Einat - 2009 Summit Applications Ion

Enterprise Applications,
Information & Knowledge

Management 2009
Your Text here Your Text here
Einat Shimoni
EVP & Senior Analyst
Analytics & KM Strategies
www.einatstki.blogspot.com
Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic 1
Agenda
1 Enterprise Applications general trends
2 Enterprise Applications (CRM, ERP, SCM)
3 Knowledge Management
4 Business Intelligence & MDM
5 BPM
6 Enterprise Portals & External websites

We will present data on products and integrators: Explanations
on Slides
List of Packages and Integrators
Rep in
Package Integrators Delivery model
Israel
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
 Lists only include vendors that are represented in Israel

 The location within the lists is random
 Lists might not include all players
STKI Israeli Positioning on Slides
• Not a technological positioning, refers only to Israeli market

• Represents current Israeli market and not our recommendation
•Focused on enterprise market (not SMB) Vendor A
 Market Presence (X) Vendor B
 Market share - existing and new sales (more emphasis)

Local Support
 Mind share (how user organizations rate vendors)

 Local Support (Y) – is influenced by (X) Worldwide
Leader
 Experience & technical knowledge, localization,
support, number and kind of integrators
 Worldwide leaders marked, based on global positioning
 Vendors to watch: Are only just entering Israeli market
Vendors to Watch:
so can’t be positioned but should be watched
Vendor C
Market Presence
Selected Wins 2008-1Q2009 on Slides
 Package X: Company 1 (Integrator), Company 2 (Integrator)

 Package Y: Company 3 (Integrator), Company 4 (Integrator)
 These slides contain examples of selected wins during

2008 and Q12009 (decision and purchase of certain
products, not necessarily ongoing projects)
 The lists are only partial and don’t include all wins of
all vendors during this period
General
IT in Aggressive Cost-Cutting Time Trends
New
IT budget Less budget for models:
decrease new apps
SaaS, OSS
Decrease app 3rd party

Need to cut IT ERP tools?
maint. Self-
costs
service projects E-Service
Social &
Interaction with
consumer Social CRM,
employees &
technologies KM 2.0
customers
impact
Innovation, re- BPM, Web 2.0,

Need to help
think processes, Innovation,
increase connect with Social CRM,
revenues customers CEM, BI
General
Application projects in recession Trends
• Zero based budgeting – every project is

examined in payback, maturity, and risk
• Low risk projects
• Small scale projects (< 1 year)
• Proven payback within ½ - 1 year
Problem: sometimes the less mature markets
(MDM, BPM) are the ones that can provide
greater business benefits
General
Questions for every IT project Trends
• What are the business benefits and when is

the payback?
• What is the risk?
Is it mature?
Is it well supported in Israel?
How many ISVs with in depth knowledge?
Are other organizations happy with it?
References!
• What is the TCO?
• Is the application user friendly?
Technologies Maturity Model 2009 General
Trends
Business Value
Investment Active BPM

BI Web
to make money 2.0
Collab.
CRM Balanced Data IT+business
Cut costs, Increase Oper. Scorecard Governance, Project
CRM ERP 2 MDM
productivity Financial Ent. Pure
Tactic BI Search Business
BI
Project
ECM
Gateway
Commodity IT portal ERP1
Services Size of figure =
complexity/
cost of project
Financial
Investment sector
Non-
Finance
for regulations reg. sectors
reg.
Using Implementing Looking

Market Maturity
General
IT Services Families Trends
Reduce Expenses Increase Revenues
Increase Increase Increase

Improve Increase
process process governance,
Cut costs customer business
efficiency Intelligence regulation &
Experience agility
risk mng.
Green IT Active BI Regulation

Social CRM BSC
compliance
DC Tech: virtualization CXO

BPM Analytical
etc. BPM/BPA management
CRM
tools
Supply chain Customer

Employee Productivity Innovation IT
intelligence Experience
support tools Governance
Management
IT Sourcing models Marketing

focus
IT portfolio
management
B2B
General
Major trend in enterprise applications Trends
SaaS (Software as a Service):

A software delivery model, delivered via the web, in which users
can consume functionality based on subscription pricing.
SaaS is typically a multi-tenant, one-to-many architecture (one

code base for all), this provides it with economy of scale
The software is hosted remotely, eliminating the need for

users to invest in related hardware or handle the installation, set-
up and daily upkeep & maintenance.
Did SaaS make its debut

in Israel?
General
SaaS in Israel Trends
Most Israeli orgs aren’t yet using SAAS

 Major adopters: technology, high tech, global companies
 Major objectors: Financial orgs and govt.
SaaS projects’ characteristics in Israel:

• Short micro-projects (~3 man months)
• Average of 40 users per installation
• Usually DOES include some sort of integration to
1-2 inhouse applications
• High satisfaction level (worldwide data: 94%)
General
SaaS major setbacks in Israel Trends
• 357 regulation doesn’t allow keeping “linked”

data outside for financial organizations
• Need for local point of contact
• Need for SLA and local support
• Hebrew
• Israeli vendors need to reorganize operations
around this model
General
Characteristics of common SaaS Trends
• Applications that have a “network effect”

Travel management
Social software
• Niche/Point-solutions
• Solutions that are easily separated from others
Application models General
Trends
Self
development
Package
Internal External
Where are we now General
Trends
and what’s the next stage?
ASP SaaS PaaS
• Single separate instance • Vendor controls application • Outcome of using PaaS

• Could have shared or • User has No access to core •Platform-Centric
dedicated infrastructure components of the solution • User controls the app.
• … ASP wasn’t a bad idea, • Multitenant, one-to-many • Fully-customized software
it had BAD timing • Semi-customized (view) • Will be more suitable for
• More suitable for generic “heavy” business processes
“lightweight” processes or
consumers
General
Mashup Definition Trends
• Mashup: a “web 2.0” term :

combining data layers from more than one
source into a single integrated interactive
application
http://blogs.zdnet.com/Hinchcliffe/?p=78
General
New Applications = Services Mashups Trends
An application mashup
should define its needed
infrastructure services
Gateway
(=ensemble)
T7 T8 T2
T6 T7 T8
T1 T3 T1 T5
T4 T2 T3 T4
T5 T6
Applications Infrastructure
Services Services
The goal: Puzzle Builder

Optimization of
IT resources!
Cloud enables creation of General
Trends
new business models
• Cloud can enable new Business mashups?

business models*
• By consuming “missing
elements” from the cloud
you can create a whole
new product
• Examples: virtual
network operator
* Source: STKI brain storming session
General
Open Source Software Trends
• Open Source applications used by 65% of

global enterprises
• Most Israeli organizations don’t consider using
OSS in almost any project
• The economic pressure will push Israeli orgs
to consider this model in specific areas:
 WCM
 Internal IT tools
 Collaboration and Web 2.0 tools
There are some major benefits to General
Trends
open source software
Main reasons:
Cost
Vendor independence
Sometimes –
Better functionality
General
Open Source pricing appeal Trends
Price of a WCM project based on open

source CAN BE 15-20% cheaper
But will not always be the best choice
Source: Water & Stone

Major Benefits for adopting General
Trends
Open Source Software
Which of the following does your company see as the
major benefits of adopting OSS ?
Source: Open IT, Annual Open Source Survey for 2008, September 29, 2008
What should you do to make Open Source General
Software relevant to your organization? Trends
• Most important: assure available local

professional knowledge with the package:
Specialized Israeli ISVs or in-house
• There should be no compromises on SLA
• Understand the model and legal terms
CRM
CRM
Trends
CRM will be less about transactions

And more about interactions
Think of it as a way of improving customer

experience by managing “conversations”
CRM
Trends
Better customer experience

= better product
CRM and CEM can provide a real competitive differentiator
Upcoming STKI Round Table on

CRM: June 17, 2009
CRM
CRM: from the outside looking in Trends
Focus on external clients needs
Focus on internal processes
CRM
Multi Channel CRM Trends
• Mobile service • e-billing •More self • newsletters • EPSS/guided

• e-banking • e-service service options • email marketing interactions
• SMS • e-payments and transactions • email response • RTD
• Live chat management • CC
• Collaboration
Proliferation of customer touch points

CRM
Israeli CRM Trends 2009 Trends
• “XRM” – using CRM as a development

platform for various needs
This is an important criteria when choosing CRM
• “Quick win, quick ROI” approach continues
• Reducing contact center costs (self service)
• Analytical CRM continues to be top priority
CRM
Source: STKI CIO Survey 2009 Trends
CRM Priorities2009
40%
35%
35%
30%
25%
20%
18% 20%
14% 15%
8% 10%
5%
0%
Campaign Ecommerce CRM Self-Service Analytical
Management Systems Packages CRM
CRM
Worldwide CRM Trends 2009 Trends
• Think outside of the “CRM” box:

Web virtual agents
Home based CC
Customer centric innovation
• SaaS will rise significantly
• Engagement with the customer – Social marketing
• Managing the customer experience
• Social CRM – clients & employees more “social”
• Self Service is king (but don’t compromise with
the customer experience, i.e poor IVRs)
• Customer data still a problem
CRM
The new DIGITAL social customer Trends
Source: 2008, Fabio Cipriani.
Communication with customers CRM
Trends
spurs customer centric innovation
What features should
What do you like about our new product?
product X include?
What don’t you like about

our new product? What do you like about
our company?

