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Sales Playbook for Partners

March 2009

Enterprise Policy Automation

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Welcome to the Sales Playbook for Partners

Oracle completed Legal Entity Combination with Haley onMarch 1, 2009

This playbook is to help you understand:

How Haley complements Oracle Enterprise Policy Automation

How to engage with Haley products

How to build sales and implementation readiness

How to position other products into your deal and sell more

Growth path opportunities

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DisclaimerThe following is intended to outline our general product direction. It is

intended for information purposes only, and may not beincorporated into any contract. It is not a commitment to deliver any

material, code, or functionality, and should not be relied upon inmaking purchasing decisions. The development, release, andtiming of any features or functionality described for Oraclesproducts remains at the sole discretion of Oracle.

Confidential InformationThe information contained in these slides is intended for Oracle

PartnerNetwork member use only. The information containedherein is considered Oracle confidential and can be used only inconnection with the potential licensing, distribution, or

implementation of Oracle programs to end users by Oracle or anauthorized Oracle partner.

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Contents

Overview

Strategic Rationale

Value Proposition Target Market & Sales Plays

Partner Value Proposition & Resources

Dril l Down

Haley Solution Overview

Reference Cases

Next Steps

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Oracle Enterprise Policy Automation

Haley was the leading provider of policy modeling and automation solutions withdeep domain and industry expertise

Unique, patented technology empowers business users to translate legislation and policyinto executable policies using natural language

Customers include some of the worlds largest government agencies and Global 1,000financial services and insurance companies

Private company, headquartered in Sydney, Australia

Complex operating environment is driving investment in Enterprise PolicyAutomation (EPA)

Constant change in policy due to demographic shifts and budget pressures requireflexible and easy-to-use systems

Organizations and governmental agencies need to implement policies in real time Legislation, regulation and increasing fraud incidents drive the need for scenario impact

assessments and decision audit trails

Oracle EPA provides mission-critical capabilities for social services and other keylegislated and regulated industries

Social services and governments agencies can improve their operational capability to tieoutcomes and constituent satisfaction back to policies

Financial services companies can bring products to market faster, avoid fraud, andenhance online and multiple channel presence

Insurance providers can enhance customer facing services, improve back-office efficiency

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Overview of Oracle | Haley

20 years as aproven EPA leader

Oracle | Haleys

missionis to OptimizeEnterprise Policy

Automation (EPA)

Customers include the worlds largest government agenciesand global 1,000 financial services, insurance and commercialcustomers

Consistently recognized as a leader by industry analysts

Customers and revenue from across North America, EMEA,

Asia-Pacific, and Australia Patented technology automates legislation and policy using

natural language rather than programming language, withmultiple languages already supported

Designed for rapid creation of industry content that can beeasily configured for an organization's unique requirements

Standard, pre-built integrations with leading enterpriseapplication vendors

Government agencies use Haley to serve tens of millions ofcitizens

Tier 1 commercial banks use Haley to serve millions of

customers Global insurers use Haley to automate tens of thousands of

daily claims transactions

Dynamic self-service applications and high-volume enterpriseautomation based on complex policy and legislation

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Contents

Overview

Strategic Rationale



Dril l Down


Reference Cases

Next Steps

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Dynamic Legislation and Regulation is

Driving the Need to Automate Policies

Freedom of information is increasing thepressure from customers and citizens toprove compliance with policies andstandards

Budgetary

pressures force

efficiencies

Costly IT projects and resource-intensivecall centers are expected to innovate, anddeliver more with less

Accountabilityrequires

transparency

Security, geopolitical and financial eventsdrive frequent legislative changes and highexpectations of enforcement

Making accurate and consistent decisionsis difficult when finely targeted policies areneeded to deliver the best outcomes

Policy

complexity is

growing

Legislative

changes are

accelerating

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EPA Opportunity Today

Policy modeling

and automation

Public Sector

(esp. Social Services, Immigrationand Tax)

Other HeavilyRegulated Industr ies

FinancialServices andInsurance

Enterprise Policy Modeling and Automation software is broadlyapplicable, serving the needs of customers in many markets

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EPA and Oracle Applications

completes Oracles abil ity toprovide Public Sector

solutions Social Services opportunities

Revenue and Tax agencies

Immigration and Borderagencies

provides additionalopportunities with Oracle in

Financial Services market forloan origination, insurance claims,

etc.

