Oracle Open World 2009Zpráva z konference

pro Českou spořitelnu 5. listopadu 2009

Ing. Jaroslav KalvodaKey Account Manager

Základní údaje o konferenci

Oracle Open World 2009Od neděle 11. října do čtvrtka 15. říjnaSan Francisco

Moscone North, South, WestHotely Marriott, Westin, Palace, Intercontinental, Hilton

Počet Sessions1966 v roce 20091800 v roce 20081600 v roce 2007

Complete. Open. Integrated.

Oracle OpenWorld Live

OracleOpenWorldMobile

Exhibition Hours

Monday 10:30 am - 6:30 pm

Tuesday 10:30 am - 6:30 pm

Wednesday 9:00 am - 5:15 pm

Dedicated HoursMonday 10:30 am - 11:30 am

Tuesday 10:30 am - 11:30 am

Wednesday 9:00 am - 10:15 am

• Free cup of coffee

• Powers 1 laptop for 1 hr

• Powers cell phone for 5 hrs

• Runs microwave for 1.2 min

• Runs LCD TV for 9 min

• Burns 26 calories!

15 min pedaling =

Charles PhillipsSafra Catz

Monday, October 128:30 am

Ann Livermore

Thomas Kurian

Tuesday, October 138:30 am

S. Gopalakrishnan

Tuesday, October 138:30 am

Larry EllisonMichael Dell

Excellence in ExecutionDuring Last 4 Quarters

Oracle Software ProductsNew Oracle Products IntroducedSoftware Major ReleasesSoftware Maintenance ReleasesSoftware Patchsets & Patch BundlesNew Software FeaturesTotal Hours of Quality AssuranceNightly Tests ExecutedNew Tests AddedSoftware PatentsSoftware DownloadsGartner MQ Leaders

3,000+190+

50+180+

3,200+17,650+

80 Million700,000+875,000+

2,000+6.1 Million+

72

Copyright © 2009, Oracle and/or its affiliates. All rights reserved.

Sun Oracle Database MachineExtreme Performance. Simplified Deployment.

• Fastest for data warehousing

• 2X faster than Exadata V1

• 5X faster than competition

• World’s only OLTP machine

• 4X faster than comparable IBM hardware

• Eliminates complexity • Months of configuration, troubleshooting, tuning

• Pre-built, tested, standard, supportable configuration

• Runs existing applications unchanged

Zajímavé SessionsOchrana citlivých dat, Ch.Carriero, GuardianSocial Media, A.Schwarzenbach, Alaska AirlinesSocial CRM, Tara Roberts, OracleCRM → CMR, Thomas Hamele, DAB BankDirect Banking, A.Twigg, National Australia BankImplementace CRM, Ch.Venter, ANZ Bank Implementace CRM, Orit Hazan, Bank HapoalimBudoucnost bankovnictví, J. Hoppermann, ForresterOracle Flexcube na IBM, Steve Meadows, AIB Bank

Ochrana citlivých dat - rizikaChristopher Carriero, GuardianExistuje řada dobrých nástrojů na ochranu databází

v produkčním prostředíRiziko představuje klonování databází do vývojového

nebo testovacího prostředíRiziko představují Privilleged Users (Full Access)

Database Administrators, System Administrators, Developers, Testers, Contractors, Third Party Vendors

80% firem má nechráněná produkční data v testovacím prostředí

• Data thefts by employees doubled in 2008. -ITRC

• 80% report using real production data in testing environments. -Ponemon Institute

• 61% report having multiple copies of non production environments. -Ponemon Institute

• 75% report sharing real production data with 3rd parties & offshore teams.-Ponemon Institute

Facts and Stats

Guardian Applications Copyright 2009

Ochrana citlivých dat - řešeníAssesment a Inventory

Najít všechny klony databázíInvestigate passwords a unused accounts

Ukazuje jak spočítat Data VulnerabilityOracle EBS nabízí Application Centric Data

ProtectionNa nasazení Oracle EBS musí být organizace

připravena, musí mítApplication Centric ArchitecturePre-Identified Sensitive Fields atd.

