Digital Disruption Driving Innovation in the Cloud Thomas Lehninger

Digital Disruption Driving Innovation in the Cloud Thomas Lehninger
Director CX Sales Development and Strategy ECEMEA Beirut, February 3rd, 2015 Oracle Confidential – Internal/Restricted/Highly Restricted

Today, every business faces a digital challenge
around-the-clock availability xxxx big data xxxxxxx change at the speed of business xxxxxx customer and employee engagement xxxxxx digital x immediate information xxxxxx mobile xxxxxx personalized service xxxxxxx real-time fulfillment xxxxxxx social xxxxxx user experience xxxxxx zero errors xxxxxx Today, every business faces a digital challenge. Customers, partners, and employees have all been spoiled by digital giants like Amazon and Apple. They expect a flawless experience – with around-the-clock availability, real-time fulfillment, personalized service, immediate insight, and zero errors – across every channel. In fact, 81% of CEOs agree that technology is the key global trend that will transform business over the next 5 years. (Source: PWC 17th Annual Global CEO Survey) Business leaders know they have to bridge this digital divide – and they want the technology to do it now. Oracle Confidential – Internal/Restricted/Highly Restricted

Every cloud provider promises a quick fix
“Flexible platform designed for change” “Change at the speed of business” “Connect anything” Every cloud provider promises a quick fix to your digital challenge They promise applications that are fast to implement simple to use connect to anything and everything So you don’t have to wait for IT to deliver new capabilities “Smarter” “Simpler” “Seamlessly integrate with a connected world, faster and easier” “Run simple” “Faster” Oracle Confidential – Internal/Restricted/Highly Restricted

Quick fixes are never what they seem
R3 apps on Hana Expect IT to different clouds ^ HR “the most comprehensive cloud computing portfolio on the market” ^ ^ “Unified suite of ^ applications” “Connect anything” But we all know that quick fixes are never as simple as they seem. Workday promises a unified suite of applications, but what they’re really talking about are HR applications. Salesforce says you can connect anything with their Salesforce1 platform, but what they don’t tell you is that the work of integrating different applications falls to internal IT or partners. SAP claims that it has the most comprehensive cloud computing portfolio on the market, but it’s the same monolithic R3 applications running on a new platform. HR Oracle Confidential – Internal/Restricted/Highly Restricted

You want technology now that won’t slow you down later
Rapid Innovation Integration Framework Consistent Data Model Digitized Business Processes Engaging User Experience Unified Access Controls At Oracle, we know technology has to address your immediate digital challenges But whatever you deploy now shouldn’t slow you down later To achieve this, you need a more holistic strategy focused on both speed and standardization Speed allows you to innovate rapidly by adding new modules, digitize your business processes quickly, and benefit from frequent updates Standardization lets you scale innovation over time -- through a common integration framework, consistent data model, unified access controls and business intelligence. Unified Business Intelligence Frequent Updates SPEED STANDARDIZATION

Oracle prepares you for the digital future
Cloud Applications 1 Digitize business interactions 2 Move at the speed of business Marketing Sales Commerce Service CPQ Oracle has a broad portfolio of cloud applications that prepare you for the digital future Cloud applications designed for speed Modular in design Complementary to core transaction systems Designed for speed, enabling you to modernize specific business practices quickly Best-in-class functionality with leadership ratings in 18 SaaS categories Rapid deployment and frequent updates Cloud Foundation Core Fusion cloud applications for sales, global HR, financials and order management that act as data hubs (e.g. customer, employee, product, ledger, organization, business unit) Enable you to standardize on a modern applications platform with common integration, data model, business intelligence and security In addition, Oracle’s PaaS offering allows you to enrich all of our cloud applications by developing new applications or functionality 18 leader 3 ratings in SaaS categories Talent Management Projects Procurement Planning & Budgeting Innovation Management Applications Foundation 4 Standardize on a modern applications platform CX Foundation HCM Foundation ERP Foundation 5 Unify processes, data, access controls and business intelligence 6 Enrich apps with PaaS Oracle Confidential – Internal/Restricted/Highly Restricted

