Oracle Partner Strategy

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Extending Your Markets Opportunities in EMEA
(Europe, Middle East and Africa)

• Bertram Mandel
• Senior Director
• Alliances Channel, EMEA

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Agenda

• Oracle in EMEA
• Organization
• GoToMarket Model
• Role of ISVs and other Partners
• Business Opportunities for ISVs
• How to engage
• Call to Action

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Oracle in EMEASome Facts

• 3.7 B turnover
• 70,000 Database Customers (gt1/3)
• 8,000 Application Server Customers (gt1/3)

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Oracle in EMEA Organization

• Regions
• UK/Ireland/South Africa
• Nordics Germany
• France/Benelux/MEA
• EasternEurop/CIS
• South Europe
• International Accounts

• Industry
• Alliances Channel
• Oracle Direct
• Oracle Consulting
• Technology
• Applications

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Oracle in EMEAFY05 Key Business Programs

• Grid
• Selling to the MidMarket (eSpace)
• Independent Software Vendors (ISVs)
• Content Competency Collaboration (C3)
• Wireless Mobile Business Solutions
• Winning against Key Competitors (WAKC)

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Oracle in EMEAFY05 Go-To-Market Initiatives

• Business Intelligence Warehousing
• C3 Unified Workplace
• Communication Industry Solutions
• Consulting Expert Services
• Corporate Governance Compliance
• e-Government
• eBS Special Edition
• Healthcare Industry Solutions
• HRMS Payroll

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Oracle in EMEAFY05 Go-To-Market Initiatives

• Infrastructure Consolidation
• Integration Server
• Learning Management System
• On Demand
• R11i Upsell
• Supply Chain for Lean Enterprises
• Technology in the E space
• Technology Upsell (A-B-D Customer)

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Oracle in EMEAPartners have been will be KEY !

• 8000 Partners in EMEA
• 46 EMEA license revenue generated by Partners
  (sell thru !! excluding Influenced revenue !!)
• 70 of Oracle's FY04 E-Business application
  business is influenced by Partners
• 51 of Oracles E-Business applications
  implemented by Partners
• More than 1/3 of Oracle's E-Business Suite
  outsourcing done by Partners

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Oracle in EMEAOpen Market Model

• Resell, Referral, Influencer
• More than 2,100 registrations received from more
  370 partners in 46 countries
• More than 45 registrations representing new
  business were accepted

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Oracle in EMEAWhy ISVs are important

• ISVs povide Horizontal Solutions
• ISVs provide Industry Specific Solutions
• ISVs provide Infrastructure Solutions
• ISVs bring out the best of our technology
• Visionary use
• Test, improve and drive development
• ISVs build Eco-Systems
• Direct Indirect Sales Channels
• Influencers and Implementation Partners

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Oracle in EMEAISV

• 3920 ISVs are registered in OPN in EMEA
• 460 new ISV partnerships in last 12 month
• 550 commercially available partner applications
  on the Linux/Oracle platform
• 185 migration projects in progress in FY04
• 520 ISVs on Oracle Application Server (100
  increase in 12 month)
• 100 ISVs with RAC certification

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Business OpportunitiesThe Oracle Market in
EMEA is wide open for ISVs
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Business Opportunities
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Business OpportunitiesThe preferred choice

• 1 RDBMS on all leading modern platforms (Unix,
  Windows, Linux) - 43.
• Growth on Linux is 361, double that of the Linux
  RDBMS market (158).
• 69.1 market share on Linux!

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SME Research Study
Prepared for Oracle EMEA October 2003
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Business OpportunitiesSME - Standardised DB
Platform?
Percentage of Respondents
Overall Sample 278
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Business OpportunitiesSME - Preference for
purchase?
Percentage of Respondents
Overall Sample 442
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Business OpportunitiesSME - Key Findings

• Oracle in EMEA is market leader among SMEs that
  have standardised on a single database platform
• If all database products were equally priced, SME
  organisations would want to buy Oracle technology
  because it is perceived as being
• Robust
• Scalable
• Rich in functionality
• An Enterprise quality product

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Bussiness OpportunitiesEMEA ISV Strategy -
Overview

• Address the core business needs of ISVs
• Professional Software Development
• Effective Sales Marketing of SW Solutions
• Support and Maintainance
• ISV Solution Mapping by Industry by Product by
  Geo
• Boost success via international ISV relationships
• Broker relationships for ISVs with other Oracle
  partners (HW, SI, ...)
• Deliver competitive benefits
• Dedicated, experienced and committed ISV Team

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Oracle ISV StrategyNew Business Opportunities

• ISVs are integrated in ALL Dimensions of Oracle
  FY05 Demand Generation Programs (GTMis)
• Industry Solution Maps Solution Catalogue
• Product EAP New Product Launches
• Geography Direct Marketing Lead Gen Events
• ISVs have access to MDF (Market Development
  Funds) to drive own Demand Generation and
  leverage Oracles Demand Generation Infrastructure

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Business OpportunitiesMidMarket (the E space)

• Partner centric
• Oracle Technology focus (DB, AS)
• Supported by OracleDirect
• Major Marketing Campaign
• Key Alliances (see Dell and FSC)

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Business OpportunitiesHow to engage - ScoreCard

• Your value prop
• Your competitive positioning
• Your GTM strategy
• country priority
• Your specific value prop to Oracle
• Uniqueness
• Oracle Tech adoption (DB, AS, CS, eBS)
• Complement Oracle GTMi

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Business OpportunitiesHow to engage

• OpenWorlds
• London, United Kingdom 6-8 September
• Amsterdam, The Netherlands 22-24 September
• Milan, Italy 26-28 September
• Munich, Germany 5-7 October
• ISV Forum
• London, United Kingdom 7 September
• Oracle ISV Application Server Roadshow
• OPN Days
• Starting in Q1 CY05

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Business OpportunitiesHow to engage

• At Oracle OpenWorld, London,
• September 7th, 2004

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Call to action

• Keep your ISV profile up-to-date on OPN
• Ensure your solutions are listed in the Partner
  Solution Catalogue (Oracle.com)
• Focus on Oracle Middleware Adoption
• Understand Oracle GTM initiatives in EMEA
• Help us understand the specific value YOUR
  solution adds to our GTM initiatives
• Engage partner with us for growth
• Stay tuned EMEA ISV Newsletter

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Thank You ! Bertram.Mandel_at_Oracle.com
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