Vertical

Middleware &

Database

CRM

The combination of

Haley EPA and Oracle Apps

Policy modeling

and automation

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Business

users create

the content

Unique tools

check

policies &show

implications

Quick, highperformance

deployment

Business people write policies in Natural Language andtherefore no cost or risk associated with translation by IT

Manage policies with business tools like Microsoft Word,Excel, Visio reduces training requirement and allows foragility with updates

Policy isomorphism providing confidence in and visibilityof policies

In-built simulation and scenario modelling gives

capacity to analyse and test policy outcomes

Detailed determination reporting documents howconclusions were reached for audit purposes Automated and interactive policy testing to ensure that

deployments give correct results

Fully SOA-enabled out-of-the-box providing low cost

flexibility

Integrated with Siebel

High performance inference engine with TemporalReasoning architecture

Oracle | Haley Value Proposition

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yes no

yes no

yes no

yes no

yes no

yes no

Others+LogicalApps

logoOnly Oracle and Haley can deliverALL of

the following:

Policy Isomorphism rapid transformation of businessdocuments into executable policies

Dynamic Interactive Interviews automatically

generated from policy documents

Detailed Determination Report ing

Pre-integrated with Oracle Siebel Applications

Enterprise Policy Automation tuned for Public Sector,

Insurance, and Financial Services

Clearly Different

Temporal Reasoning out-of-the-box management ofdecisions than span multiple versions of policies and

customer circumstances

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Contents

Overview

Strategic Rationale



Dril l Down


Reference Cases

Next Steps

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Whos Buying Enterprise Policy Automation?

Financial Services

and Insurance

Social Services/

Public SectorOther Industries

Tier 1 retail banksserving millions of

customers Investment banks

Health insurance,including Tier 1 USinsurers

Diverse spreadincluding:

Global FMCG Online retail

Precisionmanufacturing

Tens of millions ofcitizens served

National, state andlocal governmentagencies

Human and socialservices, taxation,immigration, grants,defense

Over 115 customers world-wide

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Key Industry Pain Points Drive Need for

Enterprise Policy Automation (EPA)

Other

Financial Services and

InsuranceSocial Services/

Public Sector

Allow business users todefine new products andservices

Demonstrate compliancewith regulations

Monitor, detect and report

potential breaches Monitor traders andadvisors and claimants orpotential breachesthrough regular reporting

Increase self-service

capabilities to reduce callcenter volume

Optimize complexunderwriting and claimsadjustment processes

Deliver cost-effectivecitizen self-servicecapabilities

Determine eligibility incomplex legislativeenvironments

Ability to evolve withchanging regulations

Enforce consistentdecision making

Accelerate IT projects toenable timely delivery of

new policy, quickly andaccuratelyK

eyIndustryR

equirements

Perform complexquotation and priceadjustments

Field support of salesstaff via mobile devicepolicy automation

Define allowable productbundling and discounts

Optimize operations fortransport planning

Identify customer crossand up-sell opportunities

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1

2

3

Maturity Level

CRM / Case Management Upgrades

Pain

What to Look For

Public reports of determination or processing errors leading to disputes,financial restatements / freedom of information requests

SEC or Government audits / investigations

CIO / agency head turnover New or updated policy arising from legislation or product changes Drives for efficiency and cost cutting in service delivery Mergers and acquisitions requiring consolidation of different policies

Heavily regulated industries & complex requirements Public Sector, Insurance,Financial Services

Expensive investment in IT systems for policy execution Have bought a legacy / homegrown / generic rules engine Reviewing use of mainframe systems and modernization programs

Look for public sector agencies or commercial firms with expensive, inflexiblelegacy systems that need to be upgraded to newer COTS platforms for costconsolidation, standardization, and improved requirements handling

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Policy / LOB Owner Information

Technology

Program Administrator

Policy Director Director of ICT

CTO

CIO

Who You Should Sell To

Department/Agency Head

Product/Channel Owner

C-Level Suite

Chief Executive Officer

Commissioner

Agency Head / COO

Chief Elected Official

Chief Information Officer Functional Head

Do you wish to lower your cost ofpolicy automation and increaseyour effectiveness?

Do you want to increase theflexibility of adopting new policiesagainst complex businessprocesses?

Do you want to enable Citizens orUsers with how and why decisionshave been made?

SAMPLE

QUESTIONS

Do you want to ensure that yourpolicy aims are clearly andcorrectly expressed within yoursystem?

Do you want to minimizeloopholes?

Do you wish to implement policiesacross multiple programs whilemaintaining compliance againstlegal mandates?

Do you want to decrease the riskof implementing systems to meetnew business requirements?

