Working with Oracle in the Retail Industry Richard

Working with Oracle in the Retail Industry Richard Michalec, Sr. Director, Industries Business Unit- Retail June 30, 2004

Agenda Ÿ Oracle Strategy in the Retail Industry Ÿ Oracle Messaging and Alignment Potential Ÿ Taking advantage of the Partner Program – – – Development Resources Technical Resources Marketing Resources Ÿ Engaging the Field – A pragmatic approach Ÿ Getting Started

Oracle Strategy for Retail Ÿ One of top 7 industries Ÿ Increasing focus for – Sales Ÿ Dedicated for Strategic Accounts Ÿ Account Clustered for Commercial – Development Ÿ Technology Ÿ Applications Ÿ Deep heritage of Partner Driven approach Oracle is expanding revenues in Retail

Selected Oracle Retail Technology Customers Amazon. com AT&T Wireless Ahold Albertsons A&P Barnes & Noble Best Buy Blockbuster Brooks Brothers Circuit City CVS Pharmacy Casino, FR Container Store Costco Darden Restaurants Dell Disney Dress Barn E-Bay Eckerd Eddie Bauer Family Dollar Federated Dept. Stores Fleming Gap Gymboree Hallmark HEB Hudsons Bay Henkel/Manko IHOP Jack in the Box JC Penney Kohl's Kroger Long's Drug Limited Brands Metro AG Neiman Marcus Nordstrom Office Depot Office-Max Pier 1 Polo-Ralph Lauren REI Radio Shack Restoration Hardware Saks, Inc. Sears Starbucks TJX Cos. Target Tractor Supply Ultimate Electronics USPS Viking Range Walgreen's Wal Mart Williams-Sonoma Zales Corp.

Selected Oracle Applications Customers 1 -800 -flowers 7 -Eleven A&P AT&T Wireless Albertsons Amazon. com American Greetings Ann Taylor Barnes & Noble Best Buy Blue. Nile Burlington Coat Chick Fil-A Circle. K Corporate Express Eckerd Drug Estee Lauder Family Dollar Stores Franklin Covey Gap, Inc. Giorgio Armani Gymboree Hudson's Bay Co. Hallmark Cards Hollywood Video J Sainsbury JC Penney Jack in the Box Kellwood Lenscrafters Mattel Mc. Donald's Michaels Neiman-Marcus Netflix Nordstrom Red Envelope Select Comfort Staple’s Shaw's Starbucks Tesco The Talbots Toys ‘R’ Us walmart. com Wakefern Wet Seal Zale Jewelers

Industry Drivers – What keeps Retail Execs up at night Ÿ Wal-Mart is forcing retailers to: – – Reduce Supply Chain Costs Differentiate through offerings Ÿ Wall Street is rewarding retailers for: – – Cost Containment Accountability Ÿ Benchmarks outside of retail Ÿ Customer Centricity –Profitable Growth Emerging Driver Message has been consistent for last couple of years

Retail Industry Footprint Retail Systems Conceptually T e c h n ol o g y Store Management Merchandising/Assortment Management Point of Sale (POS) Back Office Support Marketing Management Store Signage/ Display Customer Support Systems SCM CRM Advanced Planning and Scheduling Distribution and Logistics Warehouse/ Inventory Mgt. Procurement Management Call Center/ Support Systems Direct Sales Systems Customer Information Systems ERP Office Automation Human Resources Central Procurement Business Intelligence Systems Financial Management B us I ne ss In t e l l.

Oracle Retail 2004 Spearhead Map Operational Excellence Strategic Sourcing i. Recruitment Associate Optimization Customer Centricity Lean Infrastructure Vendor Allowance/ Funds Tracking Financials Self Service Sales Solving Real Estate for Retail i. Learning Human Resources Corporate Performance Management Sales Manager Portal Associate Payroll Intelligence Customer Data Hub Customer Intelligence the Wal Mart and Wall Street Issues Continue and. Promotion the momentum accelerate i. Service Management i. Marketing

