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Why Oracle? Why Now? Dale Weideling Vice President, VAR/VAD Technology Sales North America Technology Channels Slide 2 Why Oracle? Increased Value for Customers The Most Complete Solutions Increased Opportunity for Partners Opportunities Across the Market Market Leading Products + Best of Breed Acquisitions = Slide 3 Customers:Out of the box Integrated Solutions Applications Middleware Database Infrastructure Complete Breadth of technology Database, Middleware, Apps Marketing leading functionality Open Standards-based products Extensible you can build on it Integrated Unified product stack App to Disc Slide 4 APPLICATIONSTECHNOLOGY Enterprise Deals Manufacturing Industries Retail Industry Comms Industry Banking Industry Utilities Industry Insurance Industry Project Portfolio Mgmt Cross Industries Enterprise Deals Performance Management Identity Management Content Management Middleware Management Database Systems Management 58 Oracle Acquisitions: FY05 - Present *Transaction has not closed yet. * * * * Slide 5 5 Oracle Fusion Middleware Applications Middleware Database Infrastructure Slide 6 6 Analyst Recognized Leadership Composite App Infrastructure New Systematic Applications Backend Integration Projects Enterprise Application Server Horizontal Portal Products Business Intelligence Platforms Corporate Performance Mgmt. Web Access Management User Provisioning Leader in 16 Forrester Waves Burton Group Short List Slide 7 7 Customer Growth & Product Strategy BPEL Process Manager 80,000+ Application Server Development Tools Identity Management Content Management Enterprise 2.0 & BPM SOA Suite Application Grid Business Intel & Publishing Slide 8 8 Oracle Fusion Middleware 11 g R1 Oracles Most Important Release Ever Brand New Release of Fusion MW Suite Brings together Oracle & BEA Functionality Significant New Product Functionality 2,900+ new features Best of Breed Products expands New Sales opportunities Seamless Suite Integration drives Cross-Sell opportunities Combination of products drives Consolidation opportunities Slide 9 Oracle Database 11g Lowers IT Cost Comprehensive security Higher availability Easier to manage Lower cost of ownership *Source: Gartner Group * Worlds #1 Relational Database 48.6% RDBMS market share 235,000 Customers Slide 10 Right Products for Mid-Market Oracle Database 11g easy to: Install Develop Manage Streamlined SMB Package One CD for Windows One CD for Linux Slide 11 Oracles Strategy Drives Growth in a Challenging Economy Oracle strategy paying off in down economy FY09 earnings up 3% Profit up 11% Q4 quarterly cash dividend Partner sales continue to grow Slide 12 Specialization: Fusion Middleware Pillars App Server, Portal, SOA, BI, Content Management, Security Specialization: Grid Computing Modernization, server consolidation, high availability, virtualization Market Coverage: Aligning Resources to You Emerging Market segmented sales support resources National Accounts Geo reps Enterprise Cover the subs Vertical expertise Partnering Priorities for FY10 Slide 13 Partner Sales Support Open Market Model Slide 14 Slide 15 RemarketerPartnerCertified Partner Certified Advantage Partner Remarketer Program New zero barrier to entry program enables SMB sales Partners Benefits -- Oracles Commitment Annual Membership Fee QuickStart $0$300$1995 Remarketer Program New class of Oracle reseller, not directly affiliated with Oracle No OPN Fees/No OPN benefits Able to resell Oracle SE1/SE products Standard Terms, Conditions & Pricing Remarketers leverage VAD for all support, training, etc. QuickStart program Access to limited OPN benefits and products Full OPN Membership Full access to all resources and resale for Tech products Slide 16 How do I get trained? OPN Competency Center Start by taking a pre-assessment and build a customized Guided Learning Path Save your Guided Learning Paths as projects and work on them over time View and manage your complete Oracle training history Collaborate by sharing your opinion on content Access Solution Kit materials available on OPN Start by taking a pre-assessment and build a customized Guided Learning Path Save your Guided Learning Paths as projects and work on them over