1. 9/27/2014 Better Mixing On-Premise and Cloud Solutions for the Enterprise Curtis Fletcher & Mychal Manie

2. | © Copyright 2014 Hitachi Consulting2 Hitachi, Ltd. – A Global Industry Leader Ranks 78 th on the 2014 FORTUNE Global 500® 2 947 Companies 320,000+ Employees Society Changes, Hitachi Transforms It.

3. | © Copyright 2014 Hitachi Consulting3 3 Hitachi Consulting Hitachi’s Global Management Consulting & IT Services Business $675 Million FY13 Revenue 5,000 experienced & dedicated professionals Better Approach. Better Results. Better Experience.

4. | © Copyright 2014 Hitachi Consulting4 4 Hitachi Consulting Oracle CX Practice Overview Focused on CX Thought Leadership since 1994 Analyst Recognition - Oracle Diamond OPN Partner (under ten in the world) - CRM Magazine: 2014 CRM Market Awards – top global CRM consultancy - CRM Magazine: 2013 CRM Market Awards - top five CRM - Gartner Magic Quadrant for CRM Service Providers, NA (Since 2002) 200+ Oracle CX customer references 300+ Oracle CX Practitioners Worldwide Core focus – Oracle Sales Cloud, Siebel, Oracle Service Cloud, eBS CRM, Oracle Marketing Cloud, Oracle Knowledge, atg Onshore & offshore capabilities (North America, ME and APAC) Project focus - Business Transformation, Process Definition & Organizational Change Management Deep integration expertise (EAI, EIM, Fusion-AIA/PIP and Web Services)

5. | © Copyright 2014 Hitachi Consulting5 The Enterprise has been shifting to the cloud for several years. Some companies IT systems exist only in the cloud, some are all On- Premise, and others are a mix. Many factors contribute to the decision making. “Best of Breed” applications.vs. monolithic is often cited and is not new within Enterprise IT. This presentation covers five key factors to consider when moving to the cloud. Abstract

6. | © Copyright 2014 Hitachi Consulting6 Migrating to the Cloud A Five Factor Transition Factor 1: Buy In

7. | © Copyright 2014 Hitachi Consulting7 Buy-In The Shift Monolithic Mainframe Fat Client Web Based Smart Client Cloud

8. | © Copyright 2014 Hitachi Consulting8 *The use of cloud computing is growing, and by 2016 this growth will increase to become the bulk of new IT spend, according to Gartner, Inc. 2016 will be a defining year for cloud as private cloud begins to give way to hybrid cloud, and nearly half of large enterprises will have hybrid cloud deployments by the end of 2017. *Gartner GOA, India 2013, **SoftwareAdvice Deployment Preference 2014 **From 2012 to 2013, just in the CRM space, cloud preference grew from 42 to 54% Buy-In Deployment Preference

9. | © Copyright 2014 Hitachi Consulting9 *SoftwareAdvice Deployment Preference 2014 Buy-In Deployment Preference

10. | © Copyright 2014 Hitachi Consulting10 Buy In The Current Impetus in the “Shift” The Business TCO Consistency Skill set Time to Value Users Access Fit to Purpose IT Security Data Control

11. | © Copyright 2014 Hitachi Consulting11 Buy In The Hitachi Use Case Buy In Data Quality Business Process Analytics

12. | © Copyright 2014 Hitachi Consulting12 Migrating to the Cloud A Five Factor Transition Factor 2: Decision

13. | © Copyright 2014 Hitachi Consulting13 Decisions What do we Move? The Business Criticality Consistency Users Access Use IT Master Data Integrations

14. | © Copyright 2014 Hitachi Consulting14 Decision The Hitachi Use Case Decision CRM Consolidation: Microsoft Dynamics CRM (2 instances; North America & Europe) Salesforce.com (covering mostly Europe but some users in North America) Sugar CRM (Asia)

15. | © Copyright 2014 Hitachi Consulting15 Migrating to the Cloud A Five Factor Transition Factor 3: Success

16. | © Copyright 2014 Hitachi Consulting16 Success Factors How do we Win? DEFINE: Executive Buy In Accepted Terminology & Values Reporting and Analysis DESIGN: Common Process Integrations Data Flow DEVELOP: Configuration User Acceptance Criteria Closed Loop Interaction

