CLOUD PLAYBOOk cloud playbook introduction

Market disruptions and innovative models are linked together. Technology transitions require innovative models to fly, expand and scale, to accelerate migrations and changes. Cloud is all about a complete new way of accessing, consuming and developing technologies. It is about outputs and impacts more than features, wrapped in a new financial model. Such a disruption only happens every 10 years or so and it’s driving a secular growth opportunity for all of us.

In order to be successful and thrive in this new way of doing business, we need to start with people; it always starts with and through people. We all need to educate ourselves and get access to relevant content sooner. We need to learn from what is working and accept it as the new order, the new continent. Jean-Marc Gottero To facilitate this very essential step of getting ourselves in the new model, we saw the need of a reference document that will aggregate and consolidate in EMEA A&C Vice President one place everything you need and want to know about the Cloud with Oracle. This is our Cloud guide, our Cloud bible. It is now ready and available; we Cloud are taking a commitment to keep updating it so it stays as the ultimate place for Cloud education. I cannot emphasize how this is a must-have for all of us to invest the time into getting Cloud ready and to dramatically expand our relevancy in the current and future market. It all starts here.

Good training, good selling!

Jean-Marc is driving the solutions development, recruitment Jean-Marc reports to David Callaghan EMEA A&C SVP and is Others responsibilities at Cisco included head of strategy and enablement of Cloud Partners across the entire ecosystem. a member of both management teams EMEA A&C, led by for the Partner organization, sales leader for the financial He is responsible for creating and driving Cloud sales strategy David, and EMEA Saas Board led by Alain Blanc, EMEA service industry and consulting leader in the Internet Business and programs as well as the engagement model to accelerate Applications SVP. Solutions Group. Oracle, and Partners’ success in the Cloud. With a rich history and experience in the IT industry, Jean-Marc is recognized as a Gottero joined from Cisco, where he was most recently Before joining Cisco, Gottero was founder and Partner of thought leader on the topics of Cloud, partnering and channel Managing Director for the Strategic Partners organization across Andersen Business Consulting in France, driving Financial development as well as go to market models. EMEA, driving more than 2B$ of business. He incubated in 2011 Services practice and enterprise transformation for 10 years. the Cloud business and set up the first Cloud GTM/team.

2 / 48 cloud playbook CONTENTS

The Cloud Why Oracle? CLOUD Your Definitive Ready to Learn more? Opportunity Accelerate your SERVICES Guides to Cloud Join us on for Partners Business this journey HCM Cloud Total Cloud: What does The Market is growing fast complete look like for Oracle? Oracle University Solutions Overview ERP Cloud The Value of Partner Cloud Differentiate with Cloud Adoption Evolving Service EPM Cloud Success Guide Specialization Delivery Models What does this mean CX Cloud SaaS for Dummies Open Market Model for Partners? Setting Partners up for Success PaaS Oracle Cloud Partner Business Centre Adapting and Evolving Solutions Overview Business Models? Digital Transformation Oracle PartnerNetwork Cloud Business Builder

3 / 48 ScUBloud HEA plDaINybGoo k heading

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 4 / 48 the market is growing fast THE CLOUD OPPORTUNITY

IDC Forecasts Public IT Cloud Services Spending Will Reach $127 billion in 2018 as the Market Enters a Critical Innovation Stage

Among the factors driving public IT Cloud services growth is the adoption of "Cloud first" strategies by both IT vendors expanding their offerings and IT buyers implementing new solutions.

More importantly, IDC believes the Cloud services market is now entering an "innovation stage" $107.2B that will produce an explosion of new solutions and value creation on top of the Cloud. Many of these new solutions will be in industry-focused platforms with their own innovation Worldwide Public IT Cloud communities, which will reshape not only how companies operate their IT, but also how they Services Revenue in 2017 compete in their own industry. Click here to view the full press release. Source: IDC, Worldwide and Regional Public IT Cloud Services 2013-2017 Forecast, doc #242464, August 2013

Source: IDC November 2014

5 / 48 THE VALUE OF CLOUD ADOPTION Cloud Market Trends

The Move to Companies of all sizes are moving to the PUBLIC CLOUD Service Market the Cloud Cloud for its many benefits: The overall growth rate is 5x more than the overall IT growth rate! Rapid Innovation Rapidly build, deploy and manage rich new applications and extend SaaS apps with custom code.

Standardization & Efficiency Run workloads in the Cloud for instant value, 2016 productivity and efficiencies.

Flexibility $210b Scale easily to quickly meet business demands. 5x g rowth Competitive Advantage Empower line of business and improve the speed 2010 CLOUD of decision making without CapEx investments. $77b GROWTH

6 / 48 what does this mean for partners? Oracle CLOUD PARTNER Strategy

Enable Oracle Partners with a comprehensive set of programs and commercial models – across the full breadth of our Cloud application, platform and infrastructure offerings.

