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CORPORATE OVERVIEWDecember 2018
2 © Cloudera, Inc. All rights reserved.
Statements in this presentation that are not historical in nature are forward-looking statements that, within the meaning of the federal securities laws including the safe harbor provisions of the Private
Securities Litigation Reform Act of 1995, involve known and unknown risks and uncertainties. Words such as "may", "will", "expect", "intend", "plan", "believe", "seek", "could", "estimate", "judgment",
"targeting", "should", "anticipate", "goal" and variations of these words and similar expressions, are also intended to identify forward-looking statements. The forward-looking statements in this
presentation address a variety of subjects, including our belief that the enterprise machine learning and analytics market will quickly emerge and that we will continue to lead its direction through
technology and product innovation, our expectation that we will continue our momentum in machine learning, analytics and the cloud, and our “Progress Towards Our Long Term Model”. Readers are
cautioned that actual results could differ materially from those implied by such forward-looking statements due to a variety of factors, including global economic conditions, competitive pressures and
pricing declines, intellectual property infringement claims, and other risks or uncertainties that are described under the caption “Risk Factors” in our Quarterly Report filed with the Securities and
Exchange Commission, or the SEC, on September 6, 2018, and in our other SEC filings. Although we believe the expectations reflected in such forward-looking statements are based upon
reasonable assumptions, we can give no assurances that our expectations will be attained. We undertake no obligation to update or revise any forward-looking statements, whether as a result of new
information, future events or otherwise.
We report all financial information required in accordance with U.S. generally accepted accounting principles (GAAP). To supplement our unaudited condensed consolidated financial statements
presented in accordance with GAAP, we use certain non-GAAP measures of financial performance. The presentation of these non-GAAP financial measures is not intended to be considered in
isolation from, as a substitute for, or superior to, the financial information prepared and presented in accordance with GAAP, and may be different from non-GAAP financial measures used by other
companies. In addition, these non-GAAP measures have limitations in that they do not reflect all of the amounts associated with the results of our operations as determined in accordance with GAAP.
We believe that these non-GAAP financial measures, when taken together with the corresponding GAAP financial measures, provide meaningful supplemental information regarding our performance
by excluding certain items that may not be indicative of our core business, operating results or future outlook. Management uses, and believes that investors benefit from referring to, these non-GAAP
financial measures in assessing our operating results, as well as when planning, forecasting and analyzing future periods. We use these non-GAAP financial measures in conjunction with traditional
GAAP measures to communicate with our board of directors concerning our financial performance. These non-GAAP financial measures also facilitate comparisons of our performance to prior
periods.
Please see the slides entitled GAAP to Non-GAAP Reconciliation at the end of this presentation for a reconciliation of each of these measures to the most directly comparable GAAP financial
measure. This reconciliation can also be found in the earnings release dated December 5, 2018, which is available on www.cloudera.com or on the “Investor Relations” section of our website.
Unless otherwise noted, the information in this presentation is as of October 31, 2018.
Cloudera and associated marks are trademarks or registered trademarks of Cloudera, Inc. All other company and product names may be trademarks of their respective owners.
SAFE HARBOR STATEMENT
3 © Cloudera, Inc. All rights reserved.
INVESTMENT HIGHLIGHTS
• The modern platform for machine learning
and analytics optimized for the cloud
• Large addressable market – big data,
cloud, IoT, ML/AI, digital transformation
• Innovation driving substantial competitive
advantage and extending category
leadership
• Vast and growing ecosystem of solution
and service provider partners
• Rapid growth with powerful land and
expand economics
net expansion
Driven by new use cases and data growth
recurring
Subscription software revenue
TTM revenue
33% TTM subscription revenue growth
Customers
$100K+ software annual recurring revenue
Notes:
1. FQ3’18: 475, FQ4’18: 501, FQ1’19: 538, FQ2’19: 568
2. Our quarterly net subscription revenue expansion rate equals: the subscription revenue in a given quarter from all customers that had
subscription revenue in the same quarter of the prior year, divided by the subscription revenue attributable to that same group of customers in
that prior quarter. Our net expansion rate equals the simple arithmetic average of our quarterly net subscription revenue expansion rate for the
four quarters ending with the most recently completed fiscal quarter.
