김 정 호Service industries DirectorApps Sales ConsultingOracle Corporation

지속적인경쟁우위확보를위한

Applications 도입전략-도입방향과가치제안을중심으로

목 차

경영환경의변화

ERP 도입가치의변화ERP 도입방향ERP 도입전략오라클의가치제안

결언

경영환경의변화개별기업의혁신이필요한시점

조직문화 / Human capital 핵심역량의강화필요기업혁신에집중

핵심역량

디스인플레이션 / 디플레이션기업투자의감소정부의신성장동력

경제상황

Commoditized Offerings(가격/ Hard Competition)

원가절감에대한압력

차별화감소

전략적포지셔닝이필요비즈니스컨버전스

시장환경

고 객종업원경쟁자 기업

ERP 도입가치의변화

CompetitiveAdvantage

Improve business processes and capture more savings through incremental initiatives

Build on ERPInfrastructure andExternal capabilitiesThrough use of newtechnologies

IT Cost Savings

Processeffectiveness

단순한원가절감에서핵심역량의강화수단으로변화

Processefficiencies

1990 ’ 현 재

Processeffectiveness

•지속적개선 / 혁신과제달성•경쟁우위요소에적용•프로세스의차별화

•통합성 / 스피드•확장성•유연성

ERP 도입가치의변화ERP 핵심가치방 법도입가치

•데이터의통합을통한중복성제거

•정보/데이터의공유•운영의효율성

IT cost savings

•통합성

•통합성 / 스피드•확장성

•비즈니스프로세스의표준화• Global Best Practice•운영의효율성

Processefficiencies

ERP 도입방향

혁신의전제 (ERP 도입관련)– 혁신은 ‘운영의효율성’만으로불충분하다– 가치창출에필요한전략적프로세스의인식필요

– 가치사슬내의프로세스를차별화

ERP 도입의방향– 핵심역량강화에필요한전략적프로세스를연계하여 (Link Management) ,

– 빠르고유연성있는 IT 기술 (=ERP) 을적용

ERP 도입전략하나, ERP가창출할경쟁우위에대한인식및우선순위결정

원가및차별화에영향이큰가치활동의발견– 가치활동간의연계가발생할가능성에주목

– 정보처리과정의중요요소와의결합관계검토

– 경쟁범위의확장에필요한적용검토

(예: 채널확장에따른채널의통합필요성검토)

Initiatives 의선정및우선순위결정– 모든것에주목하기보다는중요한과제에집중

– 과제해결및조직에정착시키기위해필요한 ERP의적용을우선적으로고려

ERP 도입전략둘, 변화관리전략의일환으로 ‘Initiative Owner’관리

Initiative Owner 의역할– 과제달성및향후과제별프로세스개선에대한책임및권한부여

(from process owner to initiative owner)– ERP 구축, 과제달성에대한유지,새로운개선기회포착– ERP system 에대한인식이높을것이요구– 단위업무개선에대한책임보다는과제달성책임이효과적이라는

인식에서출발

– 조직전반의책임강화가목적

Initiative Owner 간 Network Management– Initiative Owner 간 Networking 관리를통해 지속적인변화관리– From Activity Manager to Network Manager

ERP 도입전략셋, 과제실행과정의모니터링체계구축

ERP 구축전략과과제의연계– 업무단위보다는비즈니스플로우의연계에주목

– 성공에대한합의를과제달성과연계하여진행

투자효율성에대한측정

– 투자효율성은프로세스의연계부분 , 비효율적인프로세스의제거등에서비롯

– 구축및유지보수등직접효과뿐아니라, 정성적가치도설정할것

– 과제달성에필요한 KPI 의명확화및지속적측정

도입에대한지원능력

•과제의선정및우선순위결정•과제달성을위한비즈니스플로우의제공

•투자효율측정을위한 KPI 제공•과제연계에대한구축방식제공

• I-discovery• Business Flow• AIM for BF

오라클의가치제안ERP의성공적도입을위한검토사항

오라클의제안검토사항 성공요소

• Modular-based Integration

• Industry-free or cross industry

• ROI proven

•통합성과유연성의동시제공•변화에빠른대처능력•높은투자효율성

제품의적합성

오라클의가치제안: 제품개발전략Integrated, but Modular

PurchasingPurchasing FinanceFinanceSalesSales HRHR PlanningPlanningCustomCustom

PurchasingPurchasing FinanceFinanceSalesSales HRHR PlanningPlanning

PurchasingPurchasing FinanceFinanceSalesSales HRHR PlanningPlanning

PurchasingPurchasing FinanceFinanceSalesSales HRHR PlanningPlanning

오라클의가치제안: 제품개발전략Cross-industry 제품통합 : Support for Industry Specific Business Flow

