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Extending Your Markets Opportunities in North America

NAS ISV Numbers and Proposition. 1,200 ISVs in Oracle Partner Network / 500 who resell Dedicated ISV channels teamsOracle is not a one stop shop

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Extending Your Markets Opportunities in North America

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    1. Extending Your Markets Opportunities in North America Kristen Brown Vice President, NAS Channels & Marie Hayes Gordon Senior Director, GEH Channels

    2. NAS ISV Numbers and Proposition 1,200+ ISVs in Oracle Partner Network / 500 who resell Dedicated ISV channels teams Oracle is not a one stop shop – we need ISVs to complete solution footprints Promotion of ISVs’ solutions to our field Promotion of ISV’s solutions to our customers Solutions Catalog MDF through OPN Demand Generation Campaigns

    3. NAS Feet on the Street

    4. Market Segmentation & Coverage

    5. NAS Marketing Campaigns

    6. Go To Market ISV Partners ESLs: Marketron: Inventory Optimiation for broadcast TV Digital Dispatch: Taxi Dispatch SW SeeCommerce: Supply Chain apps Solid Earth: Real Estate Multiple Listing Service eQuisitions, Printrak: Legal offerings ASFUESLs: Marketron: Inventory Optimiation for broadcast TV Digital Dispatch: Taxi Dispatch SW SeeCommerce: Supply Chain apps Solid Earth: Real Estate Multiple Listing Service eQuisitions, Printrak: Legal offerings ASFU

    7. 20 Industry “Practices” Aerospace & Defense Automotive Communications Consumer Products Chemicals Education & Research Engineering & Construction Financial Services Healthcare High Technology Industrial Manufacturing Life Sciences Media & Entertainment Natural Resources Oil & Gas Professional Services Public Sector Retail Travel & Transportation Utilities

    8. Industries by Software Spend and Anticipated 5-Yr. CAGR Industry 2003 CAGR Banking $8,295.6 6.8% Communications $7,195.5 3.1% Government (Federal) $7,002.8 9.3% Professional Services $4,963.0 6.7% Retail $4,572.1 9.5% Industrial Manufacturing $4,205.0 4.6% Healthcare $3,948.6 8.9% Transportation $3,861.2 7.2% Utilities $3,136.9 7.3% High Tech $3,100.2 9.4% CPG $1,992.5 6.8% Higher Education $1,775.2 4.6% Chemicals $1,286.7 6.7% Life Sciences $853.8 7.3% AMC $517.6 5.7% Industry 2003 CAGR Banking $8,295.6 6.8% Communications $7,195.5 3.1% Government (Federal) $7,002.8 9.3% Professional Services $4,963.0 6.7% Retail $4,572.1 9.5% Industrial Manufacturing $4,205.0 4.6% Healthcare $3,948.6 8.9% Transportation $3,861.2 7.2% Utilities $3,136.9 7.3% High Tech $3,100.2 9.4% CPG $1,992.5 6.8% Higher Education $1,775.2 4.6% Chemicals $1,286.7 6.7% Life Sciences $853.8 7.3% AMC $517.6 5.7%

    9. Industry Solutions ISVs ndustry Partner Strategy Focused Approach Few Industries, specific subsegments Targeted spearheads Select partners Drive revenue through joint go to Market and common value proposition based on a combination of: Oracle technology and EBS modules System Integrators Industry Knowledge & competences Industry Solution Partner Applications for specific areas Financial Services Retail Banking Insurance Retail Communications Discrete Manufacturing Automotive Industrial High Tech Process Manufacturing Life Sciences Oil & Gas Consumer Products ndustry Partner StrategyFocused Approach Few Industries, specific subsegments Targeted spearheads Select partners Drive revenue through joint go to Market and common value proposition based on a combination of: Oracle technology and EBS modules System Integrators Industry Knowledge & competences Industry Solution Partner Applications for specific areas Financial Services Retail Banking Insurance Retail Communications Discrete Manufacturing Automotive Industrial High Tech Process Manufacturing Life Sciences Oil & Gas Consumer Products

