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• The Three-Legged Milk Stool - Why Oracle Fusion Incentive Compensation makes the difference!

  - by Richard Lefebvre

  During the London Olympics, we were exposed to dozens of athletes who worked with sports psychologists to maximize their performance. Executives often hire business psychologists to coach their teams to excellence. In the same vein, Fusion Incentive Compensation can be used to get people to change their sales behavior so we can make our numbers. But what about using incentive compensation solutions in a non-sales scenario to drive change? Recently, I was working an opportunity where a company was having a low user adoption rate for Salesforce.com, which was causing problems for them. I suggested they use Fusion Incentive Comp to change the reps' behavior. We tossed around the idea of tracking user adoption by creating a variable bonus for reps based on how well they forecasted revenues in the new system. Another thought was to reward the reps for how often they logged into the system or for the percentage of leads that became opportunities and turned into revenue. A new twist on a great product. Fusion CRM's Sweet Spot I'm excited about the sales performance management (SPM) tools in Fusion CRM. This trio of Incentive Compensation, Territory Management, and Quota Management sets us apart from the competition because Oracle is the only vendor that provides all three of these capabilities on a single tech stack, in a single application, and with a single look and feel. The niche vendors offer standalone territory or incentive compensation solutions, but then the customer has to custom build the other tools and can end up with a Frankenstein-type environment. On average, companies overpay sales commissions by three to eight percent. You calculate that number for a company the size of Oracle for one quarter and it makes a pretty air-tight financial case for using SPM tools to figure accurate commissions. Plus when sales reps get the right compensation, they can be out selling rather than spending precious time figuring out what they didn't get paid or looking for another job. And one more thing ... Oracle knows incentive comp. We have been a Gartner Market Scope leader in this space for the last five years. Our solution gets high marks because of its scalability and because of its interoperability with other technologies. And now that we're leading with Fusion, our incentive compensation offering includes the innovations that the Fusion team built, plus enhancements from the E-Business Suite Incentive Comp team. It's a case of making a good thing even better. (See product video.) The "Wedge" Apps In a number of accounts that I'm working on, there is a non-Oracle CRM system of record. That gives me the perfect opportunity to introduce the benefits of our SPM tools and to get the customer using Fusion. Then the door is wide open for the company to uptake more of Fusion CRM, especially since all the integrations they need are out of the box. I really believe that implementing this wedge of SPM tools is the ticket to taking market share away from other vendors. It allows us to insert ourselves in an environment where no other CRM solution in the market has the extending capabilities of Fusion. Not Just Your Usual Suspects Usually the stakeholders that I talk to for Territory Management are tightly aligned with the sales management team. When I sell the quota planning tool, I'm talking to finance people on the ERP side of the house who are measuring quotas and forecasting revenue. And then Incentive Comp is of most interest to the sales operations people, and generally these people roll up to either HR or the payroll department. I think of our Fusion SPM tools as a three-legged stool straddling an organization's Sales, Finance, and HR departments. So when you're prospecting for opportunities -- yes, people with a CRM perspective will be very interested -- but don't limit yourselves to that constituency. You might find stakeholders in accounting, revenue planning, or HR compensation teams. You just might discover, as I did at United Airlines, that the HR organization is spearheading the CRM project because incentive compensation is what they need ... and they're the ones with the budget. Jason Loh Global Solutions Manager, Fusion CRM Sales Planning Oracle Corporation

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• NullPointerException with Servlet