• Communications• Transportation• Utilities• Energy

Asset Intensive

• Banking• Professional Services• Eng & Construction• Retail

Service

• Government• Healthcare Provider• Higher Education

Public ServicesProcess ManufacturingProcess Manufacturing• Life Sci: Pharma / Biotech• Consumer Packaged Goods• Chemicals

Discrete ManufacturingDiscrete Manufacturing• Industrial Manufacturing• High Technology

- Semiconductor- Complex Equipment- Consumer Electronics

• Automotive- Supplier- OEM

• Aerospace & Defense• Consumer Products• Life Sci: Medical Devices

Cross-industry 제품통합예 : communication industry오라클의가치제안: 제품개발전략

Evolution of Oracle Applications in CommunicationsEvolution of Oracle Applications in Communications

…New with 11i.9……New with 11i.9…• Service Order Fulfillment

MACD– Quote-to-Provisioning

(Call Center)– Quote-to-Provisioning

(Field Sales)• Enhanced Marketing

Campaign Management• Enhanced Consumer

Market Analytics• Proposal Generation and

Management

• Service Order Fulfillment MACD

– Quote-to-Provisioning (Call Center)

– Quote-to-Provisioning (Field Sales)

• Enhanced Marketing Campaign Management

• Enhanced Consumer Market Analytics

• Proposal Generation and Management

Current Differentiators…Current Differentiators…• Service Fulfillment• Network Asset Tracking• Number Portability• Install Base Relationships• Customer Relationships• Service Request Fault Linkage• SR Status Propagation• Runtime Order Attributes• Field Service Management

• Service Fulfillment• Network Asset Tracking• Number Portability• Install Base Relationships• Customer Relationships• Service Request Fault Linkage• SR Status Propagation• Runtime Order Attributes• Field Service Management

• Service Order Fulfillment MACD– MACD in Order Mgmt.– MACD in iStore

• External Billing System Integration APIs

• Service Order Fulfillment MACD– MACD in Order Mgmt.– MACD in iStore

• External Billing System Integration APIs

…Future Direction…Future Direction

MACD: Move, Add, Change, DisconnectMACD: Move, Add, Change, Disconnect

오라클의가치제안: 제품개발전략오라클의제품개발전략 : ROI effectiveness

$4,238$2,816Other Costs*Maintenance Costs

$5,045$1,927External Labor Costs$331$53Database Hardware$717$256Application Hardware$376-Upgrade Fees

$1,538$1,315License Fees타사OracleAcquisition & Implementation Costs

Major Cost DifferencesMajor Cost Differences(Average per Customer $K)(Average per Customer $K)

Oraclecosts 48%

less than 타사

Oraclecosts 14%

less than 타사$308$264Annual Maintenance Fee

* Other Costs include other hardware, internal labor costs and training

Source: Current Analysis “Oracle / SAP Cost and Satisfaction Study” Jan 2003

오라클의가치제안 : i-DiscoveryExecutive workshop은 iDiscovery 의첫번째단계

과제의우선순위결정 / sponsorship 확보 : 변화관리의초석

“ iDiscovery for ERP ”

Architecture& Blueprint

어떻게가능한모든수단을활용하여업무프로세스를구현하고통합할

것인가?

Architecture& Blueprint

어떻게가능한모든수단을활용하여업무프로세스를구현하고통합할

것인가?

Solution ValueAssessmentSponsorship

임원진에게재무적인회수와투자타당성을어떻게보여줄것인가?

Solution ValueAssessmentSponsorship

임원진에게재무적인회수와투자타당성을어떻게보여줄것인가?

