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【正文】 ors and the operators’ business needs for endtoend integration of their business processes and systems. In addition, to ensure that Oracle provides the highest levels of service to our customers in Asia Pacific in the most effective manner possible, the Asia Pacific Communications Industry Business Unit has established the Asia Pacific Communications Industry Integration Centre. Located in Malaysia, as the major part of Oracle’s mitment to the MSC, the Centre’s functions include: ? Complex Bid Support The Integration Centre will drive the marshalling of resources from the Comms Industry Group, LOB’s and partners (hardware and ISV) to form the necessary multidisciplinary (virtual) teams to support major bids. The Integration Centre and Comms Consulting Core Team will pool, document, and articulate industry experience from prior client engagements to leverage new engagements and facilitate bid replication and quantification to reduce the cost of sales and build margin. They will also assist the transfer of technology and skills to Oracle country teams and customers during project implementation. ? Prototyping/Integration Lab The Prototyping Lab will support customer and partner funded integration of Oracle products and custom project IP with partner products to reduce implementation cost (and risk) and increase customer satisfaction. This will be acplished by avoiding the use of a customer site as the integration testbed, and by demonstrating that integration has been done before, thus increasing the customers’ confidence and showing that we are helping reduce project risks. The Prototyping Lab will also serve as a “mag” for partners and customers to jointly invest in proofofconcept and prototyping investigations of new technologies (., wireless/satellite Inter, NC’s, ITV) and applications (., Webenabled OSS applications). The staff of systems engineers will also liase with Tele/Multimedia Ramp。D efforts within the MSC to increase Oracle’s visibility. Prototyping and proof of concept will be undertaken on three levels: ? Reactive to specific customer requirements ? Proactive in terms of current market needs and ponents ? Innovative, in terms of emerging needs and emerging technologies ? Comms Consulting Core Team Due to the scarcity and expense of experienced tele expertise, it is crucial to obtain the maximum leverage and utilisation from all staff. This is facilitated by implementing a small team, augmented by rotating consulting staff as they plete customer engagements, providing presales and bid support to key opportunities. Colocation with the Integration Centre supports increased synergy and flexibility to support new product and service launch, customer opportunities, as well as facilitating technology and skills transfer. ? Hardware Alliance Partners While Oracle enjoys a dominant market share in Teles with all Hardware Alliance Partners, increasing our engagement with their Teles Industry teams will not only increase their satisfaction with Oracle, but also increase the leverage we obtain from these relationships. This includes early engagement of our account teams to increase our win rate and reduce bid/support costs, identification of additional opportunities for Oracle products and services, access to demo’s and customer reference sites, and improved account control and customer satisfaction. ? ISV Alliance Partners As with the Hardware Alliance Partners, there are opportunities to increase our leverage and reduce overall costs, as well as increase their satisfaction, by more effectively engaging/managing the Asia/Pacific relationships with key Tele ISV’s. This will lead to increased market share with the partners, as well as identify additional opportunities for Oracle products and services. Working with the Director, Comms Industry Solutions amp。 Technology, and the Comms Industry Vertical anisation, we will also identify market coverage gaps, and lead the identification and recruitment of new partners to support AP business. This will inc lude APbased partners and distributors who wish to extend their reach to other geographies. ? Centre of Excellence Demo Support The Integration Centre will support the customer demonstration role of the Singaporebased Communications Industry by providing tele expertise and integrated demo kits/content. ? Industry Products The Integration Centre will drive and support the AP launch of new products and services from IAD, including presales expertise and business development efforts to build an opportunity pipeline in advance of training the Regional and Country BDM’s and PSR’s. This will be acplished through Industry Sector Managers, who will manage portfolios of partners, products and services. ? Solutions Support Working closely with Worldwide Customer Support Services and Comms Consulting, the Integration Centre will provide second level support and maintenance for repeatable custom build projects (where customer funded) to create a continuing revenue stream and increase the productivity of developers and support staff. Integration Centre Benefits Centre Field Customers REACTIVE ? Complex Bid Support ? Integration Lab ? Partners ? Comms Cons Core Team ? Demo support Onestop Shop for Bid Support VENDOR Integrated “Total” Solution PROACTIVE ? Industry Products ? Integration Lab ? Partners ? Solution Support ? Comms Cons Core Team Onestop Shop for Bid Support AND Opportunity Creation Tools STRATEGIC VENDOR Integration “Total” Solution AND Unsolicited Proposals Addressing Current Business Problems INNOVATIVE ? Integration Lab ? Partners ? New Technologies ? Industry Products Strategic Business Partnerin