EMEA Partner Advisory Board

EMEA Partner Advisory Board

Key Issues/Topic Brought up 1. How do we measure effectiveness Of Partners (except for pure sell through)? When are we successful as a Board 2. Oracle Engagement Rules of engagement are not clear both license and consulting teams How do we influence Oracle? - Based on Oracle focus/comp plans Partners feel the lack of communications between GBUS and Oracle local office Oracle Navigation To whom does one speak to for what? 3. Acquisitions Needs for special mechanism informing partners about new acquisitions Oracle initiative are not helping t partners to adopt the newly acquired products Customer concerns about their relationship with partners when Oracle is going through acquisition Sales are pushing, but lack of resources to implement 4. Competency Shortage of skilled Human resources in Market Not doing enough to develop Partners capabilities How to improve communication 5. Program How to increase communication of activities to Partners No advantage to CAP Sales, delivery, and more discount Competency - true reflection? Diminishing license margin in resell International co-operation 6. Other Brand recognition particularly in Apps

Actions How to measure effectiveness All to send Penny & Alexey ideas/input to finalise in next call sept Sept Update Suggestion: Mindshare survey results & Customer survey (piloting in RU with Fors) To have information on Oracle activity/program on Venture funds investment for ISV Stein to organise for next call- Sept Sept Update Jonathan T to present on call Difference between license sell date and support start date Judson to explore if the One-Click ordering process of auto email etc help to resolve Sept Update RESOLVED Share the Executive Partner University with this Board Penny to organise Sept Update DETAILS FORWARDED TO MEMBERS To feed up from the other PABs activities to this EMEA Board Penny to action via PE Program Office Sept Update DETAILS TO BE FORWARDED AFTER THIS CALL Proposed new OPN Program overview Penny to organise for the next call Sept Update SEE ATTACHED

Actions GBU Communication the GBU partner engagement model Provide Path to escalate and ask questions/navigations Judson and his team Sept Update JUDSON, STEIN AND MANAGEMENT TEAM IN ACTION Review Mohammed s example of discount conflict & specific contract Mohammed to share with Judson and Stein Sept Update NO DETAILS FORWARDED RESOLVED? How can the Industry Partner Councils be leveraged without adding complexity? Are they needed should they be interlinked to this board? Judson to review current WW plans, Penny & Stein to review in EMEA with Industry Boards Part of PE Sept Update NOW PART OF THE PARTNERING EXCELLENCE GOVERENCE

Actions Competency Turkish Initiative Judson to look for his team to engage with Innova on their Competency proposal and ideas - Partner Resource co-ordination /Portal Timeline to have something ready for after OOW via Oracle Mix Sept Update ENABLEMENT 2.0 AS LAUNCHED LAST WEEK AT OOW OTHER ELEMENTS PENNY IN DISCUSSION WITH JUDSON S ENABLMENT TEAM Look at the SAP model Aydin to share with Board how this is done, and why it works Sept Update PENDING INPUT FROM AYDIN Identify the largest competency priority/gap from our PAB All to communicate to Penny Sept Update NO RESPONSE DOES ENABLEMENT 2.0 ADDRESS? Partner Academy - Rolling out Partner Academy wider in EMEA & make the content consistent Stein and Judson ongoing Sept Update ONGOING Rolling out of cost effective bootcamps - part of strategy to support gap and linked to Partner Academy Judson ongoing / planned actions Sept Update AS LAUNCHED IN OOW ENABLEMENT 2.0 Explore rolling out Oracle Olympics from Russia Penny & Judson to explore Sept Update PILOT TO LAUNCH IN EECIS

The Future of OPN - FY08/FY09 Draft V6. 09/16/08

Why is changing OPN important to Oracle Improve alignment of the OPN program with sales/acquisition strategies Market need to clearly understand difference between program levels Program levels become relevant when selecting partners to go to market. Specialization increases partners expertise in key growth areas Competitors are moving toward specialization models in their programs. Improve customer satisfaction Increase revenue with higher margins Expand into new market segments Increase emphasis on One-click products & smaller transactions Open up application sales to more partners

Partner Engagement Model PARTNER COMMITMENT SALES RESULTS Specialization Increase your market reach Become a trusted advisor Access Specific tailored logos Focus Areas Your path to partner specific product information Tailored Dashboard by Solution Area Join OPN And get access to all benefits Oracle offer to its partners Knowledge Zones Connect Participate & Collaborate Access Product Information Open Conversation: Blogs, Wikis,, Mix

OPN Framework GOLD $1995* + Associates Fees All Products Virtual PAM All Silver benefits PLATINUM $9995* All Products All OPN benefits GTM w/oracle / MDF / PAM SILVER $300* 1-click + more OPN Portal OPN IC and OPN CC REMARKETER No fee 1-click products Benefits via VAD REMARKETER No fee 1-click products No OPN QUICK START $300 DB/AS/BISE/ SE1/Linux VM Limited OPN PARTNER $1995 Tech products only More OPN CERTIFIED ( CP ) $1995 Tech+ Apps Full OPN CAP $1995 All Products Full OPN No OPN Members * Yearly Fee Oracle Internal Information Highly Confidential Information

Benefits of upgrading to Platinum Access to dedicated Account Management team Higher engagement with regional sales teams Priority selection for GTM activities in Region Priority allocation of leads Premium exposure to Customers and Sales Via Solution Catalog, ISV Solution Maps, customer success stories Oracle quotes in press releases; partner name in Oracle press releases (as appropriate) Access to Market Development Funds (MDF) Eliminates all other OPN fees (e.g., associates, AIIA)

Why Specialization Customers are demanding: Integrated tech skill breadth & depth Trusted advisors who fully understands their key business requirements and industry needs Solutions that help them to address their goals Field is asking for partners who: Can reduce Sales Cycle Time Expand Opportunities Create Value Right Demand Generation With the Right partners Partners are asking for: Better ways to differentiate Paths to increase their knowledge Market moving toward Specialization models

What is Specialization Reflects the depth of a partner s technology/solutions skills demonstrated by success in selling, deploying, and providing services for Oracle solutions Recognizes partners with the most qualified practice in a given Focus Area Changes our customer marketing messaging so they choose specialized partners Offer specialized partners to our internal sales force to engage in GTM activities Additional benefits available to partners that meet specialization criteria Specialization logos, Access to SR packs Partners will be tiered within Focus Areas, for example: 100% are accepted all levels based on eligibility 20-30% or less meet the requirements to be specialized Click here for Specialization slide deck draft for partners..

Roll Out Timeline Q2 Presentation to key Partner Analyst Briefings Q3 Specialization Roll Out Partner Specific Announcement Q4 Partner Specific Comms Partner Trainings on New Criteria, Benefits and systems OPN Program Launch Partner Comms Customer Comms Training