Oracle Partner Strategy

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Life Sciences
Mary ArbelaezSr. Business Development Oracle
Technology

• Dennis ConstantinouSr. Director Industry
  Marketing Oracle Life Sciences

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Agenda

• Business Opportunity
• Why Partners are Important
• Oracle in Life Sciences
• Benefits of Partnering
• Next Steps

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Business Opportunity
Innovation

• Increasing Competition
• Future of Blockbusters?
• Challenge to recoup development costs
• Race to market for new drugs
• Consolidation mergers

• New Science
• Novel, riskier disease classes
• Information explosion needs to be turned into
  knowledge
• Focus on future business

Risk
Profitability

• Regulatory Demands
• Increasing patient safety concerns
• Privacy (HIPAA)
• CFR 21 part 11
• Financial

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Why partners are important to Oracle

• Critical Industry-Specific Functionality
• Industry Skills and Thought Leadership
• Penetration of Key Industry Segments
• Expand Industry Footprint

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Oracle in Life Sciences

• 25 years experience
• Pharma companies have been early adopters of
  Oracle
• Oracle runs the worlds three largest genome
  databases
• 12 of the Top 20 Pharmaceutical Companies use
  Oracle Clinical
• De facto standard for database management
• 80 market share in Pharmaceuticals
• 10g is the life sciences technology platform
• 18 of the Top 20 Pharmaceutical Companies use
  Oracle Database
• Most extensive vertical product line
• The most extensive footprint in the industry
• Rapid growth in applications business
• Oracle provides the foundation for more major
  vendors software and instruments than any other
  company.
• Bio-IT World 2004

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Oracle Life SciencesIncreasing momentum
Oracle 10gTechnology Platformfor Life Sciences
released
Vertical Focus
PDF basedRemote Data Capturetool released
New TrialsManagement Product
21CFR part 11Electronic Record Functionality
for Oracle Manufacturing
Life SciencesStrategy formallyannounced
NewClinical DataRepository Product
New Product Lifecycle Management Application
New DrugSafety Application
time
2001
2002
2003
2004
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Key Objectives for the Value Chain

• Accelerate and Optimize the Discovery Pipeline
• Improve Operational Efficiencies and Outcomes in
  Clinical Trial Management
• Reduce Risk via Process Validationand Compliance
• Increase Marketing and Sales Effectiveness

Sales Marketing Distribution
Drug Discovery
Pre-Clinical, Clinical Trials
Manufacturing QA/QC
Drug Development
Target ID
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Applications
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Oracle Information Architecture
Provides a single source of truth that contains
the right information, at the right time, using
the right communication method and level of
detail to support taking action or making a
decision, without requiring or storing more data
than needed.
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Partner Enablement Value Proposition

• Product adoption
• Product readiness
• Sales readiness
• Technical engagement
• Sales Engagement
• Partner Technical Services (PTS) Support
• PDF Funding

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Role of ISV Partners

• Provide unique Life Sciences solutions to promote
  industry growth
• Leverage Oracle Technology Platform
• Deliver value-add solutions to meet customer
  requirements

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Development Resources

• Design reviews and migration assistance from PTS
• Testing and performance tuning
• RAC scalability labs
• Best practices
• Embedded Installation Kit
• Single CD
• One-click / Silent Installation
• 9.2.0.4e or 10g
• Available on OPN.oracle.com
• Life Sciences Training Roadmaps
• Biweekly eseminars on OTN
• Oracle Life Sciences User Group (OLSUG) workshops

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Lower Total Cost

• Pricing advantage
• Offer a highly scalable enterprise level solution
  to academic and small pharma / biotech market
• License Types
• Full Use Distribution Agreement
• 20 discount off Oracle list price
• Application Specific Full Use
• 40 discount off Oracle list price
• Embedded License
• 90 discount on SE / 5 of your list price
• 80 discount on EE / 10 of your list price

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Go To Market with Oracle

• Strategic Life Sciences partners receive
• Solution highlighted on oracle.com
• Joint collateral for industry events
• Joint eseminar to customers and Oracle field
  sales
• Connect with Oracle field sales for top customers
• Participate as a Strategic Industry Partner
• Develop product roadmap for support of Oracle 10g
• Joint customer reference or case study
• Update Solutions Catalog profile

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Industries Go-to-Market Alignment
Sales Consulting
Marketing
Development
Dennis Constantinou Sr. Director, Life Sciences
Marketing
Michele Becci LS Industry Application Sales
Vijay Pillai LS Industry NAS
Charlie Berger LS Platform Development
Keith Howells VP Development Oracle Clinical
Sonny Singh GVP NAS Industries
Neil Graham APAC Industry Sales
Doug Souza VP Dev Mfg Industries
Penny Lei HTB Business Development
Ruediger Dorn LS Industry EMEA Sales
Mary Arbelaez LS Partner Technical Services
Hirotaka Muraoka LS Industry Japan
Manish Modi VP Dev Mfg / Med Device
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How to engage with PTS

• Step 1 Become an Oracle Partner
• Step 2
• Contact your sales representative Embedded,
  Oracle Direct or Field
• OR
• Contact the OPN Interaction Center
• 1-800-323-7355

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Next Steps

• Join OPN Upgrade to Certified Partner
• http//opn.oracle.com
• Become a Strategic LS Initiative partner
• Joint customer wins for references
• Production support of 10g on development plans
• Update your profile in Solution Catalog
• OPN logo on your company website
• Join OLSUG
• http//otn.oracle.com/industries/life_sciences/ind
  ex.html

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Tomorrow

• Attend Additional Workshops
• TEC8 Oracle and Windows, Wed _at_ 800 am
• TEC9 Developing an Oracle Solution, Wed _at_ 900
  am
• Attend Partner Roundtables - Wed. at 1000 am
• Table 10 ISV Roadmap for Life Sciences
• Table 05 Migrating to Oracle The Value, The
  Cost
• Table 12 Technical Services for Partners

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Additional Useful Sites

• http//otn.oracle.com
• White papers, FAQs, Install/config guides,
  software downloads, discussion forums
• http//www.oracle.com/industries/
• Oracles history, experience and strategy for 18
  industry sectors.
• http//channels.oracle.com
• Oracles partner resale and referral initiatives
  FAQs and registration.
• http//education.oracle.com
• Course catalog, online library, self-study
  CD-ROM, training locations

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