Deal Engagement NAA Mid Size JD Edwards Summit

Safe Harbor Statement The following is intended to outline our general product direction. It

Agenda • NAA Mid. Size Sales Organization • Solution Consulting Organization • Activity and

Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |

Oracle Midsize Applications • Why Organize for Midsize? • Background • Our Opportunity –

Midsize Apps Key Facts • Largest NAA Budget (Lic + Saa. S), #1 YTD

FY 15 Priorities & Growth Opportunities • Net New Execution • Multi-pillar Transaction •

FY 15 Midsize Alignment O’Dowd National Canada East Pranab Nayyar Northwest Lionel Liniger Pacific

Midsize Sales Management Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |

JDE is rocking: • Most ERP customers in Midmarket • License business steady •

Top Level SC Org Structure NAA SC’s National Mid. Size (Connors) Up Market Solutions

JDE Pillar & JDE Industry Team Kevin Van Horn Geoff Rollins Mike Stahl Dan

Top Level SC Org Structure Connors Jo Ann Powers - East Cindy Sayers -

Current Activity Active Engagements West Central Active Engagements East 0 10 20 30 40

Resource Requests & Engagements – FY 15 vs. FY 14 Copyright © 2014, Oracle

FY 15 NAA Alliances Team – Midsize Group Alliance Director Deb Floyd Pacific NW/W

Engage in Midsize! • Continue what you are doing! Thank you! • Know your

Oracle Partner Programs (On Premise or Cloud) • Comprehensive Array of Programs for Oracle

Oracle License/Cloud Referral Program • Refer opportunities to Oracle and receive fees when the

Oracle On Premise or Cloud Services Co-Sell A Key Partner Metric Copyright © 2014,

What is the impact of the Cosell Results? • Tells us which partners are

What is “Co-Sell” & Why is it Important • How Do You Get Credit?

Oracle On Premise & Cloud Specialization Achieving Competencies & Business Transactions Copyright © 2014,

Work towards completing all requirements towards achieving specialization Copyright © 2014, Oracle and/or its

Oracle Applications Resale Program Official Reseller Copyright © 2014, Oracle and/or its affiliates. All

Oracle On Premise Cloud Services Resale Program Official Reseller We are not approving 1

Oracle Cloud Service Resell Criteria ü Oracle Partner Network Gold, Platinum or Diamond membership

Key Take-Aways • Various options for partners to participate in a License Opportunity •

JDE = Opportunity! • Install Base (Expansion & Upgrades) • Edge & Cloud •

Thank You Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |

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Deal Engagement NAA Mid. Size JD Edwards Summit Frank O’Dowd, GVP NAA Midsize Applications Sales Tom Connors, VP Midsize Solution Consulting Deb Floyd, Group Alliance Director, Midsize Apps North America February 4, 2015 Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |

Safe Harbor Statement The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle. Copyright © 2014, Oracle and/or its affiliates. All rights reserved. | 2

Agenda • NAA Mid. Size Sales Organization • Solution Consulting Organization • Activity and Opportunity • Partner Opportunity • Wrap Up Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |

Midsize Apps Key Facts • Largest NAA Budget (Lic + Saa. S), #1 YTD Growth • 3, 000+ Installs (>1200 JDE) • Majority of Net New Greenfield ERP Wins • % of ERP business that is JDE has grown every year – 67% FY 14 • 144 Prime ASMs; >150 Co-Prime ASMs (CRM, HCM, ATG) • 19 Dedicated Regions • >200 ASRs selling into Mid. Size • Team sells all Pillars to leverage our scale • Midsize ERP Engagements are up 48% first half YOY Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |

FY 15 Priorities & Growth Opportunities • Net New Execution • Multi-pillar Transaction • Resource Optimization… 100% focus • Upgrades – Protect the Base Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |

FY 15 Midsize Alignment O’Dowd National Canada East Pranab Nayyar Northwest Lionel Liniger Pacific Ocean Southwest Brett Elliott Central Michael Mc. Millan Atlantic Ocean United States Copyright © 2014, Oracle and/or its affiliates. All rights reserved. | 8

JDE is rocking: • Most ERP customers in Midmarket • License business steady • JDE Growing 24% in 2015 • 30% of entire Midmarket License business • Increasing market share Copyright © 2014, Oracle and/or its affiliates. All rights reserved. | 11

Top Level SC Org Structure NAA SC’s National Mid. Size (Connors) Up Market Solutions Shared Services HCM CX -Sales CX - Services ERP Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |

