1. Why Oracle? Why Now? Dale Weideling
Vice President, VAR/VAD Technology Sales
North America Technology Channels
Dale Weideling, Vice-President, VAR/VAD Technology Sales
Welcome to Washington and thanks for making time for me
Talk to you today about how Oracle is expanding the IT market opportunity and how you can play
Focus in today’s session:
Innovation
Opportunity
Ease of Doing Business

2. <Insert Picture Here>
Why Oracle?
<Insert Picture Here>
Market Leading Products +
Best of Breed Acquisitions =
Increased Value for Customers
The Most Complete Solutions
Increased Opportunity for Partners
Opportunities Across the Market
Oracle has combined our market leading producs with Best of Breed acquisitions to:
Strengthen our product offerings
Accelerate innovation
Meet customer demand more rapidly
Which creates
Expand opportunity for our partners
At same time, we’ll spend $3 billion on R&D this year
Net result is stronger company with a more complete offering at every solution layer, from the database through the application layer

3. Customers:”Out of the box” Integrated Solutions
Complete
Breadth of technology
Database, Middleware, Apps
Marketing leading functionality
Open
Standards-based products
Extensible – you can build on it
Integrated
Unified product stack
“App to Disc”
Applications
Middleware
Database
Oracle’s strategy is all about: Complete, Open, Integrated
Customers want their entire IT environment to work together, out of the box
Oracle will be first company that can actually do that, from the applications to the disk
Tested, pre-configured, secure, and optimized
A great example is our Exadata data warehouse partnership with HP.
By working closely with HP we’ve developed an optimized data warehouse hardware/software combination that achieves 10 times the data query performance of traditional data warehouse configurations
While other companies are stepping back and retrenching . Oracle continues to Power Through the current economic environment , providing our customers with
New, and better integrated products and solutions
Which means more sales opportunities for our partners
Infrastructure

4. 58 Oracle Acquisitions: FY’05 - Present
APPLICATIONS
TECHNOLOGY
Enterprise Deals
Manufacturing Industries
Retail Industry
Comms Industry
Banking Industry
Utilities Industry
Insurance Industry
Project Portfolio Mgmt
Cross Industries
Enterprise Deals
Performance Management
Identity Management
Content Management
Middleware Management
Database
Systems Management * *
We’ve always been the market leader in database, but we continue to enhance our product set through innovation and acquisition
The goal of our acquisition strategy was to become #1 supplier of software solutions:
More industries
More product areas
More geographies
We believe we have achieved that goal
Since 2004 we’ve had 58 acquisitions
Where there is an appropriate fit, Oracle will continue to acquire leaders in the software industry. * *
*Transaction has not closed yet.

5. Oracle Fusion Middleware
Applications
Middleware
Database
We still lead the Database market, hands down, but we now have marketing leadership in middleware as well:
Oracle Fusion Middleware is a complete, open and integrated suite middleware with Best of breed solutions
In addition to development and management tools
It includes solutions for Business Intelligence, Enterprise 2.0, Security, and SOA
Infrastructure 5 5

6. Analyst Recognized Leadership
Leader in 16 Forrester Waves
Composite App Infrastructure New Systematic Applications
Backend Integration Projects
Enterprise Application Server
Horizontal Portal Products
Business Intelligence Platforms
Corporate Performance Mgmt.
Web Access Management
User Provisioning
From Gartner to Forester, The industry analysts have recognized our leadership in middleware
Burton Group “Short List” 6 6

7. Customer Growth & Product Strategy Business Intel & Publishing
80,000+
Application Grid
Business Intel & Publishing
Enterprise 2.0 & BPM
SOA Suite
BPEL Process Manager
Development Tools
Content Management
Identity Management
Even though Fusion Middleware products have been around Oracle for some time, this is our fastest-growing segment
As we acquire these customers, we expand the Oracle economy and introduce more customers to Oracle technology
We all know acquiring new customers is expensive
For our partners these customer acquisitions represent increased opportunity to provide more solutions to their existing customers
And more cross sell and upsell opportunity.
Of course, it also means additional ways to get in the door of new customers
Application Server 7 7

