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FY11 Partnering Strategy & Best PracticesNorth America ApplicationsPhil RegnaultVice President, Alliances & ChannelsJanuary 18, 2011

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 a purchasing decision. The

development, release, and timing of any features

or functionality described for Oracle’s products

remains at the sole discretion of Oracle.

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North America Applications Partnering Strategy

Promote a more efficient, productive,

profitable, predictable, and more

enjoyable experience for our Partners.

Oracle Momentum

PartnerInvestments

Oracle InvestmentsIn Partners

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Oracle Momentum

4

SOFTWARE. HARDWARE. COMPLETE.

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Oracle Acquires Best-in-Class Companies

Enterprise Content Management

Performance Management

Identity & Access Management

Middleware Platform and Management

Business Intelligence

Data Integration

Operating Systems Systems Management Virtual Machines

(pending)

(pending)

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Oracle Invests in Breakthrough Innovations$4.3 Billion in R&D In First Full Oracle + Sun Fiscal Year

2,000 Patents

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Unrivaled Leadership in Open Standards

BPEL

RBAC

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Recommended Actions For Your ClientsUpgrade, Adopt, Extend

Upgrade to Latest Oracle

Applications Release

AdoptStandards-Based

Technology

Extend Business Value with

Co-existence

Opportunities

E-Business Suite 12.1E-Business Suite 12.1

Oracle SOA Suite and AIAOracle SOA Suite and AIA

Oracle OBIEEOracle OBIEE

JD Edwards E1 9.0JD Edwards E1 9.0

Oracle ADF & WebCenterOracle ADF & WebCenter

Oracle Identity MgmtOracle Identity Mgmt

Fusion AppsFusion AppsVCP 12.1Demantra 7.3VCP 12.1Demantra 7.3

Oracle Content ManagementOracle Content Management

Oracle Enterprise MgrOracle Enterprise Mgr

SCM

VCPDemantraAgile

SCM

VCPDemantraAgileJD Edwards

World A9.2JD Edwards World A9.2

OTM 6.1WMS 12.1OTM 6.1WMS 12.1

PeopleSoft Enterprise 9.1PeopleSoft Enterprise 9.1

Agile PLM 9.3Agile PLM 9.3

Agile PLM for Process 6Agile PLM for Process 6

BI AppsBI Apps

CRM On DemandCRM On Demand

Hyperion EPMHyperion EPM

GRCGRC

Industry AppsIndustry Apps

Siebel CRM 8.2Siebel CRM 8.2

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Apps Customers World Wide65,000

All Apps Revenue = Apps Unlimited Revenue

Total Apps License Revenue

Total Apps Maintenance Revenue

Apps License Revenue Growth in 5 Years

$2.1B

$4.3B

239%

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Oracle’s Momentum Is Proven In The Numbers

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Oracle ApplicationsUpgrades: Installed Base % on Two Most Recent Releases

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Oracle ApplicationsUp-Sell: Installed Base % buying new modules in past 12 months

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Oracle ApplicationsCross Sell: Installed Base % buying new modules from other Applications Families

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Oracle Investments In Partners

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Oracle Makes Significant Investments In Enabling Field Partnering

• Channel Managers

• Partner Managers

• Partner Initiative Managers

• Program Managers

• OC Partner Liaison

• Development Partner Liaisons

People

• Market Development Funds

• Field Marketing

• Business Development Consultants

• Activity Calendar

• Marketing Kits

• Partner Development Funds

• Market Maker Program

• Accelerate Program

• Solution Sets

• Referral Program

• Resell Program

Enablement

GTM ProgramsDemand Generation

• Boot Camps

• Oracle University

• Custom Briefings

• Competitive Switch Program

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• Elite level for Specialized Partners • Expertise in multiple Oracle Solutions• Dedicated support from “Oracle Partner Business Center• Minimum of Five Specializations – No Limit