Do you have ideas
how we can
How do you prefer enhance our
to interact with us? products?
CRM
Trends
Interact with the customers &

Learn more about what they want
Define new customized products

IT needs infrastructures to
support diversity of products &
interactions
CRM Packages & Integrators in Israel:
Package Rep in Israel Integrators Delivery model
Siebel (Oracle) Oracle Israel, Taldor Taldor, IBM, BeyondIT On Premise
Siebel on-Demand Oracle Israel, SaaS;
Taldor, ManofIT, Yael, BeyondIT
Enterprise
(Oracle) Taldor, Yael At customer/partner

Yael, Malam-Team, ONE1UP,
Oracle CRM Oracle Israel On Premise
Oracle, HP-EDS, Advantech
Peoplesoft (Oracle) Oracle, Matrix Matrix On Premise
SAP CRM SAP Israel Ness, Taldor, Advantech On Premise
Amdocs (Clarify) Amdocs Amdocs On Premise
20 Partners, including: Matrix- On Premise;
Microsoft Dynamics Effect, Advantech, SIT, Malam-
Microsoft Hosted by partners;
CRM Team, Netwise, Aman ,Elad,
Yael…. SaaS not yet in Israel
Pivotal ONE1 ONE1 On Premise

Salesforce.com ONE1, Blat-Lapidot SaaS
Mid Tier
MEGA Center Yael Yael On Premise

Onyx (Consona) IT Navigator IT Navigator On Premise
Netsuite Edmiso SaaS
MyBusiness MyBusiness MyBusiness SaaS
SugarCRM OpenIT Open source
Microsoft-Based CRM Solutions in Israel – Part 1
Company Solution
E-Drive (Car Market)
Capital Market: “Optimi”
Advisor Platform (‫(יועצי השקעות‬
)‫פניות ציבור (מענה לחוק חופש המידע‬
Effect (Matrix) High Tech Solution
‫פתרון לניהול גביה והליכים משפטיים‬
Infrastuctures: configuration management, dashboard, self service, CDI
Contact center - moked
Analytical Dynamic CRM
CRM for security org./departments
HRM – Healthcare CRM, hospital risk management
DRM – Donors relationship management
Malam-Team Academy – Alumni, Student, scholarship grant mng, training courses
Retail CRM
VC – Venture capital CRM
Financial services and Retail banking
Microsoft-Based CRM Solutions in Israel – Part 2
Company Solution
Contribution System
Donors CRM
Conferences and training
SIT
Members club
CRM for High-Tech sector
Customer Service Portal
Broad Digital Billing, Rating, Account Receivables
Highview BI for Microsoft Dynamics
Capital Market
‫ניהול פניות ציבור‬
Advantech
Surveys module
MOSS and CRM integration
Vehicle Fleet management
Almog SMS distribution
Pricelists update
Agile HR companies’ operations and clients
EyronEinat Shimoni’s work Copyright 2009 @STKI Election campaign management
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CRM-Related Applications:
Developing/
Solution Description Representing
Company
Enterprise Incentives Incentives, Matrix-
Incentives Pro
Management partner
Kana Collaborative CRM Malam-Team
DSKnowledge Service Center Knowledgebase Danshir
Talisma – CIM (customer
Collaborative CRM Business Solutions
interaction management)
collaborative CRM, KM for
Knova (Consona) IT Navigator
contact centers
Siebel - Social CRM Social tools for CRM Oracle - Siebel
Cemax Feedback Mng, Complaints Mng. Cemax
*Doesn’t include Contact Center/telephony tools
Multi Channel /customer Self Service applications
Product Name Description Israeli Representative
Lyris Email marketing
Neolane Multichannel marketing
Netwise
Cellular apps. SMS dist., WAP, download apps
Self service apps Self Service Kiosks
Kana Collaborative CRM Malam-Team
Talisma – CIM Collaborative CRM Business Solutions
Megacenter Mail
Managing channels (SMS, Fax, email) Yael Software
Server (MCMS)
eBilling + eService +
Self Service Oracle (part of Siebel suite)
eCommerce
Mail-IT + possible Marketing messages management (Mails
cloud model channel)
Matrix
Matrix Mobile Bank2go, Ultra Credit, Calldinator, WFA
solutions MMIS – Matrix mobile info. server
One1 Mobile Mobile channel, SMS One1 Mobile
Cellesense Text and web automated self service Netwise – Integration partner
AMS Billminer (EBPP), self care Lognet
Yodlee Moneycenter Aggregated financial data and payment Bynet SW.
ISQ Q&A web self-service ISQ
CRM - Israeli Market Positioning 1Q09
Siebel Microsoft
Peoplesoft + SOD
SAP
Local Support
Oracle CRM
Pivotal
MEGACenter Worldwide
Salesforce
Leader
Onyx
Amdocs
Vendors to Watch:
NetSuite (on-demand) This analysis should be used with its
supporting documents
SugarCRM (open source)
Market Presence
CRM Selected Wins during 2008/1Q09
(Partial List)
 Siebel On-Demand: ECI (Taldor), Test Insight (ManofIT),
Remmon (ManofIT), Pascal (ManofIT), Coreflow (ManofIT),
Civcom (ManofIT), Oridion, Teva, Netafim, Galil College,
Nicast (ManofIT)
 Peoplesoft: Bezeq projects
 SAP CRM: Zim, Excellence Nesua (Taldor), Given Imaging
(Advantech), Navy, IAI, Machon Mor, Sarel, Technion (Taldor)
 Microsoft Dynamics CRM: Leumi-Card (Effect-Matrix),
Random Logic-888 (Almog), Aviv PCB (Almog), Bank Igud
(Effect), Doar Israel (Effect-Matrix), Egged (Advantech), Mey
Eden (Aman), Yad Vashem, Red Data, Africa hotels,
Superpharm (Effect), HTR (Effect), Audiocodes (Effect), Avis
(Effect), Bank Leumi
 Pivotal: Moatza Lezarchanut, Madgal, Negev Ceramics, Ambar
 Salesforce: Symantech division, Alladin, Scopus
CRM Consultants in Israel (alphabetical)
Partial List
 Accenture
 Alternative
 Aman (widelink)
 BI-Pro
 Deloitte Touche: Strategy, business case
 IT solutions
 Luria
 Meteor
 Sensecom: Contact Centers
 Synergy: Campaign Management, Analytical CRM
 Several other independent advisors
STKI Rule of Thumb
HIGH-END CRM in Israel: Price Per Seat
• License: $1K - $3K

• Integration: 2 x license
• Hardware: 1 x license
• Maintenance: 0.5 x license (for 3 years)
• Training &
Change Mng: 1 x license
• Testing: 0.25-0.5 x license
• Data Quality: 0.25-0.5 x license
Total: 6 x license
$6,000 - $18,000 per seat
STKI Rule of Thumb
Mid-Tier CRM in Israel: Price Per Seat
• License: $500 - $1K

