Oracle Corporation Ellen Minter Mauro Pastormerlo Vice President Global Industry Strategy & Marketing and Mauro Pastormerlo Global Industry Partner Strategy Oracle Corporation

Agenda Oracle’s Industry Strategy Industries Go-to-Market Approach Global Industry Communities Oracle in Industries Oracle Partner Strategy Why Oracle? Next Steps

Oracle Industry Strategy Focus on: Industries where we can be #1 or #2 Industries with market share, market size and revenue potential Industries undergoing transformation or where IT is a competitive advantage Industry fit to Oracle footprint Industries with strategic importance to Oracle Industry characteristics (adoption rates)

Oracle Industries: Aerospace & Defense Automotive Communications Consumer Products Chemicals Education & Research Engineering & Construction Financial Services Healthcare High Technology Industrial Manufacturing Life Sciences Media & Entertainment Natural Resources Oil & Gas Professional Services Public Sector Retail Travel & Transportation Utilities

Industries Go-to-Market Alignment Sales & Consulting Marketing Development Alliances Ellen Minter VP Industry Strategy & Marketing John Wookey SVP Development Kevin Fitzgerald SVP GEH Sales Juan Rada SVP EMEA Industry Sales Bronwyn Hastings VP Alliances Mauro Pastormerlo VP Industry Partner Strategy Randy Runk SVP Strategic Accounts NAS Peter Burridge VP APAC Industry Sales Steven Miranda VP Development Sonny Singh GVP NAS Industries Eric Brenner VP LAD Industries Don Klaiss SVP Dev Mfg Industries Mark Keever GVP Industry Solutions

Global Industry Communities Align industry expertise across LOB’s and geographies to create: Global Industry Community Define industry strategy, execution plan, drivers, spearheads, messaging, opportunities and focus Community: Marketing, Development, Sales, IBU, Alliances and Consulting

Oracle in Industries 24 of the worlds top 25 financial institutions run Oracle Oracle runs the world’s three largest genome databases Over 2000 governments around the world run Oracle All 22 agencies that comprise the Department of Homeland Security run Oracle All of the global 500 communications companies run Oracle 3 of the top 5 most profitable Fortune 100 communications companies run the Oracle e-Business Suite All of the Global 500 airlines run Oracle 5 of the top 10 Global retailers run Oracle The top 20 Global 500 oil & gas companies run Oracle Over 3600 educational institutions worldwide run on Oracle

Partner Strategy

Oracle FY05 Priorities Industries Mid-Market ISVs

Industry Specific Applications are Critical “CIOs are increasingly looking for solutions that specifically address their unique industry pain points. The best and perhaps only way for solution providers to fully meet those demands is to partner.” - Scott Tiazkun Program Manager, Verticals Research Group “Solution providers report that opportunities are widespread for those who are willing to be creative and find ways to translate technology into concrete ROI for vertical-market customers.” - VAR Business June 8, 2004

Partners are Critical to Vertical Markets Banking Healthcare Discrete Mfg. Communications Retail Transportation Source: Blended Averages of leading industry research and Oracle Alliances analysis Total Addressable Market (Oracle Apps & Tech) Industry Specific Apps Other Software

Why partners are important to Oracle Critical Industry-Specific Functionality Industry Skills and Thought Leadership Penetration of Key Sub-Verticals Expand Industry Footprint Critical Industry-Specific Functionality For instance, core banking in financial services, hazardous material compliance in the chemical industry, direct store delivery (DSD) in consumer products, and POS systems in Retail. Industry Skills and Prominence Oracle in a leading name in IT and database, but when clients think “mission critical industry solutions” it is our ISV partners that come to mind. Penetration of Key Sub-Verticals Industry-specific applications extend much further than top level industry like process manufacturing. You can dive into consumer goods, then to non-durable goods, to food, to softdrinks. Expand footprint No company can offer the entire solution footprint. Partnering is a win-win for partners.

Why partner with Oracle? World Class Brand Large Installed Base Global Marketing & Sales Organization Increased Focus on ISV Partners and Vertical Markets Award Winning Partner Program

Why Build on Oracle? Global Technology Campaigns Grid, Linux Leading Technology Platforms 10g and 10gAS Application Enhancements Oracle E-Business Suite 11.i.10

Partner Enablement Value Proposition Product adoption Product readiness Sales readiness Technical engagement Sales Engagement Partner Technical Services (PTS) Support PDF Funding

Partner Go to Market Value Proposition Joint Marketing Activities Market Development Funds (MDF) Sales Engagement

Next Steps Engage in ISV Forum Industry Track ISV Roadmap for Healthcare ISV Roadmap for Homeland Security Solutions ISV Roadmap for Retail Partnering to Win in Public Sector ISV Roadmap for Life Sciences Healthcare Transaction Base (HTB) ISV Roadmap for Financial Services

Next Steps Increase OPN membership level to “Certified” or “Certified Advantage” Take advantage of Oracle PartnerNetwork Visit Oracle.com Industry Pages Learn More about Oracle Industry Product Footprints and Spearheads

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