1 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
Fusion HCM and Taleo: GTM Strategy and Partner Playbook
August 2012
© 2011 Oracle Corporation – Proprietary and Confidential
2
Disclaimer
This document is for informational purposes. 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 in this document remains at the sole discretion of Oracle. This document in any form, software or printed matter, contains proprietary information that is the exclusive property of Oracle. This document and information contained herein may not be disclosed, copied, reproduced or distributed to anyone outside Oracle without prior written consent of Oracle. This document is not part of your license agreement nor can it be incorporated into any contractual agreement with Oracle or its subsidiaries or affiliates.
Confidential Information
The information contained in these slides is intended for Oracle PartnerNetwork member 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 Oracle or an authorized Oracle partner.
© 2011 Oracle Corporation – Proprietary and Confidential
3
Fusion HCM and Taleo: GTM Strategy
and Partner Playbook
Adds Leading Talent Management Cloud Offering
to the Oracle Public Cloud
Position Fusion Human Capital Management and Taleo functionality
Spot opportunities and know what to sell
Identify, qualify, and employ key sales plays
Know where to find enablement and how to Specialize
Access product strategy, overview, and capabilities
Articulate competitive differentiators
Questions?
www.oracle.com/partners >
Contact Oracle Partner Business Center
blogs.oracle.com/judsonalthoff
twitter.com/oraclepartners
© 2011 Oracle Corporation – Proprietary and Confidential
4
Content
• Strategic Rationale
• Partner Opportunities
• Competitive Positioning
• Sales Plays
• OPN Specialized Enablement
Additional Reference: • Product Positioning
• Pricing & Packaging Click to navigate between the sections
5 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
+
Oracle Delivers the Most Complete
Cloud-Based HCM and Talent Management Suite
Oracle Fusion and Taleo Talent Management
Oracle Fusion Human Capital Management
Global HR
Workforce
Management
Global Payroll Recruitment and
On-boarding
Engagement
and Retention
Learning and Development
Compensation
and Rewards
Performance Management
Talent Review
Social Mobile Integration Analytics Reliable Secure
© 2011 Oracle Corporation – Proprietary and Confidential
6
Why Should You Care? Oracle Acquires The #1 HCM Recruiting Cloud Solution
• Two Mega Trends are driving HCM decisions
- Migration to the Cloud
- Employee Experience
• Oracle Fusion HCM and Taleo is the #1 Cloud Based
HCM solution
- Oracle Taleo is the Market leader across three of Gartner’s
core Magic Quadrants in Talent Management (Recruiting,
Learning and Performance)
• Oracle now stumps competitors
• Oracle can deliver the best and most complete HCM Solution
in the Cloud
• 30% YoY Growth*
• $325M Revenue*
• $1.9B Oracle Acquisition
• 16B Cloud Transactions
Annually
ORACLE TALEO
• 13+ YRS Cloud Delivery
• 1400+ Employees
• 5000+ Global Customers
• 15% of all US Hires
*Approx figures 2011
© 2011 Oracle Corporation – Proprietary and Confidential
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Fueling Business Growth with Talent Management
Source: Conference Board CEO Challenge Survey, April 2011
In a recent Conference Board CEO Survey the top five global challenges were:
1.Business Growth
2. Talent 3. Cost Optimization 4. Innovation 5. Government Regulation
© 2011 Oracle Corporation – Proprietary and Confidential
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Taleo Market Positioning Leader Across Industry Analyst Reports
Note: Performance and Learning rankings are based on Gartner Draft Magic
Quadrants provided to Taleo in February 2011. This information is not for publication.