• Implementation 0.75 x license
(training, testing,
data quality)
Total: ~4 x license
$2,000 - $4,000 per seat
STKI Rule of Thumb
SaaS CRM price model
Pay-as-you-go subscription pricing
Price per user per month: 40$ - 130$
* Depending on functionality, contract period,
scope of modules vs. full suite, number of users
Additional possible costs:
• Relatively very short implementation time
• Internet bandwidth requirement
• Data quality
• Training + HATMAA
• Some possible customization costs
EPSS for CSRs + Unified Agent Desktop
Developing/
Solution Description Representing
Company
Guided Customer Interactions, E-Glue, ONE1-
E-Glue
Unified Desktop, EPSS partner
Guided Customer Interactions, Composia, Matrix-
Composia
Unified Desktop, EPSS partner
Front End integration, Unified
OpenSpan Malam-Team
Desktop
Solan, Yael & SRL -
E-Tracker EPSS
partners
CCF (Customer Care Aggregation, Acceleration and Microsoft, Matrix -
Framework) Automation partner
Expeditor Desktop Integration IBM, Matrix - partner
Acceleration and automation,
SKS for CCF Bynet SW
expanding CCF capabilities
Jacada Front
Einat Shimoni’s work Copyright 2009 @STKI Do notEnd integration
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Campaign Management
Package Vendors in Israel
Product Name Israeli Rep. Integrators
Unica Gstat IBM, Gilon
Chordiant IBM
SAS Mia Computers Gilon
Teradata Analytic CRM Mittwoch Mittwoch, Gilon
Siebel Marketing Automation
Taldor, Oracle Taldor
(Acquired by Oracle)
Neolane Netwise Netwise
Peoplesoft Marketing
Matrix Matrix
Automation
MEGACenter Marketing Module Yael Yael
Other CRM Vendors…
ERP
ERP
ERP Life Cycle Trends
Increase efficiency of
Basic modules ERP operations
HR, Logistics,
Financials Portals, BI, BPM
Stabilizing Upgrades Advanced modules

the system
Increase Hatmaa “Core” modules
ERP 1 ERP 2 ERP 3 ?
ERP
ERP Maturity Model 2009 Trends
Business Value Increase efficiency, advanced/ vertical
modules, upgrade, improve HATMAA,
Investment implement ERP portals, BI, BPM
to make money
IT+business
Cut costs, Increase ERP 2 Process
Project
productivity ERP modeling ERP

Pure
Operational for ERP MDM Business
Portals Project
Commodity IT
ERP1
complexity/
cost of project
ERP
Investment governance
for regulations tools

Market Maturity
ERP
ERP Benefits Trends
Source: http://net.educause.edu/ir/library/pdf/ERB0401.pdf
ERP Staffing ratio
Average size of Israeli ERP department: 15-20
 Implementers: 60%
 Developers: 17%
 Infrastructure (system/DBAs): 10%
 Other: 13%
 ERP effort distribution:
 New developments: 70%
 Maintenance: 30%
 Average ratio between ERP staff / ERP users:
 SAP 1:66
 Oracle 1:30 (due to smaller-scale installations)
ERP
ERP Main priorities for 2009 Trends
How to reduce ongoing maintenance costs?

Sourcing strategies
3rd party tools
Licensing management
Improve HATMAA of ERP to decrease

training costs, improve usability and
lower HD costs
ERP
SAP ERP specific issues in 2009 Trends
BI – BW architectural dilemmas

More willingness to use external services
Increase efficiency with 3rd party tools
Upgrade costs too high for value they provide
ERP
Oracle ERP specific issues in 2009 Trends
Need for software configuration management

Upgrades
More use of internal ERP staff
Increase efficiency with 3rd party tools
STKI Rule of Thumb
Enterprise ERP in Israel: Price Per Seat
License: $1600 - $2500
Integration: 2-3 x license

Hardware: 1 x license
Maintenance: 0.5 x license (for 3 years)
Implementation
(Testing, Training
Data Quality): 1 x license
Total: ~6 x license
~$12,000 per seat
STKI Rule of Thumb
Large - SMB ERP in Israel: Price Per Seat
• License: $1500-$1700
• Hardware: 0.25 x license
(training, testing,
data quality)
Total: 4.5 x license

$6,750 - $7650 per seat
STKI Rule of Thumb
SMB ERP in Israel: Price Per Seat
• License: $700-$1200
(training, testing,
data quality)
Total: 4 x license
$2800 – $4,800 per seat
ERP Packages & Integrators: Part 1
Package Israel Rep Integrators Delivery model
Yael, Malam-Team, ONE1UP, Oracle
Oracle
Oracle Israel consulting, HP-EDS, Advantech, Ernst & On-premise
Apps
Young, Unitask, Motorola
Oracle Unitask (Oracle Easy), Afek, Motorola,
Oracle Accelerated ONE1UP, Advanteck, E&Y, Yael, AKT (HR On-premise
Edition module)
SAP, Ness, IBM, Taldor, Advantech, Malam-Team,

HP-EDS, Accenture, Aman, SRL, Danshir, CB
SAP All-in- SAP Israel On-premise
I.T, E121, EPS SAP, Gav, IGC, Opex,
One SAPLM, SDM, AKT (HR module)
SAP Xioma, Malam-Team (Etop), RELS, Harel
Business SAP Israel comp Malal, Complete, Menahel4U, Todan, On-premise
One Reut-ONE, Synopsis
E-Tafnit Matrix Matrix, Alpha Consultants On-premise
QAD SIT SIT, ManofIT, Tirosh On-premise, SaaS
Lawson
Intentia Israel Intentia Israel On-premise
(M3, S3)
Ashbal, Meidatech, FBC On-premise, SaaS
Priority Ashbal
Afek, Tulip, RAAN, HP-EDS, IlitERP (meidatech)
ERP Packages & Integrators: Part 2
Package Israel Rep Integrators Delivery Model
Microsoft Israel. Matrix, Oregano, Malam-Team,

Microsoft Dynamics Localization & Prodware, Tadiad, Maxoft On-premise
AX Distribution by
mAXimum ERP (Matrix) other partners in qualifications
Aviv, MARS Aviv Aviv On-premise

ONE ERP ONE1 ONE1 On-premise
KAV systems Kav Kav, Ardom On-premise
FinPro, Logistic Pro Almog Almog On-premise
Gan Tochnot On-demand,
Aman Aman
Heshev Hosted
Comax (on On-demand,
Comax
demand) Hosted
On-premise,
Bgate Bgate
SaaS
IFS Teldan On-premise
BPCS, Baan Matrix Matrix, Afek, IBM, Tulip (Baan) On-premise
ERP
SMB ERP in Israel Trends
Pressure from large players in generic ERP

Verticalization, Verticalization, Verticalization
SMB ERP providers develop very deep and
verticalized solutions
On-demand models – also in Israel!
ERP On-demand model ERP
Trends
Kicking in
• Comax
• Meida-Tech (Priority on demand)
• SIT – QAD
• Ggate
• Gan Tochnot Heshev
ERP - Israeli Market Positioning 1Q09
Enterprise ERP Medium - Large ERP SMB ERP
Priority
Oracle SAP SAP Oracle
AIO SAP BOONE1
ERP
ONE1 Priority Oracle
ERP AE/easy QAD Tafnit
QAD Tafnit
Kav
Aviv Movex Aviv
Movex
Vendors to Watch:
Ggate IFS
Microsoft Dynamics AX COMAX
Market Presence
This analysis should be used
Einat Shimoni’s work Copyright 2009 @STKI with
Do not remove source or attribution from any graphic its supporting
or portion of graphic documents
67
ERP Selected Wins 2008-1Q09
(Partial List)
 SAP: Rakevet Israel (Malam-Team)
 SAP All-in-one (Best Practices): Gidron (Taldor), Ashdod medical center
(Taldor), Batey Zikuk (Taldor)
 Sap modules: GRC – Dead Sea, BIA – Coca Cola, Learning solution - Bazan,
IDM – Ness, Billing - Meitav
 SAP ECC upgrades: Mecan-Ericsoon, M.of Health, Tadiran Solelot
 Oracle: Object (R12), Ashot (ONE1up), LUZ II, Actimize
 Accelerated Edition: Modu (Advantech, R12), Retalix, ITL, Rion
 Tafnit: Barzilay hospital, Leumicard, Albar, Sani, Visa, Mizrachi, Ayalon, Ampa
investments
 QAD: Vishey international, Expansions in AVT, Seragon. On-demand ERP:
Enlyten, RGI
 Microsoft Dynamics AX (not localized version): Random Logic 888 (Malam-
Team), Aviv PCB (Oregano)
 Comax (on demand): Hazi hinam, 2 municipalities, Domisil
 ONE1 ERP: Agami, Beit Yanai, Ambar
3rd party SAP complimentary tools (partial list) – Part 1
Solution Israel Rep. Description
EPIuse Ness Selective data copies
Zoption Ness Integrating financial functions with Office - excel
Panaya Panaya Simulation and guidance for SAP upgrades

Intellicorp – Live
Ness Impact analysis (for SAP upgrades)
compare
Object Manager Ness Software configuration management
OrgPlus Ness Visual HR management
Xpandion Ness Risk mng, behavioral analysis, license audit
ARX Cosign Ness Digital signature
IXOS - (OpenText) Top Solutions SAP content management and archiving
Printboss - Consist Consist, Ness Design/distribution of SAP forms
MessageManager Ness Unified messaging for SAP
SteerU SteerU EPSS for SAP
Innowera Ness
Einat Shimoni’s work Copyright 2009 @STKI
Integration of SAP transactions with Excel
3rd party SAP complimentary tools (partial list) – Part 2

