Working with Oracle in the Retail Industry

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Working with Oracle in the Retail Industry

• Richard Michalec, Sr. Director, Industries
  Business Unit- Retail
• June 30, 2004

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Agenda

• Oracle Strategy in the Retail Industry
• Oracle Messaging and Alignment Potential
• Taking advantage of the Partner Program
• Development Resources
• Technical Resources
• Marketing Resources
• Engaging the Field
• A pragmatic approach
• Getting Started

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Oracle Strategy for Retail

• One of top 7 industries
• Increasing focus for
• Sales
• Dedicated for Strategic Accounts
• Account Clustered for Commercial
• Development
• Technology
• Applications
• Deep heritage of Partner Driven approach

Oracle is expanding revenues in Retail
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Selected Oracle Retail Technology Customers
Amazon.com ATT Wireless Ahold Albertsons AP Barn
es Noble Best Buy Blockbuster Brooks
Brothers Circuit City CVS Pharmacy Casino,
FR Container Store Costco Darden
Restaurants Dell Disney Dress Barn E-Bay Eckerd
Eddie Bauer Family Dollar Federated Dept.
Stores Fleming Gap Gymboree Hallmark HEB Hudsons
Bay Henkel/Manko IHOP Jack in the Box JC
Penney Kohl's Kroger Long's Drug Limited
Brands Metro AG Neiman Marcus Nordstrom
Office Depot Office-Max Pier 1 Polo-Ralph
Lauren REI Radio Shack Restoration Hardware Saks,
Inc. Sears Starbucks TJX Cos. Target Tractor
Supply Ultimate Electronics USPS Viking
Range Walgreen's Wal Mart Williams-Sonoma Zales
Corp.
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Selected Oracle Applications Customers
1-800-flowers 7-Eleven A P ATT
Wireless Albertsons Amazon.com American
Greetings Ann Taylor Barnes Noble Best
Buy BlueNile Burlington Coat Chick
Fil-A CircleK Corporate Express Eckerd Drug
Estee Lauder Family Dollar Stores Franklin
Covey Gap, Inc. Giorgio Armani Gymboree Hudson's
Bay Co. Hallmark Cards Hollywood Video J
Sainsbury JC Penney Jack in the
Box Kellwood Lenscrafters Mattel McDonald's
Michaels Neiman-Marcus Netflix Nordstrom Red
Envelope Select Comfort Staples Shaw's Starbucks
Tesco The Talbots Toys R Us walmart.com Wakefern
Wet Seal Zale Jewelers
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Industry Drivers What keeps Retail Execs up at
night

• Wal-Mart is forcing retailers to
• Reduce Supply Chain Costs
• Differentiate through offerings
• Wall Street is rewarding retailers for
• Cost Containment
• Accountability
• Benchmarks outside of retail

Message has been consistent for last couple of
years
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Retail Industry Footprint
Retail Systems Conceptually
Store Management
Merchandise Management
Point of Sale (POS)
Back Office Support
Merchandising/Assortment Management
Customer Support Systems
Store Signage/ Display
Marketing Management
SCM
CRM
Distribution and Logistics
Advanced Planning and Scheduling
Call Center/ Support Systems
Direct Sales Systems
Procurement Management
Warehouse/ Inventory Mgt.
Customer Information Systems
ERP
Human Resources
Financial Management
Office Automation
Central Procurement
Business Intelligence Systems
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Oracle Retail 2004 Spearhead Map
Operational Excellence Associate Optimization
Customer Centricity Lean
Infrastructure
Sales Manager Portal
iLearning
iRecruitment
Human Resources
Associate Intelligence
Self Service
Payroll
Solving the Wal Mart and Wall Street
Issues Continue and accelerate the momentum
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Oracle Retail 2005 Spearhead Map
Operational Excellence Associate Optimization
Customer Centricity Lean
Infrastructure
Adding a new spearhead Customer Centricity
Sales Manager Portal
iLearning
iRecruitment
Human Resources
Associate Intelligence
Self Service
Payroll
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Technology Opportunities in Retail

• Retail CIOs strategic imperative
• Simplification / Cost Reduction
• Vision and pilot
• RFID
• Probable tech spending initiatives
• ISVs drag
• Business intelligence / portals
• Product data synchronization

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Simplification / Cost ReductionStrategies

• Narrow and deep vendors
• Gap, Best Buy, Hudsons Bay
• Linux
• Amazon, Burlington Coat
• Single Instance
• Best Buy.com, Ultimate Electronics

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Retail Industry Footprint
Retail Systems Conceptually
Store Management
Merchandise Management
Point of Sale (POS)
Back Office Support
Merchandising/Assortment Management
Customer Support Systems
Store Signage/ Display
Marketing Management
SCM
CRM
Distribution and Logistics
Advanced Planning and Scheduling
Call Center/ Support Systems
Direct Sales Systems
Procurement Management
Warehouse/ Inventory Mgt.
Customer Information Systems
ERP
Human Resources
Financial Management
Office Automation
Central Procurement
Business Intelligence Systems
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Reality vs. Concept
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Partnering with Oracle in Retail

• Market Your Solutions
• Marketing Resources for partners
• Use of Oracles logos.
• Press release and customer reference support.
• eMarketing tools - build lead generation
  campaigns, business plans.
• Participate in selected Oracle events.
• Publications - Oracle Magazine and Profit.
• Co-marketing funds available to certified
  partners.
• Solutions Catalog, Oracles online partner
  catalog.
• Participate in Product and Business Development
  initiatives
• Product DB, Application Server, Collaboration,
  E-Business Suite
• Business Development GRID, Mid-Market, OnDemand

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Partnering with Oracle in Retail

• Find Technical Assistance
• Development Resources for partners
• Software licenses.
• Toolkits, development kits, migration kits,
  product validation kits.
• Partner Technical Services.
• Partner Metalink, online support services.
• Online development resources OTN, AppsNet,
  Discussion Forums.
• Development and porting funds available to
  certified partners.

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Partnering with Oracle in Retail

• Get Enabled
• Education Resources for Partners
• 35 discount on Oracle University training.
• Free partner workshops and partner specific
  training
• Access to Oracle University Online Library.
• 35 discount on exam fees for Oracle
  certifications.

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Partnering with Oracle in Retail

• Transform your investment into Results
• Sales Resources for partners
• Discounts on software for resale.
• Flexibility in relicensing Fulluse, Application
  Specific, Embedded.
• Register sales opportunities for
• Commissions for referrals and influence accounts
• Account protection and presales resources
• Partner specific sales training and sales kits.

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Partnering with Oracle in Retail

• Recommendations
• Become familiar with and use the partner site -
  http//partner.oracle.com
• Partners adopting technology, focusing on
  priority messages and markets get attention.
• Participate in relevant initiatives.
• Use GCORs to document how you resell, refer or
  influence.
• Would someone know who you are? Leverage
  Solutions Catalog.
• Decide what you want to be famous for with Oracle.

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Partnering with Oracle in Retail

• Details on Partner Benefits
• http//partner.oracle.com
• Logon
• At HOME tab, go to MANAGE YOUR MEMBERSHIP
  Portlet.
• Click on Agreements, Policies, Benefits,
  Certification Criteria
• Scroll down to Benefits for ISVs.
• http//partnercontent.oracle.com/home/opnmembershi
  p/lang/en/benefit_tables/benefit_wrappers/index.ht
  ml?isv_wrapper.html

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Partnering with Oracle in Retail

• Decide what you are going to be famous for
• Work the Oracle Partner resources
• Determine what makes sense for field sales
  engagements

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On behalf of Oracle

• Thank You!!!!!