DIGITAL & SOCIAL E-book for Oracle Partners

CONNECTED TO GROW YOUR BUSINESS

“We engage with our EMEA Partners with a relevant, personal experience for joint success in the digital age.”

David Callaghan, SVP EMEA Alliances & Channels ORACLE

• Together, we must inspire each other, to drive this exciting change.

• Digital plays a key role in accelerating our response to change, bringing value and innovation, helping us benefit from personal, collaborative, mobile and real time engagement.

• This journey will include the use of relevant content & innovative formats, running impactful events, co-designing modern campaigns and connecting at the right time, with the right people.

> Watch our Oracle EMEA Partner Sales Digital Transformation Vision Video

Goals

How?

Examples

CONTENT1

Goals

How?

Examples

LEAD GENERATION3

Goals

How?

Examples

EVENT4

Many organizations today are going through transformation and Digital technologies are enabling innovation, change and disruption to take place.

One focus of the EMEA Partner Sales organization is to transform the way we sell and the experience we want to have with our partners, to leverage digital technologies, tools and social media.

This booklet is an introduction to some areas where digital helps change how we communicate, increase awareness, create impact with content, engage with our partner community, embrace social to connect with our audience and build relationships, how we measure, monitor, engage in real time, through social and mobile to become part of the ‘‘new normal’’ business world. As you provide feedback and share your experiences, this booklet will expand and the value it brings to each of us will grow. Collective Intelligence is a way to create wealth in our jobs and companies, in the context of rapid change, we can address if we are agile together.

WHY?

AGENDA

Goals

How?

Examples

SOCIAL SELLING

SOCIAL MEDIA2

Goals

How?

Examples

SOCIAL LISTENING

21 3 4

CONTENT 21 3 4

Differentiate yourself from the competition and become a real authority in your area.

Demonstrate the expertise of a brand and promote the expertise of your teams.

Gain recognition, visibility and credibility to spark engagement.

Drive traffic to your website.

Embrace the increasing impact of others (customers, influencers…) outside of brands that customers trust less and less!

Develop a content strategy to influence your market, and to give appropriate answers to your clients. 90% of the content you create must help your reader, provide answers to their problems and bring them closer to their goals. The remaining 10% should promote what you have to sell!

CONTENT

(2016 B2B Content Marketing Trend – North America: Content Marketing Institute/MarketingProfs)

(84% SALES, 78% LEAD NURTURING)

85% MARKETERSSAY LEAD GENERATION IS THE MOSTIMPORTANT GOAL FOR CONTENT MARKETING

GOALS

The effectiveness of a content strategy is recognized because it helps to build the relationship with customers and prospects and to support them in their needs.

SHARE

21 3 4CONTENT

Choose your content (pros and cons)

Articles, Opinion columns & Interviews This type of content demonstrates the expertise of a brand based on the thoughts of its own workforce.

Infographics Synthesize a brand’s vision, expertise, or a point of view in a graphic way easy to understand.

White papers & Ebooks (integrating rich media) More comprehensive than an article or opinion piece, the white paper contains content rich with information.

Case Studies Demonstrates the ability of a brand to adapt to specific contexts and values the expertise of customers. Getting the client’s agreement to present his case is essential.

Native Ads: a new way to engage Hybrid of advertising and original content, Native Ads requires a certain maturity in brand communication.

• Content Agencies Help you to define the best strategy and provides content tailored to your needs.

• Press Relations Acts as an intermediary between the brand and the press. Organizes and expands the reach of the brand’s message.

Budget & resources only set an order of magnitude and starting point we experienced. It is not a commitment nor a recommendation. Do your own search for solution provi-ders and check for local conditions and budget according to your context and objective.

ACTORS/PROVIDERS

HOW?

A blog to talk to your audience: The blog is a medium that reflects a brand’s digital identity and conveys its opinions and analysis of an industry.

The Video Channel: The success of the video channel is clear to all age groups and especially impactful to 18-25 year olds. You should take advantage of this significant medium using YouTube, Podcasts and other content-rich platforms, etc.

LinkedIn Pulse: an excellent medium to express yourself and demonstrate your expertise.

Newsletter: an effective tool if you send the right content to the right target, at the right time!

• Editorial cost (500 words – 800 €)• Fees for editorial coordinator (1500€/month)• Fees for graphic designer and a community manager

BUDGET ESTIMATE

21 3 4CONTENT

Accept contradictions and debates on published content.