APPLICATIONS

VIRTUAL MIDDLEWARE MACHINE

DATABASE SERVERS

OPERATING STORAGE CHOICE SYSTEM

THROUGH ALL ROUTES TO MARKET

ISV VAR, VAD, MSP SI OEM AGENCY, BPO DIRECT o o o o o o

7 / 48 what does this mean for partners? The Cloud is driving real revenue in the Channel

27% 41% Average Partner revenue Expected Partner revenue related related to Cloud in 2014 to Cloud by 2016

8 / 48 what does this mean for partners? Software-as-a-service application

Oracle has the most complete and integrated Global Human Talent Enterprise Financial Software-as- Resources Management Planning Reporting a-Service Applications

Enterprise Resource Marketing Sales Service Planning

cloud.oracle.com

9 / 48 what does this mean for partners? Oracle SaaS and Paas for Partners

What’s in Oracle SaaS for Partners? What’s in Oracle Paas for Partners?

Secure Share of Wallet by delivering Customer Agility, Gain Market Share with fast ROI approach Flexibility and faster ROI  Turn opportunities into Sales

 Be first to position SaaS as the "Why Not Cloud?“ approach  Broadest SaaS offering to further integrate  Minimum Customer up front investment  Best Development Platform for you to deliver Services  Ongoing lower maintenance cost and Add-ons portfolio of your own  Flexible Services tuned for Customer evolving needs  Mobile development possibilities  Social extension  Become expert of Packaged Fixed Scope Implementations  Promote your Services portfolio online on Marketplace  Promote your own sets of applications on Oracle Marketplace  Innovative own-developed industry-specific SaaS extensions  Benefit from attractive Partner Programs  Develop your own Cloud mobile and social solutions  Training for consultants, sales and legal profiles  Build strong pipeline through co-funded Demand  Drive joint programmatic Campaigns £ Generation

10 / 48 o

Adapting and evolving business models? your saas business transformation journey where are you now?

START

Profile your Benchmark Decide what Build and test Redefine end Find new Review New Killer Metering usage Explore new Customers for winning SaaS type of SaaS finance model to end sales Ecosystem resource matrix SaaS Value to sell more and export SaaS players you are process Partners skills Proposition markets

How many from What are What type of Have you built What are the Have you What are your Cloud and SaaS Can help you Have you your existing you strategic Services do you and tested a key changes identified the plans to re-skill are everywhere. sell more. Have identified key Customer base business want to offer? working finance in process and gaps? and acquire What is you defined a opportunities are looking to objectives? model? resources? talent? your unique process? for your move to SaaS? What will your proposition? business? business look like in 4 years?

11 / 48 cloud playbook WHY ORACLE? ACCELERATE YOUR BUSINESS

 12 / 48 Oracle cloud solutions overview Oracle Cloud

19 70m+ 15 years Data Centres SERVING

200+ Users in the Cloud Managing Enterprise Countries every day Clouds

75%+ 9m+ 31B+ 19 of 20

of Fortune 100 Developers Transactions on the Top Cloud providers run Oracle Cloud use Oracle Worldwide Oracle Cloud every day run on Oracle

13 / 49 Oracle cloud solutions overview Connect Your Business With Oracle Cloud

One Cloud for your entire business. One standards based platform. Our Modern Cloud co-exists within an ecosystem.

ERP HCM

SCM CPQ SALES Ħ SERVICE SOCIAL MARKETING COMMERCE ORACLE CLOUD PLATFORM

INTERNET OF THINGS Å

OTHER E-BUSINESS SUITE PEOPLESOFT JD EDWARDS 3RD PARTY CUSTOM MARKETPLACE

14 / 48 evolving service delivery models What is behind “Cloud”?

deployment model service delivered operating model

applications customer owns private hCM (sAAS) customer operates

CrM erp

applications customer owns public (PAAS) Provider operates

applications provider owns hybrid (IAAS) provider operates

15 / 48 evolving service delivery models Separation of Responsibilities

Cloud computing

On-premises INFRASTRUCTURE Platform software (as a service) (as a service) (as a service) er Applications Applications b Applications Applications ri c s er data data b data data b su ri servi c

runtime s runtime runtime runtime b ners servi c middleware su middleware middleware middleware w e provider e o c

c o/s o/s o/s o/s e provider servi virtualization virtualization virtualization virtualization c e provider resour servers servers servers servers

storage storage storage storage

networking networking networking networking

16 / 48 Setting partners up for success Oracle Cloud Partner Programs Available

Click here to learn more about Oracle’s Cloud programs and discover the program that’s right for you. You can also join the Cloud Connection Program for the latest views and news. Click here and bookmark it today.

ISV Cloud Builder Business Process Services

Develop, market and sell value-add Private Cloud implementation based Deliver unique business process services Cloud services on Oracle technology based on Oracle Cloud

ReferRal Program Specializations Resale Program

Easy participation in Cloud while Provide value add Maximize return through building experience implementation services recurring revenue

17 / 48 Setting partners up for success The Right Cloud Program for You

Comprehensive array of programs meet Partner requirements based on business strategy, resources, skills and experience.

ISV and Specialization and Referral Program Resale Program Business Process Cloud Market Place Cloud Builder Services

ISVs VAD, VARs and MSPs BPOs

System Integrators

18 / 48 Setting partners up for success Oracle Cloud Channel Partner Programs

Oracle enables Partners to Build a Cloud Business within their Business.