(2)(1)
4 © Cloudera, Inc. All rights reserved.
of unstructured data is analyzed or used at all (3)
THE DATA-DRIVEN ENTERPRISE
connected devices
more data
(2)
AN UNTAPPED OPPORTUNITY
(1)
of structured data is actively used in making decisions (3)
1. IDC estimates that there will be 30B IoT and connected devices in 2020
2. IDC estimates that there will be 440x more data in 2020 than 2005
3. Harvard Business Review 2017
THE DATA ECONOMY
5 © Cloudera, Inc. All rights reserved.
WE DELIVER THE MODERN PLATFORM FOR MACHINE LEARNING AND ANALYTICS OPTIMIZED FOR THE CLOUD
SCALABLEENTERPRISE GRADE RUNS ANYWHERE
✓ Elastic
✓ Cost-effective
✓ Lower TCO
✓ Secure
✓ Performant
✓ Compliant
✓ Cloud
✓ Multi-cloud
✓ On-premises
6 © Cloudera, Inc. All rights reserved.
WE EMPOWER PEOPLE TO TRANSFORM COMPLEX DATA INTO CLEAR AND ACTIONABLE INSIGHTS
CONNECT PRODUCTS &
SERVICES (IoT)
GROW BUSINESS PROTECT BUSINESS
7 © Cloudera, Inc. All rights reserved.
ENABLING THE DATA-DRIVEN ENTERPRISE
Using deeper customer insights
to personalize customer solutions
GROW BUSINESS
Reducing manufacturing costs and
•improving product quality with IoT analytics
CONNECT PRODUCTS &
SERVICES (IoT)
Uncovering zero-day attacks and stopping
advanced persistent threats more quickly
PROTECT BUSINESS
8 © Cloudera, Inc. All rights reserved.
ENABLING THE DATA-DRIVEN ENTERPRISE
•Enhancing customer experience
with network visibility and tailored offers•Predicting electrical energy demand
with machine learning•Identifying deposit fraud
•with machine learning
GROW BUSINESS CONNECT PRODUCTS &
SERVICES (IoT)
PROTECT BUSINESS
9 © Cloudera, Inc. All rights reserved.
LARGE AND GROWING MARKET
Source: IDC. Note: Transformative markets represented $12.7B in 2017 and $32.3B in 2022, approximately broken down into $14.3B for Cognitive/AI Systems and Content Analytics Software, $13.2B for Dynamic Data
Management Systems, $4.9B for Advanced and Predictive Analytics Software
2017 2022
$13B Dynamic data mgmt
$5B Advanced analytics
$14B Cognitive / AI
$13B
$32B
Relational /
Non-relational
DBMSs and
Data Warehouse
$51B
TAM
$83B
+ =21%CAGR
10 © Cloudera, Inc. All rights reserved.
MARKET DEVELOPMENT & PHASES OF GROWTH
BIG DATA
TECH
DATA
PLATFORM
CIO
& Data Admins
ML, ANALYTICS
& CLOUD
LOB
& Data ScientistsIT early
adopters &
Developers
DIGITAL
TRANSFORMATIONpowered by data
C-suite &
Boards
11 © Cloudera, Inc. All rights reserved.
INNOVATIONS IN ML, ANALYTICS & CLOUD
Cloudera
Data Warehouse
Modern, hybrid cloud data
warehouse supporting self-
service analytics and
petabyte-scale workloads
Recent announcement
Cloudera Data Science
Workbench
Secure, collaborative data
science at scale to speed
workflows from research to
production
Cloudera Fast Forward
Labs
Applied ML/AI research and
advisory services that enable
data science in the enterprise
Cloudera
Machine Learning
Simplifies machine learning
workflows with a unified
cloud-native experience for
data science and data
engineering on Kubernetes
Cloudera
Workload XM
Intelligent workload
management service designed
for today’s modern data
warehouse
Recent announcement
Cloudera Altus
Data Warehouse
Multi-cloud data warehouse
as a service delivering a
superior analytics experience,
governance, and performance
Recent announcement
Shared Data
Experience
SDX persisted metadata and
data security capabilities
extend to public cloud and
as-a-service workloads
Recent announcement
12 © Cloudera, Inc. All rights reserved.