Ochrana citlivých dat - řešeníMluví o riziku De-Identification of Payroll Data (Child

Support)Ukazuje Vulnerable Human Resource Data před

Scramble a po ScrambleUkazuje jak vypočítat Business Case na Data

Protection v Non-Production DatabasesDalší informace na www.guardianapps.com

Social MediaAndrea Schwarzenbach, Alaska AirlinesAndrea chápe Social Media jako prodejní kanálEviduje 24 různých Social Media kanálůPoužívá jen jeden tool na práci s nimiUkazuje příklad zprávy naštvaného zákazníka, která

měla téměř 1,36 milionů followersDoporučuje pravidla, kterými se má firma ve svých

reakcích na zprávy řídit

Social CRMTara Roberts, OracleTeritory Sales Reps tráví jen 22% času prodejem

(selling time); 50% času sbírají informace.Selling Social = People work in informal networks.Social CRM verze 3 je právě k dispozici. Zahrnuje:

Oracle CRM Sales ProspectorOracle CRM Sales Campaigns On DemandOracle CRM Sales Library On Demand

Social CRMOracle Social Network Framework

Moto: Sale More, Report LessUkazovala vytvoření kampaně; rychlé, přehledné,

uživatelsky přítulnéUkazovala také vytvoření prezentaceUkazuje administraci Subscription, Unsubscription.

Aplikace jsou přístupné jen On Demand.

CRM a CMRThomas Hamele, DAB BankNěmecká banka, se sídlem v MnichověZaložená v roce 1994, součást italské UnicreditBanka má asi 1 milion klientůV letech 2000 až 2001 byl implementován SiebelZměny ve světové ekonomice → CRM na CMR

(Customer Managed Relations)

CRM a CMRZákladní myšlenka CMR: Nepřežijí ti nejsilnější ani

nejchytřejší, ale ti kdo se nejlépe přizpůsobí změnámV době CRM si vybírala banka koho oslovit, v době

CMR začíná interakci zákazníkZavádějí nový Sales Channel – zákazník sám o soběJmenuje Key Factors for SuccessNamísto Client Hunting praktikují Client NetworkingNa závěr ukazuje grafy vylepšení Customer

Satisfaction a Customer Retention

36

DAB bank AG

B2C B2B FSB

Scope of CRM Services – for all 1,1 Mio. CustomersAnalytical CRM Operational CRM Collaborative CRM Market Research

DAB CRM

• Business Intelligence•Data Mining•Customer Segmentation•Churn-Management•Scoring

• CRM-Controlling

• Capture new Leads • Customer Mgmt.• Campaign Mgmt.• Request Mgmt.• Impulse Mgmt.• Real Time Decisioning

• Sales Channel Mgmt.• Channel Integration• Conversational CRM• Social CRM

• Customer Sat. Studies• Redemption Survey• Direct Banking Study• Online-Monitoring• Usability-Tests

Central Services

for all business lines

CRM at DAB bank AG

Thomas Hamele, Head of CRM & Analytics, DAB bank AG

Thomas Hamele, Head of CRM & Analytics, DAB bank AG

Definition of CRM

37

CRM: … Identifying and Retaining Profitable Costumers!

Thomas Hamele, Head of CRM & Analytics, DAB bank AG

Todays challenges

38

Waves of Change

Challenges of Change:

Financial markets are changing

Customer behaviour is quite volatile

Transparency due to technological innovations (Web 2.0)

Customers lost trust in banks

Customers are well informed and do cherry picking

Loyalty and customer retention decreased significantly

Thomas Hamele, Head of CRM & Analytics, DAB bank AG

CRM turning into CMR

The CMR philosophy says:

„It is not the strongest that survives, nor the most intelligent, but the one most responsive to change.“

Major objective:

Stabilizing customer retention

39

Thomas Hamele, Head of CRM & Analytics, DAB bank AG

CRM retroperspective

• CRM process in the past (simplified): We initiate contact and choose/address our customers

Campaigns

1. Action

2. Reaction

40

Thomas Hamele, Head of CRM & Analytics, DAB bank AG

CMR: Customer starts interaction

Transparency about Products and Services

PreferredContact & Sales Channels

Customer needs

Invest MoneyBuy Stocks

Finance House(Mortgage)

RetirementArrangement

Save Money to Grandchild

Telephone

Portal

AdvisoryService

eMail

Letter

1. Action

2. Reaction

41

Customer

Our customers – the new sales channel

Buy fancy sports car

“Transformation interface”

Sales channel as emotionalising link between customer needs and bank products

Thomas Hamele, Head of CRM & Analytics, DAB bank AG

CMR at DAB bank

42

CMR Key Factors for Success

Customer = New Sales Channel Emotions against Price War

Adaptability to Change

Learning Curves

Internal + External Networks

Customer Impulses

Referral Marketing

Wow - EffectBeing the first in head of the customer

Circle of Trust

Reaching customer enthusiasm

43

Solution: Advanced CRM (combined with CMR elements)