Item Field -
Aman Data transformation for SAP
Informatica
Clicksoftware Clicksoftware SAP workforce optimization
HR Load runner HP Israel software performance testing tools
HP Quality Center HP Israel automate QA testing
Cisco Data Privacy Cisco Data security on the network
CA Wily CA Israel Monitoring customer transactions in real time
Arcplan Danshir Dashboard for SAP data
3rd party Oracle e-Business Suite
complimentary products (partial list)

Oracle
UPK (acquired by Partners: Tools to increase productivity, usability,
Oracle) Yana-Smart, deployment & content creation
John Bryce,
Blat Lapidot
OMM (Object Migration management and change
Migration Manager) management for Oracle e-business
Print Director Unitask Enhanced Oracle printing
Dynamic Entity Data management and control tool
AOA
AOA Travel management system
(Add-on Applications)
ERP Consultants (Alphabetical list)
Partial List
 Accenture
 Bit-Plus
 Byon
 Deloitte Touche
 Ernst & Young
 HMS
 Meteor
 OIC
 Seker
 Tulip
 Several Independent advisors
SCM
Supply Chain Management Trends
Information focus Strategic measurements,

Balanced Scorecard
SCP: Supply
Demand
Chain planning &
Planning forecasting Inventory Advanced
planning & planning &
optimization optimization
Product Data Management

SRM
SCE: Supply
Chain ERP 1, ERP 2
WMS Supplier
Execution portal
Transportation
Management
Transaction focus
Demand Logistics Operations Supply
Supply Chain Management SCM
Trends
Global trends
From Execution to Planning:
try to match demand and deliver the right

product to the right place at the right time at
the right price
Organizations becoming demand sensitive:
More data that will help predict demand from

POS, suppliers, internal sales/marketing people
Ability to respond near real time

Supply Chain Management SCM
Trends
Israel trends
 Gap between IT and logistics/SCM business departments
 SCM very broad and complex, requires special expertise
 Confusion regarding what ERP packages can and can’t do
 why do we need a BoB solution if we have an ERP?
 SCM package decisions are still based on BoB:
 Solution has to be flexible, be able to include many
dynamic constraints that change as you go
 Solution has to include transactional as well as analytical
(multi dimensional analysis)
 SCM packages are also facing suppliers and partners
KM
KM
Knowledge Management Trends
But don’t think too much…

Get practical
KM
The problem with Knowledge Trends
It takes too much time to find

existing information needed to
complete tasks
The Problem: Too much info!

Lack of information
KM
Let’s see the numbers Trends
The typical IW spends up to 25% of the day searching

for the right information to complete a given task.
Ineffective searches/wasting time looking for
information can cost companies up to 10% in salary
expenses (Butler Group)
Employees spend 12 hours a week on info-gathering
tasks: mostly, unsuccessfully. (Accenture)
Knowledge workers spend 15%-30% of their time
gathering information, but are successful less than 50
percent of the time. (IDC)
The amount of new technical information is doubling
every two years
Internal KM Maturity Model 2009 KM
Trends
Business Value
Investment
to make money
Blogs IT+business
Cut costs, Increase Social
tools
Project
productivity
Wikis Pure
Ent.
Business
ECM Search
Project
Gateway
Commodity IT portal
Services Archiving Size of figure =
complexity/
cost of project
Investment
for regulations

Market Maturity
KM
KM Best Practices Trends
KM should be process-dependent and

combined in every-day tasks
Accommodate different types of users
Digital natives
Digital immigrants
What isn’t acceptable for the KM
Trends
Digital native (generation X)?
Paper application E-form on

form company portal
2 hour classroom Simulation games,

session with PPT online courses,
slides community
Posting ideas on
Suggestion box
company blog
Interaction, relevancy,
ease of use
The digital native KM
Technology “consumerization” Trends
• New-age knowledge workers are used to:

• Communicate
• Share
• Collaborate
• Plan
… in a different way.
They will probably grow grassroots web 2.0 initiatives,
whether IT likes it or not
KM
Web 2.0: User is at the center Trends
KM
Web 2.0 tools: Adoption vs. Complexity Trends
Most known
most deployed
Least known
least deployed
Source: Cutter
Innovation tools?
Operations Management Innovation

Support Support Support
Systems Systems Systems
Transaction Special Employee Analytical Decision Innovation

Processing Purpose Productivity Systems Support Systems
?
Processing Enabling Supporting Systems that
Business Workgroup Strategic generate
Transactions Collaboration Decision Innovation &
Making creativity
Operational
Knowledge
Analytical
Management
Systems
Einat Shimoni’sAll Rights

work Reserved
Copyright @STKI
2009 @STKI Moshav
Do notBnei Zion,
remove Israelor+972
source 9 74 444
attribution 74anywww.stki.info
from graphic or portion of graphic 86
General
Innovation types Trends
Source: Web 2.0 business models, CEO Teemu Arina
General
Innovation Sources Trends
Enterprise 2.0 Social tools
Integration
Product Category Israeli Rep
partners
Elgg (open source) Social networks tools OpenIT
IBM Quickr, Blogs, Wikis, RSS, Elad-Risotech &
IBM
connections Social networks other WS partners
Kwizcom, Byon
Bynet SW, Matrix
MOSS 2007 Wiki, blog, RSS Microsoft
& other MOSS
partners
Kwizcom Web 2.0 Wiki, Tagging, rating,
Kwizcom
bundle (MOSS addons) forum
Mediawiki (open
Wiki Byon, Matrix
source)
Atlasian Hosted Wiki Elad Byon
“Beshutaf” Community tools Consist Consist
KM
Participatory Technology Trends
“Participatory technologies have the highest chance of

success when incorporated into a user’s daily workflow”
(McKinsey)
• Google’s engineers report their projects work into blogs
and wikis (Collaborative project management)
• Pixar animators use wikis with videos to share and discuss
ideas
• STKI analysts are measured also by their blogs contribution;
every new round table summary is uploaded
KM
How to use participatory technology? Trends
Make it a part of a specific daily work process (for

example, project-specific wikis)
Find the right “base” of users that will create the mass
Maintain the right balance of freedom and control
(different for
Your Text hereeach topic and industry) Your Text here
Do what is needed to make it RELEVANT for specific need

• Make it more friendly
• Add missing capabilities
Issues with using Web 2.0 KM
Trends
in the organization
• Isn’t “controlled” like other tools are
• Software usually isn’t proprietary
• Hard/impossible to govern and control processes
• What’s in & what’s out? Data leakage concerns
• When using mashups – concerns regarding
integrity and security of outside services
• Almost zero training, different adoption cycle
Adopting Web 2.0 in the organization
requires a new approach
KM
Web 2.0: Recommendations Trends
• Find key leaders

• Define areas in which Web 2.0 provides value:
• Project teams “environments”
• Internal/external Ideas blogs for product innovation
• Define areas where Web 2.0 shouldn’t be used
• Determine a certain control level
• No “anonymous” posts
• Feedback mechanism
Upcoming STKI Round Table
Web 2.0 for KM: May 13, 2009
Enterprise Content Management ECM
Types of documents (definitions) Trends
• Operational documents:
Documents that support the organizations day-to-day operations.
“Must have”/ Important
 Documents linked to applications’ transaction and flow (viewed via app)
 Important documents but can be separate repository (viewed via ECM app)
Examples: Contracts, customer records, employee records
• Soft documents:
Documents that help “knowledge management” and sharing.
Not linked to a specific process, considered a “Nice to have”.
ECM
ECM Market in Israel Trends
• Most large organizations managing operational docs (partially)

 Managed in different separate environments
Documents around core processes mostly managed
Other important documents hardly managed
 “Soft” documents are rarely managed
• Most common failure reasons for ECM projects:
Poor integration leads to lack of HATMAA of these tools
Ongoing HATMAA is problematic, tools are complex to use
and no budget for training
ECM
ECM state of the market in Israel Trends
Source: STKI ECM Round table, 2008:

http://einatstki.blogspot.com/2008/06/blog-post.html
ECM
ECM market size in Israel Trends
• During 2007-2009 (3 years) we estimate the

ECM market size in Israel to be $70M*:
• High End (15-20 large projects): $15-20M
• Low End: 100-200 projects sometimes
combined in different projects such as
portals
* Includes both SW licenses and services
ECM
ECM Drivers in Israel Trends
• Regulations - content reservation and retrieval