Customer Experience Cloud
Customer Experience Apps Marketing Sales Commerce Service CPQ Apps Marketplace Oracle has a broad portfolio of cloud applications that prepare you for the digital future The first category is systems of engagement Modular in design Complementary to core transaction systems Designed for speed, enabling you to modernize specific business practices quickly Best-in-class functionality with leadership ratings in 18 SaaS categories Rapid deployment and frequent updates The second category is systems of record Core Fusion cloud applications for sales, global HR, financials and order management that act as data hubs (e.g. customer, employee, product, ledger, organization, business unit) Enable you to standardize on a modern applications platform with common integration, data model, business intelligence and security In addition, Oracle’s PaaS offering allows you to enrich all of our cloud applications by developing new applications or functionality Customer Experience Foundation Common Security and Identity Services Single Development and Integration Framework Unified Business Intelligence Universal Customer Master Best in Class PaaS Oracle Confidential – Internal/Restricted/Highly Restricted

Human Capital Management Cloud
Human Capital Management Apps Global HR Payroll Talent Mgmt Recruiting Performance Workforce Mgmt Workforce Optimization Learning Apps Marketplace Oracle has a broad portfolio of cloud applications that prepare you for the digital future The first category is systems of engagement Modular in design Complementary to core transaction systems Designed for speed, enabling you to modernize specific business practices quickly Best-in-class functionality with leadership ratings in 18 SaaS categories Rapid deployment and frequent updates The second category is systems of record Core Fusion cloud applications for sales, global HR, financials and order management that act as data hubs (e.g. customer, employee, product, ledger, organization, business unit) Enable you to standardize on a modern applications platform with common integration, data model, business intelligence and security In addition, Oracle’s PaaS offering allows you to enrich all of our cloud applications by developing new applications or functionality Human Capital Management Foundation Common Security and Identity Services Single Development and Integration Framework Unified Business Intelligence Universal Employee Master Best in Class PaaS Oracle Confidential – Internal/Restricted/Highly Restricted

ERP Cloud ERP Apps ERP Foundation Planning & Budgeting
Financials Planning & Budgeting Projects Procurement Innovation Management Oracle has a broad portfolio of cloud applications that prepare you for the digital future The first category is systems of engagement Modular in design Complementary to core transaction systems Designed for speed, enabling you to modernize specific business practices quickly Best-in-class functionality with leadership ratings in 18 SaaS categories Rapid deployment and frequent updates The second category is systems of record Core Fusion cloud applications for sales, global HR, financials and order management that act as data hubs (e.g. customer, employee, product, ledger, organization, business unit) Enable you to standardize on a modern applications platform with common integration, data model, business intelligence and security In addition, Oracle’s PaaS offering allows you to enrich all of our cloud applications by developing new applications or functionality ERP Foundation Common Security and Identity Services Single Development and Integration Framework Unified Business Intelligence Universal Financial Master Best in Class PaaS Oracle Confidential – Internal/Restricted/Highly Restricted

“ ” What’s all the fuss about MORE applications?
At Oracle, we like to talk about having more SaaS applications than any other vendor And you probably wonder why in the world this matters A complete portfolio is important for a couple of reasons: First, with a "best of suite" approach to the cloud, you can address a particular business function in its totality (sales & marketing, finance & operations, HR) instead of one niche at a time Oracle Confidential – Internal/Restricted/Highly Restricted

