101 lines
6.0 KiB
YAML
101 lines
6.0 KiB
YAML
# ═══════════════════════════════════════════════════════════════
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# ECAL Customer Profile Template
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# ═══════════════════════════════════════════════════════════════
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# Source: ECAL 3.1 - Ideate Step (Define Phase)
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# Purpose: Strategic profiling of the customer beyond tech details
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# Note: This is an INTERNAL document — not shared directly with customer
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# ═══════════════════════════════════════════════════════════════
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metadata:
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customer: ""
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account_team: ""
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date: ""
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version: "1.0"
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status: "draft" # draft → reviewed → validated
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# ───────────────────────────────────────────────────────────────
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# 1. COMPANY OVERVIEW
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# ───────────────────────────────────────────────────────────────
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company:
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name: ""
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industry: ""
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sub_industry: "" # e.g., "retail banking", "life sciences"
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headquarters: ""
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annual_revenue: ""
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employees: ""
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fiscal_year_end: ""
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stock_ticker: "" # if public
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recent_events: [] # M&A, IPO, restructuring, leadership change
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# ───────────────────────────────────────────────────────────────
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# 2. STRATEGIC GOALS & DRIVERS
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# ───────────────────────────────────────────────────────────────
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strategy:
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published_goals: [] # from annual report, press releases, CEO keynotes
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# Example:
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# - "Double digital revenue by 2027"
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# - "Reduce operating costs by 15% over 3 years"
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# - "Expand to 3 new APAC markets"
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technology_strategy: "" # cloud-first? multi-cloud? hybrid? on-prem?
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digital_transformation: "" # where are they on the journey?
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competitive_position: "" # leader, challenger, follower in their market?
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competitor_threats: [] # cloud-native disruptors, adjacent players
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# ───────────────────────────────────────────────────────────────
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# 3. ORACLE FOOTPRINT
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# ───────────────────────────────────────────────────────────────
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oracle_footprint:
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products_in_use: []
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# Example:
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# - { product: "Oracle Database EE", version: "19c", count: 350, licensing: "Processor" }
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# - { product: "WebLogic", version: "14c", count: 12, licensing: "NUP" }
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licensing:
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type: "" # ULA, PULA, Processor, NUP, Named User
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expiry: "" # when does ULA/PULA expire?
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byol_eligible: ""
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support_spend: "" # annual Oracle support spend
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existing_oci_usage: "" # any OCI tenancy already? what's running?
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existing_cloud_usage: [] # AWS, Azure, GCP — what workloads?
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# ───────────────────────────────────────────────────────────────
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# 4. INDUSTRY ANALYSIS
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# ───────────────────────────────────────────────────────────────
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industry_context:
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market_trends: [] # relevant industry trends
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regulatory_landscape: [] # regulations affecting IT decisions
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peer_comparison: "" # how does this customer compare to industry peers?
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# Example:
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# market_trends:
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# - "Open banking APIs mandated by 2025"
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# - "DORA regulation requiring operational resilience testing"
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# regulatory_landscape:
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# - "EBA guidelines on ICT risk management"
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# - "GDPR data residency requirements"
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# ───────────────────────────────────────────────────────────────
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# 5. RELATIONSHIP CONTEXT
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# ───────────────────────────────────────────────────────────────
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relationship:
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account_manager: ""
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current_engagement_status: "" # active deal, renewal, new, expansion
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previous_engagements: [] # past ECAL/consulting engagements
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customer_sentiment: "" # positive, neutral, at-risk
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executive_sponsors:
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oracle: "" # Oracle exec sponsor
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customer: "" # Customer exec sponsor
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key_contacts:
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- { name: "", role: "", influence: "", relationship: "" }
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# ───────────────────────────────────────────────────────────────
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# 6. INITIAL HYPOTHESIS
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# ───────────────────────────────────────────────────────────────
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# Based on the profile, what Point of View could resonate?
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hypotheses:
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- hypothesis: ""
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business_driver: "" # link to strategy.published_goals
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pillar: "" # strategic / financial / business_ops / it_ops
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confidence: "" # high / medium / low
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evidence: "" # what supports this hypothesis?
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risks: "" # what could invalidate it?
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