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Why Oracle? Why Now? Dale Weideling

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1 Why Oracle? Why Now? Dale Weideling
Vice President, VAR/VAD Technology Sales North America Technology Channels Dale Weideling, Vice-President, VAR/VAD Technology Sales Welcome to Washington and thanks for making time for me Talk to you today about how Oracle is expanding the IT market opportunity and how you can play Focus in today’s session: Innovation Opportunity Ease of Doing Business

2 <Insert Picture Here>
Why Oracle? <Insert Picture Here> Market Leading Products + Best of Breed Acquisitions = Increased Value for Customers The Most Complete Solutions Increased Opportunity for Partners Opportunities Across the Market Oracle has combined our market leading producs with Best of Breed acquisitions to: Strengthen our product offerings Accelerate innovation Meet customer demand more rapidly Which creates Expand opportunity for our partners At same time, we’ll spend $3 billion on R&D this year Net result is stronger company with a more complete offering at every solution layer, from the database through the application layer

3 Customers:”Out of the box” Integrated Solutions
Complete Breadth of technology Database, Middleware, Apps Marketing leading functionality Open Standards-based products Extensible – you can build on it Integrated Unified product stack “App to Disc” Applications Middleware Database Oracle’s strategy is all about: Complete, Open, Integrated Customers want their entire IT environment to work together, out of the box Oracle will be first company that can actually do that, from the applications to the disk Tested, pre-configured, secure, and optimized A great example is our Exadata data warehouse partnership with HP. By working closely with HP we’ve developed an optimized data warehouse hardware/software combination that achieves 10 times the data query performance of traditional data warehouse configurations While other companies are stepping back and retrenching . Oracle continues to Power Through the current economic environment , providing our customers with New, and better integrated products and solutions Which means more sales opportunities for our partners Infrastructure

4 58 Oracle Acquisitions: FY’05 - Present
APPLICATIONS TECHNOLOGY Enterprise Deals Manufacturing Industries Retail Industry Comms Industry Banking Industry Utilities Industry Insurance Industry Project Portfolio Mgmt Cross Industries Enterprise Deals Performance Management Identity Management Content Management Middleware Management Database Systems Management * * We’ve always been the market leader in database, but we continue to enhance our product set through innovation and acquisition The goal of our acquisition strategy was to become #1 supplier of software solutions: More industries More product areas More geographies We believe we have achieved that goal Since 2004 we’ve had 58 acquisitions Where there is an appropriate fit, Oracle will continue to acquire leaders in the software industry. * * *Transaction has not closed yet.

5 Oracle Fusion Middleware
Applications Middleware Database We still lead the Database market, hands down, but we now have marketing leadership in middleware as well: Oracle Fusion Middleware is a complete, open and integrated suite middleware with Best of breed solutions In addition to development and management tools It includes solutions for Business Intelligence, Enterprise 2.0, Security, and SOA Infrastructure 5 5

6 Analyst Recognized Leadership
Leader in 16 Forrester Waves Composite App Infrastructure New Systematic Applications Backend Integration Projects Enterprise Application Server Horizontal Portal Products Business Intelligence Platforms Corporate Performance Mgmt. Web Access Management User Provisioning From Gartner to Forester, The industry analysts have recognized our leadership in middleware Burton Group “Short List” 6 6

7 Customer Growth & Product Strategy Business Intel & Publishing
80,000+ Application Grid Business Intel & Publishing Enterprise 2.0 & BPM SOA Suite BPEL Process Manager Development Tools Content Management Identity Management Even though Fusion Middleware products have been around Oracle for some time, this is our fastest-growing segment As we acquire these customers, we expand the Oracle economy and introduce more customers to Oracle technology We all know acquiring new customers is expensive For our partners these customer acquisitions represent increased opportunity to provide more solutions to their existing customers And more cross sell and upsell opportunity. Of course, it also means additional ways to get in the door of new customers Application Server 7 7

8 Oracle Fusion Middleware 11gR1 Oracle’s Most Important Release – Ever
Brand New Release of Fusion MW Suite Brings together Oracle & BEA Functionality Significant New Product Functionality 2,900+ new features Best of Breed Products – expands New Sales opportunities Seamless Suite Integration – drives Cross-Sell opportunities Combination of products – drives Consolidation opportunities We’ve just released 11gR1 which brings together the Oracle and BEA product functionality We also added over 2,900 new features If you have not looked at our Fusion middleware products now is a perfect time 8 8

9 *Source: Gartner Group
Oracle Database 11g Lowers IT Cost World’s #1 Relational Database 235,000 Customers 48.6% RDBMS market share * Comprehensive security Higher availability Easier to manage Lower cost of ownership Of course we continue to invest in the Oracle Database family as well to maintain our #1 market position. Oracle database 11g provides customers with Comprehensive security Higher availabilty And easier management All at a lower cost of ownership *Source: Gartner Group

10 Right Products for Mid-Market
Oracle Database 11g easy to: Install Develop Manage Streamlined SMB Package One CD for Windows One CD for Linux We’ve also invested in in products for the SMB space Oracle Standard Edition one offers the power of the ORCL database in a streamlined package that is easy to install and manage, priced for the SMB market. As customers growth and demand more features they can easily migrate to Standard or Enterprise Edition without impacting their applications.