  - by RonaDona

  I am calling a Servlet using its URL address. This is the URL I am typing http://localhost:7001/ryan/olympics?action=selectCatalog&id=1 This is the Servlet's URL for sure; if I change the address I get page not found This is the code for the Servlet. public class Servlet extends javax.servlet.http.HttpServlet implements javax.servlet.Servlet { private static final long serialVersionUID = 1L; public Servlet() { super(); } public void init(ServletConfig config) throws ServletException { System.out.println("*** initializing controller servlet."); super.init(config); } protected void doPost(HttpServletRequest request, HttpServletResponse response) throws ServletException, IOException { String action = request.getParameter("action"); if (action.equals("selectCatalog")) { String categoryId = request.getParameter("id"); ProductModelDAO dao4 = new ProductModelDAOImpl("jpac"); if (categoryId != null && !categoryId.trim().equals("")) { CategoryDAO dao1 = new CategoryDAOImpl("jpac"); try { Category category = dao1.getCategoryName(categoryId); request.setAttribute("category", category); } catch (Exception e) { e.printStackTrace(); } } try { @SuppressWarnings("unchecked") List<Product> products = dao4 .getProductsByCategory(categoryId); request.setAttribute("products", products); } catch (Exception e) { e.printStackTrace(); } url = "SelectCatalog.jsp"; RequestDispatcher requestDispatcher = getServletContext().getRequestDispatcher(url); requestDispatcher.forward(request, response); I get the NullPointerException pointing to the RequestDispatcher's line. Any help?

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• MIX 2010 Covert Operations Day 2 Silverlight + Windows 7 Phone

  - by GeekAgilistMercenary

  Left the Circus Circus and headed to the geek circus at Mandalay Bay.  Got in, got some breakfast, met a few more people and headed to the keynote. Upon arriving the crew I was hanging with at the event; Erik Mork, Beth Murray, and Brian Henderson and I were entertained with several other thousand geeks by the wicked yo-yoing. The first video demo of something was of Bing Maps and various aspects of Microsoft Research integrated together.  Namely the pictures, put in place, on real 3d element maps of various environments. Silverlight Scott Guthrie, as one would guess, kicked off the keynote.  His first point was that user experience has become a priority at Microsoft.  This can be seen by any observant soul with the release and push of Expression, Silverlight, and the other tools.  This is even more apparent when one takes note of Microsoft bringing in people that can actually do good design and putting them at the forefront. The next thing Scott brought up was a few key points about Silverlight.  Currently Silverlight is a little over 2 years old and has achieved a pretty solid 60% penetration.  Silverlight has all sorts of capabilities that have been developed and are now provided as open source including;  ad injection, smoothing, playback editing, and more.  Another thing he showed, which really struck me as awesome being in the analytics space, was the Olympics and a quick glimpse of the ad statistics, viewer experience, video playback performance, audience trends, and overall viewer participation.  All of it rendered in Silverlight in beautiful detail. The key piece of Scott's various points were all punctuated with the fact that all of this code is available as open source.  Not only is Microsoft really delving into this design element of things, they're getting involved in the right ways. One of the last points I'll bring up about Silverlight 4 is the ability to have HD video on a monitor, and an entirely different activity being done on the other monitor, effectively making Silverlight the only RIA framework that supports multi-monitor support.  Overall, Silverlight is continuing to impress – providing superior capabilities tit-for-tat with the competition. Windows 7 Phone The Windows 7 Phone has 3 primary buttons (yes, more than the iPhone, don't let your mind explode!!).  