Oracle Database appliance - Value proposition Webcast

<Insert Picture Here>Database Partner Activation PlanOracle Database Appliance Value PropositionECEMEA A&C Partner Business Development

The Oracle Database 11g Value PropositionImproved levels of service and agility at lower cost Simplified Database Improved Security & Improve performance Management Compliance by at least 10x Raise DBA productivity at least 2x Reduce storage costs Reduce time & cost of Eliminate downtime & by factor of 10x application unused redundancy Reduce server costs Development & by factor of 5x Deployment Oracle Database 11g R2 Reduced upgrade costs by a factor of 4x Considerably simplify your software portfolio Key enabler for shared computing and/or SaaS delivery model

The Oracle Database 11g Value PropositionImproved levels of service and agility at lower cost Reduce server costs • by factor of 5x Improve performance • by at least 10x Reduce storage costs • by factor of 10x Downtime & unused redundancy • Eliminate Simplify your software portfolio • Considerably Raise DBA productivity • by at least 2x Reduce upgrade costs • by a factor of 4x Lowering IT Costs

Database Options Value PropositionImproved levels of service and agility at lower cost Performance & Security Manageability Availability Consolidation Cloud Management Governance, Risk Management and Compliance Data Warehousing Lifecycle Management Extreme Performance Quality Maximum Management Internal and Availability External Threats Storage Performance Optimization Management

Oracle Stack

Enterprise Stack

Oracle Exadata Database MachineOracle’s strategic database platform Best for Database Consolidation Best for Data Best for Warehousing OLTP

Oracle Exadata Database MachineBest Machine for … “Oracle Exadata can return query results over 20 times faster, enabling better business decisions while simplifying and reducing data warehousing costs by up to 70%.” “Oracle Exadata delivers a 10x or greater storage performance improvement while reducing the total lifecycle cost of managed storage by up to 90%”

Do you have customers that

Extreme Simplicity

Enterprise Stack

Agenda- What is the Oracle Database Appliance ? - What is it’s importance in Oracle Strategy - What business problem it addresses (Value Drivers)- The Oracle Database Appliance Value Proposition - Where, When and How to Position - What kind of business partners can build around it - What competitive advantage partners get from it- Partner Support and Resources

Customer’s challenges in highly availabilityplatform? Plug-n-Go Complexity Plug the power & network Multiple components to integrate One Button Install Sub-capacity Pricing High bar for CAPEX and OPEX Start low… Pay as you grow Oracle engineered HA platform Critical systemsbuilding & High risk availability Business success HA Cluster Database Simple Quick Complete Affordable System in a single box Power of Oracle engineered for Extreme Simplicity

Oracle Database ApplianceBest System for … Reducing Cost Reducing Reducing Complexity RiskThe Power of Oracle’s Highly Available Database engineered for

Oracle Database ApplianceSolution – Hardware: Cluster in a Box FRONT VIEW  4-Rack Unit Chassis  Shared Disk – 20 x 600GB: 12TB RAW, 4 TB usable – 4 x 73GB: 292 GB Solid State Storage (Flash Disks) for redo logs  2 x dual-socket Server Nodes – X86 Intel Xeon processor (X5675) – 2x 12: 24 cores - enabled on demand REAR VIEW – 2 x 96:192 GB main memory  Networking – Redundant 1Gb internal private network – Supports 1Gb and 10Gb public networks  RAS features – Redundant power and cooling – Hot-serviceable components – Triple-mirrored storage

Oracle Database ApplianceSolution – Software: Full Oracle Stack• Oracle Linux• Oracle 11gR2 Database EE – RAC or RAC One Node – DB EE Option up-sell• Oracle Grid Infrastructure 11g Release 2 – Oracle Clusterware – Oracle Automatic Storage Management (ASM)• Oracle Enterprise Manager Database Control• Oracle Appliance Manager software – Oracle Automatic Service Requests (Phone home) – One Button Automation for Provisioning, Patching, Diagnostics, and Storage Management

