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Disclaimer
The following is intended to outline our general product direction. It isintended for information purposes only, and may not be incorporated intoany contract. It is not a commitment to deliver any material, code, orfunctionality, and should not be relied upon in making purchasing decisions.
The development, release, and timing of any features or functionalitydescribed for Oracles products remains at the sole discretion of Oracle.
The information contained in these slides is intended for Oracle
PartnerNetwork member and authorized GKS partner use only. Theinformation contained herein is considered Oracle confidential and can beused only in connection with the potential licensing, distribution or
implementation of Oracle programs to end users by an authorized Oraclepartner, an authorized GKS partner, or Oracle.
Confidential Information
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Agenda
Welcome Global Knowledge Software
Market Opportunity / Value Proposition
UPK Solution Overview
Partner Resources / Next Steps Q&A
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Oracle | GKS Combination Results in
Comprehensive End-User Training Solution
Inventory Management
Activation Mediation
Learning Management Systems
Oracle eLearning
Oracle iLearning
Comprehensive Content Authoring
BusinessProcess Doc.
SystemProcess Doc.
(UPK) UserProductivity Kit
OracleTutor
PrebuiltContent
Service ProvisioningKnowledge Pathways
Learning Path / Content Configuration
OracleApplications
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Agenda
Welcome Global Knowledge Software
Market Opportunity / Value Proposition UPK Solution Overview
Partner Resources / Next Steps Q&A
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Market Drivers
Upgrade CyclesCustomers invest in training and simulation tools during application upgrade cycles.Recent and planned upgrades of Siebel, E, E1 and EBS are driving demand
With next generation of applications (Fusion), customers expect the application to
provide a self-learning experience to the user, minimizing training costs
New application installations should include UPK to ensure rapid end user adoption of
the software applicationWedge applications or snipestrategy should look to UPK as a standard offering withthe new software
New installations
Changing Customer EnvironmentBusiness changes: Mergers & Acquisitions; Consolidation
Economic changes: Recession, Layoffs / Reduction in Force, Reduction in IT spend
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Market OpportunityImportant Issue to Customers Represents Large Opportunity Area
Significant problem that customers are trying to solve
High historical enterprise application deployment failure rates associatedwith ERP implementation hurdles
76% of end users have failing or sub-standard understanding of newsystems(Source: AMR Research, 2005)
End user adoption is the #1 reason for failed implementations(Source:Meta Group, 2003)
Significant customer base demonstrates the products success within
Oracle Applications 2,000+ Oracle Applications customers use the UPK product
Large Market Opportunity
Significant part of Oracle customer base yet to be penetrated
Oracle UPK Customer Base By Applications
EBS PSFTJDE E1 &
World SEBL Hyperion Agile Demantra G-Log GBU's Total
% of Install
Base
< 9% < 19% < 7% < 1% 0% 0% < 5% < 3% < 1% < 7%
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End User Adoption is #1 Post-Implementation
Problem
Source: TechRepubl ic Survey
Dont wait until after the rollout Address end user adoption at time of application purchase
Trained users are 5 times more productive
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Oracle UPK Value Proposition
Maximize ROI and mit igate risk through all phases of the project lifecycle
Faster recovery of upfront investment through accelerated adoption
Increase usage of enterprise applications through targeted learning
Reduce risk with single training platform for Oracle and non-Oracle applications
Drive user adoption and productivity
Accelerate user adoption through application training
Enhance user competency and compliance with multiple learning methods Increase user productivity with just in time support
Reduce Costs associated with software implementations
Rapidly create and deploy documentation, simulations, and performance support materialswith a single authoring session
Accelerate time to deployment with out-of-the box pre-built content on Oracle Apps Reduce help desk costs with in-application performance support
!!
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2
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Lack of User Adoption of Existing Applications
New Enterprise Application Rollout or Upgrade
What to Look For
Compelling Eventis key identifierGet in project early to provide full value for the software ownership lifecycleDont let user adoption be #1 post-implementation problem
Pre-built content increases productivityMultiple learning methods address intergenerational diversity and how peoplewant to learn
Changing Company EnvironmentIn cost cutting environments, UPK has been demonstrated to lower usertraining costs in implementationsFor mergers and consolidations, UPK increases user adoption
Non-Standard Method for Creating Training Materials
Organizations using PowerPoint, Word or other methods can benefit fromsingle, standard training solution across the enterprise
4
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Value Proposition for all Partners
Provide a complete solution - from process flows to business procedures to systemtraining that accelerates customer implementation timelines and ROI
Provide just-in-time, web-based training support for users of any enterprise application
Drive additional revenue in Oracle ERP (EBS, JDE, PeopleSoft), 3rd-party ERP (SAP,
Lawson, Infor, Microsoft Dynamics), mixed applications, and greenfield dealsIncrease customer success and retention through enhanced value realization
Provide solution which supports customer requirements in this challenging economicenvironment
Oracle UPK Opportunities by Partner Type
ISVs & PlatformProviders
Leverage as a training tool for Oracle,your own, or other 3rd-party products
License UPK to build content forresale with your software solution
Become a reseller of UPK and sellinto Oracle and non Oracle applications
Resellers Increase resale revenue beyondapplications
Support surroundsales strategy
Extend into significant Oracle Apps
customer base portion not yetpenetrated
System Integrators
Maximize project ROI; mitigate risk
Extend value as a key influencer andleverage the product to sell into Oracleand non Oracle applications projects
Increase revenue in businessprocess/change management projects
Increase customer satisfaction &retention
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Agenda
Welcome Global Knowledge Software
Market Opportunity / Value Proposition UPK Solution Overview
Partner Resources / Next Steps Q&A
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End User Adoption Is Key to Value Realization
Effective user adoption isthe primary determinant ofthe success of a projectimplementation
Source: Neochange
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Oracle Offers Complete User Adoption Solution
Inventory Management
Activation Mediation
Learning Management Systems
Oracle eLearning
Oracle iLearning
Comprehensive Content Authoring
BusinessProcess Doc.