Start, Search, and Back control all of the needed functionality of the phone.  At the same time, of course, there is the multi-touch, touch, and other interactive abilities of the interface.  The intent, once start is pressed is to have all the information that a phone owner wants displayed immediately.  Avoiding the scrolling through pages of apps or rolling a ball to get through multitudes of other non-interactive phone interfaces.  The Windows 7 Phone simply has the data right in front of you, basically a phone dashboard.  From there it is easy to dive into the interactive areas of the phone. Each area of the interface of the phone is broken into hubs.  These hubs include applications, data, and other things based on a relative basis.  This basis being determined by the user.  These applications interact on many other levels, and form a kind of relationship between each other adding more and more meta-data to the phone user, their interactions between the applications, and of course the social element of their interactions on the phone.  This makes this phone a practical must have for a marketer involved in social media.  The level of wired together interaction is massive, and of course, if you've seen Office Outlook 2010 you know that the power that is pulled into the phone by being tied to Outlook is massive. Joe Belfiore also showed several UI & specifically UX elements of the phone interface that allows paging to be instinctual by simple clipped items, flipping page to page, and other excellent user experience advances for phone devices.  Belfiore's also showed how his people hub had a massive list of people, with pictures, all from various different social networks and other associated relations.  The rendering, speed, and viewing of these people's, their pictures, their social network information, and other characteristics was smooth and in some situations unbelievably rendered.  This demo showed some of the great power of the beta phone, which isn't even as powerful as the planned end device. Joe finished up by jumping into the music, videos, and other media with the Zune Component of the Windows 7 Mobile Phone.  This was all good stuff, but I'll get to what really sold me on the media element in a moment. When Joe was done, Scott Guthrie stepped back up to walk through building a Windows 7 Mobile Phone.  This is were I have to give serious props.  He built this application, in Visual Studio 2010, in front of 2000+ people.  That was cool, but what really was amazing that he build the application in about 2 minutes.  The IDE, side by side design that is standard in Visual Studio is light years ahead of x-Code or any of the iPhone IDEs.  The Windows 7 Mobile System, if it can get market penetration, poses a technologically superior development and phone platform over anything on the market right now.  The biggest problem with the phone, is it just isn't available yet.  I personally can't wait for a chance to build some apps for the new Windows Phone. Netflix, I May Start Up an Account Again! When I get my Windows 7 Phone device, I am absolutely getting a Netflix account again.  The Vertigo crew, as I wrote on Twitter "#MIX10 Props @seesharp on @netflix demo", displayed an application on the phone for Netflix that actually ran HD Video of Rescue Me (with Dennis Leary).  The video played back smooth as it would on a dedicated computer, I was instantly sold.  So this didn't actually sell me on the phone, because I'm already sold, but it did sell me whole heartedly on the media capabilities of the pending phone. Anyway, I try not to do this but I may double post today.  Lunch is over and I'm off to another session very near and dear to the heart of my occupation, Analytics Tracking.  Stay tuned and I should have that post up by the end of the day. Original Post – Check out my other blog for even more technical ramblings and reads.