Campaign-Management

Response-Management

Partner-/IFA-Management

Complaint-Management

@

Customer-contacts

Ch

an

nels

Sie

bel C

RM

Colla

bora

tive

CR

M

Opera

tional

CR

MA

naly

tica

lC

RM

Sie

bel

An

aly

tics

Answers Dashboards Delivers

Answers Dashboards DeliversReporting

SiebelWarehouse

DataWarehouse

TelephoneLetter E-Mail/Fax WWWPartner-Portal

furtherData Bases

Contact-Management

Lead-Management

IVRCall Center

Back/FrontScanning

Mail/Fax-Server

PortalPortal

Web-Tracking*

CustomersInternal/external

Networks

Customer / IFAs

Conversational

CRMSocialCRM

Impulse-Management

Info-/Network-Management

Churnprevention

RTD

CMR elements

Thomas Hamele, Head of CRM & Analytics, DAB bank AG

44

Rethinking

44

Not Hunting But Networking

Social CRM:

Thomas Hamele, Head of CRM & Analytics, DAB bank AG

Conclusion

1,91 1,86

1,66 1,651,75

1,64

45

Results at all-time-high Results at all-time-high

1,79 1,81

1,61 1,54 1,60

1,40

Overall Satisfaction Retention

-+ / -

+

++

-+ / -

+

++

Learnings: Differentiation and customer retention by emotionalization High complexity due to dependencies to topics like corporate and sales strategy, BPR, customer segmentation, IT infrastructure…

Success: Optimization of customer base Quick Wins and sustainable foundation for successful future Important customer satisfaction indicators at all-time-high Future objective – Turning Customers into Fans!

Direct BankingAlex Twigg, U Bank, National Australia BankTelefonní číslo na home page nikoliv skryté na nízké

úrovniDevelop emotionally engaging relationship with

customerSocial Media (You Tube, Facebook, Twiter)Celé Direct Banking

postavené na OracleNávštěva

možná

Implementace CRMChristian Venter, ANZ BankANZ má asi 6 milionů zákazníků, asi 40.000

zaměstnanců, asi 1200 pobočekNastoupil k nim Customer Centric CEOPotřebovali nástroj, aby lépe poznali potřeby svých

zákazníkůStáli před rozhodnutím, koupit řešení nebo ho

postavitRozhodli se řešení koupit

Implementace CRMiKnow S&S Programme

Zvýšit customer facing timeZvýšit product poer customerRedukovat development cost za produkt

Siebel within ANZ10.500 uživatelů800 poboček50 interfacesSiebel 8.x3 countries

Implementace CRMSiebel Example 1: User Centric DesignSiebel Example 2: X-SellSiebel Example 3: RetentionLessons Learned / Success Factors (! Do not

customise !)Siebel Development Centre

Vytvořeno v listopadu 2006Na začátku 12 lidí (6 v Austrálii…)

Implementace CRMOrit Hazan (Business), Eran Feit (IT), Bank

HapoalimNejdříve stanoveno (4 měsíce)

CRM Program Strategic FocusesCRM Road Map

Implementace trvala 17 měsícůAsi 2 miliony klientů, 5 milionů kontaktů v CRM,

6000 CRM uživatelůPřínosy CRM pro klienty, bankéře a banku

Implementace CRMZavedení CRM přineslo následné změny

v organizační struktuře a kultuře bankyPro každý proces hledali v CRM adekvátní podporuKaždý proces implementovaný v CRM, je měřen

v Siebel Analytics

Formálně odělený development a bug fix development s návazaným testovacím prostředím

Celkem 25 vývojářů

Bank Hapoalim - by Numbers

2,000,000Customers

270Branches

12,000Employees

2Hapoalim Direct Call Centers

800,000Internet subscribers

Bank Hapoalim has the pre-eminent banking franchise in Israel…

Market Share in Israel (2008)

23% 38%50%

48%21% 33%

Retail customers

Internet Banking

Commercial Loans (SME’s)

Corporate Lending

MortgagesCredit Cards

6000 thousand users all over the country

Back office

complaints

Area

managers

Website

270 branches

2 Call center Business CSRs

8 Business

centers

Units fromHead quarters

Back Office

CRM ProgramStrategic Focuses

Service processes

Cross-unit Service

Marketing and salesMarketing and sales Multi-channel

functionality

Multi-channel functionality

Customer view

Managing service request

Customer meetings

Soft information

management

Dual customer

management

Cooperation and support for customer service through working relationships between Support units and service units

Branch – back office Corporate CSR-

Branch

Cooperation and support for customer service through working relationships between Support units and service units

Branch – back office Corporate CSR-

Branch

Campaign management

Support for reactive and proactive sales processes

Opportunity management and leveraging for sales

Potential customer management

Campaign management

Support for reactive and proactive sales processes

Opportunity management and leveraging for sales

Potential customer management

Call Center application for support of cross-channel CRM processes

Call Center application for support of cross-channel CRM processes

Road map objective: To define the boundaries of the project in order to create a multi-year work plan.

