1. Copyright © 2003, Oracle. All rights reserved. Timely, Effective and Efficient Engagement (“TEEE”) May. 19-20, 2005

2. Copyright © 2003, Oracle. All rights reserved. Team Charter Technology Channels is responsible for Expanding Market Coverage Indirect through an Indirect channel of self-sufficient partners for increased License RevenueOracle Economy License Revenue and Oracle Economy

3. Copyright © 2003, Oracle. All rights reserved. Topics  Current Situation  Solution  Expectation  Q & A

4. Copyright © 2003, Oracle. All rights reserved. Topics  Current Situation  Solution  Expectation  Q & A

5. Copyright © 2003, Oracle. All rights reserved. Current situation – partner selection  In the last 3 Qs, 604 transactions for CMU –200 + partners involved –4 partners have > 10 transactions –10 partners have > 5 > 10 transactions –32 partners have > 2 > 5 transactions –185 one deal partner (Oracle Lead ? or Partner Lead ?) –62 transactions, 14.78M from field, 542 transactions, 10.88M from OrD  ASFU partner is 13.3M, 272 transactions  Partner loyalty can be measured by % of rev from PPL

6. Copyright © 2003, Oracle. All rights reserved. Partner selection - Prefer Partner List (PPL)

7. Copyright © 2003, Oracle. All rights reserved. Partner selection - Prefer Partner List (PPL)

8. Copyright © 2003, Oracle. All rights reserved. Channel Sales Org (not finalised) CMU (Hum) GEH (Xiang) FSI (Kevin) TECH (Hu YU) DMP--Enterprise Neusoft (Jean) Digital C (Susan) NEM (Louis) Group A (William) Group B (Amy) Group C (Tony) Group D (Aden) DMP--MidMarket (Helen) VAD/non-DMP CSS/FT/ECS: (Lina) Industry Account City Wuhan (Wang Jun) City 2 (TBD) City 3 (TBD)

9. Copyright © 2003, Oracle. All rights reserved. DMP List   Group A (CMU focus) – –Linkage – –Asiainfo – –Si-Tech – –Unihub – –Digital China – –Teamsun – –Aspire – –Newland – –Longshine – –ChinaPower   Group B (GEH Focus) – –Insigma – –HNINI – –Foresee – –YinHai – –GW Soft – –Wonders – –BJ Dragon

10. Copyright © 2003, Oracle. All rights reserved. DMP List   Group C (FSI Focus) – –Sinosoft – –Handsome – –Amarsoft – –EasyCon   Group D (Tech Focus) – –Langchao – –Taiji – –OLM

11. Copyright © 2003, Oracle. All rights reserved. Partner Selection – Field Business  Pre-work –Sales Info On-line (ASN): CSMs check ASN regularly on opportunities created by Field Sales –Sales review meeting ： CSMs attend Field Sales weekly review meeting on Deal Progress –Face-to-face & deal-by-deal review with individual sales manager and some of sales –Authorization Letter Request: CSMs review AUL request from Field Sales. Grant approval or rejection after verification  Change of Partner if applicable –Rejected by default without strong justification –Sales submit Change Request of Partner Selection –CSMs verify preference with EU or SI/ISV or both.

12. Copyright © 2003, Oracle. All rights reserved. Partner Selection - OrD  Pre-work –Sales Info On-line (ASN): CSMs check ASN regularly on opportunities created by OrD Sales –Tuesday sales review meeting ： CSMs attend the con-call on deal progress –Authorization Letter Request: CSMs review AUL request from OrD Sales and grant approval or rejection after verification  Change of Partner if applicable –Rejected by default without strong justification –OrD Sales submit Change Request of Partner Selection –CSMs verify preference with EU or SI/ISV or both.

13. Copyright © 2003, Oracle. All rights reserved. Current situation – discount request  Discount Request for field deals –CSMs input partner selection part for indirect deals –CSMs input or verify partner selection parts for fulfillment deals –Partner margin of fulfillment deals are drafted by sales and commented by CSMs. –Discount Request sent to BP Country Approval after approved by Industry head & Channel Directors  Discount Request for OrD deals –Discount Requests are copied to A&C when sent to BP Country Approval. CSMs comment within 8 working hours  Suggest to have a discount band and margin guide line, which should be agreed by both industry and A&C

14. Copyright © 2003, Oracle. All rights reserved. Current situation – SOP handling process  Deadline is not deadline !!!  Regular process of Oracle –5 working days needed regularly from a completed SOP received by Contract Team to rev rec.  Regular process of partners –VAD –FUDA