Transform Your Business

ReferRal Program Specializations with Fixed Scope Resale Program E asy participation in Cloud opportunities Develop expertise and deliver Maximize return through recurring while building experience fixed-scope offerings revenue over the entire life cycle

Comprehensive array of programs are designed to meet Partner’s needs based on resources, skills and experience

19 / 48 Setting partners up for success Oracle has many options for Building Cloud Business

 Capture early opportunities with the Referral Program

 Co-Sell and gain experience  Validate the profit potential in your market

 Specialize in your skill set based on early Success

 Gain deeper skill set and visibility through Specialization  Deliver value-added Fixed Scope implementation services for more revenue

SPECIALIZE  Maximize your Cloud opportunity through Resale

 Obtain distribution rights for add-on, upgrade and renewal revenue  Enjoy the benefits of recurring revenue

 Build custom applications with our ISV program

 Leverage Oracle’s platform and infrastructure to empower your solution

 Enable a business process with bps

BETTER BUSINESS  Provide best in industry solutions and technology to provide better PROCESSES business processes

20 / 48 Setting partners up for success Commercial Propositions

Oracle Cloud Services Oracle Cloud Services Referral Program Resale Program

 Referral Compensation for closed subscriptions to  Recurring revenue from on-going Cloud Service Oracle Cloud Subscription

 Any Oracle Partner Network Member  Own the relationship; add-on, upgrade and renew the service  Easy and Simple: Refer by registering deals at Oracle Partner Store  Expertise through Cloud Service Specialization

 Got Questions? Click here  For more details on the Oracle Cloud resell program click here

21 / 48 ScUBloud HEA plDaINybGoo k

CLOUD SERVICES

 22 / 48 HCM CLOUD FY16 HCM CLOUD Sales Plays for Partners

Full HCM Cloud Suite Talent Acquisition Talent Management

Key Message Digital Workforce Experience: Treat candidates as Customers: Talent reviews drive succession plans: The war for talent is won by treating the employee as Proactively connect and engage with the highest quality Performance reviews, goal alignment, career customer. Oracle rethinks employee experience and sources of prospective talent using social and mobile development, talent reviews transform your talent delivers contextually meaningful experience on the enabled processes, all while enhancing your employer into a competitive advantage through efficient and preferred device and leverages social and gamification brand. collaborative processes. to improve engagement and efficiency. “one size fits all” does not work: Predict performance and Attrition: Universal Insight: Simple, yet flexible to meet even the most complex, Look into the future to determine exceptional To take right decisions, you need full visibility on your global recruiting and business requirements, with the performers, potential talent losses and develop plans HR data and on all meaningful data from other sources ability to extend functionality further through PaaS and for organizational effectiveness. and systems. Only Oracle can deliver the full picture for the largest Partner eco-system available. Social is embedded throughout: the past, present and future, and provide real time and Insight across your entire process: Social is not an app, it’s how work gets done. Users can sophisticated intelligence mixing data from our solution Our solution is complete, end-to-end, including collaborate anywhere, about anything, in the context of and external sources. sourcing, recruiting, and onboarding, backed by their daily activities. Agile HR Cloud: analytics and reporting to give insight across the entire With a unified HR platform in the cloud, everyone in your talent acquisition process. organization can enjoy a consistent user experience with a system that is simple, flexible, and intuitive. The flexibility and depth of our solution optimize your operational efficiency and allows you to extend your experience at every layer of the cloud.

Target  LOB: VP of HR, CHRO  LOB: VP of Talent Management, VP of Talent  LOB: VP of Talent Management Audience  I T: HRIS Acquisition

Products  Lead With: Oracle HCM Cloud  Lead With: Oracle Recruitment Cloud  Lead With: Oracle Talent Cloud  Pull In: PaaS, OPA, Helpdesk, OTBIe  Pull In: Talent management, Core HR, PaaS  Pull In: PaaS, Core HR, Talent acquisition, OTBIe

23 / 48 HCM CLOUD HCM CLOUD Sales Best Practices

Sales Tactics: Target business lEADERS Sales Tactics: Leverage IT

 Talk and sell to business lines not to IT  Leverage IT: Sell to Business but don’t underestimate the IT role and potential support  If existing legacy HCM solutions (EBS, PSFT, JD, SAP, etc.)  Talk "Business Strategy & Adaptation", then "innovation",  Articulate the SaaS Business Case (maintenance vs. subscription) and Time to Market "integration", "open standards", "performance", "security"…  Position innovations (Work Life Solutions) and flexibility at a  Think forward: Engage with TA or TM and expand with Full lower cost HCM Cloud  If Green Field: talk time to deploy public Cloud solutions (EBS, PSFT,  Oracle Cloud suits very well any existing application blueprint JD, SAP, etc.)  Start small, choose a pilot for quick wins  In front of innovators: Establish Oracle’s advanced solutions: Work Life Solutions, PaaS

 Choose a pilot for quick wins, start small, describe a journey

24 / 48 HCM CLOUD want to know more?

Knowledge Zones are solution-focused pages designed to jump start your path towards Specialization while guiding you to detailed information on how to develop, sell, and implement Oracle solutions. Dive into the Oracle Knowledge Zones today and discover the potential opportunity for your business.

Oracle Fusion HCM Cloud Service Solutions Leading organizations worldwide use Oracle give Customers the power of Oracle's rich HCM Taleo Enterprise Cloud Service to hire the best and talent management solutions—through people, align them to corporate objectives, and ? the Oracle Cloud. Partners have tremendous develop their skills to drive superior business sales and implementation opportunities with results. Oracle Taleo Enterprise Cloud Service Oracle Fusion HCM Cloud Service Solutions, meets the talent management needs of the as Customers need guidance for this fast and largest and most demanding enterprises with powerful deployment model. global consistency and local flexibility.