Oracle Database ApplianceRapidly Deploy a Database ClusterAppliance Manager Software – Plug in the power – Plug in the network – Wizard-driven install Single Instance (Oracle Database Enterprise Edition) • Runs on one node • Automatic restart Active – Passive (RAC One Node) • Runs on one node • Passive failover on failure Active – Active Cluster database (RAC) • Active failover on failure • Load balancing

Easy to Deploy, Manage, and Maintain Reduced Installation and Administration Effort Installation Expertise Optimization Expertise Network Administration Savings Time Cost Storage Administration System Administration Database Oracle Appliance Administration Manager Build Your Own Oracle Database Appliance© 2011 Oracle Corporation

Oracle Database ApplianceSimplicity Equals Savings Dell/HP Build Your Own Database Labor Savings Labor Requirements Appliance (OPEX) Over 3 YearsInitial Sizing, ordering, researching Order $13,860Deployment best practices, assembling, Database installing, patching, Appliance configuring, testing unique and run one configuration, resolving command issuesMaintenance Research patch Run one $41,160 dependencies, locate Command patches, test unique configurationSupport Troubleshoot configuration Run one $12,600 with support, locate log files, Command file SR ~ 70K OPEX savings per system

Oracle Database ApplianceSystem Pricing• Hardware $50,000 List Discount category U - maximum 30% discount• Software Standard Database licensing applies Sub-Capacity Licensing Customers may choose to enable and license from a minimum of 4 Cores to a maximum of 24 Cores Customers & Oracle can both audit how many cores the customer is & has actually been using including high water-mark

Oracle Database Appliance ‘Pay-as-you-Grow’ Database Licensing• Purchase single hardware configuration• Start with minimum of 2 processor core licenses• Scale to maximum of 24 processor core licenses• No hardware upgrades required• License database software just for the cores you enable Oracle DB EE Oracle High Standalone Availability  

Oracle Database Appliance Low Entry Cost To High Availability HP Oracle Database Appliance• 24 processor cores • 24 processor cores• Manual configuration & installation • One-button configuration & installation• Multiple-vendor support contracts • Single-vendor support contract• Minimum 24 processor core licenses • Minimum 2 processor core licenses

HW CAPEX Savings HP Dell Oracle Database ApplianceSystem 2 x DL 380 2 x R710 Single SKUConfiguration G7 & P2000 MD 32000 & storage array MD 1200 storage arrayList Price $ 52,026 $ 48,404 $ 50,000Street Price $ 40,580 $ 39,691 $ 35K – 40K hardware CAPEX is a wash

Software CAPEX Savings HP Dell Oracle Database ApplianceSystem 2 x DL 380 2 x R710 Single SKUConfiguration G7 & P2000 MD 32000 & storage array MD 1200 storage arrayList Price $ 896,000 $ 896,000 $ 191K – 896KStreet Price $ 543K* $ 543K* $ 119K* – 543K* * assume EE + RAC at 40% sw discountsubcapacity pricing can result in significant software savings

Oracle Database Appliance Pay As You Grow for Oracle DB EE High – 12 Cores HIGHER ACTIVATE 4 Additional Medium – 8 Cores Cores ACTIVATE 4 Additional Total DB LicensePerformance Small – 4 Cores Cores $285K Total DB License No Additional Hardware 4 Cores Active $ 190K or Services Required DB License $95K No Additional Hardware Hardware $50K or Services Required Automated License Expansion Installation & Setup Capacity HIGHER

Oracle Database Appliance Pay As You Grow for High Availability High – 24 Cores HIGHER ACTIVATE 12 Additional Medium – 16 Cores Cores ACTIVATE 12 Additional With High Availability Small – 4 CoresPerformance Cores Total DB + RAC License 4 Cores Active High Availability $846K High Availability Total DB + RAC License No Additional Hardware $ 564K or Services Required DB + RAC License $141K No Additional Hardware Hardware $50K or Services Required Automated License Expansion Installation & Setup Capacity HIGHER

Value Proposition Simple High Availability Database• Easy to Implement – One Box: server, storage, networking – One Button Install of SW• Easy to manage & maintain – One button patching – Self-managing storage – Auto-detects and auto-corrects• Easy to diagnose and support – Automated Service Request filing (phone home) – Relevant logs gathered and packaged for support

