BDM slide deck

1
BDM slide deck

• The following slides are intended to be for a
  more business focused audience (Account Mgr.,
  Corporate Account Mgr. etc.)

2
EDI and AS2 Solutions
for
2004

• Claus Loos Covast Corporation

3
Why Do You Need EDI?
Intra-enterprise
B2B/EDI
A2A
B2B relationships may involved application
systems running in different enterprises, or
conducted directly by an end user (B2C)
A2A
B2B/EDI
Customers and E-Trading Communities
B2B/EDI
B2C
A2A
Suppliers and Outsourcers
Consumers
4
EDI Important B2B Legacy

• Recent industry statistics show EDIs importance
  is not diminishing as expected a few years ago.
• Used by 99 of the Global 1000 companies
• More than 30 years and 100 billion invested
• Core to business processes (i.e., P.O.s,funds
  transfer)
• EDI will continue to account for the majority of
  B2B transactions
• EDI revenues for software and services will grow
  from 1.8 billion in 2001 to 2.1 billion by 2006
• Even with the maturation of of XML-based
  standards, EDI will continue grow

5
Where EDI is used today and tomorrow
6
Why BizTalk Server Covast EDI?

• Combines existing and future B2B
• One platform for A2A and B2B
• Takes away high Mainframe and VAN costs
• Integrates EDI with the new open standards
• Integrated AS2 Solution
• Based on Microsoft technology in general and the
  fastest growing Integration Broker in particular

7
Covast Partner Status

• Covast is the Microsoft recommended EDI Solution
  for BizTalk Server
• The Covast EDI Accelerator for BizTalk Server
  2004 is the 3rd generation of its kind
• The EDI Accelerator is also available for BizTalk
  Server 2000 and 2002

8
Where does EDI fit in BizTalk Server?
9
BizTalk Server and CovastXML/EDI integration -
on any platform
All mappings for XML and EDI Are maintained
within BizTalk
One unified view for All XML and EDI messages
Batching, validation
bCentral Service or Microsoft Office
HTTP/FTP
All EDI standards And versions
Warehousing System
BizTalk Server Standard Edition
XML/web services
AS2, connectivity-send secure XML EDI messages
over the internet
Distribution Application
Basic EDI functionality
Non-BTS Server Windows, UNIX,AS400, Mainframe
Functional acknowledgements
VAN connectivity
Financial Application
BizTalk Server Enterprise Edition
10
What ships out of the box within BizTalk 2004
What Can It Do?

• BizTalk Native EDI will suffice when
• You only use a limited number of standard X12 or
  EDIFACT messages
• Dont need batching
• You dont need VAN or other EDI specific
  communications

11
BizTalk out of the box versus Covast EDI
Accelerator summary
 
 
Feature BTS 2004 EDI out of the box Covast EDI Accelerator
ANSI X 12 versions and transaction sets Specific versions and documents supported 2040 810, 832, 846, 850, 855, 856, 861, 864, 867, 997 3010 810, 832, 846, 850, 852, 855, 856, 861, 864, 867, 997 3060 810, 832, 846, 850, 852, 855, 856, 861, 864, 867, 940, 944, 997 4010 810, 832, 846, 850, 852, 855, 856, 861, 864, 867, 940, 944, 997 ALL versions and transaction set of ANSI X 12 (as well as subsets such as VICS, UCS, WINS)
UN/EDIFACT versions and messages Specific versions and documents supported D93A DESADV, INVOIC, INRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, SLSRPT D95A APERAK, DESADV, INVOIC, INVRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, SLSRPT D95B APERAK, DESADV, INVOIC, INVRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, SLSRPT D97B APERAK, DESADV, INVOIC, INVRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, PRODAT, RECADV, SLSRPT D98A APREAK, CONTRL, DESADV, INVOIC, INVRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, PRODAT, RECADV, SLSRPT D98B APREAK, CONTRL, DESADV, INVOIC, INVRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, PRODAT, RECADV, SLSRPT ALL version and messages of UN/EDIFACT standards used with Europe such as EANCOM, TRADACOM, ODETTE, VDA, GENCOD
Functional Acknowledgments Not supported
Batching Not supported  
VAN Communication support Not supported
Validation Very limited validation Extensive validation according to the standard
12
Competition in the EDI Marketplace