Visit the Fusion HCM Cloud Knowledge Zone Visit the Taleo Enterprise Cloud Service for more information. Knowledge Zone for more information.

Oracle Knowledge Zones

25 / 48 ERP CLOUD FY16 ERP CLOUD Sales Plays for Partners

Targets ERP for Net New Single Pillar ERP for Subsidaries ERP Modernization for Install Base Service Industries Key Drivers Confident growth: Enabling expansion globally or in new markets, IPO preparation, or acquisitions or divestures Digital excellence: Allowing a higher level of productivity, addressing the gap in user experience by embedding social collaboration into existing business processes, leveraging mobile applications, or providing a consumer-like user experience Agile operations: Simplifying, standardizing and automating for more agile operations: reducing the number of ERP instances to minimize the investment and eliminating upgrades; standardizing processes through shared services initiatives or using a subsidiary to test-drive a Cloud implementation Value Complete: Complete, integrated and modern Cloud that manages accounting, procurement and projects enterprise-wide. Insight-driven: Fast and intuitive embedded Proposition multi-dimensional analysis. Global expansion: 50+ countries localized, 24 languages, multi-GAAP, multi-currency, and multi- subsidiary. Secure: Unmatched levels of security from applications to disk with 19 data centers worldwide Modern: Native social collaboration, mobile, and image scanning Target  LOB: CFO / Controller:  Run operations using a low-cost, quick to deploy modern business plagorm Audience  I T: CIO / VP of IT / VP of Applications:  Provide users with self-service, real-time information from across your enterprise  Experience a secure Cloud without compromising functionality, control and flexibility  Eliminate costly upgrade cycles / be current with the latest software capabilities Products  Lead With: Oracle Finance Cloud  Pull In: Oracle Project Portfolio Cloud, Procurement Cloud, PaaS for SaaS for extensions and integration

26 / 48 ERP CLOUD ERP CLOUD Sales Best Practices

Sales Tactics: Target business lEADERS Sales Tactics: Leverage IT

 Avoid IT: Talk and sell to business lines  Talk “Business Strategy & Adaptation”, then “innovation”, “integration”, “open standards”, “performance”, …  If existing legacy ERP solutions (SAP, Microsoft, NetSuite, QuickBooks, Epicor, Infor, Lawson, Sage, etc.)  Think forward: Engage with speed & agility, speed of implementation, ability to embrace more value propositions, stop  Articulate the SaaS Business Case (maintenance vs. subscription) and Time to Market loosing time & money with upgrades, refocusing from maintenance workload  Position innovations (e.g. Social Collaboration, Mobility, Embedded Multi-dimensional Analytics, etc.) and flexibility at a  Oracle Cloud suits very well any existing application blueprint lower cost  Start small, choose a pilot for quick wins  Talk time to deploy public Cloud and related quick ROI

27 / 48 ERP CLOUD want to know more?

Knowledge Zones are solution-focused pages designed to jump start your path towards Specialization while guiding you to detailed information on how to develop, sell, and implement Oracle solutions. Dive into the Oracle Knowledge Zones today and discover the potential opportunity for your business.

Customers today have more options available effective project management while ensuring Oracle Fusion Supply Chain Management to them than ever before. Not only are Partners smarter business decisions. Visit the Oracle Solutions (SCM) are next generation required to keep pace with changes to Financial Fusion Project Portfolio Management Cloud applications that build upon Oracle’s best ? requirements and localizations, but every Knowledge Zone here. of breed SCM product suite to address Partner also needs a solid foundation in the today’s newest business challenges. Oracle Cloud deployment options. The Oracle Fusion Oracle Fusion Procurement-Solutions (PRC) are Fusion Supply Chain Management Solutions Financials Cloud Service Solutions Knowledge next generation applications that build upon can transform your business operations Zone is a one stop shop for information, Oracle's best of breed Procurement product by delivering: a single view for order and events and news relating to deploying the suite to address today's newest business supply and fulfillment plans across the entire Oracle Fusion Financials application products challenges. Oracle Fusion Procurement enterprise. Visit the Oracle Fusion SCM Cloud in the Cloud. Visit the Fusion Financials Cloud Solutions, a component of the Oracle Knowledge Zone here. Knowledge Zone here. Fusion Applications suite, is a revolutionary new approach to collaborative, optimized Oracle Fusion Project Portfolio Management procurement operations of any organization. Solutions dramatically improves the way Visit the Oracle Fusion Procurement Cloud Oracle project-driven organizations and project Knowledge Zone here. professionals work. It provides access to Knowledge information and collaboration between Zones team members to enable efficient and