MODERN DATA ARCHITECTURE ML / AI
(DATA SCIENCE)ANALYTICS
CLOUD STORAGE ON-PREMISES STORAGE
MANAGEMENT & SECURITY
DATA
ENGINEERING
13 © Cloudera, Inc. All rights reserved.
CLOUDERA ENTERPRISE DATA PLATFORM
The modern platform for
machine learning & analytics
optimized for the cloud
WORKLOADS 3RD PARTY
SERVICES
DATA
ENGINEERING
DATA
SCIENCE
DATA
WAREHOUSE
OPERATIONAL
DATABASE
DATA CATALOG
GOVERNANCESECURITY LIFECYCLE
MANAGEMENT
STORAGE Microsoft
ADLS
COMMON SERVICES
HDFS
Amazon
S3
CONTROL
PLANE
KUDU
14 © Cloudera, Inc. All rights reserved.
SHARED DATA EXPERIENCEBuilt for multi-function analytics anywhere
• Security: role-based access control applied consistently across the platform.
Includes full stack encryption and key management
• Governance: enterprise-grade auditing, lineage, and governance capabilities
applied across the platform with rich extensibility for partner integrations
• Lifecycle Management: comprehensive ingest-to-purge management of data
set lifecycle activities
• Control Plane: multi-environment cluster provisioning, deployment,
management, and troubleshooting
• Data Catalog: a comprehensive catalog of all data sets, spanning on-
premises, cloud object stores, structured, unstructured, and semi-structured
15 © Cloudera, Inc. All rights reserved.
Lead machine
learning in the
enterprise
Disrupt the data
warehouse market
Capitalize on cloud
adoption
STRATEGIC GROWTH DRIVERS
16 © Cloudera, Inc. All rights reserved.
CLOUDERA MACHINE LEARNING
Tech
Preview
Cloud-native machine learning platform powered by Kubernetes
DATA
SCIENCE
DATA
ENGINEERING
MODEL
OPERATIONS
AI RUNTIME (CPU/GPU-optimized Python/R, Spark, …)
SHARED WORKSPACES FEATURE + MODEL CATALOG
Interactive Batch and Stream APIs
Spark-on-YARN
Microsoft
ADLS
Amazon
S3KUDUHDFS
DATA
WAREHOUSE
Same workflow as CDSW
Embeds Spark for optional separation
of storage & compute
Connects to HDFS & object storage
Elastic autoscaling with dependency
coordination
Fully containerized & deployable
on Kubernetes
Common runtime & shared metadata
17 © Cloudera, Inc. All rights reserved.
MACHINE LEARNING FOR THE ENTERPRISE
• Open platform
• Open algorithms
• Team collaboration
• Enterprise ready
• Runs anywhere
DATA SCIENCE WORKBENCH
CLOUD ON-PREMISES
SPARK | IMPALA |
GPUs | CPUs
ADLSS3 HDFSSTORAGE
COMPUTE
ALGORITHMS
OPEN SOURCE &
VENDOR
ECOSYSTEMEXPLORATORY
ANALYSIS
SOLUTIONS | USE CASES | UXDATA APPS
KUDU
DATA SCIENCE WORKBENCHPRODUCTION
18 © Cloudera, Inc. All rights reserved.
MACHINE LEARNING PRODUCTION LIFECYCLE ANALYZE
Workbench
TRAINExperiments
DEPLOYModels
SERVEJobs
SHAREReports
INGESTData
DataSecurity
Governance Metadata Catalog
ModelSecurity
Governance LineageAccess
19 © Cloudera, Inc. All rights reserved.
HYBRID IS THE NEW NORMAL IN ML & ANALYTICS
CLOUD
• Elastic
• Transient
• IoT
• Dev / Test
• New locations
ON-PREMISES
• Data sovereignty
• Persistent
• Legacy
• Cost
• Performance
+
Choice | Economics | Migration | Governance | Control
20© Cloudera, Inc. All rights reserved.
DATA
WAREHOUSE FOR
HYBRID CLOUD
We enable customers to securely
share petabytes of data across
thousands of users while maintaining
SLAs and minimizing costs
● Ultimate hybrid choice
● Self-service analytics
● No data copies or moves
Before Cloudera, several data warehouse appliances were necessary to support our complex
analytic requirements including market surveillance and member compliance analysis.
Because the warehouse appliances could not scale we were forced to silo our data by market.