Strategic focus areas, metrics, and business contributions were defined for each

work package.

Following creation of the work packages, the packages were mapped on the axes of benefits and complexity, and prioritized for implementation; the outcome of this process is the road map.

Parallel to the business road map we created a technological road map as well

Road map objective: To define the boundaries of the project in order to create a multi-year work plan.

Strategic focus areas, metrics, and business contributions were defined for each

work package.

Following creation of the work packages, the packages were mapped on the axes of benefits and complexity, and prioritized for implementation; the outcome of this process is the road map.

Parallel to the business road map we created a technological road map as well

CRM road mapCRM road map

Multi-year road map has been created for the project, to define the project's

content and the business processes to support the project framework

Multi-year road map has been created for the project, to define the project's

content and the business processes to support the project framework

Roll out

Each year we have between 3-4 versions

Each versions contains new users or new processes.

The roll out is being done gradually

Service processes

Q1 08 ServiceProcesses

more segments

Q3 08Cross-unit Service

Q1 09

Q3 09

Q4 09Multi-channel functionality

Marketing and salesCampaign

management

customer

Key benefits

Better understanding the customers needs

Continuous service

A multi-channel service

SLA management

Proactive Service

Management of a personal relationship with the customer

Better understanding the customers needs

Continuous service

A multi-channel service

SLA management

Proactive Service

Management of a personal relationship with the customer

bankers

Key benefits

360-Degree view of the customer

Maximize the interaction with the customer for cross sale

Reduction of paperwork

Reduction of operational systems

Creation of communication between organizational units

360-Degree view of the customer

Maximize the interaction with the customer for cross sale

Reduction of paperwork

Reduction of operational systems

Creation of communication between organizational units

bank

Key benefits

Raising new funds

Recruiting new customers

Customer satisfaction by personalize service and sales

Standardization of work processes.   Accurate segmentation       Higher-quality marketing potential

Management processes

Reduction of maintenance of operational systems

Raising new funds

Recruiting new customers

Customer satisfaction by personalize service and sales

Standardization of work processes.   Accurate segmentation       Higher-quality marketing potential

Management processes

Reduction of maintenance of operational systems

Architecture - Scheme

Siebel Fins. Application

Main Frame

Siebel Servers

SiebelAnalytics

Siebel Application

Branch Financial Servers

BackOffice

Call Centre

InternetDWH

DB2UDB

Unica

ESBMQ

Development Pipeline

DevelopmentSystem test

User Acceptance & Training

QA / Performance

Bug Fix DevelopmentBug Fix System test

ProductionWEB1

App1

Gtw1

UDB1

WEB2

UDB2

App3

App2

Gtw2

App2

DB2

HACMP

“Vanilla" & engineering

Budoucnost bankovnictvíJoss Hoppermann, Forrester ResearchKey factors drive banking of the futureBank branches will not go awayKey Changes do roku 2023

Oracle Flexcube na IBMSteve Meadows, AIB BankIrská banka, asi 24.000 zaměstnanců, působí v řadě

evropských zemíchStone Age Core Banking System, mnoho core

bankovních, velmi starých, systémůZvolili Oracle Flexcube na Universal Banking

Solution; implementace byla dokončena v červenci 2009

Vytvořili AIB 3 year Investment Program (asi 400 milionů euro).