More applications cover more of your business
100+ Click To Order  Registration To User Access  Maintain Account to Personalize Home Page  Shopping Cart To Purchase  Order To Status Inquiry  Catalog To Content Project Budget to Project Resourcing  Project Resourcing  Collaborative Project Change Control  Project Expenditure to Revenue Recognition  Analysis to Project Closure Inbound Call To Resolution  Social SR To Resolution  Social Listening To Feedback  Registration To User Access  Maintain Account to Personalize Home Page  Web Service Request To Resolution  Create To Publish Knowledge  Install Base To Product Return  Service Request To Dispatch  Service Request To Repair or Exchange Recruit To Onboard  Relate To Retain  Benefits To Payroll  Incident To Workers  Compensation  Payroll To Payment  Time Collection To Payroll Processing  Termination To Payroll Goal Setting To Appraisal  Assess To Progress  Training To Employee Development modern best practices Second, more applications provide modern best practices for your entire business These modern best practices reflect new ways of doing business in the digital age For example: mobile workforce, social interactions and predictive analytics that guide decision making Insight To Campaign Plan  List Import To Prospect  Analytics To Insight  Campaign Execute To Lead  Campaign Execute To Event Social Prospect To Opportunity  Lead To Opportunity  Opportunity To Order  Opportunity To Forecast  Configure Quote To Order  Inbound Contact To Lead  Outbound Call To Lead  Compensation To Commission  Performance To Compensation Period Close to Financial Reports  Assets To Depreciation  Bank Statement To Cash Reconciliation  Budgets To Approval  Sub-ledger Journal To Post  Customer Invoice To Receipt  Supplier Invoice To Payment  Customer Account Review To Payment  Customer Statement To Collections  Credit Review To Approval Inventory Count to Reconciliation  Receipt to Disposition  Plan to Replenishment  Pick to Shipment  Product Costing to Inventory  Valuation  Sourcing Requirement to Agreement  Requisition to Receipt  Supplier Return to Replacement  Order to Shipment  Order to Drop Shipment  Customer Return to Replacement Goal Setting To Appraisal  Assess To Progress  Training To Employee Development Oracle Confidential – Internal/Restricted/Highly Restricted

More integrated apps save you money
Support No hidden costs One price One call One SLA Training Integration Add-on functionality Build your own cloud Let Oracle build your cloud Third, a more integrated portfolio of apps saves you money compared to the cost of managing dozens of niche SaaS apps Maintaining a mess of integrations Pay for each custom integration, which needs to change every time the data model evolves Evaluate and test all new software functionality and integrations with every software update Fix broken integrations when new functionality closes a gap previously filled by a 3rd party Building a common applications platform Provide ongoing Single Sign-on environment Provide common business intelligence platform Deliver incremental training for Help Desk and employees on different UIs Managing multiple vendors Manage contracts, technology and programming standards for multiple cloud providers Market Sell Order Serve Market Sell Order Serve Hire HR Hire HR Procure Account Procure Account s Oracle Confidential – Internal/Restricted/Highly Restricted

Oracle Sales Cloud Drives Smarter Sales
Reps Sell More Managers Know More Companies Grow More $ KEY POINT: Set Context for Oracle Sales Cloud’s Complete, and Differentiated Approach This is why Sales Performance Management is one of the key business strategies we talk about when we talk to companies about accelerating GROWTH—along with making reps more effective and improving Manger’s visibility and ability to respond ADDITIONAL DETAILED TALKING POINTS Companies are focusing on getting better performance from their sales teams. So how does Oracle Sales Cloud help you achieve the return on investment you are looking for? We believe the answer is in smarter selling. Simply put, it’s about: Helping your sales reps sell more by giving them the tools to succeed—anytime, anywhere Making sure your managers know where things stand, so they can take proactive actions. And giving you the tools to understand your customers, maximize sales coverage and impact, and manage the channels you use as an extension of your sales force. I’m going to focus on the Grow More aspect…specifically looking at key issues many companies, like yours, face around territory coverage, managing quotas, and incentive management as they look to grow their revenues and ultimately their businesses. . Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 14