SystemProcess Doc.
OracleTutor
PrebuiltContent
Learning Path / Content Configuration
OracleApplications
(UPK) UserProductivity Kit
Knowledge Pathways
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User Productivity Kit Professional
Transactional Content Authoring
SystemProcess Doc.
(UPK) UserProductivity Kit
Learning Path / Content Configuration
Knowledge Pathways
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Productive Day ONE!
Comprehensive Content Authoring
BusinessProcess Doc.
SystemProcess Doc.
(UPK) UserProductivity Kit
OracleTutor
PrebuiltContent
OracleApplications
Learning Path / Content Configuration
Knowledge Pathways
The right tools and a proven method
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Important to Address User Adoption Early
Develop User
Documentation YES
NO
Develop
Future State
Model
ProductionTransitionConstructionElaborationInception
Dont wait until the end
Solution
Workshop
be Productive Day ONE!
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Provide Value Throughout the Project LifecycleBe Productive Day ONE!
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Productive Day ONE!
Tutor Business flows, policies, and procedures definingwhere Applications support the business process
Role or process based access to policies andprocedures integrated with UPKs transactional
training
People to People
People to System
User Productivity Kit Professional Interactive online & paper based outputs Pre & post go live applications training
In-application performance support
Learning path creation
Employees key go-live question:
How do I do my job using these new Applications?
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Large Library of Prebuilt Content for Oracles
Applications Jumpstart Content Creation
UPK Content for EBS R12 31 modules on the price list covering Financials, HR, Procurement, SCM-Distribution, SCM-Manufacturing and
Applications Technology
22 modules in production now for R12.1 adding to HR, Procurement, Projects, SCM-Distribution, SCM-Manufacturing, and now covering SCM-Planning and CRM
There will be 53 modules for EBS R12.1 UPK Content for PSFT Enterprise (8.8, 8.9, and 9.0)
39 modules on the price list covering HRMS, Financials/ESA, EPM Financials/ESA, Supply Chain, Portals, andCampus Solutions
UPK Content for J DE Enterprise One (8.9, 8.11, 8.12)
10 modules on the price list covering Financials, HR, Mfg, and Supply Chain UPK Content for J DE World (A9.1)
15 modules on the price list covering Financials, HR, and Manufacturing
UPK Content for Siebel (8.0.0.2) 7 modules on the price list covering Marketing, Sales, Loyalty, Service,
Territory Management, Customer Data Integration, and Fundamentals
Tutor Content for AppsUnlimited Hundreds of model business flows, policies and procedures covering Financials, Human Resources, Projects,
Manufacturing, Order Management, Inventory, Sales and more
Business Flow
Procedure
TransactionSimulation
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UPK Roadmap for Oracle Applications
Expanded development of application-specific content for additionalOracle solutions
Agile
J DE World
Hyperion
The non-embedded help tools delivered with Fusion Applications
Sunsetting SimBuilder
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Successful Deployments Across Verticals
Retail &ServicesManufacturing& Processing Healthcare &PharmaceuticalFinancial Communications Public Sector
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Applications Pricing - UPK, UPK Pro, and Tutor
Products are available on thefollowing Oracle GlobalComponent price lists:
Oracle E-Business Suite Applications Price ListPeopleSoft Enterprise Applications Price List
J D Edwards Applications Price List
Siebel Applications Price List
License Metric Remain Unchanged:UPK Developer | UPK User | UPK Employee
***When UPK pre-built content is licensed,
customer is required to license at least oneUPK Developer (UPK or UPK Pro) and their
audience (Named Users or All Employees)
A d
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Agenda
Welcome Global Knowledge Software
Market Opportunity / Value Proposition UPK Solution Overview
Partner Resources / Next Steps Q&A
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WW A&C ManagedHigh-touch sales and enablementCustom programs and offeringsJ oint solution development
Enabling The Partner Ecosystem
Top Strategic Partners(20)
Low Volume Small Partners
(16,000)Small VARs, ISVs, Remarketers,
WW A&C ManagedLow-touch, online enablementOPN IC Engagement
Velocity salesLeverage VADs for increased
penetration
Traditional Oracle Partners
(3,000)
Regional Resellers, SIs, ISVs
Managed by Regional A&CLocal relationship developmentJ oint events, OPN DaysLeverage deep customer relationshipsKey triangulation targets
FY09 O l P t i M d l
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FY09 Oracle Partnering Model
Next Steps
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Next StepsAccess the OPN Portal at partner.oracle.com
Login to OPN
Or Join OPN today
Click OPN
Program to discoverOPNs education,development,support, sales, andmarketing benefitsand resources
Enter a KnowledgeZone for productinfo - connect andcollaborate withpeers - participate in
social networksIf you havequestions, ContactOPN
Do You Have an Active Agreement with GKS?