    10. Retail Banking Oracle - ISV Industry Footprint Map

    11. Consumer Lending – iFlex SuperSolutions

    12. Customer – Wyndham International Industry - Hotel Management Joint Solution Offering Micros: Reservations, POS and property management applications for hotel industry Oracle: Technology – Database, RAC and App Server Competition Micros Contribution Industry expertise Single point of responsibility for entire solution CIO relationship Oracle Contribution CIO relationship Outcome Oracle: $376K Tech license Micros Fidelio: $1M in applications and services Follow-on prospects Within the account: Tech license will double in next 6-12 months Outside the account: Oracle TSMs who learn customers are running Micros Fidelio are engaging MF Partner contribution in assessment and qualification phase Understanding of industry, customer business practices and needs Partner contribution in discovery phase Led the sale with vertical expertise Partner contribution in solution development/solution presentation/resolution and close phases Strong understanding and recommender of Oracle Tech: all Micros applications developed on Oracle from ground up Yielded to up-sale from embedded app. license to full-use Developed one sales contract with pass-through license Offered “1 throat to choke” implementation and support Inspired confidence on customized implementation that needed to be deployed fast -- facilitated the close Customer – Wyndham International Industry - Hotel Management Joint Solution Offering Micros: Reservations, POS and property management applications for hotel industry Oracle: Technology – Database, RAC and App Server Competition Micros Contribution Industry expertise Single point of responsibility for entire solution CIO relationship Oracle Contribution CIO relationship Outcome Oracle: $376K Tech license Micros Fidelio: $1M in applications and services Follow-on prospects Within the account: Tech license will double in next 6-12 months Outside the account: Oracle TSMs who learn customers are running Micros Fidelio are engaging MF Partner contribution in assessment and qualification phase Understanding of industry, customer business practices and needs Partner contribution in discovery phase Led the sale with vertical expertise Partner contribution in solution development/solution presentation/resolution and close phases Strong understanding and recommender of Oracle Tech: all Micros applications developed on Oracle from ground up Yielded to up-sale from embedded app. license to full-use Developed one sales contract with pass-through license Offered “1 throat to choke” implementation and support Inspired confidence on customized implementation that needed to be deployed fast -- facilitated the close

    13. Customer – Wyndham International Industry - Hotel Management Joint Solution Offering Micros: Reservations, POS and property management applications for hotel industry Oracle: Technology – Database, RAC and App Server Competition Micros Contribution Industry expertise Single point of responsibility for entire solution CIO relationship Oracle Contribution CIO relationship Outcome Oracle: $376K Tech license Micros Fidelio: $1M in applications and services Follow-on prospects Within the account: Tech license will double in next 6-12 months Outside the account: Oracle TSMs who learn customers are running Micros Fidelio are engaging MF Partner contribution in assessment and qualification phase Understanding of industry, customer business practices and needs Partner contribution in discovery phase Led the sale with vertical expertise Partner contribution in solution development/solution presentation/resolution and close phases Strong understanding and recommender of Oracle Tech: all Micros applications developed on Oracle from ground up Yielded to up-sale from embedded app. license to full-use Developed one sales contract with pass-through license Offered “1 throat to choke” implementation and support Inspired confidence on customized implementation that needed to be deployed fast -- facilitated the close Customer – Wyndham International Industry - Hotel Management Joint Solution Offering Micros: Reservations, POS and property management applications for hotel industry Oracle: Technology – Database, RAC and App Server Competition Micros Contribution Industry expertise Single point of responsibility for entire solution CIO relationship Oracle Contribution CIO relationship Outcome Oracle: $376K Tech license Micros Fidelio: $1M in applications and services Follow-on prospects Within the account: Tech license will double in next 6-12 months Outside the account: Oracle TSMs who learn customers are running Micros Fidelio are engaging MF Partner contribution in assessment and qualification phase Understanding of industry, customer business practices and needs Partner contribution in discovery phase Led the sale with vertical expertise Partner contribution in solution development/solution presentation/resolution and close phases Strong understanding and recommender of Oracle Tech: all Micros applications developed on Oracle from ground up Yielded to up-sale from embedded app. license to full-use Developed one sales contract with pass-through license Offered “1 throat to choke” implementation and support Inspired confidence on customized implementation that needed to be deployed fast -- facilitated the close

    15. Next Steps Sign-up for Oracle Partner Network Design & Migration plan with DIY Migration or Partner Technical Services in your region Joint engagement in NAS through OPN, PRN, or ISV Channels team Training Marketing Sales engagement

    17. Oracle Partner Sales Resources Dashboard is the entry point. Use it to: Get the latest info about partner activity Cross reference solutions by technology, vertical, geography, etc. Search for solutions by using the Solutions Catalog. For example, Retail or Merchandising. Use it to: Research complementary solutions & services for customers and prospects Validate a partner solution Go deeper to find more detail on a particular ISV or SI partner in the Partner Profiler. aria.us.oracle.com/partner Use it to: Research partner solutions/ services beyond Solutions Catalog Find account team contacts Get updates on partner activity, porting status, etc. Dashboard is the entry point. Use it to: Get the latest info about partner activity Cross reference solutions by technology, vertical, geography, etc. Search for solutions by using the Solutions Catalog. For example, Retail or Merchandising. Use it to: Research complementary solutions & services for customers and prospects Validate a partner solution Go deeper to find more detail on a particular ISV or SI partner in the Partner Profiler. aria.us.oracle.com/partner Use it to: Research partner solutions/ services beyond Solutions Catalog Find account team contacts Get updates on partner activity, porting status, etc.

    20. Expanding Your Markets in Government, Education and Health

    21. Oracle Government, Education and Health Vertical Vertically Aligned to sell to these Customers Federal Government State and Local Government Higher Education Health Care Aerospace and Defense Canadian Government, Education and Healthcare

    22. Oracle Government, Education, and Healthcare 22 Years as Dedicated Vertical With Over $1B in License and Support Covering Federal, State/Local, Higher Ed, Healthcare, Canada Public Sector, and Aerospace/Defense Markets Portfolios Established in Homeland Security, Justice and Public Safety, Transportation, Social Services, K-12 Education, etc.