Oracle Sales Cloud Key Differentiators
Quota Management Mobile and Social Customer Master Partner Relationship Management Forecasting Sales Prediction Compensation Management Territory Management KEY POINT: Set context within broader Oracle Sales Cloud portfolio of solutions Understanding and hitting sales forecasts and targets is one component of a broader strategy. Understanding what’s happening and how you can drive your business is one part. Executing against your sales strategy is the other part. Details While I’ve focused today’s presentation on the intelligence and analytic aspects of the Oracle Sales Cloud, they’re part of a broader, next generation Sales Automation solution Oracle Sales Cloud offers a complete and robust set of components that include the core SFA capabilities you need, such as Account, Contact, Opportunity Management… as well as unique areas that, in our experience, help optimize the sales organization and drive better performance with territories, quotas, incentive management and sales prediction. And, because selling doesn’t happen in the office—it happens in front of customers—these components are part of a broader “mobile first” Oracle Sales Cloud strategy that make it easy for Sales Reps and Managers to access sales information wherever, however, and whenever they choose.

Compensation Management
Maximize Revenue & Optimize Sales Performance Territory Management Compensation Management KEY POINTS: Key highlights, tee-up proof points that will be delivered on in following slides I’ll start with some quick highlights and then drill down into specifics on each First, Oracle Territory Management is built for the way you run your sales organization and the way you want your territories aligned. Next, Oracle Quota Management is built on intelligence about your business and business potential -- designed to maximize the real opportunity in your sales organization Finally, Oracle Incentive Compensation provides an end-to-end solution that helps you design and implement Compensation plans that make sense—because they’re aligned with business strategy, compensation strategy, and sales structure— and keep sales motivated (not worried about sales credit) [Transition] Independently, or working together as an integrated system, these tools deliver Sales-focused Sales Performance Management solution that 1) is adaptable and customizable to how you run your business, 2) is powerful, but easy to use, 3) enable you to implement, change and see the impact of your plans Quota Management Intelligent quota setting that’s built to maximize the real opportunity Plan, model, and monitor performance plans that make sense keep sales motivated Critical sales resources in the right place at the right time— built for the way you run sales.

Part of a comprehensive SPM Strategy
Territory Management Compensation Management KEY POINT: Focused on 3 strategies you can start with today. But it’s part of a broader, complete approach to sales performance management from Oracle The focus of today’s presentation has been on key strategies that you can apply and processes that are, based on what we’ve covered here, in dire need of automation TODAY---Territory Management, Quota Management, and Compensation Management. These are part of a broader, industry-leading Sales Performance Management strategy from Oracle that includes… GARTNER MQ for SPM A survey of vendor customers using SPM indicated: ■ Seventy-one percent of respondents are using ICM components. ■ Thirty-eight percent of respondents are using sales appraisal and evaluation functionality. ■ Thirty-one percent of respondents are using objective/quota management. ■ Twenty-two percent of respondents are using territory management. ■ Eighteen percent of respondents are using coaching systems. ■ Eleven percent of respondents are using learning or training functionality. ■ Nine percent of respondents are using hiring and onboarding functionality. ■ Two percent of respondents are using gamification. Gartner sees an increased focus on SPM capabilities that augment core sales technology initiatives. Smartphones and iPads continue to dominate the discussion to improve Quota Management Oracle Sales Performance Management Incentive Compensation Territory Management Quota Management

dunnhumby’s challenge: taking its business to the next level
Business Challenges Rapid Growth Following rapid growth over the past 6 or7 years, how could dunnhumby globalize, simplify, and better-integrate its business processes? Scalability As the company expands at an even faster rate, how could they scale their back-office systems? Continued Innovation In search of flexible systems, how could dunnhumby accommodate ongoing innovation? When dunnhumby decided they needed to take their business to the next level, they underwent a lengthy analysis of technology vendors After all, dunnhumby is the world’s leading customer science company They analyse data from more than 400 million customers across the globe for clients such as Tesco, Kroger, Macy’s and Coca-Cola They’ve experienced rapid growth, doubling in size over the last 6-7 years and expanding operations from 3 to 30 countries They wanted to globalize, simplify, and better-integrate their business processes They needed more agile, flexible and scalable back-office systems in order to accommodate further expansion Their goal was to maximize their technology investment to help their bottom line Source: Oracle Confidential - Restricted