Oracle a IBMPodařilo se jim nahradit Teller Terminals a MicrosoftWholesale byl jednoduchý, složitější byl RetailNejvíce se naučil na tom, jak změnit organizaci, kde

má každá divize jiný systém a jiné procesy na organizaci, která používá jeden systém napříč

AIB byla první západní banka, kde byl implementován Flexcube na IBM

Návštěvamožná

AIB - a diverse banking and financial services organisation, operating

from offices in 14 countries

Britain & NI

.75 million + accounts

100+ Locations

Ireland

3.5 million+ accounts

500+ Locations

AIB Group

Total Staff 24,000+

Poland & CEE

4.0 million+ accounts

360+ Locations

Stone Age Core Banking Systems

CIF

Lending

On-line Accounting

Branch Accounting

Fees

Credit Card

ATMs/POS

Banctec

Telebanking

Other AIBEMTSTrns

Other BanksAuth & InterchangeATMsPOS

auth

AIBATMCardValueTrns

FeeCharges

PostedTrns details

ATM hot card amendsCheque/Laser amends

CardRefresh

ToICB

ToGCB

AIB ATM & Laser card trns

Credit Card PBF (balances)Credit Card CAF (cards)

AIB Cr Card Trns for auth

Daily Fees Journal/Credit Reference

In-clearing

BB Value Trnscopy for Banctec

NAPS Enq/Amends

Branch NAPS

ATMcardamends

3270 enqs/amends

EBB 24hr 24hrInternet

GSM

Branch CreditCard NAPS

TelebankingValue &non-value trns

AIB ATM &Laser Card Trns

Branchnon-valuetrns

Branchvaluetrns

BB PBF(+clearing)

Bad Dept Unit CMS

BB Hardcore & Statements

BB A/C Refresh

Term Deposits Queue

S/O Amends

S/ORef-resh

CrCardCust./Mer-chant/SalesDetails

BB A/cs

Fee Enq & Close A/C Enq

Card amends

Card/Book amends

POSLaserTrns

UnpaidEMTStrns

Non AIB S/O trns

To/FromCredit CardCentre

Clearing/Branch/Lending valueTrns

Euro card ATM trns

Value amends e.g. stops

DirectDebits /MerchantSettlements

CMStrns

Chq/Laser/Euro Card Refresh

CIF Charges

F&L value trns

POS Laser trns

Referrals ChargesA/C after images

CIF A/C after images

BB A/C Refresh

External AIB systemse.g F&L

Book Refresh

BBArrears

To/FromVisaInternational/Europay

ATM CreditCard Trns

POS value

BB PBF (balances)

BBA/Cinfo

Customer & A/C info

CrCardArrears

A/CRelationship

EMTStrns

Comments&Referrals

Interest

A/C

Branch/Telebanking Cr.Card payments

Unpaid Direct Debits

to EMTSDirectDebits

from EMTS Unpaid Dir.Drs

Bank ServicesClearing/EMTS/

Card Mgmt/Book Mgmt

Cr CardCustomer

CreditCards

S/O

TelebankingCustomer

Loan

Customer

Books

Fees

Non-AIB Direct DebitsUnpaid Non-AIBDirect Debits

Cards Cheque/ Laser/Euro

CardsBanklink

OtherBankEMTSTrns

Fromother BanksAIB Laser&TSB Debittrns/EuroATM trns/Hot Cards

Card/Book amends

A/CB/A refresh+post-closeout+ATM posted+EMTS+Incoming Clearing

ValueTrns

To G/L

Customerenq/amend

BB Hardcore

Balance Advices ( telebanking trns )

Balance Advices (branch trns)x

Stand-inBalances

Cr CardA/C

Credit Card balances& statements

LaserEarmarks ?

Non-AIBEMTStrns

From other BanksEurochq value trns

A/CRelationship/Mailing Label

CIF commission info

CIF A/C & cust info

Triggered Card/Book amends

Branchenqs/amends

3270 Amends

Creditscoreenqs/amends

Branchcustomer enq/amendSecurities Unitscustomer enq/amend

DataWarehouse

FromCIF

FromBranchAccounting

FromCreditCard

D.W.Server

Orator & PayplusValue & non-value trns

New A/Cs

Tele. Funds Transfers/Telepay trnsIncomingClearing

Batch Enqs

CorporateBanking Amends

S/O / Stopped Cheques/Earmarks

EMTS/ S/O

A/CNon-value

Amendment

VoucherData Collect

Postcutovertrns

24hr (Naas) NAPS

3270BLF3270Credit-score

AIB Direct Debits

To F&L APs

CreditCardNAPS

Unpaid AIB Direct Debits

Merchant

To G/L

EBB3StatementEnqs

3270Enqs/I/P

From allinternalsystemsStats

Profit-ability

InformPerf.Meas.

