使用 LMS 优化您的 Oracle 软件许可投资 Jonathan Koop LMS 全球副总裁 Timothy Siu LMS 大中华区总经理

演讲议题 引言 关于 LMS 这对您意味着什么 我们的工具 与我们合作的原因和方式

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以上内容旨在概述产品的总体发展方向。该内容仅供参考，不可纳入任何合同。 其内容不构成提供任何材料、代码或功能的承诺，并且不应该作为制定购买决策的 依据。此处所述有关 Oracle 产品的任何特性或功能的开发、发布以及相应的日程 安排均由 Oracle 自行决定。

以下内容旨在概述产品的总体发展方向。该内容仅供参考，不可纳入任何合同。 其内容不构成提供任何材料、代码或功能的承诺，并且不应该作为制定购买决策的 依据。此处所述有关 Oracle 产品的任何特性或功能的开发、发布以及相应的日程 安排均由 Oracle 自行决定。

控制复杂性 您的挑战 我们知道持续监督 Oracle 资产并不容易， 但如果可以做到，就能产生如下战略优势： 更加经济高效的基础架构和 IT 资源管理 获得一个坚实的平台以推进业务转型计划 制定更加完善的业务战略和 IT 投资决策 避免意外审计所带来的风险和意外成本 确保您从 Oracle 投资中获得最大价值 Oracle License Management Services (LMS) operates to one simple mandate – we work in partnership with our customers to help them overcome the complexities, costs and risks associated with their license and asset management.

控制复杂性 许可挑战 － 因果问题 业务投资 IT 仍然是整体财务预算的主要组成部分 业务需求 提供新功能是保持竞争力的关键 不协调的支出 IT 部署仍然是一个缺乏中央集成的过程 过度的复杂性 由 IT 整合、M&A、外包和多个许可规定引起 缺乏控制 结果会导致对 IT 资产缺乏可见性和切实的洞察 业务影响 IT 和财务资源使用不当、意外审计和计划外成本 结果 不能降低的风险 │ 意外成本 │ 限制其效率 Complexity has many causes: demand, unplanned spending consolidation, outsourcing and multiple rules. Combined they will lead to one thing: a lack of control. The effects are equally as straightforward: restricted efficiency and unscheduled costs.

复杂性对您意味着什么 对许可资产的影响 － 低效的 IT 但是复杂性会以多种方式影响您的企业： 高级管理人员无法详细洞察 Oracle 部署的条件 存在不合规和意外负债的风险 您的 IT 资源在实际许可和管理方式的两个方面效率都很低 由于 IT 支出的投资回报率下降，使得财务资源使用效率低下， 甚至影响到未来的投资计划 The complexities introduced by license and asset management, from identifying usage entitlements to planning upgrades, often create a confusing picture that acts as a barrier to executive engagement. However, this complexity cannot be allowed to impact IT service delivery, as it’s critical to enabling business strategy and maintaining an adaptable operation.   With IT among the largest and fastest growing investment areas for organizations (especially thanks to cloud adoption, outsourcing, mergers and acquisitions etc), IT estates continue to grow in size and intricacy. This is what produces excessive complexity, which manifests as a lack of control, visibility and actionable intelligence. The impact on the business can therefore be significant, and lead to unmitigated risk, inefficient use of IT resources, and excessive cost.

复杂性导致的结果 事实 “五分之三的人承认他们并不监视软件的使用情 况和使用模式，而这可能损害他们的努力成果。 或许更令人担忧的是，只有 12% 有责任监视云 产品的使用情况” 信息来源：EY 调查 －“实现软件合规性不再困难” “超过一半的人承认存在软件浪费问题，更令人 担忧的是，近三分之一 (29%) 的人承认他们没有 办法量化问题。” 信息来源：由独立研究公司 Opinion Matters 在 2011 年 3 月执行的在线调查。

关于 LMS

我们的 LMS 任务 我们的 LMS 价值主张概述 我们通过以下措施主动缓解您面对的复杂性： 帮助企业主动遵循 Oracle 许可模式及其 合同义务，消除任何财务、运营或法律风险 快速全面了解已经部署的资产，从而减少低效、重复和 冗余情况，并根据实际的业务需求调整许可要求