• Process around documents = core apps
• Phase 2 of large ERP projects (archiving):
Procurement docs, HR docs, archiving SAP docs
• Importance of web as a self service channel
Need to manage documents over the website,
both outgoing and ingoing forms
Regulatory need to provide clients with access to
their documents
ECM
High-end large ECM project Pricing Trends
• License pricing: $100K – $500K

• Services: 3 x license
definition of needs (30%)
customization & Implementation (45%)
Testing and Training (25%)
• SW Maintenance: 18% per year
Total (initial, not ongoing): $350K – $1200K
Notes:
 Based on Israeli data (large ECM projects)
 pricing decline when the front end is another application (SAP
etc.)
 Java-based projects more costly than .Net-based projects.
ECM
What users look for in ECM Projects? Trends
• Project management capabilities from the

vendor (users want to outsource the project)
• Low-risk, small projects but also ability to scale
• Short implementation and Integration time
• Integration to Office and enterprise
applications as front ends
ECM Market Players in Israel ECM
Trends
Represented: Documentum (EMC), Filenet (IBM),

Open Text, Interwoven, HP (Tower software),
Meridio (Autonomy), Oracle’s Stellent
Independent: Artis, Otzar, Microsoft based: D2K,
Sharedocs, Omnisys etc.
Internal Enterprise Content Management:
Providers in Israel (doesn’t include WCM)
Product Israeli Rep. Integrators
IBM – FileNet
Yael-IFN, IBM Yael-IFN
Contex, Qualidocs (Livelink)
EMC - Documentum EMC, Ness Ness, Danshir, Llxa
Interwoven Xioma Xioma
Open Text – Livelink ECM; IXOS-OT for
SAP; Seeunity; Acadre – 3rd party for OT; Top Solutions Top Solutions, Consist
Captaris (Input Mng ) acquired by OT
MOSS Microsoft Many ISVs…
Tower (acquired by HP)
HP HP
Meridio (Acquired by Autonomy)
Sharedocs ELAD ELAD
Omnisys, Matan, Business
DocMaster Omnisys
Solutions
D2K Matrix Matrix
Otzar Otzar Otzar
Ada system Artis Artis, Taldor, Malam-Team
Oracle (Stellent) Oracle
Enterprise Content Management (ECM)
Products in Israel 1Q2009
MOSS/MSFT-
based Solutions
Documentum
Local Support
FileNet
Sharedocs High-End
Interwoven OT eDocs
Otzar Mid-tier
Artis
Worldwide
Leader
Vendors to Watch:
Oracle (Stellent) This analysis should be used with its
HP (Tower softw.)
Market Presence
ECM (Ent. Content Management)
Selected Wins 2008-1Q09:
 Documentum: Bank Hapoalim, Zionist Archive

 FileNet: Bezeq archiving, MAPI new system, expansions
 ELAD - Sharedocs: Attorneys chambre, Ministry of justice,
Rakevet, Supreme court
 Interwoven: Law offices (3) – DM
 D2K: New financial organization, Clalit expansions
Special Purpose KM Apps:
Productivity Management Applications
Representing/
Product Examples of Apps
Developing Company
Actionbase ActionBase Action Items/Decisions management
Matarot Matarot Quality management tools
KCS, Malam-Team,
Generica Objects Management, Regulations
Byon - partners
,‫ פניות ציבור‬,‫ מעקב אחר משימות‬,‫ניהול מסמכים‬
Elad Sharedocs
‫ סריקה וארכיונים‬,‫ נהלים‬,‫ ניהול חוזים‬,‫מודול ועדות‬
‫ ניהול‬,‫ ניהול תיק עובד‬,‫ חוזרים ונהלים‬,‫ניהול לשכה‬
Matrix D2K-Pro
‫התקשרויות וחוזים‬
Tmura Decision-Pro Decisions management
Kotev Web Nest
‫ ניהול‬,‫ ניהול פרויקטים‬,‫ניהול מסמכים וידע‬
Omnisys DocMaster
‫משימות וישיבות‬
Upcoming STKI Round Table on

Decision tracking: May 27, 2009
Special Purpose KM Apps:
Information Centers Management
Company Product Examples of Apps
Olive Olive Software E-Publishing, Content Intelligence
Malam-Team Kana KnowledgeBase
Danshir
(Internative, DSKnowledge KnowledgeBase
Berale)
Mckit Linkware KnowledgeBase
IT Navigator Knova KnowledgeBase
Business
Talisma Knowledgebase
Solutions
Management of Archives/ Libraries/
IDEA IDEA
info Centers
Management of Archives/ Libraries/
Exlibris Exlibris
info Centers
Otzar Virtual Treasures Archives Management
ROM TipTop ‫הפקת לקחים‬
Enterprise Search Search
What should you be looking for? Trends
Market Consolidation & Price competition

Basic enterprise search will not be enough very soon
Look for “next level search”
Federated
Structured and unstructured
Advanced visualization
Search
Enterprise Search in Israel Trends
Source: STKI enterprise search round table:

http://www.scribd.com/doc/3859785/Enterprise-Search-Round-Table-June-2008-
Search
Tips for enterprise search Trends
Expectations – enterprise search is different than

the internet search
The “tidier” the info is, the less messy your search
results will be (it’s not a magical solution)
Establish policy for
desktop search!
Source: STKI enterprise search round table:

Search & Information Retrieval
Players in Israel
Rep/company Other impl.
Product
in Israel partners
Autonomy Matrix Elbit, Taldor
FAST (being acquired by
ONE1 ONE1, eWave
Microsoft)
Enterprise Search - MOSS Microsoft Many ISVs
Google Enterprise Search Taldor
Vivisimo Netwise
Nogacom Nogacom Malam, Netwise
Omnifind IBM
Oracle SES Oracle Israel Verasity
XRS 2001
Morphix Melingo
Worldwide
Leader
Search & Information Retrieval
Selected Wins 2008-1Q09:
 Google (Taldor):
 GSA – Cellcom, Mutual Art
 Mini – Mirs, IAI, Navy, Intel
 Microsoft MOSS Enterprise Search: Clalit Health
Services (Matrix), Ben Gurion University, Tel Aviv
Municipality, NICE, VISA CAL, Police
IT KM Consultants (Alphabetical list)
Partial List:
 AKT - e-Learning Matrix – Strategy, Assimilation
 Aman (Pamam) – KM UI Netwise – KM UI
 Blink: Web 2.0 specialists ROM
 Byon - KM strategy & SRL (“Nihulim”)
processes
Yael – KM strategy
 Digidoc – Scanning
processes planning Independent consultants
 Elad – KM methodologies
 Ergo – KM consulting
 Gait – document
management
 IT Solutions
BI
BI is the #1 technology in Israel for 2009 BI
Trends
Source: STKI CIO Survey 2009
70%
63%
60%
50%
40%
35%
27% 30% 2008

2009
20%
14% 14%
10%
10%
0%
BPM Collaboration and BI/ Data Mining

WF
BI
BI in recession times Trends
 BI is a top priority!
 All vendors need some sort of BI specialty
 Need for tools consolidation

 But at the same time - trying to accommodate
different kinds of users with different tools
 Need to spread BI across the organization
New age BI: BI
Trends
Visualization and Mashups
BI
Main problem with BI Trends
Only specific people in the organization are using it:
CXO
Middle OLAP Data Mining
management
Ad-hoc reporting
& analysts
Rest of organization
(knowledge workers)
BI Maturity Model 2009 BI
Trends
Business Value
Investment Active
to make money BI
Balanced Data IT+business

Cut costs, Increase Financial Scorecard Governance, Project
BI MDM
productivity
Pure
Tactic Business
BI Project
Dashboard
Commodity IT
complexity/
cost of project
Investment
for regulations

