Oracle PartnerNetwork Oracle’s Pivot to the Cloud

Shawn Price Senior Vice President Oracle Cloud October 25, 2015

Global Cloud Market

Cloud is Growing 8.5x Faster than overall market

SaaS Growing 3.2x faster than overall market

PaaS Growing 6.7x faster than overall market

IaaS Growing 33x faster than overall hardware market

Source: Oracle Market Intelligence

Oracle Cloud

195+ Countries

15+ years Managing Enterprise

Clouds

592… SaaS

Cloud Applications

19 Data Centers serving

75%+

of Fortune 100 Run Oracle Cloud

70M+ Users/Day

33B+ Transactions/Day

19 of 20 Top Cloud Providers

Run on Oracle

24 Cloud Platform Services

Developers Worldwide

9M+

User Expectations

Sharing Economy

Personal Information Organization

On-Demand Personal Services

Predictive Support

Source: Forrester Analyst James McQuivey as quoted in “Prepare for more disruption”, August 2015

Copyright © 2015 Oracle and/or its affiliates. All rights reserved. |

Readiness for Inorganic Growth

Efficiency in Post-merger Integration

Growth From Non-traditional Markets Demand for Faster Innovation Cycles Rapid Response to Non-traditional Competitors

Digital Transformation of the Business

Top Boardroom Priorities

Source: “Inside The 2015 Boardroom Priorities”, Constellation Research, December 2014

Digital Opportunities Span Every Function

Customer Insight

Customer Interactions

Revenue Growth

Digitized Processes

Source: “The Nine Elements of Digital Transformation”, MIT Sloan Management Review, 2014