• Large, Legacy EDI providers
• - Sterling Commerce
• - GXS (Global Exchange Services) formerly GEIS
• - Harbinger/Inovis
• - Mercator
• Moving to new revenue sources
• - Less focus on the VAN (from a revenue
  perspective)
• - offer countless adapters, bolt-ons EAI
  products
• - support for AS2 and internet protocols
• - enhanced mapping/config tools
• Selling against the competition
• - platform decision (.NET), BTS
• - flexibility, use of internet-based protocols
  (support for all VANS)
• - completes notion of B2B (inside to outside the
  enterprise)
• - TCO, ROI

13
The EDI Landscape
14
How Covast can help to drive more BizTalk revenue?

• Provides opportunities to sell more BTS Licenses
• - additional procs
• - upgrade from standard to enterprise
• Helps build opportunities for MS GTM for
  integration
• - e.g. when EDI is key to customer
• - advantage when addressing EAI competitors
  (WebMethods, TIBCO, etc.)
• Promotes BizTalk as a platform decision (.NET)
• - current BTS customers that require EDI
• - potential new customers moving towards BTS
  (.NET) as their integration platform
• Expands relationship with the customer
• - provides greater business value, ROI

15
Qualifying Questions Identifying Opportunities

• 1) Are you currently doing EDI with your trading
  partners?
• 2) Why change your existing EDI infrastructure?
  (critical business issues/compelling event)
• Common responses
• - cost/savings
• - contract will soon expire
• - technical/feature issues w/ current provide
• - batching/distribution issues
• - demand of customer/trading partner
• - timeline/deadlines for new IT initiatives
• - single platform play (EAI driven)
• Do you handle your EDI internally or outsource to
  a third party?

16
Qualifying Questions Identifying Opportunities

• Which software/service do you use to conduct EDI?
  How long have you used this service? (some large
  companies may use MORE than one provider)
• Do you use a VAN to send your EDI docs? (note
  name of VAN)
• Do you currently send any EDI messages via
  internet based protocols?
• 7) What types of documents are you exchanging
  with you business partners?
• 810 (Invoice).850 (Purchase order)
• 856 (Advanced Ship Notice).997 (Functional
  Acknowledgement)
• What is your estimated monthly volume of EDI? (
  of transactions, VAN fees, etc.)
• What is your timeline for implementing a new EDI
  infrastructure?
• CALL COVAST!

17
Joint customer successes across verticals
Manufacturing
Retail
Aerospace
Logistics
Energy
18
case study
is a vast, global provider of electronics-manufact
uring services for a long list of end users,
including Ericsson and Xerox, Microsoft (Xbox)
About Flextronics
Business Challenge
a materially significant portion of Flextronics
purchase-order activity is done by fax and
e-mail, throwing a gigantic crimp into the
efficiency drive by a company whose marketplace
has become hypercompetitive.
Flextronics counts on BizTalk Server to enable it
to communicate seamlessly with suppliers and
customers who use Electronic Data Interchange,
via Covasts EDI Accelerator for BizTalk.
The solution
30 percent to 40 percent reduction in the amount
of time that it takes to establish connectivity
with a typical supplier . "If at 8 a.m., I
receive 1,000 orders, it used to be that by the
time I had those keyed in manually, by keyboard
operators, it would be the end of the day,"
Simpson says. "Now, I've got them shipped within
hours." James Simpson, senior director of IT for
Flextronics
Results
19
case study
OSRAM SYLVANIA is the worlds second largest lamp
manufacturer
About Osram Sylvania
It was important for OSRAM SYLVANIA to base new
integration projects on Extensible Markup
Language (XML), while preserving its existing
trading communities and business processes, which
are based on EDI.
Business Challenge
The combination of Covasts EDI Accelerator with
Microsoft BizTalk Server enables OSRAM SYLVANIA
to properly manage the co-existence of EDI
and proprietary file formats with new, open
standards such as XML. Our seven-year-old legacy
EDI system could not do that the challenge
required both BizTalk Server and the EDI
Accelerator. said Michael Cipoletti, SAP EDI/XML
Technology Manager
The solution
This initiative will greatly reduce costs
chiefly by reducing the need for
value-added network (VAN) connections which now
constitute about 25,000 per month.
Results
20
Pre-Qualification questions

