WIXLIB

Drive Towards Monthly CloseGreater Volume, shorter sales cycles, higher ASPsSpread effort andresources to close across3 months vs. 1 monthMore chances toclose and trial closeKeep quoteexpiration dateswithin the monthCreate monthlydeadlines/incentivesfor prospectsReduces quarter end“Hockey Stick” byhaving 3 milestonesCopyright 2014 Oracle and/or its affiliates. All rights reserved.

Who do you Sell To? New Audiences to TargetLine of Business Leads business strategy forgrowth and profitability Drive IT prioritization to alignwith business strategy Increasingly, with largertechnology spendsApplication Development Rapidly build applications basedon business requirements Lead new technology adoptionand innovation Technologies selected move intoproductionIT Architects &Operations Reduce IT expenses throughconsolidation to fund innovation Standardize IT and architectureand governance Reduce Run costs to free upbudget to deliver innovationCopyright 2014 Oracle and/or its affiliates. All rights reserved. 28

LOB Becoming Key IT Purchase Decision Maker% of IT budgetspent by LOB38%TodaySource: Gartner AADI December 2014Copyright 2014 Oracle and/or its affiliates. All rights reserved. 50%By 2017

Engage with LOB on Enabling Digital IONSSECURITY ANDIDENTITYOMNICHANNELCopyright 2014 Oracle and/or its affiliates. All rights reserved.

PaaS Industry Solutions – Target Industries and Use Cases Industrial Mfg. & High TechSaaSApplications Real Time Connected Service Banking/ Financial n Customer 360 for Agile interactions andRecommendationsBig DataProcessDocumentsMobile Retail Modern Customer Experience withProximity marketingOn PremiseApplications Telco, Hospitality - coming soonCopyright 2014 Oracle and/or its affiliates. All rights reserved. 31

Development Drives most Technology DecisionsDevelopers are influencers, Development Execs are Decision Makers Development’s technology choices move intoproduction Development Executives have their own budgetsand can make decentralized/faster purchasedecisions LOB working directly with Development andskipping IT Development’s success drives Deals that are ‘sticky’and usually result in follow-on investmentCopyright 2014 Oracle and/or its affiliates. All rights reserved.

Oracle Cloud Platform: Developer Program Increase PaaS adoption for prospects Drive consumption for customers whopurchased Key features:–––––Developer-focused Cloud content portalSolutions-based blueprintsTutorials and code samplesSocial integrationsCommunity & evangelismCopyright 2014 Oracle and/or its affiliates. All rights reserved.

PaaS for SaaS More dollarsLeveraging SaaS and Apps Opportunities for PaaS and IaaSExtend SaaS applications(custom flows, mobileinterfaces, )Integrate SaaS to SaaS, SaaS toOn-PremiseAnalyze by blending externaldata with SaaS content forbetter insightPlatform for sharing documentsCopyright 2014 Oracle and/or its affiliates. All rights reserved.

IaaS helps take larger share of Customer walletUse Cases for Oracle & non-Oracle workloadsCOMPUTESTORAGECLOUD SERVICECLOUD SERVICEH1FY16Now Dedicated Compute Object and Block StorageFutureH1FY16 General Purpose Compute Archive Storage High Performance Compute Cloud Data Transfer Services Engineered ComputeFuture High Performance Storage Dedicated compute with predictable performanceand network isolation Simplified archive and object storage management Oracle Cloud environments for non-java workloads Oracle Cloud environments for legacy Oracle and3rd party technology (LAMP stack) Storage service for Policy based Replication, GlobalNamespace, and Cloud NAS Virtual ApplianceCopyright 2014 Oracle and/or its affiliates. All rights reserved.

Reps Are Encouraged to Engage PartnersSignificant impact on customer success and usage/adoptionPartners Can Help You Win and Grow1Accelerate Cloud Services sales with quick start service packaging2Drive Customer Success and service utilization3Sell to LOB with industry solutions4Drive PaaS purchase with apps on Oracle Cloud Marketplace** Specialized partners have deep product expertise ** www.oracle.com/specializedCopyright 2014 Oracle and/or its affiliates. All rights reserved.

How We Achieve Success in FY1616 New PaaSOfferingsDeveloperProgramMarketingAir CoverTargetedEngineeredSales merSuccessCopyright 2014 Oracle and/or its affiliates. All rights reserved.