17. | © Copyright 2014 Hitachi Consulting17 Success The Hitachi Use Case Success Pilot Phase 1: 40 Users Standardized Terminology and Process Integration and Data Strategy System Monitoring

18. | © Copyright 2014 Hitachi Consulting18 Implementation During our pilot, we deployed Oracle Sales Cloud to a select business/solution sub- group of ~40 users in North America. These users were previously Microsoft Dynamics CRM users Extract Account / Contact data from existing MS Dynamics CRM system Extract “filtered” Opportunity data from existing MS Dynamics CRM system Created two web-service based integrations: 1)1-way ACCOUNT sync 2)2-way OPPORTUNITY sync Monitor system use and tweak configuration based on feedback Pilot – 1 st Stage

19. | © Copyright 2014 Hitachi Consulting19 Migrating to the Cloud A Five Factor Transition Factor 4: Learning

20. | © Copyright 2014 Hitachi Consulting20 Learning Pace Yourself Keep It Simple Ford vs. Ferrari Process changes can hinder data transfer Have an agreed upon pilot timeline Data quality issues Unrealistic goals

21. | © Copyright 2014 Hitachi Consulting21 Learning The Hitachi Use Case Learning Global Deployment: 400 Users Full Data Extract and Cleanse System Monitoring Roadmap

22. | © Copyright 2014 Hitachi Consulting22 Learning After our pilot, we embarked on fully deploying Oracle Sales Cloud to all users globally and retiring the other systems (including the temporary integrations). Remaining N.A. Microsoft Dynamics CRM users Europe Salesforce.com users TOTAL: 400 Sales Cloud Users Legacy System Extracts Account / Contact data Opportunity data Deduplication of Account Data Monitor system use and tweak configuration based on feedback Plan for new functionality in subsequent phase Global Deployment – 2 nd Stage

23. | © Copyright 2014 Hitachi Consulting23 Learning In our first Oracle Sales Cloud pilot, we deployed the solution to a select group of ~40 users. However, the existing Microsoft Dynamics CRM system continued on. Because it was the master system for all North America data, we needed to build a couple of integration touch points to handle synchronization. Keep it simple principle Toyota.vs. Ferrari (capabilities) Process changes can hinder transference of data Have an agreed upon pilot timeline Data Quality issues Unrealistic goals (business or technical) Permanent.vs. Temporary Integrations Accounts (1-way) Accounts (1-way) Opportunities (bi-directional) Opportunities (bi-directional)

24. | © Copyright 2014 Hitachi Consulting24 Migrating to the Cloud A Five Factor Transition Factor 5: Support

25. | © Copyright 2014 Hitachi Consulting25 Support Closing the Loop The Business Analytics Usage Users Training Evolution IT Integrations Performance

26. | © Copyright 2014 Hitachi Consulting26 Support The Hitachi Use Case Support We’ll Let You Know: Full roll out evaluation is in November

27. | © Copyright 2014 Hitachi Consulting27 Support Areas we placed a bit more focus on during our global deployment: Executive Buy-In and Confirmation of Success Data Quality (in terms of user acceptance) Business Functionality and Users Differences between old and new functionality Pilot rollouts don’t have to be perfect… set the expectations accordingly Areas that might have gotten more focus with different goals/objectives: Master Data Integrations Accommodations to variations in Business Processes Incentive Compensation (new expanded features in R9) Mobile Features Looking Back and Also Planning Ahead

28. | © Copyright 2014 Hitachi Consulting28 Sales Cloud - Release 9 Global Search Multi-Currency Reporting Analytics/Reporting on Multiple Child Objects Field Level Auditing Multiple Addresses, Phones and Emails Merge/Auto-Merge Accounts or Contacts Consolidated Tasks/Appt/Activities Enhanced Import Processes Big Advantages for Hitachi’s Implementation

29. | © Copyright 2014 Hitachi Consulting29 Questions ? In case of any queries or other related information, you may also reach out using email: curtis.fletcher@hitachiconsulting.com mychal.manie@hitachiconsulting.com