28 / 48 EPM CLOUD FY16 EPM CLOUD Sales Plays for Partners

New Guidance System Confident Sales Management Workforce Planning

Value Fast Adoption: Increase Forecast Accuracy and Predictability: Achieve Greater Accuracy, Predictability, Proposition Intuitive role based interface, mobile ready. Virtually Align management targets, bottoms-up forecasts, and and Accountability: zero training with built-in starter kits and online quotas. Develop evolving forecast using trend analysis Centralise all workforce planning activities. Empower tutorials. Create once consume on Web, Mobile and and run flexible what-if analysis at any level. decisions at all organisational levels & locations. MS Office. Align Resources to Optimize Performance: Assess the Impact of Workforce Expenses in Best in Class Functionality: Robust allocation rules for top-down target setting. Real Time: Intuitive web interface with full MS Office integration. Add new accounts or hires on the fly & optimize Link workforce data and visualize how changes to Built-in management reporting capabilities. Extensive assignments based on capacity. workforce impact general expenses. Make workforce spreadsheet integration for efficient data entry and Enhance Visibility Throughout the Enterprise: decisions quickly. set up. Full picture reports across multiple source systems Minimize Workforce Planning Cycle Time: Flexible Deployment: & trending and comparative reporting capabilities. Automate workforce planning processes eliminate Integrate data from Oracle and other ERP systems. manual steps, duplication and unnecessary Move easily across on-premises and Cloud models. reconciliations. Leverage existing IT investments. More time for strategic analyses.

Target  Finance: CFO, Head of FP&A  LOB: Head of Sales, Sales Director  LOB: HR Director, Chief HR Officer Audience  IT  IT  IT

Products  Lead With: Oracle Planning & Budgeting Cloud  Lead With: Oracle Planning & Budgeting Cloud  Lead With: Oracle Planning & Budgeting Cloud Service (PBCS) Service (PBCS) Service (PBCS)  Pull In: PBCS Enterprise (when available)  Pull In: Oracle CX Cloud  Pull In: PBCS Enterprise with Workforce Planning module included

29 / 49 EPM CLOUD EPM CLOUD Sales Best Practices

Sales Tactics: Target business lEADERS Sales Tactics: Leverage IT

 Avoid IT: Talk and sell to business lines  Leverage IT: Sell to Business but don’t underestimate the IT role and potential support  If existing legacy EPM solutions (Old Hyperion, IBM Cognos/ Adaytum, SAP Bobj, Infor/Comshare etc.)  Build on the ‘Hyperion’ reputation in finance and re-iterate leading market position  Articulate the SaaS Business Case (maintenance vs. subscription) and Time to Market  Talk “Business Strategy & Adaptation”, then “innovation”,  Position market leading EPM products and maximum functionality “integration”, “open standards”, “performance”,… & flexibility at a lower cost  Oracle Cloud suits very well any existing application blueprint  If Green Field: talk time to deploy public Cloud and related quick ROI  Start small, choose a pilot for quick wins  In front of innovators: Establish Oracle’s EPM Cloud solutions: PBCS, EPRCS

 Start small, choose a pilot for quick wins

30 / 49 EPM CLOUD Want to Know More?

Knowledge Zones are solution-focused pages designed to jump start your path towards Specialization while guiding you to detailed information on how to develop, sell, and implement Oracle solutions. Dive into the Oracle Knowledge Zones today and discover the potential opportunity for your business.

Oracle Planning and Budgeting Cloud Service (PBCS) helps Enterprise Performance Reporting Cloud Service (EPRCS) is a purpose- organizations adopt world-class planning with the simplicity of the built Cloud offering for narrative-driven management reporting and ? Cloud. Oracle PBCS builds upon the robust and proven functionality financial performance reporting. It uniquely combines system-of-record of Oracle Hyperion Planning. As the most robust financial planning data from enterprise systems with commentary and insights authored application in the Cloud, Oracle PBCS opens up opportunities for by business users. It provides a secure, collaborative and process driven organizations of all sizes to quickly adopt a world-class planning and approach to define, author, review and publish report packages for budgeting solution with no CAPEX infrastructure investments with internal and external stakeholders. flexible deployment options and virtually no learning curve. Visit the EPRCS Knowledge Zone for more information. Visit the PBCS Knowledge Zone for more information.

Oracle Knowledge Zones

31 / 49 CX CLOUD FY16 CX CLOUD Sales Plays for Partners

Modern Sales Cloud Modern marketing Cloud Modern Service Cloud

Value Sales Productivity: Knowledge Everywhere: Connect & Analyze Data: Proposition Improving revenue productivity of the new untenured Infuse every Customer interaction with knowledge. Unify all data sources to improve customer acquisition reps, improving win rates and shortening cycle times. Service Anywhere: & increase revenue by identifying correct audience. Demand Generation: Meet the Customer at the point of need, whether it be Create Engagement: High quality, nurtured leads that are waiting for a online, mobile, social, call center or in the field. Increase customer conversion rate with targeted & relevant content. phone call by the rep. Intelligent Service: Customer Intelligence: Deliver a relevant and compliant service experience Orchestrate Experience: Complete insight into the customer and their journey aware of the Customers unique needs. Cross-Channel Marketing will increase customer to ensure a relevant, personalized and valuable buying engagement & campaign response rates delivering experience. greater conversions, increase in qualified sales leads and higher sales revenue.

