“The true goals, the high-value goals today, are around enterprise per-
formance management, making information available and actionable for
management teams.” —Safra Catz, President and CFO, Oracle
Stakeholder
Environment
Gain to sustain
Market Model
Business Model
Business Plan
Investigate to
invest
Design to decide
Plan to act
aligning insights across the value chain and to all the stakeholders of the enterprise. Organizations must evolve from
a command-and-control approach to a collaborative model
incorporating contributions from all stakeholders and sharing
information through integrated systems and processes.
STRATEGY TO SUCCESS: ACHIEVING MANAGEMENT EXCELLENCE
Leveraging the capabilities of Oracle enterprise performance
management, Oracle is pioneering a series of integrated management processes designed to help organizations achieve
management excellence. As illustrated above, this framework
has six core processes and is called “strategy to success.”
Gain to sustain is the management process for connecting corporate strategy with the interests of key stakeholders
including employees, customers, suppliers, regulators, citizens, and investors.
Leading organizations improve this process to gain greater
access to capital, have more-engaged employees, and build
better relationships with their customers and suppliers by
increasing the transparency of their business operations.
Investigate to invest is the management process for identifying, evaluating, and creating the most-attractive market
opportunities for a company to invest in. This process
involves combining external information such as market
intelligence and competitive intelligence with internal analysis of the product or service portfolio performance as well as
customer and geographic performance.
Leading enterprises benchmark their performance against
key competitors, continuously monitor market alternatives,
and are willing to invest in new markets or stop investing in
existing markets if it benefits stakeholders.
Design to decide is the management process for designing
the business infrastructure and partner network to deliver
value to customers in the most profitable way. This process
involves analysis to determine the company’s outsourcing
strategy, business partners and channels, and acquisition and
divestment strategy, as well as its financing strategy.
Leading companies are continuously looking for different
ways to reach their goals, instead of sticking to a fixed plan.
Through techniques such as scenario analysis and what-if
modeling, they are able to see changes in the market before
anyone else and have the strategic ability to continuously
capitalize on these changes.
Plan to act is the management
Business Results process for aligning the organization across departments as well
Record to report
as business functions to achieve
its goals. This process involves
aligning targets from strategic to
operational levels, resolving gaps
between financial plans and operational constraints, and con-
tinuously forecasting to keep the organization on track.
Leading companies integrate all business planning processes in order to assess the integrated impact of business
decisions and to deliver predictable results. This provides
companies with the agility to anticipate or even drive
changes in the market.
Analyze to adjust is the management process for analyzing
deviations from a company’s goals in order to take corrective
actions. This process involves actions ranging from immediate tactical responses such as changing a customer’s credit
status to adjusting the business plan or even re-evaluating
the strategy, depending on the magnitude of the impact.
Leading companies have a multitude of analytics within
every single business domain, and have established a single
version of the truth in their data, metadata, and master data
across these analytics. This allows them to create leading
metrics and a chain of cause and effect throughout their
complete business.
Record to report is the management process for providing
strategic, financial, and operational feedback to understand
how a business is performing. This process involves collecting, transforming, and delivering relevant, timely, and
accurate information to all stakeholders inside and outside
the organization, in order to provide insight into how their
expectations have been met.
Leading companies accelerate their financial close process
to report their results to regulators and investors as fast as
possible. In addition they ensure the accurate and reliable
reporting of information to prevent financial restatements
that could cause severe financial consequences. An emerging
best practice is to provide maximum transparency to stakeholders not only from a financial perspective, but including
the impact on economic, environmental, and social factors.
This article is based on the contributions of Ivo Bauermann, Frank
Buytendijk, Rich Clayton, and Thomas Oestreich. <>
Business
Operation
Analyze to adjust
The strategy-to-success framework is an innovative way for companies to create a management excellence strategy.
Oracle has developed a series of integrated management processes that are already in use by customers around the world.
ANNE OZZIMO is senior director of applications product marketing at Oracle.
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Oracle enterprise performance management
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