8. Oracle Fusion Middleware 11gR1 Oracle’s Most Important Release – Ever
Brand New Release of Fusion MW Suite
Brings together Oracle & BEA Functionality
Significant New Product Functionality
2,900+ new features
Best of Breed Products – expands New Sales opportunities
Seamless Suite Integration – drives Cross-Sell opportunities
Combination of products – drives Consolidation opportunities
We’ve just released 11gR1 which brings together the Oracle and BEA product functionality
We also added over 2,900 new features
If you have not looked at our Fusion middleware products now is a perfect time 8 8

9. *Source: Gartner Group
Oracle Database 11g Lowers IT Cost
World’s #1 Relational Database
235,000 Customers
48.6% RDBMS market share *
Comprehensive security
Higher availability
Easier to manage
Lower cost of ownership
Of course we continue to invest in the Oracle Database family as well to maintain our #1 market position.
Oracle database 11g provides customers with
Comprehensive security
Higher availabilty
And easier management
All at a lower cost of ownership
*Source: Gartner Group

10. Right Products for Mid-Market
Oracle Database 11g easy to:
Install
Develop
Manage
Streamlined SMB Package
One CD for Windows
One CD for Linux
We’ve also invested in in products for the SMB space
Oracle Standard Edition one offers the power of the ORCL database in a streamlined package that is easy to install and manage, priced for the SMB market.
As customers growth and demand more features they can easily migrate to Standard or Enterprise Edition without impacting their applications.

11. Oracle’s Strategy Drives Growth in a Challenging Economy
Oracle strategy paying off in down economy
FY09 earnings up 3%
Profit up 11%
Q4 quarterly cash dividend
Partner sales continue to grow
Our strategy is working
In FY09 which ended in May, Oracle:
Continued to drive higher revenue and profit
Declared or first ever dividend in Q4
And our partners grew along with us, experiencing positive year over year growth in our technology resale business

12. Partnering Priorities for FY10
Specialization: Fusion Middleware “Pillars”
App Server, Portal, SOA, BI, Content Management, Security
Specialization: Grid Computing
Modernization, server consolidation, high availability, virtualization
Market Coverage: Aligning Resources to You
Emerging Market segmented sales support resources
National Accounts “Geo” reps
Enterprise “Cover the subs”
Vertical expertise
We’ve specialized our sales force
We are integrating partners with expertise in our Fusion Middleware “pillars” into the sales teams to create new license sales opportunities and services for our partners
If you have expertise in application servers, portals , content management, SOA, Business Intelligence or Security we’d like to talk to you about becoming an ORCL partner. Or adding additional solutions to your practice
The same for partners who are focused on platform modernization.
If you ‘re in the server and storage infrastructure business we’d like to talk to you about how adding ORCL to your business can strengthen your value prop to customers and grow your revenue
And of course, partners provide market reach for us. Whether you focus on SMB or Enterprise accounts, we have resources aligned to work with you

13. Partner Sales Support Open Market Model
Our commercial sales organization is segmented into Enterprise, National Accounts and Emerging Market
Emerging market is a new focused segment for us. We’ve invested in a small team of sales resources that is looking for partners focused on that space to team with.
Our Open Market Model allows partners to register resale opportunities across all of these segments, including our Enterprise accounts which is new for this year.
Registering opportunities insures cooperation from our sales teams and allows us to better align resources to support you r sales efforts
We have channel managers aligned to each segment who can help you with opportunities and alignment with our sales teams

14. Interested in becoming a partner?
From partner.oracle.com you can learn more and Sign up for the Oracle Partner Network
If you are already an OPN member, this is your starting point for product information, sales kits and enablement

