1. Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 2 Partnering for Success in...

Copyright © 2014, Oracle and/or its affiliates. All rights reserved.2

Partnering for Success in LAD

Claudia Mucarzel, Principal Product Manager

Walter Calvo, JD Edwards Business Development LAD

Manuel Neyra, Business Development Director


The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions.The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.


Topics

• Cultural Considerations

• Latin America Market Characteristics

• Key Success Factors in Latin America

• Oracle LAD Org Structure & Key Contacts

• Summary

• Q & A


Cultural Challenge in Latin America

Dozens of countries, 2 languages, and of course same words mean different things; so be careful !

Peru and Chile fight over who invented Pisco Sour Argentina and Brazil fight over who’s the best soccer player ever Colombia and Venezuela fight over Simon Bolivar citizenship In Mexico people can hardly say “No”, and “right now” means “probably later” Mostly open markets, stable democracies, educated workforce; BUT complex

and dynamic local regulations Latin America’s middle class is growing, and urbanization is up. More and

more Latin Americans are getting connected, and infrastructure spending is on the rise.

http://en.wikipedia.org/wiki/Pisco_sour

https://www.google.com/

http://en.wikipedia.org/wiki/Sim%C3%B3n_Bol%C3%ADvar


GDP Facts for Latin America Brazil, Mexico and Argentina account for over two-thirds of the region's total output, while the

Caribbean countries represent a little over 1%. Latin America would rank as the world's 4th largest economy, after the European Union, the United States and

China, and above Japan.

Country GDP (PPP) (millions) GDP per capita (PPP) [1]

LAD and the Caribbean 9,517,000 15,617.79

Brazil 3,172,800 15,518.77

Mexico 2,260,200 18,714.05

Argentina 930,345 21,924.29

Colombia 682,977 14,164.43

Venezuela 550,226 17,787.39

Chile 431,802 24,170.03

Peru 403,322 12,638.84

Ecuador 192,728 11,839.19

2014 Source: http://www.imf.org/external/data.htm

http://en.wikipedia.org/wiki/List_of_Latin_American_and_Caribbean_countries_by_GDP_(PPP)

http://en.wikipedia.org/wiki/Brazil

http://en.wikipedia.org/wiki/Mexico

http://en.wikipedia.org/wiki/Argentina

http://en.wikipedia.org/wiki/Colombia

http://en.wikipedia.org/wiki/Venezuela

http://en.wikipedia.org/wiki/Chile

http://en.wikipedia.org/wiki/Peru

http://en.wikipedia.org/wiki/Ecuador

http://www.imf.org/external/data.htm


Countries Up and Down in 2015-2016:Source: Latin Focus


IT Growth is slowing, but Latin America is again the fastest growth marketSource: IDC


Projects & Services

Engineering & ConstructionProfessional Services

Commercial Real EstateHomebuilders

Consumer Goods

Food & Beverage Agribusiness

Attributes and ApparelCosmetics

Durable Goods

Mfg & Distribution

Industrial ManufacturingChemical

Life SciencesWholesale Distribution

Asset Intensive

Oil and GasMining and Aggregates

Paper & PackagingPublic Utilities

Opportunities

Mfg &Distribution

Projects& Services

Asset Intensive

Consumer Goods


ERP Market Size

IDC Market in 2013

(US$ M Constant) Includes Maint.

IDC Market in 2014

(US$ M Constant) Includes Maint.

Gartner Market in 2013

(US$M Constant) Includes Maint.

Gartner Market in 2014

(US$M Constant) Includes Maint.

Brazil 751 (60%)

817 (60%)

733 (68%)

825 (69%)

Mexico 244(19%)

259(19%)

151(14%)

162(14%)

Argentina 40(3%)

45(3%)

70(7%)

76(6%)

Chile 61(5%)

68(5%)

12(1%)

12(1%)

Colombia 43(3%)

46(3%)

47(4%)

52(4%)

Tier 3 Countries 121(10%)

127(9%)

57(5%)

60(5%)

Total Latin America

1,261(100%)

1,363+ 8.1% (100%)

1,071(100%)

1,187+ 10.9%(100%)

ERP includes (by IDC):

ERP includes (by Gartner):

Enterprise Asset Management (EAM)

Enterprise Asset Management (EAM)

Financial Accounting Applications

FMS Components

Order Management

Manufacturing and Operations

Procurement

Manufacturing


ERP Market Forecast

2013 2014 2015 2016 2017 2018 -

500

1,000

1,500

2,000

2,500

1,261 1,363

1,486 1,647

1,828 2,026

ERP Market Forecast, IDC (U$M)

CAGR: 9.9%

2013 2014 2015 2016 2017 2018 -

200

400

600

800

1,000

1,200

1,400

1,600

1,800

2,000

1,071 1,187

1,320 1,473

1,654

1,865

ERP Market Forecast, Gartner (U$M)

CAGR: 11.7%


ERP Market Share - LADCompetitive Landscape - IDC/Gartner

Latin America ERP Market, Market Share, 2013 (%) - IDC

Total 2013 - $1,261 M USD (Constant)

Latin America ERP Market, Market Share, 2013 (%) - Gartner

Total 2013 - $1,071 M USD (Constant)