dunnhumby standardizes on Oracle Cloud
Sales Cloud, Marketing Cloud, ERP Cloud, HCM Cloud, Hyperion Managed Cloud Service, Business Intelligence Managed Cloud Service Integrated solution Lower TCO Why Oracle? dunnhumby had to convince internal stakeholders of the benefits of a unified solution Initially, the business leaders wanted to choose their favorite applications They finally settled on a full range of Oracle Cloud applications, including Oracle Sales Cloud, Oracle Marketing Cloud, Oracle ERP Cloud, and Oracle HCM Cloud, along with Oracle Hyperion Managed Cloud Service and Oracle Business Intelligence Managed Cloud Service They realized that an integrated solution with a single unified platform would provide insight across the entire operation and end-to-end processes By replacing all of their on-premise systems, they expect efficiency savings through automation, as well as the ability to boost mobile working capabilities Source: rollout/#.U_eWDPldWSo Efficiency improvements Mobile working capabilities Oracle Confidential – Internal/Restricted/Highly Restricted

How Oracle helps you succeed in a digital world
Now let’s look at what you get with Oracle’s cloud applications and how they can help you succeed in a digital world Modern business practices for every function in your enterprise offer immediate business value Modern cloud that is personalized, connected and secure deliver long-term value Practical path to the cloud enables you to achieve your business goals MODERN BUSINESS MODERN CLOUD PRACTICAL PATH practices for every function in your enterprise that is personalized, connected and secure to the cloud for customers to achieve business goals Oracle Confidential - Restricted

Modern Business practices for every function in your enterprise
Oracle Confidential – Internal/Restricted/Highly Restricted

Modern business practices are digital by design
1 2 Modern business practices are digital by design They are straightforward They are designed for mobile use They make it easy to collaborate by building social into business interactions They provide insight during key points of a process Make Applications Easy to Use Provide Access from Every Device 3 4 Make Every Interaction Social Provide Insight to Everyone Oracle Confidential – Internal/Restricted/Highly Restricted

Modern HR finds talent faster
Social Recruiting "Being able to understand talent and talent movement across the organization and improve mobility is central to our mission to deliver innovation. An integrated cloud-based talent management solution allows us to develop critical talent pools and assess, select, hire, and onboard that talent more effectively.” Here is an example of a modern best practice that taps into social networking To find top talent in a minimum of time and cost, you need access to both a large pool of active and passive candidates as well as insight into which candidates are the most worth pursuing Employee referrals are a good source of qualified candidates who fit the company culture Instead of relying on recruiter contacts and paper-based employee referrals, modern HR organizations are tapping into the power of social networks Hitachi Consulting Wanted to use social media to more effectively recruit highly skilled professionals Chose Taleo Recruiting, Taleo Social Sourcing and Taleo Onboarding Results: Boosted the quality of candidate referrals significantly Able to push information into the marketplace in real time about available jobs Saved more than $1 million in employee referral costs in the first year thanks to improved ability to track and analyze candidate lead sources, including social media, job boards, and personal referrals Doubled employee referral rate for new candidates in one year—from 17% to 35% of all hires Source: Hitachi Consulting Improves Recruiting Through Social Sourcing, Saves US$1 Million in Referral Costs in First Year with a Cloud-Based Solution BEFORE Recruiting relies on industry contacts and paper-based employee referrals AFTER Recruiting involves broad employee participation via social networks BUSINESS VALUE $1M savings in referral costs 2X growth in employee referral rate from 17% to 35% of new hires Source: Hitachi Consulting Oracle Confidential – Internal/Restricted/Highly Restricted