Target  LOB: VP of Sales, COO, Chief Digital Officer  LOB: VP of Service, COO  LOB: CMO, Chief Digital Officer, COO Audience  I T: CIO/CTO, Apps IT, Apps Architect  I T: CIO/CTO, Apps IT, Apps Architect  I T: CIO/CTO, Apps IT, Apps Architect

Products  Lead With: Oracle Sales Cloud  Lead With: Oracle Service Cloud  Lead With: Oracle Marketing Cloud (Eloqua,  Pull In: CPQ Cloud for sales productivity, margin  Pull In: Oracle Field Service, PaaS for SaaS for Responsys, Bluekai, Compendium) protection, compliance and repeatability. PaaS for customization  Pull In: Oracle Social Cloud SaaS for customization

32 / 48 CX CLOUD CX CLOUD Sales Best Practices

Sales Tactics: Target business lEADERS Sales Tactics: Leverage IT

 Avoid IT: Talk and sell to business lines  Leverage IT: Sell to Business but don’t underestimate the IT role and potential support  If existing legacy CRM solutions (Siebel, PSFT, SAP, Microsoft, etc.)  Talk “Business Strategy & Adaptation”, then “innovation”,  Articulate the SaaS Business Case (maintenance vs. subscription) “integration”, “open standards”, “performance”, … and Time to Market  Think forward: Engage with Social, Customer Experience and Multi-  Position innovations (e.g. Collaborative CRM, Mobility, Social CRM, Channel challenges etc.) and flexibility at a lower cost  Social Cloud, Marketing Cloud, Sales Cloud, and Service Cloud can  If Green Field: talk time to deploy public Cloud and related quick ROI deliver quick value in any B2C industry

 In front of innovators: Establish Oracle’s advanced solutions: Social  Oracle Cloud suits very well any existing application blueprint CRM, RTD, Mobile, etc.  Start small, choose a pilot for quick wins  Start small, choose a pilot for quick wins

33 / 48 CX CLOUD Want to Know More?

Knowledge Zones are solution-focused pages designed to jump start your path towards Specialization while guiding you to detailed information on how to develop, sell, and implement Oracle solutions. Dive into the Oracle Knowledge Zones today and discover the potential opportunity for your business.

The best CRM systems enable buyers to easily execute campaigns, get the best leads manage the three channels that matter most extend capabilities as their business demands to sales and deliver the highest return on your in their Customer's journey. Partners focusing and to customize the solution to their industry. marketing investment. Now, more than ever, on RightNow CX will realize growth by driving Oracle designed its Sales Cloud Service marketers are challenged to deliver relevant Customer satisfaction through delivery of ? solution, providing technology that allows reps and engaging content across multiple channels highly configured and customized experiences to sell more, managers to know more, and and throughout the Customer lifecycle. for the client’s agent and end Customers. Visit companies to grow more. Oracle's data-driven Content Marketing the Oracle Service Cloud Knowledge Zone platform aligns relevant content with Modern Service Cloud for more information. Gartner expects SaaS sales to account for Customer data and profiles to help companies 33% of the total CRM market by 2015. Visit the more effectively attract prospects, engage Register now to join the EMEA CX Partners Oracle Sales Cloud Knowledge Zone Modern buyers, accelerate conversion of prospects to Community and receive the latest product Sales Cloud for more information. opportunities, increase adoption, and drive and event news Oracle Sales Cloud revenue growth. Visit the Oracle Marketing Knowledge Zone By 2017 the CMO will spend more on IT Cloud Knowledge Zone Modern Marketing than the CIO. [Gartner January 2012] As the Cloud for more information. Join the EMEA CX Partners blog by visiting leader in modern marketing, Eloqua is the Oracle Sales Cloud Knowledge Zone Oracle centerpiece of Oracle's Marketing Cloud. Our Oracle RightNow CX Cloud Service delivers innovative marketing automation and revenue exceptional Customer experiences (CX) across Knowledge performance management solutions help the web, social networks and contact centers, Zones modern marketers target the right buyers, via the Cloud. Give clients the power to

34 / 48 paas FY16 CLOUD Sales Plays for Partners

Rapidly Build and Deploy Hybrid Integration Quicker Time to Value Reduce TCO by Consolidating Apps in the Cloud with Oracle Mobile Operations Value  Full continuous delivery platform for  Connect SaaS to SaaS, SaaS to  Simplify and reduce cost of mobile  Reduce operation costs due to Proposition enterprise class web/mobile apps On-premise and On-premise to On- applications development with the platform standardization and  Deep vertical integration for higher Premise with: enterprise grade mobile backend simplifying and standardizing IT services management performance, reliability, productivity  Point & click integration for LOB  Write code once to run across  Improve availability and performance  PaaS platform to enrich Oracle SaaS  Business-driven zero-code process multiple OS, form factor and channel  Lowest Ops cost -> fully auto setup/ design & automation  Increase density of deployments  lifecycle management  Interactive dashboards, rich alerts, Reduce risk & legal exposure by separating personal & corporate  Deployment choice -> public/private guided troubleshooting data on BYOD, security identity and  Reduce TCO and improve agility with  Single pane of glass to manage content across public & private Cloud one consistent integration platform Target  LOB: IT Marketing, Sales,  LOB: Apps IT, Chief Architect,  LOB: Marketing, Sales, Service  I T: CIO, IT Operations, Architects Audience Customer Service Enterprise Architect  I T: CIO, Chief Digital Officer, Mobile  I T: CIO/CTO, Chief Digital Officer,  I T: CIO, VP IT, LOB Owners of Strategist, Ent erprise Architect, VP of IT, Engineering, Apps IT, Apps SaaS Apps IT Security Architect, DevOps Deal Size  Small – Medium (Large with Exalogic)  Small – Medium  Small – Medium  Medium – Large Sales Cycle  3-6 months  3-6 months  3-6 months  6-9 months Products  Lead With: JCS, JCS-SX, MCS, Node,  Lead With: Cloud: ICS, SOACS  Lead With: MCS, OMSS  Lead With: Weblogic Suite, HA + JS, Java SE, DevCS, ABCS, Exalogic On-Prem: SOA Suite, Adapters, API  Pull In: PaaS Services, SOA Multi-Tenant Options, SOA Multi-  Pull In: ICS, SOACS, DoCS, IDM, OAM, Mgmt, Enterprise Security Tenant, In-Memory Options, Exalogic (IDCS), IoT CS  Pull In: B2B, MFT, StreamExplorer, IoT CS, DIS, PCS, BPM, Identity Cloud Service