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Do You Have an Active Agreement with GKS?Streamline Migration of Your Business to Oracle
New to OPN, or an existing member?Accelerate the migration of your GKSbusiness to OPN
The Termination Addendum to the Oracle
PartnerNetwork Agreement provides forthe termination of your legacyagreement(s) with GKS
Facilitates an expedited path to
migrate your GKS business to OPN andassociated agreements
simplifies your Oracle relationship to one setof terms, documents and processes
allows us to focus on maintaining andgrowing your existing revenue
For more information, contact your Oraclerepresentative or the OPN InteractionCenter (partner.oracle.com > contact us)
Next Steps
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Next StepsWhere Can I Find UPK Resources? And New Opportunities?
The Engage with Oracle page contains ProductFocus Areas and Initiatives9My Company Initiatives section lists only the initiatives a
partner is approved to access
Next Steps
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Product Focus Area:
Enablement resources forpartners to sell UPK
Product info
News & Information
Specialized Product &Sales Training / Education
Development & SupportMarketing
Sales
Facilitates successfulsales, deployments &delivery of a completesolution
Allows ISVs and others touse UPK to manage theirown products
9 Customers can searchSolutions Catalog by Product
Focus = valuable exposureand lead generation forpartners
Next StepsJoin an Applications Product Focus Area
Partner Training
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g
Sales Readiness: Demystifying User Productivity Kit (UPK)
GKS Courses now available through Oracle UniversityOracle Universi ty Website at http:education.oracle.com
Course Title Medium Duration
Knowledge Pathways Ed 1 inClass 2 Days
Knowledge Pathways (Hosted) PRV inClass 2 Days
Knowledge Pathways Ed 1 LWC Live WebClass 2 Days
UPK Professional Accelerated Ed 1 inClass 5 Days
UPK Professional Accelerated (Hosted) inClass 5 Days
UPK Professional Accelerated Ed 1 LWC Live WebClass 5 Days
UPK Developer Rel 3.1 Ed 1 inClass 4 Days
UPK Developer Rel 3.1 Ed 1 LWC Live WebClass 4 Days
UPK Developer Rel 3.1 (Hosted) PRV inClass 4 Days
UPK Developer Upgrade Rel 3.1 inClass 2 Days
UPK Developer Upgrade Rel 3.1 (Hosted) PRV inClass 2 Days
UPK Developer Upgrade Rel 3.1 Ed 1 LWC Live WebClass 2 Days
http://ilearning.oracle.com/ilearn/en/learner/jsp/rco_details_find.jsp?srchfor=1&rcoid=231065007
Additional Sales, Pre-Sales Courses & Guided Learning Paths coming soon
Additional UPK Resources
http://ilearning.oracle.com/ilearn/en/learner/jsp/rco_details_find.jsp?srchfor=1&rcoid=231065007http://ilearning.oracle.com/ilearn/en/learner/jsp/rco_details_find.jsp?srchfor=1&rcoid=2310650077/28/2019 oracle apps manual.pdf
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Additional UPK Resources
UPK and Tutor reference collateral http://www.oracle.com/applications/tutor/tutor-upk-index.html
Oracle Customer Successes http://www.oracle.com/customers/index.html
Submit Your Customer Reference
Partner submission tool on the OPN portalhttp://www.oracle.com/partners/market/promote/global/suc_overview.html
What You Can Do
http://www.oracle.com/applications/tutor/tutor-upk-index.htmlhttp://www.oracle.com/customers/index.htmlhttp://www.oracle.com/partners/market/promote/global/suc_overview.htmlhttp://www.oracle.com/partners/market/promote/global/suc_overview.htmlhttp://www.oracle.com/partners/market/promote/global/suc_overview.htmlhttp://www.oracle.com/partners/market/promote/global/suc_overview.htmlhttp://www.oracle.com/customers/index.htmlhttp://www.oracle.com/applications/tutor/tutor-upk-index.html7/28/2019 oracle apps manual.pdf
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What You Can DoCapitalizing on the Opportunity
Drive additional revenue in applications deals; leverage UPK
as a training tool for Oracle, your own, or other 3rd-party
products
3
Begin building sales readiness and/or delivery capabili ties
uti lizing OPN and Oracle University
9 Use the UPK/GKS Partner Sales Playbook to help you plan
2
Get started with OPN (if you have not already)
9Join an Applications Product Focus Area1
Use UPK and Tutor collateral, references, events, podcasts,
with your customers and prospects
4
Questions
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Questions
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