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Extending Your Markets: Opportunities in Latin America. Eric Brenner- VP Industries Oracle LAD eric.brenner@oracle.com. Agenda. Industries Drivers Vision & Strategic Framework Oracle Global / LAD Industries Snapshot for each industries Next Steps . Oracle LAD Snapshots: .

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extending your markets opportunities in latin america

Extending Your Markets: Opportunities in Latin America

Eric Brenner- VP Industries

Oracle LAD

eric.brenner@oracle.com

agenda
Agenda
  • Industries Drivers
  • Vision & Strategic Framework
  • Oracle Global / LAD Industries
  • Snapshot for each industries
  • Next Steps
oracle lad snapshots
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
slide5

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

slide6

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
vision y strategic framework

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

lad organization
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

industry alignment
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

market making
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

slide11
Spearhead: A logical entry point to the customer base which leads to opportunities to grow our footprint

Grow

Penetrate

what is an industry spearhead
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
spearheads lead to opportunities
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
oracle global lad industries
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

slide16

LAD Target Industries :

  • Financial Services
  • Telcos / Utilities
  • Public Sector
  • Manufacturing
  • Energy
oracle industries footprints
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
benefits for the industries community members
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
how to work with oracle industries
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