Stein Surlien EMEA Vice President Alliances & Channels Mid Market Opportunities with Oracle

Software Industry Trends - Oracle’s view Data Consolidation and Universal Access  all your data available from any device in any place at any time. Software as a Service Internet of ‘Things’

The market is there … Based on detailed interviews with senior executives of 4480 SME ’ s in 19 countries and 10 industries across Western Europe, Eastern Europe and the Middle East between November and December 2003

EMEA Market-Analysis SME ’ s (companies of less than 500 employees) account for 59% of Software Spending in EMEA. Large Enterprises account for 28%, and Upper Mid-Market accounts for 13% SME ’ s (companies of less than 500 employees) account for 58% of Software Spending in EMEA. Large Enterprises account for 28.5%, and Upper Mid-Market accounts for 13.5% Note: this is total software spending (tech+apps)

Growth through/with partners: 13,000 active partners in the Oracle PartnerNetwork Community 40% Oracle's global license revenue is through our partners 40% overall revenue growth through partners 40% growth in ISVs in the Oracle PartnerNetwork program

43% EMEA license revenue generated by Partners 70% of Oracle's application business influenced by Partners 51% of Oracle’s applications implemented by Partners 61% of the top banking systems run on Oracle 550 of partners applications on Linux/Oracle Partners are KEY to Oracle ’ s Success!

Oracle Information Architecture Data Hub Single source of truth for customer definition Applications Integration Business Processes Information Access Workplace Bus. Intell. Collaboration Transactions Grid Infrastructure Databases ApplicationServers Storage Development Framework Management Framework

Oracle Database 10g Editions Average Connected Users Standard Edition One (2 processor max) Standard Edition (4 processor max) Enterprise Edition (Unlimited processors) 125 € Per user 251 € Per user RAC included

Oracle Application Server valueproposition for our partners :  Lower cost. Manage your customers systems more easily  Develop applications more flexibly as re-usable Web services  Integrate applications and optimize business processes

Oracle 10 g - Value to ISV’s Lower cost of computing Lower cost of delivering solutions Mid Market leverage Embedded Capabilities

Oracle 10 g Value to System Integrators: Extend services offerings Consolidation Services Data Center File Systems Standardization Services on low-cost computing Linux/Windows Intel/x86/Blades

Customer Data Hub Near real time data synchronization Data cleansing Key customer interactions Orders Contracts Service history 360 degree view of customer with pre-built analytics Legacy PeopleSoft SAP BroadVision Single source of truth for customer definition Siebel E.piphany Chordiant

Oracle Collaboration Suite: Calendar Web Conferencing Files Wireless &Voice Ultrasearch 50 Euro per User

FinancialManagement PurchasingManagement InventoryManagement Sales Order Management DiscreteManufacturing BusinessIntelligence ERP Solution for Mid Market Complete Starter Solution Contains extensions for e.g. CRM, Service E-Business Suite Special Edition: TeleSales TeleService Field Sales

Oracle MidMarket-Focus: Oracle Standard Edition One Oracle Database 10g Standard Edition Now with Real Application Clusters Web Conferencing E-Business Suite Special Edition

How Do We Manage Partners?

Partnering A Core Competence of Oracle

Oracle Sales / OracleDirect Oracle ConsultingOracle Sales / OracleDirect Oracle Consulting Oracle Alliances & ChannelsOracle Alliances & Channels Product MarketingProduct Marketing Channel MarketingChannel Marketing Field MarketingField Marketing Oracle DevelopmentOracle Development Oracle SupportOracle Support Oracle UniversityOracle University All of Oracle Engaged in Partnering Develop Sales / Services Manage Market

Oracle Partner Network: The Program Level of Benefits & Resources Level of Commitment Defined growth path and clear vision Go to market benefits

The Oracle PartnerNetwork OPN Membership - EMEA Partner Base Landscape 8’200 members by end May % Increase 20% increase of “C” level partners year over year 78% renewal rate 30% increase year over year Partner CategoryTotal% Breakdown% Increase year over year Independent Software Vendor (ISV)394649%26% Systems Integrator266233%21% Value Added Reseller6909%23%

How does Oracle enable Partners? Consistent set of business practices Oracle PartnerNetwork Market Development Marketing: Marketing kits & templates Web marketing tools Discounted advertising in Oracle publications Discounted Oracle event sponsorship Member Partner Branding Sales: Solution Catalog listing Sales kits & guided selling templates Several distribution options Referral & influence initiatives Sales & Business Practices training Product and Service Adoption Development: Unlimited free software Migration tools and kits Online technical resources Education: 35% Discount on Instructor-led courses Free online courses Guided training roadmaps Support: Access to support knowledge base Deep discounts on web, phone support

Benefits for Certified Partner Tier 2 – 15% Certified Consistent set of business practices Channel account and marketing management Oracle PartnerNetwork Market Development Marketing: Access to Marketing Development Funds *Marketing boot camps *Support for your marketing activities Sales: Priority Solution Catalog listing Product and Service Adoption Development: Partner Development Funds Education: Regional education boot camps Support: Higher level of support Partner ResourceNetwork

Sales Incentives Lead Referral Model Up to 10% Referral Fee for Oracle E-Business Suite and Oracle9iAS Up to 5% Referral Fee for Oracle9iDB Influencer Model Up to 10% Commission Fee for joint sales with Oracle Full-Use License Resale Model Starting discount at 30% based on volume

ISV-Specific Sales Incentives 60% Discount off of Oracle published price list. ISV can resell “ Restricted license ” in conjunction with its application package. Application Specific (ASFU) 5% off of partner ’ s application list price for Standard Edition ESL 10% off of partner ’ s application list price for Enterprise Edition ESL ISVs can either buy Oracle licenses at a discount off of Oracle's list price or pay royalties on a percentage of the ISV ’ s application published list price. Embedded (ESL) IncentivesDefinitionDiscount

-Telesales group focusing on Mid Market - Mid Market Demand Generation - Sales and implementation in the Mid Market only via Partner Demand Generation in Mid Market: Oracle Partner Network Interaction Center - Dedicated team for partner support

OPN Competency Center A unique point of entry to all partner training All internal sales traning made available to partners Standardized partner training curriculum By Oracle product (DB, OCS, AS, eBS, …) By Functional expertise (Sales, Marketing, Consultant) Simplify OPN accreditation pathways

Thank You !