Do you want to deliver thesesystems on-time?

Do you want to decrease the

overall ownership cost of yourpolicy automation system?

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Key Plays

Public Sector

Industry Customer Need Lead With

Social ServicesBenefit Determination

Revenue / TaxTaxpayer Service

Immigration

Visa/Entry Eligibility

Human ResourcesPay, Benefit & Admin,

Pension, etc.

FinancialsProcurement, Grants,

Disbursement, etc.

Siebel Apps

Siebel Apps

Siebel Apps

Oracle Apps (PSFT, EBS, JDE)

Oracle Apps (PSFT, EBS, JDE)

EPA

ETM

= Enterprise PolicyAutomation

= Enterprise TaxationManagement

EPA

ETM

EPA

EPA

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Key Plays

CRM Horizontal


Scoring of Prospects,Quick Quotes for Groups

Call Center self serviceProblem solving/diagnosis

Household Detection for

UCM

Validating Sales ProcessAnd Methodology

Complex validations

EPA


EPA

Siebel Apps

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Key Plays

FS / Insurance


UnderwritingDecision

Complex / RegulatedProduct Configurations

ClaimsBenefits/ Coverage

Determination

Claims Fraud

Regulatory Compliance


EPA

IGBU Apps(Insurance Global

Business Unit)

EPA

Siebel AppsEPA

FSGBU Apps(Fin Svcs Global

Business Unit)

EPA

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Key Plays

ALL Industries(Sunset Products)


Haley Expert Rules

Haley GRC

Haley FraudSight

Oracle GRC Manager

Oracle Adaptive Access Manager

EPA


EPA

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Contents

Overview

Strategic Rationale



Dril l Down


Reference Cases

Next Steps

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ISVs, Hardware Vendors

Offer a comprehensive solution that address industry needs using enterprise-class software solutions

Increase gross margin of total solution comprising hardware, software and services

Broader opportunities for development integrations

Value Proposition for All Partners

Work with a single vendor to address customer needs for policy administration and compliance

Leverage Haleys 20+ years experience in delivering complex policy automation software

Enable customers to respond to constantly changing policies, regulations and legislation

Deliver 1st packaged solution for social services agencies

Provide solution for financial services customers to more effectively manage business rules that governtrading, lending, underwriting, claims, origination and fraud prevention

Provide insurance customers solution to optimize complex underwriting and manage claims

System Integrators

Leverage your Oracle expertise to drive further value at client

Extend services around Oracle's Siebel CRM, ERP, and Industry applications

Service / cross sell / upsell EPA and Haley customers

Opportunities by Partner Type

Resellers

Cross sell/upsell broad applications portfolio specialized for industry needs

Position Oracle Technology and Middleware into your deals and create new revenue

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High-touch sales and enablement Custom programs and offerings Joint solution development

Enabling The Partner Ecosystem20,000+ partners worldwide: the Oracle PartnerNetwork program is structured

to help our partners to be as successful as they can be with Oracle

Top Strategic Partners

(20)

Low Volume Small Partners

(16,000)Small VARs, ISVs, Remarketers,

Low-touch, online enablement Velocity sales Leverage VADs for increased

penetration

Traditional Oracle Partners

(3,000)Regional Resellers, SIs, ISVs

Local relationship development Joint events, OPN Days Leverage deep customer relationships Key triangulation targets

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FY09 Oracle Partnering Model

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Access Oracle PartnerNetworkoracle.com/partners

Before OPN login:

1. Click OPNProgram todiscover OPNsbenefits and

resources.2. Enter a

Knowledge Zone:product info,social networks, &more.Example:

Industries >Public Sector

3. If you havequestions, ContactOPN.

Login to access:

4. Pricing, training &sales tools via theSiebel ProductFocus Area.

1

2

3

4

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OPN Knowledge ZonesEx: Siebel and Public Sector

Enablement

Solution Resources

Events

Oracle Mix

Forums Blogs

Wikis

Related Areas

Latest Updates

Get in the Zone

Product info

Social networks

Collaboration

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OPNs Engage with Oracle page contains Product FocusAreas (PFAs) and Initiatives My Company Initiatives lists those a partner is approved to access

After login, access

Haley resources in

the:

Siebel Focus Area

Guided LearningPath

Sales & Pre SalesTraining

Product Training

Solution Kit

Sales & Marketing

resources

Pricing

Development &Support

Product info

News & Information

Products are

available on the

Siebel Enterprise

Edition Price List

After OPN Login > OPN Focus AreasPricing, Education, Sales Tools & Much More

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OPNs Engage with Oracle page provides access to Industryareas with specialized industry content and resources Enroll based on your market focus

