Oracle Content Management Partner Webcast

Agenda

• Welcome to Oracle & OPN - Christine Dover• Product Overview & Sales Strategy - Sancho Pinto &

Clark Bloom• Business Continuity - Barb McAteer, Anne Marie Adao

Clark Bloom, & Shawn Driscoll• Business As Usual & Working Inside Oracle Post LEC• Order Process using Captovation T&Cs• Order Process using OPN T&Cs

• Renewals Update - Roger Chamlin• Call To Action - Christine Dover• Q&A

Welcome To Oracle & OPNChristine Dover

• WW A&C Managed• High-touch sales and enablement• Custom programs and offerings• Joint solution development

Enabling The Partner Ecosystem

Top Strategic Partners (20)

Low Volume Small Partners(16,000)

Small VARs, ISVs, Remarketers,

• WW A&C Managed• Low-touch, online enablement• OPN IC Engagement• Velocity sales• Leverage VADs for increased

penetration

Traditional Oracle Partners(3,000)

Regional Resellers, SIs, ISVs

• Managed by Regional A&C• Local relationship development• Joint events, OPN Days• Leverage deep customer relationships• Key triangulation targets

FY09 WWA&C Strategy & Direction

WWA&C Mission StatementWWA&C Mission StatementTo increase revenue and profitability for Oracle and our partnerTo increase revenue and profitability for Oracle and our partners, s,

while building a strong ecosystem to better support solution salwhile building a strong ecosystem to better support solution saleses

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bjec

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FY09 Oracle Partnering Model

Product Overview & StrategySancho PintoClark Bloom

The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle

Captovation Strategic Rationale

• Captovation is a leading provider of document capture• Offers enterprise solutions for production and distributed scanning• Deep knowledge and domain expertise in document capture

Publish

Create

Index

Store

Retain

Cleanse

Search

Distribute

VersionCapture

Manage

• Why Captovation?• Over 400 customers using a joint Oracle I/PM

and Captovation solution

• Fills an important gap in Oracle’s ECM footprint

• Customers want integrated, out-of-the-box ECM solutions that include capture

• Oracle is only vendor with a fully-integrated solution for automating back office operations

Document CaptureProduct Strategy

• Production Capture• Streamlined high volume scanning and indexing• Provide robust data extraction/recognition capabilities• Support large, global deployments

• Distributed Capture• Web-based document capture for knowledge workers• Support business application integrations• Support for diverse IT data center environments

Document CaptureProduct Packaging

Existing Captovation Products Oracle Products

Scan- Scan for ISIS- Scan for Adrenaline/VRS

Index- Zonal OCR Option

Recognition ServerImport ServerCommit ServerSearchable PDF Option

Oracle Document Capture

Web Capture- Server- Client- Searchable PDF

Oracle Distributed Document Capture

Oracle Document Capture• High-volume scanning

Import

Scan

Index

Recognition

Commit

• Import from email, network folders, fax and FTP servers

• Streamlined key-from-image• Zonal, ad-hoc OCR• Relational pick-lists and

database lookups

• Archive images into Oracle ECM

• I/PM and UCM• Also support non-

Oracle ECMs

• Automated indexing via barcode recognition

Oracle Distributed Document Capture

Network Twain

InternetImport from Folder

Oracle Document Capture

Index Recognition Commit

Desktop Scanning

Document CaptureRoadmap

10g R3 11g

Document Capture• Vista certification• Configuration import/export tools• BPEL support in I/PM commit driver• Translations, Language support• Accessibility

Distributed Document Capture• URL addressable for application

integration• Accessibility

Distributed Document Capture• Built on J2EE and Java• Support for SSO and multiple directories• Fully translated and accessible

Document CaptureSales Strategy• Business As Usual• Leveraging OD

• Leveraging ECM 2.0 Sales Force• Sell The Suite

• Oracle Applications, ie… Siebel, PeopleSoft, JDE, EBS, GBU• Oracle Technology Pillars, ie… GRID, DB, Security, SOA• Fusion Middleware Pillars• LOB Solutions, ie… Accounts Payable, e-Govt, Cast Management,

Multi-Website Management• Vertical Entry Points

• Healthcare• Professional Services• Financial Services• Higher Education• High-Tech Manufacturing

Product Pricing & DiscountsSancho PintoClark Bloom

Document CaptureProduct Pricing

Product List Price License Metric MinimumOracle Document Capture

$7,000 Processor -

Oracle Distributed Document Capture

$1,200 Named User Plus 10 NUP

Note: For Document Capture, the CPUs on the scan stations/index stations must be licensed.

