Enterprise applications, Web & Analytics trends 2012

Trends in Enterprise
Applications, Web &
Analytics

STKI Summit 2012
Einat Shimoni,
VP & Senior Analyst

The main buzzwords for 2012:

1. Mobile
2. Social
3. Big data &
Analytics
Einat Shimoni’s work copyright STKI 2012
4. Cloud
Do not remove source or attribution from any slide, graph or portion of slide 2

Enterprise applications delivery models: SaaS

>50% using SaaS

For <10% of applications


Open Source apps, anyone?
No major change in usage of OS apps in Israel, still very low.
We have seen some projects in WCM this year.


Context-based Services (Source: Accenture technology vision 2012)
“Where you are and what you’re doing – will drive the next
wave of digital services”

Source: http://www.slideshare.net/scapecast/accenture-technology-vision-2012

Voice is the next UI

Source: Soapcreative.com

More applications will be activated by voice “personal assistants”


Most important application customers for 2012


CFO: User of the year 2011


What will the CMO want in 2012?

Mobile apps

Sentiment
analysis

Oh, and make everything
context-based, please.


once upon a time…

2012:The year of Social CRM


CRM Maturity Model

Business Value
Analytical Social CRM
Value investment CRM
Listening
Web Mobile
channel channel
platforms
projects projects
Investment in order
to optimize costs
CMO
Operational
CRM/XRM IT oriented
Commodity Project

investment Business
oriented
Project
Regulative *Size of figure
= complexity/
investment cost of project

Using Implementing Future usage
Market Maturity

New IT client: Chief Marketing Officer (CMO)

There are only 3 reasons why you choose to
buy a product or a service :
1. It's the cheapest I’m so
2. It's unique important

3. You're sold on marketing!!


CRM trends:

• The new CRM customer is the CMO / customer experience manager
• We will see many customer experience projects in the financial services
market in Israel (e-Banking, new websites, multi channel, Social CRM etc.)
• Customer information will be mined from external sources (web, social
media etc.), other new resources such as loyalty cards
• XRM (~ 25% of the CRM market) – flexibility, ease of development and self
customizing options have become a major criteria for CRM package choice.
Microsoft is the big winner in this category (Israeli examples: legal files mng.,
trading system, grants mng., internet advertising “real estate” mng.)
• Microsoft is shaking up the CRM SaaS market with low pricing (44$ per user)
• CRM is now sending out tweets! Some packages (i.e, Salesforce chatter)
include messaging capabilities between individuals and systems, we will see
more of that
• Mobile CRM is becoming a must (specifically for sales and field service)


CRM trends:

Web is the new
CRM
Organizations are skipping “back end” operational
CRM and going straight to the customer frontier

If the customer doesn’t feel the impact
of a CRM project it will not be approved!

Most interesting marketing tools

(Source: IBM Unica)


Experience Economy > Age of the Customer

From 1900 to 1960, Age of Manufacturing , if you owned a factory,
you owned the market.

From 1960 to 2000, Age of Distribution, if you owned the distribution
channels, you owned the market.

From 2000 to 2011, Age of Information, if you owned the information,
you owned the market.

From 2011, Age of the Customer, if you engage the customer, you own
the market


Accelerating customer experience

CRM 1.0 CRM 2.0 CRM 3.0
Managing Managing influencers Engaging
Individual & ‘tribes’ & Influencing
customers

Customer
A Customer Customer
B C

The focus shift:
Transactions Interactions Experience


Generation Z
is here.

* Born 1990-now Einator attribution from any slide, graph or portion of slide
Do not remove source
Shimoni’s work copyright STKI 2012
19

Will social CRM finally get CRM right?


What is Social CRM

Social CRM can be used for 2 purposes:
• Listening and Learning: Using the power of personal networks
to gain intelligence on customers, their habits, interests
• Brand auditing
• Awareness of campaigns success/failure
• Crowdsourcing (new products, design ideas)
• Interacting and Engaging: New channel for customer
interactions (sales, service, marketing)

Social CRM projects will be short / simple. Companies will grow
into it (by using social CRM modules within CRM apps) or SaaS-
based products. The hardest part will be the “people” and
“processes” part, change management.


Social media projects maturity

Source: Altimeter Group
Source: http://www.slideshare.net/jeremiah_owyang/social-crm-the-new-rules-of-relationship-management

Social CRM starting to be more practical

Salesforce acquires Radian6 (leading listening platform)

Ness-Gilon BPAAS: Loyalty program mng. as a service


Problems with social CRM in Israel:

 Very low twitter usage
 Hebrew!
 Many companies outsource social
listening and engagement


Application development options:

New development


When to use XRM vs. traditional development?

• When entity model is suitable (saved DBA time)
• When the application is similar to CRM (opening
“tickets”, managing “customers” etc.)
• When the application is “data entry”
• When outlook UI is a plus (relevant for Microsoft
Dynamics CRM)
• Replacement for simple “access-like” applications
• Not just for saving development time! Ongoing
maintenance, version upgrades is more important


We will present data on products and integrators:
List of Packages and Integrators

Rep in Sometimes we specify:
Package Integrators
Israel Delivery model
Vendor A Company 1 Integrator a, Integrator b On-premise
Integrator a, Integrator b,
Vendor B Company 2 SaaS
Integrator c
SaaS
Vendor C Company 3 Integrator a
On-premise

 Most lists only include vendors that are represented in Israel
 The location within the lists is random
 Lists might not include all players


CRM Packages & Integrators in Israel (Part 1):
Package Rep in Israel Integrators Delivery model
Taldor, IBM, Matrix (BeyondIT),
Oracle – Siebel Oracle Israel Unitask (Exscientia), TATA-TCS, IT On Premise
Navigator, Yael, Ness
Oracle SCOD: Siebel Taldor, ManofIT, Unitask (Axcentia),
Oracle Israel SaaS
on-Demand Yael
Oracle e-Business Yael, Malam-Team, ONE1UP, Oracle,
Oracle Israel On Premise
CRM HP, Advantech
Oracle - Peoplesoft Oracle Israel Matrix On Premise
Ness, Advantech, Taldor, Explore,
SAP CRM SAP Israel On Premise
ValuePlus
SAP CRM on
SAP Israel SaaS
Demand
Amdocs (Clarify) Amdocs Amdocs On Premise
Partial list: Matrix-Effect, Advantech, On Premise;
Microsoft Dynamics Malam-Team, Netwise (+Agile), Aman
Microsoft Israel ,Elad (Eyron), Prodware, Pilat ITCom, SIT,
Hosted - partners;
CRM
One1, Webox (Cloud)… SaaS (Live - MSFT)