1. Financial Services

2. Insurance

3. Public Sector

4. Tax

Target Industries

OPN Industry Focus Areas: Partner Resources

31

Build a full picture

of Oracle solutions

for your target

market:

2 4

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Grow with Oracle

Develop new sales

plays

Extend footprint inyour accounts

Better serve yourcustomer needs

Contribute to

increased customerROI and satisfaction

Revenue Boosters

1. Offer complementaryproducts: developenablement through

OPN Focus Areas andInitiatives

2. Position OracleDatabase andMiddleware in yourdeals and earn more

3. Check out the OPNEvents Calendar:attend partner eventsto rapidly buildcompetency

As an OPN partner, you have tremendous growth opportunity

Explore how you can extend your offering and drive new revenuestreams

Join Focus Areas to get enabled on Oracle products and developsales readiness

Next Steps

How Can I Grow My Business?

2a

2b

3

1

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Sales, Pre-Sales, ImplementationEnablement

Guided Learning Paths

Oracle Policy Automation Boot Camps

Apri l 16-17 (Reading, UK) and April 20-21 (Reston, VA, USA)

Hands-on workshop

Content for sales and pre-sales staff and implementers

How to position as a key differentiator in sales opportunities

Implementation methods and best practices

Position the Value of Oracle

solutions

Content that you can

use with your customers

Assets that can bedownloaded andpresented to yourcustomers

Sales cheat sheet,elevator pitch, collateral,demo

Build Sales & Implementation

Readiness

Solution Kits

Recommendedand requiredtraining

By job role orproduct focusarea

Pre-assessmentsand personalizedpaths

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Additional Resources

Submit Your Customer Success on the

OPN portal > Marketing pagehttp://www.oracle.com/partners/marketing

Oracle Enterprise Policy Automation for:> Immigration > Social Services > Public Sector

http://www.oracle.com/haley

Customer Successeshttp://www.oracle.com/customers

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Contents

Overview

Strategic Rationale



Dril l Down Haley Solution Overview

Reference Cases

Next Steps

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Dramatically improves time-to-marketfor changes to policies

Simplifies development andmaintenance

Ensures accuracy and consistency incomplex decisions and determinations

Reduces the burden on IT resources Assesses the impact of changes in

policy on customers and citizensthrough what if scenarios

Provides full audit-trail capability

Detail - Enterprise Policy Automation

Policy

Documents

Modeling

Enforcem

ent

Dep

loy

ment

Asses

sment

Optimiz

ation

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Oracle Policy Automation

Enterprise Policy Automation:

Product Components and Architecture

Oracle Policy

Modeling

Oracle Web

Determinations

Oracle Determinations

Engine

Oracle Determinations

Server

CRM, Portal

HR, ERP

Middleware / Native Web

Services / Java / .NET

Other

Database


Connector for Siebel


Connector for SAP JCo

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Social services is a critical focus for Oracle Customers moving from custom software to Commercial off the Shelf (COTS)

packaged applications More than 1,100 agencies world-wide, with many expected to modernize their

systems within the next two to five years

With EPA, Oracle will be a leader in social services Oracles ERP and Siebel CRM applications are the leading front and back office

solutions for public sector Oracle | Haleys Determinations Engine is unique in its capabilities for Social

Services Oracle and Haley have an existing partnership and have provided a joint solution to

customers EPA is expected to become the core determination engine of Oracles social

services solution

Social Services ExampleCombination Creates Leading Solution

OraclesSiebel CRM

Multi ChannelCase Management

HaleysEligibility

Policies, LawsCircumstances etc

Oracles ERP

Payments

AR/AP

Citizens

Social Services Example

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Social Services ExampleEnterprise Policy Automation for Social Services

1 Model

Model the legislation

that defines benefits

Define expected

benefit payments in

specific test cases2 Deploy

Deliver self-service

eligibility answers for

benefit recipients

Automate calculations

for complex payments

4 Assess

Report on the impact

of existing policiesAnalyze effect of new

benefits on cit izens

3 Enforce

Deliver consistency

across all locationsand channels

Track causes of over

and under payments

5 Optimize

Create social policy

recommendations to

improve outcomes

Update policies asnew legislation passes

Social Services Example

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Social Services ExampleComplementary Social Services Solution

