Oracle BI Partner Lab

2

ERP Has Leveled the Playing FieldCreating Operational Efficiencies

Based on Michael E. Porter’s Value Chain

Inbound Logistics Operations Marketing &

Sales ServiceOutbound Logistics

Firm InfrastructureHuman Resource Management

Technology DevelopmentProcurement

Invest to Retire

Source to Procure

Procure to Pay

Order to Cash

Develop to Release

3

Oracle’s EPM Vision: Extend Operational Excellence to Management Excellence

Time

CompetitiveAdvantage

OPERATIONAL EXCELLENCE

MANAGEMENT EXCELLENCE

4

Pillars to Achieving Management Excellence

SMART

AGILE

ALIGNED

Rationalize Your Management Systems

Leverage Advanced Integration

Share Insights Across the Extended Enterprise

5

Expand The Scope Of Performance Management

6

Strategy to Success: Oracle’s Framework for Achieving Management Excellence

7

• Link strategic goals to operational decisions

• Integrates all management processes

• Deliver consistent, reliable insights to drive action

• Lower costs and reduces system complexity

• Single version of the truth

Oracle’s EPM System VisionFocus on Today and Plan for Tomorrow

8

Enterprise Performance Management is Software that Enables Management to:

Link strategies to plans and execution

Monitor financial and operational results against goals, and apply analytics to

Drive enterprise-wide performance improvement

BI

EPM• Monitor• Detect• Integrate• Analyze• Calculate• Report• Guide• Model• Visualize• Predict• Alert• Drive

Action

BI + PM = EPM

9

“The majority of customers are purchasing and implementing BI and CPM as disparate point solutions, which weakens their ability to achieve pervasive BI or to link BI platform and CPM suites’ capabilities into an integrated continuum to drive business transformation from the strategic level to the process level”

What Gartner is Saying

“Employ a Coordinated Approach to BI and CPM”, N. Chandler, April 24, 2007

10

Enterprise Performance Management SystemIntegrates Transaction, Intelligence, Financial Systems

Performance Management

Financials HRSupply Chain ProcurementSales & CRM

Planning & Budgeting

Financial & Statutory Reporting

Metrics &Scorecards

Modeling Financial Management

BI Systems

Operational Business

IntelligenceQuery & Analysis

Dashboards Alerts & Workflow

DataIntegration

OLAPData Warehouse

Enterprise/Operational Reporting

EnterprisePerformanceManagement

System

Transactional Systems

11

Oracle’s EPM SystemArchitecture Concepts

EPM Workspace

Fusion Middleware

Business Intelligence Foundation

BI ApplicationsPerformanceManagementApplications

ExcelXML

OLTP & ODS

Systems

SAP, Oracle, Siebel, PeopleSoft

Custom

BusinessProcess

Data WarehouseData Mart

OLAP

Pervasive Information Delivery Layer

Comprehensive Applications

Common Enterprise Information Model

Powerful Analytic Technology

Hot-Pluggable Integration

Any Combination ofData Sources

12

Pervasive Information Access Through a Multi-Channel EPM Workspace

EPM WORKSPACE

OLTP & ODSSystems

Data WarehouseData Mart

SAP, Oracle, Siebel,PeopleSoft, Custom

ExcelXML

BusinessProcess

OLAP

Fusion Middleware

Business Intelligence Foundation

BI ApplicationsPerformance Management

Applications

Web AlertsOffice MobileDesktop Search

13

Market Leading Performance Management Applications

BI Applications

EPM Workspace

OLTP & ODSSystems

Data WarehouseData Mart

SAP, Oracle, Siebel,PeopleSoft, Custom

ExcelXML

BusinessProcess

OLAP

Fusion Middleware

Business Intelligence Foundation

BI ApplicationsPERFORMANCE MANAGEMENT APPLICATIONS

StrategyManagement

BusinessPlanning

ProfitabilityManagement

FinancialReporting &Compliance

14

Key InitiativesPlanning Assumptions

ActualsPerformance Targets

Master Data

Set Strategic Objectives

CorporateDevelopment

TreasuryStrategies

Long-TermPlanning

Strategic Planning

Cascade Targets

Allocate Resources

Forecasting Detailed Budgeting

Budgeting and Forecasting

Most Complete Suite of Performance Management Applications

Data Cleansing Consolidate

Internal Reporting &

Analysis

External Reporting & Compliance

Financial Close Process

#1

15

Market Leading & Comprehensive BI Applications

EPM Workspace

OLTP & ODSSystems

Data WarehouseData Mart

SAP, Oracle, Siebel,PeopleSoft, Custom

ExcelXML

BusinessProcess

OLAP

Fusion Middleware

Business Intelligence Foundation

Performance ManagementApplications Sales Svcs. Mktg. Order

Mgmt.