FromexternalAIBsystemsStats

3270Auths

TridentAuths

CSSAuths

ExternalBanks/Companies

24hr Naas

MF Systems : Version 2 T.O’Sullivan

LoyaltyCards

Gateway auth

AIBCr Card Trns

24hrPOS

From CCCentreHigh Vol. Auth

Other Companies e.g CreditUnions Auth & Interchange

ToPetrolHost

Copyright AIB

Visa International /EuropayCredit Card Authorisations

Cr CardBalances

To BOI,Ulster,NIBHot cards/DebitCard Trns

To TSB,ESB,INWDebitCardTrns

GatewayCr Card Trns

Balance Advices(laser)[floorlimit<amt<tandem limit]

Sam Enqs

To CIFCustomerCampaigns& Contacts

AIB 3 Year Investment Program – c. €400mm

Data Centre Build

ATM XP Deployment

Desktop Standardisation

Mainframe Upgrades

e-Mail Consolidation

Server Virtualisation

IP Telephony

Call Centre Upgrades

EDW Upgrades

ILM

SEPA

Core Banking

Platforms

AML

SAP GL & HR

Electronic Channels

Mortgage Platform

Consolidation

ITIL & ISO 20000

ISO 9001

ISO 27000

Service Catalogue

Standard SDLC

Operations Shared Services

Centres

Organisation consolidation

Infrastructure Applications Management Process

BZWBKROI Cap. Markets

Regulatory

Control

UK Group

Business:IT Mix

Internal:ExternalMix

Performance

Proj

ect C

ateg

oris

ation

Fina

ncia

l Ove

rvie

w

Avg. Weekly Burn Rate

Budgeted Avg. Weekly Spend

Actual SpendYear to Date

Capitalised Spend 82%

83:17

55:45

Central Project Portfolio Management Tool Deployed

Business Opportunity

Operation

Proj

ect O

verv

iew

&

Reso

urci

ng

Project Volumes

Overall Value

231

Resource Numbers 988

95%

56:44

81:19

35

206

59:41

99:01

23

53

42%

29:71

76:24

48

106

93%

65:35

88:12

91

312

90%

51:49

81:19

34

310

80%

21% 6% 11% 31% 31%

MiscellaneousBudget 2009

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€

€ € € € €

MPLSMPLS

httpsMQ

Novell Group Directory

ldap

zOS

Services Layer

(Websphere)

J2EE(IBM

Websphere)

XML

Oracle

https

jdbc

Core Banking System

Other HostSystems

MQ

Tricipher PKI Authentication

Doc. Mgmt

MQ

MQ

Novell Desktop Directory

ldap

html

PDF

DataPower XML/XSLT Accelerator

DB/2

http

Linux

XP

Linux Teller Terminal: System Architecture

Benefits Exceeded Projections

Centralised management supports Reusable component services across multiple channels Complete control of version of desktop software released to entire estate. Complete control over printing environment. Exceeded 4 year business case financial projections in year 2 of full deployment

(2007)

Indexed cost comparison of Linux vs. Microsoft

Option 4 Year TCO Forecast

Linux OS + Star Office+Mozilla Cost Index = 1.00

Microsoft XP + Office & Branch server Cost Index = 1.36

Microsoft XP + Office & Citrix server network Cost Index = 1.52

Study Results – Great Opportunities

The negative Domino TCO is significantly different to other IBM clients and is due to AIB’s unique usage patterns.

Workload with z10 comparison

% SavingAbsolute Saving

Cumul-ative NPV

# of servers

# of Cores

# of IFLsIFL to Core

RatioWebsphere z10 59% €1.1m €808k 16 100 3 33:1Non-shared Unix z10 @ 40% 47% €1.80m €1.37m 51 220 6 37:1Oracle z10 39% €3.2m €2.3m 4 196 10 20:1

Workload with z9 comparison

% SavingAbsolute Saving

Cumul-ative NPV

# of servers

# of Cores

# of IFLsIFL to Core

RatioWebsphere z9 14% €267k €146k 16 100 6 17:1Intel z9 19% €26k €15k 1 16 0.7 23:1Non-shared Unix z9 @ 40% 23% €722k €286k 51 220 15 15:1Domino z9 -13% -€217k -€510k 3 20 8 2.5:1Oracle z9 5% €401k -€377k 4 196 23 9:1

AIB’s Legacy Banking Platforms (examples)

Legacy Applications Functionality Current Age

Branch Accounting CASA, core GL 35

Loan Accounting Retail & SME Loans 30

BANKMASTER Corporate Loans 20

Exact Corporate GL 20

Diametre Loans, GL 30

They don’t age gracefully

Procrastination is suicide on the instalment plan

Oracle FLEXCUBE Universal Banking Solution

Industry Reference

Model(IRM)