Workforce Productivity

Business Insight

Keeps Pace with Change

Success in the Cloud

Consumption of Innovation

Best Practices

Customer Advocacy

Marketing & Sales

Commerce, CPQ, & Order Capture

Customer Service & Support

Enterprise Resource Planning

Human Capital Management

Talent Management

Value Chain Management

Enterprise Performance Management

Social Relationship Management

Complete SaaS Portfolio

Find and Nurture Candidates

Talent Crisis

Telecommunications Change

STRATEGIC INITIATIVE

Deal with Shrinking Talent Pool, Reduce High Turnover

TECHNICAL INNOVATION

HCM Cloud

BEHAVIORAL CHANGE Brand is Imperative for Hiring Nurture Talent Pool

OUTCOME

257% Increase in Candidates, 30% Reduction in Recruiting Costs

NEXT

Learning Modules

Finance Ready for Cloud

In 2013 less than 20% of CFOs considered cloud viable for core Financials

Today 53% of CFOs use Cloud

Source: Gartner, 2015

Today’s Business Requires Cloud ERP

HYPER GROWTH, PRE-IPO

SUBSIDIARY / TWO TIER ERP

ACQUISITIONS & DIVESTITURES

MULTI-ERP RATIONALIZATION / SHARED SERVICES CENTER

OF EXCELLENCE

GLOBAL EXPANSION, NEW DIVISIONS

Cloud EPM for Business Guidance

ZERO-BASED BUDGETING

FORECASTING PREDICTABLE PERFORMANCE

INCREASED DISCLOSURE REQUIREMENTS

Platform-as-a-Service

Analytics

Content & Collaboration

Integration

Enterprise Management

Oracle Cloud Platform

Application Development

Data Management

Business Analytics

Mobile

Documents Sites Social Process

Big Data Business Intelligence Internet of Things

Golden Gate Integration Internet of Things SOA

Application Builder Developer

Java Mobile

Node

Big Data Database

Exadata NoSQL

Application Performance Monitoring IT Analytics

Log Analytics

One Platform, Many Uses

Developers IT Operations

Extend SaaS to Support Unique Requirements

Connect SaaS to On-Premise and Other Clouds

Move Dev/Test to the Cloud

Build Custom Cloud Apps

Build Mobile Apps Move Database Workloads to the Cloud

Database-as-a-Service: Economic Reality

Facilities Cost Hardware Cost

Software Cost

Ongoing Maintenance Cost

Oracle Cloud: $1,000 per core / month

On Premises: $1,550 per core / month

$980

$400

$100 $50

Oracle PaaS

Traditional PaaS

Traditional IaaS

Database-as-a-Service: Workload Comparison

1. Procure Data Center Floor space 2. Procure Servers 3. Procure Storage Devices 4. Procure Network Devices 5. Procure SSL Certificates & Keys for Servers 6. Procure SSL Certificates & Keys for Storage 7. Procure SSL Certificates for Network 8. Procure HSM Devices (for Encryption) 9. Procure Operating System Licenses 10. Procure Hypervisor Licenses 11. Procure Anti-Virus Licenses 12. Procure SIEM Licenses 13. Allocate Storage Admin 14. Allocate System Admin 15. Allocate Database Admin 16. Allocate Network Admin 17. Allocate Shared Services 18. Install Server 19. Cable Server to Network 20. Install SSL Certificates & Keys 21. Acquire IP Addresses (Private) 22. Acquire IP Addresses (Public) 23. Acquire Domain Name (from Internal DNS) 24. Install Storage Device 25. Install SSL Certificates & Keys 26. Cleanup existing Storage Volumes 27. Create Physical Storage Volumes 28. Register Storage Devices with Server 29. Install Operating System 30. Create System Administrator Accounts 31. Register with Corporate LDAP Directory

1. Choose Service Administrator 2. Choose Size of DBMS – Storage, Cores, Memory 3. Choose Version of DBMS 4. Choose Edition of DBMS – SE, EE, HPE, XPE 5. Press Go

TOTAL TIME = 30 MINUTES

Oracle Public Cloud On-Premise 63. The Oracle Inventory group (typically, oinstall) 64. The OSDBA group (typically, dba) 65. The Oracle software owner (typically, oracle) 66. The OSOPER group (optional. Typically, oper) 67. Synchronize these groups with LDAP Directory 68. Configure Kernel Parameters and Resource

Limits 69. Create Required Directories 70. Configure the oracle User's Environment 71. Set the default file mode creation mask

(umask) to 022 in the shell startup file. 72. Set the DISPLAY environment variable. 73. Mount the Product Disc 74. Install Oracle Database 75. Select Install Option 76. Select System Class 77. Select Clusterware/Grid Installation or

Single Instance DBMS 78. Specify Oracle Base Installation Pathname 79. Specify Oracle Software Location 80. Specify Storage Types – File System or

Automatic Storage Management 81. Specify Database File Location 82. Specify ASNSNMP Password 83. Specify Database Edition 84. Specify OSDBA Group 85. Specific Global Database Name 86. Specify Database Name Domain 87. Specify Administrative Password 88. Confirm Password

TOTAL TIME = SEVERAL WEEKS

32. Register with Audit Software 33. Add Users to System Administrator Accounts 34. Register Servers with Redhat Administration

Console 35. Install Hypervisor 36. Create Virtual LAN Partitions 37. Allocate IP Addresses (Private) 38. Carry out Network Address Translation (NAT) 39. Register Virtual LANs with Network Switch 40. Create System Administrator Accounts 41. Register with Corporate LDAP Directory 42. Register with Audit Software 43. Add Users to Hypervisor Administrator Accounts 44. Register Guests with VMWare ESX Console 45. Run Clusterware Pre-requisite checks 46. Run Oracle DBMS Install Pre-requisite checks 47. Read the installation Guide 48. Choose the class of DBMS – Server, Desktop 49. Install Oracle Database 50. Configure Oracle Database 51. Log In to the System as root 52. Check the Hardware Requirements 53. Check Memory Requirements 54. Check System Architecture 55. Check Disk Space Requirements 56. Check the Software Requirements 57. Check Operating System Requirements 58. Check Kernel Requirements 59. Check Package Requirements 60. Check Compiler Requirements 61. Check Additional Software Requirements 62. Create Required Operating System Groups

and Users

Infrastructure-as-a-Service

Compute

Network

Storage

Oracle Cloud Infrastructure

General Purpose High Performance Dedicated Engineered System

Object Block

Archive High Performance

File

Software VPN Hardware VPN Direct Connect Network Bonding

Archive Storage: Saves $2M To $6M Per Year

Amazon Glacier

$0.011 GB/Month

Oracle Archive Storage Cloud

$0.001 GB/Month

12x EMC Data Domain 9500 with

Extended Retention

$0.053 GB/Month

2x IBM TS4500 Tape + TSM Archive

Option

$0.040 GB/Month

Based on 20 Petabyte archive

$2.6M Per Year

$.240M Per Year

$5.4 Per Year

$6.2M Per Year

Data-as-a-Service

SOCIAL DATA

PURCHASE DATA

BEHAVIORAL DATA

DaaS for Marketing

Enriched Social Data

Feed

DaaS for Sales

DaaS for Customer

Intelligence

Cloud Strategy

IaaS

SaaS

DaaS

PaaS

We’re in This Together

Oracle PartnerNetwork Cloud Program Announcements

Penny Philpot Group Vice President Worldwide Alliances & Channels Partner Services