Gartner Magic Quadrants:
Only vendor with leading solutions across all three
segments
IDC MarketScape:
Worldwide Integrated Talent Management 2011 Vendor Analysis
“Taleo is again a market leader in this year's analysis with strengths in many areas
including depth in capability of the individual talent functions, a robust partner ecosystem,
and strong brand recognition…“
Lisa Rowan, Program Director
HR and Talent Management Services
© 2011 Oracle Corporation – Proprietary and Confidential
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Taleo Customer Base – Large Enterprise
47 of the
Fortune 100
7 of the Top 10 Financial
Services Firms
1/3 of the Fortune 500
5000+ customers
4 of the Top 5
Health Insurance
Providers
4 of the Top 5
Healthcare Companies
30% of the Global 1000
© 2011 Oracle Corporation – Proprietary and Confidential
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Content
• Strategic Rationale
• Partner Opportunities
• Competitive Positioning
• Sales Plays
• OPN Specialized Enablement
Additional Reference: • Product Positioning
• Pricing & Packaging
© 2011 Oracle Corporation – Proprietary and Confidential
11
The Market Opportunity
Worldwide HCM Revenue (all vendors):
•2011: USD $7B+
•2010: USD $6B+
Source: Gartner’: “Market Share: All Software Markets, Worldwide 2011,” March 29, 2012
© 2011 Oracle Corporation – Proprietary and Confidential
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Partner Benefits
• Cloud offering creates a competitive edge to win business • Subscription service delivers lower up-front cost and faster ROI for customer
• Gain new customers with the leading HCM and Talent Management Suite • Comprehensive, modular approach exceeds customer requirements
• Generate more revenue cross-selling existing Fusion clients • Expand your existing relationships with Oracle’s new CM and Talent Management Suite
• Differentiate with Value-Added Services • Integration and extensibility allow partners to develop complementary applications and services
*Source: Conference Board CEO Survey
Assessment Background Check Candidate
Relationship
Management Compensation
Learning
Payroll – Time
& Attendance Sourcing Media
Services
Tax Credit
Screening Video Interviews
Workforce
Planning
Competencies
Key Drivers Accelerating Partner Growth
© 2011 Oracle Corporation – Proprietary and Confidential
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New Opportunities for Oracle Partners
New revenue opportunities include:
• Regional and Global System Integrators (SI) to deliver new solutions featuring Taleo products: Regional and
global Oracle SI partners will be able to provide business consultative services, influence, source, co-sell, and
implement customer solutions with the Talent Management and Oracle HCM products.
• Integration opportunities for ISVs: Oracle ISVs/solution partners will be able to position complementary solutions
with proven integrations to the industry-leading talent management Taleo solutions via Oracle Validated Integration.
• BPOs/HROs to offer new Taleo solutions: Oracle Business Process Outsourcing (BPO), Human Resource
Outsourcing (HRO), and Recruitment Process Outsourcing (RPO) partners gain the ability to offer new Taleo
product solutions to current HCM customers.
• VARs will be able to offer new solutions featuring Taleo products: VARs will have the opportunity to resell the
combined human capital and talent management solutions across the mid, large, and enterprise markets.
• Expanded opportunities from enhanced product offerings: Partners that primarily sell or service Oracle Fusion
cloud solutions will be able to deliver the same best in class products enhanced with the integration of industry-
leading talent management Taleo solutions.
© 2011 Oracle Corporation – Proprietary and Confidential
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New Opportunities for Taleo Partners
New revenue opportunities include:
• Access to additional products: Existing BPO/HRO Taleo partners can drive new business opportunities by
offering the same great Taleo products combined with Oracle Fusion HCM products to deliver true end to end
solutions.
• Opportunity to integrate solutions with Oracle products: To drive revenue, solution partners can update and
expand their integrated solutions via the Oracle Validated Integration program.
• Ability to expand into new markets: Oracle provides the sales readiness tools and go-to-market resources to
drive BPO expansion and growth in both new solutions as well as new geographies.
• Take advantage of enhanced product offerings: Oracle’s integration of Taleo with the Oracle Public Cloud
extends Taleo with social networking, identity management, business analytics and data services capabilities
providing a broader solution for Taleo partners to resell, co-sell and service.
• Access to entire Oracle product stack: OPN offers the opportunity for partners to deliver and service end-to-
end solutions with best-in-class products that are in high demand by customers.
© 2011 Oracle Corporation – Proprietary and Confidential
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Partnership with Oracle Supports Your Business Develop, Sell and Implement & Expand Business Opportunities
Commitment to partnering: 40%+ of Oracle’s revenues worldwide through partners; 80%+ of Oracle’s transactions
worldwide with partners.
Oracle’s award winning partner program: Oracle PartnerNetwork (OPN) enables partners to extend market reach
and expand revenue opportunities.
OPN flexibility: Partners can engage according to their business model.