Modern marketing converts more customers
Cross-channel Marketing 94% “Now, we’re putting together entire lifecycle campaigns with a cadence of s based on the products our customers have and what they’re interested in.” Kristin Somers, Marketing Communications Manager Behaviors Activities of customers have discontinued communication with a company because they receive irrelevant promotions and messages. — Blue Research Here is an example of a modern best practice that taps into digital information in order to engage individual customers Marketing used to be about segmenting customers into broad categories Now it’s about engaging individual customers By monitoring their digital body language (i.e. content downloads, opened s/responses, web site activity), you know people’s behaviours, activities, preferences and sentiment With Oracle’s Cross-Channel Marketing solutions, you can build an individual experience for each and every customer that boosts their conversions and drives long-term retention For example, Dollar Thrifty Rental Car increased conversion by 22% and Zurich Insurance improved customer renewal rates by 10%  Sentiment Preferences BEFORE marketing programs that target broad customer segments AFTER marketing tailored to each customer, connecting them with the right products BUSINESS VALUE 22% conversion lift 10% improvement in renewal rates Source: Dollar Thrifty Rental Car, Zurich Insurance Oracle Confidential – Internal/Restricted/Highly Restricted

Modern sales closes deals faster
Mobile Sales Before After 2 weeks to sign and book an order 8 minutes on an iPad Manual discount controls and approvals >$1M improved margin in first quarter Spreadsheets, documents, s 2X improvement in rep time w/ customers Here is an example of a modern best practice that uses mobile to boost sales productivity Before, sales reps had to wait until they returned to their desk to update CRM information or generate a customer quote Now, sales reps can manage and update sales information including opportunities, forecasts and sales accounts from any mobile device With integration between Oracle Sales Cloud and Oracle CPQ Cloud, they can even provide customers quotes during a meeting They have more time selling, better deal velocity, and enhanced productivity. One of our customers, ADP, re-vamped their ordering process by using our solution and reduced customer order quote time from weeks to hours because sales reps were able to configure an order and provide a quote with their tablet, right in front of the customer. Source: ADP, NEC, IDEXX Laboratories BEFORE sales rep sends customer a quote after returning to the office AFTER sales rep provides quote during the meeting “What we were able to do with just 5,000 quotes per quarter, now we are able to do with 8,000 quotes per quarter.” Oracle Confidential – Internal/Restricted/Highly Restricted

Modern service enhances customer experience
Cross-Channel Service “Oracle Service Cloud helps us to deliver superb customer experience and is integral to our vision of presenting a personal, responsive, and customer-focused brand.”  Here is an example of a modern best practice that drives consistency across channels Before, each channel had its own customer records So customer service agents had to look up customer information in multiple systems With Oracle Service Cloud, they have the same customer information, no matter which channels the customer used By providing faster service and a unified customer experience, agents have a better opportunity to sell additional products or services For example, Photobox increased new orders by 45% and existing sales by 15% Helen Ellis, Director, Customer Experience BEFORE each channel has its own view of the customer, fragmenting service AFTER all channels share the same customer insight, unifying the customer experience RESULTS 45% increase in new orders 15% increase in existing sales Source: Photobox Oracle Confidential – Internal/Restricted/Highly Restricted

Modern mid-size organizations scale faster
Tier 1 ERP "I selected Oracle ERP Cloud because of its flexibility, integration, and modern state-of-the-art look to it. It can grow along with the Academy. It has potential to incorporate other modules that we don't currently have. And it certainly puts us in a much better position to do things better.” ERP Here is an example of a modern best practice that illustrates the power of the cloud In the past, growing companies had to settle for a Tier 2 vendor just because Enterprise ERP was out of their reach. Then they had to go through the pain of implementing again once they outgrew Tier 2. Cloud changes the dynamics of that, so Oracle ERP Cloud is really “the last ERP you’ll ever need” Kristin Klingvall, Controller BEFORE midsize businesses limited to legacy Tier 2 ERP solutions because of cost concerns AFTER midsize businesses build foundation for future growth with Tier 1 ERP Cloud RESULTS WENT LIVE June RESULTS COMING SOON. Oracle Confidential – Internal/Restricted/Highly Restricted

Modern Cloud that is personalized, connected and secure
Oracle Confidential – Internal/Restricted/Highly Restricted