BI APPLICATIONS

SupplyChain HR FinanceContact

Center

16

Most Comprehensive Suite of Operational BI Applications

Travel& TransTravel

& TransAutoAuto Comms& MediaComms& Media

ComplexMfg

ComplexMfg

ConsumerSector

ConsumerSector EnergyEnergy Financial

ServicesFinancialServices

HighTechHighTech

Insurance& Health

Insurance& Health

LifeSciences

LifeSciences

Public SectorPublic Sector

Other Operational & Analytic Sources

Oracle BI Suite Enterprise Edition

Prebuilt adapters:

SalesService &Contact Center

MarketingOrder

Management& Fulfillment

Supply Chain Financials Human

Resources

PipelineAnalysis

TriangulatedForecasting

Sales Team Effectiveness

Up-sell / Cross-sell

Cycle TimeAnalysis

Lead Conversion

Employee Productivity

Compensation Analysis

HR Compliance Reporting

WorkforceProfile

TurnoverTrends

Return on Human Capital

A/R & A/PAnalysis

GL / BalanceSheet Analysis

Customer& Product

Profitability

P&L Analysis

ExpenseManagement

Cash FlowAnalysis

Supplier Performance

Spend Analysis

Procurement Cycle Times

Inventory Availability

EmployeeExpenses

BOM Analysis

OrderLinearity

Ordersvs. Available

Inventory

Cycle TimeAnalysis

BacklogAnalysis

FulfillmentStatus

CustomerReceivables

Campaign Scorecard

Response Rates

Product Propensity

Loyalty andAttrition

Market Basket Analysis

Campaign ROI

Churn Propensity

Customer Satisfaction

ResolutionRates

Service RepEffectiveness

Service CostAnalysis

ServiceTrends

17

Oracle BI Applications

Oracle BI Applications

Order Management& Fulfillment

SalesService &Contact Center

Marketing

Procurement & Supply ChainFinancials Human

Resources

Other Data SourcesIVR, ACD, CTI

HyperionMS Excel

Syndicated

Oracle BI Server

Common Enterprise Information Model

• Add insight to CRM and ERP applications

• Easy to adapt and extend• Tight integration with OLTP

systems• Works with existing IT

environment • Fast time to value; Low TCO• Over 1,000 customers

18

Pre-Built, Pre-Mapped, Pre-Packaged InsightsExample: Financial Analytics

Pre-built warehouse with more than 16 star-schemas designed for analysis and reporting on Financial Analytics

Pre-mapped metadata, including embedded best practice calculations and metrics for Financial, Executives & other Business Users.

1

2

3

4Pre-built ETL to extract data from hundreds of operational tables and load it into the DW, sourced from Oracle EBS, PeopleSoft Enterprise, SAP R/3, and other sources.

A “best practice” library of over 360 pre-built metrics, Intelligent Dashboards, 200+ Reports and alerts for CFO, Finance Controller, Financial Analyst, AR/AP Managers and Executives

• Presentation Layer• Logical Business

Model• Physical Sources

19

Build from Scratchwith Traditional BI Tools

Oracle BI Applications

Weeks or Months

Prebuilt Business Adapters for Oracle, PeopleSoft, Siebel, SAP, others

Prebuilt DW design, adapts to your EDW

Role-based dashboards and thousands of pre-defined metrics

Easy to use, easy to adapt

Back-end ETL andMapping

DW Design

Define Metrics& Dashboards

Back-end ETL andMapping

DW Design

Define Metrics& Dashboards

Training / Roll-out

Training / Rollout

Quarters or YearsSource: Patricia Seybold Research, Merrill Lynch, Oracle Analysis

Speeds Time To Value and Lowers TCOOracle BI Applications

Faster deploymentLower TCOAssured business value-based on best practices

20

Highly Scalable BI Foundation

EPM Workspace

OLTP & ODSSystems

Data WarehouseData Mart

SAP, Oracle, Siebel,PeopleSoft, Custom

ExcelXML

BusinessProcess

OLAP

Fusion Middleware

BI ApplicationsPerformance Management

Applications

BUSINESS INTELLIGENCE FOUNDATION

Essbase BI Server Predictive AnalyticsCommon Enterprise Information Model

21

Oracle BI Enterprise Edition PlusBest in Class, Business User Tools

• Integrated Security, User Management, Personalization• Multidimensional Calculation and Integration Engine• Intelligent Request Generation and Optimized Data Access Services