Cloudera's ease of scalability and performance efficiency enabled us to consolidate all of our
data platforms and today we run over 80,000 queries a day on Petabytes of data, while adding
30 TB of fresh data daily. With Cloudera, we eliminated data silos and improved our market
surveillance and member compliance analytics capabilities. Cloudera is the right partner for
NYSE.
- Steve Hirsch, Chief Data Officer, Intercontinental Exchange / NYSE
Analytical insights are the key for us to be able to differentiate ourselves and create more value
for our customers. With Cloudera Altus Data Warehouse and SDX [Shared Data Experience]
running on Microsoft ADLS (Azure Data Lake Storage), we were able to establish our Telekom
Data Intelligence Hub: a trusted, fully governed platform and ecosystem where our users are
empowered to exchange and analyze data and develop multi-function, data-driven applications
easier and securely.
- Sven Löffler, Business Development Executive, Deutsche Telekom
Gartner Peer Insights Customers’ Choice distinctions are determined by the subjective opinions of individual end-user customers based on their own
experiences, the number of published reviews on Gartner Peer Insights and overall ratings for a given vendor in the market, as further described
here, and are not intended in any way to represent the views of Gartner or its affiliates.
Recognized as one of the best data warehouse
solutions in the 2018 Gartner Peer Insights Customers’ Choice for
Data Management Solutions for Analytics
21 © Cloudera, Inc. All rights reserved.
Research & Discovery
Textual + Relational Data
Correlation & Analytics
Operations
Web log & IoT data Reporting &
Analytics
Optimization
Offload EDWs
Migrate Data Marts
MODERN DATA WAREHOUSE USE CASES
22 © Cloudera, Inc. All rights reserved.
CLOUDERA ALTUS DATA WAREHOUSEFirst cloud data warehouse with a scale-up architecture that routinely handles 50PB
• Bring the warehouse to the data with zero copy simplicity
• Use security policies with customer data - no proprietary stacks
• Apply enterprise governance to transient workloads
• Shared data experience, SDX, for analytic, ML & real-time
workloads
• Ultimate hybrid choice - storage, compute & control - H3
• Optimized for Azure & AWS
23 © Cloudera, Inc. All rights reserved.
CLOUDERA WORKLOAD XM
• Proactively optimizes
workloads, application
performance, and
infrastructure capacity
• Supports Data Warehousing,
Data Engineering and Machine
Learning environments
• A cloud service for use with
public cloud, hybrid cloud, and
on-premises customer
deployments
OPTIMIZE
Delivers
predictable app
performance
Prescriptive
workload tuning
Controls & aligns
resource-to-cost
MIGRATE
Easy onboarding
of new apps
Reduces time to
production
Comprehensive
risk assessment
MANAGE
Defines and
monitors SLAs
Eliminates
bottlenecks
Dynamic
capacity planning
ANALYZE
Monitors
app health
Spots anti-
patterns & bad
hardware
Enables self-
service analytics
Intelligent workload management
24 © Cloudera, Inc. All rights reserved.
EXTENSIVE INTEGRATION WITH PUBLIC CLOUD VENDORS
DATA
ENGINEERING
DATA
SCIENCE
DATA
WAREHOUSE
OPERATIONAL
DATABASE
CLOUDERA ENTERPRISE
Private Cloud
Infrastructure-as-a-Service
CLOUDERA ALTUS
DATA ENGINEERING DIRECTORDATA WAREHOUSE
Platform-as-a-Service
Bare Metal
25 © Cloudera, Inc. All rights reserved.
CLOUDERA ALTUS PAAS
• Multi-Cloud
• Multi-Function
• Self-service
• Auto-elastic
• Role specific
DATA ENGINEERING DATA WAREHOUSE DIRECTOR
DATA CATALOG
GOVERNANCESECURITY CONTROL
PLANE
LIFECYCLE
MANAGEMENT
Amazon
S3
Microsoft
ADLS
26 © Cloudera, Inc. All rights reserved.
