Partnering for Success:Oracle’s Strategy

Rauline OchsOracle Corporation

Group Vice PresidentNorth America Alliances and Channels

April 26, 2005

Business PropositionŸ >50% of H1FY05 global license revenue on partner paper

– 90,000+ deals per year with partners

Ÿ More than 50% of Oracle’s E-Business Suite On Demandimplementations are performed by partners

Ÿ 6,650 ISVs – up 13% H1– Migrating to full 10g stack– Plugging into Oracle applications

Ÿ 14,254 total partners – up 10% YTDŸ 11% worldwide partner community are Certified or

Certified Advantage Partners – up 28% Y o YŸ Five-Star rating from VARBusiness Magazine*

*March, 2005

Oracle’s recent experience withconsolidation…

#1 Applications Provider in North America (ERP,CRM, SCM, HR)

#1 Human Resources and Supply Chain ProviderGlobally

You’re the customer’s trustedbusiness advisor…

How are you helping yourcustomers deal with

consolidation in the industry?

Oracle’s Approach to a Complete Solution

Oracle E-BusinessSuite integrates

businesses, not justthe data or

applications

AccessAccess

Business IntegrationBusiness Integration

Application PlatformApplication Platform

SecurityEnterprise

Applications

LegacyLegacyApplicationsApplications

Partner/Supplier/Partner/Supplier/CustomerCustomerApplicationsApplications

Third PartyThird PartyMiddlewareMiddleware

•• SAPSAP•• SiebelSiebel•• MicrosoftMicrosoft

10g Infrastructure

EnterpriseEnterpriseBusinessBusiness

IntelligenceIntelligence

Oracle 10g Technology Platform:Connecting People, Process & Information

Employees

Customers Partners

Community

AccessAccess

Business IntegrationBusiness Integration

Business IntelligenceBusiness Intelligence

SecuritySecurity

Application PlatformApplication Platform

10g Technology10g TechnologyPlatformPlatform

Connecting People, Process,& Information

Ÿ Common View of InformationŸ More Flexible ProcessesŸ Improved Performance

ManagementŸ Secure Anywhere AccessŸ Faster IntegrationŸ Speed to Value at Lower Cost

The 10g Technology Platform

Maximizes Value Of Existing Investments

BusinessIntelligence

JDE

SAP

Web Services

Suppliers

PeopleSoft

Unified Access

E-BusinessSuite

Legacy

Standards based SOA

SOA Standards Participation

• 100% standards based

• Service Oriented Architecturekey to product strategy

• Products designed to supportentire SOA lifecycle

• Open standards enableinteroperability

• Work with customer’sexisting middlewareenvironment

• Interoperability with .NET

DevelopOrchestrate

Deploy

Secure

Access

Integrate

Manage

Analyze

Service Oriented Architecture lifecycle

Unparalleled Scalability:One Platform, Many Solutions

Oracle TechnologyOracle Technology

Cus

tom

er S

ize

Cus

tom

er S

ize

StandardEdition One

StandardEdition

EnterpriseEdition

Relationship Management

Ÿ Personalized content and services formultiple communities

Ÿ Integrated business processesŸ Shared portal infrastructureŸ Comprehensive security

"Oracle provides the strategic platform for ourWeb infrastructure--a platform we can build on."

John DunneDeputy Chief Technology Officer

Multiple communities, one infrastructure

Customers

Brokers

Providers

Employees

www.harvardpilgrim.org

What Customers Want…High-Touch, Low-Cost Solutions

Ÿ Buy solutions - not point technology– Especially for SMB customers

Ÿ Risk averse, looking for proven solutionsŸ Limited IT resources

– Require inexpensive, easy to own productsŸ Believe they have unique requirements

Source: AMR, Gartner, AMI, Oracle Interviews

Oracle Enables You to Provide these Solutions In a SeamlessOracle Enables You to Provide these Solutions In a SeamlessFashion to Your CustomersFashion to Your Customers

Partnering Opportunities

Ÿ Systems Integrators

Ÿ Software Implementors

Ÿ Independent SoftwareVendors

Win Morewith Oracle Innovative

Licensing Models Attractive Discounts Marketing, Sales,

& TechnicalResources

Channel Investments Paying Off“Oracle Wows Peoplesoft

Partners”CRN, February 2005

“Oracle is composing a channel-friendlytune, some partners say the databasegiant's delivery is music to their ears“

CRN, March 2005

"There's been a significant degree ofimprovement in Oracle's

responsiveness to us as a partner inthe past two years.”

Joe Seiley, Acucorp CRN,June 2004

What works for your business?

Co-Sell withCo-Sell withOracleOracle

Discount toPartner

LicenseRestrictions

Full-Use ResellFull-Use Resell

Application-Application-Specific ResellSpecific Resell

License Model

EmbeddedEmbedded

Oracle and Partnereach sell theirtechnology

No restrictions

Restricted use, sold by ISVwith its application

Restricted use, sold by ISVembedded in its application High Many

Low None

OPN: Business Framework for Success

CommunityPortalProgram

Interaction Centers

ŸSalesŸSupportŸTraining ŸMarketing

ŸAlliances & ChannelsŸConsultingŸDevelopmentŸGlobal Practices

Partner Connection

Open Market Model (Resale, Referral, Influence)

Next Steps

Ÿ For more information on Oracle Technology Network -ISV Tech Center go to:http://www.oracle.com/technology/isv

Ÿ For more information on Oracle PartnerNetwork goto: http://partner.oracle.com

Ÿ For more information on Oracle products go to:http://www.oracle.com/products

Ÿ To speak with an Oracle PartnerNetworkrepresentative, call +1 800-323-SELL (7455)