Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |

Big Data as a Service for B2B Applications

Mike Sabin, EVP & GM, Global Alliances & Partnerships, Dun & Bradstreet

Niraj Deo, Sr. Director, Product Management, Oracle Data Cloud

Moderator: Omar Tawakol, GVP & GM, Oracle Data Cloud

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – internal 2

A data licensing model where data is provided through a cloud service

For business applications and business users in marketing, sales, services, etc.

Data offerings include both anonymous and known profiles for smarter B2B and B2C business action

Oracle Data as a Service for Business - Defined

Pricing and offering tailored for cross-enterprise usage and adoption

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 3

Data Informing Smarter Action EverywhereOracle Data as a Service for Business

Data as a Service for Business

Platform as a Service

Infrastructure as a Service

Software as a ServiceData as a Service for Sales (NEW)Data as a Service for MarketingData as a Service for Social

Most Scale and Variety Data Portability and Connectivity Speed to Data Adoption and ROI

Transparent and Trusted

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |

Oracle Data as a Service for Sales

IMPORT NEW

ENRICH EXISTING

BI Cloud

Service Cloud

Data Ingestion/Compliance

Value Extraction/Aggregation Cross Functional Activation

Social Cloud

HCM Cloud

Data Feeds

Oracle Data as a Service

Sales Cloud

Marketing Cloud

CompaniesContacts

Social IdentitiesHierarchies

Competitors

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |

A data-driven business…What does it look like?

Questions…

• How do I qualify and prospect at scale? Marketing

BI/SRM

Sales

• What company should I target? • Who should I be talking to?

• Company profile info• Job functions• Name, email, etc.• Anonymous targeting data• Business data• Linked social handles• Competitive relationships• Company hierarchies

Data Needs…

• How do I bring in social data and insights into my BI tools?

• Commercial Reference Data • Aggregated and Individualized insights• Results and content from listening to Social

Media

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal 6

Oracle Sales Cloud Use Cases

Data StewardsDatabase enrichment, cleansing, validation

Data as a Service for Business Interface Adding new contacts within Oracle Sales Cloud

Import new B2B Contacts/Leads of

Matched Accounts

Sales RepresentativesNew account qualification, new contacts

Create new Accounts or Match existing

accounts against millions D&B companies

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal

Panel Discussion

Mike Sabin EVP & GM, Global Alliances & Partnerships, Dun & Bradstreet

Niraj DeoSr. Director, Product Management, Oracle Data Cloud

Omar TawakolGVP & GM, Oracle Data Cloud

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal 8

<Internal> Q&A• To Mike: Let’s start by setting some context, Mike, can you share some of the pain points and challenges you see in

the market today as it relates to access data for B2B businesses? • To Niraj: Niraj, so you have been intimately involved with the partnership between Oracle and Dun & Bradstreet,

how is this new offering unique in solving some of the challenges that Mike just covered? • To Mike, then Niraj: So both of you have emphasized the importance of being enterprise…can you both expand on

why you think this is a distinction and maybe share some use cases for how organizations may be using B2B data outside of sales?

• To Mike: Data quality is critical to driving ROI for your customers, what is D&B’s approach to completeness/accuracy of data? (Anchor privacy and permission question and share tactics used to maintain data quality)

• To Mike: Dun & Bradstreet has been in the data business for a long time. What are some trends that you are seeing in terms of data usage, or types of data that appeals to your buyers? (Showcasing D&B data sets, hidden insights)

• To Niraj: Niraj, reference data as a raw asset plays a very important role in qualification and prospecting, but how do you see reference data evolving to become an even more unique asset?

• To Mike: (for fun) Gartner predicts that by 2017, marketers will spend more on technology than IT – do you have any insight into which role or function is in higher demand?

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |

Evolution of Reference Data to Drive Business Advantage

Basic ReferenceData

e.g. email, DUNS#

Custom Contextual Insights

e.g. about my product/account

1

RAW AGGREGATED DERIVED

STATIC Insight Characteristic DYNAMIC

Unique Customer Intelligence

Social Reference Data

e.g. @ORCL, @jon, LNKD/jondoe

2

Reference Data Insights

e.g. # of followers, groups

3

4

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |

What does this look like for the customer?Accessing Data Today…

Mostly CSV, FTP based data

pickup

MDM, CDM, BI..

Data Standardization, normalization..

De-duping, matching etc.

Sales application

CRM Users

DATA PROVIDER ENGAGEMENTS -- DATA FLOW AND STAGING -- CONTENT PROCESSING -- MATCHING AND LINKAGES -- INTEGRATION, MAPPING -- SYNC AND UPDATES -- INLINE DELIVERY INTO APPS

1

2

3

4

Customer Service

Application

Marketing application

Marketing users

Customer Service Reps

Curated Data Sources

Social/web Data Sources

Curated Reference Data

Raw DataCollectors & Router

Big Data processing &

content analytics

CuratedInsights

Master Insights

Transaction Data

1 2Reference Data that’s mostly

static and needs to be accurate 3 4Insights that are mostly dynamic

and needs to be contextual

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |

What does this look like for the customer?Accessing Data Today…

Mostly CSV, FTP based data

pickup

MDM, CDM, BI..

Data Standardization, normalization..

De-duping, matching etc.

Sales application

CRM Users

DATA PROVIDER ENGAGEMENTS -- DATA FLOW AND STAGING -- CONTENT PROCESSING -- MATCHING AND LINKAGES -- INTEGRATION, MAPPING -- SYNC AND UPDATES -- INLINE DELIVERY INTO APPS

1

2

3

4

Customer Service

Application

Marketing application

Marketing users

Customer Service Reps

Curated Data Sources

Social/web Data Sources

Curated Reference Data

Raw DataCollectors & Router

Big Data processing &

content analytics

CuratedInsights

Master Insights

Transaction Data

Data and Insights delivered ‘as a service’