Large partner ecosystem: 25,000+ partners strong.
Extensive training and competency resources: Designed to build a partner’s competency and grow their business
Become Specialized: Differentiate in the marketplace and gain a competitive edge by spotlighting strengths and
skills.
Oracle Validated Integration: For partners who provide complementary solutions that integrate with, and add value
to Oracle Applications.
OPN Solutions Catalog: Enables partners to increase exposure to customers, prospects and the Oracle sales force.
Differentiate from competitors and build profiles with all the assets and information customers need to make informed
decisions.
Lead Development and Open Market Model (OMM): Be rewarded for registering opportunities with Oracle by
participating in Oracle's Open Market Model.
Multi-Vendor Support Program (MVSP): Provides OPN members a collaborative structure for support issues
involving multiple vendor products.
Go-to-Market Resources: Supports quick and easy creation of demand generation to drive opportunities in human
capital and talent management.
Taleo Partners - Key Oracle PartnerNetwork Benefits for You:
© 2011 Oracle Corporation – Proprietary and Confidential
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Content
• Strategic Rationale
• Partner Opportunities
• Competitive Positioning
• Sales Plays
• OPN Specialized Enablement
Additional Reference:
• Product Positioning
• Pricing & Packaging
© 2011 Oracle Corporation – Proprietary and Confidential
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Oracle HCM Functionalities
Global HR and Benefits
Payroll
Talent Review, Succession, Performance Management
Compensation and Incentive Management
Learning Management
Recruiting
Embedded and Enterprise Social Network
Business Intelligence and Analytics
Complete and Comprehensive Cloud Platform
© 2011 Oracle Corporation – Proprietary and Confidential
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Oracle Taleo Focus Top Global Industries by Total Revenue
1 Financial Services
2 Healthcare
3 Retail
4 Public Sector / National & Local Government
5 Manufacturing/ High Tech
Massive growth opportunity
through expanding into
markets worldwide.
© 2011 Oracle Corporation – Proprietary and Confidential
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Oracle Differentiators against Competition
• Better technology foundation – Social, Mobile, Personalized Cloud
• Better Core HCM – Deeper Localizations and Predictive Analytics
• Better Business Intelligence – Transactional Reporting, Dashboards and
Predictive
• Complete End-End Talent – Recruiting, Performance, Compensation and
Learning
• Global Payroll – More Payrolls
• Best System of Record – Employee Central is really a light SOR
• Best Core HR and Benefits
• Integrated HR, Payroll and Talent System
© 2011 Oracle Corporation – Proprietary and Confidential
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Taleo Differentiators against Competition
Key Message: Taleo Enterprise is a superior platform for your Talent
Management strategy
• Superior product offerings and unification across product pillars
• Taleo is a recognized market leader across all talent management categories
• No PM-Recruiting use cases (i.e. Taleo ATS can search on high performing internals)
• Learning integration limited to embedded hyperlink navigation only
• Superior tools for capturing talent insights
• Competitor has no analytics offering
• Limited reporting across product pillars
• Superior flexibility to reflect your organization and your brand
• SmartOrg helps better define your organization for users, candidates, and data
• Superior partner ecosystem to enhance and expand on your technology investment
© 2011 Oracle Corporation – Proprietary and Confidential
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Content
• Strategic Rationale
• Partner Opportunities
• Competitive Positioning
• Sales Plays
• OPN Specialized Enablement
Additional Reference: • Product Positioning
• Pricing & Packaging
© 2011 Oracle Corporation – Proprietary and Confidential
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Go-to-Market Strategic / Lead Products