Market Compound Average Growth 2012-2016

2009 2010 2011 2012 2013 2014 2015 2016

SaaSPaaSIaaS

1,572

237

1,304

711%

$384 M

Fuente: IDC Latin America Public Cloud Services Forecast, Nov 2012

$3.11 Bn

Public Cloud Services


Market projection Public Cloud in LAD

2011 2012 2013 2014 2015 2016 CAGR '12-16

Argentina 8 13 22 39 64 102 50%

Brasil 145 229 387 694 1,149 1,864 52%

Chile 16 25 43 79 134 223 55%

Colombia 19 31 54 98 165 271 54%

México 40 62 101 178 291 465 50%

Perú 4 7 11 20 33 53 52%

Venezuela 5 8 13 24 39 62 50%

Rest of LA 6 10 16 28 46 73 50%

Total 243 385 647 1,160 1,920 3,114 52%

Notas: Cifras en millones de dólaresCAGR = Compound Annual Growth Rate – Tasa de crecimiento anual compuesta

Fuente: IDC Latin America Public Cloud Services Forecast, Nov 2012


JD Edwards so far in LAD

FY14 Growth 53% H1 Growth 48% Q2 Growth 19% Mexico H1 Growth 503% Argentina H1 Growth 241% T3 H1 Growth 53%

H1

Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 1616

Objectives and Goals for JDE

Logistics Innovation

+30% yearly

FY15-FY18

17 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.

INSTALLED BASE: NEW CUSTOMER EXPERIENCE

PARTNERS SELLING & DELIVERING APPS &

SAAS

NO SAP

GREEN-FIELD:CREATE NICHE

MARKETS

ORACLE ARMY

LAD Apps Strategic InitiativesExtreme synergy

18

WHAT’S DRIVING THE TRACTION IN LADMAJOR FOCUS FOR APPLICATIONS

•Innovation solutions Customer Experience

Engineered Systems running Oracle Applications (Exadata, Exalogic & Exalytics)

Talent Management / Social Recruiting

Social Apps for Sales, Marketing and Service

In Memory Apps

Mobility

BI Apps

Big Data

Installed Base Growth on: Supply Chain Management

Governance Risk and Compliance Solutions

BI Applications

EPM focus on Planning and Financial Close solutions for the CFO

Financial reconciliation for EPM/ERP

Master Data Management

Loyalty

Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 1219

Software Business Organization Model

Super Accounts

Brazil

StrategicAccounts

Public Sector Indirect Sales

Applications / SaaS

Technology / Engineered Systems

Oracle Direct

MexicoArgentina

ChileColombia

Rest of L A

✔✔

✔✔✔✔✔

✔✔✔✔✔

✔✔✔✔✔✔

LAD APPS ORG Eduardo LopezLAD Apps Business UnitSVP LAD

Jorge ToledoMarketing Sales LAD

Rodrigo MarcondesCRM Business Development LAD

Enrique ValladaresERP-SCM Business Development LAD

Perla VitorioGov Apps DevelopmentPartner StrategyBusiness Operations

Eduardo AbadSales ConsultingSpanish LAD

Priscila SiqueiraSales ConsultingBrazil

Alejandro MaioranoSaaS Argentina

Nicolas OggioniSaas Colombia-Ecuador

Bernardo LiraSaaS Chile

João FernandezSaaS Brazil

Ernesto FernandezSaaS Mexico

Walter CalvoJDE Business Development LAD

Thais PadilhaInstalled Base Program


LAD JDE Business Ecosystem O

rac

le e

ng

ag

ed

te

am

s

Sales Reps (SA/IS/OrD)

BDMs

Apps Experience

Alliances

CC & Support

OCS

Pre-Sales

Architects

Marketing

Product Development - Corp Ora

cle

Pa

rtn

ers

Net

wo

rk SYWORK

ERP Soluciones

QBIT

Grupo ASSA

INFO Consulting

DSS

QUANTUMConsulting

eNNOVATIVE

SIC

Quanam

Amazing

Deloitte

WIPRO

Red Logic

TCI

End To EndYKP

CIMA

BEST

Walar

CDSI

Fussion Corp

Softone

Smartech

Business Architecture

Dynamic Consultants

ERP Consulting

Premier Group

Assisco

Novacon

TIQSTaker

ITEPROF

IT Cross

KPIT

MPL

CODE

FUSION

Prodcon

Walar

Excelsis

TGV

OJC

Action Systems

STN Sinapse


Partner Success Factors

Bring Innovation Solutions Move offerings to the Cloud Competitive Rates and References Engaged Oracle Territory Sales Reps and BDMs Focus on JDE Business Development Templates and Accelerators for SMB market Invest on people development Invest on OVIs


Be Informed, Stay Connected

Manuel Neyra - JD Edwards Business Development Sr Director

[email protected]

Walter Calvo - JD Edwards Business Development LAD

[email protected]

Claudia Mucarzel - JD Edwards Principal Product Manager

[email protected]

mailto:[email protected]




BE INFORMED, STAY CONNECTED

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Questions & Answers

1. Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 2 Partnering for Success in...

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Transcript of 1. Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 2 Partnering for Success in...