Reply to the discussion, comments and criticism.

Accept follow-up and management costs.

CHALLENGES

A question of method

HOW?

Integrating SEO in the editorial formats to enhance visibility on the Web.

Regularity: a true challenge! By offering content at regular intervals, brand manages to stay in the minds of its customers and prospect, but regularity has a significant financial, intellectual and human cost.

There are a lot of tools to quickly and easily create and push content, but don’t forget to define KPIs and to track them; content is only good if your salesforce use it and your users find, read and value it as useful.

You should also measure the use of your content through your customers and your salesforce’s use. Evaluate the efficiency of the content you produce to learn and improve on the formats and tone that your targeted audience finds valuable.

Demonstrate your field expertise.

Media relay: infographic, expert advice, Opinion Column.

Engage and train your employees, partners, customers to be your advocates leveraging content you prepare, saving their time to create it.

BENEFITS

21 3 4CONTENT

EXAMPLES

Hipmunk: Traveler’s Guide to Tipping

> Visit website

Realistic and efficient! Hipmunk is a travel booking Site. With the blog called Traveler’s Guide to Tipping, Hipmunk publish a lot of content giving advice to travelers. Through Tips and Tricks and advice, the blog provides a large variety of information about traveling, hospitality, restaurants or Taxis in many countries. This strategy, isn’t designed to directly sell travel, but demonstrates expertise and has managed to reach a wide audience for the Hipmonk brand.

CONTENT 21 3 4

EXAMPLES

Try it! create your infographic in minutes… Try it! create whiteboard content…

> Look for inspiring exemples

> Visit website > Check an example here

> How to create your own

… with a simple powerpoint predefined template. … it is dynamic and your messages are quickly understood and are easy to digest and share. There are many freemium whiteboarding/video tools to help you create one by tomorrow.

You can even create one from existing public data to avoid cost and time of running a study!

SOCIAL MEDIA / SOCIAL LISTENING 2 3 41

Understand your online reputation (positive/negative sentiment) and listen to what people are saying about your brand, in order to gain valuable insights to drive and improve your marketing strategy.

Analyze and benchmark your marketing campaigns, brands and competitors.

Measure the performance of your own content and measure ads efficiency.

Detect and manage crisis.

Search on the web and social networks…

… to see what’s being said about your company, your customers, your competitors and other topics of interest. This is Social Listening.

SOCIAL LISTENING

2016 Social Media Marketing Industry Report

12 MONTHS

40% OF MARKETERSAGREED THAT SOCIAL MEDIA MARKETINGHAS BECOME MORE DIFFICULT IN THE LAST

GOALS

While 90% of marketers say that social media is important to their businesses, most of them think that social media marketing has become more difficult. The main reason is the wide variety of spaces for expression that makes listening, analyzing and understanding difficult.

SHARE

2 3 41SOCIAL MEDIA / SOCIAL LISTENING

Monitoring Social Web

Thematic classifications based on the targeted profiles.

Define KPIs to create and manage dashboards.

Scalability and adaptability.

Noise suppression for more precision in action.

• Brandwatch Brandwatch Analytics is listening to the billions of conversations happening online every day. This solution spans 80 million online sources and helps you to detect insights. Brandwatch Analytics provides automated alerting for emerging issues and trends, to smart attribution through earned vs owned analysis.

• LinkFluence Linkfluence helps you leverage social media conversations to create value for your business. Measure your Social Media performance, check your online reputation through 300 million sources & 100 million posts harvested on a daily basis.

• Digimind Gain valuable insights for business growth. Every department in your business can take advantage of the solution.

• Synthesio Real-Time Data, audience segmentation and profiling, Synthesio delivers strategic information for the entire enterprise. Hear what customers, prospects and fans are saying across the web, convert data into insights and then, visualize and share social KPIs across your organization in real time.

Social Media monitoring software: starting from 400 €/month.

ACTORS/PROVIDERS

BUDGET ESTIMATE

HOW?

Define most effective social tactics via A/B Testing.

Identify the best ways to spark engagement with audiences on social media.

Identify best social management tools and measure ROI on social media marketing.

Target new audiences on social networks.