Market Maturity
Financial BI BI
Trends
BI
What BI services do CFOs want? Trends
 From past analysis (“pathology”) to future

planning (“prediction”)
 Planning in shorter time intervals
 Tools have to be agile (“at least like excel”)
 Variety of available consistent data (not just
financial data)
 2009 Projects:
 CFO-oriented DW/BI
 Profitability tools
 Budget planning
Financial and Budget Planning packages
Package Rep in Israel Integrators
Hyperion - Oracle HMS, Oracle HMS, Business & Decisions
Oracle EPB Oracle Ernst & Young, Yael, ONE1
TM1 (part of IBM-Cognos) Byconix - IBM Byconix, Ernst & Young
Cognos (IBM) Libi Libi, 7th Dimention
SAP SEM – BPS
+ Recently Acquired products: SAP Israel Ness, IBM, HP-EDS, Advantech
Outlooksoft, Pilot
B.O Planning/
consolidation/profitability
Matrix Matrix
& Costing (SAP company)
+ SAP BPC, SAP SM
Power OLAP Top-IT Top-IT, Gilon
SAS Mia computers Mia
CFODream The 7 Dimension The 7 Dimension
GEAC Ness Opisoft
Worldwide
Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic CPM Leaders
121
Scorecard & Dashboard players in Israel
Cognos (acquired by IBM) - Libi Opisoft, Gilon, Libi, Data Mine, IBM
CPM, CMM, Celequest
Hyperion - Oracle HMS, Oracle HMS, Business & Decisions
Business Objects an SAP Matrix ONE1 BI, Consist, Gilon, Matrix,
company - EPM Suite Point of View, PerformanceSense
Xcellius (dashboard) Matrix Matrix, B.O partners
Pilot (acquired by SAP) SAP Israel
SAS EIP Mia Computers Mia, Gilon
Gilon, Consist, HighView, Bynet SW, Data
Panorama Panorama Cube, Integrity, ONE1 BI,
Business Solutions, Citrine BI, VisionBI
Actuate Performancesoft Suite PerfomanceSense PerfomanceSense
Sterna BPS (Business Sterna Sterna, IBM
Positioning Management)
PerformancePoint Server 2007 Microsoft Israel Gilon, Consist, ONE1 BI, HighView,
Opisoft
Geac Ness Opisoft
TM1 Byconix Byconix
Intellisys Intellisys Consist, Byney SW, Gilon
iDashboard Bynet Bynet
Arcplan Danshir Actionable performance mng.
QPR BPMknowledge BPMKnowledge, Consist
Dashboards & Scorecards Wins
2008-1Q09 (Partial List)
 Xcellius (Dashboard): Electra, UGS, Alladin (OEM)

 Intellisys (Dashboard): Harel Insurance, Hilan, Eldan
(Consist)
 Panorama: Shufersal (Highview), Amdocs (Highview)
BI
Passive versus Active BI Trends
 Passive DW
 Daily reports for operational needs
 Reports for strategic needs
 At discretion of the users
 Active DW
 “Injecting” BI into day to day processes
 For customer interactions
 For risk management
 Non at the discretion of users, part of process
BI
BI is pretty mature Trends
 50-60% of new projects released with BI

capabilities
 Some are already a part of DRP
 Not real time… but more frequent
 A lot of knowledge in internal BI departments
 Market crowded with BI vendors & specialists
 Almost all vendors have some BI capabilities
BI
BI in Israeli organizations Trends
75% have a central BI department
Very few with have a formal BICC

Source: STKI BI Round table, 2008:
http://einatstki.blogspot.com/2008/06/business-intelligence.html
BI
BICC: BI Competency Center Trends
The problem: Uncoordinated projects; BI silos;

lack of standardization in definitions &
technologies; not enough HATMAA
BICC roles:
 Promote the optimal use of BI across the organization
 Data governance (very broad term)
 Data dictionary – define common terms
 Data stewardship
 Business-oriented (sometimes will be a business unit)
 Deciding on BI priorities
BI Staffing ratio
Average size of Israeli BI/DW department: 10-15

 6.5% of IT department (between 3%-12%)
 BI positions:
 System analysis
 Development
 Implementation
 ETL + data modeling
 Testing, training, support
 DBAs and business analysts NOT usually in BI dept.
BI General Platforms (Part 1):
Ness, IBM, HP-EDS, Advantech, Taldor, SRL,
SAP BW SAP Israel
Malam-Team, Xact, Gilon
Microsoft SQL Server Consist, Gilon, ONE1 BI, HighView, Opisoft,

Microsoft Israel
2005, Performance Point Advantech, Gstat (datamining), SRL, Bynet SW
Libi, Opisoft, Seven-D, Gilon, Consist,

Advantech, Bynet SW, IBM, Data Mine,
Cognos (An IBM company) Libi
Mirkam (Energy), Malam-Team, ONE1 BI,
Normative
Business Objects (an SAP ONE1 BI, Consist, Point of View, Gilon, Matrix,
Matrix
company) IBM, Data Cubes, VisionBI, Active View
Webfocus SRL SRL, Gilon

OBI EE (Enterprise Edition
– mainly Siebel Analytics) Oracle Consulting, Taldor, Gilon, Advantech,
Oracle Israel
OBI SE (Standard Edition – Yael, IBM, ONE1 BI, Malam-Team
mainly discoverer)
BI General Platforms (Part 2):
SPSS Genius Genius, Gstat, Matrix
Mia, Gilon, Pareto, Business &
SAS Mia Computers
Decisions Israel
Gilon, Consist, HighView, Bynet SW,
Data Cube, Integrity, ONE1 BI,
Panorama Panorama
Ness (Panorama on SAP BW), Business
Solutions, Citrine BI, VisionBI
Qlikview Net-Intent Gilon, Consist, ONE1 BI
Microstrategy Mittwoch Mittwoch
EIS (Sigma) Gilon Gilon
Actuate iServer
PerformanceSense PerformanceSense
(Enterprise Reporting)
Syndera (Operational BI) PerformanceSense PerformanceSense
Dynamics BI (BI Microsoft
Highview Highview
Dynamics - ERP and CRM)
Spotfire (acquired by Tibco) Yael Software Yael Software
Tableau (dataEinat
visualization)
Shimoni’s work Copyright 2009Bynet
@STKI DoSoftware Bynet
not remove source or attribution from Software,
any graphic or portion of Malam-Team
graphic 130
BI Specialized Products:
Marketing
Package Description
Company
DQA Gilon Data Quality
BI Portal Gilon Dashboard, BI Portal
Tachlit CDI Gilon Customer data enrichment and unification
OLAP cube manager Gilon Solution for MSFT OLAP cube
Identifying business events (exceptions)
Verix (Business Events) Gilon
automatically and proactively
Monitoring and Configuration Management for
EQM Consist
Business Objects
PowerView HighView Generation of BI data in Powerpoints
Babylon Enteprise Ness Metadata/ data retrieval
Polestar (Business Objects –
Matrix Data Exploration and Visualization
An SAP Company)
Gstat Analytical Platform Gstat Next best offer, Supply Chain
SAP BIA (BI Accelerator) SAP, HP Appliance for accelerated BI performance
BI Suits:
Positioning in Israel 1Q09
B.O Cognos
(SAP) (IBM)
Oracle Panorama
Local Support
OBI EE
Microsoft SAP BW
Worldwide
SAS Leader
Information Qlikview
builders
Vendors to Watch:
Spotfire This analysis should be used with its

Tableau
Market Presence
This positioning does NOT take into consideration the depth of analysis with these tools
BI – Selected Installations 2008-1Q09
(Partial List)
 Business Objects: Super pharm, Aladin (OEM), TTI (OEM), Finjan
(OEM), Yedioth Information Technologies
 BOXI upgrades: Bank Leumi, Bank Discount, Partner, Bezeq,
O12, Netvision, Migdal, Clal
 Spotfire: Invenstment company (includes mashup with Google
maps)
 Qlikview: Colmobil, Ophir optronics (on SAP)
 Panorama: Coca-Cola also on BW (Highview) and other central
bottling company companies, Storenext, Bituach Yashir, Modu,
Sweetim, Opticana, Shabas, Rashim, Shapir, Land Authority, YES,
Postal Authority, expansion in Bank beinleumi
 Oracle (OBI EE, SE, 1SE): Ministry of Finance, UPS, Sanfrost (Gilon),
Gadot (1SE), Telemap, IAF
Business Intelligence and Data specialists
in Israel - Partial List (Alphabetical)
• Aman – Stood out in data management
• Activeview
• Advantech
• Byon - KPIs
• BI-Pro – stood out in strategic BI consulting
• Business & Decisions
• Consist – stood out in BOXI upgrades
• Data Cube (BI for Retail)
• Eternity
• Ergo – stood out in Balanced Scorecard consulting
• Gilon – stood out in strategic consulting, risk mng, BICC, financial BI
• Gstat
• HighView – stood out in panorama, BSC/dashboards
• HMS – stood out in strategic financial BI, risk management
• IBM
• Inquera – stood out in product catalog data cleansing
• ONE1 BI
• Opisoft
• Matrix – stood out in EIM (enterprise information management)
• Pareto – Data Mining
• Point of View
• Normative
• PerformanceSense – BSC and KPIs consulting
• Synergy advanced analytics – Analytics and Data Mining
MDM
Data
Data Governance is A BIG TERM Mng.
Trends
DATA
Governance
DATA Dictionary:
A good practical start
Products: dedicated metadata tools/ EIM
tools/ Babylon ent./ Wiki tools
Data
Data Management & MDM Mng.
Trends
Awareness for data quality and cleansing

within the boundaries of migration project
No awareness for on-going data management
MDM term and concept becoming popular
Very few will acquire MDM platforms
during 2009
Data
Data Management Mng.
Trends
A painful subject for many organizations