The modern cloud is personalized
Business Benefits Tailor applications to fit your business – branding, corporate, and local requirements Analytics Workflows Oracle’s modern cloud lets you personalize applications to fit your business. You can tailor Oracle’s cloud applications to match your corporate and local business practices as well as different brands; mold the system by country, by organization or for your entire enterprise. Everything is performed within the application itself with no technical tools or programming required. Employees are able to personalize their user experience, including personalizing dashboards, configuring screens, modifying workflows, and capturing every piece of data unique to their organization If you need to extend functionality beyond configuration changes, you can use standards-based development tools with Oracle Platform-as-a-Service (PaaS) to build custom apps Personalization also includes the ability to choose when software updates occur, and all configuration changes are update safe Empower employees to configure their user experience, dashboards, reports, workflow, and data User Experience Data Fields Branding IT Benefits Enrich functionality with standard tools for building custom applications Update software on your terms and protect configuration changes Oracle Confidential – Restricted

The modern cloud is connected
Business Benefits Custom 3rd Party Connect your entire business – data, processes, analytics, and people Oracle Cloud HCM Cloud CX Cloud With Oracle’s integrated cloud, you’re able to connect your entire business. Connect data, processes, analytics and people Unified user experience improves employee productivity Unlike niche SaaS applications, Oracle’s cloud applications are easily integrated with other cloud, on premise or 3rd party applications using standards-based tools (web services, BPEL) To import/export data, Oracle offers robust data integration for comprehensive reporting and analysis You can easily add or change service providers (i.e. ADP, WorkForce Software, PDI Ninth House, Vertex, ML Benefits) Provide employees with a unified user experience ERP Cloud IT Benefits On Premise Seamlessly integrate processes and data between cloud, on premise and 3rd party applications On Premise On Premise Easily import and export data as well as add or change service providers Oracle Confidential – Restricted

The modern cloud is secure
Business Benefits 19 Data Centers Worldwide Compliance with local data residency requirements Finally, Oracle’s security and compliance practices have more depth than niche cloud providers in its? Local data residency: Oracle operates 19 datacenters around the world- this helps ensure compliance with localized requirements for organizations that have employees around the world Oracle Cloud provides enterprise grade security solutions from a viable software partner Best in class, industry based compliance certifications to support regulatory and data privacy requirements and updates to support today’s modern business needs Unified access controls : your data is protected when employees join or leave your company Isolated data tenancy: unlike our competitors, you can rest assured we don’t co-mingle customer data and we don’t force our customers to assume the shared risk that comes with first generation clouds Oracle’s cloud applications share the same hardware but never the same database Proven cloud provider known for viability, reliability, and expertise Unified Access Controls HCM CX ERP IT Benefits Isolated Data Tenancy Application security with unified access controls Isolated data tenancy and security at multiple layers protects sensitive corporate data Oracle Confidential – Restricted

Practical Path for customers to achieve business goals
Let’s discuss different ways you can move to the cloud for customers to achieve business goals Oracle Confidential – Internal/Restricted/Highly Restricted

The practical path to the cloud fits your business
Take your business to the next level with enterprise cloud applications Reinvent one or two business areas while maintaining core IT systems Modernize core IT systems instead of upgrading them HCM Cloud Talent Cloud Oracle recognizes that every business has unique business goals and offers different paths to achieve them The first scenario fits the needs of rapidly growing businesses that want to migrate everything to the cloud The second scenario is quite common, with lines of business funding cloud applications with their own budgets. According to the Corporate Executive Board, LOB IT spending amounts to an additional 40% of the CIO’s budget (Source: “Harnessing Business-Led IT”, CEB). Business leaders will choose 1-2 strategic areas to modernize while letting IT maintain the core systems In the third scenario, customers on older releases of PeopleSoft, E-Business Suite, JDEdwards, or Siebel may prefer migrating their core IT systems to the cloud rather than going through multiple upgrades to catch up Oracle Cloud Oracle Cloud Oracle Confidential – Internal/Restricted/Highly Restricted

