1. SOA Management Packs & Governance Cheat Sheet (Shared under OPN NDA - Last Updated: 8/3/2009)OPN NDA Target Account Profile Enterprises that: Have IT infrastructure that is based on Java, application servers, service bus, web services that needs to be performed optimally. Who Cares: CIO Can you quickly and easily scale your middleware resources in response to changing business needs? Are you able to reduce operational costs through intelligent automation of application environment troubleshooting, installation, administration and maintenance processes? Do your SOA applications have the availability and perform at the level needed to fully satisfy customer base? Who cares: LOB How do you measure customer satisfaction today? Does the lack of application performance cause issues with customers? SLAs? Are new feature functions being delivered in a timely manner Who cares: IT Managers Have you had issues meeting project deadlines or production outages? What are the key business processes that span multiple systems today? Enterprises that: Have strict compliance rules and regulations Who Cares: CIO What key IT artifacts does your organization monitor for compliance purposes? Does your key business systems have to be audited? How do you measure this today? Do you know if your IT infrastructure is in compliance today? How difficult is it to account for all the access rights, available business services, business processes that are out there across your IT infrastructure? Respond to change rapidly: The business needs to be able to quickly make changes to its business processes in order to meet marketplace or regulatory demands. Improve productivity: The business needs to drive down operating costs of IT by eliminating the duplication of efforts, having a central place to manage all the IT artifacts, access levels and increase collaboration between IT and business. Improve service levels: The business needs to be able to offer improved service levels for customers and other key constituents for key business processes with minimum down time and optimal performance. Comply with regulations: CEOs, CFOs and their financial auditors are now required to certify not only the company's financial statements but also the internal controls and financial processes that produced those statements. Its critical to have total governance on all the IT artifacts. Reduce Cost: Companies are facing increasing pressure to do more with less. Having a fully governed and monitored SOA infrastructure can significantly help reduce costs. Key Business Requirements Elevator Pitch Oracle’s Management Pack Plus for SOA and SOA Governance solution significantly help reduce business applications down time, achieve better customer SLA’s, decrease project timelines and help get most ROI for your SOA investment. Who Cares: LOB Can you find the regulated business process critical documents and data easily? If not, how does it impact your business? What is the impact on the business if you are out of compliance? Who Cares: IT Managers How secure is critical data? Can anyone access this? What impact does this have if it ends up in wrong person’s hand? Do you have a central place where you manage your SOA artifacts? Enterprises that: Are in service industries where rolling out new services quickly and efficiently is vital to maintaining their competitive edge (e.g. Telco, FSI, Healthcare etc.) Who Cares: CIO What is the cost of making changes to your business process in order to roll out new services? How quickly can you make changes to meet your business requirements? Who Cares: LOB How often do your critical business processes change due to industry trends? How do these business process changes impact your business? How do you measure this impact? How important is it for your organization to get to market with these changes before your competition? How does being first to market effect the business? Who Cares: IT Manager Can you simulate and optimize before rolling out new services? What is the cost of not being able to optimize and make changes before deployment? How closely does your IT staff work with business analysts to implement new services? Do they use common repository to co-develop new services? Do you have issues meeting project deadlines ? Target Account Profile Continued

2. Objection Handling Objection: We’re using CA/Wily or HP for monitoring Java applications and J2EE application servers. Why do we need Oracle’s solution? Response: That’s understandable, however, Oracle’s solution provides real-time production monitoring and diagnostics without the usual massive overhead of competitive solutions. Competitors overhead can be as high as 50%; Oracle’s solution is only 1%. In addition, Oracle’s solution provides granular insight into Java application transactions as they enter and return from Oracle databases. Objection: I have heard that this technology is new to Oracle. It increases my risk and ROI is small. Response: I can understand that. It wouldn’t make sense to implement SOA if ROI is not there. We have many reference customers who are taking advantage of our technology. According to industry analysts, Oracle is a clear leader in this space. I can send you some material if you like. Objection: We have heard that SOA Governance is hard to achieve since there are many parties involved and lot of personal interests. This will be waste of time and investment for us. Response: I appreciate the honesty and concerns. It is true that you need to have all the interested parties to be involved and get the most out of your efforts / investments. There are some great benefits and big ROI when this is done right. We have many customers success stories and best practices available that can assure you that this can be done. (Shared under OPN NDA - Last Updated: 8/3/2009)OPN NDA SOA Management Packs & Governance Cheat Sheet 1.Focus on the critical business applications that cannot afford to be down or have performance issues.. 2.Focus on applications that are widely adopted and have bottlenecks, performance issues that are hard to pin point and resolve. 3.Understand what it takes to govern SOA infrastructure. Its more than writing web services and creating process flows. Having a central place to manage/monitor all the IT artifacts is key. 4.Its critical to get business and IT to work cohesively. Targeting Best Practices Target Account Profile Continued Enterprises that: Own any Oracle middleware including the SOA Suite, BPEL or the OSB. Who Cares: CIO Do have ability to govern and manage all SOA and middleware artifacts in your environment? How successful are your SOA projects? How do you measure that today? Have you realized ROI on your SOA investment? Who Cares: IT Managers How do you manage your middleware environment? Do you store all SOA assets in a common repository? Does your business users and IT collaborate when a new SOA application is being built? What is that process like? Do you have issues about unauthorized access to the IT assets / processes? WebLogic Suite Coherence Suite (optional) SOA Management Pack WebLo Oracle Enterprise Manager Solution Components