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• Taking the training wheels off: Accelerating the Business with Oracle IAM by Brian Mozinski (Accenture)

  - by Greg Jensen

  Today, technical requirements for IAM are evolving rapidly, and the bar is continuously raised for high performance IAM solutions as organizations look to roll out high volume use cases on the back of legacy systems.  Existing solutions were often designed and architected to support offline transactions and manual processes, and the business owners today demand globally scalable infrastructure to support the growth their business cases are expected to deliver. To help IAM practitioners address these challenges and make their organizations and themselves more successful, this series we will outline the: • Taking the training wheels off: Accelerating the Business with Oracle IAM The explosive growth in expectations for IAM infrastructure, and the business cases they support to gain investment in new security programs. • "Necessity is the mother of invention": Technical solutions developed in the field Well proven tricks of the trade, used by IAM guru’s to maximize your solution while addressing the requirements of global organizations. • The Art & Science of Performance Tuning of Oracle IAM 11gR2 Real world examples of performance tuning with Oracle IAM • No Where to go but up: Extending the benefits of accelerated IAM Anything is possible, compelling new solutions organizations are unlocking with accelerated Oracle IAM Let’s get started … by talking about the changing dynamics driving these discussions. Big Companies are getting bigger everyday, and increasingly organizations operate across state lines, multiple times zones, and in many countries or continents at the same time.  No longer is midnight to 6am a safe time to take down the system for upgrades, to run recon’s and import or update user accounts and attributes.  Further IT organizations are operating as shared services with SLA’s similar to telephone carrier levels expected by their “clients”.  Workers are moved in and out of roles on a weekly, daily, or even hourly rate and IAM is expected to support those rapid changes.  End users registering for services during business hours in Singapore are expected their access to be green-lighted in custom apps hosted in Portugal within the hour.  Many of the expectations of asynchronous systems and batched updates are not adequate and the number and types of users is growing. When organizations acted more like independent teams at functional or geographic levels it was manageable to have processes that relied on a handful of people who knew how to make things work …. Knew how to get you access to the key systems to get your job done.  Today everyone is expected to do more with less, the finance administrator previously supporting their local Atlanta sales office might now be asked to help close the books for the Johannesburg team, and access certification process once completed monthly by Joan on the 3rd floor is now done by a shared pool of resources in Sao Paulo.   Fragmented processes that rely on institutional knowledge to get access to systems and get work done quickly break down in these scenarios.  Highly robust processes that have automated workflows for connected or disconnected systems give organizations the dynamic flexibility to share work across these lines and cut costs or increase productivity. As the IT industry computing paradigms continue to change with the passing of time, and as mature or proven approaches become clear, it is normal for organizations to adjust accordingly. Businesses must manage identity in an increasingly hybrid world in which legacy on-premises IAM infrastructures are extended or replaced to support more and more interconnected and interdependent services to a wider range of users. The old legacy IAM implementation models we had relied on to manage identities no longer apply. End users expect to self-request access to services from their tablet, get supervisor approval over mobile devices and email, and launch the application even if is hosted on the cloud, or run by a partner, vendor, or service provider. While user expectations are higher, they are also simpler … logging into custom desktop apps to request approvals, or going through email or paper based processes for certification is unacceptable.  Users expect security to operate within the paradigm of the application … i.e. feel like the application they are using. Citizen and customer facing applications have evolved from every where, with custom applications, 3rd party tools, and merging in from acquired entities or 3rd party OEM’s resold to expand your portfolio of services.  These all have their own user stores, authentication models, user lifecycles, session management, etc.  Often the designers/developers are no longer accessible and the documentation is limited.  Bringing together underlying directories to scale for growth, and improve user experience is critical for revenue … but also for operations. Job functions are more dynamic.... take the Olympics for example.  Endless organizations from corporations broadcasting, endorsing, or marketing through the event … to non-profit athletic foundations and public/government entities for athletes and public safety, all operate simultaneously on the world stage.  Each organization needs to spin up short-term teams, often dealing with proprietary information from hot ads to racing strategies or security plans.  IAM is expected to enable team’s to spin up, enable new applications, protect privacy, and secure critical infrastructure.  Then it needs to be disabled just as quickly as users go back to their previous responsibilities. On a more technical level … Optimized system directory; tuning guidelines and parameters are needed by businesses today. Business’s need to be making the right choices (virtual directories) and considerations via choosing the correct architectural patterns (virtual, direct, replicated, and tuning), challenge is that business need to assess and chose the correct architectural patters (centralized, virtualized, and distributed) Today's Business organizations have very complex heterogeneous enterprises that contain diverse and multifaceted information. With today's ever changing global landscape, the strategic end goal in challenging times for business is business agility. The business of identity management requires enterprise's to be more agile and more responsive than ever before. The continued proliferation of networking devices (PC, tablet, PDA's, notebooks, etc.) has caused the number of devices and users to be granted access to these devices to grow exponentially. Business needs to deploy an IAM system that can account for the demands for authentication and authorizations to these devices. Increased innovation is forcing business and organizations to centralize their identity management services. Access management needs to handle traditional web based access as well as handle new innovations around mobile, as well as address insufficient governance processes which can lead to rouge identity accounts, which can then become a source of vulnerabilities within a business’s identity platform. Risk based decisions are providing challenges to business, for an adaptive risk model to make proper access decisions via standard Web single sign on for internal and external customers,. Organizations have to move beyond simple login and passwords to address trusted relationship questions such as: Is this a trusted customer, client, or citizen? Is this a trusted employee, vendor, or partner? Is this a trusted device? Without a solid technological foundation, organizational performance, collaboration, constituent services, or any other organizational processes will languish. A Single server location presents not only network concerns for distributed user base, but identity challenges. The network risks are centered on latency of the long trip that the traffic has to take. Other risks are a performance around availability and if the single identity server is lost, all access is lost. As you can see, there are many reasons why performance tuning IAM will have a substantial impact on the success of your organization.  In our next installment in the series we roll up our sleeves and get into detailed tuning techniques used everyday by thought leaders in the field implementing Oracle Identity & Access Management Solutions.

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