1. Engaging Oracle Working Group Andy Seferta (Partner) Ross Weaver (Partner) Mike Thompson (Oracle) Margaret Shawcross (Oracle) Version 2.0 - 29 th November 2012

2. Agenda Objective Needs Effective Engagement –Partner/Oracle Economy –Characteristics –Engaging ORACLE Assumptions Actions

3. Objective Any partner (regardless of business focus) appropriately engages with Oracle through a shared interest i.e. win : win

4. Needs Partner needs from Oracle Oracle needs from Partner Easy to do business withBe clear on what you need Quick to respondFocus on specializations Proactive engagementEarly engagement Understand partner’s specific interests Escalate appropriately

5. Effective Engagement

6. Partner/Oracle Economy Revenue Streams Business Process Outsourcing Advisory & Management Consulting Product Re-sell Implementation Consulting Education & Training Packaged Applications Integration Bespoke Development & Technologies Support & Managed Service Hosting Cloud

7. Characteristics Revenue StreamsCharacteristics Business Process Outsourcing (BPO)BPO Services Advisory & Management ConsultingConsulting Services Product Re-sell Software – Applications Software – Middleware Software – Technology Hardware VAD Implementation ConsultingConsulting Services Education & TrainingEducation Services & Courses Packaged ApplicationsPre-Sales Expert Help IntegrationPre-Sales Expert Help Bespoke Development & TechnologiesPre-Sales Expert Help Support & Managed ServicePre-Sales Technical Support HostingHosting Options CloudLicence Models Public Cloud

8. Assumptions Stakeholder map agreed between partner and Oracle – aids interactions and engagement. Partner and Oracle are able to articulate needs in each others language – avoid internal / local terminology and acronymns. Engaging wider partner community is supported and facilitated by UKOUG & Oracle. New 2012 Oracle alliance partner model utilised as appropriate for each partner. Keep it simple for engagement – businesses nd market change constantly...

9. Actions Completed: Communicate and agree principle with UKOUG Partner Forum Committee Develop Effective Engagement Approach (ruled out more complex methods to keep simple and practical) Consider how to leverage wider UKOUG partner community Agree mechanism for communicating to partners Mike Thompson agreed as point of contact for partners if other routes for engagement aren’t there Ongoing: Promote Oracle SIG liaisons across partner community Ensure appropriate awareness of engaging Oracle Partner Business Centre