Why Oracle? Why Now?

Dale Weideling
Vice President, VAR/VAD Technology Sales North America Technology Channels

Why Oracle?
Market Leading Products + Best of Breed Acquisitions =
Increased Value for Customers
The Most Complete Solutions
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Increased Opportunity for Partners

Opportunities Across the Market

Customers:Out of the box Integrated Solutions

Complete
Applications

Breadth of technology Database, Middleware, Apps Marketing leading functionality Standards-based products Extensible you can build on it Unified product stack App to Disc

Middleware

Open

Database

Integrated

Infrastructure

58 Oracle Acquisitions: FY05 - Present

APPLICATIONS
Enterprise Deals Manufacturing Industries Enterprise Deals Performance Management Identity Management

TECHNOLOGY
*

Retail Industry
Comms Industry

Banking Industry Utilities Industry Insurance Industry Project Portfolio Mgmt Cross Industries
*

Content Management Middleware Management

Database

Systems Management

*Transaction has not closed yet.

Oracle Fusion Middleware

Applications

Middleware

Database

Infrastructure

Analyst Recognized Leadership

Leader in 16 Forrester Waves Composite App Infrastructure New Systematic Applications Backend Integration Projects Enterprise Application Server Horizontal Portal Products Business Intelligence Platforms

Corporate Performance Mgmt.

Web Access Management Burton Group Short List User Provisioning

90,000 80,000 70,000 60,000 50,000

Customer Growth & Product Strategy

80,000+
Application Grid

Business Intel & Publishing SOA Suite Enterprise 2.0 & BPM

40,000 30,000
BPEL Process Manager
Content Management

Development Tools 20,000

Identity Management

Application Server

10,000

0
Q104 Q204 Q205 Q305 Q405 Q106 Q206 Q306 Q406 Q107 Q207 Q307 Q407 Q308 Q109 Q209 Q309

Customer Growth

Oracle Fusion Middleware 11gR1

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

Oracle Database 11g Lowers IT Cost

Worlds #1 Relational Database

235,000 Customers
48.6% RDBMS market share*

Comprehensive security Higher availability Easier to manage Lower cost of ownership

*Source: Gartner Group

Right Products for Mid-Market

Oracle Database 11g easy to:

Install Develop Manage

Streamlined SMB Package

One CD for Windows One CD for Linux

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

Partnering Priorities for FY10

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

Partner Sales Support

Open Market Model

Remarketer Program
New zero barrier to entry program enables SMB sales
Remarketer
Annual Membership Fee

QuickStart

Partner

Certified Partner
$1995

Certified Advantage Partner

$1995

$0

$300

$1995

Partners Benefits -- Oracles Commitment

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

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

http://competencycenter.oracle.com

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

Scott Walker CEO Ironworks

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.

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Why Ironworks?
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.

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Our Service Offerings

BUSINESS CONSULTING

Program Management Office IT Strategy and Roadmap

WEB SOLUTIONS (Fusion E2.0) Web Strategy Web Design and Usability Portals

SYSTEM INTEGRATION (Fusion SOA)

Service-Oriented Architecture (SOA) Strategy and Implementation Business Intelligence Application Integration

Vendor and Tool Selection

Business Process Improvement Compliance

Enterprise Content Management

Web Analytics E-Commerce

Enterprise Search
Application Management

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Representative Clients
Healthcare Government Financial Services Associations Mfg/Retail/Dist Other

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How The Partnership Got Here

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:

Stellent Fuego BEA Plumtree

BEA

Oracle Fusion

Enterprise Partnership expansion of Oracle product stack Involvement of Ironworks in Oracle sales verification program:

E20 (approved) and SOA (in process)

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Why is This Partnership Working?

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.

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www.ironworks.com

Richmond 4121 Cox Road, Suite 205 Glen Allen, Virginia 23060 804.967.9200

DC Metro 8133 Leesburg Pike, Suite 650 Vienna, Virginia 22182 703.506.3964

Research Triangle Charlotte www.ironworks.com 11000 Regency Parkway, Suite 404 10405 Toringdon Way, Suite 205 Cary, North Carolina 27518 Charlotte, North Carolina 28277 919.462.2092 704.848.8889 27

Summary and Actions

Right time to do business with Oracle

Technology and industry leadership Cross-sell and upsell opportunities Ease of doing business
Visit www.oracle.com/partners Engage your VAD Visit the Oracle Booth

Learn more about Doing Business with Oracle