Becoming a Successful Oracle Business Partner Bronwyn Hastings

Becoming a Successful Oracle Business Partner Bronwyn Hastings Vice President Global Alliances and Channels

Agenda Ÿ Importance of Partners Ÿ Success Through Oracle Partner. Network Ÿ Next Steps

Importance of Partners to Oracle

Oracle Corporation Ÿ US$ 10 b company Ÿ Over 40, 000 employees Ÿ 200, 000 Database Customers Worldwide Ÿ 13, 000 Applications Customers Worldwide

Importance of Partners Ÿ 13, 500 active members in the Oracle Partner. Network – 46% OPN community are ISVs Ÿ 100, 000 active users registered in the Oracle Partner. Network Portal Ÿ 40% worldwide license revenue generated by Partners – – 47% growth in indirect license revenue from ISVs 47% current ISV’s with Distribution Agreements Ÿ 70% of Oracle's FY 04 YTD application business is influenced by partners Ÿ 51% of Oracle’s applications and On Demand implementations are done by partners Ÿ 242% growth in SE One incremental revenue from Q 3 to Q 4

Importance of ISVs Healthcare High Tech Government Retail Wholesale Projected 5 Year CAGR • Provide industry domain and expertise • Provide localization and proximity requirements • Extend footprint in key industry segments • Drive deeper adoption of Oracle Technology • Key influencers in IT Spend Chemicals Life Sciences Banking CPG Professional Services Utilities AMC Communications Trans. Higher Ed Industrial Mfg. Total Software Spend, 2003 Source: Gartner Global Industries Worldwide Forecast, Sept. 2003

Oracle Partner. Network: Enabling Success

Single Face of Oracle Alliances & Channels Oracle Marketing Oracle Sales Oracle Consulting Oracle Support Oracle University Oracle Development Program Portal Interaction Center Community

Partnering With Oracle Ø Three Partner Levels 1. Partner 2. Certified Partner 3. Certified Advantage Partner Ø Four Product Focus Areas 1. Database 2. Application Server 3. Applications 4. Collaboration Suite

Product Focus Areas Products Specializations Application Server Business Intelligence J 2 EE/Web Services Mobile Portal Security Collaboration Suite Compliance Email Calendar Files and Ultrasearch Voicemail and Fax Web Conferencing Wireless and Voice Database Business Intelligence RAC Security E-Business Suite CRM Financials Human Resources Projects Supply Chain Management Technology

Information Access Business Processes Data Hub Grid Infrastructure Oracle On Demand Enterprise Management Development Framework Oracle Information Architecture

The Same Technology for the Mid Market Oracle 10 g Goal: Reduce administration costs by 50% Application & SQL Management Storage Management System Resource Management Backup & Recovery Database Management Space Management Intelligent Infrastructure Complete infrastructure to simplify and automate management and performance tuning

You Can Start Small … Ÿ Database Standard Edition One – – – $149 per user/ $4995 for two processors Quick and simple install Automated tuning and management tasks Easy and automated storage management Dependable performance and scalability Ÿ … and grow as your customer demands dictate

Go-to-Market Engagement GO-TO-MARKET ENGAGE / ENABLE PARTNER CATEGORIES EDUCATION PROVIDERS HW / INF Partner ISV Certified RESELLERS SERVICE PROVIDERS SYSTEM INTEGRATORS Certified Advantage BUSINESS DEVELOPMENT INITIATIVES INDUSTRIES MID-MARKET INFLUENCE / RESALE / REFERRAL

Oracle Partner. Network: Development

NEW : Development Benefits Ÿ Migration Center of Excellence Ÿ Migration Financing Ÿ Intel “ 10 g Test Drive” Ÿ Grid Center Program with Platform Vendors Ÿ OTN ISV Center for easy on-ramp

Oracle Partner. Network: Training

NEW : Training Benefits Ÿ ISV Road Maps Ÿ Updated Courses for Oracle 10 g Ÿ Sales Consulting Ÿ Reseller Ÿ EBSi Roadmap – Coming Summer 2004

Oracle Partner. Network: Support

NEW : Support Benefits Ÿ Infrastructure and Process – Increase supportability for Partners and their Customers Ÿ Alignment with ISV life-cycle to ensure increased engagement during critical periods Ÿ Updated training on leveraging Oracle Support Ÿ Trend analysis on Support data to better provide pro-active assistance