35 / 48 paas PAAS CLOUD Sales Best Practices

Who To Target, Who To Target Prospecting Questions Prospecting  How long are your development cycles and how is that impacting your Questions business? What are your biggest concerns in this area?  How quickly is IT able to stand up/tear down environments for Dev/ Test?  What kind of self-service capabilities do your developers and administrators have to procure, setup, use and manage environments?  To what extent are you able to reuse your existing standards and resources for Cloud and Mobile projects? What skill gaps are you experiencing for these projects? CIO CTO DEVELOPERS Architect  What is the overall number of dev test environments compared to production environments?  How are you supporting the need move workloads between on- premise and Public Cloud?

BEST INDUSTRIES TO target Top Sales Tips

e Start small, choose a pilot for quick wins e Grow to Enterprise wide Dev/Test deals s Ä c e For every Service add Java Cloud Service e Identify cost of Lifecycle/DevOps in Development TELCO ENERGY/ FINANCIAL PUBLIC retail and pharma e Look for synergy with upper stack – SOA, OSB, WC, BPM UTILITIES SERVICES SECTOR consumer healthcare goods

36 / 48 paas Want to Know More?

Knowledge Zones are solution-focused pages designed to jump start your path towards Specialization while guiding you to detailed information on how to develop, sell, and implement Oracle solutions. Dive into the Oracle Knowledge Zones today and discover the potential opportunity for your business.

For Oracle Partners familiar with the Oracle The Oracle Java Cloud Service provides Oracle Business Intelligence Cloud Service is Database, the Oracle Database Cloud Service multiple options for cluster size, compute the industry's first BI platform in the Cloud provides you and your Customers another instance size and shape, value added services that makes analytics available to everyone, database deployment choice and can help and licensing options. Visit the Oracle Java from the workgroup to the enterprise. BI Cloud ? simplify and accelerate development of Cloud Service Knowledge Zone for more Service empowers users of any skill level, applications on the world’s #1 enterprise information. from any department, to easily combine data database. Visit the Oracle Database Cloud from diverse sources and quickly create rich, Service Knowledge Zone for more information. Oracle Documents Cloud Service provides interactive analytic applications and reports. secure document sharing across devices and Visit the BI Cloud Service Knowledge Zone for Oracle Java Cloud Service offers a complete outside the organization. When used with more information. solution for building and deploying enterprise Oracle WebCenter and BPM, Documents Cloud Java applications in the Cloud. It provides Service offers organizations with a rich content access to the industry's best application platform for hybrid ECM that extends business server, Oracle WebLogic Server running on top applications and processes with secure of Oracle Public Cloud's Infrastructure. content sharing. Visit the Oracle Documents Cloud Service Knowledge Zone for more Oracle information. Knowledge Zones

37 / 48 digital transformation FY16 Digital Transformation CLOUD Sales Plays

1. Mobile 2. IOT 3. Interactive

1. Mobile How Things Are How Things Connect How Things Are Focus on high value applications with Consumed & Insight is Created Discovered and Sold specific line-of-business proven industry value. Use these “wedge” solutions to drive an MCS & DBP pull-through discussion. Mobile Cloud Service IoT PaaS Content, Social, Marketing 2. IoT Drive a connected products discussion Mobile Sales & Service Big Data Commerce into asset and service intensive industries. Build a particular proposition around Connecting Customer and Connecting People Sales Industry 4.0. Connect with Analytics, Infrastructure Assets MCS and CX propositions.

Enabled by The Cloud 3. Interactive Build comprehensive horizontal solutions focused on how people interact, how products Powered by Engineered Systems are discovered and how people buy. Focus proposition on global new media agencies.

38 / 48 digital transformation 3 Sales Attack Programs

X-Pillar Key Account Theme Industry Theme Solution Theme Industry Agree on a joint approach to specific named Grow and position x-pillar industry specific Build x-industry high value solutions in focused accounts where both the Partner and Oracle solutions in partnership with our ISG partnership with the ISG organisation. Take to offerings and are strong. We position our end-to-end Digital organisation. Build a deep GTM with our market through our Diamond Partner's or as Business Platform and seek specific line of Partners industry organisations. part of an X-Industry consortium. X-Industry high business issues to drive product. value solutions will be the key drivers behind digital business revenues within the partner community

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Your definitive guides to cloud

 40 / 48 cloud playbook Your definitive guides to cloud

TOTAL CLOUD: what does complete look like for ORacle? Partner cloud success guide