Oracle Cloud Platform: Customer MomentumCommunicationsFinancial ServicesRetailHigher EdMfg & LogisticsGovernmentCopyright 2014 Oracle and/or its affiliates. All rights reserved. 38

What are the Sales Playsto lead with for FY16?Copyright 2014 Oracle and/or its affiliates. All rights reserved. 39

FY16 Sales Plays to Lead WithPrime RepsIdM RepsWebCenter/BPM RepsDIS RepsCloud ApplicationsDevelopment & DeploymentUnified Access ManagementExternal Web Sites and IntranetPortalsLoad/Replicate Data to theCloudCloud & On-PremiseIntegrationCompliance & ControlsAutomate Business ProcessesDI for Big Data andData WarehousingMobile ApplicationsDirectory ConsolidationCollaboration in the CloudDI for Continuous AvailabilityExtend SaaS with PaaSIaaSCopyright 2014 Oracle and/or its affiliates. All rights reserved.

Using the Sales Plays in the Sales CycleQualify and DiscoverLearn how to create opportunities: What is the Market Opportunity? What are the Business Challenges? Where to hunt , target personas? What is the Oracle Solution? How have customers benefited? How to handle objections? Who are the competitors?Showcase Solution and ValueCraft a tailored value proposition using: Demonstrations Proof of Concepts ROI Calculator Benchmarks Customer ReferencesNegotiate and CloseKnow your numbers and close the deal: Pricing and Packaging What does a typical deal look like ? Best PracticesCopyright 2014 Oracle and/or its affiliates. All rights reserved.

FY16 Sales Plays for FMW Prime RepsCloud ApplicationsDevelopment &DeploymentCustomer sSales CycleCloud & On-PremiseIntegrationMobile ApplicationsExtend SaaS withPaaSIaaS Customers withWebLogic,/other app servers,Oracle/non-Oracle SaaS VP Eng / CTO Customers with Oracle/3rdparty or SaaS app CIO, VP of IT, LOB SaaSApps IT, VP EnterpriseArchitecture Customers with Oracle/3rd party Oracle/non-Oracle SaaSor SaaS app CIO, VP of IT CIO, VP App LOB (VP Sales, VP HR, ) Customers with legacy Oracle,3rd party tech/apps Existing Oracle customers withlarge tape libraries CIO, IT Developers, IT Operations, Costly dedicated platform/infrafor web, mobile and cloud apps Long app release cycle Need to reduce TCO (applicationsInfra and Maintenance costs) Disconnects between SaaS andon-premises apps and data Disorganized integrations Inflexible, tech-heavy on preminfrastructure Complex to integrate mobilebackends Lack of insight to in-app usage Slow addition of key features –offline, push notifications Build cross platform apps (iOS,Android, Windows) Unpredictable performance,noisy neighbors, no networkisolation Lack of long-term recordretention tools in regulatedindustries Dedicated compute withpredictable performance &network isolation Simplified archive andobject storage management Continuous delivery platform for Integrate Oracle SaaS toweb/mobile/cloud appsOracle or non-Oracle SaaS, or Polyglot programming for all popularon-prem apps quicklystyles of app development Do not need programmer Integrated Compute/Storage for bespokeskillsetsapps Agility with one consistent Lowest run and manage costs forintegration platformApplications Infrastructure andMaintenance Deployment choice public or private(Exalogic)PaaS: App BuilderPaaS:On-Prem: Database CSJCS/JCS-SXJCS SE,Node.jsMCSDeveloperIaaS: Compute StorageExalogic 3-6 months Small-Medium Deal SizeAverage 100K ARRSignificantly larger with Exa Fast application development across platforms with built-inpush, notifications Easy integration with backend Increase adoption & engagementthrough insight into usage No infrastructure to install,entirely done in the cloud PaaS:ICS SOA Suite MCS (includes MAF)SOA CS ICSAPI ManagementCloud Adapters 3-6 months Small-Medium Deal SizeAverage 250K ARRUp to: 2M Need extensions to SaaS Hard to integrate multiple SaaSapps, on-premise apps Fragmentation of analytics acrossSaaS , on-premise apps 3-6 months Small-Medium Deal SizeExtend easily with custom weband/or mobile apps connecting toSaaSEasy integration in the cloud forSaaS and on-premise appsAnalytics delivering insight withblended data from outside SaaSSimple, secure document sharingacross organizational boundariesLead with PaaS: DoCS Database CS BICS JCS/JCS-SXIaaS: MCS Compute ICS Storage 3-6 months Small-Medium Deal Size 84K ARR for base package 100K ARRCopyright 2014 Oracleand/oravail.its affiliates. All rights reserved. Add’l capacitypacks Compute Cloud Service Dedicated Compute Storage Cloud Service –Archive & Object Storage 3-6 months Medium-Large Deal Size 600K (Compute) 50K (Storage)

