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HW Opportunity for Partners

HW Opportunity for Partners. Roberto Gero Channel Sales Director. Agenda. Market Opportunity Channel Value Proposition Oracle Systems Strategy Hardware Portfolio Competition Comparison How to become a Systems Partner. Unparalleled product portfolio.

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HW Opportunity for Partners

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  1. HW Opportunity for Partners Roberto Gero Channel Sales Director

  2. Agenda • Market Opportunity • Channel Value Proposition • Oracle Systems Strategy • Hardware Portfolio • Competition Comparison • How to become a Systems Partner

  3. Unparalleled product portfolio • Most complete, open, and integrated business software and hardware systems • End-to-end solutions with best-in-class products • Tremendous opportunity to cross & up-sell • Integrated and optimized solutions to deliver extreme performance Server • Storage • VM •Operating System •Database •Middleware • Applications

  4. Massive Customer Install Base 370,000 Oracle Customers • Sell the complete stack (Technology, Applications and Servers & Storage) • Huge cross & up-sell opportunities • Massive opportunity, still thousands of Oracle customers not running on Sun/Oracle

  5. FY07 FY08 • Extremely Strong Channel Value Proposition Increased Demand for Engineered Systems Focus on Implementation Services Source: IDC Tremendous Market Opportunity • Oracle Channel Opportunity Summary • The most complete offering in the industry • Large customer base leveraging core products • Tremendous opportunity to cross & up-sell • Under penetrated middle and vertical markets • Focus on partners for implementation services

  6. <Insert Picture Here> Oracle Systems Strategy

  7. Engineered To work together

  8. Engineered Together Tested Together Certified Together Deployed Together Upgraded Together Managed Together Supported Together

  9. RELIABILITY PERFORMANCE MANAGEABILITY SECURITY SUPPORT

  10. The Unique Oracle Advantage • Hardware and Software Engineered to Work Together

  11. Architectures for all Deployment Use Cases Compute, Storage, NetworkBuilding Blocks Engineered Systems Optimized Solutions Investing in Best of Breed HW/SW Engineeredto Work Together Top to Bottom Engineering

  12. Oracle Systems Product Portfolio • Servers • SPARC Servers • Sun Enterprise x86 Servers • Sun Blade Systems • Storage • ZFS Storage Appliances • Pillar Axiom • StorageTek Tape • O.S. & Virtualization • Oracle Solaris • Oracle Linux • Oracle VM Oracle Software runs better and more efficiently on Oracle Servers & Storage

  13. Optimization across the Full Stack Identification of cross stack integration opportunities Early development stage testing End to end functionality validation Interoperability testing Fault injection testing Patch regression testing Load/stress testing Performance and scalability testing Real world workload testing Sizing and configuration optimization Integration is driven by Organizational Alignment Oracle Optimized Solutions

  14. Oracle’s Optimized Solutions 3x faster secure content management than IBM and HP 2x faster response, 3x more customer service capacity than IBM and HP Siebel CRM WebCenter 2x faster HR transaction processing than IBM and HP 2x faster batch processing, 4x user capacity than IBM and HP PeopleSoft HCM E-Business Suite 2x faster and 1/5 the TCO of IBM, 7 World Records 4x Faster e-Commerce transactions, 15x faster batch processing WebLogic Suite Database • Fast time to deploy, • Performance and availability optimized for the enterprise

  15. Engineered Systems & Appliances General Purpose Purpose Built • Cloud Built-in Exadata Exalogic Big Data SPARCSuperCluster

  16. Engineered TO WORK TOGETHER

  17. BETTER PERFORMANCE AT EVERY LEVEL MORE INNOVATION, MORE QUICKLY EASIER DEPLOYMENT AND MAINTENANCE INCREASED FLEXIBILITY

  18. <Insert Picture Here> Oracle Systems Portfolio

  19. Oracle’s Complete Solution PortfolioBuilding the 21st Century Datacenter… Engineered Fully integrated and deployed as a complete system Optimized Pre-tested and pre-certified SPARC and x86 Oracle solutions with the Oracle Stack Exadata Exalogic SuperCluster Traditional Industry Leading compute, storage, network, software Oracle Optimized Solution Configs (Including NEW Oracle Database Appliance) Best of Breed Oracle Software (or ISV SW) + HW

