Partnering for Success in EMEA Understand the landscape

Partnering for Success in EMEA Understand the landscape, know who are the players & be aware of some of the cultural differences. Bart Vanden Abeele - WE JD Edwards Solution Consultant Didier Faure - EMEA JD Edwards Presales Leader Mohamed Elrayes – ECEMEA JDE Sales Development Leader Wiaam Tahtouh – Senior Pre-sales Consultant Ahmed El-Azzamy – Senior Pre-sales Consultant Paolo Moroni – Director JDE Business Development Copyright © 2015, Oracle and/or its affiliates. All rights reserved.

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Agenda 1 The JD Edwards Eco System in EMEA 2 Successful Partnering Programs 3 Do’s and Don’ts 4 Q&A Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 3

The JD Edwards Eco System in EMEA What is different in Europe, Middle East & Africa http: //www. worldatlas. com/cntycont. htm Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 4

List of Countries by GDP (nominal) EMEA Countries 15 out of Top 25 28 out of Top 50 45 out of Top 75 List by the United Nations Source : From Wikipedia, the free encyclopedia Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 5

List of Countries by GDP (nominal) Source : From Wikipedia, the free encyclopedia Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 6

The European Union • 28 Countries • 24 Official Languages (English spoken by 50% of residents) • 10 Currencies (EURO adopted in 19 member countries) Source : From Wikipedia, the free encyclopedia Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 7

The JD Edwards Eco System in EMEA What is different in Europe, Middle East & Africa • # of countries: ~120 • Market definition Each country is a territory on its own Oracle EMEA Partner (and Customers) Language! • JD Edwards Partner Eco System • WE: 80 Country Operations from 54 Legal Companies • EE&CIS: 27 Country Operations from 26 Legal Companies • MEA: 33 Country Operations from 31 Legal Companies Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 8

The JD Edwards Eco System in EMEA What is different in Europe, Middle East & Africa • EMEA JD Edwards Partner Community If your job is selling, implementing or supporting JDE in EMEA • 400 members representing 100 partners • Community workspace with regional relevant materials • Community blog with focus on EMEA news • Where to join: http: //www. oracle. com/partners/emea-en/knowledge-zone/applications/jdedwards-1687208. html or contact Hartmut Wiese, EMEA A&C hartmut. wiese@oracle. com • French and Italian Solution Factory Portals Focused on pre-sales needs offer materials in Italian and French Maintained by the EMEA Pre-sales Center [EPC] is available to all the EMEA JD Edwards Partner Community Members. For more information you can contact Tudor Cirstea, EPC tudor. cirstea@oracle. com Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 9

Oracle Organization EMEA Alliances & Channels: EMEA organization • JDE main contact: Harmtut Wiese Sales: Western Europe & ECEMEA • WE: by industry (MSE is defined as an industry) • ECEMEA: mix by industry & country cluster Business Development: WE & ECEMEA • WE: All Apps by Country • ECEMEA: JDE main contact Mohamed Elrayes Presales: • WE: Field presales in selected countries: France, UK, Italy, Spain & Germany • WE Regional. Team: Bart & Didier • ECEMEA: by areas (MEA, EECIS, etc) • EPC team in Bucharest, supporting WE JDE Product: Partners Support in EMEA • Tim Scott, Paolo Moroni Copyright © 2015, Oracle and/or its affiliates. All rights reserved.

Western Europe Pre-sales Organization Red: In country Field SC Green: Regional Team Black: EMEA Pre-sales Center 0 3 Regional Team 1 1 5 20 Didier Faure – Paris Bart Vanden Abeele - Amsterdam 3 2 6 Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 11

ECEMEA JDE Practice Leaders • Orchestrating Partners enablement in ECEMEA • Enabling new partners ( eg RUCIS, TR, MEA) • Supporting building JDE community in the region • Supporting the customers with recommendations and advisory actions • Supporting customers in getting the required information in the right time • Recommend the best fit partner to the business and find variety of options Guzel Fayzullina Mohamed Elrayes JDE Sales Dev & Strategy Leader Wiiam Tahtouh Alex Belenchi Mohamed Abdou Ahmed El Azzamy Michel Itotia Collin Nkosi Cole Molapisane Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 12

EMEA Market Data and GTM Strategy Pipeline by Partner (Total 153 Partner) UP 56% vs FY 13 FY 14 Top Revenue Contributor Countries vs Total EMEA JDE Licenses Sales Sweden made the top 5 thanks to a very large exceptional deal Copyright © 2015, Oracle and/or its affiliates. All rights reserved.

Western Europe – MSE – Partners By Country 2 More than 50 partners working closely with Oracle on MSE in Western Europe 7 8 9 9 5 1 13 Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 14

Major JDE Partners in Western Europe Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 15

Major JDE Partners in ECEMEA Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 16

Partner Landscape • Partners driven by Country! • Regional and Global partner presence varies by country: IBM in France and Benelux not elsewhere. L&T Infotech in Nordics, UK and France… • Complex Oracle A&C organization. • Differences: – Number of Partners/Size of Partners – Sales Autonomy – Industry / Geography Focus – Oracle Presales presence or not. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 17

Differences in Culture, Economy , Size in each country will impact the sales cycle and the resources you will need to involve. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 18

Competitors Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 19

Partnering for success Partner enablement • Presales Partner Program • Presales Skills • Partner Communications • Sales Enablement Copyright © 2015, Oracle and/or its affiliates. All rights reserved.

Partnering for success Go to Market Inititatives • JD Edwards in a Box • Joint Marketing Campaigns • Saa. S at Partner • OVI – Oracle Validate Integration Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 21

Partnering for success Opportunity support • Local/Regional Oracle Presales • Local Oracle Sales • EMEA Presales Center Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 22

EMEA Successes Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 23

Do’s and Don’ts When engaging in an international opportunity with EMEA divisions Engage with EMEA team early • Hartmut – A&C for EMEA • Bart, Didier – WE • Mohamed A. , Wiaam, Ahmed, Collin, Cole - MEA • Alexandru, Guzel – ECE • Mohamed E. - ECEMEA • Paolo, Tim – JDE product team for EMEA Identify Important Differences • Cultural • Competition • Localization & Language • Oracle / Partner Organization Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 24

OPN JD Edwards Enterprise. One Knowledge Zone Copyright © 2015, Oracle and/or its affiliates. All rights reserved.

BE INFORMED, STAY CONNECTED @Oracle. JDEdwards The. Oracle. JDEdwards JD Edwards Professionals My Oracle Support Communities JD Edwards Attitude@Altitude Copyright © 2015, Oracle and/or its affiliates. All rights reserved.

Be Informed, Stay Connected Copyright © 2015, Oracle and/or its affiliates. All rights reserved.

Questions & Answers Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 28