Channel Congress

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Stein Surlien EMEA Vice President Alliances
Channels
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Software Industry Trends - Oracles view

• Data Consolidation and Universal Access? all
  your data available from any device in any place
  at any time.
• Software as a Service
• Internet of Things

3
The market is there
Based on detailed interviews with senior
executives of 4480 SMEs in 19 countries and 10
industries across Western Europe, Eastern Europe
and the Middle East between November and December
2003
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EMEA Market-Analysis
2003 - SMEs (companies of less than 500
employees) account for 59 of Software Spending
in EMEA. Large Enterprises account for 28, and
Upper Mid-Market accounts for 13
2007 - SMEs (companies of less than 500
employees) account for 58 of Software Spending
in EMEA. Large Enterprises account for 28.5, and
Upper Mid-Market accounts for 13.5
Note this is total software spending (techapps)
5
Growth through/with partners

• 13,000 active partners in the Oracle
  PartnerNetwork Community
• 40 Oracle's global license revenue is through
  our partners
• 40 overall revenue growth through partners
• 40 growth in ISVs in the Oracle PartnerNetwork
  program

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Partners are KEY to Oracles Success!

• 43 EMEA license revenue generated by Partners
• 70 of Oracle's application business influenced
  by Partners
• 51 of Oracles applications implemented by
  Partners
• 61 of the top banking systems run on Oracle
• 550 of partners applications on Linux/Oracle

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Oracle Information Architecture
Management Framework
Development Framework

• Data Hub
• Single source of truth for customer definition

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Oracle Database 10g Editions
251 Per user

125 Per user
Average Connected Users
RAC included
Standard Edition One (2 processor max)
Enterprise Edition (Unlimited processors)
Standard Edition (4 processor max)
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• Oracle Application Server valueproposition for
  our partners
• Lower cost. Manage your customers systems more
  easily
• Develop applications more flexibly as re-usable
  Web services
• Integrate applications and optimize business
  processes

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Oracle 10g - Value to ISVs

• Lower cost of computing
• Lower cost of delivering solutions
• Mid Market leverage
• Embedded Capabilities

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Oracle 10g Value to System Integrators

• Extend services offerings
• Consolidation Services
• Data Center
• Email
• File Systems
• Standardization Services on low-cost computing
• Linux/Windows
• Intel/x86/Blades

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Customer Data Hub

• Single source of truth for customer definition

• Near real time data synchronization
• Data cleansing
• Key customer interactions
• Orders
• Contracts
• Service history
• 360 degree view of customer with pre-built
  analytics

Siebel
Chordiant
BroadVision
E.piphany
PeopleSoft
SAP
Legacy
13
Oracle Collaboration Suite

• E-Mail
• Calendar
• Web Conferencing
• Files
• Wireless Voice
• Ultrasearch

14
E-Business Suite Special Edition

• ERP Solution for Mid Market
• Complete Starter Solution
• Contains extensions for e.g. CRM, Service

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Oracle MidMarket-Focus

• Oracle Standard Edition One
• Oracle Database 10g Standard Edition
• Now with Real Application Clusters
• Web Conferencing
• E-Business Suite Special Edition

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How Do We Manage Partners?
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PartneringA Core Competenceof Oracle
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All of Oracle Engaged in Partnering
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Oracle Partner NetworkThe Program
Go to market benefits
Level of Commitment
Defined growth pathand clear vision
Level of Benefits Resources
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The Oracle PartnerNetwork

• OPN Membership - EMEA Partner Base Landscape
• 8200 members by end May 2004. 15 Increase
• 20 increase of C level partners year over year
• 78 renewal rate30 increase year over year

Partner Category Total Breakdown Increase year over year
Independent Software Vendor (ISV) 3946 49 26
Systems Integrator 2662 33 21
Value Added Reseller 690 9 23
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How does Oracle enable Partners?

• Market Development
• MarketingMarketing kits templatesWeb
  marketing toolsDiscounted advertising in Oracle
  publicationsDiscounted Oracle event
  sponsorshipMember Partner Branding
• SalesSolution Catalog listingSales kits
  guided selling templatesSeveral distribution
  optionsReferral influence initiativesSales
  Business Practices training

• Product and Service Adoption
• Development Unlimited free softwareMigration
  tools and kitsOnline technical resources
• Education35 Discount on Instructor-led
  coursesFree online coursesGuided training
  roadmaps
• SupportAccess to support knowledge baseDeep
  discounts on web, phone support

Consistent set of business practices
Oracle PartnerNetwork
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Benefits for Certified Partner

• Market Development
• MarketingAccess to Marketing Development
  FundsMarketing boot campsSupport for your
  marketing activities
• SalesPriority Solution Catalog listing

• Product and Service Adoption
• Development Partner Development Funds
• EducationRegional education boot camps
• SupportHigher level of support

Tier 2 15Certified
Channel account and marketing management
Partner ResourceNetwork
Consistent set of business practices
Oracle PartnerNetwork
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Sales Incentives

• Lead Referral Model
• Up to 10 Referral Fee for Oracle E-Business
  Suite and Oracle9iAS
• Up to 5 Referral Fee for Oracle9iDB
• Influencer Model
• Up to 10 Commission Fee for joint sales with
  Oracle
• Full-Use License Resale Model
• Starting discount at 30 based on volume

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ISV-Specific Sales Incentives
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Demand Generation in Mid Market

• Telesales group focusing on Mid Market
• Mid Market Demand Generation
• Sales and implementation
• in the Mid Market only via Partner

Oracle Partner Network Interaction Center
- Dedicated team for partner support
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OPN Competency Center

• A unique point of entry to all partner training
• All internal sales traning made available to
  partners
• Standardized partner training curriculum
• By Oracle product (DB, OCS, AS, eBS, )
• By Functional expertise (Sales, Marketing,
  Consultant)
• Simplify OPN accreditation pathways

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Thank You !