Extending Your Markets: Opportunities in EMEA (Europe, Middle East and Africa)

2. Extending Your Markets: Opportunities in EMEA (Europe, Middle East and Africa) Bertram Mandel Senior Director Alliances & Channel, EMEA

3. Agenda • Oracle in EMEA • Organization • GoToMarket Model • Role of ISVs and other Partners • Business Opportunities for ISVs • How to engage • Call to Action

4. 3.7 $B turnover 70,000+ Database Customers (>1/3) 8,000+ Application Server Customers (>1/3) Oracle in EMEASome Facts

5. Oracle in EMEA Organization • Regions: • UK/Ireland/South Africa • Nordics & Germany • France/Benelux/MEA • EasternEurop/CIS • South Europe • International Accounts • Industry • Alliances & Channel • Oracle Direct • Oracle Consulting • Technology • Applications

6. Oracle in EMEAFY05 Key Business Programs • Grid • Selling to the MidMarket (eSpace) • Independent Software Vendors (ISVs) • Content + Competency = Collaboration (C3) • Wireless & Mobile Business Solutions • Winning against Key Competitors (WAKC)

7. Oracle in EMEAFY05 Go-To-Market Initiatives • Business Intelligence & Warehousing • C3 Unified Workplace • Communication Industry Solutions • Consulting Expert Services • Corporate Governance & Compliance • e-Government • eBS Special Edition • Healthcare Industry Solutions • HRMS & Payroll

8. Oracle in EMEAFY05 Go-To-Market Initiatives • Infrastructure Consolidation • Integration Server • Learning Management System • On Demand • R11i Upsell • Supply Chain for Lean Enterprises • Technology in the E space • Technology Upsell (A-B-D Customer)

9. Oracle in EMEAPartners have been & will be KEY ! • 8000+ Partners in EMEA • 46% EMEA license revenue generated by Partners (sell thru !! excluding Influenced revenue !!) • 70% of Oracle's FY04 E-Business application business is influenced by Partners • 51% of Oracle’s E-Business applications implemented by Partners • More than 1/3 of Oracle's E-Business Suite outsourcing done by Partners

10. Oracle in EMEAOpen Market Model • Resell, Referral, Influencer • More than 2,100 registrations received from more 370 partners in 46 countries • More than 45% registrations representing new business were accepted

11. Oracle in EMEAWhy ISVs are important • ISVs povide Horizontal Solutions • ISVs provide Industry Specific Solutions • ISVs provide Infrastructure Solutions • ISVs bring out the best of our technology • Visionary use • Test, improve and drive development • ISVs build Eco-Systems • Direct & Indirect Sales Channels • Influencers and Implementation Partners

12. Oracle in EMEAISV • 3920+ ISVs are registered in OPN in EMEA • 460+ new ISV partnerships in last 12 month • 550+ commercially available partner applications on the Linux/Oracle platform • 185+ migration projects in progress in FY04 • 520+ ISVs on Oracle Application Server (100+% increase in 12 month) • 100+ ISVs with RAC certification

13. Business Opportunities:The ‘Oracle Market in EMEA’ is wide open for ISVs

14. Technology & Products Leadership Strong Brand ISV GTM: Sales, Marketing, A&C Enterprise & MidMarket Strength Business Opportunities

15. Business OpportunitiesThe preferred choice • #1 RDBMS on all leading modern platforms (Unix, Windows, Linux) - 43%. • Growth on Linux is 361%, double that of the Linux RDBMS market (158%). • 69.1% market share on Linux!

16. SME Research Study Prepared for: Oracle EMEA October 2003

17. Business OpportunitiesSME - Standardised DB Platform? Percentage of Respondents* Overall Sample: 278

18. Business OpportunitiesSME - Preference for purchase? Percentage of Respondents* Overall Sample: 442

19. Business OpportunitiesSME - Key Findings • Oracle in EMEA is market leader among SMEs that have standardised on a single database platform • If all database products were equally priced, SME organisations would want to buy Oracle technology because it is perceived as being: • Robust • Scalable • Rich in functionality • An “Enterprise quality product”

20. Bussiness OpportunitiesEMEA ISV Strategy - Overview • Address the core business needs of ISVs • Professional Software Development • Effective Sales & Marketing of SW Solutions • Support and Maintainance • ISV Solution Mapping by Industry by Product by Geo • Boost success via international ISV relationships • Broker relationships for ISVs with other Oracle partners (HW, SI, ...) • Deliver competitive benefits • Dedicated, experienced and committed ISV Team

22. Oracle ISV StrategyNew Business Opportunities • ISVs are integrated in ALL Dimensions of Oracle FY05 Demand Generation Programs (GTMi‘s) • Industry: Solution Maps; Solution Catalogue • Product: EAP; New Product Launches • Geography: Direct Marketing & Lead Gen Events • ISVs have access to MDF (Market Development Funds) to drive own Demand Generation and leverage Oracle‘s Demand Generation Infrastructure

23. Business OpportunitiesMidMarket (the ‚E space‘) • Partner centric • Oracle Technology focus (DB, AS) • Supported by OracleDirect • Major Marketing Campaign • Key Alliances: (see Dell and FSC)

24. Business OpportunitiesHow to engage - ScoreCard • Your value prop • Your competitive positioning • Your GTM strategy • country priority • Your specific value prop to Oracle • Uniqueness • Oracle Tech adoption (DB, AS, CS, eBS) • Complement Oracle GTMi

25. Business OpportunitiesHow to engage • OpenWorlds • London, United Kingdom : 6-8 September • Amsterdam, The Netherlands : 22-24 September • Milan, Italy : 26-28 September • Munich, Germany : 5-7 October • ISV Forum • London, United Kingdom : 7 September • Oracle ISV Application Server Roadshow • OPN Days • Starting in Q1 CY05

26. Business OpportunitiesHow to engage At Oracle OpenWorld, London, September 7th, 2004

27. Call to action • Keep your ISV profile up-to-date on OPN • Ensure your solutions are listed in the Partner Solution Catalogue (Oracle.com) • Focus on Oracle Middleware Adoption • Understand Oracle GTM initiatives in EMEA • Help us understand the specific value YOUR solution adds to our GTM initiatives • Engage & partner with us for growth • Stay tuned: EMEA ISV Newsletter

28. Thank You ! Bertram.Mandel@Oracle.com