CRM Packages & Integrators in Israel (Part 2):

Package Rep in Israel Integrators Delivery model
Salesforce.com ONE1, Blat-Lapidot, Service Wise, Integrity Software SaaS
MEGA Center Yael Yael On Premise
Pivotal One1 ONE1, PILAT IT COM On Premise
Onyx (Consona) IT Navigator IT Navigator On Premise
Netsuite NetCloud, Pilat IT Com SaaS
MyBusiness MyBusiness MyBusiness SaaS
Cemax Cemax Cemax On Premise
Zoho CRM HolisticCRM HolisticCRM SaaS
Open source,
SugarCRM + Vtiger (Open Source)
SaaS


Microsoft dynamics-Based CRM Solutions - Part 1
Company Solution
E-Drive (Car Market)
Capital Market: “Optimi”
Advisor Platform (‫(יועצי השקעות‬
)‫פניות ציבור (מענה לחוק חופש המידע‬
High Tech Solution
Service Desk
‫פתרון לניהול גביה והליכים משפטיים‬
Infrastructures: configuration mng, dashboard, self service, CDI, XRM
IT Help Desk
Matrix - Effect
Contact center - moked
Analytical Dynamic CRM
mobile interface
Appointment coordination
Social crm
CCA
‫משרדי ממשלה‬
‫ מועדון לקוחות‬retail
‫הפצה ושליחים‬
Do not remove source or attribution from any slide, graph or portion of slide
‫ניהול‬ 30

Company Solution
CRM for security org./departments
HRM – Healthcare CRM, hospital risk management
DRM – Donors relationship management
IT Help Desk
Academy – Alumni, Student, scholarship grant mng, training courses
Contact Center
Malam-Team Retail CRM
VC – Venture capital CRM
Partner Relationship Management
Billing
Financial services and Retail banking
HR management solution
Citizen relationship management
Vehicle Fleet management
Almog SMS distribution
Pricelists
update 31


Company Solution
Contribution System
Donors CRM
Conferences and training
SIT
Members club
CRM for High-Tech sector
Customer Service Portal
Capital Market
‫ניהול פניות ציבור‬
Surveys module
MOSS and CRM integration
Advantech
BI for CRM
IT HelpDesk
‫חברות בניה‬
‫משרדי רואי חשבון‬
Broad Digital Billing, Rating, Account Receivables
Generica (+ONE1 as marketing or attribution from any slide, graph or portion of slide
Do not remove source partner) Capital Market operational system 32

Company Solution
Election campaign management
IT-HelpDesk
CRM-Forex
Legal and Risk Management
‫ניהול ועדות‬
Elad (Eyron) Public Appeals
On-Line CRM
BI for CRM
CRM Lease
Veritouch: CRM for Banking based on Dynamics CRM (a worldwide
product represented by Elad)
AtoZ: ‫ניהול פניות / מוקד‬
BtoZ: ‫ניהול מוקדי בקרה מרכזיים‬
ItoZ: ‫ניהול מוקדי‬IT
Netwise MtoZ: ‫ניהול מוקדי פניות מוניציפאליים‬
HR companies’ operations and clients

Einat Shimoni’s work copyright STKI 2012 Proactive Analytical CRM solution

CRM-Related Applications:

Developing/
Solution Description Representing
Company
Callidus Performance and Incentives mng Advantech
Incentives Pro Enterprise Incentives Management Incentives, Matrix-partner

MCx Multi Channel Platform Matrix

Loyalty Lab (Tibco) SaaS based Loyalty Management Yael

Scheduling and optimization of service
Clicksoftware - ClickRoster Advantech
center, field service
Scheduling and optimization of service
oracle real time scheduling center, field service
Oracle

Fanzila Social CRM Ness-Pro

Gigya Social CRM Ness-Pro

Odysii Branch/ Point of Sale empowerment Odysii, Taldor - partner

Cemax Feedback Mng, Complaints Mng. Cemax


E-Service/KM for service center Applications:
Developing/
Solution Description Representing
Company
Kana E-service, customer interaction mng. Malam-Team
Blue Phoenix, Top
LightHouse Service Center Knowledgebase
solutions – partner
nGenera Collaborative CRM Business Solutions

Inquira (acquired by Oracle) E-service, customer interaction mng. Oracle

Brain-i Knowledgebase for service agents Matrix
collaborative CRM, KM for contact
Knova (Consona) IT Navigator
centers
Salesforce Chatter, Collaboration, knowledgebase,
ONE1, Blat-Lapidot
Knowledgebase, Ideas customer-centric innovation website

Increased interest in Israel in service center knowledge management solutions
Most enterprises are focusing on internal KM and missing the bigger picture –
Customer Interaction Management

Positioning Methodology

Israeli vendor positioning
Not a technological positioning, refers only to Israeli market, focused on the
enterprise sector (not SMB)
 X axis (Market Presence): Market penetration (sales + installed base+
clients perspective)
 Y axis (Local Support): localization, support, Local R&D center,
number and quality of SIs, etc.
 Worldwide leaders are marked based on global positioning
 Vendors to watch: Israeli market new-comers

STKI positioning represents the current Israeli market and not necessarily what we
recommend to our clients


Operational CRM - Israeli Market Positioning 1Q12

Vendors to watch:
Microsoft
Netsuite (SaaS)
Sugar CRM (Open Source) Siebel
Local Support

Salesforce
SAP Player
Peoplesoft
Pivotal Worldwide
Leader
MEGA Center
Cemax

Market
Presence
This analysis should be used
Do not remove source or attribution from any slide, graph or portion of slide with its supporting documents37

CRM Selected Wins during 2011/1Q12 –
Partial List of project wins +(implementers)- part 1