1. Core HR, Organization Charts: Fusion Core HCM
2. Compensation & Benefits: Fusion Compensation, Fusion Benefits
3. Payroll: Fusion Payroll
4. Recruiting: Taleo Recruiting
5. On-Boarding: Taleo On-Boarding
6. Learning: Taleo Learning
7. For Mid-Market: Taleo Business Edition
8. Performance Management Category (Performance, Goals, Talent Review,
Succession, Development): See Sales Plays – slide 20
© 2011 Oracle Corporation – Proprietary and Confidential
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Sales Plays – Oracle Performance Management 1. Full HCM Suite Deals
A. Lead with Fusion HCM Suite (Fusion HCM Suite includes Fusion Performance Management)
• Examples: UBS, Fox, Societe Generale
2. Net New Performance Management Deals
A. Fusion Core-HCM add on Fusion Performance Management
B. PeopleSoft/E-Business Suite HCM add on Fusion Performance Management
• Examples: Eaton (E-Business Suite HCM + Fusion Performance), Conagra (PeopleSoft HCM + Fusion Performance)
C. All other HCM install bases (except Taleo Recruiting) add on Fusion Performance Management
• Example: Toshiba Medical Systems (Ultimate software + Fusion Performance)
D. Taleo Recruiting add on Taleo Performance Management
• For the existing 800 installed base Recruiting customers
• Example: Dell (Taleo Recruiting + Taleo Performance)
3. Existing Taleo Performance Deals
A. OK to sell additional Taleo Performance seats to existing Taleo Performance customer
• Example: Bank of America, Macys, etc
4. Full Talent Suite Deals
A. Lead with Taleo Performance Suite. Deal MUST include all Talent modules (Recruiting, Learning, Performance and Compensation)
• Taleo Full Talent Suite will still include Fusion Compensation for the compensation component
• Exception: InFlight deals for Taleo Compensation
B. Exception: OK to lead with Fusion Performance in a full suite case if install base is Fusion HCM, or E-Business Suite HCM, or PeopleSoft HCM
5. Fusion HCM will remain on controlled availability and require development approval through Oct 2012. Taleo Performance and
Compensation will be on controlled availability and require development approval.
© 2011 Oracle Corporation – Proprietary and Confidential
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Go-to-Market: Sales Plays
• Full Suite Play • Sell a complete Fusion HCM, Performance, Compensation + Taleo Recruiting + Taleo Learn against competition
• Sell Full Taleo Talent Suite (All Taleo Modules + Fusion Compensation) to Full Talent Suite customers
• Co-Existence Plays (Cross Sell Plays) • Sell Taleo Recruiting to all Oracle HCM customers worldwide (E-Business Suite/ PeopleSoft/ Fusion)
• Sell a complete Fusion Performance and/or Compensation suite to Oracle HCM customers worldwide
• Sell Taleo Learning into Oracle HCM customers looking for a cloud LMS
• Sell Fusion Compensation to Taleo Performance customers
• Sell Fusion HCM SaaS to Taleo Recruiting only customers
• Sell Taleo Performance to Taleo Recruiting only customers
• Standalone Plays • Sell Taleo Recruiting worldwide to any customer
• Sell Taleo Business Edition into mid-market customers (below 1000 employees, NA, WE )
• Sell Taleo Learning into customers looking for a cloud LMS
• Sell Fusion Performance and Compensation to net new accounts
© 2011 Oracle Corporation – Proprietary and Confidential
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Go-to-Market Additional Highlights • Job Partners is successful in Western Europe
• Existing customers can add additional seats
• Follow Sales Plays for Job Partners Recruiting Customers to add Performance Modules
• Learning
• Taleo Learn is the lead “Cloud Learning Offering”
• The following “non cloud” LMS Plays are available:
• On Premise Learning for an existing PeopleSoft HR customer– ELM
• On Premise Learning for an existing E-Business Suite HR customer– OLM
• China – Position iLearning ( Language and Ecosystem)
• For a BPO LMS Solution; Position “Seertech iLearning Plus” – Solution for complex MNC’s
and where Ecosystem is available
• Recruiting
• TEE and TBE Recruiting are only available as Cloud Recruiting Solutions ( Note: 90% of market)
• If customer wants On Premise Recruiting fall back to AU recruiting solutions.
