Ellen MinterVice PresidentGlobal Industry Strategy & Marketingand

Mauro PastormerloVice PresidentGlobal Industry Partner Strategy

Oracle Corporation

Agenda

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

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)

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

Industries Go-to-Market Alignment

MarketingSales &

ConsultingDevelopment

Ellen MinterVP Industry Strategy & Marketing

Sonny SinghGVP NAS Industries

Eric BrennerVP LAD

Industries

Kevin FitzgeraldSVP GEH Sales

Randy Runk SVP Strategic

Accounts NAS

Juan RadaSVP EMEA

Industry Sales

Peter BurridgeVP APAC Industry

Sales

John WookeySVP

Development

Steven MirandaVP Development

Don KlaissSVP Dev

Mfg Industries

Alliances

Bronwyn Hastings

VP Alliances

Mauro PastormerloVP Industry

Partner Strategy

Mark KeeverGVP

Industry Solutions

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

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

Partner StrategyPartner Strategy

Oracle FY05 Priorities

ISVs

Industries Mid-Market

Industry Specific Applications are Critical

“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

“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 TiazkunProgram Manager, Verticals Research Group

Partners are Critical to Vertical Markets

Total Addressable Market (Oracle Apps & Tech)

Industry Specific Apps Other Software

Source: Blended Averages of leading industry research and Oracle Alliances analysis

Banking Healthcare Discrete Mfg.

Communications Retail Transportation

Why partners are important to Oracle

• Critical Industry-Specific Functionality

• Industry Skills and Thought Leadership

• Penetration of Key Sub-Verticals

• Expand Industry Footprint

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

Why Build on Oracle?

• Global Technology Campaigns• Grid, Linux

• Leading Technology Platforms• 10g and 10gAS

• Application Enhancements• Oracle E-Business Suite 11.i.10

Partner Enablement Value Proposition

• Product adoption• Product readiness• Sales readiness• Technical engagement• Sales Engagement• Partner Technical Services (PTS) Support• PDF Funding

Partner Go to Market Value Proposition

• Joint Marketing Activities

• Market Development Funds (MDF)

• Sales Engagement

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

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

AQ&Q U E S T I O N SQ U E S T I O N S

A N S W E R SA N S W E R S