The document discusses optimizing marketing events to increase engagement and sales leads. It provides metrics showing marketing events have increased deal value by 77% and decreased time to close by 25% compared to non-marketing touched opportunities. It then discusses opportunities to make events more hybrid/virtual by better engaging online audiences, acknowledging them during live events, sharing materials pre-and post-event, and assigning staff to help both in-person and online participants. The goal is to understand the value of different digital engagements and deliver an inspired audience experience across pre, during and post event activities to drive leads.

1. <Insert Picture Here> Social Casting, Where We Are, Where We Could GoPaul Salinger – Vice President, Marketingtwitter.com/psalinger

2. Remote Audience – Please Think About the Following: Pre-Event During Event Post Event Learn Network Fun

3. Marketing Scorecard ORACLE CONFIDENTIAL

4. FY11 YTD Marketing ImpactLarger Deal Value and Less Time to Close 77% Won Opportunities Touched by Marketing 72% FY09, 76% FY10 16% IDC INDUSTRY AVG (18% BEA) 68%New Customers Touched by Marketing 61% FY09, 66% FY10 83%Installed Base Customers Touched by Marketing 76% FY09, 83% FY10 +66% Average Deal Value (+$70K) with $176K, without $106K -25% Time to Close (-89 Days) with 267 days, without 356 days

5. Marketing OptimizationIt’s a Science Sequencing Works Optimizing Segments & Targets Next Likely Purchase – Predictive Modeling Auto Trigger Activities

6. FY11 YTD Global Event Marketing 5,244events 10% 337,751attendees 20% 73,360executives 46% With Marketing Events: Deal value: 77% larger (51% in FY10 & 66% for all Marketing) Time to close: 26% shorter (-97 days vs. -89 days for all Marketing) Executive Title Definition: CFO, COO, PUBLISHER, PRODUCER, PRESIDENT, GENERAL MANAGER, CMO, GENERAL MANAGING PARTNER, CHIEF ACADEMIC OFFICER, PRINCIPAL OWNER, CIO / CTO, MAYOR, CHIEF OF STAFF, CHANCELLOR EXECUTIVE & COMMAND CEO / CHAIRMAN, GENERAL, ADMIRAL, CHIEF PURCHASING OFFICER

7. Marketing Every Day…. 1,678,085 511,472,600 Marketing Interactions Marketing Impressions

8. Sun + Oracle Event 56k impressions served 426 people RSVP’d on Facebook. 3000 people going to Event Registration page 11000 tweets generated 1000tweets globally about Oracle during peak During peak #oraclesun trended higher than #ipad in San Francisco area.

9. Some Learning What we are currently doing is combining what we know about doing a live event and adding a Webcast component. What we should be doing is combining our knowledge of doing live events, with what we learned from doing virtual event.

10. Online or Live Is There a Difference Anymore?

11. Oracle OpenWorld 2011Optimizing the “96-Hour Sales Call” 20% increase in Oracle 2000 reach 2010: 990 companies / 9,522 individuals Right size executive interactions and focus on Oracle 2000 2010: 4,166 executive attendees (represents only 26.5% of Oracle 2000) CVC at OpenWorld San Francisco 2,882 meetings, 10,775 attendees, 690 companies (41% from Oracle 2000) Brazil 127 meetings, 401 attendees, 87 companies China: 152 meetings, 1,125 attendees, 104 companies

12. Oracle OpenWorld Live

14. Provide a way for physical audience to engage with online audience – share profiles/contact info

15. Train speakers to acknowledge/engage the online audience

16. Share the PPT before the event and after

17. Get feedback/questions from both audiences

18. Assign staff to help the virtual audience

19. Assign staff to help the physical audience to get online. Have power and wifi available at every seat.

21. Given this context, what could Oracle now do to make this more hybrid, more engaging and a lead-in to what marketing cares about? And, Deliver an Inspired Audience Experience?

22. Pre-Event During Event Post Event Learn Network Fun