Top Level SC Org Structure NAA SC’s National Mid. Size (Connors) Up Market Solutions Shared Services East HCM CFO Value Consulting West CX -Sales COO Build Teams Central CX - Services CTO Ops. Team ERP JDE/Industry Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |

JDE Pillar & JDE Industry Team Kevin Van Horn Geoff Rollins Mike Stahl Dan Stern East Central West Financials Mark Nix Industry SCs and Solution Specialist Agri E&C Dist/Log SCM/Mfg AT AT AT Life Sc/Chem Real Estate Home Builder Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |

Top Level SC Org Structure Connors Jo Ann Powers - East Cindy Sayers - West Mike Trudell - Central SCMs + RLs Ed Kubulins JDE Lead Raana Abassey JDE Lead Marty Davis JDE Lead Andre Paquette JDE Lead Lorin Cook Kurt Rodegast JDE Lead Stephanie Morgan JDE Lead Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |

FY 15 NAA Alliances Team – Midsize Group Alliance Director Deb Floyd Pacific NW/W Canada Ben Thorp Northern CA Rachel Boling North Central Solveig Morkeberg West Rocky Mtn Ben Thorp Southern CA Nadia Miller Central East TOLA Tracey Blanton Alliance Strategy Directors Rene Chapman Copyright © 2014, Oracle and/or its affiliates. All rights reserved. | Northeast, NY Metro SB, Eastern Canada Allison Turner NY Metro Midsize, Southeast, Mid Atlantic Denise Coe

Engage in Midsize! • Continue what you are doing! Thank you! • Know your Alliance Director(s) • Facilitate multi-pillar deals with JDE Core ERP • Additional opportunities: – Hyperion PBCS – Sales Cloud – HCM Cloud/Taleo • Provide integration across the Oracle portfolio Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |

Oracle Partner Programs (On Premise or Cloud) • Comprehensive Array of Programs for Oracle Partners Referral Program § Enterprise-Ready § Breadth of Solutions § Depth of Technology Co-Sell Achieving Specialization Ways to Participate in Oracle License Opportunities Official Reseller Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |

Oracle License/Cloud Referral Program • Refer opportunities to Oracle and receive fees when the deals are closed • Very low up-front investment • 10% referral fee capped at $50 K • Fee payment initiated by Oracle • Public entities excluded in U. S. and Canada. • All healthcare, higher education and utilities excluded in the U. S. § Learn about the current Oracle Public Cloud offerings @ cloud. oracle. com LEARN MORE § Go to the Cloud Knowledge Zoneoracle. com/partners/goto/cloud. § 1 -800 Cloud call center § Partner Business Center § Cloud For Partners FAQ Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |

What is the impact of the Cosell Results? • Tells us which partners are co-selling and helping drive license revenue with Oracle • Critical factor on how we prioritize Partners for marketing campaigns, sales team engagement and special events. • Helps us analyze trends • Used as a key criteria for OPN membership level Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |

What is “Co-Sell” & Why is it Important • How Do You Get Credit? 1. Connect with the Alliance Director (AD) or Application Sales Manager (ASM) to engage on the deal 2. As you engage, be sure the AD and ASM know your role 3. AD can put your name in the lead partner field in our sales systems to help track this. 4. At the end of the quarter, AD submits influence partner for deals closed that quarter. 5. Suggested Action: Provide brief write-up of your influence activities to the ADs on your involvement in “won” deals. 6. Any alliance director can provide more detail on this process. Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |

Oracle Cloud Service Resell Criteria ü Oracle Partner Network Gold, Platinum or Diamond membership ü Full use Distribution Agreement ü Successfully complete the criteria required for the Oracle Cloud Service application wished to resell ü Required an Approved Fixed Scope Oracle Cloud service implementation offering ü Execute the Cloud Services Distribution Addendum Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |

Key Take-Aways • Various options for partners to participate in a License Opportunity • Referrals – 10% up to $50 k for an approved net new oppty that is sold. • Co-Sell is important - let us know what influence you are providing in JD Edwards or Cloud opportunities • We are focusing on partners that are achieving application specializations • No 1 -off approvals for applications Resell • Learn about the current Oracle Public Cloud offerings @ cloud. oracle. com • Cloud For Partners FAQ Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |

JDE = Opportunity! • Install Base (Expansion & Upgrades) • Edge & Cloud • Net New – Industry – TCO – Technology Option – UI • Resell • Best development team in the Industry! Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |