Oracle ATG    Nicola Donatiello    CRM Principal Sales Consultant1    Copyright © 2012, Oracle and/or its affiliates. All ...
Safe Harbor Statement    The following is intended to outline our general product    direction. It is intended for informa...
Oracle ATG3   Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
Agenda        • Market Evolution        • What’s ATG                       • Web Commerce                       • Optimiza...
Agenda        • Market Evolution        • What’s ATG                       • Web Commerce                       • Optimiza...
Rapidly Changing Environment               Consumer                                                         Business      ...
Today’s Shopping Journey Has Many Touchpoints       CRM Is Not Well Leveraged                                Search       ...
Agenda        • Market Evolution        • What’s ATG                       • Web Commerce                       • Optimiza...
Customer Engagement Platform                                    Experience             Customer Experience                ...
Customer Engagement Platform                                                                    Customer-Facing Channels  ...
Customer Engagement Platform > ATG                                                              Off-line            Email ...
Oracle ATG Web Commerce Suite                                                                                    Oracle Sa...
Agenda         • Market Evolution         • What’s ATG                        • Web Commerce                        • Opti...
Oracle ATG Web Commerce     Market-leading e-Commerce     Benefits     • Support variety of site types including B2C, B2B,...
Oracle ATG Web Commerce      B2C Commerce Features      Market-leading B2C e-commerce       application – drives a relevan...
Oracle ATG Web Commerce      B2B Commerce Features  B2B e-commerce platform that   inherits all of the best-of-breedcapabi...
Oracle ATG Web Commerce     Commerce Reference StoreBenefits• Rapidly implement a best-in-class shopping site• Reduce impl...
Oracle ATG Web Commerce Merchandising     Merchant Inspired, Multi-Site ManagementBenefits• Perform all essential web merc...
Multi-Site Commerce  Separate                                      Unaffiliated                      Country            Af...
What Is Personalization?                                                         Interactions                Rules, Scenar...
Four Ways to Manage the Experience     Explicit Rule-Based                                                   Scenario Driv...
Oracle ATG Web Commerce Search     Integrated Search, Personalization & Faceted Navigation     Benefits     •      Quickly...
Oracle ATG Web Commerce Service Center     Common View of Customers, Orders & InteractionsBenefits• Deliver high quality s...
Oracle ATG Web Commerce Merchandising   Business Control Center FeaturesBusiness User Management Console    – all online s...
Oracle ATG Web Commerce Business Intelligence    Integrated datamart and reportingcapabilities to monitor/analyze commerce...
Agenda         • Market Evolution         • What’s ATG                        • Web Commerce                        • Opti...
ATG Live Help OD Solution         Mobile Sites &                                                                          ...
How Live Help Works                                                                              ATG Live HelpOnline Visit...
How Live Help Works2       Intelligent engagement          engine monitors live          visitor behavior and        displ...
How Live Help Works                                                                                        Visitor accepts...
How Live Help Works                                                                                                    4  ...
How Live Help Works                  Browser Data                  Customer Data                                          ...
How Live Help Works                      Browser Data                      Customer Data                                  ...
Oracle Recommendations On Demand         Online Merchandising - OptimizedOptimize cross-channel merchandising bypredicting...
What is ATG Recommendations?On Demand, Automated Product Recommendations:                            ►                    ...
Agenda         • Market Evolution         • What’s ATG                        • Web Commerce                        • Opti...
Top Analysts Rate Oracle/ATG a Leader     Gartner Magic Quadrant for                                             Forrester...
Top Analysts Rate Oracle/ATG a Leader: Gartner     2011                                                                   ...
Internet Retailer Top 500 Stats                                                                                      Top  ...
ATG Customer References                                                           Selected Oracle ATG Web Commerce Custome...
Agenda         • Market Evolution         • What’s ATG                        • Web Commerce                        • Opti...
ATG Architecture44   Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
ATG / Siebel           Product & Positioning SynergiesSiebel                                                              ...
Siebel / ATG Integration Plan                     Phase 1                                                                 ...
Siebel-ATG Commerce Use Cases                   Key Touch Points                                                          ...
