Knowledge is Power Power to Grow' Priced to Go'

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Knowledge is PowerPower to Grow. Priced to Go.
August 2006
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Agenda

• Business proposition
• ProfitabilityWin More with Oracle
• Technology
• Ease of Doing Business
• Available Oracle and Tech Data Resources

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SMB OpportunityU.S. Infrastructure Software
Spending (USMillions)
Business Proposition

• Infrastructure SW Where Oracle plays
• App Dev Tools
• Application Integration
• Middleware
• Portals
• Business Intelligence
• Database
• Networks
• System Management
• Storage Management
• Security
• Operating Systems

Source Gartner Group
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Oracle ISV Partners in SMB
Business Proposition
Accounting Best Carpe Diem Best -
TimeSheet Accura Software click4systems Concur
Tech. FlexInternational Midrange Multiview Tenrox
Thoroughbred
Content Mgmt Akanda Inc. Authentica Cherry Road
Tech Endeca ePlus Equilibrium Esker
Software Formscape Mobius Optika
(Stellent) Refresh Software ScanSoft,
Inc. ERP Best - AccPac Cincom Cyclone
Commerce Humanic Design Lilly Maconomy Metastorm P
roAct International Synygy Taxware Temtec Visibili
ty
Manufacturing Adapta/Dynasys Avista Cambar Framew
ork Tech. Frontline Systems Greycon Knapp
Software Mapics Micromain Production
Modeling Robocom Systems Ross Systems Royal 4
Systems SofTechnics Softeon Venture
Research Vigilance Zethcon
Financial Services Actimize AdminServer
Allenbrook Apex Data Systems Ascendent
One Camilion Solutions Cover-all Technologies EZ
Data FINEOS Corporation G2X Global Insurance
Tech Hyland Software Innovative IT Solutions
Insurance Systems Insurity Insursys ISO
Management Data Millbrook OneShield Optio
PilotFish Piracle SEEC, Inc. Skywire Steel Card
SunGard SuperSolutions
Financial Services Tritech Financial Systems
Tropics Software Unitech Valley Oak Vsoft
Healthcare A4 Health Systems Amcom Iron Range
Computers MercuryMD MedPlus MediSolutions
CRM Best SalesLogix Experlogix FirstWave Logotec
OnContact Software Replicon Inc TXT eSolutions
Comms Avotus Concord Communications Eicon
Networks Genesys Good Technology Interactive
Intelligence iPhrase IP Unity SoftEXIT
Security Avatier Baywood Technologies CertifiedMai
l.com Courion CryptCom Securities M-Tech Net
IQ Tumbleweed
SCM Gillani Highjump Optum Tecsys
Retail Retail Technologies
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Commodity Server Market
Business Proposition

• Consists of Windows and Linux
• IT Infrastructure spending in SMB Market will be
  8B in North America by 2007.

Source Gartner Dataquest, May 2005
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Agenda

• Business proposition
• ProfitabilityWin More with Oracle
• Technology
• Ease of Doing Business
• Available Oracle and Tech Data Resources

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Sample Oracle Resale Deal No Customer Discount
Profitability
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Sample Oracle Resale Deal Customer Discount
Included
Profitability
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Microsoft Profit Model
Profitability
Customers tend to compete in an efficient
economy to get the lowest possible price. Theyre
smart at that, and if the partner doesnt cut
their own margin, another partner will.

Allison Watson Vice-President Microsoft
Worldwide Partner Sales and Marketing Group

• Microsoft North America
• ? 3,300 Gold Partners
• 10,000 Certified Partners
• 100,000 Registered Members

• Oracle North America
• ? 50 Certified Advantage Partners
• 200 Certified Partners
• 2,500 Member Partners

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Agenda

• Business proposition
• ProfitabilityWin More with Oracle
• Technology
• Ease of Doing Business
• Available Oracle and Tech Data Resources

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What customers want(Different Customer
Priorities)
Technology
Enterprise
SMB Market
Primary
Secondary
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Technology
Complete Solution Stack
Enterprise Edition
Standard Edition
Customer Size
Standard Edition One
Express Edition
Oracle Technology
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Oracle Database 10gStandard Edition One
Technology

