Oracle Partner Strategy

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Partnering to Win in Public Sector

• Kenneth M. Mellett
• Senior Vice President
• Oracle State Local Government, K-12

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Agenda

• Business Opportunity in Public Sector
• Focus Segments
• Mid-Market Strategy
• Why Partner with Oracle in Public Sector
• Role of ISVs
• How Can we Better Support You?
• Next Steps

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Business Opportunity

• In difficult economic times, successful IT
  initiatives can contribute much to government and
  the public. The challenge is to show how
  projects can deliver quantifiable value and
  benefits that help meet critical needs.
• GARTNER Is IT Worth It? Presenting
  the Public-Sector Business Case 2002 Bill
  Keller

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Market Overview

• By 2005, overall government IT spending at the
  federal and state/local levels will reach 108.8
  billion, representing an average annual growth
  rate of 8 percent over the 84.7 billion paid out
  in 2002 --- Gartner
• The US SL market represents over 80,000 buying
  entities
• Many States running a deficit, but tide is
  turning
• SL market will grow at 8 2005-2009, INPUT

Source Gartner Market Trends x 1,000,000
Software spend only
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Market Overview SL
Source Gartner Trends in US State and Local
Governments 19 March 2002
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Public Sector Market
COMMON NETWORK Tying Multiple Enterprises
Together at the Edges
APPLICATIONS
COMMON TECHNOLOGY
Internet User Interface, Information Sharing,
and Web Services CITIZENS, TRADING PARTNERS
PUBLIC ENTITIES
BUSINESS PROCESSES
SECURITY/ IDENTITY
INFRASTRUCTURE
PLATFORM
ARCHITECTURE
Source Adapted from the Center for Digital
Government, 2004.
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Focus segments

• FEDERAL GOVERNMENT
• Homeland Security
• Education
• Transportation
• Health
• Intelligence Agencies
• Department of Defense
• Force Readiness
• Supply Chain

• STATE LOCAL GOVERNMENT
• Homeland Security
• K-12 Education
• Transportation
• Social Services
• Justice and Public Safety
• State Government
• City and County Government

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Transportation
Home
Home
Industry Footprint
Correctional
Emergency
Seaports
Airports
Law Enforcement
Adjudication
Transit Agencies
Highway Entities
Institutions
Services

• Money Management
• Revenue Collection
• Grant Management Billing
• Fleet Management
• Non-revenue fleets highway
• maintenance vehicles
• General Asset Management
• Roadways, Facilities,
• Rentable real estate
• Bridges, Border Crossings
• Optimization
• Traffic flow
• Security
• CCTV

• Money Management
• Revenue Collection
• Grant Management Billing
• Fleet Management
• Non-revenue fleets cranes,
• baggage trucks, etc.
• General Asset Management
• Runways, Escalators,
• Elevators, Facilities,
• Rentable real estate
• Optimization
• Gates
• Baggage Handling
• Boardings

• Money Management
• Revenue Collection
• Grant Management Billing
• Fleet Management
• Bus, Railcars, etc.
• Non-revenue fleets cranes,
• baggage trucks, etc.
• General Asset Management
• Track, Escalators,
• Elevators, Facilities,
• Rentable real estate
• Optimization
• Routes
• Security

• Money Management
• Revenue Collection
• Grant Management Billing
• Fleet Management
• Non-revenue fleets cranes,
• baggage trucks, etc.
• General Asset Management
• Docks, Facilities,
• Rentable real estate
• Optimization
• Cargo
• Tonnage throughput
• Security
• CCTV
• Incident Management

Policy
Human
Decision Support
Financials/ Treasury
Information Sharing
Training/ Recruiting
Enterprise
EHub Integration
Enterprise
Budgeting
Procurement
Customer Service
Resources
Admin
Mgmt
Mgmt
Slide
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December 5, 2002
D R A F T
-
Oracle Internal Use Only
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Mid-Market Strategy

• Oracle Corp has commitment to Mid-Market
• Highest growth area in 2003-04 Gartner, 2003
• Target Account and Mid Market Account
  segmentation
• Dedicated Reps (Telesales and Field)
• Establish partnerships with ISV/Partner channel
• New Products
• Engineered and packaged for mid market customers
• Priced competitively to make price a non-issue
• Appeal to resource constraints and risk aversion

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Mid-Market Product Offering

• Oracle Standard Edition One
• 1 or 2 Processors
• Oracle Database 10g Standard Edition
• Now with real application clusters
• Web Conferencing
• E-Business Suite Special Edition

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Why Partner with Oracle in Public Sector

• Strong Distribution Channel
• Telesales Field Sales Force
• Industry Specialists Marketing
• Channel Management
• Large Install Base
• Leading Brand
• Governments increasing focus on security

Governments are seeking to consolidate on a few
strategic technologies
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Role of ISV

• Oracle alone does not have the solutions nor the
  expertise.

• Bio-surveillance
• Disease Reporting
• Biometric Identification
• Port Cargo Security
• Airport Management
• Hazardous Materials Tracking
• Alerting
• Social Services Case Mgmt
• Library Management
• Fleet Management
• Highway Management
• Transit Systems
• Toll Collection
• Utility Billing
• Document Management
• Elections Management

• Property Tax
• Tax Revenue
• Permits Inspections
• K-12 Student Systems
• K-12 Food Management
• K-12 Special Education
• Parks Recreation
• 311
• Computer Aided Dispatch
• Fire EMS
• Records Management
• Courts Case Management
• Corrections / Inmate Mgmt
• Probation Parole
• Hospital Patient Care
• Laboratory Info Mgmt

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Oracles Offering to Public Sector ISVs

• Lead Generation and sharing
• Leverage technical resources for product
  development
• Training
• Access to Oracle Sales Force
• Marketing Support
• Development Licenses including support
• Access to Oracle Technical and Sales Information
• Access to Government Partner Technology Center

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Oracle Objectives forPublic Sector ISVs

• Provide government with better and complete
  solutions
• Improve Oracle and partner visibility in the
  Public Sector
• Educate Oracle Sales on partner solutions
• Increase the contribution of the vertical
  solutions to the Oracle revenue
• Define a specific path to better engage selected
  Partners in verticals
• Improve field readiness in the Vertical Partner
  Strategy

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How Can Oracle Be A Better Partner?

• How can Oracle better support you in your
  efforts?
• What challenges are you facing as a business?
• What types of Oracle resources could help your
  firm?

Creating closer partnerships
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Next Steps

• Become a Partner
• Leverage the Oracle Partner Network
• Development licenses
• Training
• Channel Management
• Understand the Oracle Advantage
• Technical Depth Breadth
• Distribution Channel
• Price Performance
• Define our combined value proposition
• Expand your market by applying technology in new
  ways.

Continue to focus on helping our Governments meet
todays challenges.
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Thank You!
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