Oracle User Productivity Kit (UPK) Partner Webcast Monday, December 8, 2008

Alison Derbenwick-Miller, VP, Worldwide Alliances & Channels Kevin Riley, Vice President, Sales Stuart Dunsmore, Senior Director, Development, Oracle UPK and Tutor

Disclaimer
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 Oracles products remains at the sole discretion of Oracle.

Confidential Information
The information contained in these slides is intended for Oracle PartnerNetwork member and authorized GKS partner use only. The information contained herein is considered Oracle confidential and can be used only in connection with the potential licensing, distribution or implementation of Oracle programs to end users by an authorized Oracle partner, an authorized GKS partner, or Oracle.

Agenda

Welcome Global Knowledge Software Market Opportunity / Value Proposition UPK Solution Overview Partner Resources / Next Steps Q&A

Oracle | GKS Combination Results in Comprehensive End-User Training Solution

Comprehensive Content Authoring Business Process Doc.
Oracle Tutor

System Process Doc.

(UPK) User Productivity Kit

Prebuilt Content
Oracle Applications

Learning Path / Content Configuration

Service Provisioning Knowledge Pathways

Learning Management Systems

Inventory Management Oracle iLearning Activation Mediation Oracle eLearning

Agenda

Welcome Global Knowledge Software Market Opportunity / Value Proposition UPK Solution Overview Partner Resources / Next Steps Q&A

Market Drivers
Upgrade Cycles
Customers 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 installations
New application installations should include UPK to ensure rapid end user adoption of the software application Wedge applications or snipe strategy should look to UPK as a standard offering with the new software

Changing Customer Environment

Business changes: Mergers & Acquisitions; Consolidation Economic changes: Recession, Layoffs / Reduction in Force, Reduction in IT spend

Market Opportunity
Important Issue to Customers Represents Large Opportunity Area
Significant problem that customers are trying to solve
High historical enterprise application deployment failure rates associated with ERP implementation hurdles 76% of end users have failing or sub-standard understanding of new systems (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 PSFT JDE E1 & World SEBL Hyperion Agile Demantra G-Log GBU's Total

% of Install Base

< 9%

< 19%

< 7%

< 1%

0%

0%

< 5%

< 3%

< 1%

< 7%

End User Adoption is #1 Post-Implementation Problem

Source: TechRepublic Survey

Dont wait until after the rollout

Address end user adoption at time of application purchase Trained users are 5 times more productive

Oracle UPK Value Proposition

Maximize ROI and mitigate 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 materials
with 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

What to Look For

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New Enterprise Application Rollout or Upgrade

Compelling Event is key identifier Get in project early to provide full value for the software ownership lifecycle Dont let user adoption be #1 post-implementation problem

Lack of User Adoption of Existing Applications

Pre-built content increases productivity Multiple learning methods address intergenerational diversity and how people want to learn

Changing Company Environment

In cost cutting environments, UPK has been demonstrated to lower user training costs in implementations For mergers and consolidations, UPK increases user adoption

Non-Standard Method for Creating Training Materials

Organizations using PowerPoint, Word or other methods can benefit from single, standard training solution across the enterprise

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Oracle UPK Opportunities by Partner Type

Value Proposition for all Partners
Provide a complete solution - from process flows to business procedures to system training 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 deals Increase customer success and retention through enhanced value realization Provide solution which supports customer requirements in this challenging economic environment

ISVs & Platform Providers

Leverage as a training tool for Oracle, your own, or other 3rd-party products License UPK to build content for resale with your software solution Become a reseller of UPK and sell into Oracle and non Oracle applications

Resellers
Increase resale revenue beyond applications Support surround sales strategy Extend into significant Oracle Apps customer base portion not yet penetrated

System Integrators
Maximize project ROI; mitigate risk Extend value as a key influencer and leverage the product to sell into Oracle and non Oracle applications projects Increase revenue in business process/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 is the primary determinant of the success of a project implementation

Source: Neochange

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Oracle Offers Complete User Adoption Solution

Comprehensive Content Authoring Business Process Doc.
Oracle Tutor

System Process Doc.

(UPK) User Productivity Kit

Prebuilt Content
Oracle Applications

Learning Path / Content Configuration

Knowledge Pathways

Learning Management Systems

Inventory Management Oracle iLearning Activation Mediation Oracle eLearning

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User Productivity Kit Professional

Transactional Content Authoring System Process Doc.
(UPK) User Productivity Kit

Learning Path / Content Configuration

Knowledge Pathways

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Productive Day ONE!

Comprehensive Content Authoring Business Process Doc.
Oracle Tutor

System Process Doc.

(UPK) User Productivity Kit

Prebuilt Content
Oracle Applications

Learning Path / Content Configuration

Knowledge Pathways

The right tools and a proven method

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Important to Address User Adoption Early

Inception Elaboration Construction Transition Production

Develop User Documentation

YES NO
Dont wait until the end

be Productive Day ONE!

