Life Sciences

Dennis ConstantinouSr. Director Industry Marketing Oracle Life Sciences

Mary ArbelaezSr. Business DevelopmentOracle Technology

Agenda

Business Opportunity Why Partners are Important Oracle in Life Sciences Benefits of Partnering Next Steps

Business Opportunity

New Science• Novel, riskier disease classes• Information explosion needs

to be turned into knowledge• Focus on future business

New Science• Novel, riskier disease classes• Information explosion needs

to be turned into knowledge• Focus on future business

Regulatory Demands• Increasing patient safety

concerns• Privacy (HIPAA)• CFR 21 part 11• Financial

Regulatory Demands• Increasing patient safety

concerns• Privacy (HIPAA)• CFR 21 part 11• Financial

Increasing Competition• Future of Blockbusters?• Challenge to recoup

development costs• Race to market for new drugs • Consolidation & mergers

Increasing Competition• Future of Blockbusters?• Challenge to recoup

development costs• Race to market for new drugs • Consolidation & mergers

Innovation

Risk Profitability

Why partners are important to Oracle

Critical Industry-Specific Functionality

Industry Skills and Thought Leadership

Penetration of Key Industry Segments

Expand Industry Footprint

Oracle in Life Sciences 25+ years experience

– Pharma companies have been early adopters of Oracle– Oracle runs the world’s three largest genome databasesOracle runs the world’s three largest genome databases– 12 of the Top 20 Pharmaceutical Companies use Oracle Clinical

“De facto standard” for database management– 80+% market share in Pharmaceuticals– 10g is the life sciences technology platform– 18 of the Top 20 Pharmaceutical Companies use Oracle Database

Most extensive ‘vertical’ product line– The most extensive footprint in the industry

Rapid growth in applications business

“Oracle provides the foundation for more major vendors’ software and instruments than any other company.”

Bio-IT World 2004

Oracle Life SciencesIncreasing momentum

2001 2002 2003 2004time

Vertical Focus

Life SciencesStrategy formally

announced

Oracle 10gTechnology Platform

for Life Sciences released

PDF basedRemote Data Capture

tool released

New DrugSafety Application

21CFR part 11Electronic Record Functionality for

Oracle Manufacturing NewClinical Data

Repository Product

New Product Lifecycle Management Application

New TrialsManagement

Product

Accelerate and Optimize the Discovery Pipeline

Improve Operational Efficiencies and Outcomes in Clinical Trial Management

Reduce Risk via Process Validationand Compliance

Increase Marketing and Sales Effectiveness

Key Objectives for the Value Chain

Target ID

Drug Discovery

Drug Development

Pre-Clinical,Clinical Trials

ManufacturingQA/QC

Sales Marketing

Distribution

Applications

Oracle Information Architecture

Provides a single source of truth that contains the right information, at the right time, using the right communication method and level of detail to support taking action or making a decision, without requiring or storing more data than needed.

Partner Enablement Value Proposition

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

Role of ISV Partners

Provide unique Life Sciences solutions to promote industry growth

Leverage Oracle Technology Platform

Deliver value-add solutions to meet customer requirements

Development Resources Design reviews and migration assistance from PTS

– Testing and performance tuning– RAC scalability labs– Best practices

Embedded Installation Kit – Single CD – One-click / Silent Installation– 9.2.0.4e or 10g– Available on OPN.oracle.com

Life Sciences Training Roadmaps– Biweekly eseminars on OTN– Oracle Life Sciences User Group (OLSUG) workshops

Lower Total Cost

Pricing advantage– Offer a highly scalable enterprise level solution to

academic and small pharma / biotech market

License Types: Full Use Distribution Agreement

– 20% discount off Oracle list price Application Specific Full Use

– 40% discount off Oracle list price Embedded License

– 90% discount on SE / 5% of your list price– 80% discount on EE / 10% of your list price

Go To Market with Oracle

Strategic Life Sciences partners receive:– Solution highlighted on oracle.com– Joint collateral for industry events– Joint eseminar to customers and Oracle field sales– Connect with Oracle field sales for top customers

Participate as a Strategic Industry Partner:– Develop product roadmap for support of Oracle 10g– Joint customer reference or case study– Update Solutions Catalog profile

Industries Go-to-Market Alignment

MarketingSales &

ConsultingDevelopment

Dennis Constantinou

Sr. Director, Life Sciences Marketing

Sonny SinghGVP NAS Industries

Ruediger DornLS IndustryEMEA Sales

Michele BecciLS Industry

Application Sales

Vijay PillaiLS Industry

NAS

Neil GrahamAPAC Industry

Sales

Charlie Berger LS Platform

Development

Keith HowellsVP DevelopmentOracle Clinical

Doug Souza VP Dev

Mfg Industries

Mary ArbelaezLS Partner

Technical Services

Hirotaka MuraokaLS Industry

Japan

Manish Modi VP Dev

Mfg / Med Device

Penny LeiHTB Business Development

How to engage with PTS

Step 1: Become an Oracle Partner Step 2:

– Contact your sales representative: Embedded, Oracle Direct or Field

OR– Contact the OPN Interaction Center

1-800-323-7355

Next Steps

Join OPN; Upgrade to Certified Partner– http://opn.oracle.com

Become a Strategic LS Initiative partner– Joint customer wins for references– Production support of 10g on development plans

Update your profile in Solution Catalog OPN logo on your company website Join OLSUG

– http://otn.oracle.com/industries/life_sciences/index.html

Tomorrow

Attend Additional Workshops– TEC8: Oracle and Windows, Wed @ 8:00 am– TEC9: Developing an Oracle Solution, Wed @

9:00 am

Attend Partner Roundtables - Wed. at 10:00 am– Table 10: ISV Roadmap for Life Sciences– Table 05: Migrating to Oracle: The Value, The Cost– Table 12: Technical Services for Partners

Additional Useful Sites

http://otn.oracle.com– White papers, FAQs, Install/config guides, software

downloads, discussion forums http://www.oracle.com/industries/

– Oracle’s history, experience and strategy for 18 industry sectors.

http://channels.oracle.com– Oracle’s partner resale and referral initiatives FAQs and

registration. http://education.oracle.com

– Course catalog, online library, self-study CD-ROM, training locations