 Siebel: Clalit (CRM+UCM MDM) - Yael, Menora (CRM+UCM) - Taldor, Pemi Premium (Unitask),
Bank of Jerusalem (Taldor)
 Upgrades/expansions: Strauss-water
 SAP CRM: Gilat (Advantech), Yes, Maccabi, Telit (sales), Nemal Haifa (marketing), Machon
Hatkanim,
 Upgrade: Cellcom (Ness), Telit (Ness), Bank Hapoalim (Ness), Sonol (Ness), Scope
 Salesforce: Delek Group, Amiad, Verint, Shilav, Kensho, Netvision (Sales), Hilat Communications
(Service), Nisco, Buy2, Eliyahu Finance, Tamir Fishman, Mediamind, Alvarion, Zim, Elbit Imaging,
M. of Health, Manpower Israel, Medics (One1), Capital (One1), Attunity (One1), Success Charging
(One1), Conduit (One1)
 Pivotal: H.Y Electronics. Raanana municipality, Milgam – collections center, upgrade - Ambar
 Peoplesoft: Expansions and projects in Bezeq, HOT, expansions and upgrades in Mifal Hapais,
012, Mimun Yashir, Netvision, Mataf, IDF
 MEGACenter: Bank Yahav


CRM Selected Wins during 2011/1Q12 –

 Microsoft Dynamics CRM: YES (Elad + Convergys); Migdal (Matrix); Egged; Ministry of
Health; Ministry of National Infrastructures; The Jewish Agency – Masa Project – Taglit
(Malam-Team); Maccabi – Smoke prevention cc; GIF (Malam-Team), Enforcement and
Collection Authority; Hanita Coatings; IKEA-Blue Square Furniture; Kenes International; Red
Optical Networks; Zannex; Meitav Investment; Beer Sheva Municipality; Yaar-Holdings;
Knowledge4All; Michlol; Sonol; Isred (Matimop); Kanit Investment; Taglit; Ashdod
Municipality; Moto Media; Wrnty; Barzilai Design; PRS Mediterranean; Sheva Medical; Data
Media direct marketing; Mer Group; Leverate; Mediton medical centers; German Israeli
Foundation; Chasdei Lev; Netafim; Datamap GIS; Tera Sky; Mantis Vision; Kesher; Brio
Software; 10 Tix; Engineering IL; Comandsense; Newpark; Waterfall security; PRS; Talpiot
community; Israel Today (Malam-Team); Bank Leumi Romania (Malam-Team); Mey Eden
global sales (Malam-Team); Jerusalem municipality (Malam-Team); El Al CC (Malam-Team);
M. of Health – XRM; M. of Health – Kol Habriut (Elad); DSNR – XRM; Levrait – XRM;
Praklitut Hamedina – XRM; Madanness – XRM+CRM (Matrix)
 Live (SaaS) clients: Massa Taglit (Malam-Team); Dead Sea Works; Engineering union;
M. of Internal Affairs – Combined with Azure (Malam-Team); Rappaport (Malam-
Team); M. of Science (Malam-Team);


CRM Consultants in Israel - Partial List
(Alphabetical order, not a ranking)

 Accenture
 Alternative
 B-Pro
 Deloitte Touche: Strategy, business case
 IT solutions: CRM & Billing
 Luria: Contact centers
 Matrix (Beyond IT)
 Meteor
 Ness-Gilon (Synergy): Loyalty, Customer Analytics & Social CRM
 Nugami
 Sensecom: Contact Centers
 TCS Israel – Tata
 Widelink
 Value Plus (SAP)
 Several other independent advisors


E-business


2012 game changers :

New rules for the “web”


What are websites in 2012?

Websites are becoming
the main engagement
and experience platform
with customers.
Enterprises will try to turn websites
into a fun place that customers will
want to spend hours in.


Fun creates loyalty

Source: Einat Shimoni’s work copyright STKI 2012
Gabe Zichermann http://www.youtube.com/watch?v=a2LDip9HPwY

Web trends: gamification

Gamification of websites:
• Competing against others
• Hierarchal levels of games
• Winning awards or product discounts
• Website visit is fun, like a game

Source: Soapcreative.com

The user reads product announcement, watches video demonstrations, makes
comments, sends likes, and is being rewarded points that can be redeemed


SaaS international gamification tools:


NBC website using gamification


Gamification spending (Source: M2 Research)


Time to restart your website


Physical web (Source: MCorpConsulting)

“The ability to help your customers remotely link to, browse and
utilize the physical world like they do the web”.
Customers can “bookmark” their favorite places or shops, keep
track of real things (like the location of their car). This opens up
immense new service options limited only by your imagination

Source: http://www.slideshare.net/Michael_Hinshaw/mcorp-customerthink-webinar

More digital trends affecting your web strategy:

“TV is a mature but rapidly-changing market. With the advent of
IP-based devices, connected TVs are progressing at a fast pace
and traditional TV broadcasting is quickly evolving into a more
immersive experience where users can interact with rich
applications that are at least partly based on Web technologies”.
(Source: W3C)


More digital trends affecting your web strategy:

Source: http://www.slideshare.net/fjordnet/fjord-digital-trends2012final

Retail embraces social media

2011 Retail companies acquired social media companies:
• Tesco acquired BzzAgent
• Wallmart acquired Kosmix

Why?
 Intent-based inventory management
 Loyalty programs
 Brand monitoring
 Engagement
 Social commerce


Maturity model for Social media integration

8. Seamless
integration

7. Social log-in triggers
sharing

6. Users stay on site with social
log-in

5. Aggregate discussion on site

4. Brand integrated in social channels

3. Link away but encourage sharing

2. Link away with no strategy

1. No social integration

• Source: http://www.web-strategist.com/blog/2010/05/19/slides-roadmap-for-integration-of-social-into-your-
corporate-website/


Fanzila (Israeli rep: Ness-Pro)


The attention economy

Source: http://www.slideshare.net/jess3/the-practitioners-guide-to-creating-content-like-a-publisher


Warning!
Buzzword ahead


WCM (Web content management) trends:

WCM tools are no longer just about content. WCM tools include:
• Content creation tools (authoring and approval WF)
• Content management tools – library, authentication
• Web analytics
• Digital Content Management (not just web)
• Rich media management (DAM)
• Multi device consumption support New stuff
• Standards support: CMIS, WSRP, HTML5

Website management try to provide web customer experience
and engagement management platforms but no one tool does it
all. Enterprises will still need to use several different tools


WCM market

Israeli WCM market behaves very differently than worldwide
market. Leaders abroad – Adobe (Day SW), Oracle Web Center
(Fatwire, ATG), HP (Autonomy/Interwoven), Open Text (Vignette),
SDL Tridion, Sitecroe.