Oracle DB ApplianceFor Partners

Oracle Database ApplianceValue Proposition Key questions Useful Battle Resources cards ODA Products References mapping Learning Path

KEY BUSINESS REQUIREMENTS Standardization in Order to Reduce Complexity Consolidation and Rationalization Hardware Refresh Scale and Grow Without Impact Cost of Monitoring, Maintaining, and Supporting the IT Infrastructure

Key Questions – Oracle Database Appliance What challenges are you facing with your current Database systems? •Describe how you select, deploy, and support your database environments. How many people/resources are required? •Describe any platform standardization efforts and why you consider these to be important. •Describe any near term hardware refresh plans. Head of DBAs •Describe any difficulties dealing (implementation, management, support, etc…) with multi-and Development vendor solutions. • What will be the impact to your business if the systems are down because of hardware failure? • Are your Database systems aging? Do you have any plans to upgrade these environments? • In regards to your databases and related applications - describe the current service levels (formal or informal) set by the business. How often and why are they breeched? • Is it difficult to get approval for new budgets when you need to grow infrastructure? • Do you find that your administrators are stretched to cover knowledge domains they weren’t trained in? •Have you planned new projects such as DR or Data Warehouse environments but haven’t had the time and resources to make it happen? Architect • Describe your perception of how timely IT is at delivering new business applications especially when a database is required. •Is platform standardization important in your organization? Describe why it is important. •How do IT upgrades and outages impact your business and applications? How often do outages occur? •How does the use of multiple platform vendors impact your business and applications? •Describe you perceptions of ITs ability to support your database/applications environment. CxOs Describe your perceptions of database skills that IT possesses.Business people • What would be the impact to your company? Are you able to put a dollar cost on the impact of 1 hour’s downtime during core business hours.

PAIN POINTS CxO/LOB • Inability to quickly gain access to new or upgrade existing business applications and responding to changing business needs. • Too many applications and systems that don’t function with each other, reducing agility • IT is seen as a business inhibitor not as an asset • Dealing with an IT culture that defends why they can’t do something instead of enabling the business • Too much of the IT budget is spent maintaining the status quo and not innovating IT Director • Difficulty finding skilled database experts • Finger–pointing among server and software vendors • Time and expense of custom configurations and integration as the business changes and grows • Spends too much time maintaining current environment, need to know too much in order to maintain the IT environment properly • Aging hardware that needs to be refreshed.

Primary Business OpportunitiesSell Oracle DB Appliance • Lower the bar for required IT skills as a simple, affordable, • Lower the cost of running an HA system – CAPEX and OPEXlow risk high availability • Lower the risk associated with building/running HA databases database systemSell Oracle DB Appliance • Customers have a built-in growth capability from 2 to 24 as a pay-as-you-grow cores database system • Customers can pay (for software) only for the cores they needSell Oracle DB Appliance as a consolidation • Minimize underutilized servers platform for running • Better departmental consolidation than VMWare many small databases

Oracle Database Appliance Sales Play #1 Simple, Pay As You Grow Database System • Target: Oracle Database installed base • Use cases: – HW refresh of competitive systems 2010 Database Market Share Other • How to win: 14% – Sub-capacity licensing provides Microsoft Oracle 20% lowest cost entry point for 45% Oracle Database, easy mapping to budgets and budget cycles – Opportunity for RAC/RAC One Node IBM 21% upgrades IDC 2011 • Partner services: – Upgrade, data migration, consolidation© 2011 Oracle Corporation – Proprietary and Confidential: Authorized Partners Only

Oracle Database Appliance Sales Play #2 Simple High Availability Database • Target: Oracle Database installed base • Use cases: – Databases that should be HA, but aren’t – Databases with 3rd party cluster solutions – Align with upgrade or HW refresh cycles • How to win: – Easy of deployment, maintenance, support – Lowest cost entry-level HA Oracle Database • Partner services: – Architecture/blueprint/strategy, upgrades, migrations, HW refresh/consolidation© 2011 Oracle Corporation – Proprietary and Confidential: Authorized Partners Only