Budget & resources only set an order of magnitude and starting point we experienced. It is not a commitment nor a recommendation. Do your own search for solution provi-ders and check for local conditions and budget according to your context and objective.

2 3 41SOCIAL MEDIA / SOCIAL LISTENING

HOW?

Observe, measure and compare the behavior and opinions of your audience on social media (i.e. PR team).

Manage introduction of new products/services by disclosing information from your various communities (i.e. Marketing team).

Generate insights and anticipate crisis by listening your communities (i.e. Customer Service team).

Improve communication by identifying interlocutors, influencers and by listening and analyzing conversations (i.e. Account Base Marketing team).

Social media generates much noise.

Listening and analyzing social web is time consuming.

Prioritize information from social media: a specialised task.

CHALLENGES

Increase Exposure and improve sales.

Generate traffic on website.

Detect new prospects and business partnerships.

BENEFITSMain purposes of social listening

SOCIAL MEDIA / SOCIAL LISTENING 2 3 41

EXAMPLES

Samsung Electronics France Check for Social Listening platforms studies or thru search engines…

> Read it

> Play it

The aim was simple: begin monitoring social media conversations for all of Samsung’s B2C product categories: TV/Audio, electrical appliances and mobility. The company sought to optimize the effectiveness of its customer service teams by connecting them directly to online consumers. Linkfluence Radarly has been used to detect all expressions of customer satisfaction on social media in real time. Samsung has obtained a structured global understanding of its product marketing thanks to feedback provided online by connected customers.

… here is a quick video to understand the bredth and depth of one of them.

Practice and learn: following people and companies on Linkedin or setting some Google Alerts can be a way to start automate some simple listening for free and to start in minutes!

SOCIAL MEDIA / SOCIAL SELLING 2 3 41

Detect, accelerate and grow business.

Create and nurture relationships which enhance your sales efforts and get more referral business.

Leveraging your social network to find the right prospects, build trusted relationships and ultimately, achieve your sales goals.

Join the right conversation at the right time with relevant content and insights.

90% of decision makers never answer a cold call.

Instead first search, select, listen and interact with potential prospects on social networks. Social selling often takes place on social networks (like Linkedin or Facebook) but can also take place offline. Social selling and Social Marketing are quite different. Social Selling is focused on sales professionals and aims to cultivate one-to-one relationship. Social selling is when sales people use social media to find and engage with prospects.

SOCIAL SELLING

Marketing Study

58% OF MARKETERSUSING SOCIAL MEDIA FOR 3 YEARS OR MORE SAY THEY HAVE BEEN ABLE TO INCREASE THEIR SALES BY PASSING AN AVERAGE

OF 4 TO 6 HOURS ON SOCIAL MEDIA A WEEK.

GOALS

More efficient, more relevant, social selling allows sales teams to focus their efforts on the prospects most likely to generate revenue.

SHARE

2 3 41SOCIAL MEDIA / SOCIAL SELLING

• SociallyMap Sociallymap gives you the flexibility to relay your publications on your various social profiles according to your preferences timing, form or content. Through Sociallymap, you can optimise your network, while saving time to focus on higher value tasks.

• Brainsonic Brainsonic’s solutions are used in over 40 countries around the world. Brainsonic provides services and solutions aimed at targeting and engaging online audiences, managing and amplifying digital marketing content, and providing rich analytics on reach and engagement.

• Socialsellinglabs Provides LinkedIn Social Selling workshops in order to put your sales team on a path to success, by providing the tools, training and metrics needed in the digital era. Social Selling Labs train companies and professionals on how to leverage social media to build professional brands and drive business results.

Professional social network fees (LinkedIn for example): 10 to 100 €/month/user.

ACTORS/PROVIDERS

BUDGET ESTIMATE

HOW?

We have entered a new era for business, named pre-purchase. This new phase in the act of purchase (BtoB) can be long or short (depending on the importance of buying, sector, product type/service). The time required for gathering information, benchmarking and sorting before the prospect / client requests a demo, or a presentation is variable. Social Selling is about being present during this phase. Social Selling allows you to “presuade“ customers before they would normally connect with vendors.

The main tool for Social Selling is Linkedin where you can share the company’s latest blog post, study prospects profiles before a meeting … but it not the only social network in EMEA. So adopt those tools according to their popularity with your geography, audience, customers, industry that you target. For example Xing is the primary BtoB channel in German speaking countries.

