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Transcript of Ellen Minter Vice President Global Industry Strategy & Marketing and Mauro Pastormerlo Vice...
Ellen MinterVice PresidentGlobal Industry Strategy & Marketingand
Mauro PastormerloVice PresidentGlobal Industry Partner Strategy
Oracle Corporation
Agenda
• Oracle’s Industry Strategy• Industries Go-to-Market Approach• Global Industry Communities• Oracle in Industries• Oracle Partner Strategy• Why Oracle?• Next Steps
Oracle Industry Strategy
Focus on:
• Industries where we can be #1 or #2• Industries with market share, market size and
revenue potential• Industries undergoing transformation or where
IT is a competitive advantage• Industry fit to Oracle footprint • Industries with strategic importance to Oracle• Industry characteristics (adoption rates)
Oracle Industries:
• Aerospace & Defense• Automotive• Communications• Consumer Products• Chemicals• Education & Research• Engineering &
Construction• Financial Services• Healthcare• High Technology
• Industrial Manufacturing• Life Sciences• Media & Entertainment• Natural Resources• Oil & Gas• Professional Services• Public Sector• Retail• Travel & Transportation• Utilities
Industries Go-to-Market Alignment
MarketingSales &
ConsultingDevelopment
Ellen MinterVP Industry Strategy & Marketing
Sonny SinghGVP NAS Industries
Eric BrennerVP LAD
Industries
Kevin FitzgeraldSVP GEH Sales
Randy Runk SVP Strategic
Accounts NAS
Juan RadaSVP EMEA
Industry Sales
Peter BurridgeVP APAC Industry
Sales
John WookeySVP
Development
Steven MirandaVP Development
Don KlaissSVP Dev
Mfg Industries
Alliances
Bronwyn Hastings
VP Alliances
Mauro PastormerloVP Industry
Partner Strategy
Mark KeeverGVP
Industry Solutions
Global Industry Communities
• Align industry expertise across LOB’s and geographies to create: Global Industry Community
• Define industry strategy, execution plan, drivers, spearheads, messaging, opportunities and focus
• Community: Marketing, Development, Sales, IBU, Alliances and Consulting
Oracle in Industries• 24 of the worlds top 25 financial institutions run Oracle• Oracle runs the world’s three largest genome databases• Over 2000 governments around the world run Oracle• All 22 agencies that comprise the Department of Homeland
Security run Oracle• All of the global 500 communications companies run Oracle• 3 of the top 5 most profitable Fortune 100 communications
companies run the Oracle e-Business Suite• All of the Global 500 airlines run Oracle• 5 of the top 10 Global retailers run Oracle• The top 20 Global 500 oil & gas companies run Oracle• Over 3600 educational institutions worldwide run on Oracle
Partner StrategyPartner Strategy
Oracle FY05 Priorities
ISVs
Industries Mid-Market
Industry Specific Applications are Critical
“Solution providers report that opportunities are widespread for those who are willing to be creative and find ways to translate technology into concrete ROI for vertical-market customers.”
- VAR Business June 8, 2004
“CIOs are increasingly looking for solutions that specifically address their unique industry pain points. The best and perhaps only way for solution providers to fully meet those demands is to partner.”
- Scott TiazkunProgram Manager, Verticals Research Group
Partners are Critical to Vertical Markets
Total Addressable Market (Oracle Apps & Tech)
Industry Specific Apps Other Software
Source: Blended Averages of leading industry research and Oracle Alliances analysis
Banking Healthcare Discrete Mfg.
Communications Retail Transportation
Why partners are important to Oracle
• Critical Industry-Specific Functionality
• Industry Skills and Thought Leadership
• Penetration of Key Sub-Verticals
• Expand Industry Footprint
Why partner with Oracle?
• World Class Brand• Large Installed Base• Global Marketing & Sales Organization• Increased Focus on ISV Partners and Vertical
Markets• Award Winning Partner Program
Why Build on Oracle?
• Global Technology Campaigns• Grid, Linux
• Leading Technology Platforms• 10g and 10gAS
• Application Enhancements• Oracle E-Business Suite 11.i.10
Partner Enablement Value Proposition
• Product adoption• Product readiness• Sales readiness• Technical engagement• Sales Engagement• Partner Technical Services (PTS) Support• PDF Funding
Partner Go to Market Value Proposition
• Joint Marketing Activities
• Market Development Funds (MDF)
• Sales Engagement
Next Steps
• Engage in ISV Forum Industry Track• ISV Roadmap for Healthcare• ISV Roadmap for Homeland Security Solutions • ISV Roadmap for Retail• Partnering to Win in Public Sector• ISV Roadmap for Life Sciences • Healthcare Transaction Base (HTB)• ISV Roadmap for Financial Services
Next Steps
• Increase OPN membership level to “Certified” or “Certified Advantage”
• Take advantage of Oracle PartnerNetwork• Visit Oracle.com Industry Pages• Learn More about Oracle Industry Product
Footprints and Spearheads
AQ&Q U E S T I O N SQ U E S T I O N S
A N S W E R SA N S W E R S