Why Oracle? Why Now?

Dale WeidelingVice President, VAR/VAD Technology Sales

North America Technology Channels

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Why Oracle?

Increased Value for Customers

The Most Complete Solutions

Increased Opportunity for Partners

Opportunities Across the Market

Market Leading Products +Best of Breed Acquisitions =

Customers:”Out of the box” Integrated Solutions

Applications

Middleware

Database

Infrastructure

Complete– Breadth of technology

Database, Middleware, Apps

– Marketing leading functionality

Open– Standards-based products– Extensible – you can build on it

Integrated– Unified product stack – “App to Disc”

APPLICATIONSAPPLICATIONS TECHNOLOGYTECHNOLOGYEnterprise

Deals

ManufacturingIndustries

RetailIndustry

CommsIndustry

Banking Industry

Utilities Industry

Insurance Industry

Project Portfolio Mgmt

Cross Industries

EnterpriseDeals

PerformanceManagement

IdentityManagement

ContentManagement

Middleware Management

Database

SystemsManagement

58 Oracle Acquisitions: FY’05 - Present

*Transaction has not closed yet.

*

*

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5

Oracle Fusion Middleware

Applications

Middleware

Database

Infrastructure

6

Analyst Recognized Leadership

Composite App Infrastructure

New Systematic Applications

Backend Integration Projects

Enterprise Application Server

Horizontal Portal Products

Business Intelligence Platforms

Corporate Performance Mgmt.

Web Access Management

User Provisioning

Leader in 16 Forrester Waves

Burton Group “Short List”

7

0

10,000

20,000

30,000

40,000

50,000

60,000

70,000

80,000

90,000

Q104 Q204 Q205 Q305 Q405 Q106 Q206 Q306 Q406 Q107 Q207 Q307 Q407 Q308 Q109 Q209 Q309

Customer Growth

Customer Growth & Product Strategy

BPEL Process BPEL Process ManagerManager

80,000+

Application ServerApplication Server

Development ToolsDevelopment ToolsIdentity Identity

ManagementManagement

Content Content ManagementManagement

Enterprise 2.0 & Enterprise 2.0 & BPMBPMSOA SuiteSOA Suite

Application GridApplication Grid

Business Intel & Business Intel & PublishingPublishing

8

Oracle Fusion Middleware 11gR1Oracle’s Most Important Release – Ever

Brand New Release of Fusion MW Suite

Brings together Oracle & BEA Functionality

Significant New Product Functionality– 2,900+ new features– Best of Breed Products – expands New Sales opportunities– Seamless Suite Integration – drives Cross-Sell opportunities– Combination of products – drives Consolidation

opportunities

Oracle Database 11g Lowers IT Cost

Comprehensive security Higher availability Easier to manage

Lower cost of ownership

*Source: Gartner Group

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World’s #1 Relational Database

48.6% RDBMS market share

235,000 Customers

Right Products for Mid-Market

Oracle Database 11g easy to:– Install – Develop – Manage

Streamlined SMB Package– One CD for Windows– One CD for Linux

Oracle’s Strategy Drives Growth in a Challenging Economy

Oracle strategy paying off in down economy– FY09 earnings up

3%– Profit up 11%– Q4 quarterly cash

dividend

Partner sales continue to grow

Specialization: Fusion Middleware “Pillars”– App Server, Portal, SOA, BI, Content Management, Security

Specialization: Grid Computing– Modernization, server consolidation, high availability,

virtualization

Market Coverage: Aligning Resources to You– Emerging Market segmented sales support resources– National Accounts “Geo” reps– Enterprise “Cover the subs”– Vertical expertise

Partnering Priorities for FY10

Partner Sales Support

Open

Market

Model

Open

Market

Model

Remarketer Partner Certified Partner

Certified Advantage

Partner

Remarketer Program New zero barrier to entry program enables SMB sales

Partner’s Benefits -- Oracle’s Commitment

Annual Membership

Fee

QuickStart

$0 $300 $1995 $1995 $1995

• Remarketer Program• New class of Oracle reseller, not directly affiliated with Oracle• No OPN Fees/No OPN benefits• Able to resell Oracle SE1/SE products• Standard Terms, Conditions & Pricing• Remarketers leverage VAD for all support, training, etc.