49   Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
50   Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
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Oracle Sales & Marketing Summit - e-commerce

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Oracle Sales & Marketing Summit - e-commerce

  1. 1. Oracle ATG Nicola Donatiello CRM Principal Sales Consultant1 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  2. 2. Safe Harbor Statement 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 Oracle’s products remains at the sole discretion of Oracle.2 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  3. 3. Oracle ATG3 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  4. 4. Agenda • Market Evolution • What’s ATG • Web Commerce • Optimization Services • Analyst Proof • Architecture Pitch4 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  5. 5. Agenda • Market Evolution • What’s ATG • Web Commerce • Optimization Services • Analyst Proof • Architecture Pitch5 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  6. 6. Rapidly Changing Environment Consumer Business Infrastructure Power Change Potential Connected Introducing Channels, Advanced UIs, rich Social Brands and Countries media Informed Customer-centric Composite apps, SaaS Shops Anywhere Unified cross-channel Context-aware selling computing Multi Device6 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  7. 7. Today’s Shopping Journey Has Many Touchpoints CRM Is Not Well Leveraged Search Product Buy Web Follow on Info Online Purchase Paper Media Browse (Catalog) Catalog Call forContact Center Chat Accessory Information Email Email Confirmation Review & Like Social Check Reviews Check Tweet Save to Delivery Mobile Wishlist Status Competitive Price In-Store In-Store In-Store Comparison Demo Pickup Research Shop Buy Pickup Service 7 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  8. 8. Agenda • Market Evolution • What’s ATG • Web Commerce • Optimization Services • Analyst Proof • Architecture Pitch8 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  9. 9. Customer Engagement Platform Experience Customer Experience Orchestration Process Orchestration Data Management Functional Components Functional Components Data Management
  10. 10. Customer Engagement Platform Customer-Facing Channels Experience Off-line On-line Experience UI / Portal Web Application Security | Process Management | Intelligence Security | Process Management | Intelligence Security | Process Management | Intelligence Security | Process Management | Intelligence Content Design Framework Design Orchestration Adaptive, Real-Time Decisioning Data Management Functional Components Sentiment Knowledge Commerce Self Service Time Industry eBusiness CRM Other Applications Applications Applications Applications Data Data Data Management Storage
  11. 11. Customer Engagement Platform > ATG Off-line Email Mobile Web Call Center Kiosk POS Bar-Scan Tablet Experience Consumer-Facing Channels (Oracle | Custom | 3rd Party) Web Experience Management eCommerce / Self Service Collab Social Security (IDM) Cart eBilling ADF JSP Social Gadgets Search Other Other JDev Eclipse Fatwire Mobile Endeca ATG Artefacts Other Artefacts Portal Framework Orchestration Content ECM Real Time Decisioning Platform (RTD) M / Searchandizing Live Help Processes (BPM) Connect Knowledge Self Service ATG Commerce Data Management Functional Components Social Media InQuira ATG Optimization Rightnow Listen Community Personalization Recommendation Community Industry... Finance Orders Marketing Loyalty Service Sales Custom 3rd Party Other Apps E-Business Suite Siebel CRM Other Applications B I Platform (OBI-EE)Key Coherence (Option) Oracle Products Siebel DWH & Other Apps Product & Partner / 3rd Party EBS OLTP Other Sources OLTP Customer HUB Recently Acquired “Big Data” various adaptors Master Data Management (MDM)
  12. 12. Oracle ATG Web Commerce Suite Oracle SaaS Services For any website or commerce platform, ATG or otherwise Live Help Recommendations Call Chat Co-browse eMail Products ATG Web Commerce Applications Reference Applications Business REST Web Services Commerce Experience Business Merchandising Service Management Intelligence Commerce Platform Catalogs and Personalization Commerce Search Site Management Transactions Engine12 Copyright © 2012, Oracle and/or its affiliates. All rights reserved. 12
  13. 13. Agenda • Market Evolution • What’s ATG • Web Commerce • Optimization Services • Analyst Proof • Architecture Pitch13 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  14. 14. Oracle ATG Web Commerce Market-leading e-Commerce Benefits • Support variety of site types including B2C, B2B, mobile, brand & country • Share infrastructure and content • Increase conversions and loyalty • Increase order sizes • Re-capture lost sales Key Features • Core e-commerce capabilities including catalog management, Pricing, promotions and order engines • Coupons, discounts, gift certs, wish lists • Abandoned cart recovery • Payment and tax connectors • Rule-based content targeting including personalized recommendations, offers, information, cross-sells, up- sells, promotions14 Copyright © 2012, Oracle and/or its affiliates. All rights reserved. 14