OPN Cloud Partner Program goals

Build on existing OPN program with Partners’ established investment

and commitments

Provide compelling benefits to accelerate

pivot to the Oracle Cloud

Support partner differentiation with

multi-tier Cloud program

Criteria to recognize top SIs that deliver greatest customer

value

Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |

New OPN Program Structure Progressive Opportunities to Differentiate Cloud Elite

Cloud Premier

Cloud Select

Cloud Standard

NEW DESIGNATIONS (Coming Soon)

Cloud Specializations, Fixed Scope Offerings & Cloud Marketplace Listings Revenue and Demand Generation Activities Customer Go Lives & Resources

Requirements

NEW ENTRY LEVEL

New Cloud Designations

Attain Specializations in Oracle Cloud Solutions

Develop Oracle Fixed Scope Offerings

Publish your application on Oracle Cloud Marketplace

Generate Cloud revenue through Resell, Co-Sell or Referral

Publish your Oracle Cloud go-live customer successes

How Should You Prepare for the February 1, 2016 Launch?

Fixed Scope Offering

Cloud Business Builder

The single-source gateway to building your Cloud business with Oracle

oracle.com/partners/goto/cloud

Cloud Leadership Update

David Callaghan Senior Vice President EMEA Alliances & Channels Oracle

CLOUD PARTNER SUCCESS

Maurizio Bobbio Senior Vice President Customer Success & Consulting EMEA & APAC 25th of October, 2015

Cloud Adoption Lifecycle – Designed for Customer Success

Implementation Success (ISM)

• Support Partners in complex / strategic / initial projects to mitigate Project Risk

• Project Advisor – not product specialist, not project manager

• Link to Product Support & Dev

Renewal Success (RSM)

• Lead the renewal sales cycle from proposal stage through to contract execution

• Maximize renewal revenue • Drive on-time or early renewals

One Holistic Organization

Customer

Consulting

• Help customers & partners to configure, implement, adopt and use our Cloud

• Architectural, functional and technical competence

Customer Success (CSM)

• Named resource for the Customer throughout the complete Lifecycle

• Deep knowledge of the account and its requirements

• Facilitates continued product adoption

Cloud Architects

• Help defining the full architectural picture and the Journey to Cloud

• Architectural and Solution competence • Engaged on Cloud Transformation

Insight

• Help the customer to estimate and understand the return of their investment in Oracle Cloud

• Industry & business competences • Engaged on Cloud transformation

Buy Cycle – Areas of Cooperation

Architects & Insight

Customer Event for Journey to Cloud 1 Day Workshop to Cover:

• Discussion of Customer Strategic Initiatives

• Presentation of Industry Trends & Successful Cloud Use Cases

• Translate Strategic Initiatives to Deployment Opportunities

• Conduct a Customer Cloud Readiness Assessment

• Prioritize Opportunities on a Roadmap for Cloud Adoption

• Identify Benefits from Solutions for Accelerating Cloud Adoption

• Followed by Deep Dive Architectural Studies (6-8 Weeks)

Copyright*©*2015*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*

Key*Themes*from*Discovery*Sessions*&*DocumentaFon*

• Usability*&*Performance*BNY*Mellon*requires*a*high*performance*finance*architecture*that*is*scalable*to*support*both*fluctuaFons*in*user*acFvity*and*growth*while*delivering*a*posiFve*and*intuiFve*user*experience.*

• Cost*EffecFveness*&*Value*CreaFon*BNY*Mellon*has*an*opportunity*to*leverage*exisFng*investments*in*technology*&*gains*in*automaFon*while*capturing*new*benefits*from*greater*integraFon*and*cloud*technologies*that*reduce*reliance*on*tradiFonal,*high*cost*onWpremise*soluFons.*

• Mobility*Enabled*ApplicaFons*&*ReporFng*The*move*toward*BYOD*and*an*increasingly*mobile*workforce*demand*that*applicaFons*and*reports*support*these*new*models*of*work.*

• Controls,*Compliance*&*Security*As*a*highly*regulated*enFty*controls,*compliance*and*security*are*paramount*consideraFons*for*any*applicaFon*or*technology*adopted*by*the*bank.**

Oracle*ConfidenFal*–*Internal/Restricted/Highly*Restricted* 13*

CCS*

Usability*&*Performance*

Cost*EffecFveness*&*Value*CreaFon*

Mobility*Enabled*ApplicaFons*&*ReporFng*

Controls,*Compliance*&*Security*

•

•

•

•

•

•

*OFSAA Regulatory Compliance

Capital Management

Stress Testing

FATCA

Basel II, III, BCBS-239

Financial Crime

Copyright*©*2014*Oracle*and/or*its*affiliates.*All*rights*reserved.**|*

High*Level*Value*Tree*for*the*ERP*Cloud*(financials/p2p)** Business'Value'

