iAS Upsell Cheat SheetCompany Confidential Shared under OPN NDA - Last Updated: Nov. 2009)

Target Account ProfileEnterprises that: Develop /deploy custom JAVA applications on iAS, or a mix of iAS and another AppServer

Who Cares: Dir. / Manager App Development

• Are you able to meet the demands from the business, and turn around application development requests or changes in time and on budget? Do you maintain multiple Application Server infrastructures, possibly increasing the complexity of your environment, the skill sets required within your IT staff, and therefore increasing costs for development and operations? (Standardization on WL Suite provides a complete platform for developing and managing Java applications of all sizes, at a low total cost over time)

Who Cares: Developers / Architects• Are you developing Web applications that

are being used by a large number of users, at the same time (and therefore manage large amounts of user sessions such as shopping carts)? Do your applications meet the performance and scalability requirements set by your customers? Do you experience performance bottlenecks due to large amounts of data being processed by the application, or being loaded from backend systems such as the database? Do your applications leverage messaging infrastructure such as JMS (Java Message Service) as provided by the application server? Do you want to leverage the latest Java standards and innovations in your development efforts?

Who Cares: IT Managers / Operations• Do you have to use different tools from

different vendors (other than Oracle) to efficiently manage your application server infrastructure, and Java applications? Are you able to quickly identify and troubleshoot performance or memory issues in your Java applications?

• Respond to change rapidly: Business requires IT to be able to respond to business needs quickly, and make changes to applications in order to meet marketplace or regulatory demands.

• Improve productivity: IT wants to leverage state-of-the-art, standards-based technologies and tools for the development of Java applications, composite applications and application integrations.

• Develop on a strategic platform: IT wants to leverage a complete and integrated platform, based on industry standards and comprised of the industry’s leading Java and SOA products.

• Reduce cost: The business needs to drive down development and operating costs of IT by reducing the amount of time and effort it takes to develop and operate custom applications, Web services and SOA infrastructure.

• Meet SLAs: Business and IT are required to meet availability, performance and scalability SLAs and requirements, at predictable cost.

Key Business Requirements

Elevator PitchOracle WebLogic Suite 11g, with the market-leading WebLogic Server at it’s core, is Oracle’s strategic Java Application Server platform going forward. Oracle SOA Suite 11g is the industry’s leading SOA platform for service-based development and SOA-based integration. The move to WebLogic Suite and SOA Suite 11g enables customers to

• increase performance, scalability and reliability of their custom Java applications and SOA/middleware deployments,

• simplify AS/MW infrastructure and streamline operations,

• reduce overall cost through faster development, increased operational efficiencies, and optimized utilization of resources,

• align their technology roadmap with Oracle’s strategic direction

Who Cares: IT Managers / Operations (cont’d)

• Are you able to deploy new versions of your applications without service interruption to users? Do your applications meet your internal or external SLAs? Do you run applications that need to be available 24x7 and require failover between data centers in different geographic locations?

Enterprises that: Use iAS and SOA Suite/BPEL to

develop /deploy composite applications, or service-oriented business applications, or application integrations (possibly in conjunction with Oracle Business Apps)

Who Cares: Dir. / Manager App Development

• Are you thinking about consolidating the platforms that you use to build and integrate your COTS and custom applications? Do you have skill challenges in supporting the full lifecycle of your service oriented applications? Are you having problems justifying your development strategies and costs to the LOB? Would increased visibility for the LOB into business process data help to align your strategies?

Who Cares: Developers / Architects• Are you developing an increasing number

of Web services or integrations between applications that require fast routing and transformation of data (leveraging a state-of-the-art ESB enterprise service bus)? Do your applications, integrations and services require a reliable and fast underlying messaging infrastructure based on JMS (Java Message Service)? Are you developing applications that require the ability to manage and process a large number of events or interact with systems that are event-based (and require solutions such as Oracle CEP)? Are you developing application components or web services that would benefit from caching their results, so other clients or consumers have direct access to the results without the need to repeatedly execute the application requests?

Target Account Profile Continued

Objection HandlingObjection: Our company has already invested in an Oracle AppServer (iAS) and SOA Suite, and we are under maintenance for both products. Why do we have to pay extra to get the full 11g functionality?

Response: As part of your support agreement, you will absolutely be entitled to the equivalent functionality in the 11g versions of the AppServer (“WLS Basic”) and SOA infrastructure you have initially acquired. However, with 11g we introduced net new functionality on the AppServer layer as well as the SOA layer (new capabilities based on WebLogic Server, new Enterprise Service Bus ESB, new Complex Event Processing CEP) for which the upgrade from iAS to WL Suite is a requirement. Of course we will credit any previous iAS license purchases for this upgrade.

Objection: We are already using the Oracle Enterprise Service Bus (OESB) that came with SOA Suite 10g. Now you introduce a new service bus based on the one you got from BEA (called OSB, Oracle Service Bus, formerly known as AquaLogic Service Bus ALSB). Assuming we’d pay for the upgrade, do we now own 2 ESBs, which one should we use, and what happens to our investment in OESB?

Response: That’s a valid question. Let me give you some background on this: The ESB we acquired via BEA is superior to the one we had at Oracle (OESB) and thus we decided to make this the strategic high-end ESB going forward. Existing customers using OESB can continue to do so, we now call this the mediator functionality in Oracle SOA Suite 11g. However, OSB is more powerful, and there are a number of advantages to using it, we’d like to tell you more about it.

Objection Handling

iAS Upsell Cheat Sheet

1. Identify early in the conversation whether the iAS customer is a) involved in Java application development, b) SOA or integration projects, c) using iAS with traditional Oracle technologies such as Forms, Reports, Portal, or d) using it to run E-Business Suite (or e) a combination of the above).

Targeting Best Practices

Objection: We are concerned about the complexity and cost associated with upgrading our environment.

Response: I understand your concern. The good news is that we provide a number of tools that help to automate the upgrade and migration process.

Objection: We are also using iAS to run our E-Business Suite instances, and heard that WebLogic Server is not yet certified for EBS.

Response: That is correct, the EBS team is still working on that. However, as WebLogic SUITE also contains a license for iAS you can continue to run EBS on the Oracle container, and at the same time start leveraging the new capabilities in WebLogic Suite.

Target Account Profile ContinuedEnterprises that:

Use iAS and SOA Suite/BPEL to develop /deploy composite applications, or service-oriented business applications, or application integrations (possibly in conjunction with Oracle Business Apps)

Who Cares: IT Managers / Operations • Do you have to use different tools from

different vendors (other than Oracle) to efficiently manage your application server and SOA/integration infrastructure? Are you able to quickly identify and troubleshoot performance or memory issues that go across your Java applications, Web services, the SOA infrastructure and the database? Do your applications meet your internal or external SLAs? Do you run applications or services that need to be available 24x7 and require failover between data centers in different geographic locations?

• WebLogic Suite 11g (includes WebLogic Server, Coherence, Enterprise Manager. Jrockit VM)

• SOA Suite 11g

Solution Components

CompetitionIBMTIBCOJBoss / Open Source

Management Packs - CA Wily, HP and QuestUnlike Oracle, these vendors use byte code instrumentation which requires risky changes to application code, require restarts of the production server, and have high overhead solutions unsuitable for “always on” production monitoring.

Company Confidential Shared under OPN NDA - Last Updated: Nov. 2009)