COMMON ENTERPRISE INFORMATION MODEL

OLTP & ODSSystems

Data WarehouseData Mart

SAP, Oracle, Siebel,PeopleSoft, Custom

ExcelXML

BusinessProcess

OLAP

EPM WORKSPACE

Ad-hoc Analysis

Interactive Dashboards Search Proactive

Detection & AlertsMS Office & Outlook

IntegrationDisconnected & Mobile Analytics

Reporting & Publishing

Desktop Gadgets

22

Essbase OLAP ServerFlexible, Powerful, Modeling Across Sources

• Extends BI into Advanced Analytics & Modeling

• Flexible business model definition

• Advanced calculation & integration engine

• Fast “speed-of-thought”calculation power

• Leading Excel user interface• Powerful Visual analysis• Mission critical scalability and

performance

Oracle BIEE Plus Presentation Services

Essbase Server

Native RDBMS• Oracle• SQL Server• DB2• Teradata

Multi-dimensional• Oracle OLAP• Microsoft• SAP BW

Other• XML• Excel• Text

• Optimized Multidimensional storage

• Over 300 analytic functions• Financial, Time and Calendar

intelligence• Trickle feed• Read/Write/Writeback• Enterprise scale

Office

23

EPM Workspace

OLTP & ODSSystems

Data WarehouseData Mart

SAP, Oracle, Siebel,PeopleSoft, Custom

ExcelXML

BusinessProcess

OLAP

Business Intelligence Foundation

BI ApplicationsPerformance Management

Applications

SOA

FUSION MIDDLEWARE

DataQuality

DataIntegration MDM Identity

ManagementContent

ManagementBusiness Process

Management

Optionally Leverage Fusion Middleware

24

Oracle KerberosiPlanetMSFT ADNovellCustom Others...

Oracle Data Integrator (Sunopsis)Oracle Warehouse BuilderInformaticaAscentialOthers...

Any JSR 168 Portal Oracle Data Mining, SPSS, SAS

Oracle EBS, Siebel, SAP, PeopleSoft, JD Edwards…

Excel, Outlook,Lotus Notes...

Oracle Enterprise Performance Management SystemOracle Business Intelligence Foundation

PORTALS DATA MINING APPLICATIONS DESKTOP TOOLS

SECURITY DATA ACCESS DATA INTEGRATION

Oracle RDBMSOracle OLAP OptionMicrosoft SQL ServerMicrosoft Analysis ServicesIBM DB2TeradataEssbaseSAP BWXML, Excel, Text

Hot-Pluggable with Existing IT Investments

25

Oracle’s EPM System

EPM WORKSPACE

OLTP & ODSSystems

Data WarehouseData Mart

SAP, Oracle, Siebel,PeopleSoft, Custom

ExcelXML

BusinessProcess

OLAP

Web AlertsOffice MobileDesktop Search

PERFORMANCE MANAGEMENT APPLICATIONS

StrategyManagement

BusinessPlanning

ProfitabilityManagement

FinancialReporting &Compliance

Svcs. Mktg. OrderMgmt.

BI APPLICATIONS

SupplyChain HR FinanceContact

Center

BUSINESS INTELLIGENCE FOUNDATION

Essbase BI Server Predictive AnalyticsCommon Enterprise Information Model

SOA

FUSION MIDDLEWARE

DataQuality

DataIntegration MDM Identity

ManagementContent

ManagementBusiness Process

Management

Sales

26

<Insert Picture Here>

Key Focus Products for theOracle BI Salesforce

-So you can align your sales efforts

- So you can invest appropriately

27

Oracle BI Sales Force’s Key Plays for FY08Customer Need Lead with …

Finance Hyperion FPM Applications

Operations Oracle BI Applications

Exte

nd Hyperion EssbaseEnterprise

Oracle BI SuiteEnterprise

Edition Plus

Data Integration Oracle Data Integrator

SMB Oracle BI Suite Standard Edition One

Solve Specific Business Need

Standardize and Simplify

BI Tools Infrastructure

28

Oracle BI Enterprise Edition Plus

• Key Messages• “Pervasive BI” – BI everywhere, and for every type of user• Hot Pluggable (Next Generation Architecture, leverages any existing DB,ETL, Front-ends)• Comprehensive (i.e. Functionally Complete, Built with best of breed components)

• Target Customers• Customers looking for Enterprise class BI (e.g. BI Consolidation, are reviewing other BI tools)• Heterogeneous technology environment customers• Any existing DW: Oracle, Teradata, IBM DB2, MS SQL Server etc• SAP Business Warehouse customers (70% of SAP sites)

• Pricing structure• 2 general approaches

• Suite price ($1.7k user/50 min or $255k/CPU)• Buy the BI Server, then add end-user components