Define an appropriate content strategy to increase your visibility to your desired contacts and build trust in your industry.

Select channels and social media and establish your teams as a subject matter expert/thought leader to show that you’re an informer (not only a seller!).

Understand that even if it might be called social, it’s actually really personal.

Get trained and practice. Watch videos we used ourselves and are happy to share with you.

Budget & resources only set an order of magnitude and starting point we experienced. It is not a commitment nor a recommendation. Do your own search for solution provi-ders and check for local conditions and budget according to your context and objective.

2 3 41SOCIAL MEDIA / SOCIAL SELLING

HOW?

Connect to new networks and profiles.

Comment on 3rd party content (including Competitor’s contents) to affirm your presence and relevance of your views.

Retweet, congratulate, recommend: Stay top of mind!

Requires a permanent presence on social networks.

May take time to be profitable.

Accept exposure to criticism…

CHALLENGES

Better interactions with prospects.

Earlier identification of clients’ needs.

Stay in touch with clients and prospects.

BENEFITSIntegrate Social Selling into your prospecting process

Set Social Selling KPIs

Analyze traffic on your website and/or blog, measure subscriptions to your newsletter.

Measure the increase of followers, LinkedIn contacts.

Number of downloads of white papers.

Number of contact points, likes, comments, etc.

Number of phone calls during and after social selling campaign.

SOCIAL MEDIA / SOCIAL SELLING 2 3 41

EXAMPLES

Check on that blog for more facts and experience sharing on Social Selling...

> Visit the blog

Just to name 4:• Why hitting the phones doesn’t work.• 3 things to consider before implementing social selling.• How your sales team can create original insights.• 4 tools that prove the ROI of social selling.

LEAD GENERATION 32 41

Improve the quality of leads.

Increase sales.

Improve ROI.

Optimize strategy by improving leads segmentation.

Lead generation is the set of actions to establish qualified business contacts.

The way to drive and measure lead generation is quite different in direct (Brand to customers) and indirect scenarios (Brand to customers thru a partner network).

• Cold calling campaigns are less and less efficient. So, adopting more digital tactics brings more efficiency to improve and accelerate targeting, nurture real business signals and add a human physical interaction when needed, with the right insight and the right answer.

• In that space, new Marketing Automation platform in the Cloud is key to deliver that change.

LEAD GENERATION

(B2B Lead Generation Study 2015 IDG Enterprise)

5 MAJORS TRENDSFOR LEAD GENERATION

GOALS

• Increasing the quality of leads is the top priority for a majority (68%) of B2B professionals, followed by increasing lead volume (55%).

• 59% of respondents said generating high quality leads is their biggest B2B lead generation challenge, matching the increased focus on lead quality.

• Lack of resources remains the biggest obstacle to successful B2B lead generation for 61% of respondents.

• 58% of marketers say their lead generation budget will increase.

• 45% of respondents are not sure what role mobile marketing will play in their strategies.

SHARE

32 41LEAD GENERATION

Digital Partner Zone

Digital Partner Zone is a portal in which partners have access to a wealth of sales tools, technical and marketing documents such as presentations, white papers, product descriptions, testimonials, technical notes, used to target their customer market.

Develop business by federating energies.

Mutual commitments and co-marketing operations.

• E-mail Automation Oracle Marketing Cloud is a leader in that space with Eloqua. It allows you to design your campaign, automate its execution, refine personas and monitor while integrating with a CRM system. The ability to segment shipments based on user profiles allows targeted and relevant action. Tactical A/B testing tools also help tune campaigns for a better result and adapting to the attitude of mobile users.

• Assessment Tools Interact (assessment Tools) and onlineassessmenttool.com offer the ability to create simple and effective questionnaires to measure the impact of your lead generation campaigns.

• Retargeting Criteo use a transparent cost-per-click model and we measure value purely on post-click sales. These digital advertising solutions convert new customers and re-engage existing ones with the discovery of welcomed products.

Sociomantic offers powerful programmatic display solutions. Dynamic creative optimization allows you to custom-tailor every ad to the customer or prospect who sees it. The solution uses your CRM and shop data to maximize the relevancy of your messages in a matter of milliseconds.

• Marketing Automation email: Starting from 250 to 2000 € (depends on database size)

• Assessment tools: Free to 3000 €

• Retargeting: mini 5000 € (CPC or CPM)

ACTORS/PROVIDERS

BUDGET ESTIMATE

HOW?

