Extending Your Markets Opportunities in North America

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Extending Your MarketsOpportunities in North
America

• Kristen Brown
• Vice President, NAS Channels
• Marie Hayes Gordon
• Senior Director, GEH Channels

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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 ISVs solutions to our customers
• Solutions Catalog
• MDF through OPN
• Demand Generation Campaigns

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NAS Feet on the Street

• FY05 goal of 1B new license revenue.
• 900 quota-carrying sales personnel
• 550 field sales
• 350 telesales
• 125 telemarketing
• 700 sales consultants
• 450 field
• 150 tele
• 80 channel sales
• 25 quota-carrying ISV account managers
• 30 channel managers

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Market Segmentation Coverage
Total SME IT Spending 47.7 Billion
NASA
8
Enterprise
28
16
GEO
Upper Mid-Market
33
31
SUPERGEO
Mid Mid-Market
21
45
Lower Mid-Market
18
Contribution to GDP
IT Spending
Source AMI Consulting, 2003.
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NAS Marketing Campaigns
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Go To Market ISV Partners
For Example
Banking
Retail
Telco
GEH
ESL ASFU FUDA
Discount -
EBS Competitive
Mid-Market Verticals
Marketron, Digital Dispatch, SeeCommerce, Solid
Earth
Small Business
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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

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Industries by Software Spend and Anticipated
5-Yr. CAGR
Healthcare
Government
High Tech
Retail
Wholesale
Chemicals
Banking
Life Sciences
CPG
Professional Services
Projected 5 Year CAGR
Utilities
AMC
Communications
Trans.
Higher Ed
Industrial Mfg.
Total Software Spend, 2003
Source Gartner Global Industries Worldwide
Forecast, Sept. 2003,
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Industry Solutions ISVs
Branch Automation for large retail banks
Loans Deposits, Core Banking solution
Anti-Money Laundering, broker Surveillance, Fraud
Detection, Trade Compliance
Consumer Lending, Core Banking
Associate Inventory Optimization, Store
Management
Merchandise Inventory Optimization, Store Ops,
SCM
Business, Store, Inventory Customer Management
Customer Management and Billing
Billing Customer Care
Fulfillment Asset Discovery
Customer Billing, Rating Mediation
Modeling Solution Collaborative Environment
Global Trade Management
Global Trade Management Logistics
Global Trade Management

Exploration Field Development, Project Mgmt
Data Sharing for Exploration Field Development
Upstream Production Volume Asset Mgmt.
In Progress
Plant Data Management
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Retail Banking Oracle - ISV Industry Footprint
Map
Customer Relationship Management
Retail Delivery Channel Management
Sales
Service
Branch
Call Center
Web
ATM
Core Banking Systems
Payment Systems
Check and Image Processing
Retail Lockbox
Mortgages
Credit Card
Corporate Administration
Financial Management
Corporate Operations
Human Resources
Real Estate Management
Corporate Compliance
Corporate Performance Management
ISV Partner Apps Oracle Tech
OracleEBS
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Consumer Lending iFlex SuperSolutions
Retail Delivery Channel Management
Customer Relationship Management
Sales
Service
Branch
Call Center
Web
ATM
Core Banking Systems
Payment Systems
Check and ImageProcessing
Retail Lockbox
Deposits
Investments andInsurance
Mortgages
Credit Card
Corporate Administration
Financial Management
Corporate Operations
Human Resources
Real Estate Management
Corporate Compliance
Corporate Performance Management
OracleEBS
iFlex SuperSolutions Oracle 9i (100)RAC and
9iAS (100)
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Success Story Micros Fidelio and Oracle
Partner at Wyndham Hotels
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Success Story Aldata and Oracle Partner
at Trader Joes
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Engagement
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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

