Working with Oracle in the Retail Industry

1. Working with Oracle in the Retail Industry Richard Michalec, Sr. Director, Industries Business Unit- Retail June 30, 2004

2. Agenda • Oracle Strategy in the Retail Industry • Oracle Messaging and Alignment Potential • Taking advantage of the Partner Program • Development Resources • Technical Resources • Marketing Resources • Engaging the Field • A pragmatic approach • Getting Started

3. Oracle Strategy for Retail • One of top 7 industries • Increasing focus for • Sales • Dedicated for Strategic Accounts • Account Clustered for Commercial • Development • Technology • Applications • Deep heritage of Partner Driven approach Oracle is expanding revenues in Retail

4. Selected Oracle Retail Technology Customers Amazon.com AT&T Wireless Ahold Albertsons A&P Barnes & Noble Best Buy Blockbuster Brooks Brothers Circuit City CVS Pharmacy Casino, FR Container Store Costco Darden Restaurants Dell Disney Dress Barn E-Bay Eckerd Eddie Bauer Family Dollar Federated Dept. Stores Fleming Gap Gymboree Hallmark HEB Hudsons Bay Henkel/Manko IHOP Jack in the Box JC Penney Kohl's Kroger Long's Drug Limited Brands Metro AG Neiman Marcus Nordstrom Office Depot Office-Max Pier 1 Polo-Ralph Lauren REI Radio Shack Restoration Hardware Saks, Inc. Sears Starbucks TJX Cos. Target Tractor Supply Ultimate Electronics USPS Viking Range Walgreen's Wal Mart Williams-Sonoma Zales Corp.

5. Selected Oracle Applications Customers 1-800-flowers 7-Eleven A & P AT&T Wireless Albertsons Amazon.com American Greetings Ann Taylor Barnes & Noble Best Buy BlueNile Burlington Coat Chick Fil-A CircleK Corporate Express Eckerd Drug Estee Lauder Family Dollar Stores Franklin Covey Gap, Inc. Giorgio Armani Gymboree Hudson's Bay Co. Hallmark Cards Hollywood Video J Sainsbury JC Penney Jack in the Box Kellwood Lenscrafters Mattel McDonald's Michaels Neiman-Marcus Netflix Nordstrom Red Envelope Select Comfort Staple’s Shaw's Starbucks Tesco The Talbots Toys ‘R’ Us walmart.com Wakefern Wet Seal Zale Jewelers

6. Customer Centricity • Profitable Growth Emerging Driver Industry Drivers – What keeps Retail Execs up at night • Wal-Mart is forcing retailers to: • Reduce Supply Chain Costs • Differentiate through offerings • Wall Street is rewarding retailers for: • Cost Containment • Accountability • Benchmarks outside of retail Message has been consistent for last couple of years

7. Retail Industry Footprint Retail Systems Conceptually Store Management Merchandise Management Point of Sale (POS) Merchandising/Assortment Management Back Office Support Marketing Management Customer Support Systems Store Signage/ Display SCM CRM Advanced Planning and Scheduling Distribution and Logistics Call Center/ Support Systems Direct Sales Systems Procurement Management Warehouse/ Inventory Mgt. Customer Information Systems ERP Office Automation Human Resources Financial Management Central Procurement Business Intelligence Systems

8. Corporate Performance Management Vendor Allowance/ Funds Tracking Financials Strategic Sourcing Real Estate for Retail Customer Data Hub Sales Customer Intelligence Promotion Management iService iMarketing Oracle Retail 2004 Spearhead Map Operational Excellence Associate Optimization Customer Centricity Lean Infrastructure iRecruitment iLearning Sales Manager Portal Human Resources Associate Intelligence Self Service Payroll Solving the Wal Mart and Wall Street Issues Continue and accelerate the momentum

9. Corporate Performance Management Vendor Allowance/ Funds Tracking Financials Strategic Sourcing Real Estate for Retail Customer Data Hub Clientelling Customer Intelligence Promotion Management Service iMarketing Oracle Retail 2005 Spearhead Map Operational Excellence Associate Optimization Customer Centricity Lean Infrastructure Adding a new spearhead Customer Centricity iRecruitment iLearning Sales Manager Portal Human Resources Associate Intelligence Self Service Payroll

10. Technology Opportunities in Retail • Retail CIO’s strategic imperative • Simplification / Cost Reduction • Vision and pilot • RFID • Probable tech spending initiatives • ISV’s drag • Business intelligence / portals • Product data synchronization

11. Simplification / Cost ReductionStrategies • Narrow and deep vendors • Gap, Best Buy, Hudson’s Bay • Linux • Amazon, Burlington Coat • Single Instance • Best Buy.com, Ultimate Electronics

12. Retail Industry Footprint Retail Systems Conceptually Store Management Merchandise Management Point of Sale (POS) Merchandising/Assortment Management Back Office Support Marketing Management Customer Support Systems Store Signage/ Display SCM CRM Advanced Planning and Scheduling Distribution and Logistics Call Center/ Support Systems Direct Sales Systems Procurement Management Warehouse/ Inventory Mgt. Customer Information Systems ERP Office Automation Human Resources Financial Management Central Procurement Business Intelligence Systems

13. Reality vs. Concept

14. Partnering with Oracle in Retail Market Your Solutions – Marketing Resources for partners • Use of Oracle’s logos. • Press release and customer reference support. • eMarketing tools - build lead generation campaigns, business plans. • Participate in selected Oracle events. • Publications - Oracle Magazine and Profit. • Co-marketing funds available to certified partners. • Solutions Catalog, Oracle’s online partner catalog. • Participate in Product and Business Development initiatives: • Product – DB, Application Server, Collaboration, E-Business Suite • Business Development – GRID, Mid-Market, OnDemand

15. Partnering with Oracle in Retail Find Technical Assistance – Development Resources for partners • Software licenses. • Toolkits, development kits, migration kits, product validation kits. • Partner Technical Services. • Partner Metalink, online support services. • Online development resources OTN, AppsNet, Discussion Forums. • Development and porting funds available to certified partners.

16. Partnering with Oracle in Retail Get Enabled – Education Resources for Partners • 35% discount on Oracle University training. • Free partner workshops and partner specific training • Access to Oracle University Online Library. • 35% discount on exam fees for Oracle certifications.

17. Partnering with Oracle in Retail Transform your investment into Results – Sales Resources for partners • Discounts on software for resale. • Flexibility in relicensing – Fulluse, Application Specific, Embedded. • Register sales opportunities for: • Commissions for referrals and influence accounts • Account protection and presales resources • Partner specific sales training and sales kits.

18. Partnering with Oracle in Retail Recommendations • Become familiar with and use the partner site -http://partner.oracle.com • Partners adopting technology, focusing on priority messages and markets get attention. • Participate in relevant initiatives. • Use GCORs to document how you resell, refer or influence. • Would someone know who you are? Leverage Solutions Catalog. • Decide what you want to be famous for with Oracle.

19. Partnering with Oracle in Retail Details on Partner Benefits: http://partner.oracle.com Logon At HOME tab, go to MANAGE YOUR MEMBERSHIP Portlet. Click on Agreements, Policies, Benefits, Certification Criteria Scroll down to Benefits for ISVs. • http://partnercontent.oracle.com/home/opnmembership/lang/en/benefit_tables/benefit_wrappers/index.html?isv_wrapper.html

20. Partnering with Oracle in Retail • Decide what you are “going to be famous for” • Work the Oracle Partner resources • Determine what makes sense for field sales engagements

21. On behalf of Oracle…… Thank You!!!!!