Oracle Unbreakable Database Appliance Sales Play #3: New Application Deployments • Target: Micros, AGFA (MPAX), – New mid-market accounts INFOR, AMDOCS – Oracle Database installed base (ChangingWorlds), SunGard Higher Ed (Banner), • Use cases: Intergraph (GeoMedia), – Mid-market or vertical focused apps Alcatel-Lucent, Ericsson, Pyro (with high cost of downtime) Networks Pvt. Ltd., Neusoft – New deployments or refresh Corporation, Huawei Technologies Co. Ltd, Eserv • How to win: Global, GEMALTO, Smartsoft, – Ease of deployment, maintenance, Samsung SDS, ABB, Kingdee Software(China), Cisco support Systems, Accanto (Italy) – Lowest initial acquisition cost • Partner services: – Architecture/blueprint/strategy© 2011 Oracle Corporation – Proprietary and Confidential: Authorized Partners Only

Oracle Unbreakable Database Appliance Sales Play #4: Database Consolidation • Target: – Oracle Database installed base • Use cases: – Customers running many underutilized departmental databases – Customers who are suffering from “VM sprawl” – Consolidation of Tier 2 (and below) databases • How to win: – Ease of deployment, maintenance, support – Lowest initial acquisition cost • Partner services: – Consolidation© 2011 Oracle Corporation – Proprietary and Confidential: Authorized Partners Only

Oracle Database ApplianceValue Proposition Value to the Customer Value to the Partner Simple Business Continuity Increase solution competitiveness Fast Deployment & Simple to Manage Easy to diagnose and support with Reduced Risk Lower costs of High Availability Improved Time-to-Benefit Increased Satisfaction Out of the box benefits & Immediate ROI Simplified Support World’s #1 Database Increased recurring revenues Future-proof investment

Oracle Database ApplianceBest System for … • Reducing Complexity • Reducing Cost • Reducing Risk The Power of Oracle’s Highly Available Database engineered for Extreme Simplicity

Oracle Database Appliance Highly Available Database System in a Single Box • Simple – Complete, plug-and-go hardware and software – Easy to implement, manage and maintain • Reliable – Highly available database cluster configured in minutes – Advanced management features and single vendor support • Affordable – Capacity on pay-as-you-grow basis – Consolidation platform for small databases© 2011 Oracle Corporation

Battle Card Oracle Database ApplianceClient needs Value Proposition / Key messages Target Audience1. Best-of-breed high-availability Simple, reliable and affordable high availability database • Oracle Database customers solutions - all in a single box looking to refresh hardware or2. Speed to Market for new services • No single points of failure expand databases3. Application performance and quality of • DB failover Job Roles: IT director, DBA service. • Three copies of data4. Efficient use of computing resources • Customers using or planning to5. Business continuity Easy to Implement implement Oracle applications and6. Faster time to ROI when business • One Box: server, storage, networking needing a high-availability changes and IT must deliver new • One Button Install of SW database to underpin them solutions Job Roles: CIO Easy to manage & maintain • One button patching • Database consolidation • Self-managing storage customer s with several smallBusiness problems • Auto-detects and auto-corrects Oracle and/or non-Oracle databases1. Low business satisfaction for Easy to diagnose and support Job Roles: IT director price/performance of the IT department • Automated Service Request filing (phone home) • Poor database performance • Relevant logs gathered and packaged for support Size of Organizations: • Inability to scale on demand • Inefficient systems Midsize, $100-500M annual revenue The Oracle Database Appliance delivers high availability and 300-1500 employees • Very high hardware costs and under- database services for a wide range of applications. It offers utilization of hardware customers unique pay-as-you-grow software licensing to Target Audience2. Long deployment time of IT solutions - seamlessly scale from 2 to 24 processor cores, without the CIOs and management in midsize Complexity of building own HA cost and downtime usually associated with hardware organizations solutions upgrades. This lets customers save from $10K to $60K3. High costs of administrating IT compared to competitors’ solutions. And, all hardware and systems software components are supported by a single vendor –4. Cost of downtime & Need to protect data Oracle.

