1. Industry Resources and Tools for CMU Communications, Media & Utilities Industry Business Unit

2. How to deal with a new account? 1.Account Planning Exercise! (e.g. TAS /Strategy). (NOT COVERED HERE) 2.What are key business challenges your customer is facing? What is the customer’s business environment? 3.What solutions and value proposition can I offer?

3. Oracle Insight Insight Supports All Stages Of the Sales Process

4. Major Insight Programs Packaged Insight (no need approval) Account Planning Document Customer Meeting/Value Assessment Discovery Tools Business Insight Tool/ROI Analyst Tool Business Process Snapshots Challenges, Capabilities & Value Siebel Architecture Kit Consultative Insight Engagement (need GVP approval) Industry Strategy Business Strategy IT Strategy

5. Send Insight Request http://insight.oraclecrop.com

6. Business Issues and Success factors identified in Insight map well to Communications Go to Markets (GTM’s) 1.Drive Customer Centric Business to maximize the value of every customer Improve the customer–service experience and focus on creating, selling, and servicing a portfolio of innovative offers that are appealing and competitive to maximize ARPU 2.Enable Next Generation Services for profitable revenue and growth Accelerate the creation, sale, fulfillment, billing, and delivery of convergent services, and reduce the related total cost of ownership; Empower providers to move beyond traditional communication services to deliver rich media content to every channel. 3.Transform Information Architecture to support next generation services Transform to integrated, standards-based solutions leading to lowered costs, agile, service oriented and real time based IT & Telecom Network architecture 4.Improve Compliance, Profitability & Control for sustained competitive advantage Ensure regulatory compliance and optimize financial and administration processes for the business and the network assets. Monitor and improve business performance in real time.

7. Intranet Portal for CMU IBU Communities Product Marketing for CMU References & Successful Stories Wiki Industries Professionals Communities Interaction Center (IPC mailing list)

8. Global Communications Community

9. Product Marketing for Communications

10. IBU Industry Content Over 40 solution decks from C, M & U industries aimed at Sales folks. Over 20 whitepapers specific to the CMU Comprehensive CMU Web Portal New Opt-in Mailing list

11. Community Knowledge Base - Wiki

12. References in Global

13. Community Interaction Center

14. Available Industry Selling Resources Analyst Reports Sales Oracle University / IBU CMU Industry Training Program IBU Industry Competitive Intelligence APAC Sales Consulting IBU CMU References Upsell Wheel IBU CMU Industry Team IBU Insight Team IBU Industry Content Global Competency Centre

15. Engagement with GBUs and other LOBs Positioning the end-to-end industry footprint to provide the vision to the customers Customer/SI perspective Point approach still feasible, E.g. billing is typically procured separately from Financials or HCM For larger deal, end-to-end solution can show a better value prop Example: large UK-based telco recently signed ULA for oracle products across Oracle LOBs

16. Types of Activities IBU participation in account planning for industry flavour Co-work with different GBUs and LOBs engagment IBU and sales consulting together in an engagement – strong combination of skills! Industry primer for new sales/SCs Tech day / App days speaker and content contributor Leverage global and region references Leverage development and strategy supports External events like 3GSM, openworld Briefings for SI partners on Industry specific solutions Funding for solution architect from sales (if justified by pipeline)