我们的 LMS 任务 通过使用 LMS 解决许可复杂性，您可以明确了解 IT 服务交付和业务消耗之间的现有平衡。 更好的决策 － 您可以更集中、更协调地了解您的 Oracle 资产 更高的效率 － LMS 是实现投资透明度的第一步，有希望 大幅节省成本 We will facilitate a more fluid and dynamic relationship that evolves in line with constantly changing licensing conditions and transformation initiatives. Your organization will be better positioned to manage financial liabilities, determine licensing rights, and limit compliance risks, across geographical locations, overlapping contracts, multiple licensing types and differing procurement procedures. Better decisions We can help you master the intricacies of maintaining, migrating and upgrading your Oracle assets to remove a significant barrier to aligning business demand and IT supply. A simplified view of the estate, usage and entitlements is the foundation for ensuring correspond to strategic policy. It proves a detailed inventory of products and solutions that allow you to analyze current demand and better predict future requirements. This intelligence fosters more strategic conversations around business capabilities to ensure no gaps exist and future investments are dedicated to business transformation initiatives. Greater efficiencies The real costs of any asset are more often associated with installation, change management, maintenance, service and disposal. Without visibility into actual usage, over- or under-estimation can become commonplace. The insights we provider will help you manage the full lifecycle of your Oracle assets to minimize costs and identify underutilized or freed-up assets that can be redirected for immediate business impact. We aim to empower you to better govern the resources required to manage your licenses – without compromising quality of service delivery.

主动式合作伙伴关系 合作伙伴关系 － 您已经对 Oracle 做出了重要投 资，我们也想要为您做出重要投资 战略 － 我们将帮助您从许可管理中提高战略价值 主动 － 我们将通过引入主动监视和衡量许可资产 的方式来支持您提高 IT 方面的效率 When we talk about a proactive approach, we refer to the growing number of organizations looking to actively engage with Oracle through regular reviews – and to utilize the resulting license intelligence to optimize their management. This is a conscious move away from a reactive standpoint, where organizations maintain an incomplete view of the IT assets they are using. This lack of transparency introduces greater uncertainty and causes major disruption when a review process is conducted. Partnership The vast majority of the customers we have worked with agree that the value of working in partnership with LMS to maintain closer control over their software estate and licensing agreements far outweighs the necessary demands on time and resources. An increased frequency of engagement also helps to reframe future meetings, orienting them away from being purely focused on past activity toward an exploration of future requirements to anticipate and inspire more accurate budgeting and expenditure planning.

降低复杂性 三个简单步骤 培训 － 为管理 Oracle 资产以及市场广泛趋势提 供指导和最佳实践 装备 － 为您提供所需的工具和知识，以建立对许 可和资产授权的统一了解，从而更好地进行管理 支持服务 － 支持以更主动的方式来管理许可风险， 并从您在 Oracle 产品的投资中取得最大价值 We also focus heavily on outputs to deliver maximum value from the engagement. During a typical LMS engagement, we will map and analyze all of your Oracle assets, and provide you with a final report that highlights usage patterns versus entitlements. With this insight, you will be able to detect capability shortfalls, compliance risks, and unallocated licenses available for re-purposing.

这对您意味着什么

LMS 的战略优势 LMS 使客户能够： 就其现有的 Oracle 资产制定更好的决策 了解使用模式和授权，从而更好的将 IT 功能 与战略计划保持一致 更好地预知、预测和计划其未来 IT 投资 减少 Oracle 投资的总投资成本，并最大化投 资回报率

战术优势 掌握合规性 我们可以帮助您避免意外审计导致的中断，和意外财务负债所造 成的影响。我们将帮助您： 确认和解释许可授权 记录和评估实际软件使用情况 确定最佳许可分配和利用率 有关许可替代方案方面提供建议 提升对于软件资产管理的了解 了解 Oracle 许可政策和最佳实践 为 Oracle 内部组织提供反馈 参与行业兴趣小组 Nobody wants to slip out of compliance and build up license liabilities. It’s not helpful for you, and it’s not conducive to a long-term strategic relationship. Equally, nobody wants to experience an unscheduled audit – they’re time consuming, resource intensive, expensive, and introduce significant disruption into the business. From an operational perspective they have the potential to highlight any insufficient practices for license allocation and utilization, and weaknesses in decision making procedures. For the CFO, an audit will reveal any inaccurate budgeting methods and undisclosed liabilities that can lead to unplanned expenditure, as well as the legal risks connected to the contravention of license agreements and an inability to meet corporate governance targets.   Oracle also wants to avoid any intrusive audits, but we have a clear responsibility to protect Oracle’s intellectual property – it’s the essence of our entire business. However, we do appreciate that with complex licensing structures it’s difficult to keep track of your consumption versus entitlements – in order to remain compliant. You will also: Get the most from ULAs and ELAs Gain best practice insights into software and asset upgrades, maintenance and migrations