15. Copyright © 2003, Oracle. All rights reserved. CFD AM SOP check VAD/FUDA Partner Contract Team SOP check Regional Sales Adm Order Mgmt M&D A/R Rev Rec Close Scan signed POD Contract Team Signed POD return to Payment CFD Signs POD System Generate Invoice upon Shipment Media Ship SOP Includes: POD CAF POEU BP Approval Cover Sheet Also need to check Customer Info or to create it by Data Desk Note: Order Management Team bases on Sydney, there is 3 hrs time difference from BJ Data Desk based on India with 3 hrs time diff VAD or FUDA Partner or End User Things to be done: POD Check Order entry & booking Credit check Completed SOP Pass Fail Pass Based on the completed SOP received and on time payment, contract team needs at least 5 working days to complete all the process before shipment and Rev Rec. SOP with error

16. Copyright © 2003, Oracle. All rights reserved. Topics  Current Situation  Solution  Expectation  Q & A

17. Copyright © 2003, Oracle. All rights reserved. Engagement Model – early engage Field Sales A/C PlanFulfill LeadsFact focus from customer viewCustomer focusA/C manageEU contract Solution Team Solution Plan Solution Leads Requirement focus from solution viewSolution focusSolution manageSolution delivery A&C JB PlanIndirect Leads fact focus from partner viewPartner focusPartner manage$ collection Agreed PPL (FUDA/ ASFU) Partner Selection Influence Map, Discovery Map Teaming agreement with selected partner Solution Map Account Plan Meeting SI/ISV partner involvement Theme-to-Win Demo Feedback AUL/Discount Strategy Proposal RPQ SOP $ Collection http://salesmethod.us.oracle.com/omm/omm_index.html 1. Q U A L I F I C A T I O N & A L I G N M E N T 3. SOLUTION DEVELOPMENT 2. D I S C O V E R Y 6. CLOSE 4. SOLUTION PRESENTATON 5. RESOLUTION TERRITORYPLAN

18. Copyright © 2003, Oracle. All rights reserved. Partner Selection Process - for Fulfillment Deal Partner in PPL? Yes Partner selection OK EU confirms partner preference No CSMs qualify Yes Recruit and Add to PPL Reject, involve partner in PPL No No

19. Copyright © 2003, Oracle. All rights reserved. Partner Selection Process - for Indirect Deal Lead already in ASN? Yes Follow Fulfillment process Partner can win by itself Say Thanks & Bye SI CSM engages Sales Partner needs Oracle help Partner is just info provider SI or ISV? Arrange reimbursement from VAD Presales support upon availability. Engage VAD (Selection of VAD: EU>SI/ISV>Oracle) to support Only partner to endorse. Reject others ISV No

20. Copyright © 2003, Oracle. All rights reserved. Partner Selection Process - for partner forecast Leas already in ASN? in ASN? Yes Follow Fulfillment process Follow OMM process No Collect partner forecast & check ASN

21. Copyright © 2003, Oracle. All rights reserved. Topics  Current Situation  Solution  Expectation  Q & A

22. Copyright © 2003, Oracle. All rights reserved. Please keep that in your mind  Early Engage –OSO with partner information, OPN membership required for all Tiers partner –Partner engagement form –Call me, mail me, SMS to me anytime if you need help  Discount Request –As early as possible –Submit Portal: ACFS_CN –Justification for real situation –LJE form should be changed according to questions –A&C response within 24 hours  MDF –Do or not do –When and with who  ISV development –Sales nomination Channel Business Briefing Aug. 27, 2004

23. Copyright © 2003, Oracle. All rights reserved. Please keep in mind…… One time partners may not be approved Multiple resellers is not permitted and no revenue will be booked Changing partners needs justification and may not be approved Don’t control or determine a partner’s margin or ask end user the end user price. Do not leave anything to last minutes Technology Channel Update Jeff Lam Oct. 29, 2004

24. Copyright © 2003, Oracle. All rights reserved. Please keep that in our mind Early Engage ASN with partner information (Not only VAD, but also SI/ISV), OPN membership required for all Tiers partner Partner engagement form Call me, mail me, SMS to me anytime if you need help Discount Request As early as possible Industry Head/A&C endorse before submit to China APP Justification for real situation LJE form should be changed according to questions & answer Partner selection & justification should be done by A&C A&C may need to call customer and communicate with sales before and after ISV development Sales nomination Solution team involvement Channel program to match industry strategy

25. Copyright © 2003, Oracle. All rights reserved. Please keep that in our mind Early Engage ASN with partner information (Not only VAD, but also SI/ISV), OPN membership required for all Tiers partner Partner engagement form Call me, mail me, SMS to me anytime if you need help Discount Request As early as possible Industry Head/A&C endorse before submit to China APP Justification for real situation and comply with discount band LJE form should be changed according to questions & answer Partner selection & justification should be done by A&C A&C may need to call customer and communicate with sales before and after ISV development Sales nomination Solution team involvement Channel program to match industry strategy Technology Channel Update Jeff Lam Oct. 29, 2004 Timely, Effective and Efficient Engagement (“TEEE”) May. 19-20, 2005

26. Copyright © 2003, Oracle. All rights reserved. Watching Party List

27. Copyright © 2003, Oracle. All rights reserved. A Q & Thank you all !