Deal Engagement NAA MidSize

1. Deal Engagement NAA MidSize JD Edwards Summit Frank O’Dowd, GVP NAA Midsize Applications Sales Tom Connors, VP Midsize Solution Consulting Deb Floyd, Group Alliance Director, Midsize Apps North America February 4, 2015

3. Agenda • NAA MidSize Sales Organization • Solution Consulting Organization • Activity and Opportunity • Partner Opportunity • Wrap Up

4. NAA MidSize Sales Organization

5. Oracle Midsize Applications Why Organize for Midsize? Background Our Opportunity – Positioned for Growth Innovation

6. Midsize Apps Key Facts • Largest NAA Budget (Lic + SaaS), #1 YTD Growth • 3,000+ Installs (>1200 JDE) • Majority of Net New Greenfield ERP Wins • % of ERP business that is JDE has grown every year – 67% FY14 • 144 Prime ASMs; >150 Co-Prime ASMs (CRM, HCM, ATG) • 19 Dedicated Regions • >200 ASRs selling into MidSize • Team sells all Pillars to leverage our scale • Midsize ERP Engagements are up 48% first half YOY

7. FY15 Priorities & Growth Opportunities Net New Execution Multi-pillar Transaction Resource Optimization…100% focus Upgrades – Protect the Base

8. FY15 Midsize Alignment O’Dowd National Canada Northwest Lionel Liniger Southwest Brett Elliott East Pranab Nayyar Central Michael McMillan Pacific Ocean Atlantic Ocean United States

9. Midsize Sales Management

10. So How are We Doing??

11. JDE is rocking: Most ERP customers in Midmarket License business steady JDE Growing 24% in 2015 30% of entire Midmarket License business Increasing market share

12. Solution Consulting Organization

13. Top Level SC Org Structure

14. Top Level SC Org Structure

15. Top Level SC Org Structure

16. JDE Pillar & JDE Industry Team

17. Top Level SC Org Structure

18. Top Level SC Org Structure

19. Activity and Opportunity

20. Current Activity

21. Resource Requests & Engagements – FY15 vs. FY14

22. How do you participate in the midsize Business?

23. FY15 NAA Alliances Team – Midsize Group Alliance DirectorDeb Floyd Pacific NW/W CanadaBen Thorp North Central Solveig Morkeberg Northeast, NY Metro SB, Eastern Canada Allison Turner Northern CARachel Boling Rocky MtnBen Thorp Southern CA Nadia Miller NY Metro Midsize, Southeast, Mid Atlantic Denise Coe TOLATracey Blanton West East Central Alliance Strategy DirectorsRene Chapman

24. Engage in Midsize! • Continue what you are doing! Thank you! • Know your Alliance Director(s) • Facilitate multi-pillar deals with JDE Core ERP • Additional opportunities: • Hyperion PBCS • Sales Cloud • HCM Cloud/Taleo • Provide integration across the Oracle portfolio

25. Oracle Partner Programs (On Premise or Cloud) • Comprehensive Array of Programs for Oracle Partners Referral Program • Enterprise-Ready • Breadth of Solutions • Depth of Technology Co-Sell Achieving Specialization Ways to Participate in Oracle License Opportunities Official Reseller

26. Oracle License/Cloud Referral Program • Refer opportunities to Oracle and receive fees when the deals are closed • Very low up-front investment • 10% referral fee capped at $50K • Fee payment initiated by Oracle • Public entities excluded in U.S. and Canada. • All healthcare, higher education and utilities excluded in the U.S. • Learn about the current Oracle Public Cloud offerings @ cloud.oracle.com • Go to the Cloud Knowledge Zoneoracle.com/partners/goto/cloud. • 1-800 Cloud call center • Partner Business Center  • Cloud For Partners FAQ LEARN MORE

27. Oracle On Premise or Cloud Services Co-Sell A Key Partner Metric

28. What is the impact of the Cosell Results? • Tells us which partners are co-selling and helping drive license revenue with Oracle • Critical factor on how we prioritize Partners for marketing campaigns, sales team engagement and special events. • Helps us analyze trends • Used as a key criteria for OPN membership level

29. How Do You Get Credit? What is “Co-Sell” & Why is it Important • Connect with the Alliance Director (AD) or Application Sales Manager (ASM) to engage on the deal • As you engage, be sure the AD and ASM know your role • AD can put your name in the lead partner field in our sales systems to help track this.  • At the end of the quarter, AD submits influence partner for deals closed that quarter.  • Suggested Action: Provide brief write-up of your influence activities to the ADs on your involvement in “won” deals.  • Any alliance director can provide more detail on this process.

30. Oracle On Premise & Cloud Specialization Achieving Competencies & Business Transactions

31. Work towards completing all requirements towards achieving specialization

32. Oracle Applications Resale Program Official Reseller

33. Oracle On Premise Cloud Services Resale Program Official Reseller We are not approving 1-off resell requests

34. Oracle Partner Network Gold, Platinum or Diamond membership • Full use Distribution Agreement • Successfully complete the criteria required for the Oracle Cloud Service application wished to resell • Required an Approved Fixed Scope Oracle Cloud service implementation offering • Execute the Cloud Services Distribution Addendum Oracle Cloud Service Resell Criteria

35. Key Take-Aways • Various options for partners to participate in a License Opportunity • Referrals – 10% up to $50k for an approved net new oppty that is sold. • Co-Sell is important - let us know what influence you are providing in JD Edwards or Cloud opportunities • We are focusing on partners that are achieving application specializations • No 1-off approvals for applications Resell • Learn about the current Oracle Public Cloud offerings @ cloud.oracle.com • Cloud For Partners FAQ

36. Wrap up

37. JDE = Opportunity! • Install Base (Expansion & Upgrades) • Edge & Cloud • Net New • Industry • TCO • Technology Option • UI • Resell • Best development team in the Industry!

38. Thank You

39. Q & Q U E S T I O N S A N S W E R S