time View and manage your complete Oracle training history Collaborate by sharing your opinion on content Access Solution Kit materials available on OPN http://competencycenter.oracle.com Slide 17 Profile of a Successful ORCL SI/VAR Solution focused Balanced resale of software, services and/or hardware Establishes brand with local Oracle sales teams Engages the resources available Slide 18 Scott Walker CEO Ironworks Slide 19 19 www.ironworks.com Ironworks Consulting, LLC | 4121 Cox Road, Suite 205 | Glen Allen, Virginia 23060 | 804.967.9200 August 18, 2009 Oracle 8/18/09 Channel Meeting Slide 20 20 Who is Ironworks? Ironworks is a project-based consulting company with one mission never fail a client. We measure our success by the success of our clients. Slide 21 21 The Right Size We are large enough to provide depth, experience and expertise, yet small enough to provide the intimacy and agility to be responsive to your needs. Experienced Resources Our teams include senior, experienced program managers, designers, information architects, developers, and engineers we dont sell with the A team, then staff the job with the B team. Integrated Strategy, Design and Development This integration means that our strategies are practical, our applications are highly usable, and our technical solutions are expandable and maintainable. Why Ironworks? Slide 22 22 Our Service Offerings BUSINESS CONSULTINGWEB SOLUTIONS (Fusion E2.0) SYSTEM INTEGRATION (Fusion SOA) Program Management Office IT Strategy and Roadmap Vendor and Tool Selection Business Process Improvement Compliance Web Strategy Web Design and Usability Portals Enterprise Content Management Web Analytics E-Commerce Enterprise Search Application Management Service-Oriented Architecture (SOA) Strategy and Implementation Business Intelligence Application Integration Slide 23 23 Representative Clients HealthcareMfg/Retail/Dist Financial Services Other GovernmentAssociations Slide 24 24 Evolution of Ironworks partnership expectations and model: Professional services vs. license sales/reselling Going it alone versus working with partners (> 5%, < 80%) Recognize its a two way street Lead and opportunity sharing is the bottom line Evolution of Ironworks and Oracle relationship: Enterprise Partnership expansion of Oracle product stack Involvement of Ironworks in Oracle sales verification program: E20 (approved) and SOA (in process) How The Partnership Got Here Stellent Fuego BEA Plumtree BEA Oracle Fusion Oracle Fusion Slide 25 25 Complementary missions and objectives relationship fit: Help clients achieve business objectives through technology and services Expand client base and footprint within clients (licenses and services) leverage our ability to go wider and deeper in accounts. Mutual executive commitment to success of relationship Strong working relationships between Oracle Account, Services, and Channel teams and Ironworks professionals Joint account relationships and joint account planning Alignment of our services capabilities to Oracle Product Stack Results Oracle has demonstrated by its actions and leads provided that they are committed to this partnership. Why is This Partnership Working? Slide 26 26 www.ironworks.com Richmond 4121 Cox Road, Suite 205 Glen Allen, Virginia 23060 804.967.9200 Research Triangle 11000 Regency Parkway, Suite 404 Cary, North Carolina 27518 919.462.2092 DC Metro 8133 Leesburg Pike, Suite 650 Vienna, Virginia 22182 703.506.3964 www.ironworks.com Charlotte 10405 Toringdon Way, Suite 205 Charlotte, North Carolina 28277 704.848.8889 Slide 27 27 www.ironworks.com Richmond 4121 Cox Road, Suite 205 Glen Allen, Virginia 23060 804.967.9200 Research Triangle 11000 Regency Parkway, Suite 404 Cary, North Carolina 27518 919.462.2092 DC Metro 8133 Leesburg Pike, Suite 650 Vienna, Virginia 22182 703.506.3964 www.ironworks.com Charlotte 10405 Toringdon Way, Suite 205 Charlotte, North Carolina 28277 704.848.8889 Slide 28 Summary and Actions Right time to do business with Oracle Technology and industry leadership Cross-sell and upsell opportunities Ease of doing business Learn more about Doing Business with Oracle Visit www.oracle.com/partnerswww.oracle.com/partners Engage your VAD Visit the Oracle Booth Slide 29