11 Oracle’s Strategy Drives Growth in a Challenging Economy
Oracle strategy paying off in down economy FY09 earnings up 3% Profit up 11% Q4 quarterly cash dividend Partner sales continue to grow Our strategy is working In FY09 which ended in May, Oracle: Continued to drive higher revenue and profit Declared or first ever dividend in Q4 And our partners grew along with us, experiencing positive year over year growth in our technology resale business

12 Partnering Priorities for FY10
Specialization: Fusion Middleware “Pillars” App Server, Portal, SOA, BI, Content Management, Security Specialization: Grid Computing Modernization, server consolidation, high availability, virtualization Market Coverage: Aligning Resources to You Emerging Market segmented sales support resources National Accounts “Geo” reps Enterprise “Cover the subs” Vertical expertise We’ve specialized our sales force We are integrating partners with expertise in our Fusion Middleware “pillars” into the sales teams to create new license sales opportunities and services for our partners If you have expertise in application servers, portals , content management, SOA, Business Intelligence or Security we’d like to talk to you about becoming an ORCL partner. Or adding additional solutions to your practice The same for partners who are focused on platform modernization. If you ‘re in the server and storage infrastructure business we’d like to talk to you about how adding ORCL to your business can strengthen your value prop to customers and grow your revenue And of course, partners provide market reach for us. Whether you focus on SMB or Enterprise accounts, we have resources aligned to work with you

13 Partner Sales Support Open Market Model
Our commercial sales organization is segmented into Enterprise, National Accounts and Emerging Market Emerging market is a new focused segment for us. We’ve invested in a small team of sales resources that is looking for partners focused on that space to team with. Our Open Market Model allows partners to register resale opportunities across all of these segments, including our Enterprise accounts which is new for this year. Registering opportunities insures cooperation from our sales teams and allows us to better align resources to support you r sales efforts We have channel managers aligned to each segment who can help you with opportunities and alignment with our sales teams

14 Interested in becoming a partner?
From you can learn more and Sign up for the Oracle Partner Network If you are already an OPN member, this is your starting point for product information, sales kits and enablement

15 Remarketer Program New zero barrier to entry program enables SMB sales
QuickStart Partner Certified Partner Certified Advantage Partner Annual Membership Fee $0 $300 $1995 $1995 $1995 Partner’s Benefits -- Oracle’s Commitment Remarketer Program New class of Oracle reseller, not directly affiliated with Oracle No OPN Fees/No OPN benefits Able to resell Oracle SE1/SE products Standard Terms, Conditions & Pricing Remarketers leverage VAD for all support, training, etc. QuickStart program Access to limited OPN benefits and products Full OPN Membership Full access to all resources and resale for Tech products We offer three ways to get started The Remarketer program allows you to resell a limited set of products without joining OPN. No fees, no contracts Quick Start program provides limited access to benefits and products OPN Membership provides full access to benefits and resale of all technology products as well as the opportunity to achieve Certified and Certified Advantage status

16 How do I get trained? OPN Competency Center
Start by taking a pre-assessment and build a customized Guided Learning Path Save your Guided Learning Paths as projects and work on them over time View and manage your complete Oracle training history Collaborate by sharing your opinion on content Access Solution Kit materials available on OPN Once you are a member, how do you get enabled? Last fall we announce Enablement 2.0 at Oracle World. Enablement 2.0 offers comprehensive enablement resources, from online self study to live boot camps. The OPN Competency Center is the starting point to develop your enablement plan and build customize guided learning paths based on your needs and focus areas

17 Profile of a Successful ORCL SI/VAR
Solution focused Balanced resale of software, services and/or hardware Establishes “brand” with local Oracle sales teams Engages the resources available

18 Scott Walker CEO Ironworks

19 Oracle 8/18/09 Channel Meeting
August 18, 2009

20 Who is Ironworks? Ironworks is a project-based consulting company with one mission – never fail a client . We measure our success by the success of our clients.

21 Why Ironworks? The “Right Size” Experienced Resources
We are large enough to provide depth, experience and expertise, yet small enough to provide the intimacy and agility to be responsive to your needs. Experienced Resources Our teams include senior, experienced program managers, designers, information architects, developers, and engineers – we don’t sell with the “A” team, then staff the job with the “B” team. Integrated Strategy, Design and Development This integration means that our strategies are practical, our applications are highly usable, and our technical solutions are expandable and maintainable.

22 WEB SOLUTIONS (Fusion E2.0)
Our Service Offerings BUSINESS CONSULTING WEB SOLUTIONS (Fusion E2.0) SYSTEM INTEGRATION (Fusion SOA) Program Management Office IT Strategy and Roadmap Vendor and Tool Selection Business Process Improvement Compliance Web Strategy Web Design and Usability Portals Enterprise Content Management Web Analytics E-Commerce Enterprise Search Application Management Service-Oriented Architecture (SOA) Strategy and Implementation Business Intelligence Application Integration

23 Representative Clients
Financial Services Healthcare Government Associations Mfg/Retail/Dist Other

24 How The Partnership Got Here
Evolution of Ironworks partnership expectations and model: Professional services vs. license sales/reselling “Going it alone” versus working with partners (> 5%, < 80%) Recognize it’s a two way street Lead and opportunity sharing is the bottom line Evolution of Ironworks and Oracle relationship: Enterprise Partnership – expansion of Oracle product stack Involvement of Ironworks in Oracle sales verification program: E20 (approved) and SOA (in process) Stellent Oracle Fusion Fuego BEA BEA Plumtree

25 Why is This Partnership Working?
Complementary missions and objectives – relationship “fit”: Help clients achieve business objectives through technology and services Expand client base and footprint within clients (licenses and services) – leverage our ability to go wider and deeper in accounts. Mutual executive commitment to success of relationship Strong working relationships between Oracle Account, Services, and Channel teams and Ironworks professionals Joint account relationships and joint account planning Alignment of our services capabilities to Oracle Product Stack Results Oracle has demonstrated by its actions and leads provided that they are committed to this partnership.



28 Summary and Actions Right time to do business with Oracle
Technology and industry leadership Cross-sell and upsell opportunities Ease of doing business Learn more about Doing Business with Oracle Visit Engage your VAD Visit the Oracle Booth


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