FY16 Sales Plays for Identity Management RepUnified AccessManagement Chief Information Security Officer VP of Sales or Marketing for eCommerceValuePropositionOracleProductsSales CycleDirectoryConsolidation Organizations in highly regulatedverticals Enterprise Architect Compliance Officer CISO Identity fragmentation No Complete view of User Access Rights Difficult to meet compliance requirements Manual or Legacy User Management Limited Auth Capabilities Organizations with multiple directories Network Architect Lead Apps Developer CTO, CISO Security Officer Multiple Data Stores/directories drive upapplication development costs Older directories cannot handle increasedloads SSO across On-Premise apps, Cloud Apps, PCs,Smartphones, tablets Centralized Security Policies , strong authentication Easy to use Self Service Portal Social Identity integration, handle B2C volumes Centralize on-boarding, accountmanagement Automated user access remediation Audit all user access/deliver compliance Centralized access policy for all apps Consolidate user accounts into onescalable, performant directory Access Management Suite Plus Mobile Security Suite & API Gateway Identity Governance Suite Directory Services Plus 3-6 months Medium – Large Deal Size 6-9 months Large Deal Size 3-6 months Small-Medium Deal SizeCustomer TargetCustomerProblem/Compliance & Controls Authentication across many moreapplications on-prem, cloud, mobile, social 200K - 750 Average Deal Size 500k - 1M Average Deal SizeCopyright 2014 Oracle and/or its affiliates. All rights reserved. 100k - 350k Average Deal Size* Estimated

FY16 Sales Plays for WebCenter and BPM Co-Prime RepsAutomate Business ProcessesExternal Web Sites / Internal PortalsCollaboration in the Cloud LOB: CMO, VP of Sales and Customer Svcs IT: VP of IT, Info, knowledge and enterprisearchitects LOB: VP for AP, HR, Customer Loyalty IT: VP of IT and App IT Manager LOB: SaaS App owners, LOB Exec, VP of CustomerServices / Sales IT: App IT managers, CIO, VP of IT Lack of personalization and targeting Lack of self-service capabilities for customers Customer experience across channels is different Hard to automate business processes without ITinvolvement Rigid and manual processes No insight into the effectiveness of processes Hard to share documents inside and outsideorganizations Lack of security and control for documents Challenging to version control, backupdocuments Single platform to enable marketers to deliveraudience targeting & personalization, site authoring,content mgmt Consistent experience between external marketingsites and self service properties Integrated social interactions Digitize and automate key business processes suchas AP, employee on boarding, incident mgmt,customer services, loan origination, claimprocessing, etc. Agility for LOB without IT dependence Simple, secure document sharing acrossemployees, partners & customers Automated backup and versioning Synchronize & execute business processesacross web, mobile, tablet Easily define & analyze business processesOracleProductsOn-Prem / BYOL on JCS: On-Prem: WebCenter Sites Webcenter Content WebCenter PortalPaaS: PCS Documents Cloud Service Process Cloud ServiceSales Cycle 6-9 months Med-Large Deal Size 4-6 months Med-Large Deal SizeCustomer TargetCustomerProblem/ValueProposition 350K - 500K ASPOn-Prem: BPM Suite WebCenter Content/Imaging,Capture, OFR, Adapters 3-6 months Med Deal Size (with 5x PaaS Comp) 200K - 300K ASPCopyright 2014 Oracle and/or its affiliates. All rights reserved. 60K - 125K ARR

