Extending Your Markets: Opportunities in Latin America

2. Extending Your Markets: Opportunities in Latin America Eric Brenner- VP Industries Oracle LAD eric.brenner@oracle.com

3. Agenda • Industries Drivers • Vision & Strategic Framework • Oracle Global / LAD Industries • Snapshot for each industries • Next Steps

4. Oracle LAD Snapshots: • Oracle Latin America Strategy: Coverage and Indirect Sales at 70% • Oracle created a Special Strategy to be the best option for LAD ISVs and is investing in market penetration and demand generation. • Oracle has a special services to support your technical team to adopt Oracle Technology and to be trained for free, • Oracle Partner Network has several benefits and help you to promote your solution and generate new opportunities

5. 7,724 28,686 57,740 437,635 Latin America MarketisMiddle Market By Revenue (USD$ M)** Enterprise (+500) Large (251 a 499) Medium (101 a 250) Small (10 a 100) 531,786 Total Companies *6 Main Countries: Argentina, Brasil, Chile, Colombia, Mexico, Venezuela **Micro Companies were excluded Source: IDC Latin America SMB IT Investment and Opportunity, 2004

6. Business cycles“Hágalo mejor y más eficientemente” • “Market Share” • “ Revenue Share” • Restructure / redisign the operational eficiency • Breaktroughts Initiatives Not Business as Usual • Reiventing the future • Innovation • “Opportunity Share” • “Go to Market” different Industries Drivers Let’s change the rules Dysfontionnalities Changes • Economics • Social & Politics • Technology • Market Evolution

7. Features & Functions Functions & Benefits Consultative 70’s 80’s Services Vision & Execution 90’s Technologies Changes Functionals Changes Incremental Changes Substantials Changes Tranforming the Business and the Industries Vision y Strategic Framework A new approach

8. LAD Organization On Demand Technology CRM Marketing ERP Brazil SCM Mexico Marketing South ELA Consulting Support Financial Services Marketing Energy Public Sector Telcos & Utilities Industrials Education Alliances Deployment & Sales Execution Oracle LAD Market Making &Sales Execution Oracle LAD

9. Industry Alignment Customers Manufac.-Financial Serv.-Telcos & Utilities-Public Sector-Energy SI’s ISV’s • Expand Industry Market Reach • Influence and Referral • Joint Consulting Efforts • Training and Education • Extend Industry Footprint • Embedded / Application-Specific • Development Integration • Online deliver Oracle

10. Market Making Our Sales Model SVS Positioned (qualified in short list) Workshops, Value Proposition C level access Segmentation Target Marketing Events Follow-up MarketingEvents Leads Close Contract Mgmt, Negoctiation Demos and References Proposal Industries , Product Managers,SCs,ISVs Marketing % Particiipation Field Networking (MDs, Ams,Partners) Opportunity Management 1:1 relationship Market Making 1:N (one to many) Oracle Value Added Positioning Phase Sales Closing Phase Sales process owned by Field Networking Sales process owned by Content Mgmt

11. Spearhead: A logical entry point to the customer base which leads to opportunities to grow our footprint Grow Penetrate

12. What is an Industry Spearhead? • Industry specific business issue or trend • Supports a customer’s strategic goal • Addresses key business requirements • Resolves a consequential pain • Delivers tangible benefits • Identifies a solution • Provides enabling capabilities • Maps products to tactical pains

13. Spearheads lead to Opportunities • Opportunity based on a critical industry pain point • Oracle Ecosystem have a solution to address pain point • Ideally, will also have the following characteristics: • Compelling reason to act now • 6-12 month ROI/ implementation plan • Span multiple products • Oracle solution is highly differentiated

14. Financial Services. Example

15. Aerospace & Defense Automotive* Communications* Consumer Packaged Goods Chemicals* Education & Research* Engineering & Construction* Financial Services* Healthcare* High Technology* Industrial Manufacturing Life Sciences* Media & Entertainment* Natural Resources Oil & Gas* Professional Services* Public Sector (HLS*, Federal, SLG) Retail* Travel & Transportation* Utilities* Oracle Global/LAD Industries: *Spearheads completed

16. LAD Target Industries : • Financial Services • Telcos / Utilities • Public Sector • Manufacturing • Energy

17. Industrials CPG Process CPG Discrete Retail Food & Beverage Automobile Airline Aerospace & Defense Chemicals High Technology Life Sciences Paper & Metal Travel & Transportation Financial Services Financial Services Insurance Telecommunications, Media & Utilities Energy Oil & Gas Central Regional and Local Government Department of Defense Social Services Public Transportation Public Utilities Intelligence & Space Civilian Government Justice & Public Safety Public Administration Public Education Housing Homeland Security Healthcare Oracle Industries Footprints

18. Benefits for the Industries Community Members • Knowledge-exchange and innovation i.e. best practice and reuse • Collaboration and Knowledge Sharing across geographical and organisational boundaries • Improved communication channels • Develops knowledge bothcollateral and personal development • Helps to manage complexity through participation of experts • Sustained longevity independent of organizational changes • Increased visibility of participants • Accelerated deployment of initiatives • Helps to retain talent

19. How to work with Oracle Industries • Be part of the Industries Communities • Formal communication process. Each two months: ISVs follow up Conference Call • First level contacts: • Manufacturing: reinaldo.cereseto@oracle.com • Financial Services:luis-arturo.diaz@oracle.com • Telcos & Utilities:alejandro.rincon@oracle.com • Public Sector: francisco.aguilera@oracle.com • Energy (Oil & Gas):daniel.lanusol@oracle.com