    23. What the GEH Market Demands Senior, Specialized, Knowledgeable Experts People who lived in the customers’ shoes Credibility and Referenceability for Integrated Solutions – Partner and Oracle together Enterprise Wide Solutions beyond Tech/ERP to include niche areas Components of Bid Teams Working as One Ability to address procurement needs (e.g. terms, one-stop vehicles, flexibility, etc.)

    24. GEH Market Influences – we can help Contract Vehicles GSA Schedules – Oracle and Partners State Schedules – Oracle and Partners Government Wide Acquisition Contracts Enterprise Licenses Campus Licenses Long-time Oracle Employees Know the Vertical – experts on selling to them

    25. Why Does Oracle GEH Partner? Oracle isn’t all things to all customers Fill in Oracle’s Product Gap Partners can implement Oracle Applications Partners can upgrade Oracle Applications Partners provide additional solutions Round out Oracle Product Set Gain Mindshare in the Market Net new revenue from solutions partners Further Vertical Expertise Access to Partners Customers

    26. Examples of GEH Resources Partner Technology Center Migration Help SWAT Team Resources 10g Detailed Workshops Information Assurance Center Executive Summits on 10g Security Cross-vertical Exhibits (e.g. AppsWorld, OpenWorld) Market-Specific Roadshows/Collaboration with Partners Sales Resources for Tactical Opportunites Phased Approach: As you well know we announced Oracle’s Grid Computing Message at OracleWorld in San Francisco but there are things that partners are currently doing to help their customers migrate to grid computing like: Consolidation and virtualization of clusters of servers shared among one or more data centers. Standardization on low-cost, high-density modular servers and storage based on technology such as Itanium processors, blade servers and Linux Automation of all day-to-day management tasks, enabling a single administrator to simultaneously handle hundreds of servers in clusters. Partners should expect to see the general availability Oracle Application Server 10g by the end of FYQ2 followed on by the availability of Enterprise Manager 10g and last but not least the General Availability of DB 10g in FYQ3. Phased Approach: As you well know we announced Oracle’s Grid Computing Message at OracleWorld in San Francisco but there are things that partners are currently doing to help their customers migrate to grid computing like: Consolidation and virtualization of clusters of servers shared among one or more data centers. Standardization on low-cost, high-density modular servers and storage based on technology such as Itanium processors, blade servers and Linux Automation of all day-to-day management tasks, enabling a single administrator to simultaneously handle hundreds of servers in clusters. Partners should expect to see the general availability Oracle Application Server 10g by the end of FYQ2 followed on by the availability of Enterprise Manager 10g and last but not least the General Availability of DB 10g in FYQ3.

    27. FY 05 ISV Strategy Recruit new ISV’s to Oracle Focused approach to market leaders Focused approach on ISV’s running on competitive products 10G Application Server Huge push to get ISV’s to adopt IAS Joint marketing campaigns across GEH Market First to generate Oracle Knowledge (internal) Then target customers (pipeline building) Continue Oracle Stack Enablement Increased Oracle Technology in 40 ISV’s in FY04 Currently have 39 projects underway

    28. FY 05 ISV Strategy (con’t) Link ISV’s to our key Resellers Demand Creation Order fulfillment Expand footprints in Vertical Solutions Justice and Public Safety K-12 Transportation Social Services Higher Education Health

    29. The Importance of Partners to our Business Partner Contribution to Bottom Line: 56% of Oracle GEH revenue is influenced or resold by Oracle’s Partners 61% of the transaction volume is through partners Government Resellers are Among Largest Revenue Contributors in Company Very Active SI Resell Channel for Integration Opportunities

    30. GEH Channels Team

    31. Who to call . . . Channel Managers Marie Hayes Gordon, Senior Director, GEH Channels Federal Government Marie Hayes Gordon – Marie.Hayes@oracle.com 703-364-2228 Zebulon Mellett – zebulon.mellett@oracle.com 650-633-4170 ISV and HLS - Tracy Ryan –Tracy.Ryan@oracle.com 703-364-2118 Oracle Direct - Ryan Core – Ryan.Core@oracle.com 703-364-5807 Aerospace & Defense Marie Hayes Gordon – A&D Field Ryan Core – Oracle Direct

    32. Here is how OGEH’s Partner team is organized – who to call in each vertical Here is how OGEH’s Partner team is organized – who to call in each vertical

    33. Who to call . . . Channel Managers Higher Education Field - Jennifer Pliner- jennifer.pliner@oracle.com 650-633-4231 Oracle Direct - Dawn Willis -Dawn.willis@oracle.com 650-633-4456 Health Care Field- Bart Vey – barton.vey@oracle.com 703-364-2555 Elizabeth Diviney – Oracle Direct- elizabeth.diviney@oracle.com - 781 238 9539 Canada Field – Dayle Schweiger- dayle.schweiger@oracle.com 905 501 2151

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