Oracle Partner Strategy

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Going to Market with Oracle

• Rauline Ochs, Group Vice President
• NAS Alliances and Channels
• John Harllee, Vice President
• GEH Alliances and Sales

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Partners Are Essential To Oracle

• 13,000 active members in the Oracle
  PartnerNetwork
• 40 worldwide license revenue generated by
  partners
• 40 overall revenue growth through partners
• 40 worldwide indirect license revenue from ISVs
• 70 of Oracle's FY04 application business was
  influenced by partners
• More than 50 of Oracles applications
  implementations are done by partners
• More than 50 of Oracle's E-Business Suite On
  Demand implementations have been done by partners
  
• 1000 commercially available partner applications
  on the Linux/Oracle platform

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2,800 OPN Partners
50
200
Certified Advantage
2500
Certified
Partner
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OPN is the Framework
Oracle Alliances Channels
Oracle Marketing
Oracle Sales
Oracle Support
Oracle Consulting
Oracle University
Oracle Development
Community
Portal
Program
Interaction Center
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Addressing Customer Needs Together

• Independent
• Software Vendor
• Industry specific solutions
• Focused development team
• Industry credibility

• Oracle
• Strong installed base
• Leading IT brand
• Broad tech app footprint
• World class development team

Complete Solution

• System Integrator
• C-Level relationship
• Deep industry business knowledge
• Broad IT integration capability

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Corporate Marketing Campaigns
Goal Maximize Partner Participation
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Oracle Our Partners Working Together in
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
• Solutions Established in Homeland Security,
  Justice and Public Safety, Transportation, Social
  Services, K-12 Education, etc.
• Industry Specialists within each Vertical

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Vertical Solutions Require ISVs

• Justice Criminal History, COMPSTAT, Courts
• HHS SACWIS, MEDICAID, PHIN
• Transportation Transportation Equity Act
  (TEA-LU)
• Healthcare Claims, Clinical, Lab
• Homeland Defense Resource Mgmt, Alerting, First
  Responder
• K12 Student Systems, SIF

Bringing Complete Solutions to This Important
Customer Base!
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What GEH Does for the ISV Community

• Quarterly Technical and Sales Training
• Oracle Product Enablement last year migrated
  over 40 partners enhancing the ISV value
  proposition
• Vertical focused Partner relationship management
• Access to GEH Industry Specialists
• Go to market programs

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What GEH Does for the ISV Community

• Partner Technology Center
• Focused 1-on-1 hands on technical training
• House partner demonstrations
• Run proof of concepts for specific customers
• 15 Million worth of Partner hardware for Partner
  use

• Information Assurance Center
• Showcase partner solutions at work
• Host Oracle/Partner demonstrations
• Integrate security technology
• Run by Dave Carey, Former Exec Director, CIA

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Aligning and Engaging with GEH

• Improve Oracle and partner visibility in the
  marketplace
• Joint Solutions
• Emphasizing our respective strengths and
  expertise
• Deliver better and complete solutions to the
  customers through partners
• No one is all things to all customers
• Emphasizing the vertical solutions
• Revenue alignment
• Grow revenue
• Invest in customers and partners with the revenue
• Personnel alignment
• We listen to you

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North America Sales Consulting

• North American Field Sales
• Critical Partners
• How to Engage

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Field Sales Deployment

• North American
• Strategic Accounts
• Top 239

NA Strategic Accts.
Technology
Applications
NA Technology
NA Applications
Commercial Technology Commercial Applications
Oracle Direct
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Predictable Reliable PartneringExperience
1st Line Sales Manager Training
Field Engagement Guidelines
Field Sales Leader Webcasts Partner Strategy
Launch June 1st
Partner Metrics Partner Forecast Fields
Reward Field Sales Role Models Channel Heros
Published Channel Margin Policies Procedures
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Field Sales Feedback

• Need more
• ISVs
• Vertical SIs
• SMB SIs and ISVs
• Elegant ISV integration to EBS
• GSIs and MSPs
• Need database and J2EE practices trained on
  Oracle product

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Critical Tech Partners
9i RAC
9iAS

• Sell Oracle
• Application Specific Full Use
• Full Use
• Influence Oracle
• Do not resell
• Build on Oracle
• Embedded Software License

• 1 Priority
• Transition to
• Grid
• 10g Technology Platform
• Data Base
• Application Server

Collab Suite
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Key Applications Partners

• Oracle Practices gt 43 E-Bus Suite
• Vertical Expertise
• Extend Oracle (ISVs)

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Oracle Go To Market Offerings
11i
ISV Retek
ISV Sample Retail Industry Footprint
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Mid-market Simply Business
Oracle Mid-market
Technology
Applications
Product
SE One E-Business
Suite 4,999 1 CD,
17 min install, Clickwrap, Shrinkwrap Dell,
VARs gt50 3Q SE1 gt 43
Revenue Driven with revenue via VARs
Partners
Price
Packaging
Partners
e.g. Abaris, AnswerThink, Core Services, DARC,
MI Services, Vertex, Whitbread
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Priorities

• Applications
• Special Edition, Customer Hub, 11.5.10, Provide
  linkage to Vertical Sales Leaders, Joint
  Opportunity Plans
• Technology
• 10g The Platform, Value-add model
• License fulfillment not sustainable, not valued
• Value Add Systems Integrator model
• Annual revenues derived 20 50 via pre- or post
  sales consulting services
• Support POC, in early, ID pain, create Oracle
  solution vision
• ISVs
• 10g The Platform
• OIA ? integrate to EBS ? India staffing
• Verticals outside Oracle sweet spots

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How to Engage Oracle

• Channel Manager Teams
• Partner Sales Team
• ISV Investments
• Porting Centers
• PTS
• Migration Assistance
• Certification Assistance
• OTN

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Oracle is Listening

• You are Oracles Force Multiplier, Oracle is Your
  Force Multiplier
• Try Oracles new Flexible Partnering Model
• Join OPN
• Investigate the Oracle Product that Drives ROI
• 10g and Application Server Platform
• Extend the E-Business Suite

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