• 80 sold lt 500 employees
• 72 sold through channel
• High volume selling
• 60 are new customers
• Almost 10,000 in FY05
• Recognized in SMB market

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Oracle Database 10gStandard Edition / Standard
Edition One
Technology

• Fast for SMB
• TPC-C record for 2-processor systems on Linux
• Secure
• 17 International Security Certifications
• Easy to install
• Up and running in 17 minutes (single click
  install)
• Portable
• Runs on Linux, Windows and Unix
• Scalability and High Availability
• 24/7 availability and scalability on demand with
  Real Application Clusters

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Oracle Database 10g1 on Windows
Technology

• 1 download from OTN
• Proven on customer sites
• Real Application Clusters
• Data Warehousing
• Fully integration with .Net
• 3rd party applications

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App Server Market Leader
Technology
The Forrester Wave Application Server
Platforms, Q1 2005
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What is Application Server SE One?
Technology
Improve Productivity
Portal and Content Mgmt
Directory and SSO
Develop, Deploy Apps
Web Infrastructure
Development Tools
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Award Winning Technology
Technology
Oracle Application Server SE One
Top Mid Market Product Award
May 2005
Oracle Application Server Portal 10g
May 19, 2004
Oracle Application Server 10g Oracle JDeveloper
10g
July 5, 2004
Oracle JDeveloper 10g
September 7, 2004
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End User Benefits Power to Grow
Technology

• Attract New Customers. Retain Existing Customers
• Lower cost of hosting Web site and improve
  performance with Web cache
• Quickly deploy customer portal for customer
  self-service and community capabilities
• Improve Employee Productivity
• Deploy employee portals instantly
• Manage and protect business data
• Strengthen Partner Relationship
• Deploy partner portals instantly
• Build and Deploy Robust, Scalable Applications
• Develop applications using Web Services,
  Java/J2EE
• Affordable Today. Scaleable for Tomorrow.
• Get started with a low entry price of 745
  (5-user)
• Save time and resources with rapid deployment and
  hassle free administration
• Easily scales with growth in business and IT needs

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SE1 Broad set of customers
Technology

• Merced College
• iBase Corporation
• Placon
• RealtyData Corp
• ICU Medical, Inc.
• Emptoris, Inc.
• Nighthawk Radiology Service
• U.S. Restaurant Properties, Inc.
• Northorp Grumman Systems

• Rand Worldwide
• Johnson Higgins
• Akron General Health Systems
• Cerner Corporation
• Placon
• Anderson Construction
• ICAT Managers LLC.
• United Technologies Corp.
• ARINC
• And many, many more

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Agenda

• Business proposition
• ProfitabilityWin More with Oracle
• Technology
• Ease of Doing Business
• Available Oracle and Tech Data Resources

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Channel Investments Paying Off
Ease of Doing Business
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Oracle Marketing Presence
Ease of Doing Business

• Advertising in channel end-user publications

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Deal Registration
Ease of Doing Business

• What is Deal Registration?
• Deal Registration system on Oracle PartnerNetwork
• Engages Oracle Sales Rep and receive assistance
  from Oracle field resources to close the business
• Notify and engage Channel Manager and channel
  resources

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Oracle Channel Field Coverage
Ease of Doing Business
Eastern Canada
Western Canada
N Central / Ohio Valley
Great Lakes
N England / New York
West
Mid-America
NY Tristate
Mid-Atlantic
Southeast, Carolinas, Virginias
South Central
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Comparing Benefits
Ease of Doing Business
Oracle PartnerNetwork
Microsoft Partner Program

• Solutions Catalog listing
• Free development licenses for all Technology
  products
• 35 training discounts
• 2 free Oracle Certified Partner exam vouchers
• Influence fees
• 50 free Web-Conferences
• 10 advanced support discounts
• 30 discount on Web/phone support
• Free online training