•  
• 1. Do you currently have/use BizTalk Server?
• If no, go to question no. 2
• If yes, Do you currently use EDI
• 2. Are you currently evaluating/considering BTS?
• If yes, from which perspective are you going to
  use it?
• -          Do you want to have ONE platform which
  provides XML and EDI functionality?
• -          Do you want to replace your existing
  EDI system, such as Sterling Commerce(product
  name is GENTRAN), Mercator, Innovis (ex
  Harbinger) and have limited need for XML
• Business qualifications
• Why must they change (CBI's)?
• What is their Budget?
• What is their Project timeframe?
• Who is the competition?
• Who/Name of the decision maker Title?
•  

21
Technical qualification questions

• EDI Software (Sterling Commerce, Harbinger now
  Inovis)
• Document Types (EDI other formats)
• EDI Standards (X12, others?)
• EDI Versions (ANSI X 12 versions such as 3060,
  4010, 4020)
• EDI Document types (850 PO, 810 invoice)
• Use Functional Ack's (997)?
• Number of Trading Partners
• VAN Provider(s) now/future (such as Sterling,
  ICC, Kleinschmidt)
• Document Volume/ day/wk/mo
• Plans to replace VAN through AS2?
• Top 3 technical care-abouts
•   batching, hi-avail., BTS intergration
•   vans supt, EDI specs, doc track/trace

22
Typical Sales Cycle

• Initial interest / qualification
• Understanding of total MSFT / Covast solution
  (White paper review, product video, case studies)
• Placeware business review and technical demo
• Scope proof-of-concept (if needed)
• Establish business agreements
• Initiate POC
• Benchmark results
• Roll-out

23
Pricing/Support

• EDI Accelerator is priced the same as the other
  Microsoft Accelerators
• Enterprise Covast EDI Accelerator - 20,000/CPU
• Standard Covast EDI Accelerator - 4,000/CPU
• EDI Accelerator has similar support and upgrade
  policies/procedures

24
Additional resources

• Link to our MSFT section on our website
• where they could get sales readiness materials
  such as
• Covast battle card
• Competitive positioning against (Sterling,
  Mercator)
• White papers
• Next Covast training
• Case studies

25
Covast resources got EDI ? call COVAST

• Covast-MSFT video product demo
• http//www.microsoft.com/biztalk/partners/featured
  /covast.asp
•  
• The Covast Microsoft relationship
• http//www.covast.com/news/press.php?id48

Covast Sales contact Jeff Sevel, Account
Executive - West Phone [phone] Jeff.Sevel_at_co
vast.com Roy Carnes, Account Executive
East Phone [phone] Roy.Carnes_at_covast.com
Microsoft/Covast relationship Claus Loos,
Director BizDev Phone [phone] Claus.Loos_at_cov
ast.com
26
TDM slide deck

• The following slides are intended to be for a
  more technical audience (Solutions Sales
  Specialist, MCS etc.)

27
EDI and AS2 Solutions
for
2004

• Claus Loos Covast Corporation

28
Where does EDI fit in BizTalk Server?
29
Architecture
30
Stack Chart of EDI Functionality

• What is needed to do EDI?
• EDI Auditing, managing monitoring
• End-to-End acknowledgements
• EDI formats and document types support
• Control numbering
• Syntactic and Semantic validation
• Batching facilities
• Communication Protocols

Auditing
Acknowledgements
Formats and Types
Control Numbering
Validation
Batching
Communication
31
Native EDI What Can It Do?
Native EDI
EDI Accelerator
Auditing
Auditing
Acknowledgements
Acknowledgements
Formats and Types
Formats and Types
Control Numbering
Control Numbering
Validation
Validation
Batching
Batching
Communication
Communication
32
Native EDI What Can It Do?