Battle Card Oracle Database ApplianceKey Questions – Exadata Database Machine Products• What is the impact of downtime for your key business critical applications? Oracle Database Appliance a complete What You Really Want to Know: What are these key new and existing apps? What are their package of software, server, storage, and HA requirements? Which DB version do they use on what OS/HW platform? Do they have a network thats engineered for simplicity; ULA in place? Who are key business owners of those apps? saving time and money by simplifying• What issues do you have in architecting, deploying and managing HA databases? deployment, maintenance, and support of What You Really Want to Know: How complicated and costly is it to manage their HA DB database workloads. Including systems? Do they have the expertise and in-house skills to setup and manage HA DB? What impact does a heterogeneous stack have on their operation and support? •Oracle Enterprise Linux• Are you currently experiencing challenges in meeting SLAs due to quality of service •Oracle 11gR2 Database EE issues on your DB servers? •RAC or RAC One Node What You Really Want to Know: Are they running business critical DBs on systems that are •Oracle Enterprise Manager 3+ years old? Are there performance issues that might be solved by reduced downtime or greater capacity and more powerful systems? Are they putting off upgrades because replacing •Oracle Automatic Service Requests HA data services is complicated and/or risky? How do they measure cost of planned and unplanned downtime?• Can you expand Oracle Database services quickly enough to meet the business DB EE Option up-sell requirements? What You Really Want to Know: Have they missed deadlines to deliver new application services due to hardware upgrade or support issues? How long does this typically take? How many people/resources are required? Are IT budget constraints limiting ability to deliver on business needs?Oracle Differentiators1.Oracle is the only company to provide a complete HA solution on the market in a single platform2.Complete, integrated software stack of storage, servers, OS and database software3.Oracle on Oracle reduces TCO through quick deployment, certified configurations, sizing guides, energy and space efficient technology, simplified administration and support4.Lower risk: proven solutions offer higher security, greater availability and more predictable performance and scaling.5.Oracle’s unique “pay as you grow” strategy allows you to delay up to $705K in licensing costs of comparable server until you actually need the capacity.

Oracle Database Systems Family Engineered for Simplicity DB Appliance Engineered for Performance 4 to 24 Cores HIGHER Cores can be disabled 12 TB Storage Exadata Quarter RackPERFORMANCE 292 GB Flash for Redo Logs One Command Deployment, 24 Database Cores Patching, and Support 3 Exadata Storage Servers 72 TB Storage DB Appliance 24 core 1.1 TB Smart Flash Cache Smart Scan Hybrid Columnar Compression DB Appliance 4 core Fully Expandable CAPACITY HIGHER

Oracle Database Appliance Looking for Opportunities…Opportunity Look for…Simple HA database Customers running critical single instance databases who are afraid of HA Customers running 3rd-party failover in need of HW refresh Customers deploying critical databases to remote locations with limited expertise (i.e., retail locations)Pay as you Grow Database Customers deploying a new application that will grow over time Customers deploying a new application who have no capacity projectionsDepartmental Consolidation Customers running many underutilized departmental databases Departments in enterprises looking for a quick to deploy solution w/o involvement from Corporate IT

Oracle Database Appliance Objection Handling• “I use Enterprise Edition, but I don’t need to upgrade to RAC.”In an increasingly networked and mobile world, virtually all data is becoming critical to daily businessoperations. When your database is down, you face lost productivity, lost revenue and loss of customerconfidence. The Oracle Database Appliance delivers the entire value set of Oracle Enterprise Editionwhile providing appliance-like ease of deployment, patching, diagnostics, support, and storagemanagement - eliminating the time, risk and costs normally associated with building a high-availabilitysolution.• “I don’t like to buy “bundles”…I want to buy the best components necessary.”The Oracle Database Appliance is an engineered solution, using the very best of breed of products, ANDit comes fully integrated so you don’t need to spend the time and money on alternative approaches, orassume the risk of not designing it correctly. The exclusive Oracle Appliance Manager software providesunprecedented ease of implementation and management for the Oracle Database Appliance.• “We’re already invested in HP/Dell servers and can’t afford to migrate to Oracle x86.”Total cost of ownership is always a key consideration for any solution. That’s why the Oracle DatabaseAppliance is such a great solution for you. You can reduce your annual OpEx by as much as $70K a yearover similar solutions from HP and Dell, while benefitting from superior ease of management and single-vendor support.• “ I currently use Oracle Database Standard Edition, so why do I need ODA?”Downtime for virtually any application results in lost productivity for high value corporate resources. ODAincludes one-button install and stack management so it is easy to use with only basic skill sets. It alsofeatures self-managing storage, automatic alerts on performance and availability events with auto-correctfailures and automated service request ticketing which provides significant added value for a relativelysmall incremental investment.