Develop Future State Model Solution Workshop

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Provide Value Throughout the Project Lifecycle

Be Productive Day ONE!

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Productive Day ONE!

Tutor
Business flows, policies, and procedures defining where Applications support the business process Role or process based access to policies and procedures integrated with UPKs transactional training

People to People
User Productivity Kit Professional
Interactive online & paper based outputs Pre & post go live applications training In-application performance support Learning path creation

People to System

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, SCMManufacturing, 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, and
Campus Solutions
Business Flow

UPK Content for JDE Enterprise One (8.9, 8.11, 8.12)

10 modules on the price list covering Financials, HR, Mfg, and Supply Chain

UPK Content for JDE 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
Transaction Simulation

Procedure

Tutor Content for AppsUnlimited

Hundreds of model business flows, policies and procedures covering Financials, Human Resources, Projects, Manufacturing, Order Management, Inventory, Sales and more

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UPK Roadmap for Oracle Applications

Expanded development of application-specific content for additional Oracle solutions Agile JDE World Hyperion The non-embedded help tools delivered with Fusion Applications Sunsetting SimBuilder

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Successful Deployments Across Verticals

Manufacturing & Processing Financial Retail & Services Healthcare & Pharmaceutical Communications Public Sector

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Applications Pricing - UPK, UPK Pro, and Tutor

Products are available on the following Oracle Global Component price lists:
Oracle E-Business Suite 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 one UPK Developer (UPK or UPK Pro) and their audience (Named Users or All Employees)

PeopleSoft Enterprise Applications Price List JD Edwards Applications Price List Siebel Applications Price List

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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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Enabling The Partner Ecosystem

Top Strategic Partners (20)
WW A&C Managed High-touch sales and enablement Custom programs and offerings Joint solution development

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

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

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FY09 Oracle Partnering Model

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Next Steps
Access the OPN Portal at partner.oracle.com

Login to OPN Or Join OPN today Click OPN Program to discover OPNs education, development, support, sales, and marketing benefits and resources Enter a Knowledge Zone for product info - connect and collaborate with peers - participate in social networks If you have questions, Contact OPN

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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 GKS business to OPN The Termination Addendum to the Oracle PartnerNetwork Agreement provides for the termination of your legacy agreement(s) with GKS Facilitates an expedited path to migrate your GKS business to OPN and associated agreements
simplifies your Oracle relationship to one set of terms, documents and processes allows us to focus on maintaining and growing your existing revenue

For more information, contact your Oracle representative or the OPN Interaction Center (partner.oracle.com > contact us)

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Next Steps
Where Can I Find UPK Resources? And New Opportunities?

The Engage with Oracle page contains Product Focus Areas and Initiatives
9 My Company Initiatives section lists only the initiatives a partner is approved to access

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Next Steps
Join an Applications Product Focus Area
Product Focus Area: Enablement resources for partners to sell UPK Product info News & Information Specialized Product & Sales Training / Education Development & Support Marketing Sales Facilitates successful sales, deployments & delivery of a complete solution Allows ISVs and others to use UPK to manage their own products 9 Customers can search Solutions Catalog by Product Focus = valuable exposure and lead generation for partners

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Partner Training
Sales Readiness: Demystifying User Productivity Kit (UPK)
http://ilearning.oracle.com/ilearn/en/learner/jsp/rco_details_find.jsp?srchfor=1&rcoid=231065007

GKS Courses now available through Oracle University

Oracle University Website at http:education.oracle.com
Course Title Knowledge Pathways Ed 1 Knowledge Pathways (Hosted) PRV Knowledge Pathways Ed 1 LWC UPK Professional Accelerated Ed 1 UPK Professional Accelerated (Hosted) UPK Professional Accelerated Ed 1 LWC UPK Developer Rel 3.1 Ed 1 UPK Developer Rel 3.1 (Hosted) PRV UPK Developer Rel 3.1 Ed 1 LWC UPK Developer Upgrade Rel 3.1 UPK Developer Upgrade Rel 3.1 (Hosted) PRV UPK Developer Upgrade Rel 3.1 Ed 1 LWC Medium inClass inClass Live WebClass inClass inClass Live WebClass inClass inClass Live WebClass inClass inClass Live WebClass Duration 2 Days 2 Days 2 Days 5 Days 5 Days 5 Days 4 Days 4 Days 4 Days 2 Days 2 Days 2 Days

Additional Sales, Pre-Sales Courses & Guided Learning Paths coming soon
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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 portal http://www.oracle.com/partners/market/promote/global/suc_ov erview.html

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What You Can Do

Capitalizing on the Opportunity

Get started with OPN (if you have not already) 9Join an Applications Product Focus Area

2 Begin building sales readiness and/or delivery capabilities

utilizing OPN and Oracle University 9 Use the UPK/GKS Partner Sales Playbook to help you plan
3 Drive additional revenue in applications deals; leverage UPK

as a training tool for Oracle, your own, or other 3rd-party products

4 Use UPK and Tutor collateral, references, events, podcasts,

with your customers and prospects

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Questions

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