Marketing Automation E-mail: E-mail marketing is a relevant channel to address the right targets with the right content. Go to the next level with email automation.

Set the campaign, its structure, its development in advance. Depending on the behavior of the recipient with the first e-mail, different aspects of the scenario can then be deployed.

Keep the pace: 6 mails over a period of 30 days can be enough to develop the sales figures.

Create e-mail: Write impactful subjects. People scan the e-mail looking for elements that pique their interest. You need to structure your emails to push key elements. Use a call-to-action button in your email and measure every campaign.

Measure the maturity of your lead generation program to adapt actions.

Use Google Analytics to measure your lead generation.

Create quizz for lead generation. Involve, engage through appropriate questionnaires.

Decrypt and analyze results for targeting purposes.

Assessment tool

Budget & resources only set an order of magnitude and starting point we experienced. It is not a commitment nor a recommendation. Do your own search for solution provi-ders and check for local conditions and budget according to your context and objective.

LEAD GENERATION

HOW?

Re-engage people who abandoned their purchasing process.

Use “cookies” to track visitors on a website and identify which pages they visit, what products were viewed, etc. Tracking provides data which generates a targeted email suggesting relevant products.

Display Retargeting: Performance is the central strength of display retargeting; click-through rates, conversion rates, and ROI have all been seen by marketers to be significantly higher than from non-retargeted ads. A weakness of the retargeting industry is that there is still a reliance on cookies for tracking customers for most types of retargeting. Bad practices in the past have led to the retargeting industry being branded by some consumers as stalker-like.

Can seem intrusive.

Requires a mature use of data.

Implies a real adaptability to evolve strategies.

Requires a cleaned database of contacts for a good segmentation of personas.

To better streamline, track and measure the marketing/sales funnel efficiency, integration with a CRM is necessary.

CHALLENGES

Contributes to increased sales.

Automation helps to refocus on closing sales relationships.

Improves the customer experience and team efficiency.

BENEFITS

Display Retargeting

Activity Based-Management

Activity-Based Management goes beyond traditional accounting methods to deliver business intelligence that supports strategic and operational decision-making.

Traces overhead costs based on the cause and effect of business activities to provide you with the real costs of business processes.

Create, analyze, and modify models from a single page within a highly usable grid-like interface or visually through a graphical rendering of the model.

Examine multiple dimensions of profitability and costs by product or customer segment and investigate each component of the profit equation to convert loss makers into profit contributors.

32 41

LEAD GENERATION 32 41

Kate Spade

Marketing Automation e-mail

Oracle prepares ready to use campaign scenarios…

> Visit website

> Check an example here

> Partners experiences

Welcome message for new subscribers on the website. By sending a welcome message customers are immediately engaged. Once they have subscribed, use an automated email campaign to stay in touch with a special subscriber-only offer that compels them to buy. That’s the strategy chosen by Kate Spade’s Website. Visually appealing, offering 15% off on next purchase, thanks to automation, relationship are built in few minutes…

… for partners to use a Channel Marketing Automation Service and execute your campaigns that you can personalize. See what this is about here and listen to some partners experiences.

EXAMPLES

EVENT 42 31

Create new relationships.

Establish privileged relationship and increase your intimacy with clients and prospects.

Demonstrate an expertise.

Brand yourself as a reference on a market.

Stay top of mind in your community.

Make your prospects/clients some VIP.

Collect useful insights.

Arrange a moment, which creates engagement with your prospects, partners, or customers…

… and also with your employees! Physical or virtual, events must make an impact and constitute a high point in the consumer’s experience with your brand.

EVENT

2016 Social media Marketing Industry Report

50% OF MARKETERSPLAN ON USING LIVE VIDEO SERVICESSUCH AS FACEBOOK LIVE AND PERISCOPE,

GOALS

Brands are very aware of the impact of video on everyone. The constant increase in connection speeds, the almost widespread adoption of smartphones are all factors contributing to the success of the video. An essential tool to relay your events!

AND 50% WANT TO LEARN MORE ABOUT LIVE VIDEO.

SHARE

32 41EVENT

Webcast

Broadcast audio and video contents on the internet. Live or download? The live broadcast involves audiences by making them participate in the live event but you must accept technical difficulties and potential costs.