• Resell all Oracle technology products• Eligible to resell Oracle Applications• Eligible for Specialization – Maximum of Four

• Resell Oracle’s 1-Click Products• Support from Oracle Partner Business

Center• Technical and educational support

• Resell Oracle’s 1-Click products• Business support from VAD• No member contract or fees

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Partner Investments

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The Applications Ecosystem Opportunity In North America Is Massive

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$4B / Year(Services Revenue)

Partnering Best Practices

• Understand / navigate organization

• Build and maintain 1:1 relationships

• Communicate proactively

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EstablishRelationships

EstablishRelationships

DifferentiateValue Prop

DifferentiateValue Prop

BuildPipeline

BuildPipeline

ExecuteExecute

• Build skilled bench & Specialization

• Develop Solution Set / winning POV

• GTM through Market Maker Program

• Execute joint marketing activities

• Closed-loop campaign management

• Develop joint pursuit / close / delivery plan

• Exercise pipeline management discipline

• Maintain frequent communications

Best Practice: Skills Development & Partner Guide Exposure

EPM Partner – Overview{Partner Name}

{Partner Logo}

Company Information

HQ Location

Website

Total NA

Employees

OPN

Specializations

Partner Overview

Key Focus Areas / Initiatives

NA Regional Coverage (Y/ N)

Eastern Canada South Cent ral

Nort h East Northwest (Rocky Mts)

South East California

Nort h Central Western Canada

Apps Knowledge (Y/N)

E-Business Suite (EBS)

Peoplesoft (PS)

Siebel (CRM)

JD Edwards (JDE)

Hyperion (EPM)

Vertical Focus Rank References?

Aerospace & Defense

Automotive

Chemicals

Communication, Media & Ent

Consumer Goods

Education & Research

Energy

Engineering & Construction

Financial Services

Healthcare

High Technology

Industrial Manuf acturing

Life Sciences

Professional Serv ices

Retail

Travel & Transportation

Utilities

Public Sector

EPM Partner – Experience{Partner Name}

EPM Product Knowledge Level - # of Staff 1 2 3 4 5

HP (Hyperion Planning)

Capital Expenditure Planning

Workforce Planning

Public Sector Planning

HFM (Hyperion Financial Management)

FDM (Financial Data Quality Management)

FCM (Financial Close Management) & HDM (Disclosure Management)

DRM (Data Relationship Management)

HSF (Hyperion Strategic Finance)

HPCM (Hyperion Profitability & Cost Management)

Essbase

OSSM (Oracle Strategy and Scorecard Management)

DIM (Data Integration Management)

Crystal Ball

Financial Services Balance Sheet Planning

IOP (Integrated Operational Planning) & IMP (Integrated Margin Planning)

{Partner Logo}

Level Knowledge Level Description SALES SC CONSULTANT

1 Able to Pr ovide via PPT a High Leve l Overview to Pr operly Position & M ess age Product YE S YES YES

2 Ab le to Provide vi a PPT a H igh /M ed ium Level Product Func tionality Overview YE S YES YES

3 Able to Pr ovide via PPT a Deep Deta il ed U nderstandi ng of Product NO YES YES

4 Able to D em o & Exp la in Product Featu res & Func ti ons NO YES YES

5 Abl e to Imp lement and Con f igure Produc t NO NO YES

BI Apps Partner – Overview{Partner Name}

{Partner Logo}

Company Information

HQ Location

Website

Total NA

Employees

OPN

Specializations

Partner Overview

Key Focus Areas / Initiatives

NA Regional Coverage (Y/N)

Eastern Canada South Central

North East Northwest (Rocky Mts)

South East California

North Central Western Canada

Apps Knowledge (Y/N)

E-Business Suite (EBS)

Peoplesoft (PS)

Siebel (CRM)

JD Edwards (JDE)

Hyper ion (EPM)

Vertical Focus Rank References?

