Oracle Partner Strategy

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Extending Your Markets Opportunities in Latin
America

• Eric Brenner- VP Industries
• Oracle LAD
• eric.brenner_at_oracle.com

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Agenda

• Industries Drivers
• Vision Strategic Framework
• Oracle Global / LAD Industries
• Snapshot for each industries
• Next Steps

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Oracle LAD Snapshots

1. Oracle Latin America Strategy Coverage and
   Indirect Sales at 70
2. Oracle created a Special Strategy to be the best
   option for LAD ISVs and is investing in market
   penetration and demand generation.
3. Oracle has a special services to support your
   technical team to adopt Oracle Technology and to
   be trained for free,
4. Oracle Partner Network has several benefits and
   help you to promote your solution and generate
   new opportunities

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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
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Industries Drivers
Lets change the rules
Dysfontionnalities Changes

• Economics
• Social Politics
• Technology
• Market Evolution

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Vision y Strategic Framework
A new approach
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LAD Organization
On Demand
Technology
CRM
Marketing
ERP
Brazil
SCM
Mexico
Marketing
South
ELA
Consulting
Support
Marketing
Energy
Public Sector
Financial Services
Telcos Utilities
Industrials
Education
Alliances
Deployment Sales Execution
Oracle LAD
Market Making Sales Execution
Oracle LAD
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Joint Value to Customers
HIGH
Customer Value / Speed of Implementation
1990s
LOW
Risk To Customers
HIGH
LOW
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Industry Alignment
Customers
Manufac.-Financial Serv.-Telcos
Utilities-Public Sector-Energy
SIs
ISVs

• Expand Industry Market Reach
• Influence and Referral
• Joint Consulting Efforts
• Training and Education

• Extend Industry Footprint
• Embedded / Application-Specific
• Development Integration
• Online deliver

Oracle
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Market Making
Our Sales Model
SVS
Positioned (qualified in short list)
Workshops, Value Proposition
C level access
Segmentation Target Marketing
Events Follow-up
Marketing Events
Leads
Close
Contract Mgmt, Negoctiation
Demos and References
Proposal
Industries , Product Managers,SCs,ISVs
Marketing
Particiipation
Field Networking (MDs, Ams,Partners)
Opportunity Management 11 relationship
Market Making 1N (one to many)
Oracle Value Added Positioning Phase
Sales Closing Phase
Sales process owned by Field Networking
Sales process owned by Content Mgmt
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Customer Perspective.Increase Value Added Sales
Board CEO
COO,CFO, CTOC?Os
More VALUE
CIO
Losers approach Same as everybody
WINNER
FunctionalAreas, EndUsers, OperationsStaff
Higher Complexity
PurchasingCommittee,Technical Buyers
Features Functions
Sales, Costs,Operating margin,Growth
Vision Strategy,Leadership
Functions, Benefits, Advantages (point
solutions, ROI, TCO)
Earnings,Marketshare, EVA, MVA
Strategic Visionary
Features Functions
Functions, Benefits
Consultative
Selling Models
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Spearhead A logical entry point to the customer
base which leads to opportunities to grow our
footprint
Grow
Penetrate
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What is an Industry Spearhead?

• Industry specific business issue or trend
• Supports a customers strategic goal
• Addresses key business requirements
• Resolves a consequential pain
• Delivers tangible benefits
• Identifies a solution
• Provides enabling capabilities
• Maps products to tactical pains

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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

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Financial Services. Example
Industry Driver Industry Pain Initiative Product
Upgrade core business processing systems core banking,loan origin High cost maintaining highly customized older technology Data consolidation and integration EBS IntegrationI-Flex, Tememos,Infosys, Sungard,FiServ
Optimize use of customer data and analysis Only small percentage of Fis have fully integrated and analytic tools Customer personalized Profitable offerings Data model,Transfer pricing,performer data,market switch
Enterprise risk management Sarbanes-Oxley Basel II Enterprise performance and compliance APPS/TECHrisk Mgr. OFSA,Algorithmics, Moodys/KMV
Regain control of the business and increase organization credibility Increased reporting requirements and scrutiny from regulatory agencies Enterprise performance and compliance Balanced scorecard, ABM,performance analyzer,budgeting, Enterprise planning
Increased outsourcing across business process Ops and IT Cost of maintain IT ,time to market,lack of consolidated customer Data consolidation integration,customer insight, Oracle services,on demand,consulting
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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

Spearheads completed
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LAD Target Industries

• Financial Services
• Telcos / Utilities
• Public Sector
• Manufacturing
• Energy

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Oracle Industries Footprints

• 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

• 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

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The Installed Base Overall
Satisfaction
Top 4 (of 10) Vendors Based on Ratings by Installed Base Top 4 (of 10) Vendors Based on Ratings by Installed Base Top 4 (of 10) Vendors Based on Ratings by Installed Base Top 4 (of 10) Vendors Based on Ratings by Installed Base
1 2 3 4
Application SW (ERP/CRM) Internally Built
Application Development SW (App Servers/RDBMS)

• Source IDC Latin America User Perceptions of
  Software Vendors, February 2004 n 587

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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 both collateral 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

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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_at_oracle.com
• Financial Servicesluis-arturo.diaz_at_oracle.com
• Telcos Utilitiesalejandro.rincon_at_oracle.com
• Public Sector francisco.aguilera_at_oracle.com
• Energy (Oil Gas)daniel.lanusol_at_oracle.com

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