  20. Systems Considered • Traditional Servers • X Series, M Series, T4 Series • Some SPARC/Solaris customers will move toward T4 over midrange M Series server sales • Engineered Systems • Exadata X2-2 and X2-8 • Exalogic with Oracle VM 3 • Exalytics • SPARC SuperCluster • Running Exadata and Exalogic Elastic Cloud Software • Appliances • Big Data Appliance (BDA) • Oracle Database Appliance (ODA)

  21. Intel Server Portfolio Multi-Platform Mission Critical Computing General Purpose Vertical, Horizontal Scalability App Servers, Data Base Engineer Solution Oracle DataBase Machine Engineer Solution Oracle WebLogic/SOA Suite X4800 M2 X4470 M2 X4270 M2 Middleware Machine EXalogic X4170 M2 DataBaseMachine EXadata

  22. SPARC T4-4 M4000 SPARC T3-4 M3000 SPARC T3-1 • Sun SPARC Enterprise Servers • New releases of T4, M-series • Highly Scalable: 1-64 Multi-core SPARC • Massive I/O and throughput • Solaris accross entire product line • Optimized Application Performance • Mission Critical Features • - Live Upgrade • - Dynamic Reconfiguration • - System Redundancy, Hot-Swap • - Fault Management Supercluster M9000 M8000 M5000 SPARC T3-2 SPARC T3-1B Bladefor Blade 6000

  23. SPARC Server Portfolio Over 20 Years Of Mission Critical Computing Mission Critical Consolidation, large DB, complex workloads Optimized Solutions ERPs, CRMs,EBS Web/App Tier Horizontally Scaled, Concurrent apps, DB Engineered Systems Enterprise Clusters, Optimized Solutions T3-4T4-4 T3-2T4-2 T3-1T4-1 Super Cluster Oracle World Nov 2011 M9000 T3-1B--> T4-1B M8000 M5000 M4000 M3000

  24. Oracle’s Storage Portfolio

  25. SPARC T4 Introducing SPARC T4 ProcessorBest Processor for Enterprise Applications • New SPARC CPU Design • Faster Single-thread operations • 2.85 to 3.0 GHz, OoO Execution Pipeline • High Performance for all workloads • 5X Integer Performance • 7X Floating Point Performance • Designed for cloud • Handle any workload from I/O intensive database to web tier

  26. SPARC T • SPARC CMT T3 • 16 cores/128 threads; clock 1.65GHz • Co-processamentodacriptografiaintegrado com 12 algoritmoscifrados(AES; DES; 3DES; SHA; ...) • I/O integradopararede 10Gb Ethernet e I/O PCIe • Virtualização com Oracle VM for SPARC; containers New SPARC T3 1º processador 16-Core CPU • SPARC CMT T4 - melhorias: • 8 cores / 64 threads; clock até 3.0 GHz • Co-processamentodacriptografiaintegrado com 16 algoritmoscifrados(AES; DES; 3DES; SHA; ...).Desempenhoemsegurança 5x maiorqueoutros RISC e 3x melhorque x86 • OOO • Dynamic Thread - 7x paradesempenho de pontoflutuante • 5x desempenho(SPECint2006 benchmark) • Desempenho/preçopara database 4x melhorque a concorrência SPARC T4 5x single-strand 8-Core CPU new

  27. 2011 SPARC Server Roadmap 5 Year Trajectory On Track • Maximizing Results Cores 4x Threads 32x Memory Capacity 16x Database TPM 40x Java Ops Per Second 10x In Test SPARC 1-64 Sockets +2x Throughput +1.5x Single Strand AvailableNow M-Series 16-64 Sockets +2x Throughput >1x Single Strand M-Series 16-64 Sockets +6x Throughput +1.5x Single Strand Faster! NEW Software in Silicon Feature Set T-Series 1-8 Sockets +20% T-Series 1-4 Sockets +1x Throughput +5x Single Strand T-Series 1-8 Sockets +2.5x Throughput >1x Single Strand Early! M-Series 1-64 Socket + 20% NEW T-Series 1-4 Socket + 2x Throughput In Test On Track 2010 2011 2012 2013 2014 2015 Solaris 11 Express Software Lifecycle Scalability Networking Solaris 11 Update System Management IO Scalability Solaris 11 Update Core Scalability Solaris 11 Software Lifecycle Scalability, Networking Security Solaris 11 Update High-Availability Memory Scalability Virtualization

