Life Sciences Dennis Constantinou Sr. Director Industry Marketing Oracle Life Sciences Mary Arbelaez Sr. Business Development Oracle Technology

Agenda  Business Opportunity  Why Partners are Important  Oracle in Life Sciences  Benefits of Partnering  Next Steps

Business Opportunity New Science Novel, riskier disease classes Information explosion needs to be turned into knowledge Focus on future business New Science Novel, riskier disease classes Information explosion needs to be turned into knowledge Focus on future business Regulatory Demands Increasing patient safety concerns Privacy (HIPAA) CFR 21 part 11 Financial Regulatory Demands Increasing patient safety concerns Privacy (HIPAA) CFR 21 part 11 Financial Increasing Competition Future of Blockbusters? Challenge to recoup development costs Race to market for new drugs Consolidation & mergers Increasing Competition Future of Blockbusters? Challenge to recoup development costs Race to market for new drugs Consolidation & mergers Innovation RiskProfitability

Why partners are important to Oracle  Critical Industry-Specific Functionality  Industry Skills and Thought Leadership  Penetration of Key Industry Segments  Expand Industry Footprint

Oracle in Life Sciences  25+ years experience – Pharma companies have been early adopters of Oracle – Oracle runs the world’s three largest genome databases – 12 of the Top 20 Pharmaceutical Companies use Oracle Clinical  “De facto standard” for database management – 80 + % market share in Pharmaceuticals – 10g is the life sciences technology platform – 18 of the Top 20 Pharmaceutical Companies use Oracle Database  Most extensive ‘vertical’ product line – The most extensive footprint in the industry  Rapid growth in applications business “Oracle provides the foundation for more major vendors’ software and instruments than any other company.” Bio-IT World 2004

Oracle Life Sciences Increasing momentum time Vertical Focus Life Sciences Strategy formally announced Oracle 10g Technology Platform for Life Sciences released PDF based Remote Data Capture tool released New Drug Safety Application 21CFR part 11 Electronic Record Functionality for Oracle Manufacturing New Clinical Data Repository Product New Product Lifecycle Management Application New Trials Management Product

 Accelerate and Optimize the Discovery Pipeline  Improve Operational Efficiencies and Outcomes in Clinical Trial Management  Reduce Risk via Process Validation and Compliance  Increase Marketing and Sales Effectiveness Key Objectives for the Value Chain Target ID Drug Discovery Drug Development Pre-Clinical, Clinical Trials Manufacturing QA/QC Sales Marketing Distribution

Applications

Oracle Information Architecture Provides a single source of truth that contains the right information, at the right time, using the right communication method and level of detail to support taking action or making a decision, without requiring or storing more data than needed.

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

Role of ISV Partners  Provide unique Life Sciences solutions to promote industry growth  Leverage Oracle Technology Platform  Deliver value-add solutions to meet customer requirements

Development Resources  Design reviews and migration assistance from PTS – Testing and performance tuning – RAC scalability labs – Best practices  Embedded Installation Kit – Single CD – One-click / Silent Installation – e or 10g – Available on OPN.oracle.com  Life Sciences Training Roadmaps – Biweekly eseminars on OTN – Oracle Life Sciences User Group (OLSUG) workshops

Lower Total Cost Pricing advantage – Offer a highly scalable enterprise level solution to academic and small pharma / biotech market License Types:  Full Use Distribution Agreement – 20% discount off Oracle list price  Application Specific Full Use – 40% discount off Oracle list price  Embedded License – 90% discount on SE / 5% of your list price – 80% discount on EE / 10% of your list price

Go To Market with Oracle  Strategic Life Sciences partners receive: – Solution highlighted on oracle.com – Joint collateral for industry events – Joint eseminar to customers and Oracle field sales – Connect with Oracle field sales for top customers  Participate as a Strategic Industry Partner: – Develop product roadmap for support of Oracle 10g – Joint customer reference or case study – Update Solutions Catalog profile

Industries Go-to-Market Alignment Marketing Sales & Consulting Development Dennis Constantinou Sr. Director, Life Sciences Marketing Sonny Singh GVP NAS Industries Ruediger Dorn LS Industry EMEA Sales Michele Becci LS Industry Application Sales Vijay Pillai LS Industry NAS Neil Graham APAC Industry Sales Charlie Berger LS Platform Development Keith Howells VP Development Oracle Clinical Doug Souza VP Dev Mfg Industries Mary Arbelaez LS Partner Technical Services Hirotaka Muraoka LS Industry Japan Manish Modi VP Dev Mfg / Med Device Penny Lei HTB Business Development

How to engage with PTS  Step 1: Become an Oracle Partner  Step 2: – Contact your sales representative: Embedded, Oracle Direct or Field OR – Contact the OPN Interaction Center 

Next Steps  Join OPN; Upgrade to Certified Partner –  Become a Strategic LS Initiative partner – Joint customer wins for references – Production support of 10g on development plans  Update your profile in Solution Catalog  OPN logo on your company website  Join OLSUG –

Tomorrow  Attend Additional Workshops – TEC8: Oracle and Windows, 8:00 am – TEC9: Developing an Oracle Solution, 9:00 am  Attend Partner Roundtables - Wed. at 10:00 am – Table 10: ISV Roadmap for Life Sciences – Table 05: Migrating to Oracle: The Value, The Cost – Table 12: Technical Services for Partners

Additional Useful Sites  – White papers, FAQs, Install/config guides, software downloads, discussion forums  – Oracle’s history, experience and strategy for 18 industry sectors.  – Oracle’s partner resale and referral initiatives FAQs and registration.  – Course catalog, online library, self-study CD-ROM, training locations