In Israel – it’s a sharepoint-oriented market


WCM/ External Portals tools: Players in Israel
Company Product Name Integrators
Matrix Vignette (acquired by Open Text) Realcommerce, Matrix

eWave, Netwise, Matrix, Malam-Team, Advatnech, Elad, Bynet
Microsoft MOSS SW, HP, Hilan, Consist, Yael, Tvuna, One1, Byon, Aman,
Realcommerce, Ness and more…
SPS/CMS Migration tools: METAlogix (Bynet SW), MMF (Malam-Team), Matrix, eWave Sharepoint.X etc.

IBM Websphere Portall Matrix, Risotech-Elad, IBM, ONE1, SPL-Idor, KITS-advantech,
Midlink, C-soft, Taldor, Web Tech
Sitecore Bynet
Bynet
EZ Content Bynet
WebTrends (Web analysis) Bynet
Matrix Digital Scepia tools Matrix Digital
Realcommerce RealCMS Realcommerce
EPIserver Netwise
Netwise Tridion Netwise
Telerik )Sitefinity – product) Netwise
Consist CMS (PHP) Consist
eWave eGenCMS 2.0 eWave
Interwoven Xioma Xioma
Ness Choradiant web analysis Ness

Oracle Israel Matrix, eWave, Coral, Taldor, Advantech, Unitask, Malam-Team -
Oracle Web Center
Stellent, Qesem, ONE1, Mckit, HP
SAP Israel Do not remove source or attribution from any slide, graph or portion of slide (Xact), Ness, HP, Taldor, Malam-Team, etc.
SAP Portal IBM, One1 60

Portals: WCM Open Source

Product Name Israeli specialists (partial list):
Joomla Consist
Drupal Realcommerce, eWave, Consist
Wordpress eWave
Dot Net Nuke Malam-Team
Consist PHP-based CMS product
Cuyahoga (Open Source on
Microsoft platform) Aman
Umbraco Netwise
Liferay Malam-Team, Matrix
Nopcommerce (open source
e-commerce, shopping cart) Netwise


Web Analytics

Company Israeli specialists (partial list):
Web Trends Bynet
Clicktracks Consist
Google:
Urchin (Google on premise version)
Google Analytics
IBM – Unica web analysis Gstat
Coradiant (non intrusive) NessPro
ActiveInsight ActiveInsight
Piwik (open source web analytics)


External Portals –2011-1Q12:
Partial List of selected wins +(implementers)

MOSS: Supersol - new Commerce site (Netwise), Better Place
(Realcommerce), IEC (eWave), Bank Mizrachi (eWave), Bank of Jerusalem
(eWave), Ayalon Insurance (eWave), Bank of Israel (Bynet SW + Taldor),
Mivtach Simon – mobile (Netwise), Leumi-card (Matrix), Zim (Matrix), M.
of Justice (Matrix), M. of Education (Matrix)
Websphere: Mataf – Bank BeinLeumi (Matrix)
Liferay (open source): Bezeq Beinleumi (Malam-Team)
MCx (Matrix): Bank of Jerusalem, Bank Mizrachi
ACx (Matrix): Castro, Mimun Yashir, Union Bank site, Machon Hatkanim,
Ophran (commerce module), Eged Tiur, , TV


The importance of website compatibility

Yet many sites
only run on
explorer!

Source: http://www.netmarketshare.com/


HTML5

Source: http://www.slideshare.net/ThibautLoilier/digital-trends-2012thibaut-loilier


A year of new marriages

Structured Unstructured
Infrastructure Applications
data data


Big data meets analytics


BI & Analytics Maturity Model

Business Value
Analytical Big Data Analytic
Value investment CRM solutions

Interactive Balanced
Analysis Scorecards
Self service BI Big Data
Investment in order Infrastructure
to optimize costs EPM IT oriented
Dashboards Mobile BI
Project

Business
Commodity Classic oriented
(Passive) DW Project
investment
*Size of figure
= complexity/
cost of project
Regulative Data
Governance
investment

Market Maturity

Analytics & BI Generations

Real time/ Real time
analysis of data
DW updated near RT “on the move”
frequently
DW updated Structured Unstructured
once a day data data
BI insights linked to
Static Reports for operational Interactive/ Usage of data
operational and processes Exploratory mining tools to
strategic needs analysis create new
BI is insights
Passive BI
proactive Usage of data
mining tools to
predict “events”
We are here

Gen. 1: Gen. 2: Gen. 3: Gen. 4:
Passive BI Active BI Active Analytics Active Analytics
IT is the boss IT still the boss End user is boss on Big Data
End user remains
boss

Big data = NEW Knowledge


640 GB of data transferred each minute


ERP Life Cycle

Basic modules Increase efficiency of ERP
HR, Logistics,
Financials operations “Core” business
Portals, BI, BPM Vertical modules
Stabilizing
the system Advanced modules EPM
Major upgrades Mobility
You are here.

ERP 1 ERP 2 Core business

Big Data

Unstructured data sources:
social networks, retail
and supply chain sensors, traffic and transit
system sensors, smart meters and power
grids, medical monitoring devices,
communications
networks, financial trading and transaction
systems, security and risk monitors, and
national intelligence agencies.


Big Data Definition – 4 V’s (or more…)

• Volume – tens of TBs and more
• Velocity – the speed in which data is added – 10M items per hour
and more. And the speed in which the data needs to be processed
• Variety – different types of data – structured & unstructured. In
many cases deals with internet of things, social media, but also with
voice, video, etc.
• Variability - able to cope with new attributes and changing data
types – without interrupting the analytical process (without “import-
export”)
• Other optional V’s - validity, volatility, viscosity (resistance to flow)

Source: http://www.computerweekly.com/blogs/cwdn/2011/11/datas-
main-drivers-volume-velocity-variety-and-variability.html


3 Parts to Big Data


Big data is the launch point for a new
breed of analytic applications


Example of Big Data analytics usage (Source: IBM)


Example of Big Data analytics usage (Source: SAS)

Big data analytics = Analytics on Steroids

Examples of Big Data analytics tools

• Ness TSG (analysis of external
data sources), Sentiment
analysis as a service
• SAS
• IBM “BigInsights”
• SAP HANA applications
• Teradata (acquired Asterdata for
unstructured content)
• Datameer (Hadoop based BI)
• Karmasphere (+SQL interface)
• Digital Reasoning – analysis of
text based communications