Who’s responsible for the quality and consistency of
information? (Mostly no one)
Data quality is now considered important
Importance increases as BI becomes more
critical and ACTIVE (for example, risk mngt.)
The biggest challenge is organizational change and
work process change
Data governance and stewardship
One definition of client/financial/product data
STKI CIO Survey 2009: Data
Mng.
Are you planning to enter MDM? Trends
60%
51%
50%
40%
36%
35%
27%
26%
30%
2008
2009
20%
11%
10%
0%
Not familiar with term No plans Plans to enter MDM
Data
MDM Reality in Israel Mng.
Trends
 Most Israeli organizations don’t have a business

entity that is in charge of Data
 Organizations like the MDM model but most will
not go out and “buy” an MDM product
 Some are considering using their DW as MDM
(some are starting to)…
 Drivers for EIM projects
 Risk management DWs (i.e, Basel II)
 Mergers
MDM/ Data Hubs in Israel
Oracle Data Hubs Matrix, Yael, and
Oracle Siebel UCM (CDI) Oracle Israel other potential
partners
Oracle Hyperion (financial data)
Ness and other
SAP MDM SAP Israel
potential partners
IBM WCC (CDI), WPC (PIM) IBM Israel IBM, Matrix
PIM - QAD SIT

Tibco (CIM – product data, Telecom) Yael Yael
Informatica Aman Aman
Microsoft (acquired Stratature) Microsoft
Teradata MDM (+i2) Mittwoch Mittwoch
Inquera: Specialists in MDM PIM (Product Information Management)
Worldwide
Einat Shimoni’s work Copyright 2009 @STKI Do not remove source or attribution from any graphic or portion of graphic CDI Leader
141
Independent Data Cleansing tools
in Israel (Partial list):
Trillium Aman Aman
Informatica Aman Aman
IBM Information Server IBM
Microsoft (acquired Zoomix) Microsoft
Gilon – data enrichment,
Gilon Gilon
DQA – data quality assurance
Dataflux (SAS) Mia Mia
Inquera – product data cleansing Inquera Inquera
Worldwide
* This list doesn’t include other Data Quality tools CDI Leader
BPM Orchestration
BPM Infrastructure
BPM
Trends
How do we produce innovation?
That will help grow revenues?

BPM Maturity Model 2009 BPM
Trends
Business Value
Investment BPM
to make money suites
BAM IT+business
Cut costs, Increase Project
productivity Process
Pure
modeling Business
Workflow Project
Commodity IT Size of figure =

Services complexity/
cost of project
Investment
for regulations

Market Maturity
BPM
The BPM Life Cycle Trends
Continuous
process
change
BPM
BPM Adoption Forms Trends
• Tactical BPM
The goal: automating manual tasks, increase
efficiency, use BPM/Workflow as tool for quick
processes development platform
• Process improvement
The goal: agility, continuous improvement
• Transformational BPM
The goal: Increase innovation, redefine
processes, gain competitive advantage
BPM
BPM Drivers in Israel 2009 Trends
• Main target: improve existing processes

• Ability to provide answers to cross-
departmental processes
• Platform for packaging new competitive
products quickly
• Regulations – an added benefit, not yet
considered a driver in Israel
• Don’t rely on cost reduction in first year!
How much time does it take to develop BPM
Trends
BPM-based processes?
• Simple: 1 week – 1 man month
• Complex: 6 man months
Type of Example Risk Departmental/ #of ROI Time to
process level Cross-org. interfaces potential develop
Simple Travel request Low Departmental 1-2 Low-medium 1 week – 1
process man month
Complex Cross-company High Cross- >3 Very High 6 – 8 man
procurement organization months
process
BPM
Tips for BPM projects: Trends
• Establish infrastructures: ECM, Integration

• Make long term plan
• Iterative development
• Management backup
• Consider BAM right at the start
• Architect role is important!
• Identify most important processes to improve
• KPIs and ROI even for the more simple processes
BPM
BPM MEGA Trends Trends
• Market starting to mature:

More complete “BPM Suits” that provide modeling,
execution and BAM under the same roof
• But not completely mature yet:
Too many players
Different leaders in different categories
BPM
BPM Reality in Israel Trends
• 2009 will show increased interest in BPM

Tactical BPM
BPM as a foundation for IT agility
BPM for IT / enterprise architecture – not yet
Interest in BPM rising: main technology for 14% BPM
Trends
Source: STKI CIO Survey 2009
70%
63%
60%
50%
40%
35%
27% 30% 2008

2009
20%
14% 14%
10%
10%
0%
BPM Collaboration and BI/ Data Mining

WF
BPM Players in Israel – Part 1:
(Does not include Integration-centric BPM)
Package Modeling Execution BAM Israeli Rep Integration Partners
Oracle BPM (formerly ONE1 (Liam), Advantech,
X X X ONE1, Oracle
BEA) Mckit, Matrix–Aluna
Advantech, Yael, Taldor,
Oracle BPEL, BAM X X X Oracle Israel eWave, ONE1, Matrix-Aluna,
Unitask, Malam-Team
Aris X X Seker Malam-Team, IBM, HP-EDS
ProcessGene X ProcessGene
FileNet, Vflow X X X Yael - IFN IBM, Yael
Tibco BPM X X X Yael
IBM, Risotech-Elad, Matrix,
IBM BPM (Modeler,
X X X IBM Israel Midlink, Yael-IFN, Ness TSG,
Process Server)
Tangram, advantech
Bynet, Advantech, Matrix,
Microsoft Malam-Team, Yael, Netwise,
Microsoft WWF, Visio X X
Israel Millenium, Elad, SRL, HP,
Omnisys,others…
Matrix,
Sequence X X Matrix, PNMsoft
PNMsoft
BPM Players in Israel – Part 2:
(Does not include Integration-centric BPM)
Other Integration
Package Modeling Execution BAM Israeli Rep
Partners
AgilePoint X X X SRL
Software AG BPM X X X SPL Software
Ultimus X X X Tiuv
Nintex Workflow 2007
X Bynet SW
(WF in MSFT environment)
QPR (integrated BPA + CPM) X X Top-IT
Captaris (acquired by Open
X Top Solutions
Text)
Many Potential
SAP BPM/WF X X X SAP Israel Partners – all SAP
Integrators
EMC (Documentum +
X X X EMC, Ness
Proactivity BPA/BAM)
JCAPS X Sun Advantech, Aluna
K2 X Malam-Team
CaseWize X X HMS
Arcplan (process-driven
Einat Shimoni’s work Copyright 2009 @STKI X Danshir
Human-Centric BPM Positioning in Israel 1Q09
Doesn’t include modeling or Integration-centric BPM
Vendors to Watch:
Software AG
Nintex
SAP
WF/ content-
Documentum
Local Support
oriented
Sequence
(PNMsoft) Worldwide
Leader
Oracle BPM
IBM
Tibco Agilepoint
K2
Ultimus WWF
Vflow/
JCAPS
Filenet
This analysis should be used with its
Market Presence
Modeling / Business Process Planning
Positioning in Israel 1Q09
Local Support
Aris
Worldwide
Leader
ProcessGene
Vendors to Watch:
IBM
Modeler This analysis should be used with its
QPR
Casewise Market Presence
Human-Centric BPM Selected Installations 2008-1Q09
(Doesn’t include EAI-BPM)
IBM : IAF, 2 army units
Sequense (Panam): Philips, Israeli government, Ministry
of Defense, Tnuva subsidiaries, Makhteshim
AgilePoint: Bank Leumi, Netivey Ayalon, Shabas
Tibco BPM (iProcess – formerly Staffware): BAM –
Pelephone
Microsoft WWF: Comverse (Bynet), Meches (Malam-
Team), Taasuka (Malam-Team)
Nintex: Zim, Modu
BEA BPM: YES, Paltel
Software AG: Clal
Portals & Web Trends
Web &
Portals/Web Maturity Model 2009 portal
Trends
Business Value
Investment External Mobile

to make money Web 2.0 Web
Internal
Cut costs, Increase Web 2.0
IT+business
productivity Operational Project
Portals
Pure
Business
Gateway
Commodity IT Project
Portals
complexity/
cost of project
Investment
for regulations