Create a Youtube channel to diffuse the video for those who missed the event.

Define the right time for a successful webcast. Do not schedule an event when other competitor’s events are possible.

Manage the participation and the after-event! For more impact, facilitate post- event by broadcasting extracts of the best moments.

A replay on LinkedIn For more virality, use LinkedIn to target some new prospects.

• Mediaplatform Webcater (www.mediaplatform.com) A video webcasting platform, helping organizations easily produce, broadly distribute and monitor large-scale, deeply interactive live and mock live webcasts to audiences of unlimited size. Used for example by American Express, Adobe, Facebook or Jaguar…

• Citrix GotoMeetings (www.gotomeeting.com) Share up to six high-definition video feeds per session and broadcast a view of your desktop or of a specific application.

• Dialogfeed (Social Wall) Kia, EuropAssistance, Huawei or Barclays chose Dialogfeed to Create a social wall to engage your customers & visitors. A smart way to Drive more engagement to your brand.

• Periscope An app for livestreaming of events. Ralph Lauren and Desigual have utilized Periscope in their last New York shows, while fashion editors and bloggers will also be broadcasting their experiences via the app.

Webcast (filming, broadcasting: about 500 to 1000€)SocialWall (starting from free to 400€ for 2 days event)

ACTORS/PROVIDERS

BUDGET ESTIMATE

HOW?

Using modern tools leveraging mobile, social, real-time, allow you to create a new connected, engaging, collaborative experience. Every event step needs to provide a better experience that will create empathy, interest, engagement and lead to create a relation and open a conversation: before (invitation, information collection, registration, time before event starts), during event (in presence or remote), after event (including the use of social media).

Budget & resources only set an order of magnitude and starting point we experienced. It is not a commitment nor a recommendation. Do your own search for solution provi-ders and check for local conditions and budget according to your context and objective.

32 41EVENT

HOW?

A creative style of presentation to interact with your audiences.

Rather than a formalized succession of PowerPoint slides, Whiteboard makes your events easier to follow and appear more interactive.

A mobile application enabling connected participants to interact with those at the physical event and the coach via live streaming.

Manage time to impact audience (Whiteboard).

Assume public criticism (SocialWall).

Properly sizing bandwidth for live broadcasting (Webcast).

CHALLENGES

Exploit the popularity of video on Internet.

Spark engagement.

Moderate costs for maximum virality.

BENEFITSWhiteboard

Social Wall

Aggregate all of your social media on one wall (a Webpage).

Show on big screen photos or tweets of visitors at your events.

Show your audiences your brand is really a living brand.

Generate reactions (positives or negatives).

Demonstrate openness to dialogue, unify your social visibility.

Mobile applications

Mobile applications are fit to manage and animate each event moment, engage and collect insights before, during and after the event.

EVENT 42 31

EXAMPLES

Webinar Jaguar

> Play it

In March 2016, Jaguar organized a Webinar titled Jaguar Land Rover’s Global CSR Programme. This webinar has covered insights on: the role of the JLR Global CSR team, Global CSR ‘mega-trends’, strategic alignment of JLR’s Global CSR programme, measures of success and lessons learned and plans for the future. After a live presentation, this Webinar is now available on Vimeo and can be downloaded or shared.

For each of these dimensions to modernize an event (mobile application, engaging audience with reatime interactivity, phygital event at the same time online and physical, more digital content…) you can start testing a freemium tool to check for the appetite of your audience and educate them to these changes and to the benefits they will find. Digital natives will find that obvious but for others it requires efforts to adapt and change attitudes.

CONCLUSION This booklet is just a starting point for our Digital Transformation journey.

The value is linked to how much you will share your own experiences, findings and advice so that we can learn through a collective intelligence approach. Share on these topics, go deeper in each of them, add new topics (how to measure the ROI could be one of the expected ones).

We encourage each of you to visit the EMEA partner sales platform, collaborate, comment and contribute on the booklet. It will bring insights and inspiration to all of us and help build a better future, adapting to the business changes our economy and companies are facing.

Let’s get connected and grow the changing Cloud business together!

> Meet the Oracle EMEA Partner community

Copyright ©2016, Oracle and/or its affiliates. All rights reserved. Oracle and Java are registered trademarks of Oracle and/or its affiliates. Other names may be trademarks of their respective owners.

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