Do not remove source or attribution from any slide, graph or portion of slide Source: IBM 80

Big data market (source: Wikibon)


Big Data

Big data Infrastructure:
storing and processing
many vendors, projects

Big data Analytics:
putting the data to use
Attivio, Autonomy+Vertica (HP), SAP, IBM,
Oracle, NCR
Focus should shift to analytics

New role in the analytics world – Data Scientist

Ability to analyze Algorithms &
large amount of data coding

Ability to explain the Business
significance of data optimization

Data mining & Problem solving
statistical skills
Machine learning
Data mining &
statistical skills
I’m not a statistician.
I’m a data Scientist

An open source toolkit for the data scientist

Source: http://www.datasciencetoolkit.org/

Big Data Sis in Israel – Partial list:

• Vision BI
• Ness-Gilon (eBay, S&P, GM, Franklin
Tempelton, Canadian Tire, IDF)
• Taldor – 3BASE (Pitbug, Navitrio, Quicklizard,
Mediamind, Conduit, Kontera)
• Malam-Team
• One1


Reality check:
we are still stuck with spreadsheets and static reports


BI is still not for everyone

Usually only 25% of the organization


Focus shift: now the end user decides

Self service BI - independent IT managed (and controlled) BI
Easy and “cool” visualization Consolidated data
Interactive exploratory analysis Single version of the truth
Fast response time Single integrated BI suite

Data discovery

(…for the user, not for IT)

But there is a cost (for IT to pay)

• Creates separate information “silos”
• Another “semantic layer”
• Separate from organization’s metadata
• Several versions of the truth
• An additional set of tools


A new category for BI tools: Interactive Analysis

2 types of BI tools:
• Classic reporting & OLAP viewers
• Business Discovery user exploratory tools
(Qlikview, Spotfire, Tableau…)

Source: http://healthinreallife.blogspot.com/2011/10/why-
cant-we-just-get-along.html


Most important application customers for 2012

2011 was a good year for CFO tools market
• Budget planning is back
• Reports consolidation
• Financial disclosure
• A few profitability projects & RFPs

Yeay! EPM tools
are hot again


EPM packages
Budget Planning, report consolidation, financial disclosure

Package Rep in Israel Integrators
HMS, Business & Decisions, Ness-Gilon,
Hyperion - Oracle Oracle Israel
Oracle consulting, Malam-Team, One1Up
IBM – TM1 IBM Israel Byconix, Ernst & Young, Ness-Gilon, Libi
IBM - Cognos planning IBM Israel Libi, Ness-Gilon
IBM - Clarity IBM Israel Tulip, Libi
Ness, IBM, HP, Advantech, HMS, Malam-
SAP BPC + SM SAP Israel
Team, Opisoft, Matrix
Top-IT (Opisoft),
Power OLAP Top-IT (Opisoft), Gilon
Xioma
SAS Mia computers Mia
CFODREAM The 7th Dimension The 7th Dimension
Global - Spreadsheet server Yael software Yael Software
Gomla (mainly Costing) Gomla Gomla
BDO Analyzer BDO BDO
Palo (open source OLAP) Ness


EPM tools
Israeli Market Positioning 1Q12
Vendors to watch:
Global – spreadsheet server
BDO Analyzer
SAS
Oracle
Local Support

IBM
BI

Worldwide
SAP Leader

CFODream

PowerOLAP
Gomla

Market Presence

BI and Mobile are the 2 top
priorities for CIOs.

So… why isn’t mobile BI
a main priority?
Will 2012 finally be the year for mobile BI?


Mobile BI

What mobile BI can look like:
Source: SAP

Mobile BI is not just “wireless access” to BI data. It’s a NEW and
DIFFERENT delivery channel that should be optimized to provide
context, location and time meaning to data and decision making
Decisions organizations plan toanytime. mobile BI during 2012
~40% of are made anywhere implement
(Source: Informationweek)

Mobile BI

During 2011 almost all BI vendors offered BI for tablets
(mainly iPad, some Android)
During 2012-2013 we will see organizations starting to use
mobile BI applications.

Main challenges will remain:
• Security
• Vendors aren’t providing FULL support yet (Android still not provided in
many packages)
• BYOD, no standardization


From mobile devices to mobile users ……


In 85% of enterprises only <10% of workers have tablets

Source: InformationWeek

In Israel: 1%... Under IT’s responsibility but growing
under IT responsibility
8% more endpoints

Update!
1%
Tablets

7% Smartphones

13% Laptops

Desktops
77%

Source: STKI Feb. 2012

Who Will Be Using Tablets? (Israel)

3% Some of theall Employees

15% Mid-level directors

21% Pilot in one of the units

41% Specific functions (e.g. salesmarketing)

44% CXOs

Source: STKI, Sep. 2011

Mobile BI dedicated tools:

RoamBI (for iPhone/iPad)

DSPanel (Microsoft mobile BI as web parts)

Extended Results


Reality check:
we are still stuck with spreadsheets and static reports


BI is still not for everyone

Usually only 25% of the organization


BI General Platforms (Part 1):
Matrix BI, Advantech, Taldor, Malam-Team, One1
SAP BW + SAP Business (+Xact), Ness-Gilon, Skywin, Consist, Point of View,
SAP Israel
Objects, Explorer IBM, Data Cubes, VisionBI, Active View, HP, Eternity,
BICS, Xioma

Eternity, Opisoft, Ness-Gilon, ONE1 BI, Matrix BI,
Microsoft (SQL Server +
Microsoft Israel Consist, Advantech, Gstat (datamining), Bynet SW,
PerformancePoint Server)
Elad, Malam-Team, Libi, Top-soft, Enix, MOSS SIs

Libi, Opisoft, Seven-D, Ness-Gilon, Consist, Eternity,
IBM - Cognos IBM Israel Advantech, IBM, Mirkam (Energy), Malam-Team,
ONE1 BI, Normative

IBI - WebFOCUS Malam-Team Malam-Team, Ness-Gilon, ALD

Oracle OBI EE Oracle Consulting, Taldor, Ness-Gilon, Data Cube,
Oracle Israel Vision BI, Enix, Business & Decisions, Advantech,
Oracle BI Apps (prepackaged Eternity, Yael, IBM, ONE1 BI, Malam-Team, Matrix BI
BI for Oracle ERP, Siebel etc.)
Point of View 2008 Point of View Consist, DBNet, Ness Matach, Libi, BDO
Pilat ITCOM, Eternity, Normative, VisionBI, Datacube,
Pyramid Analytics source or attribution from any slide, graph or portion of slide
Pilat ITCOM 105
Do not remove Opisoft