Market Maturity
Enterprise Portals Web &
portal
Current State in Israel Trends
Becoming a “non-issue”
Most using enterprise “gateway” portals
Portals are a now a part of different projects
Most large organizations have more than 1
portal technology in place
Phase 2 of enterprise portals:
Using web 2.0 tools in portals
Adding lightweight Workflow capabilities
Using portals for “mini” operational processes
Enterprise Portals: Players in Israel
Company Product Name Integrators
Websphere Portal
Workplace Services Express IBM, ONE1, Matrix, Risotech-
IBM Elad, SPL-Idor, KITS-advantech,
NEW – Web 2 Workplace: Midlink, C-soft
“Hannover”
Matrix, Malam-Team, SRL,
Microsoft SPS/MOSS eWave, Netwise, Elad, Bynet,
HP, Advatech, We!, Byon,
Yael………
Oracle Portal: Matrix, eWave,
Taldor, Advantech, Unitask,
Oracle Oracle Portal, Web Center, Malam-Team, Oracle Consulting
Weblogic/plumtree
Plumtree/BEA - ONE1, Mckit,
HP-EDS, e-Wave
Ness, Taldor, Malam-Team,
SAP Israel SAP Portal SRL, Xact, Advantech, HP-EDS,
IBM, B2 Tech, E121
Matrix Vignette, Peoplesoft Portal Matrix
Portals Positioning in Israel 1Q09
SPS/MOSS
SAP EP
Local Support
IBM
Websphere
Portal Worldwide
Leader
Oracle +
BEA
This analysis should be used with its

Market Presence
Enterprise Portals – Selected Installations
2008-1Q09 (Partial List):
IBM WPS: Pelephone (cellular portal), Amidar, IBM Expeditor:
Isracard
MOSS: ECI (Bynet), El Al (Bynet), Mekorot (Bynet), Solel Solar Energy
(Bynet), El Al – amadeus portal (Bynet), Avney Rocha (Elad), Neviot
(We!), Cellcom (eWave), Iscar-Berkshire (eWave), Liveperson (SRL),
Investment company (Yael), Modu, Animation lab (Matrix), Leumi
Card (Matrix), Visa CAL (Matrix), bank leumi (Matrix),, IAF (Matrix),
M. of Education (Matrix), Malan (Matrix)
Moss upgrades: Bezeq (Bynet), Phoenix (Netwise), Sochnut
yehudit (ewave), Sandisk (ewave),Pelephone, Neviot (We!),
Rabin medical center
SAP Portal: Meshek & Calala (SRL)
Oracle Portal: UPS
Web &
External Website trends portal
Trends
Self Service will be most important

From mass to individual communities
Adoption of collaborative Web 2.0 tools
Increased interest in Open Source WCM tools
Increased awareness to accessibility
Orgs looking to better analyze business trends in
their websites
Web &
Examples of Israeli External Blogs/Wikis portal
Trends
Web &
External Portals in Israel portal
Trends
Web 2.0?
Virtual Worlds?
No
Yes 42%
58%
Source: STKI Web2 Round table, 2008:

http://einatstki.blogspot.com/2008/08/web-20.html
Web &
External Portals in Israel portal
Trends
Personalization and self service
Source: STKI Web2 Round table, 2008:

http://einatstki.blogspot.com/2008/08/web-20.html
WCM/ External Portals tools: Players in Israel
Company Product Name Integrators
Matrix Vignette Matrix
Microsoft MOSS Matrix, Malam-Team, SRL, eWave, Netwise, Elad,

Bynet, HP, Advatech, We!, Yael, Tvuna, Byon……
IBM Websphere Portal + Web2 Matrix, Risotech-Elad, IBM, ONE1, SPL-Idor, KITS-
advantech, Midlink, C-soft, Taldor
Sitecore Bynet
Bynet
EZ Content Bynet
WebTrends (Web analysis) Bynet
Scepia
Daronet
EPIserver Netwise
Netwise Tridion Netwise
Telerik Netwise
Consist CMS (PHP) Consist
Interwoven Xioma Xioma
Fatwire e-Wave e-Wave
Matrix, eWave, Coral, Taldor, Advantech, Unitask,
Oracle Oracle Portal, Web Center, Malam-Team, Qesem, Oracle Consulting,
Weblogic/plumtree
BEA - ONE1, Mckit, HP-EDS, e-Wave
SAP Israel SAP Portal SAP Integration partners
Portals: WCM Open Source
Company Israeli specialists (partial list):

Joomla, Drupal OpenIT
Drupal eWave
Wordpress
Dot Net Nuke Malam-Team
Consist PHP-based CMS product
External Portals – Selected Installations
2008-1Q09 (Partial List):
IBM WPS: Pelephone (cellular portal)
Vignette: Mako
MOSS: Water authority (Bynet), Bezeq self service
(eWave), Bezeq site (Bynet), ECI Extranet (Bynet),
Police, Social Security, Tehila – blogs, Oranim College,
VISA CAL (Matrix), Clalit (Matrix), GOVX (Matrix), Debis
extranet (Matrix)
Moss migrations: Rakevet Israel (Netwise)
EPI Server: Strauss, Colmobil, Hachotam
eWave eGen: Winwin, Reshet, Pelephone music store
More willingness to experiment ? Web &
portal
Source: STKI CIO Survey 2009 Trends
Will you consider gaming, podcasting and social networks

for organizational use?
50%
43% 45%
39%
40%
35%
27% 33% 35%
30%
25%
2008
20%
2009
14%
15%
10%
5%
0%
No way waiting to see Definitely yes
what happens
To summarize…
• Applications will be consumed differently:
Smaller, low risk, low budget and quick payback
SaaS will be considered for “new” areas
• Important to balance “cut costs” & “grow the business”
 New models (SaaS, OSS) will free up resources to do that
• BI efforts increase, data quality because you ‘have to’
• Set the ground for BPM – it can take a year
• Social tools will (quietly) penetrate:
 Internal (employee-facing) – wikis, blogs, social networks
 External (customer-facing) interactions – web 2.0 sites
My Topics
All Rights
Einat Shimoni’s work Copyright Reserved
2009 @STKI @STKI
Do not Moshav Bnei Zion,
remove source Israel +972
or attribution 9 7907000
from www.stki.info
any graphic or portion of graphic 174
For more ideas and research go to:
www.einatstki.blogspot.com
Thank you!
Einat Shimoni
EVP & Senior Analyst
Analytics & KM Strategies

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Enterprise Applications,

Information & Knowledge

2 Enterprise Applications (CRM, ERP, SCM)

4 Business Intelligence & MDM

6 Enterprise Portals & External websites

 Lists only include vendors that are represented in Israel

STKI Israeli Positioning on Slides

• Not a technological positioning, refers only to Israeli market

 Market Presence (X) Vendor B

 Market share - existing and new sales (more emphasis)

 Mind share (how user organizations rate vendors)

Selected Wins 2008-1Q2009 on Slides

 Package X: Company 1 (Integrator), Company 2 (Integrator)

 These slides contain examples of selected wins during

Decrease app 3rd party

Innovation, re- BPM, Web 2.0,

• Zero based budgeting – every project is

• What are the business benefits and when is

Investment Active BPM

Using Implementing Looking

Reduce Expenses Increase Revenues

Increase Increase Increase

Green IT Active BI Regulation

DC Tech: virtualization CXO

Supply chain Customer

IT Sourcing models Marketing

SaaS (Software as a Service):

SaaS is typically a multi-tenant, one-to-many architecture (one

The software is hosted remotely, eliminating the need for

Did SaaS make its debut

Most Israeli orgs aren’t yet using SAAS

SaaS projects’ characteristics in Israel:

• 357 regulation doesn’t allow keeping “linked”

• Applications that have a “network effect”

Your Text here Your Text here

ASP SaaS PaaS

• Single separate instance • Vendor controls application • Outcome of using PaaS

• Mashup: a “web 2.0” term :

The goal: Puzzle Builder

• Cloud can enable new Business mashups?

* Source: STKI brain storming session

• Open Source applications used by 65% of

Price of a WCM project based on open

Source: Water & Stone

• Most important: assure available local

CRM will be less about transactions

Think of it as a way of improving customer

Better customer experience

CRM and CEM can provide a real competitive differentiator

Upcoming STKI Round Table on

Focus on external clients needs

Your Text here Your Text here

Focus on internal processes

• Mobile service • e-billing •More self • newsletters • EPSS/guided

Proliferation of customer touch points

• “XRM” – using CRM as a development

• Think outside of the “CRM” box:

Your Text here Your Text here

Source: 2008, Fabio Cipriani.

What don’t you like about

Your Text here Your Text here

Interact with the customers &

Define new customized products