FY16 Sales Plays for Data Integration Co-Prime RepsLoad/ReplicateData to CloudCustomer sSales CycleDI for High AvailabilityDI for Big Data CIO, Enterprise Architect CTO, Chief Data Officer VP BI/ETL/DW CIO, Enterprise Architect CTO, Chief Data Officer VP BI/ETL/DW CIO, Enterprise Architect CTO, Chief Data Officer VP BI/ETL/DW Load/replicate data to cloud Sync data from on-prem to cloud apps Manage data quality and consistency Time to value for Analytics too long Cost of DW too high for IT Difficult to leverage new types of data(Logs & Social) in DW Unacceptable levels of downtime due todatabase outages or planned maintenance Data loss during unplanned outages Fastest high volume data loading andsynchronization for Database CS Automated, scalable and repeatable datamovement mechanisms Move data from various sources into adata warehouse or Hadoop based datalake LOB gets faster access to Analytic Data Access New Types of Data for Analytics HA support for both legacy (Sybase, Informix,DB2, NSK, MF) and new databases (Oracle,mySQL, SQLServer, noSQL) Zero data loss protection at any distance Zero or near-zero downtime maintenancePaaS: Big Data Prep CSPaaS: Big Data Prep CS Oracle GoldenGate Oracle Active Data GuardOn-Prem: ODI Golden Gate Enterprise Data Quality 3-6 months Small-Medium Deal Size 100k ASPUp to: 1mOn-Prem: ODI Golden Gate 3-6 months Small-Large Deal Size 3-6 months Medium-Large Deal Size 180K ASPUp to: 3mCopyright 2014 Oracle and/or its affiliates. All rights reserved. 270k ASPUp to: 4m

How do I beat the competition?Copyright 2014 Oracle and/or its affiliates. All rights reserved. 46

Competitive LandscapeOracle Cloud Platform forApplication DevelopmentOracle Cloud Platformfor IntegrationOracle Cloud Platformfor MobileOracle Cloud Platform forContent & CollaborationOracle Cloud Platformfor Business AnalyticsOracle Cloud Platformfor Enterprise ManagementCopyright 2014 Oracle and/or its affiliates. All rights reserved.

Oracle’s PaaS and IaaS Broadest, Integrated PaaS & IaaSfor all Enterprise Class Applications Full Functionality of Oracle Database &Middleware Products RAC, Data Guard, Identity, SOA, BI etc Complete Deployment Choiceas Public and Private Cloud Transparent Workload Portabilityacross Public and Private cloud Easy to Use & Zero Learning Curvefor Developers, IT and LOBCopyright 2014 Oracle and/or its affiliates. All rights reserved.

What are Upcoming Partner EnablementActivities and Partner Program?Eng Koon Goh, Director, APAC Partner ProgramsCopyright 2014 Oracle and/or its affiliates. All rights reserved. Oracle Partner Use49

OPN Enablement and Communications ServicesOPN Competency CenterCertification ProgramsBoot Camp Events(Live/Virtual)Weekly Solution Trainings(Virtual)SpecializationsPartner Summits/BoardsTraining EngagementsCommunications ServicesCopyright 2014 Oracle and/or its affiliates. All rights reserved. Oracle Partner Use

OPN Cloud Partner ProgramsOracle CloudMarketplaceMarket your cloudservices &applicationsReferralProgramResale and referralregistrations viaOMMSpecialization& Cloud BuilderProvide value addimplementationservicesResaleProgramBusiness ProcessServicesMaximize returnthrough recurringrevenueCopyright 2014 Oracle and/or its affiliates. All rights reserved. Oracle Partner UseDeliver business processservices based on OracleCloud

PaaS for PartnerPartnersCollaborationDesired BusinessOutcome BenefitsVADISVKey PartnerNew Non-TraditionalPartnersDevelop Partner Solution Centerfor Oracle PaaSTest, certify and migrateapplications to Oracle PaaSDevelop solutions for keycustomers on Oracle PaaSDevelop solutions onOracle PaaSAdditional resources topromote PaaS adoption better engagement andloyalty with tier 2 partnersDemand generation enginefor tier 2 partners for PaaS –the more you sell, the morerebatesPayment Hub for tier 2partners for PaaS – newservice for tier 2 partners Help and support totest and certify onOracle PaaSTest & Dev and DBbackup options ofsolutions on OraclePaaSInnovative new filesharing and mobilitycapabilities readilyavailable Better TCO on overallproject proposal whenTest & Dev is managedon Oracle PaaSAvailable cloud basedsolution for customerswho wants cloudbased solutionsInnovations can beprovided on the cloud ITO/BPO partners candevelop infrastructuresupport with test anddev on Oracle PaaS tostreamline operatio

Elastic Infrastructure (IaaS) Compute, Storage & Network Services One Platform (PaaS) for All On-premise, Cloud & Mobile Innovations Automated Management . Storage Cloud - Archive Storage Storage Cloud - Cloud Data Transfer Cloud Service for Node.JS Sites Cloud Cloud Services on Exalogic H2