  15. 15. Oracle ATG Web Commerce B2C Commerce Features Market-leading B2C e-commerce application – drives a relevant, personalized shopping experienceBenefits Key Features Increase conversions and loyalty with a personalized, Core e-commerce capabilities including rich media catalog consistent customer experience – present the right products to the management right people at the right time Pricing and order engines Increase order sizes with personalized cross-sells/up-sells Scheduled orders Re-capture lost sales via shopping cart abandonment tracking Coupons, discounts, gift certs, wish lists Product comparisons Dynamic search and navigation Abandoned cart recovery Payment and tax connectors 15 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  16. 16. Oracle ATG Web Commerce B2B Commerce Features B2B e-commerce platform that inherits all of the best-of-breedcapabilities of ATG’s B2C e-commerce solutionBenefits Key Features Enable better collaborative e-commerce processes Organizational hierarchies among many selling partners, suppliers, and end Contract-based pricing/product catalogs business customers Purchase lists and order restriction Leverage one common platform for multiple B2B Approval workflow and B2C customer segments that can scale to support Purchase orders and requisitions expected growth Line item independence: cost centers, multiple Present personalized products, content and shipping/billing addresses promotions to retail and business customer segments 16 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  17. 17. Oracle ATG Web Commerce Commerce Reference StoreBenefits• Rapidly implement a best-in-class shopping site• Reduce implementation costs• Fully leverage ATG Personalization and Multi-Site capabilitiesKey Features• Shopping cart, checkout process• Manage catalog, pricing, promotions• Shipping, tax and payment processing• Multisite, multi-brand and international support• Search Engine Optimization• Personalized with sample segments and pages of targeted content• Agent-assisted sales with integrated CSC and Click to Call17 Copyright © 2012, Oracle and/or its affiliates. All rights reserved. 17
  18. 18. Oracle ATG Web Commerce Merchandising Merchant Inspired, Multi-Site ManagementBenefits• Perform all essential web merchandising operations in single environment• Dynamically manage all sites and the full customer experience• Streamline common tasks and simplify promotions management• Optimize search for merchandising• Ensure proper review/approval processesKey Features• Feature rich, multi-site catalog management• Streamlined work environment with split-screens• Pricing and promotion management• Dynamic, in-context preview• Faceted search management• Best practices and custom workflows for content change review and approval process• Support for multi-lingual catalogs18 Copyright © 2012, Oracle and/or its affiliates. All rights reserved. 18
  19. 19. Multi-Site Commerce Separate Unaffiliated Country Affiliated Microsites Sites Sites Stores Sites neighbors in-laws twins raised apart sisters parent & child kodak.fr,ATG OnDemand nike.com & kodak.uk, turbotax.com & Lance Nikestore, colehaan.com kodak.ca quicken.com NikeiD, Nikelabneimanmarcus.com ae.com & Sephora.fr, ae.com, aerie.com& juicycouture.com martin+osa sephora.it, & 77kids.com sephora.plsephora.com & Shared Shared Shared Shared SharedSephora Int’l Codebase Merch instance Brand Brand Brand Separate Merch instance Merch instance Merch instance Integrations Codebase Brand Integrations Codebase Codebase Codebase Merch instance Profiles Integrations Integrations Separate Profiles Profiles Profiles Brand Separate Orders Orders Orders Profiles Integrations Session Orders Separate Session Orders Session Session Session Separate Catalog Catalog Catalog Catalog Catalog Content Content Content Content Content 19 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  20. 20. What Is Personalization? Interactions Rules, Scenario CUSTOMER Engine, Predictive CONTENT Analytics Segmentation Products, Offers & Personas & Information Personalization Contact Mobile Web In-Store Catalog eMail Social Center Device The right content to the right people through the right channel at the right time.21 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  21. 21. Four Ways to Manage the Experience Explicit Rule-Based Scenario Driven Implicit Rule-based Automated Adaptive Scenario Engine Adaptive Scenario Engine Adaptive Scenario Engine Predictive Targeting Engine Basic Rules Event-based Dynamic Rules EngineProfile settings Customer “state” Session behavior Many data inputsAccount information Event-based Pages clicked Dozens of attributes includingSegment Current state drives content Categories Viewed ProfilePersonal preferences State based on activity hx Shopping cart contents SessionLocation Web form entries Behaviour and historyLanguage Search termsDevice 22 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  22. 22. Oracle ATG Web Commerce Search Integrated Search, Personalization & Faceted Navigation Benefits • Quickly connect shoppers with the products they are looking for • Enable business owners to optimize the presentation of search results • Provide more accurate results with natural language processing • Offer shoppers multiple browsing and sorting options Key Features • Guided navigation with contextual facets • Intuitive management UI with search test and inspection capabilities • Type-ahead keyword search • Natural language processing, including thesaurus24 Copyright © 2012, Oracle and/or its affiliates. All rights reserved. 24