Customer usage on AWS, Azure, and GCP
Notes for cloud-related metrics:
- Total Customers: all customers who share diagnostic data
- Cloud Customers: customers with utilization in prior six month
period on AWS, Azure and GCP
CLOUDERA IN THE CLOUD ERA
11%12%
14%
16% 17%18%
21% 21% 22%
24%25%
26% 26% 26% 26%
Q1 FY16 Q2 FY16 Q3 FY16 Q4 FY16 Q1 FY17 Q2 FY17 Q3 FY17 Q4 FY17 Q1 FY18 Q2 FY18 Q3 FY18 Q4 FY18 Q1 FY19 Q2 FY19 Q3 FY19
0%
3%
6%
9%
12%
15%
18%
21%
24%
27%
Cloud Customers (as % of Total)
27 © Cloudera, Inc. All rights reserved.
PARTNER ECOSYSTEM
ISVs & SOLUTIONS
CLOUD & PLATFORM
SYSTEM
INTEGRATORSRESELLERS
Strategic partnerships
expand reach and accelerate
consumption
28 © Cloudera, Inc. All rights reserved.
TOP GLOBAL
ADOPTION DRIVEN BY LARGE ENTERPRISES
TOP GLOBAL TOP GLOBAL TOP GLOBALCOUNTRIES WITH GOV
CUSTOMERS
BANKING TELCO HEALTHCARE TECHNOLOGYPUBLIC
Customers across
all verticals
601 Customers with
$100K+ Software ARR
Plant the flag
international strategy
29 © Cloudera, Inc. All rights reserved.
KEY INDUSTRY VERTICALS & USE CASES
BANKING
• Fraud detection
• Anti-money
laundering
• Spend analytics
• Barclays
• Bank of America
• Citi
HEALTHCARE
• Patient care (IoT)
• Genomics research
• Regulatory
compliance
• GlaxoSmithKline
• Symphony Health
• Sharp Healthcare
TECHNOLOGY
• Customer
analytics
• Threat detection
• Predictive support
• Cisco
• Intel
• NetApp
TELCO
• Churn analysis
• Customer care
• Network
optimization
• Comcast
• British Telecom
• Bharti Airtel
MANUFACTURING
• Predictive
maintenance (IoT)
• Supply chain
optimization
• Remote monitoring
• Navistar
• Faurecia
• Sikorsky
USE CASES
CUSTOMERS
30 © Cloudera, Inc. All rights reserved.
BENEFITTING FROM MULTIPLE GROWTH VECTORS
31 © Cloudera, Inc. All rights reserved.
TOM REILLY
CEO
MIKE OLSON
CO-FOUNDER & CSO
AMR AWADALLAH
CO-FOUNDER & CTO
DANIEL STURMAN
SVP ENGINEERING
CHARLES
ZEDLEWSKI
SVP EMERGING
BUSINESSES
DAVID MIDDLER
CHIEF LEGAL
OFFICER
JIM FRANKOLA
CHIEF FINANCIAL
OFFICER
MICK HOLLISON
CHIEF MARKETING
OFFICER
BRITT SELLIN
VP HUMAN
RESOURCES
AMY O’CONNOR
CHIEF DATA &
INFORMATION OFFICER
HILARY MASON
GM MACHINE LEARNING
ANUPAM SINGH
GM ANALYTICS
VIKRAM MAKHIJA
GM CLOUD
CLOUDERA LEADERSHIP TEAM
© Cloudera, Inc. All rights reserved.32 © Cloudera, Inc. All rights reserved.
Rapid revenue growth
Powerful land & expand
economics
Proven pathto profitability
Large market
opportunity
FINANCIAL HIGHLIGHTS
© Cloudera, Inc. All rights reserved.33 © Cloudera, Inc. All rights reserved.
HISTORIC QUARTERLY REVENUE ($M) HISTORIC ANNUAL REVENUE ($M)
29%Y/Y growth
$50$56
$64 $67$73
$80
$90$95
$103 $103$110
$118
Q4FY16
Q1FY17
Q2FY17
Q3FY17
Q4FY17
Q1FY18
Q2FY18
Q3FY18
Q4FY18
Q1FY19
Q2FY19
Q3FY19
$109
$166
$261
$367
$435
FY15 FY16 FY17 FY18 TTM atFQ3'19
Services Subscription
RAPID REVENUE GROWTH
© Cloudera, Inc. All rights reserved.34 © Cloudera, Inc. All rights reserved.
STEADYCUSTOMER GROWTH
Customers With $100K+ Software Annual Recurring Revenue
475501
538
568
601
Q3 FY18 Q4 FY18 Q1 FY19 Q2 FY19 Q3 FY19
© Cloudera, Inc. All rights reserved.35 © Cloudera, Inc. All rights reserved.