Oracle Database Appliance Objection Handling• We deploy databases on cheap commodity based hardware:The purchase price of hardware is only a small part of the overall TCO of a Database solution. Oracle’sDatabase Appliance is a hardware and software complete, Oracle Engineered System that offers rapiddeployment, simplified management, monitoring, and support from a single vendor reducing overall TCO.• We have concerns that we’ll outgrow the Oracle Database Appliance:•The Oracle Database Appliance is ideal for SMBs and as a departmental database solution. The DatabaseAppliance can leverage the Oracle Database Advanced Compression shrinking the size of database whileincreasing performance. In addition Oracle offers other Engineered Systems (Exadata and SuperCluster) inorder to accommodate larger environments.• We have concerns that performance will diminish over time:•Unlike commodity servers that require an outage to upgrade processors, or must be purchased with morehead-room then initially required, the Oracle Database Appliance provides a unique pay-as-you-growsoftware licensing model to quickly scale from 2 to 24 processor cores without any hardware upgrades oroutages.• We have concerns about the product roadmap.•The Oracle Database Appliance is sold as standalone highly available database solution. The serversutilized for the Database Appliance will continue to evolve and follow the Sun product roadmap.• We don’t have Oracle databases.• Every business has database requirements. The Oracle Database Appliance offers customers the Worldnumber one database on an Oracle Engineered System the is simple to deploy, simple to manage, andsimple to support. The Database Appliance offers the ideal platform to take advantage of the OracleDatabase while lowering your overall cost of ownership.

Useful Material & Resources• Oracle Database Appliance Announcement Webcast• PartnerCast: Oracle Database Appliance Product Overview• Overview of the Oracle Database Appliance - Bob Thome@OOW2011• PartnerCast: Oracle Database Appliance Partner Value Prop• PartnerCast: Althoff Highlights Oracle Database Appliance• Oracle Database Appliance (YouTube) – YouTube: Introduction to the Oracle Database Appliance – YouTube :Overview of Oracle Database Appliance by DerelCaro – By Partner Enkitec • ODA Comparison to a Traditional Database System • Dont Leave Your ODA Naked – By Partner BIAS (PartnerCast: BIAS Speaks to Oracle Database Appliance ) • YouTube: Oracle Database Appliance: Part I Overview • YouTube: Oracle Database Appliance: Part II Installation

Useful Material & Resources• Oracle Database Appliance 3D Demo• System Handbook – Main System Page – Full Components List• Analyst Research Notes – Ovum, Oracle Applies for Database Simplicity, October 2011 – ESG, Oracle Database Appliance: A Simple, Economical Option for SMBs and Independent Software Vendors, October 2011• Oracle.com Partner & Customer Quotes

Oracle Database Appliance Partner Resell Requirements • OPN member at Gold+ in good standing • Acceptance into Oracle Database Appliance Knowledge Zone • Valid FUDA – Current FUDA (includes Hardware terms) – Early FUDA + Hardware Addendum • NO competency or specialization requirements© 2011 Oracle Corporation

Oracle Database Systems Family Engineered for Simplicity DB Appliance Engineered for Performance 4 to 24 Cores HIGHER Cores can be disabled 12 TB Storage Exadata Quarter RackPERFORMANCE 292 GB Flash for Redo Logs One Command Deployment, 24 Database Cores Patching, and Support 3 Exadata Storage Servers 72 TB Storage DB Appliance 24 core 1.1 TB Smart Flash Cache Smart Scan Hybrid Columnar Compression DB Appliance 4 core Fully Expandable CAPACITY HIGHER

For More Information oracle.com/goto/databaseapplianceoracle.com/partners/goto/databaseappliance

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Oracle Database appliance - Value proposition Webcast

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