Oracle Retail 2005 Spearhead Map Operational Excellence Real Estate for Retail Adding a new spearhead Strategic Sourcing i. Recruitment Associate Optimization Customer Centricity Lean Infrastructure Vendor Allowance/ Funds Tracking Financials Self Service Clientelling Service Corporate Performance Management i. Learning Sales Customer Centricity. Manager Portal Human Resources Associate Intelligence Customer Data Hub Promotion Management Payroll Customer Intelligence i. Marketing

Technology Opportunities in Retail Ÿ Retail CIO’s strategic imperative – Simplification / Cost Reduction Ÿ Vision and pilot – RFID Ÿ Probable tech spending initiatives – – – ISV’s drag Business intelligence / portals Product data synchronization

Simplification / Cost Reduction Strategies Ÿ Narrow and deep vendors – Gap, Best Buy, Hudson’s Bay Ÿ Linux – Amazon, Burlington Coat Ÿ Single Instance – Best Buy. com, Ultimate Electronics

Retail Industry Footprint Retail Systems Conceptually T e c h n ol o g y Store Management Merchandising/Assortment Management Point of Sale (POS) Back Office Support Marketing Management Store Signage/ Display Customer Support Systems SCM CRM Advanced Planning and Scheduling Distribution and Logistics Warehouse/ Inventory Mgt. Procurement Management Call Center/ Support Systems Direct Sales Systems Customer Information Systems ERP Office Automation Human Resources Central Procurement Business Intelligence Systems Financial Management B us I ne ss In t e l l.

Reality vs. Concept

Partnering with Oracle in Retail Market Your Solutions – Marketing Resources for partners Ÿ Use of Oracle’s logos. Ÿ Press release and customer reference support. Ÿ e. Marketing tools - build lead generation campaigns, business plans. Ÿ Participate in selected Oracle events. Ÿ Publications - Oracle Magazine and Profit. Ÿ Co-marketing funds available to certified partners. Ÿ Solutions Catalog, Oracle’s online partner catalog. Ÿ Participate in Product and Business Development initiatives: – – Product – DB, Application Server, Collaboration, E-Business Suite Business Development – GRID, Mid-Market, On. Demand

Partnering with Oracle in Retail Find Technical Assistance – Development Resources for partners Ÿ Software licenses. Ÿ Toolkits, development kits, migration kits, product validation kits. Ÿ Partner Technical Services. Ÿ Partner Metalink, online support services. Ÿ Online development resources OTN, Apps. Net, Discussion Forums. Ÿ Development and porting funds available to certified partners.

Partnering with Oracle in Retail Get Enabled – Education Resources for Partners Ÿ 35% discount on Oracle University training. Ÿ Free partner workshops and partner specific training Ÿ Access to Oracle University Online Library. Ÿ 35% discount on exam fees for Oracle certifications.

Partnering with Oracle in Retail Transform your investment into Results – Sales Resources for partners Ÿ Discounts on software for resale. Ÿ Flexibility in relicensing – Fulluse, Application Specific, Embedded. Ÿ Register sales opportunities for: – – Commissions for referrals and influence accounts Account protection and presales resources Ÿ Partner specific sales training and sales kits.

Partnering with Oracle in Retail Recommendations Ÿ Become familiar with and use the partner site http: //partner. oracle. com Ÿ Partners adopting technology, focusing on priority messages and markets get attention. – Participate in relevant initiatives. Ÿ Use GCORs to document how you resell, refer or influence. Ÿ Would someone know who you are? Leverage Solutions Catalog. Ÿ Decide what you want to be famous for with Oracle.

Partnering with Oracle in Retail Details on Partner Benefits: http: //partner. oracle. com Logon At HOME tab, go to MANAGE YOUR MEMBERSHIP Portlet. Click on Agreements, Policies, Benefits, Certification Criteria Scroll down to Benefits for ISVs. Ÿ http: //partnercontent. oracle. com/home/opnmembe rship/lang/en/benefit_tables/benefit_wrappers/ind ex. html? isv_wrapper. html

Partnering with Oracle in Retail Ÿ Decide what you are “going to be famous for” Ÿ Work the Oracle Partner resources Ÿ Determine what makes sense for field sales engagements

On behalf of Oracle…… Thank You!!!!!