© 2011 Oracle Corporation – Proprietary and Confidential
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Oracle/Taleo Go-to-Market Model
• Oracle/Taleo BPO Go-to-Market:
• Grow Taleo’s current NA-centric BPO business by expanding internationally (primarily to Europe
and APAC)
• Cross-sell the offering to 20+ HRO partners worldwide
• Sell Taleo as the preferred BPO Platform to Recruiting BPO (RPO) specialists
• Target top10 global staffing service providers (i.e. Adecco, Randstat)
• Go-to-Market fully aligned with Oracle’s direct sales force as per standard BPO model
• For information, contact [email protected]
© 2011 Oracle Corporation – Proprietary and Confidential
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Oracle/Taleo Solution Partner Go-to-Market
• Transition to Oracle's Partner Network (OPN) and expand access to a broader portfolio of
Oracle HCM solutions
• Establish market credibility and accelerate sales opportunities with the Oracle Validated
Integration program
• Leverage Marketing events to build high quality pipelines
• At OPN Platinum level benefit from a dedicated Oracle Alliance representative
• Leverage Oracle's expanded HCM direct sales force to penetrate new accounts & create
partner opportunities
• For information, contact [email protected]
© 2011 Oracle Corporation – Proprietary and Confidential
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Content
• Strategic Rationale
• Partner Opportunities
• Competitive Positioning
• Sales Plays
• OPN Specialized Enablement
Additional Reference: • Product Positioning
• Pricing & Packaging
© 2011 Oracle Corporation – Proprietary and Confidential
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Oracle Taleo Knowledge Zone Direct Access to Partner Specific Resources
© 2011 Oracle Corporation © 2012 Oracle Corporation
Oracle Taleo Knowledge Zone
Join Today!
HIGHLIGHTS
• OPN benefits to support develop, sell,
and implement
• Oracle Validated Integration
• Sales and Go-to-Market resources
• Enablement and Specialization
• Welcome Kits and partner newsletters
• Partner Business Centers
• Solutions Catalog
• …and much more.
© 2011 Oracle Corporation – Proprietary and Confidential
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Discover Complementary Opportunities
© 2011 Oracle Corporation © 2012 Oracle Corporation
Oracle E-Business Suite Knowledge Zone
Join Today!
Oracle Fusion Applications Knowledge Zone > HCM
Functional Area
Join Today! PeopleSoft Knowledge Zone
Join Today!
© 2011 Oracle Corporation – Proprietary and Confidential
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Guided Learning Paths
OPN > Partners > Education
© 2012 Oracle Corporation
Oracle Taleo Cloud Services Guided Learning
Paths (targeted availability):
Oracle Taleo Cloud Services Sales Specialist - Q2FY13
Oracle Taleo Cloud Services PreSales Specialist - Q2FY13
Oracle Taleo Cloud Services Support Specialist - Q2FY13
Oracle Taleo Cloud Services Implementation Specialist – Q3FY13
Note: Oracle’s Fiscal Year is June to May
The OPN Competency Center is an intelligent training tool that allows you
to manage your Oracle training:
•Evaluate what areas need improvement by taking Pre-assessments,
and create a custom Guided Learning Path
•Follow role-based guided training paths that lead to Oracle product
Specialization
•Enroll and complete Specialists exams
•Build and monitor workgroups around any product Specialization
•Monitor your personal progress and your company’s progress using
the Specialization Tracker.
© 2011 Oracle Corporation – Proprietary and Confidential
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Specialized Partners Revenue Growth, More Deals, Larger Opportunities
© 2011 Oracle Corporation – Proprietary and Confidential
Specialization ROI
© 2012 Oracle Corporation
• Knowledgeable & Proven Expertise
• In-Depth understanding of Oracle Solutions
• Differentiate from the competition
• Expand revenue opportunities
Invest
Time
Knowledge &
Expertise
New Opportunities
Oracle Taleo Cloud Services Specialization targeted availability Q3FY13
Why Specialize?