Note: Our quarterly net subscription revenue expansion rate equals: the subscription revenue in a given
quarter from all customers that had subscription revenue in the same quarter of the prior year, divided by
the subscription revenue attributable to that same group of customers in that prior quarter. Our net
expansion rate equals the simple arithmetic average of our quarterly net subscription revenue expansion
rate for the four quarters ending with the most recently completed fiscal quarter.
127%net
expansion
rate*
SIGNIFICANT EXPANSION IN EVERY COHORT
© Cloudera, Inc. All rights reserved.36 © Cloudera, Inc. All rights reserved.
CORE PLATFORMPAAS & ADDITIONAL
OFFERINGSSUBSCRIPTION PRICING
BY
CONSUMPTION
BY NODE
BY USER
DIVERSIFIED REVENUE MODEL
Cloudera Enterprise Data Hub
Cloudera Data Science & Engineering
Cloudera Data Warehouse
Cloudera Machine Learning
Cloudera Operational DB
Cloudera Essentials
Cloudera Data Science Workbench
Cloudera Altus Data Warehouse
Cloudera Altus Data Engineering
Cloudera Workload XM
Cloudera Fast Forward Labs
© Cloudera, Inc. All rights reserved.37 © Cloudera, Inc. All rights reserved.
RAPID SOFTWARE GROWTH DRIVES GROSS MARGIN EXPANSION
• Software subscription
revenue growth
• Benefiting from cloud
deployment
• Machine learning powers
proactive support
60%
69%73%
79%
FY16 FY17 FY18 FQ3'19
78%82%
85%89%
FY16 FY17 FY18 FQ3'19
OVERALL SOFTWARE
NON-GAAP GROSS MARGIN TRENDS
Note: Presented on a non-GAAP basis. Please see appendix for a Non-GAAP to
GAAP reconciliation
38 © Cloudera, Inc. All rights reserved.
NON-GAAP FY16 FY17 FY18 FQ3’19 Long-term
model
Subscription Margin
Services Margin
Total Gross Margin
78%
14%
60%
82%
24%
69%
85%
17%
73%
89%
26%
79%
90%+
20%+
82% - 84%
R&D / Revenue
S&M / Revenue
G&A / Revenue
46%
84%
13%
37%
75%
10%
31%
56%
12%
25%
42%
15%
16% - 20%
30% - 34%
5%
Operating Income Margin
Operating Cash Flow Margin
(83%)
(55%)
(54%)
(45%)
(26%)
(12%)
(3%)
(6%)
30%
>30%
Note: Presented on a non-GAAP basis. Please see appendix for a Non-GAAP to
GAAP reconciliation
(1) FQ3’19: Includes $6M of merger-related costs
PROGRESS TOWARD LONG-TERM MODEL
(1)
© Cloudera, Inc. All rights reserved.
• Machine learning and analytics platform
• Cloud-native and cloud-differentiated
• Enterprise scale, security and performance
• Open-source innovation and efficiency
• World-class partner ecosystem
© Cloudera, Inc. All rights reserved.40 © Cloudera, Inc. All rights reserved.
Three Months Ended – October 31, 2018
GAAP TO NON-GAAP RECONCILIATION
© Cloudera, Inc. All rights reserved.41 © Cloudera, Inc. All rights reserved.
Three Months Ended – October 31, 2017
GAAP TO NON-GAAP RECONCILIATION
© Cloudera, Inc. All rights reserved.42 © Cloudera, Inc. All rights reserved.
Twelve Months Ended – Jan 31, 2018
GAAP TO NON-GAAP RECONCILIATION
© Cloudera, Inc. All rights reserved.43 © Cloudera, Inc. All rights reserved.
Twelve Months Ended – Jan 31, 2017
GAAP TO NON-GAAP RECONCILIATION
© Cloudera, Inc. All rights reserved.44 © Cloudera, Inc. All rights reserved.
Twelve Months Ended – Jan 31, 2016
GAAP TO NON-GAAP RECONCILIATION
© Cloudera, Inc. All rights reserved.45 © Cloudera, Inc. All rights reserved.
Weighted Average Shares
GAAP TO NON-GAAP RECONCILIATION