Sales Playbook for Partners

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 on March 1, 2009

This playbook is to help you understand:

How Haley complements Oracle Enterprise Policy Automation How to engage with Haley productsHow to build sales and implementation readinessHow to position other products into your deal and sell moreGrowth 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 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.

Confidential InformationThe information contained in these slides is intended for Oracle

PartnerNetwork member use only. The information contained herein 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 an authorized Oracle partner.

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Contents

• Overview

• Strategic Rationale

• Value Proposition

• Target Market & Sales Plays

• Partner Value Proposition & Resources

• Drill 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 with

deep domain and industry expertise• Unique, patented technology empowers business users to translate legislation and policy

into executable policies using natural language• Customers include some of the world’s largest government agencies and Global 1,000

financial services and insurance companies• Private company, headquartered in Sydney, Australia

• Complex operating environment is driving investment in Enterprise Policy Automation (EPA)

• Constant change in policy due to demographic shifts and budget pressures require flexible 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 key legislated and regulated industries

• Social services and governments agencies can improve their operational capability to tie outcomes and constituent satisfaction back to policies

• Financial services companies can bring products to market faster, avoid fraud, and enhance 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 a proven EPA leader

Oracle | Haley’s mission is to “Optimize Enterprise Policy Automation” (EPA)

Customers include the world’s largest government agencies and global 1,000 financial services, insurance and commercial customersConsistently recognized as a leader by industry analystsCustomers and revenue from across North America, EMEA, Asia-Pacific, and AustraliaPatented technology automates legislation and policy using natural language rather than programming language, with multiple languages already supportedDesigned for rapid creation of industry content that can be easily configured for an organization's unique requirementsStandard, pre-built integrations with leading enterprise application vendors

Government agencies use Haley to serve tens of millions of citizensTier 1 commercial banks use Haley to serve millions of customersGlobal insurers use Haley to automate tens of thousands of daily claims transactionsDynamic self-service applications and high-volume enterprise automation based on complex policy and legislation

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Contents

• Overview





• Drill 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 the pressure from customers and citizens to prove compliance with policies and standards

Budgetary pressures forceefficiencies

Costly IT projects and resource-intensive call centers are expected to innovate, and deliver more with less

Accountability requires transparency

Security, geopolitical and financial events drive frequent legislative changes and high expectations of enforcement

Making accurate and consistent decisions is difficult when finely targeted policies are needed 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, Immigration and Tax)

Other Heavily Regulated Industries

Financial Services and Insurance

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

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EPA and Oracle Applications

…completes Oracle’s ability to provide Public Sector solutions…

Social Services opportunitiesRevenue and Tax agenciesImmigration and Border

agencies

…provides additional opportunities with Oracle in…

Financial Services market for loan 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, high performance deployment

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

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

• Policy isomorphism providing confidence in and visibility of policies

• In-built simulation and scenario modelling gives capacity to analyse and test policy outcomes

• Detailed determination reporting documents how conclusions 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 Temporal

Reasoning 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 deliver ALL of

the following:

Policy Isomorphism – rapid transformation of business documents into executable policies

Dynamic Interactive Interviews – automatically generated from policy documents

Detailed Determination Reporting

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 of decisions than span multiple versions of policies and

customer circumstances

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Contents

• Overview





• Drill Down


• Reference Cases

• Next Steps

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Who’s Buying Enterprise Policy Automation?

Financial Services and Insurance

Social Services/Public Sector Other Industries

• Tier 1 retail banks serving millions of customers

• Investment banks• Health insurance,

including Tier 1 US insurers

• Diverse spread including:

• Global FMCG• Online retail• Precision

manufacturing

• Tens of millions of citizens served

• National, state and local government agencies

• Human and social services, taxation, immigration, grants, defense

• Over 115 customers world-wide

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Key Industry Pain Points Drive Need for Enterprise Policy Automation (EPA)

OtherFinancial Services and

InsuranceSocial Services/

Public Sector

• Allow business users to define new products and services

• Demonstrate compliance with regulations

• Monitor, detect and report potential breaches

• Monitor traders and advisors and claimants or potential breaches through regular reporting