BPEL

Process Executables

(implements IRM)

Process tier(Process Management)

DatabaseDatabase tier(Persistence)

Client Handler tier(Message Handler, Session Management)Web ServicesServlet Java / J2EE

Application tier(Business Logic, Transaction Management)Java / J2EEEJB MDB

Client tier(User Interface Rendering, State Management)Browser Channel Server Branch

Internet PDA MobileCall Center

Channels

n-Tier Architecture

© 2009 Oracle Corporation

Legacy Wholesale Banking Architecture – Before Flexcube UBS

Core Banking

Payments

Support ES&TES&T

CMTSSCMTSS

Local SupportLocal Support

ES&T

/CMTSSES&T

/CMTSS

ES&T/CMTSSES&T

/CMTSS

Security

User Interface

Interfaces

Application

Platforms

Databases

NI GT Offshore CBGBUID & PW

Terminal Emulation

Batch & Online

Diameter

SCO Unix

Proprietary

NI GT OffshoreGB

UID & PW

Terminal Emulation

Batch &Online

Diameter

AIX

Proprietary

UID & PW

Terminal Emulation

Batch & Online

EXACT

Mainframe

VSAM

UID & PW

Terminal Emulation

Batch &Online

Diameter

AIX

Proprietary

UID & PW

Proprietary

Batch & Online

BankMaster

Windows NT

PervasiveBtrieve

UID & PW

Terminal Emulation

Batch & Online

Artemis

AIX

Proprietary

UID & PW

Citrix

Batch &Online

Payplus

Win2000

SQL2000Clustered

UID & PW

Terminal Emulation

Batch & Online

MoneyDesk

AIX

P4roprietary

UID & PW

Terminal Emulation

Batch &Online

DOKA

AIX

Proprietary

1 2 3 4 5

1 2 3 4Security

User Interface

Interfaces

Application

Platforms

Databases

5 Wholesale Core Banking Platforms

4 Cross-Border Payments Platforms

New Wholesale Banking Architecture – After Flexcube UBS

Wholesale Banking Was Easy – Retail Core Banking Is an Archeological Dig (Where are you Mr. Jones?)

CIF

Lending

On-line Accounting

Branch Accounting

Fees

Credit Card

ATMs/POS

Banctec

Telebanking

Other AIBEMTSTrns

Other BanksAuth & InterchangeATMsPOS

auth

AIBATMCardValueTrns

FeeCharges

PostedTrns details

ATM hot card amendsCheque/Laser amends

CardRefresh

ToICB

ToGCB

AIB ATM & Laser card trns

Credit Card PBF (balances)Credit Card CAF (cards)

AIB Cr Card Trns for auth

Daily Fees Journal/Credit Reference

In-clearing

BB Value Trnscopy for Banctec

NAPS Enq/Amends

Branch NAPS

ATMcardamends

3270 enqs/amends

EBB 24hr 24hrInternet

GSM

Branch CreditCard NAPS

TelebankingValue &non-value trns

AIB ATM &Laser Card Trns

Branchnon-valuetrns

Branchvaluetrns

BB PBF(+clearing)

Bad Dept Unit CMS

BB Hardcore & Statements

BB A/C Refresh

Term Deposits Queue

S/O Amends

S/ORef-resh

CrCardCust./Mer-chant/SalesDetails

BB A/cs

Fee Enq & Close A/C Enq

Card amends

Card/Book amends

POSLaserTrns

UnpaidEMTStrns

Non AIB S/O trns

To/FromCredit CardCentre

Clearing/Branch/Lending valueTrns

Euro card ATM trns

Value amends e.g. stops

DirectDebits /MerchantSettlements

CMStrns

Chq/Laser/Euro Card Refresh

CIF Charges

F&L value trns

POS Laser trns

Referrals ChargesA/C after images

CIF A/C after images

BB A/C Refresh

External AIB systemse.g F&L

Book Refresh

BBArrears

To/FromVisaInternational/Europay

ATM CreditCard Trns

POS value

BB PBF (balances)

BBA/Cinfo

Customer & A/C info

CrCardArrears

A/CRelationship

EMTStrns

Comments&Referrals

Interest

A/C

Branch/Telebanking Cr.Card payments

Unpaid Direct Debits

to EMTSDirectDebits

from EMTS Unpaid Dir.Drs

Bank ServicesClearing/EMTS/

Card Mgmt/Book Mgmt

Cr CardCustomer

CreditCards

S/O

TelebankingCustomer

Loan

Customer

Books

Fees

Non-AIB Direct DebitsUnpaid Non-AIBDirect Debits

Cards Cheque/ Laser/Euro

CardsBanklink

OtherBankEMTSTrns

Fromother BanksAIB Laser&TSB Debittrns/EuroATM trns/Hot Cards

Card/Book amends

A/CB/A refresh+post-closeout+ATM posted+EMTS+Incoming Clearing

ValueTrns

To G/L

Customerenq/amend

BB Hardcore

Balance Advices ( telebanking trns )

Balance Advices (branch trns)xStand-inBalances

Cr CardA/C

Credit Card balances& statements

LaserEarmarks ?