Aerospace & Defense

Automotive

Chemicals

Communication, Media & Ent

Consumer Goods

Education & Research

Energy

Engineering & Construction

Financial Services

Healthcare

High Technology

Industrial Manufacturing

Life Sciences

Professional Serv ices

Retail

Trav el & Transportat ion

Utilities

Public Sector

BI Apps Partner – Experience{Partner Name}

Knowledge Level - # of Staff

BI Applications Product 1 2 3 4 5

OBIEE

Essbase

CRM Analytics

ERP Analytics – (Source System: EBS)

ERP Analytics – (Source System: Peoplesoft)

ERP Analytics – (Source System: JD Edwards)

{Partner Logo}

Level Knowledge Level Description SALES SC CONSULTANT

1 Abl e to Pr ovi de via P PT a H igh Leve l Overview to Pr operly Pos ition & M ess age Product YES YES YES

2 Able to Provide vi a PPT a H igh/M edium Level Product Func tionality Overview YES YES YES

3 Able to Pr ovi de via PPT a D eep Deta iled U nderstandi ng of Product NO YES YES

4 Abl e to D emo & Exp lain Product Features & Func tions NO YES YES

5 Able to Implement and C onf igure Produc t NO NO YES

EPM

BI

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Best Practice: Partner Market Makers

Mission StatementMission StatementThe Oracle Market Maker program is an invitation-only program designed to recognize & promote Oracle partners who have created differentiated and repeatable business solutions for customers using Oracle Applications.

Pro

gra

m P

rin

cip

les

• Defined Methodology & BOM

• Management Oversight & Reporting

Program Management

• Less is More – Best of the Best

• Executive commitment from Oracle and Partner

Focus

• Monetization of Acquisitions

• “Make Markets” For Product and Services Revenue

Revenue Growth

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Best Practice: Cooperative Lead Generation

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Best Practice: Collaborative Selling

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Partner Value-add / Influence Rating Scoring Key Back to Template

Partner Value-Add Scale

Category Choice Points DescriptionTotal

PointsDescription

Lead Source A 35 Qualified lead provided to Oracle directly by partner

25-79 LEVEL 2: STRONG Value-add

Advisory Role A 60 Oracle Only Partner or Oracle GSI Practice person, in a trusted

advisor role, proactively recommends and validates Oracle

solution as the preferred solution for prospects needs.

Partner provided strong Value-Add in winning deal.

B 80 Independent Advisor (Industry, Audit, Mgmt consultant, ISV

etc.) in a trusted advisor role, proactively recommends and

validates Oracle solution as the preferred solution for prospects

needs.

80 + LEVEL 1: CRITICAL INFLUENCE:

Partner provided significant influence which was critical to

winning the deal for Oracle

Demo Support A 25 Partner leads and executes demo based on Oracle solution.

Approved Partner

Solutions

A 80 Deal is critically influenced through the use of a Partner

developed Oracle solution (e.g. Accelerate II & III, Level II &III

Market Maker solutions, ISV application)

References A 25 Partner provides unique references to assist with license sale

Sales Cycle Support A 25 Partner provides significant value-add in support of an ongoing

sales cycle. e.g. significant net new account intelligence,

critical coaching for demos, writing a license proposal on

Oracle's behalf

Resale A 25 Partner resells the licenses on their paper

North America Sales Organization

NA HardwareAndy Canham, SVP

Public SectorMark Johnson, SVP

Applications & Technology

Industry

Apps

Global

Business

Units

Mark Hurd, President

NA ApplicationsMatt Mills, SVP

NA Technology Tony Fernicola, SVP

Keith Block, EVP NAS

Public SectorAnthony Robbins, SVP

Hardware

National

Enterprise

National

Enterprise

National

Enterprise

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North America Healthcare Applications Leadership

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Henry McNamaraRegulatedIndustries

Kevin CoxHealthcare

Neil WilsonRegulatedIndustries

Mark SahsHealthcare

License Sales Alliances & Channels

Questions & Answers

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