Business Continuity Working Inside Oracle Post LEC

Barb McAteerClark Bloom

Anne Marie AdaoShawn Driscoll

Worldwide Contacts for Partners

The following process flow details are specifically for partners in North America

• In Asia Pacific: work with your Oracle Sales Admin contact to submit orders

• In Europe, Middle East, & Africa: send your Quote and PO to claudia.santonati@oracle.com

• In Latin America: email opnlad_ww@oracle.com

Working Inside Oracle Post LECOrder Process Captovation T&Cs

Captovation Distribution Agreement

Quote/PO mailed to: channelsupport_us@

oracle.com

Contracts Validates, countersigns and submits to Order

Admin for booking

Booking/Invoicing

Order ConfirmationShipping (Non EPD)

Partner Negotiates

deal

Partner signs POD

Contracts team reviews for approvals and necessary docs and inserts Oracle

approved language to Partner Order Doc

Contracts Team sends the contract package back to CSS for Partner

review

CSS sends back to Partner

CSS obtains approvals as necessary and

creates GCRA request.Validate pricing. Then they send with PO to Contracts team for

drafting.

Partner sends signed POD to

channelsupport_us@oracle.com

Channel sales specialist sends

to Contracts team

for review

Mail to: channelsupport_us@oracle.com

Working Inside Oracle Post LECOrder Process Captovation T&Cs C'td

Once the Partner has accepted the order the following should be sent back to Channel Sales Support (CSS):

•Complete Signed Ordering Document •Proof of end user if Net License Amount is $200K Net License or over

•Copy of the End User PO to the Partner is preferred•Partner’s purchase order OR •Purchase Order Exemption Form (POEF) •Resale tax exemption certificate•Any applicable approvals•Include a copy of your Captovation Reseller Agreement• Include summary of any Non-Standard Requests being made*

*Non-standard means anything NOT in your Captovation Reseller T&Cs

Working Inside Oracle Post LECOrder Process Within OPN T&Cs

Submit Order Package

OPN Membership

Distribution Agreement

Use online ordering method or compile

offline order package

Distribute/Resell

Order Confirmation

Shipping (Non EPD)

ValidationBooking/Invoicing

Working Inside Oracle Post LECOrder Process Within OPN T&Cs C'td

Oracle distributing partners have four main Ordering Methods:

1. Partner Ordering PortalA customized ordering solution by which orders are electronically interfaced to Oracle’s Order Management application reducing total order cycle time and allowing partners to monitor order progress and using the Order Tracker feature. Can be used for Full Use orders or to report royalties to Oracle.

2. Oracle StoreAn automated system by which orders are electronically submitted via the Oracle store and interfaced with Oracle’s Order Management System.

3. XML GatewayXML is a Business to Business IT solution that allows a partner or VAD’s internal purchasing system to send electronic orders directly to Oracle Systems. XML requires an upfront technical investment from both the Partner/VAD and Oracle.

4. Offline OrderingCan be used for Full Use License orders and when reporting ASFU/ESL Royalties. This ordering method can be used when automated systems are not available. Offline ordering involves downloading documents from OPN, completing, and faxing or emailing the documents to Oracle.

Working Inside Oracle Post LECOrder Process Within OPN T&Cs C'td

Complete Order Package should include:

• Purchase Order• Standard Partner Ordering Document• OLSA (if applicable) • Proof of End User if Net License Amount is $200K Net License or over• Resale tax exemption certificate• Any applicable approvals

Renewals UpdateRoger Chamlin

Support Renewals Update• Effective July 28, 2008 product support will be through the Oracle Global Customer

Support (GCS) systems and no longer through the Captovation support hotline and email• Reference Support Welcome Letter mailed July 7, 2008

• Training Webcasts – Getting Started with MetaLink:• Wednesday, Jul 23 - 7:00AM Pacific• Friday, Aug 1 - 12:00PM Pacific

• Support renewal contracts have been migrated to Oracle systems; a Support Sales Representative will notify you about upcoming renewal dates and processes

• Partners may renew existing customer support agreements until their legacy Captovation contract expires or is migrated. New deals (e.g. new customers, new product sales to existing customers, or new support terms and conditions) require prior approval.

• Partners that are actively providing support to end customers - according to license and support billing records - have been issued a temporary CSI

• (if they are not an existing OPN member and/or do not have support entitlement with Oracle at time of cutover to Oracle's support systems)

• Please contact Roger Chamlin, Manager Acquisition Success Team at +1 203-703-4308 with additional questions.

Next StepsChristine Dover

Next Steps•Sign up for an oracle.com account•Access the OPN partner portal

•www.oracle.com/partners•Enroll your company in OPN (or if already a member, sign up for portal access)

•Join the Enterprise Content Management product focus area

•If you have questions, contact OPN via email or phone

Do You Have an Active Agreement with Captovation?Streamline Migration of Your Business to Oracle

Oracle will notify partners of our intent to terminate your current Captovation agreements. But whether you are new to OPN or an existing member, you can accelerate the migration of your Captovation business to OPN, even before receiving the letter.

The Termination Addendum to the Oracle PartnerNetwork Agreement is now available and can be initiated at your request. Upon signature, it provides for the termination of your legacy agreement(s) with Captovation.

In making this available to you, Oracle intends to offer an expedited path for you to migrate your business in the acquired Captovation products to OPN and associated agreements - thus simplifying your Oracle relationship to one set of terms, documents and processes. And, allowing us both to focus on maintaining and growing your existing revenue.