Non-AIBEMTStrns

From other BanksEurochq value trns

A/CRelationship/Mailing Label

CIF commission info

CIF A/C & cust info

Triggered Card/Book amends

Branchenqs/amends

3270 Amends

Creditscoreenqs/amends

Branchcustomer enq/amendSecurities Unitscustomer enq/amend

DataWarehouse

FromCIF

FromBranchAccounting

FromCreditCard

D.W.Server

Orator & PayplusValue & non-value trns

New A/Cs

Tele. Funds Transfers/Telepay trnsIncomingClearing

Batch Enqs

CorporateBanking Amends

S/O / Stopped Cheques/Earmarks

EMTS/ S/O

A/CNon-value

Amendment

VoucherData Collect

Postcutovertrns

24hr (Naas) NAPS

3270BLF3270Credit-score

AIB Direct Debits

To F&L APs

CreditCardNAPS

Unpaid AIB Direct Debits

Merchant

To G/L

EBB3StatementEnqs

3270Enqs/I/P

From allinternalsystemsStats

Profit-ability

InformPerf.Meas.

FromexternalAIBsystemsStats

3270Auths

TridentAuths

CSSAuths

ExternalBanks/Companies

24hr Naas

MF Systems : Version 2 T.O’Sullivan

LoyaltyCards

Gateway auth

AIBCr Card Trns

24hrPOS

From CCCentreHigh Vol. Auth

Other Companies e.g CreditUnions Auth & Interchange

ToPetrolHost

Copyright AIB

Visa International /EuropayCredit Card Authorisations

Cr CardBalances

To BOI,Ulster,NIBHot cards/DebitCard Trns

To TSB,ESB,INWDebitCardTrns

GatewayCr Card Trns

Balance Advices(laser)[floorlimit<amt<tandem limit]

Sam Enqs

To CIFCustomerCampaigns& Contacts

© Lucasfilm

Oracle FLEXCUBE Core Banking

POS Internet Browser

Wap TV BrowserTeller Phone PDAATM

Client

Internet

Web Server WAP/ SMS Server ATM Switch Platform Banking Server Gateway

Channel server

010101010111

Host Connect Message Queues

010101010111

Business Logic Components

Application server

Database server

Oracle 10g/DB2

n-Tier Architecture

© 2009 Oracle Corporation

AIB’s Legacy & FCR Transition Architecture

FCR Applications Impact

Sales / Origination / Assessment / to fulfilment

Flexcube

Flexcube Loans

Flexcube Term Deposits

Flexcube CASA

Enterprise Services

Downstream Functionality (e.g. MIS / Portfolio Mgmt / Cred Mgmt)

NBP (BMS / Enqs / Amds / Clientview)

Teller IBB

QTS

LoanAccounting

NAPSCIF / CRMS

Payments (EMTS, BACS, DD’s,

Standing Orders)

EDWStatements

CC/ IVR (GTX)

Auto Mark-up

Document Mgmt

Lending Control Tables

Commercial GradingSystem

Retail Grading System

Securities (Sapphire / Lexicon)

Strata

ICB GCBSAP AONCoinsQRM

CHAPsAn

Post

Factfind (Sales)

Internet Banking

ATM / POS

Wo

rkfl

ow

(T

IBC

O)

User & Customer Authentication / Authorisation (Novell/ E-directory)

Imaging (Kofax)

Document Generation /Central Output (Print)

AFP

InForM CACS

Clearing

Card Issuing

Card Acquiring

SCC

New MortgageRe-Platform

Integration Layer (Service Bus)

Integration Layer (Service Bus)

Batch Formatter

Archivals(legacy data)

FlexcubeFrontend

Medium Impact

High Impact

Low Impact

New

Děkuji za pozornost

Další informaceIng. Jaroslav KalvodaTel: 724 300 978jaroslav.kalvoda@profinit.eu