• BizTalk Native EDI will suffice when
• You only use a limited number of standard X12 or
  EDIFACT messages
• Dont need batching
• You dont need VAN or other EDI specific
  communications

33
BizTalk out of the box versus Covast EDI
Accelerator summary
 
 
Feature BTS 2004 EDI out of the box Covast EDI Accelerator
ANSI X 12 versions and transaction sets Specific versions and documents supported 2040 810, 832, 846, 850, 855, 856, 861, 864, 867, 997 3010 810, 832, 846, 850, 852, 855, 856, 861, 864, 867, 997 3060 810, 832, 846, 850, 852, 855, 856, 861, 864, 867, 940, 944, 997 4010 810, 832, 846, 850, 852, 855, 856, 861, 864, 867, 940, 944, 997 ALL versions and transaction set of ANSI X 12 (as well as subsets such as VICS, UCS, WINS)
UN/EDIFACT versions and messages Specific versions and documents supported D93A DESADV, INVOIC, INRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, SLSRPT D95A APERAK, DESADV, INVOIC, INVRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, SLSRPT D95B APERAK, DESADV, INVOIC, INVRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, SLSRPT D97B APERAK, DESADV, INVOIC, INVRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, PRODAT, RECADV, SLSRPT D98A APREAK, CONTRL, DESADV, INVOIC, INVRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, PRODAT, RECADV, SLSRPT D98B APREAK, CONTRL, DESADV, INVOIC, INVRPT, ORDERS, ORDRSP, PARTIN, PAYEXT, PRICAT, PRODAT, RECADV, SLSRPT ALL version and messages of UN/EDIFACT standards used with Europe such as EANCOM, TRADACOM, ODETTE, VDA, GENCOD
Functional Acknowledgments Not supported
Batching Not supported  
VAN Communication support Not supported
Validation Very limited validation Extensive validation according to the standard
34
EDI Accelerator - Communication

• Value Added Networks
• Atlas400, BusinessMail
• GXS EDIExpress
• IBM Information Exchange
• ICC.Net
• Inovis
• Kleinschmidt
• SITA
• Sterling Commerce
• GXS Tradanet
• Transettlements
• Uniplus 400 Net
• Worldcom EDINet

• Peer-to-Peer
• AS2
• OFTP
• FTP
• POP3/SMTP

• MSMQ
• IBM MQSeries
• HTTP
• HTTP/s

35
EDI Accelerator - Batching

• EDI Interchanges consist of multiple documents or
  even document types to be sent to one recipient
• Cut communication costs
• Group logical batches of documents
• Batching can be configured on the Send Port level
  from within the BizTalk Explorer
• It can also be influenced from within a BizTalk
  Mapping

36
EDI Accelerator - Validation

• All EDI Interchanges and Messages are validated
  agains the specification stored in the EDI
  Repository. The following is validated
• Syntax
• Mandatory elements and composites
• Segment repetition
• Separators
• Maximum and Minimum lengths
• Types
• Code sets
• Semantics (inter-segment and element
  relationships)

37
EDI Accelerator - Validation
38
EDI Accelerator Control Numbers

• Each EDI transaction is treated as a unique
  business document exchanged with a Trading
  Partner
• This means that the transactions need unique
  identifiers
• Control numbers can be generated per type of
  message and/or per Trading Partner
• They can also be Transactional meaning that no
  gaps will occur in the numbers and therefore the
  remote party can check if ALL transactions have
  been received
• Inbound duplicates are NOT allowed

39
EDI Accelerator Formats and Types

• Supported formats
• X12 (U.S.)
• VICS (U.S. General Merchandise Retail)
• WINS (U.S. Warehousing)
• UCS (U.S. Grocery Retail)
• EDIFACT (Worldwide)
• EANCOM (European Retail)
• Tradacoms (U.K.)
• VDA (German Automotive)
• Odette (Automotive)
• Cargo-IMP (Airfreight)
• Gencod (France)
• Name/Value pairs
• Proprietary
• Other (User Configurable)

40
EDI Accelerator - Acknowledgements

• Full End-to-End handling of Functional and
  Technical Acknowledgments
• X12 997 (Functional) and TA1 (Technical)
• EDIFACT CONTRL (Functional)
• Interchange, Group and Document level
  acknowledgements
• Time-out handling
• Full reporting via Health and Activity Tracking
  (HAT)

41
EDI Accelerator - Auditing

• All EDI documents passing through the EDI
  Accelerator are recorded in the database
  (metadata) and on disk (the EDI files themselves)
• Timestamps for Receive, Translate and Hand-off to
  BizTalk MessageBox on the inbound
• Timestamps for Receive, Translate and
  transmission to the EDI Partner on the outbound
• Archive Delete scheduler prepare for storage
  on Tape or CD for legal purposes

42
EDI Accelerator - Auditing