For more information, please contact your Oracle representative or the OPN Interaction Center at http://partner.oracle.com/jsp/prn/prnLocation.jsp.

Opportunities for Growth with Oracle

• Join OPN’s Enterprise Content Management Product Focus Area• Designed to help your business continuity and provide resources for

continued success• Visit partner.oracle.com > Opportunities through Oracle Acquisitions

• The Captovation area will help you learn about enhanced opportunities around Oracle's middleware portfolio, and beyond

• Example webcast available soon: Oracle Enterprise Performance Management, with Oracle President Charles Phillips & SVPs John Kopcke and Thomas Kurian

• Discover other Product Focus and Specialization Areas and expand• Oracle Fusion Middleware, Oracle Business Intelligence, Oracle Service-

Oriented Architecture, and more…

VP, Commercial Tech Channel Sales - Dale Weideling (614) 280-6527

SoutheastField CMAna Lopez 770-598 8166 AL, GA, MS

OD CMCory Kavanagh (781-238-9532)

Stacey Sink (919) 465-5046 Southeast Channel Marketing

Mid AtlanticField CM – Reggie Reed - (301) 509-9077DE, MD, PA (17268-19999)Upstate NY (12000-12399, 13000-14999

OD CM - Jeannine Tabb (781) 238-9796Stacey Sink (919) 465-5046 Mid Atlantic Channel Mktg

New EnglandField CM - Marisa Barletta (781) 744-0686MA, ME, NH, RI, VTOD CM - Jeff Gormady 781-238-9584Kelly Ferris (414) 331-3215 NE Channel Mktg

Area Channel Mgr, West Commercial Tech Channel Sales Paul R. Weber (714) 445-4724

South CentralField CM Mark Lagrone (214) 727-6635AR, LA, OK, TXOD CMChad Moore: 905 501 2744

Stacey Sink (919) 465-5046South Central Channel Marketing

North Central/Great Plains

Field CMJennifer Lamson (312) 651-8556IL, MO, KS, NE

OD CM- North CentralGord Antle- 905-501-2147

OD CM- Great PlainsJenny Engstrom: 905 501 2744

Kelly Ferris (414) 331-3215North Central/Ohio Valley Channel Mktg

Great Lakes/Ohio ValleyField CM OD CMAngie Penney Gord Antle(248) 614-5119 (905) 501-2147MI, OH, IN, TN, KY

Mid-AmericaField CM OD CMMark Todd Jenny EngstromIA, MN, ND, SD, WI 905-501-2744,Kelly Ferris (414) 331-3215Great Lakes & Mid America Channel Mktg.

Area Channel Director East Commercial Tech Channel SalesLory Girardot (317) 228-4027

Regional Manager Oracle Direct Commercial Channels -Canada / U.S. Leo Legault (781)-238-9403

West

Field CMsTim Donaldson(403) 705-3944 WA, OR, ID, MT, AK, West Canada

Adam Landis(530) 400-5492So.CA (90001-93599)

Bryan Emig(650) 506-5770No.CA (93600-96152), HI, NV (Reno)

Kevin Branan(303) 522-4612CO, UT, AZ, WY, NV, NM

OD CMsMonica Hudak(650) 633-4329WA, OR, ID, MT, AK,No Cal, HI, NV (Reno)

Morgan Terrill 650-633-9344So Cal, CO, UT, AZ, WY, NV, NM

Shelly Williams (858) 509-8203West Channel Marketing

NY Tri-StateField CM - Jennifer R, Kelley (917) 697-6904 CT, NY Metro (10001-11999, 12400-12999) OD CM - Julie Cook (781)-238-9770

New JerseyHarlan Keirstead (201)-287-3403

OD CM – Julie Cook (781)-238-9770Kelly Ferris (414) 331-3215NY Tri-States Channel Mktg

AK

HI

Technology – Channel Managers – U.S.

South Atlantic/FlaField CMCraig Nelson(804)338-2145DC, WV, VA, NC, SC,FL

OD CM Cory Kavanagh (781)238-9532

Stacey Sink (919) 465-5046Channel Marketing Manager

Technology – Channel Managers – Canada

VP, Commercial Tech Channel Sales - Dale Weideling (614) 280-6527 Director, OD Channels – Anne Heppberger (650) 633-6574

Area Channel Manager, Commercial Tech Channel Sales Paul R. Weber (714) 445-4724

Manager, OracleDirect Channels CA/US Commercial Tech & Pub Sector CALeo Legault (781) 238-9403

Western Canada

Field CMTim Donaldson (403) 705-3944Alberta, British Columbia, Manitoba, Saskatchewan

OD CMLiam Doherty905 501 2419

Shelly Williams (858) 509-8203 Channel Marketing

Eastern Canada

Field CMMark Edwards (905) 501-2150Ontario, Quebec, Nova Scotia, Newfoundland/Labrador, New Brunswick, Prince Edward Island

OD CMLiam Doherty (905) 501-2419

Nikki Wallace (905) 501-2461 Channel Marketing

Questions