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ISV Partner Development Manager Coverage
Great Lakes- No. OH, IN, MI ISV PDM Jennifer
Hawkins [phone]
Western Canada, BC, AB, MAN, SAS ISV PDM-Julie
Lisle [phone]
Adrienne Siegfried Andres Ceballos Patrick
ONeil Julie Lisle Jennifer Hawkins 714-438-454
7 72PaNeiPl 0 330 8885PAn Chris
Andres 972-401-5829
East Canada Ontario, Quebec ISV PDM Jennifer
Hawkins [phone]
North Central IL, WI ISV PDM Jennifer Hawkins
[phone]
New England MA, NH, VT, ME, RI ISV PDM
Andres Ceballos [phone]
NE, KS, MO ISV PDM Julie Lisle [phone]
IA, MN, ND, SD ISV PDM- Julie Lisle [phone]
Northwest WA, OR, UT, ID ISV PDM- Adrienne
Siegfried [phone]
N. California ISV PDM- Adrienne Siegfried (650)
633-4015
Tri State/SuperGeo - CT, NYC, Named NJ ISV PDM
Andres Ceballos [phone]
S. California ISV PDM- Adrienne Siegfried (650)
633-4015
NY/NJ ISV PDM Andres Ceballos [phone]
Rocky Mountain CO, AZ, NM, NV ISV PDM- Adrienne
Siegfried [phone]
Mid-Atlantic PA, DE, MD, VA, WVA, D.C., NC,
SC ISV PDM Patrick ONeil [phone]
SouthEast AL, MS, GA, FL ISV PDM Patrick
ONeil [phone]
So. OH, KY, TN ISV PDM Jennifer Hawkins (416)
882-6401
South Central TX, AR, OK, LA ISV PDM Julie
Lisle [phone]
General Questions? Call the NAS PRN Support Line
1 [phone]
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Oracle Partner Sales Resources

• Partner database
• Info on all Partners (ISVs, SIs, VARs, etc)
• Worldwide coverage
• Available externally to anyone, including
  customers, prospects
• Partners maintain update their own information

• Sales Dashboard
• First Stop for Field Reps
• Includes ASM-TSM Partner Tool Kit
• NAS Partner news info
• NAS Channels teams for ISVs, SIs, MSPs, HW OEMs,
  and VARs each have content area

• Detailed ISV SI database
• Premier Partners
• Internally searchable only
• Updated maintained internally.

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Expanding Your Marketsin Government, Education
and Health
Marie Hayes Gordon Senior Director, GEH Channels
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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

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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.

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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.)

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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

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Why Does Oracle GEH Partner?

• Oracle isnt all things to all customers
• Fill in Oracles 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

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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

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FY 05 ISV Strategy

• Recruit new ISVs to Oracle
• Focused approach to market leaders
• Focused approach on ISVs running on competitive
  products
• 10G Application Server
• Huge push to get ISVs 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 ISVs in FY04
• Currently have 39 projects underway

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FY 05 ISV Strategy (cont)

• Link ISVs 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

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The Importance of Partners to our Business

• Partner Contribution to Bottom Line
• 56 of Oracle GEH revenue is influenced or resold
  by Oracles 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

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GEH ChannelsTeam
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Who to call . . . Channel Managers

• Marie Hayes Gordon, Senior Director, GEH Channels
• Federal Government
• Marie Hayes Gordon Marie.Hayes_at_oracle.com
• 703-364-2228
• Zebulon Mellett zebulon.mellett_at_oracle.com
• 650-633-4170
• ISV and HLS - Tracy Ryan Tracy.Ryan_at_oracle.com
• 703-364-2118
• Oracle Direct - Ryan Core Ryan.Core_at_oracle.com
• 703-364-5807
• Aerospace Defense
• Marie Hayes Gordon AD Field
• Ryan Core Oracle Direct

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State and Local Channel Managers
STATE AND LOCAL GOVERNMENT
Oracle Direct East, Central and South Lindsey
Hardy Lindsey.hardy_at_oracle.com 650-633-4118
Nick Marquis nick.marquis_at_oracle.com650-506-0781
Paul Mordan paul.mordan_at_oracle.com 703-364-2714
Oracle Direct WEST Dawn Willis Dawn.Willis_at_oracle
.com 650 633 4456
Nicole Carzo nicole.carzo_at_oracle.com703-364-0071
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Who to call . . . Channel Managers

• Higher Education
• Field - Jennifer Pliner- jennifer.pliner_at_oracle.co
  m
• 650-633-4231
• Oracle Direct - Dawn Willis -Dawn.willis_at_oracle.co
  m
• 650-633-4456
• Health Care
• Field- Bart Vey barton.vey_at_oracle.com
• 703-364-2555
• Elizabeth Diviney Oracle Direct-
• elizabeth.diviney_at_oracle.com - 781 238 9539
• Canada
• Field Dayle Schweiger- dayle.schweiger_at_oracle.co
  m
• 905 501 2151

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