ExecutiveWorkshop

ERP 을통해경쟁우위를가지기위한대학의

올바른비전및전략과제는무엇인가?

ExecutiveWorkshop

ERP 을통해경쟁우위를가지기위한대학의

올바른비전및전략과제는무엇인가?

임원진, 부서장 임원진, 재무부서 프로세스오너

오라클의가치제안 : i-DiscoveryProcess Map

Architecture & Blueprint

Solution Value AssessmentExecutiveWorkshop

사업의이해및전략과제도출

기회영역정의

현상분석

PerformanceTargeting

솔루션Mapping

ROI 산출

실행계획

질의서,인터뷰분석

EWS수행

현업인터뷰

내부자료검토현업, IT부서인터뷰, 설문

AS-IS분석

TO-BE설계

이행계획수립

CRM 투자타당성분석

최종보고회

보고서

방법론

Process

ITInfra

오라클의가치제안 : Business Flow오라클의 Business Flow 에의한구축

What is an OBM (oracle Business Model)Business Flow?

- 조직전체의비즈니스프로세스의완전한집합체

- 특수한목적을달성 (procure-to-pay, order-to-cash, account-to reporting…)

- 계량적

- 조직간경계를뛰어넘는

Plus…– 비즈니스의목표와일치시킬수있음

– 계량적이고, 지속적으로개선시킬수있음– 경쟁우위의프랙티스를계속적용

– 구축하기에용이한

오라클의가치제안 : Business FlowOBM Business Flow의구성요소 Plan SellMarketSource Make Support

Back Office

Project to Profit

Negotiate to Receipt

Forecast to Plan

Design to Build for Discrete Manufacturing

People to Paycheck

Accounting to Financial Reports

InternetExpense

To Payment

Opportunity to Global Forecast

Call to Order

Click to Order

Incentive to Payment

Contract to Renewal

Plan to Campaign

Campaign To Results Call to

Resolution

Click to Resolution

Dispatch to Repair

Depotto Repair

Order toDelivery

FLOWSPerformance Mgt

BUSINESS PROCESSOperational Mgt

ProcureProcureProcure

ManufactureManufactureManufactureFulfillFulfill

ServiceServiceService

DevelopDevelopDevelopPlanPlanPlan

MarketMarket

SellSellSell

Enterprise Management

Finance Projects HR

Maintenance

Enterprise Management

Finance Finance Projects HRProjects HR

MaintenanceMaintenance

ProcureProcureProcure

ManufactureManufactureManufactureFulfillFulfill

ServiceServiceService

DevelopDevelopDevelopPlanPlanPlan

MarketMarket

SellSellSell

Enterprise Management

Finance Projects HR

Enterprise Management

Finance Projects Finance Projects HRHR

PROCEDURESWork Mgt

APPLICATIONS

오라클의가치제안 : Business FlowProcess

FlowValueStatement

PR1010ManageSupplierInvoices

PR1010ManageSupplierInvoices

• Invoices are received through the internet, electronically or as paper.

• The invoice is matched to PO, validated and approved.

PR1011Manage

Recurring Supplier Invoices

PR1011Manage

Recurring Supplier Invoices

• Recurring invoices (i.e. rent, utilities) generated and approved for payment. PR1015

ProcessSupplier

Credit Memos

PR1015ProcessSupplier

Credit Memos• Apply credit memos for

overpayment and for material that has been returned.

PR1013Resolve Supplier

Invoice Holds

PR1013Resolve Supplier

Invoice Holds• Determine whether hold

can be removed so invoice can be paid.

Enterprise Roles

Accounts Payable Clerk

PR1922Modify

Existing Invoice Distributions

PR1922Modify

Existing Invoice Distributions

• Modify accounting record (I.e. cost center, natural account).

• Modify allocation of invoice to specific accounts.

PR3200Issue

Employee Expense Payments

PR3200Issue

Employee Expense Payments

• A payment batch is generated and expense reimbursement payments are distributed to employees.

PR1022Issue

Supplier Payments

PR1022Issue

Supplier Payments

Bank Statement to Cash ReconciliationSubledger Journals to Post

PR5890Manage

Prepayments

PR5890Manage

Prepayments

• Reduce Invoice payments by prepayments.