BI General Platforms (Part 2):

SPSS IBM Genius, IBM - GBS Gstat, Matrix BI
Mia, Ness-Gilon, Pareto, HMS, Antropy, Liran
SAS Mia Computers
Lavi, Goldmines

Panorama Matrix BI (+HighView), Ness-Gilon, Consist,
Panorama Data Cube, ONE1 BI, Business Solutions,
Novaview, Necto Citrine BI, VisionBI, Eternity, Opisoft
Microstrategy Mittwoch Mittwoch
EIS (Sigma) Ness-Gilon Ness-Gilon
Actuate iServer
Ratio Ratio
(Enterprise Reporting)
Syndera (Operational BI) Ratio Ratio
Spotfire (Tibco) Yael Software Yael Software, Eternity
Pentaho (Open source BI) Eternity, Tikal, Malam-Team
Palo (Open source BI) Ness-Gilon


Data discovery / Interactive Visualization tools:

Hilan, Ness-Gilon, Michshuv Maarachot, ONE1 BI,
Qlikview Hilan Malam-Team, Complete ,Tirosh ,Consist , Servit ,
Enix, Ludan, Libi
Spotfire (Tibco) Yael Software Yael Software, Eternity
Tableau SIT, Gstat SIT, Gstat, VisionBI, Consist
Microstrategy Visual Insight I.E Mittwoch I.E Mittwoch
Endeca - acquired by Oracle
Oracle
(Search-based data discovery)

Microsoft - PowerPivot Microsoft Microsoft BI partners

IBM – Cognos Insight IBM

SAS JMP Mia computers Mia, Gstat…

SAP Explorer (search-driven BI) SAP Israel SAP BO partners

A new category: Big Data Analytics tools

Example: 1010data

http://www.1010data.com

BI Dashboards (Partial list):

SAP Xcelius SAP Israel Matrix BI, Advantech, One1 (+Xact)

Eternity, Consist, Ness-Gilon, ONE1 BI, Matrix BI,
Microsoft (PerformancePoint) Microsoft Israel Opisoft, Advantech, Bynet SW, Elad, Malam-Team,
Libi, Top-soft, MOSS partners…

Cognos (An IBM company) Libi, Opisoft, Ness-Gilon, Consist, Eternity,
IBM Israel
Metrics Studio Advantech, IBM, Malam-Team, ONE1 BI

WebFOCUS Dashboard Malam-Team Malam-Team, Ness-Gilon, ALD
Matrix (+Highview), Ness-Gilon, Consist, Data Cube,
Panorama Panorama ONE1 BI, Business Solutions, Citrine BI, VisionBI,
Eternity
Hilan, Ness-Gilon, Michshuv Maarachot, ONE1 BI,
Qlikview Hilan Malam-Team, Complete ,Tirosh ,Consist , Servit ,
Enix, Ludan, Libi
Pyramid Analytics - dashboard Pilat ITCOM Pilat ITCOM
Tableau SIT, Gstat SIT, Gstat, VisionBI, Consist
Do not remove source or attributionsuits include dashboard slide
All BI from any slide, graph or portion of modules 109

BI – Selected Installations 2011-1Q12
Partial List of selected wins +(implementers)- part 1

 SAP – Business Objects: Given Imaging includes explorer on iPads (Ness-Gilon), Hadassah
(Ness-Gilon), Trade Networks, Better Place, Diplomat, Strauss, Sonol (Xcelius on iPads,
Webi), Colmobil Crystal reports (Ness-Gilon), Police, IEC analytic applications, Fiat (Explorer
on iPads), Clal Xcelius (Matrix), Paz Xcelius (Matrix), Elbit Xcelius (Matrix), Netafim – BW
upgrade (One1 – Xact)
 Cognos: Metronit Yafe Nof (Malam-Team), Clal (Libi), Harel (Libi), Elyahu cLibi (Libi),
Orbotech (Libi, on Oracle ERP. BSC, Metrics Manager), TAAS (on TM1, Libi), Kupat Cholim
Meuchedet, Double Verify (Vision BI), Rakevet Israel (on BW, Libi)
 Cognos 10 upgrades: Cellcom, Bank of Israel, Clal
 Web Focus: Pelephone, Ministry of Wellfare, Dead Sea Works (on BW), Jerusalem
municipality (Dashboard)
 Oracle:
 OBI EE: Elisra, Maccabi dent, Galam (OneBI)
 ERP BI Apps: Tnuva, Plassan (Ness-Gilon), Visa CAL
 CRM BI Apps: Clalit (Ness-Gilon), Bank Leumi, Bank of Jerusalem

BI – Selected Installations 2011-1Q12
Partial List of selected wins +(implementers)- part 2

 Spotfire: Clalit, Teva, Isracard, Bank Poalim
 Qlikview: eBay, Bezeq International, Playtica, Partner Eng. (Ness-Gilon), Pelephone,
Makhteshim, HOT, Clal (Ness-Gilon), Osem, (on SAP, Libi), H&M (Libi), Mekorot
(Enix)
 Expansions in Police, Phoenix, Better Place, GHF (Ness-Gilon), AFI (Ness-Gilon)
 SAS: Paz, IEC (Dashboard), Social Security (Dashboard). Bank Mizrachi (Dashboard),
Bank Leumi, Bank Poalim, El-Al – Financial (Gilon), IDF, Visa CAL, Eliyahu (BI Portal),
Israel Securities Authority, M. of Internal Affairs, Opal
 SPSS: Police, Partner, Tax Authority
 Tableau: Bezeq, TAAS, Tidhar, Medingo, Yad Sarah, Poliram
 Pyramid Analytics: Toto, BDO, Migdaley Hayam Hatichon


Front end BI and data discovery tools
Vendors to watch:
Pyramid Analytics
Tableau
Endeca (acquired by Oracle) SAP IBM
Microsoft
Oracle Qlikview
Local Support

Web focus BI

Panorama Data
Spotfire SAS discovery
(BI capabilities + data
discovery – SAS JMP))
Worldwide
Leader