• Oracle Data Integrator ETL can also be added as an extra priced option• Typically $30k-$1M+ after discounts

29

Oracle BI Suite Standard Edition OneBI for Small & Medium Businesses

Oracle DB SE One

Oracle BI Server

Ad hoc Analysis

Interactive Dashboards

Reporting & Publishing

OLTP & ODSSystems

DataWarehouseData Mart

SAP, OraclePeopleSoft, Siebel,

Custom Apps

FilesExcelXML

Oracle Warehouse Builder

• Complete BI system in a box

• Pre-integrated, single install

• Aggressive $1000/NUP

• Proven, leading BI solution

• Designed with business users in mind

• Ready to grow with your business

BENEFITS

FEATURES

30

Oracle BI Standard Edition One

• Key Messages• BI for the Small & Medium Business• Add sophistication as it’s needed. “Think BIG, but start small”• Enterprise quality technology for an SMB price

• Target Customers• SMB Profile• Departmental solutions within Enterprise Size accounts• Customers wanting to “experiment with Oracle BI” at low cost

• Pricing structure• Priced $1k per user; minimum 5, maximum 50. Some usage restrictions • Typical deals $3k-$40k after discounts

Oracle DB SE One

Oracle BI Server

Ad hoc Analysis

Interactive Dashboards

Reporting & Publishing

Oracle Warehouse Builder

31

Oracle BI Applications

• Key Messages• Adds BI intelligence to operational business processes • Lower cost approach, de-risks the project & leverages BI best practice• Fully extensible and customisable• Open to any data sources and ERP (Oracle and non-Oracle)

• Target Customers• Siebel Operational CRM• Oracle eBusiness suite • Customers with heterogeneous ERP, CRM, SCM environments

• Pricing structure• Component pricing for each subject module+ End users +ETL Tool + BI EE technology• Deals $200k-$2M+ after discounts

Travel& TransTravel

& TransAutoAuto

Comms& MediaComms& Media

ComplexMfg

ComplexMfg Consumer

SectorConsumer

Sector EnergyEnergy FinancialServices

FinancialServices High

TechHighTech Insurance

& HealthInsurance& Health Life

SciencesLife

Sciences Public Sector

Public Sector

Other Operational & Analytic SourcesOracle BI Suite Enterprise EditionPrebuilt adapters:

SalesService

&Contact Center

Marketing

Order Manage

ment&

Fulfillment

Supply Chain

Financials

HumanResour

ces

PipelineAnalysis

TriangulatedForecasting

Sales Team Effectiveness

Up-sell / Cross-sell

Cycle TimeAnalysis

Lead Conversion

Employee Productivity

Compensation Analysis

HR Compliance Reporting

WorkforceProfile

TurnoverTrends

Return on Human Capital

A/R & A/PAnalysis

GL / BalanceSheet Analysis

Customer& Product

Profitability

P&L Analysis

ExpenseManagement

Cash FlowAnalysis

Supplier Performance

Spend Analysis

Procurement Cycle Times

Inventory Availability

EmployeeExpenses

BOM Analysis

OrderLinearityOrders

vs. AvailableInventory

Cycle TimeAnalysis

BacklogAnalysis

FulfillmentStatus

CustomerReceivables

Campaign Scorecard

Response Rates

Product Propensity

Loyalty andAttrition

Market Basket Analysis

Campaign ROI

Churn Propensity

Customer Satisfaction

ResolutionRates

Service RepEffectiveness

Service CostAnalysis

ServiceTrends

32

Oracle Hyperion Essbase OLAP

• Key Messages• Extends a BI solution with analytical sophistication, speed-of-thought interactive analytics and

business scenario modelling • Like xls spreadsheets – only more powerful, and without the risk of fragmented data • Can be owned & managed by business analysts (low IT reliance)

• Target Customers• Extension to BI EE deals • Power users looking for analytical & modelling environment

• Pricing structure• Named users $2500 (minimum 25 users)• Or $160k per CPU (minimum 4 cpus) • Suite price ($1.7k user/50 min or $255k/CPU)• Typically $100k-$1m+ after discounts

33

Oracle Data IntegratorBased on Technology Foundation from

Data Movement and Transformation from Multiple Sources to Heterogeneous Targets

B E N E F I T D I F F E R E N T I A T O R

1 Best Performance Heterogeneous “E-LT”2 Productivity Declarative Design3 Real-time Integration Declarative CDC4 Hot-Pluggable Knowledge Modules