我们的工具

LMS 工具策略 事实 LMS 能提供什么 客户想要什么 神奇 按钮 发现 效果衡量 使用情况 神奇 按钮 Customers often look for a magic button/silver bullet to address their Software Asset Management (SAM); including management of contracts, discovery and measurement of products used in the environment and reconciliation against their entitlements. But most of us know that doesn’t exist. SO what Oracle LMS can provide is a set of tools that will help you in this initiative. We are offer tools to discover Oracle products installed in the network and tools to measure usage of each installed component.

启用 Oracle 技术 (Enterprise Manager) LMS 使用工具的方法 事实 验证第三方工具 LMS 内部工具的开发 启用 Oracle 技术 (Enterprise Manager) LMS is taking 3 parallel approaches to support the tooling needs of our customers, Building our own proprietary tools/script Working with the our product development organization to enable Enterprise Manager (also known as Cloud Computing Control) Partnering with 3rd party tool vendors to enable their tools to capture Oracle usage accurately. We will go into the details of the tool vendor program in detail later in the presentation.

我们的工具解决方案 提供选择 为客户提供基于其需求和环境的工具选项 帮助客户了解产品部署和使用情况 － 不是许可管理解决方案 独立脚本 Oracle 度量工具 企业 管理器 为客户提供基于其需求和环境的工具选项 帮助客户了解产品部署和使用情况 － 不是许可管理解决方案 培训客户将使用情况运用到 SAM 解决方案中 LMS’ objective is to provide customers with different tooling options enabling them to choose the best option suited for their business needs and environment. Our stand-alone scripts are product specific measurement options targeted for customers that require a non-intrusive, simple way to extract data Oracle Measurement Tool (OMT) enables discovery of Oracle products (currently limited to DB and MW) and measurement of usage on remote installations from a centralized location Oracle EM, which is a tool that is bundled with most of the licensed Oracle technology products, provides a robust discovery and measurement capabilities across multiple Oracle products. Please note that measurement capabilities are being added to EM currently and should be available in the future releases of EM; the current production release has limited capacity. With each of the above options the time and resources required to implement these solutions increases; with the stand-alone scripts taking the minimal time and effort whereas deployment of EM is a more involved process. All these options will enable customers to detect and measure Oracle installations in the environment; it is not a complete SAM solution nor does it provide any license management options. The usage data retrieved from these tools can be fed into customers existing SAM solutions.

我们的工具解决方案 Oracle 指纹数据库 第三方发现工具 Oracle 指纹 结合使用任意第三方工具（验证和非验证）进行 “发现” 桌面和服务器产品发现 Oracle 指纹 Oracle LMS is also focusing on building a fingerprint repository to aide the discovery of Oracle products installed across the network. The fingerprints can be leveraged for any discovery/inventory tool in the market place and can be used to discover desktop and server side components. Oracle LMS will share this repository with the customer during a license review process on a case by case basis. 23

第三方工具供应商计划 LMS 支持客户 验证第三方工具能力，以采集 Oracle 产品的部署和使用情况。目前仅限数据库与处理器 使客户能够使用一种工具跟踪多个供应商产品的使用情况 所有验证的工具提供相同的数据 Oracle 不授权任何一个供应商 LMS has worked with several tool vendors to verify their Oracle solution. The LMS verification is limited to the discovery and measurement of Oracle products database and the associated Options. The goal is to provide the customers the ability to use an external tool or tool that they may already have in place to measure Oracle usage. The customer benefits from using a single tool to track usage of products from multiple vendors. Till date LMS has verified 7 vendors (listed on the slide) and all these vendors provide the same information. Oracle does not endorse any specific vendor; its up to the customer to choose the solution that best fits their needs. 24