Market Presence
This positioning includes only Front End BI tools (reporting, query, dashboards)
not analytic/data mining tools Einat Shimoni’s work copyright STKI 2012 This analysis should be used
and does NOT take intoremove source or attribution from any slide, graph orwith these tools
Do not consideration the depth of analysis portion of slide with its supporting documents112

Advanced analytics


Advanced analytics tools (Partial list):

Package Marketing Company
Mia, Ness-Gilon, Pareto, HMS,
SAS
Antropy, Liran Lavi, Goldmines
IBM - GBS, Genius, Matrix BI, Ness-
IBM – SPSS, Unica
Gilon
KXEN KDE Group
R statistics – open source community Worldwide
Leader
Tibco Spotfire Miner Yael
Microsoft – data mining Microsoft Israel, Gstat
algorithms within SQL
Gstat analytic solutions Gstat
FICO Ness
IBM i2 for defense sector Matrix
CRM, CampaignShimoni’s work copyright STKI 2012 other application packages
Einat
Management, BI and
114
include pre-built analytics models or portion of slide mining capabilities
Do not remove source or attribution from any slide, graph or some data

Analytic & data mining tools

Vendors to watch:
Spotfire (Tibco)
FICO
SAS
Local Support

IBM
BI

Worldwide
Leader

Microsoft
based
projects
R statistics
(open source)
KXEN

Market
Presence

Moving from Data mining platforms to analytic solutions


BI & Data specialists - Partial List
(Alphabetical order, not a ranking!) – Part 1

• Accenture: Strategic business level consulting
• Aman – data management
• Activeview – data integration
• Advantech
• BICS – BI for SAP and BW
• B-Pro – stood out in strategic BI consulting
• Business & Decisions – stood out in financial BI
• Citrine BI
• Consist
• Data Cube
• Enix
• Eternity – stood out in Microsoft, and in combining BI with Search & Portals
• Ergo – Balanced Scorecard consulting
• Gstat – analytics, data mining, campaign management
• HMS – stood out in strategic financial BI, risk management


BI & Data specialists - Partial List
(Alphabetical order, not a ranking!) – Part 2

• IBM – BI and strategic optimization analysis (BAO)
• Inquera – stood out in product catalog data cleansing
• ONE1 BI + One1 Liam – stood out in big data
• Opisoft – stood out in BSC/metrics projects
• Libi
• Malam-Team
• Maarachot Hachlata (Yoram Levin) - consulting
• Matrix BI (+HighView) – stood out in visualization - BSC/dashboards
• Ness-Gilon – stood out in big data, BI-process-as-a-service, EPM, customer analytics
• Normative
• Nugami - consulting
• Pareto – Data Mining
• Point of View
• Ratio – BSC and KPIs consulting
• TCS Israel – Tata
• Xioma
• Vision BI – stood out in Big Data projects

MDM/ Data Hub technologies in Israel
Matrix (+BeyondIT),
Oracle Siebel UCM Oracle Israel Yael, Malam-Team,
Taldor
Ness, Malam-Team
SAP MDM SAP Israel
HP
IBM
IBM Israel IBM, Opisoft, Matrix
(+acquired Initiate)
PIM - QAD SIT SIT
Tibco (CIM – product data, Telecom) Yael Yael
Informatica (acquired Syperian) Aman Aman
Microsoft Master Data Services - SQL Matrix + other
Microsoft
2008 R2 (Stratature acquisition) potential partners
Teradata MDM (+i2) Mittwoch Mittwoch
Open Source MDM: Talend Ness-Gilon
Worldwide
Do not remove source or attribution from any slide, graph or portion of slide Leader 119

MDM new wins 2011-2012 (Partial list):

 Oracle UCM: Menora (Taldor), Clalit (Yael), Visa CAL (Matrix),
 SAP MDM: M. of Health (PIM), Bank Israel

Big data’s impact on data quality is two-sided. On one hand, it
intensifies the need to clean the data we’re relying on. On the
other, volume makes “individual” mistakes seem smaller in the
larger context.
The “Variety” of big data poses new challenges in data quality: the
data is not created within the organization and isn’t “owned” by it.
Also, the data is less structured and “messy”


Core
business

ERP Life Cycle

Basic modules Increase efficiency of ERP
HR, Logistics,
Financials operations “Core” business
Portals, BI, BPM Vertical modules
Stabilizing
the system Advanced modules EPM
Major upgrades Mobility
You are here.

ERP 1 ERP 2 Core business

ERP – local vs. international packages

A very good year for Israeli ERP packages
 Many replacements of AS400 legacy apps
 SMBs worried about high international ERP TCO

New player: Microsoft Navision entered the
SMB ERP market in Israel


ERP maintenance costs exploding

We received many questions during 2011 on
high ERP maintenance costs which leads to:
• ERP “Rationalization”
• Back to basics -> Vanilla is good!
• Move to “Israeli ERP based” package?
• Efforts to gain operational efficiency: SAP solution
manager, quarterly version upgrades of internal changes
• But most aren’t considering outsourcing


HR & Talent management


Interest in HCM is finally rising in Israel

During 2011 STKI received many questions on
projects related to human capital:
• Recruitment management & e-recruitment
• Skills management
• Incentives and performance management
• Talent management
M&As: SAP – Successfactors; Oracle – Taleo


ERP Maturity Model

Business Value
Vertical/ Core
modules
Value investment
HCM
EPM IT oriented
Investment in order Project
Applications
to optimize costs Operational mobility
Business
portals oriented
Project
*Size of figure
Commodity Classic = complexity/
ERP
investment cost of project