Oracle Partner. Network: Marketing

NEW : Marketing Benefits Ÿ Event Wizard Ÿ Low cost list acquision – Oracle Publishing Ÿ Solutions Catalog Ÿ Updated Marketing Kits for Business Development Initiatives and Product Focus Areas

Business Development Initiatives Mid-market Industries Linux Grid On Demand Oracle Information Architecture

Demand Generation : Product Focus Ÿ Oracle Database and Application Server 10 g Ÿ Oracle Collaboration Suite Ÿ Grid Computing Ÿ Linux Ÿ On Demand Ÿ Oracle Information Architecture

Demand Generation : Industry Alignment Ÿ Few Industries, specific subsegments Ÿ Targeted spearheads Ÿ Drive revenue through joint go to market and common value proposition based on a combination of: – – Oracle technology and EBS modules System Integrators Industry Knowledge & competences Specialist partners Industry Solution Partner Applications for specific areas

Demand Generation : Mid-Market Ÿ Ÿ Mid–market is the fastest growing market for IT spend Customers want to buy from a trusted advisor – You Oracle is affordable and easy to use and manage Go-to-market with partner solutions to reduce customer complexity and extend reach Ÿ Target the marketplace with 10 g special features Ÿ Drive demand for mid-market solutions that map to IT spending trends Standard Edition One Standard Edition with RAC

Oracle Partner. Network: Sales

NEW : Sales Benefits Ÿ Financing Ÿ Updated Sales Kits – SE One and Oracle 10 g Ÿ Open Market Model Ÿ OLSA (Oracle Software License Agreement) Click Wrap Agreements – – – Electronic Ordering OLSA Online Electronic Product Delivery End user welcome email Secure approvals through your Oracle Channel Manager Ÿ 2 year Distribution Agreement

Distribution Options Model Definition Full Use Unrestricted programs with all functions intact that a partner resells to the end-user. Restricted license type sold by an ISV in conjunction with its Application Package. Application Specific (ASFU) Embedded (ESL) Highly restricted license type sold by an ISV embedded in its Application Package. Discount 30% 60% 80% off Oracle list or 5% of their published application price for SE or 10% of their published application price for EE

Simplification of Working with Oracle

Ease of Interaction Ÿ Simplified portal access through dashboards – – By Product Focus Area By Business Development Initiative By Partner Category By Industry Certified Advantage Certified Ÿ Simplified upgrade criteria and process Pr od u ct Fo Partner cu s

Summary : ISV Resources Existing Support Technical ŸMeta. Link support for members ŸSupport & upgrade for CP/CAP ŸISV service level model for strategic partners ŸGlobal support accounts ŸKnowledge transfer program ŸPTS ŸGrid Center program with select platform partners ŸEBSi technical support sales ŸGlobal account planning for strategic partners Including sales engagement model and joint marketing planning ŸOpen Market Model for lead registration, influence and referral Sales Marketing OTN Migration & Assistance New ŸSolutions Catalog ŸSelf Service marketing tools and kits ŸSolutions Catalog with promotion to Oracle Sales ŸInclusion in marketing campaign lead flow (ex: mid-market and industries) ŸEnhanced event and marketing planning and execution assistance ŸGeneral OTN benefits ŸNew ISV Center. Benefits to include: ŸOnline training ŸSubset of Meta. Link support ŸNewsletter with ISV focused topics ŸOnline discussion and bulletin board forums ŸISV specific content ŸPDF benefits ŸFinancing option for migration projects through OFD ŸProposed Migration Center of Excellence (TBD)

Next Steps

Next Steps Ÿ If you’re not a member join OPN at http: //partner. oracle. com Ÿ Update your Solutions Catalog profile for marketing exposure to customers, partners and Oracle sales Ÿ Leverage OMM for opportunity management and sales engagement Ÿ Deepen your adoption of Oracle Technology Ÿ Integrate your applications through integration services or customer data hub Ÿ Leverage demand generation campaigns to promote your joint solutions Ÿ Identify new areas for go to market engagement through Oracle Partner. Network business development initiatives Ÿ Ensure you are using the new Oracle Partner. Network branding on your website and marketing materials