• Priority Solutions Catalog listing
• 4 free Oracle Certified Partner exam vouchers
• Demand generation activities
• Customer list purchase support
• Event support
• 75 free Web-Conference
• Free Technology Web/phone support
• 100 free online EBS support requests
• MDFs

• Highest priority Solutions Catalog listing
• 6 free Oracle Certified Partner exam vouchers
• Executive partner forum invitations
• 100 free Web-Conferences
• 200 free online EBS support requests

• Resource Directory listing
• 5 free support incidents
• Discounted training and marketing
• Telephone presales support
• 10 internal use licenses
• 5 MSDN Universal subscriptions

• Resource Directory priority listing
• Technical Services co-ordinator
• 100 internal use licenses
• 10 MSDN Universal subscriptions

• Free business critical phone support
• For-fee access to labs and training
• Free online training

Registered Member
1,500
1,995
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OPN Portal
Ease of Doing Business

• Single point of entry
• Manage your membership and your profile on line
• Access to software, services, tools and content
• By type of partners, roles, applications
  products
• Access
• http//partner.oracle.com

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More OPN Interaction in FY05
Ease of Doing Business
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Agenda

• Business proposition
• ProfitabilityWin More with Oracle
• Technology
• Ease of Doing Business
• Available Oracle and Tech Data Resources

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Oracles Kiosk at Tech Data
Resources

• Visit www.techdata.com/business/oracle

• Enrollment information
• Training and enablement
• Sales Tools
• Contact information

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Resources
Dedicated Oracle Team at Tech Data

• Marketing
• TDAgency
• TDAgency will create individual marketing
  tools to help you achieve your business goals
  tdagency_at_techdata.com. help you achieve your
  business goals
• CAP (Solution Provider Market Development Funds
  Program)
• Performance-based pass-through dollars
  available to Tech Data Oracle Partners
• Training Opportunities
• Vendor training available through Tech Data
  for a variety of Oracle technology solutions
  (including live, online and regional trainings)

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Resources
Dedicated Oracle Team at Tech Data

• Sales Support
• Oracle Sr. Vendor Product Representative
• Liaison between Oracle Resellers and Tech Data
  Sales to help drive sales
• Assistance with partner planning, sales and
  technical certification roadmaps, access to
  marketing programs, etc.
• Expertise on Oracle licensing and sales programs
• Identify market-growth opportunities to offer
  appropriate pricing/discounts
• Oracle Vendor Product Administrator
• Liaison between Oracle Resellers and Tech Data
  Sales to help drive sales
• Assistance with partner planning, sales and
  technical certification roadmaps, access to
  marketing programs, etc.
• Expertise on Oracle licensing and sales programs
• Identify market-growth opportunities to offer
  appropriate pricing/discounts

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Resources
Dedicated Oracle Team at Tech Data

• Oracle Product Manager
• Liaison between Tech Data and Oracle
• Escalation point with Tech Data/Oracle
• Provide expertise on Tech Data and Oracle Partner
  programs
• Partner enablement roadmap assistance
• Oracle Systems Engineer
• Available to answer pre-sales technical questions
  on Oracle products
• Additional resource to assist on Licensing
• Technical Account Manager
• Training and licensing assistance for Oracle
  Partners staff

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Dedicated Oracle Team
Resources

• At Tech Data
• Oracle Sr. Vendor Product Representatives
• Jon Franck 800 237 8931 Ext. 83249
• Oracle Vendor Product Administrator
• Kevin Vick 800 237 8931 Ext. 82082
• Oracle Product Manager
• Ryan Emory 800 237 8931 Ext. 82082
• Oracle Systems Engineer
• Shireen Lackan [phone] Ext. 73011

• At Oracle
• Oracle Global Account Director
• Randy Smith 650.506.4227
• Oracle Technical Account Manager
• Vivian Vasquez 905 501 2662

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Summary

• Significant opportunity in SMB market
• Oracle provides enterprise class products for the
  SMB market
• Oracle can help grow your business profitably
• Tech Data has resources and tools to enable their
  partners to be successful with Oracle

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Next Steps

• Contact Kevin Vick
• [phone] ext 82082

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Power to Grow. Priced to Go.
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