Oracle for Social Services

Siebel Call Center, Self Service

Labor Child Support Child Welfare Integrated

Eligibility

Oracle Analytic Dashboards

Siebel Program Modules

LaborChild

Support

ChildWelfare

IntegratedEligibility

Siebel Social Services BaseIntake, Service Provider Booking, Case Management, Appeals

Model Deploy Enforce Assess Optimize

Haley Enterprise Policy Automation

Oracle Back Office AdministrationHCM, AR, GL, AP, Procurement, Grants, Projects

A logical step to offering aworld class social servicessolution

Combination provides: 360 view of the citizen Leading multi-channel

intake capabilities Proven deep and complex

eligibility determination Outcome oriented case

management

End-to-end serviceprovider booking andreferrals

Benefit program specificfunctionality built on aproven enterprise COTS

platform Rich analytics to measureprogram performance

Closed loop analysis tyingoutcomes back to policy

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EPA and Haley vs. Oracle Business Rules

Oracle Business Rules is integrated within Oracle FusionMiddleware and is the strategic Business Rules engine inOracles Fusion Applications

EPA and Haley are intended to address policy automationusing natural language, creation of policies from regulatoryrequirements, etc.

Oracle EPA should not to be positioned as a generalpurpose or standalone rules engine

For general purpose business rules, especially whenmodeled by developers or LOB, customers can leverageOracle Business Rules within Oracle Fusion Middleware

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Contents

Overview

Strategic Rationale

Value Proposition

Target Market & Sales Plays



Reference Cases

Next Steps

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ITOracle | Haley Customer Overview

Financial Servicesand Insurance

Government Other

American Fidelity (US)

Countrywide (US)

Credit Suisse (Switzerland)

UBS (Switzerland) BUPA (UK, Ireland)

NASD (US)

United Healthcare (US)

HealthMarkets (US)

American International Assurance

(US) Farm Bureau Financial Services

(US)

British American Tobacco (UK)

Motosport (US)

Cisco (US)

Intel (US) AT&T (US)

Toyota Motor Corp (US)

Internal Revenue Service (US)

Govt of British Columbia(Canada)

Montana DMV (US) HM Revenue & Customs (UK)

Home Office (UK)

Ministry of Defence (UK)

Dept Trade and Industry (UK)

Dept of Social Security (Sweden)

Westchester County (US) ICF Road Home (US)

50+ Local Councils (UK)

Small Business Service (UK)

Dept of Statistics (Netherlands)

Dept of Defence (Australia)

Dept of Veterans Affairs(Australia)

Dept of Immigration (Australia)

NSW Government (Australia)

Medicare (Australia)

B iti h C l bi Ch O l d H l t

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British Columbia Chooses Oracle and Haley to

Modernize their Systems for Social WelfareRequirements

Better tools and simplification of business processes

Replacement of obsolete, aging and inflexible legacy systems

Provide better integration of services and protection of Children Deliver a single view of the citizen across services

Enable visibility into service and productivity metrics

Why Oracle and Haley

Leading policy automation and rules determination capability

Proven Enterprise platform that is available commercially off the shelf (COTS) Enterprise Application Integration

Business Insight

A stralian Immigration Department Gains

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Australian Immigration Department Gains

Client Visibility

Challenges

Improve openness and accountability

Deliver a unified and accurate internal viewof all client dealings

Streamline overlapping processes anddeliver global consistency

Results

Visa applicants can now test eligibilityagainst 57 visa classes through self-service

98% of call center visa inquiries are nowhandled through self-service

1,500 policies automated for over 750,000

annual visa applications, deliveringconsistency for 7,000 global staff

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Contents

Overview

Strategic Rationale

Value Proposition

Target Market & Sales Plays



Reference Cases

Next Steps

Next Steps

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Next StepsCapitalizing on the Opportunity

3

2

1

Invite customers or prospects to attend a live Oracle event or

webcast

4

Join a Boot Camp to build sales and implementation readiness

Includes content for sales, pre-sales staff, and implementersApril 16-17 (Reading, UK) / April 20-21 (Reston, VA USA)

More dates/online options on OPNs Haley page

Use OPN to enable your organization

Haley resources in the Siebel Product Focus AreaIndustry Initiatives: Financial Services, Insurance, Public Sector,

Tax

Position complementary products into your deals: Oracle

Enterprise Taxation Manger, E-Business Suite, PeopleSoft, JD

Edwards, Siebel Apps, Oracle Database and Middleware

Available from OPNs Siebel Focus Area > Haley page

Attend a Product Demo Webcast

023900.pdf

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