Oracle is committed to your success
Executive Sponsorship Client Success Specialist Financial Incentives Executive sponsorship includes key members of the Oracle team across all three relevant areas of our organization - Development, Customer Success/Support, Sales Management. They are invested in the success of your organization and your implementation/use of our products. They take an active part in project steering committee meetings and participate in key project activities/events Oracle Support offers an award winning technical support system/portal to manage technical issues and their timely resolution, extensive interactive knowledge base, support Communities to Engage w/ Oracle and Your Peers, 24/7 coverage across 145 countries worldwide, 18,000 support technicians in 28 Global Support Centers supporting in 27 Local Languages Customer Feedback Programs deliver consistency in which customers will interact and provide feedback on Applications and our Manufacturing strategy Client Success Specialist is a dedicated/named resource assigned to act as your personal concierge throughout your application experience. Provide education/updates on newly released features/functions and how they might benefit your organization. Provide account management support to assist with questions, issues, information, and administration. Global support with CSS resources around the world Implementation Success Manager is A Team of Oracle resources dedicated to assist in the achievement of your business goals through the implementation of your Oracle products. Aligning with your system integrator as an embedded member of your project team. Direct line to key Oracle resources that may be required during implementation (support, development, strategy) Account Team you have been working with through this initiative. Deep understanding of your organization and your challenges, goals, and business requirements. Financial Incentives Customer 2 Cloud program gives Oracle customers the financial flexibility to determine their best path to the cloud by providing the ability to re-direct existing Oracle Applications investments toward Oracle Cloud solutions in a way that strategically makes sense. Customers can use their existing on-premise support spend to adopt Oracle Customer Experience Cloud and Oracle Human Capital Management Cloud services within the same product family. For example, a customer with on-premise seats for Oracle Siebel eService can quickly and easily transfer those seats to Oracle Marketing Cloud subscriptions. Rapid Start Up: organizations can leverage Oracle Cloud Express rapid startup services to help overcome integration hurdles and accelerate cloud adoption. Packaged integrations between the most popular on-premise and cloud applications, Oracle customers also have the flexibility to shift to a hybrid model where on-premise and cloud applications work together for greater efficiency. Rapid Start-Up Services Oracle Support Implementation Success Manager Customer Feedback Programs Oracle Account Team Packaged Cloud Integrations Oracle Confidential – Restricted

Introducing Customer 2 Cloud Program
Transformational Incremental Oracle is offering a new program to help you to get to the cloud using existing seats /licenses… The program is called Customer 2 Cloud and is available to HCM and CRM customers This program (pathway) can benefit you in three ways on your journey to the cloud: The first of the three components of the Customer 2 Cloud program is the “flexible financial incentives.” The program allows customers who are paying for on premise support (Siebel, EBS, PSFT, JDE) to convert their seats or licenses to the cloud. This program benefits those who are most interested in getting the latest in cloud innovations and want to migrate on-premise apps to the cloud. 1. You’re not using onprem support, and want to apply to get cloud… 2. You’re using onpremise, and want to move some or all of existing license over to cloud…exchange license for SaaS 3. You’re using on premise applications and want to stay on premise. We refer to these Rapid Startup Services - Oracle Cloud Express Services. Includes configuration templates based on best practices; fixed scope and low cost. While you can choose to startup on the cloud on your own. However, we offer help as it can expedite your process much more quickly. Financial Incentives Rapid Start-Up Services Packaged Cloud Integrations

The do’s and don’ts of moving to the cloud
Define your short- and long-term digital strategy Evaluate systems of engagement for quick wins Identify systems of record for strategic migrations Assume standardization and speed are mutually exclusive Sacrifice data integrity, security, integration and business intelligence Underestimate hidden costs of short-term approach Here are a couple of recommendations we encourage you to consider: It’s important to have a short- and long-term plan Choose 1-2 areas to modernize Start planning for the migration of core systems to the cloud Don’t assume standardization will slow you down. It can help you innovate more quickly. Don’t repeat the same mistakes of the past by sacrificing data integrity, security, integration and business intelligence Oracle Confidential – Internal/Restricted/Highly Restricted

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