1. Oracle North America Applications Partnering Strategy FY’09 Oracle NAS Industrial/Automotive Partner Summit – March 10, 2009 Phil Regnault Vice President, Strategic Accounts Partner Business Development

2. 2 FY09 Oracle Partnering Model

3. 3 The Numbers Prove Oracle’s Commitment To A Partner-Centric Model In Our Applications Business $689,540,491 (29.5%) 265 (16%) 38 10

4. 4 Increase Focus On Initiative Based Revenue Drive Incremental Revenue With Partners FY06 FY07 FY10 FY08 FY09 Cosell/Resell$ Level 0 – Deal Driven (Momentum) Level I & II – Partner Service Offerings Level III – Strategic Co-Development Y% X%

5. 5 Market Maker Initiative Methodology Establishing a Common Lexicon Co-Development Momentum Revenue Partnering Based On Account Specific Situations Partner Developed Solution Example: extensions, integration, customizations etc Tactical Strategic Partner Service Solution Collateral based partner solution, value proposition, Must be specific to Oracle products Strategic joint Investment to develop unique industry & horizontal solutions HIGHLY DIFFERENTIATED & HIGHLY REPEATABLE “White Space” DIFFERENTIATED & REPEATABLE “Joint Targeted Go-to- Market around specific Partner Offerings” DEAL DRIVEN “Low Repeatability” Level III Level II Level I Level 0

6. 6 PHASE 1 IDENTIFY (Conceptual Alignment of Partners and Offerings) PHASE 2 COMMIT (Offering Documented and Stakeholders Agree) PHASE 3 PLAN (Build Solution Plan) PHASE 4 DEVELOP (Develop Solution Assets) PHASE 5 EXECUTE (Launch and Actively Selling Together) OFFERING STAGE Market Maker Initiative Methodology

7. 7 Market Maker Standardized Launch Kits Market Maker Template Red Banner To Sales Teams Solution Overview – 2 Pager GCM Marketing Code Joint Partner Webcast To Sales Teams Joint Client-Facing Deck Regularly Scheduled Cadence Calls Joint Launch Target Accounts Demo (If Applicable) All Collateral Posted on OIM

8. 8 Industry Prioritization Helps Organize Our Approach 1 = “Strategic” – Partners with $5M+ in co-sell potential AND a differentiated value proposition supported by a joint solution initiative 2 = “Watch List” – Partners with $1M+ co-sell potential AND exploring joint initiatives or driving compelling "self- managed" initiatives 3 = “Tactical” – all other Partners likely to have an impact in this industry

9. 9 Value-add / Influence Rating Scoring Key

10. 10 Oracle North America Software Sales Organization Commercial Applications John Boucher, SVP Public Sector Mark Johnson, SVP Apps & Tech Global Business Units Charles Phillips, President Strategic Accounts Applications Matt Mills, SVP Technology Organization : Tony Fernicola, SVP Keith Block, EVP

11. 11 Oracle North America Software Sales Organization Commercial Applications Public Sector Global Business Units Strategic Accounts Applications North America Technology CRM Apps ERP Apps EDGE Fusion Middleware & Technology Industry- Specific Applications EPM & BI Database

12. 12 Infrastructure Go To Market Partner Management Industry Solutions/Initiatives Executive Awareness Enablement Strategic SIs Growth Areas: AIA, GRC, PLM, EPM Best of Breed position Specialty Alliances Accelerate and OBA’s Recruitment (i.e. CRM On- Demand Apps Resellers 290 Top Accts + Verticals Industry Aligned Strategic Accounts Large Enterprises to Small and Medium Size companies Co-sell and Re-sell model Commercial AccountsPublic Sector Federal, State & Local Covering both Apps and Tech OPN Marketing Operations Enablement Partner Management Group, Partner Interaction, Programs, and Policies Systems, Finance, M&A Product, Industry, Sales / Pre-Sales / Implementation, Prof. Development Demand Generation, Initiatives & Programs, Events, Self-Service Resources Oracle North America Software Sales Organization

13. 13 North America Field Sales Panel Bob Barrett – VP, NASA M&D CRM Cindy Bolt – GVP, NASA Edge Strategy Duane Cologne – VP, NASA M&D ERP John Schweitzer – RVP, Commercial EPM Sean Smith – RM, Commercial ERP

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