15. Remarketer Program New zero barrier to entry program enables SMB sales
QuickStart
Partner
Certified Partner
Certified Advantage Partner
Annual Membership Fee $0
$300
$1995
$1995
$1995
Partner’s Benefits -- Oracle’s Commitment
Remarketer Program
New class of Oracle reseller, not directly affiliated with Oracle
No OPN Fees/No OPN benefits
Able to resell Oracle SE1/SE products
Standard Terms, Conditions & Pricing
Remarketers leverage VAD for all support, training, etc.
QuickStart program
Access to limited OPN benefits and products
Full OPN Membership
Full access to all resources and resale for Tech products
We offer three ways to get started
The Remarketer program allows you to resell a limited set of products without joining OPN. No fees, no contracts
Quick Start program provides limited access to benefits and products
OPN Membership provides full access to benefits and resale of all technology products as well as the opportunity to achieve Certified and Certified Advantage status

16. How do I get trained? OPN Competency Center
Start by taking a pre-assessment and build a customized Guided Learning Path
Save your Guided Learning Paths as projects and work on them over time
View and manage your complete Oracle training history
Collaborate by sharing your opinion on content
Access Solution Kit materials available on OPN
Once you are a member, how do you get enabled?
Last fall we announce Enablement 2.0 at Oracle World.
Enablement 2.0 offers comprehensive enablement resources, from online self study to live boot camps.
The OPN Competency Center is the starting point to develop your enablement plan and build customize guided learning paths based on your needs and focus areas

17. Profile of a Successful ORCL SI/VAR
Solution focused
Balanced resale of software, services and/or hardware
Establishes “brand” with local Oracle sales teams
Engages the resources available

18. Scott Walker CEO Ironworks

19. Oracle 8/18/09 Channel Meeting
August 18, 2009

20. Who is Ironworks?
Ironworks is a project-based consulting company with one mission – never fail a client . We measure our success by the success of our clients.

21. Why Ironworks? The “Right Size” Experienced Resources
We are large enough to provide depth, experience and expertise, yet small enough to provide the intimacy and agility to be responsive to your needs.
Experienced Resources
Our teams include senior, experienced program managers, designers, information architects, developers, and engineers – we don’t sell with the “A” team, then staff the job with the “B” team.
Integrated Strategy, Design and Development
This integration means that our strategies are practical, our applications are highly usable, and our technical solutions are expandable and maintainable.

22. WEB SOLUTIONS (Fusion E2.0)
Our Service Offerings
BUSINESS CONSULTING
WEB SOLUTIONS (Fusion E2.0)
SYSTEM INTEGRATION
(Fusion SOA)
Program Management Office
IT Strategy and Roadmap
Vendor and Tool Selection
Business Process Improvement
Compliance
Web Strategy
Web Design and Usability
Portals
Enterprise Content Management
Web Analytics
E-Commerce
Enterprise Search
Application Management
Service-Oriented Architecture (SOA) Strategy and Implementation
Business Intelligence
Application Integration

23. Representative Clients
Financial
Services
Healthcare
Government
Associations
Mfg/Retail/Dist
Other

24. How The Partnership Got Here
Evolution of Ironworks partnership expectations and model:
Professional services vs. license sales/reselling
“Going it alone” versus working with partners (> 5%, < 80%)
Recognize it’s a two way street
Lead and opportunity sharing is the bottom line
Evolution of Ironworks and Oracle relationship:
Enterprise Partnership – expansion of Oracle product stack
Involvement of Ironworks in Oracle sales verification program:
E20 (approved) and SOA (in process)
Stellent
Oracle
Fusion
Fuego
BEA
BEA
Plumtree

25. Why is This Partnership Working?
Complementary missions and objectives – relationship “fit”:
Help clients achieve business objectives through technology and services
Expand client base and footprint within clients (licenses and services) – leverage our ability to go wider and deeper in accounts.
Mutual executive commitment to success of relationship
Strong working relationships between Oracle Account, Services, and Channel teams and Ironworks professionals
Joint account relationships and joint account planning
Alignment of our services capabilities to Oracle Product Stack
Results
Oracle has demonstrated by its actions and leads provided that they are committed to this partnership.

28. Summary and Actions Right time to do business with Oracle
Technology and industry leadership
Cross-sell and upsell opportunities
Ease of doing business
Learn more about Doing Business with Oracle
Visit
Engage your VAD
Visit the Oracle Booth