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

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

Oracle in EMEA Some Facts  3.7 $B turnover  70,000+ Database Customers (>1/3)  8,000+ Application Server Customers (>1/3)

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

Oracle in EMEA FY05 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)

Oracle in EMEA FY05 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

Oracle in EMEA FY05 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)

Oracle in EMEA Partners have been & will be KEY !  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

Oracle in EMEA Open 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

Oracle in EMEA Why 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

Oracle in EMEA ISV  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

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

Business Opportunities Technology & Products Leadership Strong Brand GTM: Sales, Marketing,A&C Enterprise & MidMarketStrength ISV

Business Opportunities The 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!

SME Research Study Prepared for: Oracle EMEA October 2003

Business Opportunities SME - Standardised DB Platform? Percentage of Respondents* Overall Sample: 278

Business Opportunities SME - Preference for purchase? Percentage of Respondents* Overall Sample: 442

Business Opportunities SME - 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”

Bussiness Opportunities EMEA 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

Oracle ISV Strategy New 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

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

Business Opportunities How 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

Business Opportunities How to engage  OpenWorlds – London, United Kingdom : 6-8 September – Amsterdam, The Netherlands : September – Milan, Italy : September – Munich, Germany : 5-7 October  ISV Forum – London, United Kingdom : 7 September  Oracle ISV Application Server Roadshow  OPN Days – Starting in Q1 CY05

Business Opportunities How to engage At Oracle OpenWorld, London, September 7th, 2004

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

Thank You !