Going to Market with Oracle Rauline Ochs Group

Going to Market with Oracle Rauline Ochs, Group Vice President NAS Alliances and Channels John Harllee, Vice President GEH Alliances and Sales

Partners Are Essential To Oracle • 13, 000 active members in the Oracle Partner. Network • 40% worldwide license revenue generated by partners • • 40% overall revenue growth through partners 40% worldwide indirect license revenue from ISVs • 70% of Oracle's FY 04 application business was influenced by partners • More than 50% of Oracle’s applications implementations are done by partners • More than 50% of Oracle's E-Business Suite On Demand implementations have been done by partners • 1000+ commercially available partner applications on the Linux/Oracle platform

Partner Certified Advantage 2, 800 OPN Partners 50 200 2500

OPN is the Framework Oracle Alliances & Channels Oracle Marketing Oracle Sales Oracle Consulting Oracle Support Oracle University Oracle Development Program Portal Interaction Center Community

Addressing Customer Needs Together Independent Software Vendor • Industry specific solutions • Focused development team • Industry credibility Oracle • Strong installed base • Leading IT brand • Broad tech & app footprint • World class development team Complete Solution System Integrator • C-Level relationship • Deep industry business knowledge • Broad IT integration capability

Corporate Marketing Campaigns Tech Campaigns Business Integration Collaboration Suite Developers Grid Computing ISVs Apps Campaigns Business Intelligence (Joint Apps & Tech) Consumer Products – Maximizing Brand Value Financial Services Human Resources Mid-Market Lean Enterprise - Mfg: Automotive; High Tech; Industrial; Medical Devices Standardize on App Server Mid-Market Technology Upsell Healthcare Government Retail – Associate Optimization Goal: Maximize Partner Participation

Oracle & Our Partners: Working Together in Government, Education, and Healthcare

Oracle Government, Education, and Healthcare • 22 Years as Dedicated Vertical With Over $1 B in License and Support • Covering Federal, State/Local, Higher Ed, Healthcare, Canada Public Sector, and Aerospace/Defense Markets • Solutions Established in Homeland Security, Justice and Public Safety, Transportation, Social Services, K 12 Education, etc. • Industry Specialists within each Vertical

Vertical Solutions Require ISV’s • • • Justice: Criminal History, COMPSTAT, Courts HHS: SACWIS, MEDICAID, PHIN Transportation: Transportation Equity Act (TEA-LU) Healthcare: Claims, Clinical, Lab Homeland Defense: Resource Mgmt, Alerting, First Responder • K 12: Student Systems, SIF Bringing Complete Solutions to This Important Customer Base!

What GEH Does for the ISV Community • Quarterly Technical and Sales Training • Oracle Product Enablement – last year migrated over 40 partners – enhancing the ISV value proposition • Vertical focused Partner relationship management • Access to GEH Industry Specialists • Go to market programs

What GEH Does for the ISV Community • Partner Technology Center • • Focused 1 -on-1 hands on technical training House partner demonstrations Run proof of concepts for specific customers 15 Million worth of Partner hardware for Partner use • Information Assurance Center • • Showcase partner solutions at work Host Oracle/Partner demonstrations Integrate security technology Run by Dave Carey, Former Exec Director, CIA

Aligning and Engaging with GEH • Improve Oracle and partner visibility in the marketplace • • Joint Solutions Emphasizing our respective strengths and expertise • Deliver better and complete solutions to the customers through partners • • No one is all things to all customers Emphasizing the vertical solutions • Revenue alignment • • Grow revenue Invest in customers and partners with the revenue • Personnel alignment • We listen to you

North America Sales & Consulting • North American Field Sales • Critical Partners • How to Engage

Field Sales Deployment NA Strategic Accts. Technology Applications NA Technology NA Applications North American Strategic Accounts • Top 239 Commercial Technology Commercial Applications Oracle Direct

