1. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. Partnering for Success in EMEA Understand the landscape, know who are the players & be aware of some of the cultural differences. Bart Vanden Abeele - WE JD Edwards Solution Consultant Didier Faure - EMEA JD Edwards Presales Leader Mohamed Elrayes – ECEMEA JDE Sales Development Leader Wiaam Tahtouh – Senior Pre-sales Consultant Ahmed El-Azzamy – Senior Pre-sales Consultant Paolo Moroni – Director JDE Business Development

2. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. Safe Harbor Statement The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle. 2

3. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. Agenda The JD Edwards Eco System in EMEA Successful Partnering Programs Do’s and Don’ts Q & A 1 2 3 4 3

4. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. The JD Edwards Eco System in EMEA 4 What is different in E urope, M iddle E ast & A frica http://www.worldatlas.com/cntycont.htm

5. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. List of Countries by GDP (nominal) 5 Source : From Wikipedia, the free encyclopedia List by the United NationsUnited Nations EMEA Countries 15 out of Top 25 28 out of Top 50 45 out of Top 75

6. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. List of Countries by GDP (nominal) 6 Source : From Wikipedia, the free encyclopedia

7. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. The European Union 7 Source : From Wikipedia, the free encyclopedia 28 Countries 24 Official Languages (English spoken by ̴̴̴̴50% of residents) 10 Currencies (EURO adopted in 19 member countries)

8. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. The JD Edwards Eco System in EMEA 8 What is different in E urope, M iddle E ast & A frica # of countries: ~120 Market definition  Each country is a territory on its own Oracle  EMEA Partner (and Customers)  Language! JD Edwards Partner Eco System WE: 80 Country Operations from 54 Legal Companies EE&CIS: 27 Country Operations from 26 Legal Companies MEA: 33 Country Operations from 31 Legal Companies

9. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. The JD Edwards Eco System in EMEA 9 What is different in E urope, M iddle E ast & A frica EMEA JD Edwards Partner Community If your job is selling, implementing or supporting JDE in EMEA 400 members representing 100 partners Community workspace with regional relevant materials Community blog with focus on EMEA news Where to join: http://www.oracle.com/partners/emea-en/knowledge-zone/applications/jdedwards-1687208.html or contact Hartmut Wiese, EMEA A&C  hartmut.wiese@oracle.comhartmut.wiese@oracle.com French and Italian Solution Factory Portals Focused on pre-sales needs offer materials in Italian and French Maintained by the EMEA Pre-sales Center [EPC] is available to all the EMEA JD Edwards Partner Community Members. For more information you can contact Tudor Cirstea, EPC  tudor.cirstea@oracle.comtudor.cirstea@oracle.com

10. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. Oracle Organization EMEA Alliances & Channels: EMEA organization JDE main contact: Harmtut Wiese Sales: Western Europe & ECEMEA WE: by industry (MSE is defined as an industry) ECEMEA: mix by industry & country cluster Business Development: WE & ECEMEA WE: All Apps by Country ECEMEA: JDE main contact Mohamed Elrayes Presales: WE: Field presales in selected countries: France, UK, Italy, Spain & Germany WE RegionalTeam: Bart & Didier ECEMEA: by areas (MEA, EECIS, etc) EPC team in Bucharest, supporting WE JDE Product: Partners Support in EMEA Tim Scott, Paolo Moroni

11. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. Western Europe Pre-sales Organization 11 1 5 3 0 3 0 26 2 Red: In country Field SC Green: Regional Team Black: EMEA Pre-sales Center Regional Team Didier Faure – Paris Bart Vanden Abeele - Amsterdam 1

12. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. ECEMEA JDE Practice Leaders 12 Mohamed Elrayes JDE Sales Dev & Strategy Leader Orchestrating Partners enablement in ECEMEA Enabling new partners ( eg RU- CIS, TR, MEA) Supporting building JDE community in the region Supporting the customers with recommendations and advisory actions Supporting customers in getting the required information in the right time Recommend the best fit partner to the business and find variety of options Guzel Fayzullina Alex Belenchi Wiiam Tahtouh Ahmed El Azzamy Michel Itotia Collin Nkosi Cole Molapisane Mohamed Abdou

13. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. EMEA Market Data and GTM Strategy UP 56% vs FY13 FY14 Top Revenue Contributor Countries vs Total EMEA JDE Licenses Sales Pipeline by Partner (Total 153 Partner) Sweden made the top 5 thanks to a very large exceptional deal

14. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. Western Europe – MSE – Partners 14 9 5 8 7 1 9 2 13 More than 50 partners working closely with Oracle on MSE in Western Europe By Country

15. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. Major JDE Partners in Western Europe 15

16. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. Major JDE Partners in ECEMEA 16

17. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. Partner Landscape Partners driven by Country! Regional and Global partner presence varies by country: IBM in France and Benelux not elsewhere. L&T Infotech in Nordics, UK and France… Complex Oracle A&C organization. Differences: – Number of Partners/Size of Partners – Sales Autonomy – Industry / Geography Focus – Oracle Presales presence or not. 17

18. Copyright © 2015, Oracle and/or its affiliates. All rights reserved.18 Differences in Culture, Economy, Size in each country will impact the sales cycle and the resources you will need to involve.

19. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. Competitors 19

20. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. Partnering for success Partner enablement Presales Partner Program Presales Skills Partner Communications Sales Enablement

21. Copyright © 2015, Oracle and/or its affiliates. All rights reserved.21 Partnering for success Go to Market Inititatives JD Edwards in a Box Joint Marketing Campaigns SaaS at Partner OVI – Oracle Validate Integration

22. Copyright © 2015, Oracle and/or its affiliates. All rights reserved.22 Partnering for success Opportunity support Local/Regional Oracle Presales Local Oracle Sales EMEA Presales Center

23. Copyright © 2015, Oracle and/or its affiliates. All rights reserved.23 EMEA Successes

24. Copyright © 2015, Oracle and/or its affiliates. All rights reserved.24 Do’s and Don’ts When engaging in an international opportunity with EMEA divisions Engage with EMEA team early Hartmut – A&C for EMEA Bart, Didier – WE Mohamed A., Wiaam, Ahmed, Collin, Cole - MEA Alexandru, Guzel – ECE Mohamed E.- ECEMEA Paolo, Tim – JDE product team for EMEA Identify Important Differences Cultural Competition Localization & Language Oracle / Partner Organization

25. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. OPN JD Edwards EnterpriseOne Knowledge Zone

26. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. BE INFORMED, STAY CONNECTED @OracleJDEdwards JD Edwards Professionals JD Edwards Attitude@Altitude Attitude@Altitude My Oracle Support Communities Communities TheOracleJDEdwards

27. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. Be Informed, Stay Connected

28. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. Questions & Answers 28