• Specialized partners have 3x closed deals and opportunities
• Specialized partners have 50% larger deals and 28% larger
opportunities
• Specialized partners grow pipeline 39% after Specialization
Opportunities & Closed Deals Average Opportunities & Deals Partner Pipeline After Specialized in
FY12 H1
Demonstrate Specialization ROI & Adjacency Non-Specialized Specialized
© 2011 Oracle Corporation – Proprietary and Confidential
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Invest
Time
Knowledge &
Expertise
New Opportunitie
s
Specialized Logos
© 2012 Oracle Corporation
Oracle Publications
Oracle Promotes Specialized Partners to Customers
• Use of Oracle partner branding and logos
• Oracle’s Solutions Catalog:
• Highlights differentiated Oracle
Solutions
• Connect with customers
• Connect with Oracle sales reps
Additional Benefits
• First priority, go-to-market activities
• Complete suite of incremental benefits including free Service
Requests
• Benefits associated with Specialization, and Oracle Validated
Integration: promotion in newsletters, websites, advertising, priority
placement in Oracle’s internal partner-finder system, product
release readiness material, and much more
• Exposure on oracle.com
© 2011 Oracle Corporation – Proprietary and Confidential
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Maximizing your OPN Membership
http://www.oracle.com/partners
Must see: Deal Registration with OMM/PRM Enablement and Training Available through the Competency Center Oracle Validated Integration Go to Market with Oracle Oracle Support Resources OPN Tools, Tips and more! OPN Essentials Get Specialized
© 2012 Oracle Corporation
Tools and
Resources
based on your
partnership
needs
© 2011 Oracle Corporation – Proprietary and Confidential
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Q3
Knowledge Zone Updates • Updated Value-Props
• Partner Playbooks
Taleo Specialization • Certified Implementation
Specialist (Admin, Dev & Support)
GLPs with Proctored Exams
• Oracle Fusion HCM
Implementation Exams live
• Taleo Pre-Sales and Sales
Online Training and
Assessments
• Partner Webcasts
Oracle Fusion HCM and Taleo Milestones
Taleo Channel Partner • Marketing Kit
• Contracting Vehicle(s)
Taleo ISV Partner • Oracle Validated Integration
• Develop and Implement Tabs
• Taleo World
• Oracle
OpenWorld
Taleo Knowledge Zone
Launch
• Oracle Fusion
HCM
Specialization
Q2 Q1
• Oracle Fusion HCM Sales
and Presales Online Training
and Assessments
• HCM
Implementation
Boot Camps
© 2011 Oracle Corporation – Proprietary and Confidential
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Call to Action
Extend your Capabilities Begin following the Guided Learning Paths and work towards Specialization
Expand your solution portfolio to cross and up-sell
Working to open up resell for TEE and TBE, criteria, training, contracting, pricing/discounting and bus
practices to come soon
Join the Oracle Taleo Knowledge Zone Review the entire list of OPN benefits
Access sales tools and resources
Leverage product info, enablement, and partner assets
Activate Access HCM customer successes (go to o.com/customers)
Accelerate sales opportunities and attract new customers by leveraging exclusive Oracle Validated Integration go-to-market benefits
Watch the webcast replay to learn more about the product strategy for the combined Oracle and Taleo offering
Make sure to attend the upcoming Taleo welcome webcast planned for August and focused on product strategy, the Oracle PartnerNetwork Program and Oracle Validated Integration – details to be available here
Join us for the first-ever Oracle PartnerNetwork Exchange @ OpenWorld !Take advantage of the dedicated sessions and also plan to attend Oracle Open World's Human Capital Management and Oracle Taleo Cloud Service Tracks and Human Capital Management sessions.
© 2012 Oracle Corporation
© 2011 Oracle Corporation – Proprietary and Confidential
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Content
• Strategic Rationale
• Partner Opportunities
• Competitive Positioning
• Sales Plays
• OPN Specialized Enablement
Additional Reference: • Product Positioning
• Pricing & Packaging
© 2011 Oracle Corporation – Proprietary and Confidential
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Recruiting and On-Boarding
Source, Assess, Hire and Onboard the Best Talent • #1 Solution worldwide – 3.5M Hires and 140M
applications processed in last 12 months
• Internet search, pipeline management and social
networking links
