reserved.

Deployment Model Considerations

Health & Safety StandAlone in the Cloud

JDE E1 Rel. 9.1 Customer

15Copyright 2013, Oracle and/or its affiliates. All rights reserved.

JD Edwards EnterpriseOne business interface options for inbound data

Deployment Model: JDE E1 Customer

Available now via

EnterpriseOne Application Suites

EnterpriseOne Core Tools