  28. Introducing SPARC T4 Server Unheard of generation to generation acceleration • Up to 5x per thread performance compared to T3 servers • Starts at $16K – Virtualization and Security included! • Up to $160K – 1 TB of memory included! • New Brain. Same Body. T4-2 T4-1 T4-1B T4-4 • T4 Processor • 3.0 GHz with OOO execution • Dedicated L2 128KB cache • Shared L3 4MB cache • 8 Cores with Private L2 Cache • Dynamic Threading • Enhanced Built-in Encryption • Built-in Virtualization • T4 Systems • Up to 1 TB of memory • Built-in, no-cost virtualization • High-bandwidth and high-capacity I/O • Integrated 10 GbE • Solaris binary compatibility 9 World Records

  29. SPARC T4 Product Line New (*) It is not supported to mix DIMM sizes new

  30. World Record Java and Database Performance • SPECjEnterprise2010 2.4x faster than Power7 with DB2 and WebSphere 7x better price performance for Java T4-4 Servers $467,856 IBM: One Power 780 $1,297,956 See performance substantiation slides

  31. Entrelinhas … TPC-H IBM p780 T4-4 • Máquinaauditada com banco de dados Sybase IQ, especializadoemDatawarehouse Porque a IBM nãousou DB2 ou Oracle? • SistemaOperacional Linux. Linux on Power nãoserásuportadonasversõesfuturas de Oracle DB (12c emdiante) • O processador POWER7 faz 4 threads por core, portando o sistemaauditadopossui128 threads • Servidor High-End ocupando8RU • MáquinaauditadaemModo Turbo Core (64 cores físicosinstaladosmas 32 cores emuso com overclock (3,86 para 4,14GHz) e utilizando o cache L3 dos processadoresdesativados. A Oracle nãoreconhece o TURBO CORE paraefeito de licenciamento de Software • Máquinaauditada com banco de dados Oracle 11g • SistemaOperacional Unix Solaris 10 • O processador T4 faz 8 threads por core, portanto o sistemaauditadopossui256 threads • Servidor Mid Range ocupando5RU • Consumo de energialevementemenorque o servidor IBM p780 com mesmaconfiguração (32 cores e 512GB de memória)

  32. World Record TPC-H • Beats IBM’s Claims of 4:1 Core Performance Advantage $800K cheaper and 22% faster than Power7 & Sybase $125K cheaper and 3.6xfaster than HP Superdome & Oracle 11g TPC-H @1000GB See performance substantiation slides

  33. Leadership in Application Performance • Delivering General Purpose Computing JD Edwards 50% faster vs IBM z10 PeopleSoft 2.5x faster vs HP Itanium 2.8x faster vs IBM z10 See performance substantiation slides

  34. Introducing Oracle SPARC T4 Server Best Performance and Value for Enterprise Apps • SPARC T4 Systems designed for: • Broad end-to-end Enterprise deployments • Database, Middleware and Web applications • Deployments requiring high security with performance • Virtualized environments and consolidation • SPARC T4 delivers: • Largest single performance boost in Sun history • Database optimized – OLTP, DW and Batch • Faster application boot times for Oracle WLS and SOA • Cost-effective consolidation platform for legacy workloads • Low cost secure data encryption transactions • Nine world record benchmarks • New 3.0Ghz SPARC T4 Engine • 1TB Memory • 600 Gigabit IO Bandwidth • Thousands of VMs

  35. <Insert Picture Here> Engineered Systems

  36. Introducing Oracle Database Appliance Simple and affordable high availability database system

  37. Oracle Exadata X2-8 Oracle Database Server Grid • 2 8-Socket Intel Servers • 128 Cores • 2 Terabyte DRAM • Fastest for Data Warehouse & OLTP • Best Data Warehouse & OLTP Cost / Performance • Best for Database Consolidation • 100% Fault Tolerant & Scalable On-Demand Unified Server/Storage Network • 40 Gb/sec Infiniband Links • 880 Gb/sec Aggregate Throughput • 10 Gigabit Ethernet to Data Center Exadata Storage Server Grid • 14 Storage Servers • 5TB flash storage • 336 TB Disk Storage