  23. 23. Oracle ATG Web Commerce Service Center Common View of Customers, Orders & InteractionsBenefits• Deliver high quality service• Increase conversions, order size, and customer retention• Provide a consistent brand experience across self and assisted service channels• Gain single view of customerKey Features• Order history, creation & modification• Visibility of shopper’s active carts, gift & wish lists• Personalized offer management• Incident management in single environment• Returns, exchanges, replacements & refund handling• Customer profile management• Set agent limits and approval workflows25 Copyright © 2012, Oracle and/or its affiliates. All rights reserved. 25
  24. 24. Oracle ATG Web Commerce Merchandising Business Control Center FeaturesBusiness User Management Console – all online store management applications integrated into one business-oriented user interfaceBenefits Key Features Empower marketers and merchandisers to directly Business-user-friendly UI manage all aspects of the e-commerce site, including Built to handle large product sets catalogs, pricing, promotions, search facets, campaigns Single interface to manage: and reporting Merchandising activities Enhance business agility, by giving business users the Personalization tools to quickly make their own updates, rather than relying User and customer segments on IT Targeted content & Search Inform your business users with the reporting tools that Access to reporting/analytics activities help them make business decisions with real time data Access to executive dashboards 26
  25. 25. Oracle ATG Web Commerce Business Intelligence Integrated datamart and reportingcapabilities to monitor/analyze commerce and customer care – Combines data from ATG product suite and other sources to give you insight into your business Benefits Key Features Easily monitor e-commerce results to speed and improve Executive and department dashboard decision-making Gain access to key business reports including total visits Configurable standard report formats and total page views Ad-hoc query and report building tools for Empower business users with easy-to-use interface that customizing reports supports ad-hoc queries and report creation Web analytics tools report on site activity Combine data from a wide range of applications, from ATGs e-commerce and service suite to third-party CRM, Business metrics include conversions, demographic ERP or POS systems data, customer search insights 27
  26. 26. Agenda • Market Evolution • What’s ATG • Web Commerce • Optimization Services • Analyst Proof • Architecture Pitch28 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  27. 27. ATG Live Help OD Solution Mobile Sites & E-Mail & Online Web Site Apps Marketing Channels Mobile API JavaScript API Email & Static Web Links Call Chat Email Content Optimization Live Help Agent Console Live Help Engagement & Analytics Engine Live Help Links, Routing, Queuing, Exit Surveys Live Help Account, Department, Agent Management Live Help Reporting & Analytics Web-Based Services29 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  28. 28. How Live Help Works ATG Live HelpOnline Visitor Customer Service 1 decides where and when Business manager Business Tools & Reporting Agent to offer reactive help (persistent invitations) vs. proactive help (rules- based invitations) Business Manager 30 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  29. 29. How Live Help Works2 Intelligent engagement engine monitors live visitor behavior and displays persistent and proactive live help invitations based on rules and agent availability. ATG Live Help Online Visitor Customer Service Business Tools & Reporting Agent Business Manager 31 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  30. 30. How Live Help Works Visitor accepts 3 invitation and is connected with agent via live chat or voice (no waiting). ATG Live HelpOnline Visitor Customer Service Business Tools & Reporting Agent Business Manager 32 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  31. 31. How Live Help Works 4 Visitor’s live Web context is passed to agent and matched with existing CRM records, enabling agent to personalize interactions, up-sell and cross-sell, and reduce handle times. Browser Data Customer Data ATG Live Help KM CRMOnline Visitor Customer Service Business Tools & Reporting Agent Business Manager 33 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  32. 32. How Live Help Works Browser Data Customer Data ATG Live Help KM CRMOnline Visitor Customer Service Agent Business Tools & Reporting 5 Agent uses suggested responses, page push and co-browse to maximize sales opportunities and minimize handle times. Business managers Business Manager monitor live agent performance and utilization. 34 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  33. 33. How Live Help Works Browser Data Customer Data ATG Live Help KM CRM Online Visitor Customer Service6 Transaction data, web Business Tools & Reporting Agent session data and survey data are captured dynamically to calculate revenue lift. Business Manager 35 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  34. 