The rise of IT Cloud models is a tidal force on the ICT world. The notion of Cloud is a powerful force in our industry. Spending on public IT Cloud services a static, hardened stack for applications — operating system, database, is growing at five times the rate of overall IT spending, and spending on Cloud application server, and associated middleware and connectivity — is no applications is growing at seven times the rate of spending on traditional apps. longer the centerpiece of datacenter operations. These infrastructure stacks The Cloud is changing the way business is being done — for both Customers are frequently virtualized today, and there are massive decisions to make and IT solution providers (VARs, SIs, MSPs, ISVs, and more). The shift to the new about which applications are truly useful and worthy of being replatformed for economics of recurring revenue is having a profound effect on large IT vendors Cloud, and which applications will be killed off. This thing called "The Cloud" is and is impacting their business partners across the board. pervasive and is seemingly the cause of — and the solution to — many of the woes facing IT. This white paper outlines the tremendous It may not come as an easy decision, but opportunities for Partners around Cloud, solution providers need to build a Cloud This IDC white paper sponsored by Oracle more detailed and extensively available challenges for Partners, and practical practice. The shift will not be easy, but the looks at opportunities and challenges IDC industry models, market analyses, suggestions on how to best pursue the long-term future of your business is riding related to Cloud technology and services, and vendor research in the various Cloud opportunity as a Partner. The document on it. as well as the market situation from both market subsets. provides an explanation of why the Cloud the Customer side and the provider side sales model is so different and why of the equation. The white paper also fundamental business model changes are compares and contrasts the current and needed. Click here for full industry report near-term planned Oracle portfolio of Cloud. This perspective provides only a Click here for full industry report very high-level view of that discussion however. Readers are urged to look at

41 / 48 cloud playbook Your definitive guides to cloud

SAAS for dummies ORACle cloud solutions overview

Businesses that invest in new technology are ultimately providing themselves Oracle’s Cloud strategy is the most comprehensive, modern and secure offering with a solid platform to stand out against their competitors, giving them a huge of Cloud products and services. Cloud computing delivers great benefits in advantage. With increasingly powerful implications for businesses, the biggest terms of greater business agility and responsiveness, less risk, and lower costs; and most respected names in technology, including Oracle, are offering amazing but realizing those benefits depends on the vendor you choose. solutions in the Cloud, ranging from sales and marketing to human resources and finance to customer service. This guide showcases a view of Oracle’s You need a Cloud computing strategy end to end offering in the Cloud space. that incorporates leading hardware Every productive thing we do on our SaaS For Dummies is the optimum tool Oracle’s Cloud strategy is to offer and software solutions with a range of computers is done through a software to help get your head in the Cloud, with choice and flexibility with the most enterprise and industry applications. You application. The concept of software as a content that will give you a feel for the comprehensive, modern, and secure need technology that will work with—and service, or SaaS, provides you with the use place you’ll want to be in the digital world. offering of Cloud products and services enhance—your existing IT environments. of the software on a subscription basis, With SaaS, the sky is the limit. for your business, IT infrastructure, and And you need a vendor with experienced with the application residing elsewhere, development needs. professionals who can support you no loading onto your device when you matter where you are in the lifecycle. launch it. That “elsewhere” has become Organizations are embracing the Cloud popularly known as the Cloud, bringing for its potential business transformational the application and any necessary data to Click here for full industry report impact. Beyond just lowering up-front wherever the user might be. costs, the Cloud promises to deliver greater business agility, so you can Click here for full industry report respond quickly to new business opportunities.

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 43 / 48 oracle university Oracle Cloud Learning Subscriptions

Understanding 24/7 Access for 12 Months SaaS Product Introductions, process overviews Oracle Cloud On-demand training videos, product demonstrations and practice lab Implementation End-to-End Training Hands-on implementation training Across the entire lifecycle of your Oracle Cloud Application or Platform Service Administration tasks and processes

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44 / 48 differentiate with specialization sales/presales and implementation readiness

Showcase your expertise and differentiate yourself in the market by becoming specialized in one or more of our 200+ product or solution specializations.

Be preferred by customers: Differentiate your business: Get recognized by Oracle:

Customers want to partner with experts Stand out from the competition through Get increased visibility with Oracle Sales who can work with them to implement your proven in-depth expertise in Oracle Reps, who seek out Partners with proven solutions specific to their business needs. solutions and investment in certification. skills in Oracle's products and solutions.

Review the list of current Specializations

Become Specialized

In order to support your Specialization journey, we offer a number of In-Class and Web training seminars across EMEA. Please click here to visit to view our latest offerings and register on-line.

45 / 48 open market model Register Opportunities with Oracle

Register opportunities on the Oracle Partner Store (OPS) Next Steps and leverage key benefits including: 1. Learn more about the Open Market Model here  Engagement with Oracle's sales organization 2. How to submit Deal Registrations  Rebates on eligible transactions and compensation for referring business to Oracle 3. Open Market Model FAQ

4. New OPN Incentive Program Cloud Rebates

46 / 48 partner business centre EMEA Partner Business Center

70 team members covering over 130 EMEA countries supporting over 10,000 partners in the region

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47 / 48 Ready to Learn More? Oracle PartnerNetwork Cloud Business Builder

Oracle’s PartnerNetwork Cloud Business Builder enables you to both develop and monetise your Oracle PartnerNetwork (OPN) membership through three simple, user-friendly solutions.

Refer and resell develop and integrate architect and implement

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Learn more Learn more Learn more

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