Regulative
investment

Market Maturity

ERP Packages & Integrators: Part 1
Package Israel Rep Integrators Delivery model

Oracle e- ONE1UP, Advantech, Yael, Unitask, Motorola, Oracle On-premise,
Business Oracle Israel consulting, Taldor, HP, Ernst & Young, TATA (TCS Some SaaS solutions
Suite Israel), Ness, Pilat ITCOM, Systematics (PLM) (i.e, HR, Sourcing)
Ness, IBM, Taldor, Advantech, Malam-Team, HP, TATA
(TCS Israel), Accenture, Aman, Matrix, AKT (HR
SAP SAP Israel On-premise
module), One1 (Xact), IGC (Financials), S.D.M, Yael,
Convista Israel (SAP for Insurance)
SAP All-in-
SAP Israel Taldor, Advantech, Ness, Malam-Team, CBIT, SAPLM On-premise
One
SAP Business Xioma, RELS, Complete, Menahel4U, Todan, BDO, Ziv On-premise, SaaS by
SAP Israel
One systems, Corvet, Cloud: Triple C, Webox partner in Israel
E-Tafnit Matrix Matrix, Alpha Consultants On-premise, SaaS
QAD SIT SIT, ManofIT, Tirosh On-premise, SaaS
Ashbal, Meidatech, FBC On-premise, SaaS
Priority Ashbal
Afek, Tulip, RAAN, HP, IlitERP (w/Meida-Tech)
Lawson (M3,
Intentia Israel Intentia Israel On-premise
S3)
ONE ERP ONE1 ONE1, Anagal, Y. Ovitz On-premise, SaaS
KAV systems Kav Kav, Ardom
On-premise 128

ERP Packages & Integrators: Part 2
Package Israel Rep Integrators Delivery Model
Microsoft Israel.
Prodware, Oregano, Maxsoft, Pisga,
Microsoft Dynamics AX Localization & On-premise
Axperts, Almog
Distribution by Prodware
Microsoft Israel.
On-premise, SaaS
Microsoft Dynamics NAV Localization & Prodware
Distribution by Prodware
Aviv, MARS Aviv Aviv On-premise
FinPro, Logistic Pro Almog Almog On-premise
On-demand, SaaS-
Gan Tochnot Heshev Aman Aman
Israel
On-demand, SaaS-
Comax (on demand) Comax
Israel
Profit Michshuv Group
Netsuite NetCloud, Pilat IT Com SaaS
Bgate Bgate On-premise, SaaS
IFS Teldan On-premise
On-premise, SaaS-
ERP for municipalities Automazia Automazia
Israel
BPCS, BaanDo not remove source or attribution from any slide, graph or portion of slide IBM, Tulip (Baan)
Matrix Matrix, Afek, On-premise 129

1. Enterprise ERP - Israeli Market Positioning 1Q12
Very large ERP projects (>300 users, large enterprises)

SAP
Oracle
Local Support

Player

Worldwide
Leader

Market
Presence This analysis should be used
Einat Shimoni’s work copyright STKI 2012 with its supporting documents

2. Mid-Large ERP - Israeli Market Positioning 1Q12
Medium-Large ERP projects (~100-300 users, mid-large org.)

Oracle

SAP
AIO,B1
Local Support

Priority
One1 Player
QAD
Microsoft AX
Movex Tafnit
Worldwide
Leader
Aviv

Market

3. Small-mid ERP - Israeli Market Positioning 1Q12
Small-medium ERP projects (~10-100 users)

Vendors to watch:
Microsoft NAV SAP B1
Netsuite (SaaS)
Priority
One1
Tafnit
Local Support

Player
Kav
Oracle
Movex QAD
Worldwide
Leader
Aviv Comax

Market

ERP Selected Wins during 2011/1Q2012

 SAP: Amiad (Taldor), Menora (Ness), El Al (Ness)
 Expansions/New modules: Sonol – Retail (Ness), Phoenix – ICM (Ness), Rakevet Israel
– BPC module (Malam-Team), Police – ISH (HP) + HR, Phoenix – HR (HP), Bank Poalim
(AFI), IEC (Portfolio mng), IDF projects, Delek Europe, Tnuva – Mobile (Ness), Mahog
(Ness), Ayalon - FI (Ness), Maccabi - GRC (Ness), Given Imaging - GRC (Ness), Yafora -
GRC (Ness), Yes – Billing (Ness)
 Rollouts: Tower (Ness), CMT roll-in (Ness), Haifa Chemicals (Advantech), Liveperson
Roll-in (Advantech)
 Sap all-in-one: Lodan (Malam-Team)
 Sap Business-One: Africa Israel (Menahel4U), Aminach (Complete), Shiran, Boney
Hatichon, TTI telecom, Lilit Cosmetics, Tobol, Gindi holdings, Yaacobi, Exphone – includes
billing (Menahel4U)
 Cloud (TripleC): Bit and Byte
 Netsuite: Interfax, Groupon, Imperva


ERP Selected Wins during 2011/1Q2012

 Oracle: Nesher (One1), Phibro, Soda Stream, Pocared Diagnostics, Bar Ilan University (expansion from
HR to ERP)
 R12 upgrades (Advantech, One1, Unitask, Yael): Foris, Cubic, Rapa, Applied Materials (One1), Ormat
(One1), Open University, Zeraim Gadera, Galam
 Expansions: Mellanox – HR module, RH tech – Product data quality, Visa CAL – advanced
collections (Advantech) + advanced procurement, Frutarom (HR, Yael)
 Rollouts (One1): Kazaa, Verint, Gadot, Radvision, Soda Club, Teva, Verifone
 One1ERP (MaaleNX): Oranim bakery, Haemek factories, Mishmar Hanegev, Negev Ecology, Via
Arkadia, Alon Cellular, Kornish, Dan – MRO, Hatnua Emek Hefer, Hof Hefer, Masuot Yitzhak – control,
Eurocom – repair factory, Kibbutz Shoval, Optiplast factory, Ichilov – catering module
 Tafnit: Global Factoring, Diplomat Intercoma, Regba, Alcol electronics, UMI (CRM), Veizman Institute,
Ben Gurion, Marom, Electra Bar, Caspit, Poalim (loans), Platinum (factoring), Securities mng in credit
card companies, Carasso – service, Opel, Projects in Union motors and Yapanoto
 Microsoft Dynamics AX: Africa Israel Hotels; Delta Galil (HR module); Nirosoft; Eromix; M.S.
Aluminium; Paltop; Ceragon; Reches; Amobee; Off-Tov (Maxsoft + Prodware); BAE Rokar


ERP Consultants - Partial List
(Alphabetical order, not a ranking!)

 Accenture
 Bit-Plus
 Deloitte Touche
 Ernst & Young
 Gabi Ron
 HMS
 Meteor
 OIC
 Seker
 That’s IT
 TCS Israel - Tata
 Tulip
 Value Plus (SAP)
 Several Independent advisors

Thanks for your patience and hope you enjoyed

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Thank you!
Einat Shimoni
Blog: www.einatstki.blogspot.com
Twitter: EinatShimoni


Enterprise applications, Web & Analytics trends 2012

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