与我们合作的 原因和方式

我们的服务产品 您可以从 LMS 获得的服务 审核服务 － 详细评估您当前的 Oracle 资产，即分析合同 授权、部署实践和当前利用率 托管服务 － 一个长期、企业级的计划，即为企业协议利用 和风险管理提供专业知识，帮助您长期最大限度降低风险和 管理标准，而不限于某个时间点 Regular review meetings with LMS help IT and procurements teams develop a better understanding of how IT can support business users. This places them in a position to add value and sense-check purchasing decisions against strategy.   The detailed outputs from each review, allied to a refined appreciation of what licenses are actually in use and needed, can help reduce shelfware, drive efficiencies, and greatly reduce the likelihood of unbudgeted costs.

LMS 主要优势 我们为何会脱颖而出 透明的建议 － 我们并非出于商业需要，只是希望能帮助您制定 明智的决策并从 Oracle 投资中获得最大价值。 对 Oracle 产品体系无与伦比的洞察力 － 使我们在 Oracle 许可、 定价和经销政策方面拥有绝对权威 对实际输出的承诺 － 以最终报告和 建议（基于对实际使用情况的深度评测）的形式交付 Oracle LMS has operated for more than 20 years, helping customers manage complexity and maintain control of their Oracle assets and solutions.

LMS 主要优势 我们为何会脱颖而出 真正的全局视角 － 借助技术专业知识，专注于跨职能和多 产品领域 作为战略伙伴的专业知识 － 并被视为 Oracle 全球资产管 理实践最受尊敬的业务伙伴 Oracle LMS has operated for more than 20 years, helping customers manage complexity and maintain control of their Oracle assets and solutions.

何时加入我们 如果您在了解许可权利方面 遇到了困难 如果许可复杂性对推动 IT 服务的创新 构成阻碍 如果您希望优化许可使用和分配 如果您在了解许可权利方面 遇到了困难 如果许可复杂性对推动 IT 服务的创新 构成阻碍 如果您希望优化许可使用和分配 如果您在管理、并购尽职调查或新环境中需要帮助 如果您疲于应付复杂的架构和许可情况 You can engage with LMS during any stage of your contract with Oracle. We would also recommend contacting us if you are facing one of the following operational challenges.

何时加入我们 如果您希望将部分 Oracle 资产移到 云端 如果您的企业正计划或最近已进行了 合并或收购 如果您的企业正计划或最近已进行了 合并或收购 如果您需要支持以实现转变计划、降低成本以及增强 IT 输出和业务需求之间的一致性 如果您在考虑与 Oracle 之间达成无限许可协议 (ULA) 或企业 许可协议 (ELA) 如果您已经享有 ULA 或 EL，但希望评估当前使用情况和投资 回报率 You can engage with LMS during any stage of your contract with Oracle. We would also recommend contacting us if you are facing one of the following operational challenges.

成功案例 客户对我们的评价 “Oracle 许可管理服务在如何最好地使用和升级 Oracle 许可方面提供了极好的建议。我们作为客 户有责任争取获得完全许可，这反过来有助于 Oracle 向其客户交付更好的产品和服务。从长远 看来这是一个双赢的局面。” Awad Ahmed Ali El Siddig，ADNOC 分销部高级数据 库管理员 “Oracle 许可管理服务为我们提供了一张蓝图来了 解、评估和战略性管理我们的无限许可协议。” Martin Scheuermann，Hessische Zentrale für Datenverarbeitung 存储和备份服务经理

成功案例 客户对我们的评价 “Oracle 许可管理服务为我们提供了用于了解许 可资产的最佳实践专业知识，审核了我们的部署 合规性，并为我们的 Oracle 产品持续管理构建 了规划性的方法。” Ahmed Shehata，PharmaNet/i3，IT 总监 “我们的 Oracle 许可管理服务的资产管理承诺计 划周详、构建精心、交付专业。我们现在处于更 加有利的位置来改进全球软件管理流程及 降低成本。” Fatima Hoff，基华物流 许可合规性经理

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