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Ellen Minter Vice President Global Industry Strategy & Marketing and Mauro Pastormerlo Vice President Global Industr

Ellen Minter Vice President Global Industry Strategy & Marketing and Mauro Pastormerlo Vice President Global Industry Partner Strategy Oracle Corporation. Agenda. Oracle’s Industry Strategy Industries Go-to-Market Approach Global Industry Communities Oracle in Industries

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Ellen Minter Vice President Global Industry Strategy & Marketing and Mauro Pastormerlo Vice President Global Industr

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  1. Ellen Minter Vice President Global Industry Strategy & Marketing and Mauro Pastormerlo Vice President Global Industry Partner Strategy Oracle Corporation

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

  3. Oracle Industry StrategyFocus 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)

  4. 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 Oracle Industries:

  5. Industries Go-to-Market Alignment Sales & Consulting Marketing Development Alliances Ellen Minter VP Industry Strategy & Marketing John Wookey SVP Development Kevin Fitzgerald SVP GEH Sales Juan Rada SVP EMEA Industry Sales Bronwyn Hastings VP Alliances Mauro Pastormerlo VP Industry Partner Strategy Randy Runk SVP Strategic Accounts NAS Peter Burridge VP APAC Industry Sales Steven Miranda VP Development Sonny Singh GVP NAS Industries Eric Brenner VP LAD Industries Don Klaiss SVP Dev Mfg Industries Mark Keever GVP Industry Solutions

  6. 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

  7. 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

  8. Partner Strategy

  9. Oracle FY05 Priorities Mid-Market Industries ISVs

  10. “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 Tiazkun Program Manager, Verticals Research Group “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 Industry Specific Applications are Critical

  11. Partners are Critical to Vertical Markets Healthcare Banking Discrete Mfg. Retail Transportation Communications Source: Blended Averages of leading industry research and Oracle Alliances analysis Total Addressable Market (Oracle Apps & Tech) Industry Specific Apps Other Software

  12. Why partners are important to Oracle • Critical Industry-Specific Functionality • Industry Skills and Thought Leadership • Penetration of Key Sub-Verticals • Expand Industry Footprint

  13. 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

  14. Why Build on Oracle? • Global Technology Campaigns • Grid, Linux • Leading Technology Platforms • 10g and 10gAS • Application Enhancements • Oracle E-Business Suite 11.i.10

  15. Partner Enablement Value Proposition • Product adoption • Product readiness • Sales readiness • Technical engagement • Sales Engagement • Partner Technical Services (PTS) Support • PDF Funding

  16. Partner Go to Market Value Proposition • Joint Marketing Activities • Market Development Funds (MDF) • Sales Engagement

  17. 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

  18. 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

  19. Q & Q U E S T I O N S A N S W E R S A

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