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

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

4. 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)

5. 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

6. 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

7. 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

8. 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

9. Partner Strategy

10. Oracle FY05 Priorities
Industries
Mid-Market
ISVs

11. 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

12. 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

13. 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.

14. 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

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

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

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

18. 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

19. 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

20. Q
&
Q U E S T I O N S
A N S W E R S A