• Increase self-service capabilities to reduce call center volume

• Optimize complex underwriting and claims adjustment processes

• Deliver cost-effective citizen self-service capabilities

• Determine eligibility in complex legislative environments

• Ability to evolve with changing regulations

• Enforce consistent decision making

• Accelerate IT projects to enable timely delivery of new policy, quickly and accurately

Key

Indu

stry

Req

uire

men

ts

• Perform complex quotation and price adjustments

• Field support of sales staff via mobile device policy automation

• Define allowable product bundling and discounts

• Optimize operations for transport planning

• Identify customer cross and 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, inflexible legacy systems that need to be upgraded to newer COTS platforms for cost consolidation, 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 OwnerC-Level Suite

Chief Executive Officer

Commissioner

Agency Head / COO

Chief Elected Official

Chief Information Officer Functional Head

• Do you wish to lower your cost of policy automation and increase your effectiveness?

• Do you want to increase the flexibility of adopting new policies against complex business processes?

Do you want to enable Citizens or Users with how and why decisions have been made?

SAMPLE

QUESTIONS

• Do you want to ensure that your policy aims are clearly and correctly expressed within your system?

• Do you want to minimize loopholes?

• Do you wish to implement policies across multiple programs while maintaining compliance against legal mandates?

• Do you want to decrease the risk of implementing systems to meet new business requirements?

• Do you want to deliver these systems on-time?

• Do you want to decrease the overall ownership cost of your policy automation system?

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Key Plays

Public Sector

Industry Customer Need Lead With…

Social ServicesBenefit Determination

Revenue / TaxTaxpayer Service

ImmigrationVisa/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 Policy Automation

= Enterprise Taxation Management

EPA

ETM

EPA

EPA

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Key Plays

CRM Horizontal


Scoring of Prospects,Quick Quotes for Groups

Call Center “self service”Problem solving/diagnosis

Household Detection forUCM

Validating Sales ProcessAnd Methodology

Complex validations

EPA


EPA

Siebel Apps

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Key Plays

FS / Insurance


Underwriting Decision

Complex / Regulated Product Configurations

Claims Benefits/ 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





• Drill 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 Haley’s 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 govern trading, 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 OPN

Program to discover OPN’s benefits and resources.

2. Enter a Knowledge Zone: product info, social networks, & more.Example: Industries > Public Sector

3. If you have questions, Contact OPN.

Login to access:

4. Pricing, training & sales tools via the Siebel Product Focus 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 infoSocial networksCollaboration

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OPN’s Engage with Oracle page contains Product Focus Areas (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 Learning

Path• Sales & Pre Sales

Training• 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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OPN’s Engage with Oracle page provides access to Industry areas with specialized industry content and resources

Enroll based on your market focus

1. Financial Services2. Insurance3. Public Sector4. Tax

Target Industries OPN Industry Focus Areas: Partner Resources

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Build a full picture of Oracle solutions for your target market:

2 4

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Grow with OracleDevelop new sales plays

Extend footprint in your accounts

Better serve your customer needs

Contribute to increased customer ROI and satisfaction

Revenue Boosters1. Offer complementary

products: develop enablement through OPN Focus Areas and Initiatives

2. Position Oracle Database and Middleware in your deals and earn more

3. Check out the OPN Events Calendar: attend partner events to rapidly build competency

As an OPN partner, you have tremendous growth opportunityExplore how you can extend your offering and drive new revenue streamsJoin Focus Areas to get enabled on Oracle products and develop sales readiness

Next StepsHow Can I Grow My Business?