• Assessment platform and pre-integrated partner solutions
• Sophisticated onboarding tools for quick transaction
processing and new hire alignment
Focus of Future Investment • Packaged integration with PeopleSoft/E-Business
Suite/Fusion HCM
• Candidate experience
• Sourcing spend management
• Evaluation management
© 2011 Oracle Corporation – Proprietary and Confidential
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Learning and Development
The Most Complete Learning Platform • 100% configurable learning portal to allow
customers to deliver tailored training experiences
• Deliver formal, informal, and social content
• Supports “for profit” training
• Create a social learning community
Focus of Future Investment • Suite unification
• Improved learning administration
• Social and mobile learning
© 2011 Oracle Corporation – Proprietary and Confidential
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Taleo Performance Management
•Improve Employee Performance & Goal
Alignment • Superior usability and integration with everyday
tools for rapid user adoption
• On-going discussions and coaching as opposed
to the once-a-year report card
• Drives pay-for-performance capabilities
Focus of Future Investment • Talent Browser – Integration with Recruiting
• Native Reporting
• Open Talent Profile
• Social Objects in Goal Management
© 2011 Oracle Corporation – Proprietary and Confidential
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Taleo’s Business Edition
The Most Complete Talent Management
Platform for SMBs • Over 4,700 customers, Try and Buy license availability
• Spans across all talent management processes from
recruiting to learning to performance management
• Easy-to-use for everyone and highly configurable to fit
your company’s needs
Focus of Future Investment • Recruiter user experience
• Suite integration with Learning
• Performance Management functionality targeted to small
to mid-sized enterprise
• Mobile talent management capabilities
© 2011 Oracle Corporation – Proprietary and Confidential
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Fusion Compensation •Globally Manage Total Compensation • Analyze, model, budget and allocate compensation
• Integrated territory & quota management
• Monitor compensation payments, special bonuses & adjustments
• Embedded dispute resolution
• Attract & retain talent with competitive pay practices
Lead Product
• Fusion Compensation
• Migration Plan – See Section
Focus of Future Investment • Market pay comparison
• Grade-step progression
• Matrix management for compensation
© 2011 Oracle Corporation – Proprietary and Confidential
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Fusion Performance
•Improve Employee Performance & Goal Alignment • Superior usability and integration with everyday tools for rapid
user adoption
• On-going discussions and coaching as opposed to the once-a-
year report card
• Drives pay-for-performance capabilities
Focus of Future Investment • Profile snapshots
• Social goal management
• Team calibration
• Development Plans
44 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
Oracle and Taleo Integration Plans
• Unified Profile that has Candidate, Employee and External Content – Taleo, Fusion and External (LI/ FB)
• Recruiting to HR ( Fusion, PeopleSoft and E-Business Suite) – Requisition Creation against open jobs/ positions in Fusion
– Profile Synchronization for Jobs/ Positions
– Search across external and internal candidate pools
– Hire to Onboard to Employee Creation
– Candidate Communication using OSN
• Superset Performance Product that has the best of Fusion and Taleo – Performance, Goals, Talent Review, Succession, Career and Development Plans
• Learning – Learning Paths/ Certifications/ Courses within Employee Profile
– Learning Integration to Fusion Performance, Goals and Succession
– Social Learning through OSN
© 2011 Oracle Corporation – Proprietary and Confidential
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Content
• Strategic Rationale
• Partner Opportunities
• Competitive Positioning
• Sales Plays
• OPN Specialized Enablement
Additional Reference: • Product Positioning
• Pricing & Packaging
© 2011 Oracle Corporation – Proprietary and Confidential
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Proposed Unified Pricing Approach – TEE and Fusion
Taleo Platform $/EE/mth Talent Management Platform (required) 1 Analytics 0.50