34. Oracle Recommendations On Demand Online Merchandising - OptimizedOptimize cross-channel merchandising bypredicting shoppers’ intent in each visit and automatically recommending the most relevant, profitable products from your online catalog. Benefits: Key Capabilities:• Increases revenue-per-visitor by lifting conversion • Optimizes cross-sells, up-sells, product recommendations rates and average order size and other online merchandising displays in any online channel• Lifts conversion rates 100-400% and average order values 10-40% when shoppers interact with • Relevancy model uses more real-time data than other recommended products solutions• Increase engagement and repeat purchases by • Automate and personalized merchandising under your personalizing the return visit experience control with customizable rules 36 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  35. 35. What is ATG Recommendations?On Demand, Automated Product Recommendations: ► Learns and adapts with every click ► Predicts buying intent in each session ► Displays personalized product recommendations in any online channel37 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  36. 36. Agenda • Market Evolution • What’s ATG • Web Commerce • Optimization Services • Analyst Proof • Architecture Pitch38 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  37. 37. Top Analysts Rate Oracle/ATG a Leader Gartner Magic Quadrant for Forrester Wave: B2C eCommerce e-Commerce, Q2 2010 Platforms, Q4 201039 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  38. 38. Top Analysts Rate Oracle/ATG a Leader: Gartner 2011 Gartner Magic Quadrant for e-Commerce, Q4 201140 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  39. 39. Internet Retailer Top 500 Stats Top Top Top Top Top 100 200 300 400 500 2008 2010 Online Revenue >$150M >$50M >$25M >$15M >$10M ATG 12 17 3 9 2 34 43 IBM WebSphere 13 7 6 1 30 27 GSI Commerce 3 7 5 6 9 30 30 Escalate Retail 4 7 5 4 3 19 21 Fry 3 6 6 1 17 16 Microsoft 1 5 3 1 2 11 12 Demandware 1 1 5 1 1 8 9 MarketLive 1 2 2 1 7 6 Intershop 1 2 1 Hybris 1 1 2 iCongo 1 1 1 source: Internet Retailer Top 500 201041 Copyright © 2012, Oracle and/or its affiliates. All rights reserved. © 2011 Oracle Corporation – Proprietary and Confidential
  40. 40. ATG Customer References Selected Oracle ATG Web Commerce Customers Selected Oracle Live Help and Recommendations Customers Selected Customers using Total Solution42 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  41. 41. Agenda • Market Evolution • What’s ATG • Web Commerce • Optimization Services • Analyst Proof • Architecture Pitch43 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  42. 42. ATG Architecture44 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  43. 43. ATG / Siebel Product & Positioning SynergiesSiebel ATG Master of sales definition of Product and Personalized customer facing user Subscription Services experience • Product attributes and structure • Recommendation • Pricing & promotional bundles • Personalization • Eligibility, compatibility and other constraints • Search Merchandising • Pricing and discount policies Online or Customer facing order capture Master of customer information Channel specific UI enrichment, including Employee and Partner facing order capture Multi-site management Enterprise Order Hub Dynamic preview, site QA, online publishing Responsible for channel specific integration such as web analytics, product ratings/reviews 45 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  44. 44. Siebel / ATG Integration Plan Phase 1 Phase 2 Phase 3Support Commerce Core – Support Commerce Core – Product Support Commerce AdvancedCustomer Integration and Shopping Cart Integration Integration Customer Mapping and Integration Product Mapping and Integration Eligibility and Compatibility • Account and Profile • Product Description incl. Translation Dynamic Pricing (Service) • Contact and User • Product Class and Attribute Check-out – Related entities and services • Address • Product Structure • Product Promotions • Partial Shopping Carts • Catalog and Category • Updates to Customer Profile for Billing Available now at • Product Line Edit Bundled Promotions • Price List http://support.oracle.com Asset Based Ordering – Modify, Upgrade (Search for ATG Siebel Integration) Shopping Cart Mapping to Siebel Order and Apply Configurator - Service View Assets 47 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  45. 45. Siebel-ATG Commerce Use Cases Key Touch Points Siebel CRM ATG • Product Specification (description, images…) • Product Specification (description, images…) • Product Catalog • Product Catalog • Product Class and Attributes • Product Class and AttributesDesign-time • Price List • Price List • Constraints and UI Definition • Eligibility and Compatibility • Offer Presentment • Promotions (Marketing Offers/Bundles and Loyalty) • Browse Catalog and Product Search • Recommendation • Pricing and Discounts • Discount Policies • Order Validation • Account and Profile Management • Account and Profile Management • Shopping Cart (Quote/Order) • Shopping Cart (Quote/Order) • Shipping Detail • Shipping Detail • Payment Detail • Payment Detail Run-time • Order Status • Order Status • Contact On Demand • Click-to-Call/Click-to-Chat • Asset Based Ordering and Supplemental Orders • Advanced Order Capture • B2B Commerce: Contract Management &Bulk Orders Batch Integration Real-time Integration 48 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  46. 46. 49 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
  47. 47. 50 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
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