Business Analytics Masters Program California Polytechnic State University May 3, 2017

Oracle Collaboration Project Overview Information on Companies Targeted for EMP SaaS Current Purchase Rate: 11% Maximize Rate of Purchase Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Increase Purchase Rate of EPM SaaS Identified characteristics of the companies who purchased EPM SaaS Construct recommendations per our final model Model to predict whether a company would purchase EPM SaaS Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Increase Purchase Rate of EPM SaaS Identified characteristics of the companies who purchased EPM SaaS Construct recommendations per our final model Model to predict whether a company would purchase EPM SaaS Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Increase Purchase Rate of EPM SaaS Companies Targeted for EPM SaaS Yes Purchased Oracle Products in Past 5 Years No Revenue Companies Disengaged Companies 90% Purchased Other Oracle Products 10% Had Not Purchased Other Oracle Products Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Increase Purchase Rate of EPM SaaS Companies Targeted for EPM SaaS Yes Purchased Oracle Products in Past 5 Years No Revenue Companies Disengaged Companies 90% Purchased Other Oracle Products 10% Had Not Purchased Other Oracle Products Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Increase Purchase Rate of EPM SaaS Companies Targeted for EPM SaaS Yes Purchased Oracle Products in Past 5 Years No Revenue Companies Disengaged Companies 90% Purchased Other Oracle Products 10% Had Not Purchased Other Oracle Products Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Ideal Prospects Revenue Companies Disengaged Companies Spending in customer experience cloud products, Oracle SaaS products and ERP Avoid previous users of data integration products and Virtual Machine products Target companies outside of North America, specifically Japan Professional Services industry Companies with high event engagement Lower-midsize companies, avoid above-midsize companies Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Recommendations Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Target Companies with High ERP Cloud Spending High ERP Spending LAD and North America In most regions, average ERP Cloud spending was at least 3 times as high in companies who had purchased EPM SaaS Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Target Companies with High ERP Cloud Spending High ERP Spending LAD and North America In LAD and North America, average ERP Cloud spending was at least 5 times as high for WON companies ERP Cloud spending was 6 times higher for WON companies in lower midsize Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Target Companies with High ERP Cloud Spending High ERP Spending LAD and North America ERP Cloud spending provides the insight for companies in LAD and North America in the lower midsize segment; Oracle experienced respective purchase rates of 29% and 33%. Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Target Disengaged Companies Outside of North America in the Lower Midsize Market Where to Target Them Over 25% purchase rate overall Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Target Disengaged Companies Outside of North America in the Lower Midsize Market Where to Target Them Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Target Disengaged Companies Outside of North America in the Lower Midsize Market Where to Target Them EMEA, APAC, and LAD have the highest purchase rates among regions LAD: 34% Purchase Rate EMEA: 45% Purchase Rate APAC: 37% Purchase Rate Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Target Disengaged Companies Outside of North America in the Lower Midsize Market Where to Target Them The lower midsize market has the highest purchase rate among market sizes with 36% companies purchasing EPM SaaS Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Target Disengaged Companies Outside of North America in the Lower Midsize Market Where to Target Them Capture disengaged companies by increasing brand awareness in lower midsize markets in EMEA, APAC, and LAD through hosting events specifically catered to new customers. Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Use Event and URL Click Count to Find Prospects Event Count URL Click Count Companies that purchased EPM SaaS attended over 3.5 times as many events on average Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Use Event and URL Click Count to Find Prospects Event Count URL Click Count Companies in the lower midsize market that purchased EPM SaaS had clicked on EPM-related URLs over 7 times as often on average Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Use Event and URL Click Count to Find Prospects Event Count URL Click Count For companies with high engagement, host more exclusive events for companies showing interest in EPM SaaS 1. Tailor to company’s needs 2. Offer trials and demos 3. Cater to smaller group of companies Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Take Advantage of High Success Rate in Lower Midsize Companies Lower Midsize Market Above Midsize Market 18% of companies in the lower midsize market purchased EPM SaaS Only 18% of companies targeted for EPM SaaS in lower midsize market Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Take Advantage of High Success Rate in Lower Midsize Companies Lower Midsize Market Above Midsize Market Only 8% of companies in the above midsize market purchased EPM SaaS 60% of companies targeted for EPM SaaS in above midsize market Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Take Advantage of High Success Rate in Lower Midsize Companies Lower Midsize Market Above Midsize Market Increasing targeting of companies in the lower midsize market segment can effectively increase sales volume. Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Low Performing Industry Modify Marketing in Industries with Low Performance, Particularly in Education and Research Low Performing Industry Education and Research Media and Entertainment, Healthcare, Education and Research, and Utilities 7%, 7%, 6%, and 5% respective purchase rates Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Education and Research Modify Marketing in Industries with Low Performance, Particularly in Education and Research Low Performing Industry Education and Research Education and Research is the 4th largest industry currently being targeted for EPM SaaS 6.4% purchase rate Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Modify Marketing in Industries with Low Performance, Particularly in Education and Research Low Performing Industry Education and Research Offer product use licenses for students of schools who are considering purchasing and implementing EPM SaaS. This will not only entice customers in the present to buy, but will also expose students to Oracle’s product solutions early on. Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Increase Sales Efforts In Japan Web Engagement Karoshi Japan has the highest rate of purchase among regions; 26% Purchase rates of 35% in professional services, 23% in retail, 58% in above midsize market Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Increase Sales Efforts In Japan Web Engagement Karoshi 24% of all Japanese companies attended at least one event 0 count for whitepaper and webinar count Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Increase Sales Efforts In Japan Web Engagement Karoshi 1/5 of Japan’s workers are at risk for Karoshi Serious problem with overworking employees Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Increase Sales Efforts In Japan Web Engagement Karoshi Take advantage of Japan’s attractive market by targeting more companies in the professional services and retail industries, especially those in the above midsize market; market as a means to ease human labor. Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