Tight*integraJ on*within*the*Cloud*suite*&*available*to*nonNCloud*apps*as*well*

PersonalizaJ on*within*the*suite*improves*J meNtoNvalue*for*users*

BuiltNin*social*collaboraJ on*tools*foster*producJ vity*&*reduce*redundant*efforts*

Mobile*enablement*improves*producJ vity*with*anyJ me,*anywhere*access*

Staff'

E

f fic iencies'

Reduced*annual*costs*to*license*required*applicaJ ons,*middleware*&*database*

Reduced*annual*costs*for*hardware*&*networking*infrastructure*

Reduced*staff*costs*for*maintenance,*patches*&*upgrades*

Reduced'Cost'Compared'to'On9Premise'Deployment'

BeWer*enable*enterprise*data*strategy*

Improve*close*process*/*J me*to*close*

Reduce*supplier*costs*thru*consolidaJ on,*discounts,*bid*structures*&*selfNservice*

Opera=onal'Benefits'

Common*security*controls*across*the*cloud*suite*

Risk'Mi=ga=on'

Reduced*overhead*costs*(floor*space,*power,*cooling)*

Always*on*the*latest*version*w/*funcJ onality*updates*each*6Nmonths*

BuiltNin*&*preNbuilt*reporJ ng*supports*faster*generaJ on,*analysis*&*insights*

ReJ re*other*applicaJ ons,*customizaJ ons*&*costly*integraJ ons*

Reduce*audit*costs*(internal*&*external)*

More*effecJ ve*project*management;*improves*J me*to*delivery*&*%*on*budget*

More*J me*for*enhanced*analyJ cs*&*scenario*planning/modeling*

Reduced*reliance*on*manual*processes*&*spreadsheets*that*create*risk*

Improved*SOD*monitoring*&*controls*

Oracle*ConfidenJ al*–*Internal/Restricted/Highly*Restricted* 40*

Working with Cloud Architects & Insight Planning the Journey to Cloud

Success Cycle – Areas of Cooperation

Drive Results & Innovation

• Share industry best practices to support agreed business goals and user adoption

• Engage the right Oracle experts when needed

Be a Trusted Advisor

• Work to help measure the benefits of Oracle Cloud Service within the customer organization

• Help to evolve and continuously improve and innovate

Help to Realize the Potential of the Investment with Oracle

Advisory Services

Strategic Planning

CSM - Role and Value

• Ensure our Cloud Service is aligned with customer business goals and KPIs

• Support go-live strategy • Build a foundation for long term

success

Plan Together for Future Success

ISM - Engagement Model

Indirect ISM

• Work exclusively through selected partners

• Project Advisor helping on the first / complex projects

• Goal is to boost Oracle Cloud implementation skills of the associated Partners

Direct ISM

• Advisor for high complex / strategic projects

• Interacts with Partner and Customer

• Work to successful Go-Live

Remote ISM

• Work remotely through selected partners

• Advisor for complex projects particularly in the MSE space

• Goal is to help on specific projects minimizing Go-Live risks

Selection Criteria for ISMs Direct, Indirect, Remote ISM assignment

Criteria Defining the Project Segment

Commercial Brand & Value

• Executive visibility • Revenue/Seats • Top account • Scope to add additional modules

(land and expand) • Must have reference in

country/industry

Scope & Complexity Risk

• Co-existence vs. Single System • Customization levels • Strict go-live date vs. flexibility • # of languages • Extensions • Data volume • Single data source for migration vs.

multiple sources • Other factors such as very aggressive

timelines

Skills Risk

• Self implementation • Partner experience

Our Ask

OPN SPECIALIZATION

CONTINUOUS ENABLEMENT IMPLEMENTATION VISIBILITY LEADERSHIP SPONSORSHIP

1

JOINT INVESTMENT PLAN

COMMITMENT TO DRIVE TOGETHER

Transformation - Value - Service

Oracle Excellence Awards Award Category 2015 Winner

SPECIALIZED PARTNER OF THE YEAR

Applications – Global Mannai Trading Company W.L.L.

Business Analytics – Global NEOS d.o.o.

Database – Global NEC Corporation

Engineered Systems – Global Accenture

Industry – Global PWC

Middleware – Global Accenture

Oracle Cloud – Global Deloitte

Server & Storage – Global F9C Security Ltda.

EXASTACK ISV PARTNER OF THE YEAR

Global SAS

ORACLE CLOUD ISV PARTNER OF THE YEAR

Global Sisoft

Oracle Excellence Awards

CLOUD TRANSFORMATION GLOBAL PARTNER OF THE YEAR 2015

This partner has shown a commitment to its pivot to the cloud, transforming its business globally by continued investments in sales force enablement through specialization, advanced specializations, joint solutions with Oracle and much more.