Predictable & Reliable Partnering Experience 1 st Line Sales Manager Training Executive Support Field Engagement Guidelines Field Sales Leader Webcasts: Partner Strategy Partner Metrics & Partner Forecast Fields Reward Field Sales Role Models: Channel Heros Published Channel Margin Policies & Procedures Launch June 1 st

Open Market Model at a Glance Objective: Provide Partners Return on Investment (ROI), decrease conflict Initiative For which products? Which partners qualify? What do partners do? What is the payment? Resale Tech, some Apps OPN partner with distribution agreement Register to resell Appropriate VAR margin Referral Tech, Apps & Outsourcing Any Register a new lead • 5%, $25 K cap (9 i, Tools, e. Business Suite Outsourcing), • 10% $50 K cap (9 i. AS, Collab Suite, e. Business Suite) Influence Tech and Apps OPN partners only Register a deal where partner assists in Sales Cycle Critical: 10% - Capped at $100 K Strong: 5% - Capped at $50 K

Field Sales Feedback • Need more: • • • ISVs Vertical SIs SMB SIs and ISVs • Elegant ISV integration to EBS • GSIs and MSPs • Need database and J 2 EE practices trained on Oracle product

Critical Tech Partners 9 i RAC • Sell Oracle • • Application Specific Full Use • Influence Oracle • Do not resell • Build on Oracle • Embedded Software License Retail Financial Services 9 i. AS* Other Hardware • #1 Priority Transition to • Grid • 10 g Technology Platform • Data Base • Application Server Collab Suite

Key Applications Partners Financial Services • Oracle Practices > 43% E-Bus Suite • Vertical Expertise • Extend Oracle (ISVs) Top Apps. Partners YTD 3 Q ‘ 04 Deloitte Bearing. Point Accenture Hitachi IBM BCS Blackwell CS Mi Services Info Sys DAZ Dynamic Communications Retail Auto High Tech Industrial Mfg. Life Sciences

Oracle Go To Market Offerings Merchandise Management Store Management Back Office Support Merchandising/Assortment Management Point of Sale (POS) Marketing Management Store Signage/ Display Customer Support Systems 11 i ISV: Retek ISV Sample: Retail Industry Footprint CRM Supply Chain Management Advanced Planning and Scheduling Warehouse/ Inventory Mgt. Distribution and Logistics Call Center/ Support Systems Procurement Management Direct Sales Systems Customer Information Systems ERP Office Automation Central Procurement Human Resources Business Intelligence Systems Financial Management

Mid-market: Simply Business Oracle Mid-market Technology Product SE One Price $4, 999 Applications E-Business Suite Watch this space Packaging Partners 1 CD, 17 min install, Clickwrap, Shrinkwrap Dell, VARs >50% 3 Q SE 1 revenue via VARs e. g. Abaris, Answer. Think, Core Services, DARC, MI Services, Vertex, Whitbread > 43% Revenue Driven with Partners

Priorities • Applications: • Special Edition, Customer Hub, 11. 5. 10, Provide linkage to Vertical Sales Leaders, Joint Opportunity Plans • Technology: • • 10 g The Platform, Value-add model License fulfillment: not sustainable, not valued • Value Add Systems Integrator model • Annual revenues derived 20 – 50% via pre- or post sales consulting services • Support POC, in early, ID pain, create Oracle solution vision • ISVs: • • • 10 g The Platform OIA integrate to EBS India staffing Verticals outside Oracle “sweet spots”

How to Engage Oracle • Channel Manager Teams • Partner Sales Team • ISV Investments • • • Porting Centers PTS Migration Assistance Certification Assistance OTN

Oracle is Listening • You are Oracle’s Force Multiplier, Oracle is Your Force Multiplier • Try Oracle’s new Flexible Partnering Model • Join OPN • Investigate the Oracle Product that Drives ROI • • 10 g and Application Server Platform Extend the E-Business Suite

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