2a

2b

3

1

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Sales, Pre-Sales, Implementation Enablement

Guided Learning Paths

Oracle Policy Automation Boot CampsApril 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 be downloaded and presented to your customers

Sales cheat sheet, elevator pitch, collateral, demo

Build Sales & Implementation Readiness

Solution Kits

Recommended and required training

By job role or product focus area

Pre-assessments and personalized paths

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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 Sectorhttp://www.oracle.com/haley

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

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Contents

• Overview





• Drill Down


• Reference Cases

• Next Steps

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• Dramatically improves time-to-market for changes to policies

• Simplifies development and maintenance

• Ensures accuracy and consistency in complex decisions and determinations

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

policy on customers and citizens through “what if” scenarios

• Provides full audit-trail capability

Detail - Enterprise Policy Automation

Policy Documents

Modeling

Enforcement

Deployment

Assessment

Opt

imiz

atio

n

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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

Oracle Policy Automation Connector for Siebel

Oracle Policy Automation 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

• Oracle’s ERP and Siebel CRM applications are the leading front and back office solutions for public sector

• Oracle | Haley’s Determinations Engine is unique in its capabilities for SocialServices

• 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 Oracle’s social services solution

Social Services ExampleCombination Creates Leading Solution

Oracle’s Siebel CRMMulti Channel

Case Management

Haley’sEligibility

Policies, Laws

Circumstances etc

Oracle’s ERPPayments

AR/AP

Citizens

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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 cases

2 Deploy

• Deliver self-service eligibility answers for benefit recipients

• Automate calculations for complex payments

4 Assess

• Report on the impact of existing policies

• Analyze effect of new benefits on citizens

3 Enforce

• Deliver consistency across all locations and channels

• Track causes of over and under payments

5 Optimize

• Create social policy recommendations to improve outcomes

• Update policies as new legislation passes

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Social Services ExampleComplementary Social Services Solution

Oracle for Social ServicesSiebel Call Center, Self Service

Labor Child Support Child Welfare IntegratedEligibility

Oracle Analytic Dashboards

Siebel Program Modules

Labor Child Support

Child Welfare

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 a world class social services solution

• 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 service

provider booking and referrals

• Benefit program specific functionality built on a proven enterprise COTS platform

• Rich analytics to measure program performance

• Closed loop analysis tying outcomes back to policy

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EPA and Haley vs. Oracle Business Rules

• Oracle Business Rules is integrated within Oracle Fusion Middleware and is the strategic Business Rules engine in Oracle’s Fusion Applications

• EPA and Haley are intended to address policy automation using natural language, creation of policies from regulatory requirements, etc.

• Oracle EPA should not to be positioned as a general purpose or standalone rules engine

• For general purpose business rules, especially when modeled by developers or LOB, customers can leverage Oracle Business Rules within Oracle Fusion Middleware

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Contents

• Overview





• Drill Down


• Reference Cases

• Next Steps

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ITOracle | Haley Customer OverviewFinancial Services

and InsuranceGovernment 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)

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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 metricsWhy 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

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Australian Immigration Department Gains Client Visibility

Challenges• Improve openness and accountability• Deliver a unified and accurate internal view

of all client dealings• Streamline overlapping processes and

deliver global consistencyResults• Visa applicants can now test eligibility

against 57 visa classes through self-service• 98% of call center visa inquiries are now

handled through self-service• 1,500 policies automated for over 750,000

annual visa applications, delivering consistency for 7,000 global staff

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Contents

• Overview





• Drill Down


• Reference Cases

• Next Steps

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Next StepsCapitalizing on the Opportunity

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Invite customers or prospects to attend a live Oracle event or webcast

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Join a Boot Camp to build sales and implementation readinessIncludes content for sales, pre-sales staff, and implementersApril 16-17 (Reading, UK) / April 20-21 (Reston, VA USA)More dates/online options on OPN’s Haley page

Use OPN to enable your organizationHaley resources in the Siebel Product Focus AreaIndustry Initiatives: Financial Services, Insurance, Public Sector,

TaxPosition complementary products into your deals: Oracle

Enterprise Taxation Manger, E-Business Suite, PeopleSoft, JD Edwards, Siebel Apps, Oracle Database and Middleware

Available from OPN’s Siebel Focus Area > Haley pageAttend a Product Demo Webcast

Sales Playbook for Partners

Documents

Transcript of Sales Playbook for Partners