  38. Oracle Exalogic Elastic Cloud Oracle Weblogic Server Grid • 30 Compute Servers; 360 Cores • 2.8 TB DRAM • 960 GB Solid-state Disk • Fastest Java Performance • Best Java Cost / Performance • Best for Application Consolidation • Best For Elastic Capacity On Demand • 100% Fault Tolerant Infiniband Network • 40 Gb/sec Inifiband Links • 1.2 micro second latency • 10 Gigabit Ethernet out Integrated Storage Appliance • Software Images & Application Files • Patch Centrally • 40 TB SAS Disk Storage • 4 TB Read & 72 GB Write Caches

  39. Introducing SPARC SuperclusterNext Generation of Cloud Infrastructure • Integrated Server, Storage, Networking, and Software • Integrated Exadata storage for extraordinary 11g performance • Consolidation platform for any enterprise application alongside 11g • Built in low overhead virtualization • Easily integrated into existing datacenter networks and storage

  40. Smarter, Faster Threads • Built-in Crypto SPARC T4 • Intelligent Storage Grid • Hybrid Columnar Compression • Smart Cache Flash Exadata • Hybrid Storage Pools • DTrace Analytics • Built-in Data Services ZFS Storage Appliance • Active GridLink for RAC • Extreme Java Performance • JDBC over SRP • OVM Live Migration • Oracle Solaris Cluster • Image Packaging System Exalogic Solaris 11 • Enterprise Manager (opt.) • EM Ops Center (opt.) • ILOM Integrated Management • Oracle SPARC SuperclusterCore Technologies

  41. Oracle Engineer SolutionSuperCluster T4-4 (Full Rack) 1.2M IOPS T4-4 Node 1 T4-4 Node 2 T4-4 Node 3 T4-4 Node 4 • Servers SPARC T4 • Exadata Storage Cells • Exalogic Elastic Cloud • ZFS Storage integrated • Solaris 11, Solaris 10 • Ready for Cloud • InfiniBand Technology Solaris 10 OVM Solaris 10 OVM Solaris 10 OVM Solaris 10 OVM Solaris 11 OVM Solaris 11 OVM Solaris 11 OVM Solaris 11 OVM InfiniBand Network ZFS STORAGE APPLIANCE EXADATASTORAGE EXADATASTORAGE EXADATASTORAGE EXADATASTORAGE EXADATASTORAGE EXADATASTORAGE Exadata Storage Cells ZFS Storage

  42. Application PlatformLayer OS Layer Compute Layer I/O Layer Storage Layer Exalogic vs. HP BladeSystemEquivalent to (1x) Exalogic X2-2 Full Rack HP Blades Integrated Tuned Optimized Identical Different Platform Every Time 1 Engineered SystemUnpack to production in hours 162 partsMonths from start to production

  43. Management Management Management Management Application Application Application Application Virtualization Virtualization Virtualization Virtualization OS OS OS OS Server Server Server Server Storage Storage Storage Storage Network Network Network Network • How Much Integration is Required?Blades example Oracle provides the complete solution

  44. <Insert Picture Here> Oracle Systems Channels

  45. Channel Management – FY12 Focus Build a viable economic proposition for partners doing business with Oracle Prescribed rebates for VARs Drive Incremental Business in the Broad Market Improve Support Attach in the Channel Increase Strategic Product Content

  46. OMM Policy – Open Market ModelNet - New Opportunity Definition OMM Resale and Referral registrations must be “Net-New” to Oracle. Net-New is defined, per OMM policy, as: An opportunity that does not currently exist as an active opportunity for a specified account within the Oracle CRM system Determined at the Product Family Level

  47. You Will Achieve: • Alignment with the Oracle channel sales team • Quarterly prescribed rebates from your VAD • Potential retained margins from mid-to-high teens Example… If You Sell: • Strategic Products (e.g. SPARC Servers) • To the broad customer base • Attach support • Register and gain acceptance • Compelling Channel EconomicsFY12 OPN Incentive Program • Discrete VAR rebates for all HW & SW transactions registered in the broad customer base*, Provided support is attached (3%) • Additional VAR rebates for strategic products** Sold in the broad customer base, Provided support is attached (5%) • Oracle channel managers focused exclusively on the broad customer base *Broad customer base is defined as all non-Oracle 2000 list **Strategic product list subject to change semi-annually

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