34

Oracle Data Integrator

• Key Messages• Warehouse Developer Productivity Tool - don’t manually code, use a declarative visual

development tool• Very good performance: leverages the scalability of target data warehouse database • Flexible: batch and real-time data integration supported and easily switched• Optimised for any target (through database specific “Knowledge Modules”)

• Target Customers• Any customer needing to build a DW – irrespective of DB technology• Cross-sell with a BI Enterprise Edition Technology Deal (but NOT with the BI applications)• Customer with a DW, but with data load performance problems or want to move to real-time DW• Any customer that mentions Service Oriented Architectures and Data integration together

• Pricing structure• 2 approaches

• Priced option to BI Enterprise Edition • Standalone price based #CPUs on target DW

• Typically $50k-$600k

35

Product Pricing & PackagingFurther details

• Partner Price lists accessible here• http://www.oracle.com/partners/sell/dist_agre/global/auth/pricetools.html

• 2 Key Documents• Global Price List

• Latest pricing by named users & CPUs• Minimum # licensing users• High-level license restrictions

• Price list Supplement• Details included product components for each license bundle• Further details on any license restrictions for included components

36

<Insert Picture Here>

Market Position -Market Shares

-Analyst Response & Comments

37Source: IDC Worldwide Business Analytics Software 2006 Vendor Shares – October 2007

Oracle is the largest vendor

in this marketplace

(size of bubble)Oracle has the highest market momentum (growth)

Oracle : Largest Player on Aggregate IDC - Business Analytics Market Map, 2006

Oracle has the broadest solution footprint in this marketplace

38

Oracle Positioned in Leaders Quadrants

Sources: Gartner, Inc., “Magic Quadrant for Business Intelligence Platforms, 2008” by James Richardson, Kurt Schlegel, Bill Hostmann, Neil McMurchy, 1st February 2008Gartner, Inc., “Magic Quadrant for CPM Suites, 2007 “ by Nigel Rayner, Neil Chandler, John E. VanDecker , 19 December 2007 Gartner, Inc., “Magic Quadrant for Data Warehouse Database Management Systems, 2007” by Donald Feinberg and Mark A. Beyer, 10 October 2007

CPM (PM) ApplicationsBI PlatformDW

Magic Quadrant Disclaimer: The Magic Quadrant is copyrighted by Gartner, Inc. and is reused with permission. The Magic Quadrant is a graphical representation of a marketplace at and for a specific time period. It depicts Gartner's analysis of how certain vendors measure against criteria for that marketplace, as defined by Gartner. Gartner does not endorse any vendor, product or service depicted in the Magic Quadrant, and does not advise technology users to select only those vendors placed in the "Leaders" quadrant. The Magic Quadrant is intended solely as a research tool, and is not meant to be a specific guide to action. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.

These Magic Quadrant graphics were published by Gartner, Inc. are part larger research notes and should be evaluated in the context of the entire reports. The Gartner reports are available upon request from Oracle.

39“Gartner Magic Quadrant for Business Intelligence Platforms, 1Q07”, Kurt Schlegel, Bill Hostmann, Andreas Bitterer, January 26, 2007

Gartner Views on Oracle’s BI Position- 2007Gartner Magic Quadrant for Business Intelligence Platforms,1Q07

Oracle moved into the Leaders Quadrant

“Large application & software infrastructure vendors significantly increased their focus and competitive strength in the BI platform market”

“We think that, over the next few years, Oracle's BI Suite Enterprise Edition and Oracle Analytic Applications will be adopted much more broadly..”

40

Gartner Views on Oracle’s BI Position- 2008Gartner Magic Quadrant for Business Intelligence Platforms, 2008

“Magic Quadrant for Business Intelligence Platforms, 2008” by James Richardson, Kurt Schlegel, Bill Hostmann, Neil McMurchy, 1st February 2008”

The combination of BI platform and analytic applications is one of the better sets of offerings available. Oracle has the potential to deliver operational & strategic BI capabilities, either standalone or embedded into applications.

Customer feedback on OBIEE is positiveoverall, based on its proven usage in larger enterprise wide deployments.

The strength of the Essbase OLAP engine & Hyperion's Microsoft Office integration capability help improve Oracle's BI reach

41

<Insert Picture Here>

BI Introduction & Overall Positioning- Summary

BI is now a strategic focus for Oracle, with a correspondingly large salesforceThe EPM product family components (i.e. BI Tools & Applications) are proven, high quality, and competitively successful productsOne of Oracle’s competitive differentiators is its broad solution footprint

Spanning traditional BI Tools, BI Applications and Performance ManagementStrongly integrated into ERP, CRM & Technology infrastructure

Our BI Go-to-market goals rely on Partner enablement and support

42

Questions