• QuickStart program• Access to limited OPN benefits and products

• Full OPN Membership• Full access to all resources and resale for Tech products

How do I get trained?OPN Competency CenterOPN Competency Center

Start by taking a pre-assessment and build a customized Guided Learning Path

Save your Guided Learning Paths as projects and work on them over time

View and manage your complete Oracle training history

Collaborate by sharing your opinion on content Access Solution Kit materials available on OPN

Start by taking a pre-assessment and build a customized Guided Learning Path

Save your Guided Learning Paths as projects and work on them over time

View and manage your complete Oracle training history

Collaborate by sharing your opinion on content Access Solution Kit materials available on OPN

http://competencycenter.oracle.com

Profile of a Successful ORCL SI/VAR

Solution focused

Balanced resale of software, services and/or hardware

Establishes “brand” with local Oracle sales teams

Engages the resources available

Scott WalkerCEO

Ironworks

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Who is Ironworks?

Ironworks is a project-based consulting company with one mission – never fail a client . We measure our success by the success of our clients.

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The “Right Size” We are large enough to provide depth, experience and expertise, yet small enough

to provide the intimacy and agility to be responsive to your needs.

Experienced Resources Our teams include senior, experienced program managers, designers, information

architects, developers, and engineers – we don’t sell with the “A” team, then staff the job with the “B” team.

Integrated Strategy, Design and Development This integration means that our strategies are practical, our applications are highly

usable, and our technical solutions are expandable and maintainable.

Why Ironworks?

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Our Service Offerings

BUSINESS CONSULTING WEB SOLUTIONS(Fusion E2.0)

SYSTEM INTEGRATION(Fusion SOA)

Program Management Office

IT Strategy and Roadmap

Vendor and Tool Selection

Business Process Improvement

Compliance

Web Strategy

Web Design and Usability

Portals

Enterprise Content Management

Web Analytics

E-Commerce

Enterprise Search

Application Management

Service-Oriented Architecture (SOA) Strategy and Implementation

Business Intelligence

Application Integration

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Representative Clients

Healthcare Mfg/Retail/DistFinancial Services OtherGovernment Associations

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Evolution of Ironworks partnership expectations and model: Professional services vs. license sales/reselling “Going it alone” versus working with partners (> 5%, < 80%) Recognize it’s a two way street Lead and opportunity sharing is the bottom line

Evolution of Ironworks and Oracle relationship:

Enterprise Partnership – expansion of Oracle product stack Involvement of Ironworks in Oracle sales verification program:

E20 (approved) and SOA (in process)

How The Partnership Got Here

StellentFuego

BEAPlumtree

BEAOracleFusionOracleFusion

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Complementary missions and objectives – relationship “fit”: Help clients achieve business objectives through technology and

services Expand client base and footprint within clients (licenses and

services) – leverage our ability to go wider and deeper in accounts.

Mutual executive commitment to success of relationship Strong working relationships between Oracle Account, Services,

and Channel teams and Ironworks professionals Joint account relationships and joint account planning

Alignment of our services capabilities to Oracle Product Stack Results

Oracle has demonstrated by its actions and leads provided that they are committed to this partnership.

Why is This Partnership Working?

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www.ironworks.comRichmond4121 Cox Road, Suite 205 Glen Allen, Virginia 23060804.967.9200

Research Triangle11000 Regency Parkway, Suite 404Cary, North Carolina 27518919.462.2092

DC Metro8133 Leesburg Pike, Suite 650Vienna, Virginia 22182703.506.3964

www.ironworks.com

Charlotte10405 Toringdon Way, Suite 205Charlotte, North Carolina 28277704.848.8889

Summary and Actions

Right time to do business with Oracle– Technology and industry leadership– Cross-sell and upsell opportunities– Ease of doing business

Learn more about Doing Business with Oracle– Visit www.oracle.com/partners– Engage your VAD– Visit the Oracle Booth