New Variable: Adaptability Replace Poor Performing Flags with a New Indicator Variable for Adaptability Oracle 2K Flag Key Accounts Flag New Variable: Adaptability Typically, a company marked with an Oracle 2K Flag is less likely to have purchased EPM SaaS Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

New Variable: Adaptability Replace Poor Performing Flags with a New Indicator Variable for Adaptability Oracle 2K Flag Key Accounts Flag New Variable: Adaptability Other than in the region APAC, a company marked with a Key Accounts Flag is less likely to have purchased EPM SaaS Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

New Variable: Adaptability Replace Poor Performing Flags with a New Indicator Variable for Adaptability Oracle 2K Flag Key Accounts Flag New Variable: Adaptability Capacity for innovation Past responses to breakthrough products Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

New Variable: Adaptability Replace Poor Performing Flags with a New Indicator Variable for Adaptability Oracle 2K Flag Key Accounts Flag New Variable: Adaptability Create a new indicator variable named “Adaptability” by combining rankings from innovation indexes with a measure of how quickly companies adapted to past breakthrough Oracle products. Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Ideas for Future Analysis: EPM SaaS and Beyond Create extensive customer profiles for targeting future EPM SaaS customers Could provide specific template of ideal companies Find and merge innovation index for creation of variable Will add a new dimension to the analysis Model for potential Cloud customers in general EPM SaaS is only one element of the structural shift to Cloud Ideas for Future Analysis: EPM SaaS and Beyond Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Three Steps of Our Approach What Why How A productive loop of making and verifying assumptions variables are statistically significant? are these variables important? can we come up with the recommendations? Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Three Steps of Our Approach What Why How A productive loop of making and verifying assumptions variables are statistically significant? are these variables important? can we come up with the recommendations? Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Three Steps of Our Approach What Why How A productive loop of making and verifying assumptions variables are statistically significant? are these variables important? can we come up with the recommendations? Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Three Steps of Our Approach What Why How A productive loop of making and verifying assumptions variables are statistically significant? are these variables important? can we come up with the recommendations? Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

The Variables That Matter What Why How An examination on Information, Engagement and Product Line variables Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

The Variables That Matter What Why How Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

The Variables That Matter What Why How Variable Selection Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

The Variables That Matter What Why How Variable Selection Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

The Profile of Companies Purchasing EPM SaaS What Why How Aspects and tools to conclude the characteristics of the EPM users Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

The Profile of Companies Purchasing EPM SaaS What Why How Profile Comparison Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

The Profile of Companies Purchasing EPM SaaS What Why How Profile Comparison Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

The Profile of Companies Purchasing EPM SaaS What Why How Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

The Right Strategy for The Right Client What Why How Target Clients Potential Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Recommendations for specific products The Right Strategy for The Right Client What Why How Target Clients 1 Region & Country 2 Industry Potential 3 Highlight & Trend Recommendations for specific products 4 Product Lines Introduction Process Ideal Prospects Recommendations Dashboard Conclusion

Our recommendations matrix Introduction Process Ideal Prospects Recommendations Dashboard Conclusion