PR5889ApproveSupplierInvoice

PR5889ApproveSupplierInvoice

• Approve or reject invoices for processing and payment.

PR1931Manage

Evaluated Receipts

PR1931Manage

Evaluated Receipts

• Validate Invoice.

KPI

KPI

Supplier Return to Debit

KPI

KPI

KPI

Cash Forecasting to Funds Transfer

Requisition to Receipt – IndirectInspect to DispositionExpense Report to InvoiceOrder to Drop ShipmentOrder to Buy ShipmentCustomer Return to CreditCustomer Return to ReplacementPlanning Compensation to Commission

Receipt to AssetsBank Statement to Cash ReconciliationSubledger Journals to Post

• A payment batch is generated and payments are distributed to suppliers.

• Payments can be EFT, Wire, Check.

오라클의가치제안 : Business FlowProcedure

오라클의가치제안 : Business FlowAIM for BF

Determine ExceptionDispositions

Update Flows

Update Procedures

Update Setups

Update Test Script

Prepare CRP 3.xEnvironment

Conduct CRP 3.x

Identify Exceptions

Determine ExceptionDispositions

Update Flows

Update Procedures

Update Setups

Update Test Script

Prepare CRP 2.xEnvironment

Conduct CRP 2.x

Identify Exceptions

Definition Build ProductionTransitionElaboration

ProjectPlanning

ConductCRP 1

(Familiarization & Mapping)

DesignExtensions

PrepareCustom

Test Scripts

Create and testCustom

Extensions

PrepareProduction

Environment

Convert andVerify Data

BeginProduction

MaintainSystem

ProposeFuture

Direction

Perform SystemsIntegration

Test

PerformAcceptance

TestIdentify

Exceptions

Conduct COA WS

Conduct MO WS

Conduct TCA WS

오라클의가치제안 : Business Flow

기대효과

비즈니스이슈에초점을맞출수있음

비즈니스프로세스향상에초점을맞출수있음–Automate using leading practice business flows

빠른구축, 저렴한비용, 위험요인의감소–사전구성, 사전테스트된 end-to-end flow 구축방법–제안서에포함된 ‘starting point’의명확한제공

모든것을단일공급자에의해제공가능

IT 예산지출의효과의계량적측정가능–비즈니스플로우, 프로세스별 KPI 제공및산정–Flow 별로사전구축된비즈니스인텔리전스의제공

비즈니스이슈에초점을맞출수있음

비즈니스프로세스향상에초점을맞출수있음–Automate using leading practice business flows

빠른구축, 저렴한비용, 위험요인의감소–사전구성, 사전테스트된 end-to-end flow 구축방법–제안서에포함된 ‘starting point’의명확한제공

모든것을단일공급자에의해제공가능

IT 예산지출의효과의계량적측정가능–비즈니스플로우, 프로세스별 KPI 제공및산정–Flow 별로사전구축된비즈니스인텔리전스의제공

결 언

현재의경영환경

– 디스인플레이션이진행중인저성장시대

– 비즈니스컨버전스등변화가빠름

– 개별기업의혁신이필요

ERP 도입의방향및전략– 핵심역량을강화하는과제달성중심 ; process

effectiveness– ERP 와과제달성의확고한연계필요– 변화관리전략의전환 : Initiative Owner 선정및관리– 투자효율성을담보로한제품의선택및특성고려

Business Flow의제공및구축방법실행

Q U E S T I O N SQ U E S T I O N SA N S W E R SA N S W E R S

목 차경영환경의 변화ERP 도입가치의 변화ERP 도입가치의 변화ERP 도입방향ERP 도입전략ERP 도입전략ERP 도입전략오라클의 가치제안오라클의 가치제안: 제품개발전략오라클의 가치제안: 제품개발전략오라클의 가치제안: 제품개발전략오라클의 가치제안: 제품개발 전략오라클의 가치제안 : i-Discovery오라클의 가치제안 : i-Discovery오라클의 가치제안 : Business Flow오라클의 가치제안 : Business Flow오라클의 가치제안 : Business Flow오라클의 가치제안 : Business Flow오라클의 가치제안 : Business Flow오라클의 가치제안 : Business Flow결 언