Taleo Software Modules Recruiting 2 High Volume Recruiting option 0.50 Performance Reviews 1 Goals Management 1 Succession Planning 1 Development Planning 1 Workforce Compensation 2 Learn 1 Learn External User 0.50 … etc …
Field Discretionary
Discount
Automatic Volume
Discount
Product Price(s)
Per Employee * * Selling
Price
=
10-35%
Notes: Additional promotional discounts (e.g. 30%) may be applied in carefully defined, approved cases
Example: Customer with 10k employees buying Recruiting with a 10% Field Discretionary Discount
(10,000 EE’s) * ($1 Platform + $2 Recruiting) * (1 - 40% Volume Discount) * (1 - 10% Discretionary Discount) * (12 months) = $194,400
# of
EE’s * Employee
Count Low
Employee
Count High
HCM SaaS
Base Discount
- 2,499 20%
2,500 3,499 24%
3,500 4,999 28%
5,000 7,499 32%
7,500 9,999 36%
10,000 14,999 40%
15,000 20,000 44%
20,000 24,999 48%
25,000 34,999 52%
35,000 44,999 54%
45,000 59,999 56%
60,000 79,999 58%
80,000 99,999 60%
100,000 149,999 62%
150,000 64%
NOTE: For current pricing and packaging, please go to o.com/partners>Partners>Sales>Pricing and Licensing
© 2011 Oracle Corporation – Proprietary and Confidential
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Prices in USA
(Dollar)
Oracle Taleo Talent Management Cloud Service (as of May, 2012)
Priced in Advance of Availability
Monthly
Subscription Price Metric Minimum Notes
Cloud Service Platform Base
Taleo Platform Cloud Service 1.00 Hosted Named User 1,000 1, 2
Taleo Platform Plus Cloud Service 0.75 Hosted Named User 1,000 1, 2
Taleo Analytics Cloud Service 0.50 Hosted Employee 1,000
Taleo Hosted Connect Integration Cloud Service 0.25 Hosted Named User 1,000 3
Cloud Service Options
Taleo Development Planning Cloud Service 1.00 Hosted Named User 1,000
Taleo Goals Management Cloud Service 1.00 Hosted Named User 1,000
Taleo Learn Cloud Service 1.00 Hosted Trainee 1,000 4
Taleo Learn External User Cloud Service 0.25 Hosted Trainee 1,000 4
Taleo Onboarding Cloud Service 0.50 Hosted Named User 1,000
Taleo Performance Management Cloud Service 1.00 Hosted Named User 1,000
Taleo Recruiting Cloud Service 2.00 Hosted Employee 1,000 5
Taleo Recruiting High Volume Cloud Service 0.25 Hosted Employee 1,000 6
Recruiting Assessment Content
Taleo Hourly Assessment Content Cloud Service 2.00 Hosted Named User 1,000 7
Taleo Store Manager Assessment Content Cloud Service 4.00 Hosted Named User 1,000 7
Oracle Taleo Price List NOTE: For current pricing and packaging, please go to o.com/partners>Partners>Sales>Pricing and Licensing
© 2011 Oracle Corporation – Proprietary and Confidential
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Oracle Fusion Price List
Oracle Fusion Cloud Service
Monthly
Subscription Price Metric Minimum Notes
Oracle Fusion Human Capital Management Cloud Service
Fusion Human Capital Management Base Cloud Service 8.00 Hosted Fusion Employee 1,000
1,500 3, 9
Fusion Transactional Business Intelligence for Human Capital Management Cloud Service 1.50
Hosted Fusion Employee 1,000
1,500 3, 9
Oracle Fusion Human Capital Management Cloud Service Options
Fusion Global Payroll Cloud Service 5.00 Hosted Fusion Named User 1,000
1,500 3, 4, 9
Fusion Goal Management Cloud Service 1.00
2.00 Hosted Fusion Named User
1,000
1,500 3, 9
Fusion Payroll Interface Cloud Service 2.00 Hosted Fusion Named User 1,000
1,500 3, 4, 9
Fusion Performance Management Cloud Service 1.00
2.00 Hosted Fusion Named User
1,000
1,500 3, 9
Fusion Talent Review Cloud Service 1.00
2.00 Hosted Fusion Named User
1,000
1,500 3, 9
Fusion Workforce Compensation Cloud Service 2.00 Hosted Fusion Named User 1,000
1,500 3, 9
Fusion Workforce Lifecycle Manager Cloud Service 2.00 Hosted Fusion Named User 1,000
1,500 3, 9
Fusion Workforce Predictions Cloud Service 2.00 Hosted Fusion Named User 1,000
1,500 3, 9
Oracle Fusion Talent Management Cloud Service
Fusion Talent Management Base Cloud Service 1.00
2.00 Hosted Fusion Named User
1,000
1,500 9, 14
Fusion Transactional Business Intelligence for Talent Management Cloud Service 0.50
Hosted Fusion Named User 1,000
1,500 9, 14
Oracle Fusion Talent Management Cloud Service Options
Fusion Goal Management Cloud Service 1.00
2.00 Hosted Fusion Named User
1,000
1,500 9, 14
Fusion Performance Management Cloud Service 1.00
2.00 Hosted Fusion Named User
1,000
1,500 9, 14
Fusion Talent Review Cloud Service 1.00
2.00 Hosted Fusion Named User
1,000
1,500 9, 14
Fusion Workforce Compensation Cloud Service 2.00 Hosted Fusion Named User 1,000
1,500 9, 14
NOTE: For current pricing and packaging, please go to o.com/partners>Partners>Sales>Pricing and Licensing