[Type text]

Transition Guidelines

March 2014

Oracle-BigMachines Acquisition

[Type text]

Table of Contents

OVERVIEW ............................................................................................................................................................. 3

ORACLE’S COMMITMENT TO BIGMACHINES PARTNERS ........................................................................................ 3

BIGMACHINES PARTNER INTEGRATION AND COMBINED GO-TO-MARKET STRATEGY ........................................... 4

Oracle’s Partner Go-to-Market Strategy ............................................................................................................................ 4 System Integrators Co-Selling and Delivering Services ....................................................................................................... 4 ISV/Technology Partners Integrating for Value-Added Solutions ....................................................................................... 4

ABOUT ORACLE PARTNERNETWORK (OPN) ........................................................................................................... 5

Membership Levels and Criteria ......................................................................................................................................... 5 Membership Types ............................................................................................................................................................. 5 OPN Membership Fees ....................................................................................................................................................... 6 OPN Pricing Promotion for BigMachines Partners ............................................................................................................. 6 Transition to Oracle PartnerNetwork ................................................................................................................................. 7 Partner Contracts, Pricing and Discounting ........................................................................................................................ 7

PARTNER TRAINING AND CERTIFICATION .............................................................................................................. 7

OPN Specialization ............................................................................................................................................................. 8 Demo Environments ........................................................................................................................................................... 9

MARKETING & BRANDING ..................................................................................................................................... 9

GROWING BUSINESS WITH ORACLE ..................................................................................................................... 10

NEW PARTNERSHIPS ............................................................................................................................................ 11

[Type text]

Overview On November 15, 2013, Oracle acquired all of the shares of BigMachines, Inc. (BigMachines), including its subsidiaries (collectively, “BigMachines”), which constitutes a change-in-control (“CIC”). Beginning January 1, 2014, with Legal Entity Combination ("LEC"), and continuing through February 28, 2014, BigMachines entities combined with the respective Oracle entity, BigMachines employees became employees of local Oracle entities; operations changed in name to Oracle. During this period, we began to integrate the key elements of the BigMachines partner business into the Oracle partner sales model and the Oracle PartnerNetwork (OPN). Effective March 1, 2014, sales of BigMachines is transitioned to Oracle sales systems. We will provide a single face to customers and work together as one organization. For partners, this represents the most significant change in processes and policies as it is at this point that Oracle’s partnership agreements, systems, processes and policies are fully applicable to all partner transactions.

The combination of Oracle and BigMachines is expected to drive more sales and increase customer satisfaction with integrated end-to-end processes from marketing and sales, to pricing and quoting, to fulfillment and service.

Companies have a universal need for revenue growth, profitability, and customer satisfaction, which is driving the transformation towards smarter selling. To enable smarter selling, companies need an end-to-end process that connects every interaction their sales teams have with their customers. BigMachines’ CPQ cloud extends sales automation to include the creation of an optimal quote, which enables sales personnel to easily configure and price complex products, select the best options, promotions and deal terms, and include upsell and renewals, all using automated workflows.

BigMachines’ leading CPQ cloud will be an important addition to Oracle's enterprise-grade cloud solutions, including Marketing, Sales, Social, Commerce and Service Clouds. Together, Oracle and BigMachines will create an end-to-end smarter selling cloud solution so sales personnel are more productive, customers are more satisfied, and companies grow revenue faster.

As part of Oracle’s planning, we have prepared this set of transition guidelines to support BigMachines partners through the changes to BigMachines policies and practices. This transition document serves as notice of policy changes that will impact the way in which you work with Oracle around the BigMachines products. Your application of these policies will vary depending upon the nature of your relationship with BigMachines. These Oracle operating policies and procedures apply worldwide. Any BigMachines partner policy that has not been addressed in this document should be raised with the Oracle Alliances and Channels team; they will bring these to the attention of the appropriate parties within Oracle for review and determination going forward.

Oracle’s Commitment to BigMachines Partners Partners are essential to Oracle’s growth strategy, and our goal is to maintain business continuity for BigMachines partners. We want to ensure a smooth transition for BigMachines partners and to offer them not only ongoing access to BigMachines products, but also access to the broader portfolio of Oracle offerings for expanded opportunity.

Partners play a significant role in Oracle's go-to-market strategy, with more than 40 percent of Oracle's worldwide sales revenue and 80 percent of Oracle's worldwide transactions going through partners. Oracle offers partners an end-to-end stack of hardware and software products, engineered to work together from applications to disk, available on premise or in the cloud. With more than 6,000 products available, partners can choose where they want to deliver expanded solutions to customers.

[Type text]

Oracle PartnerNetwork (OPN) is the framework for all partners worldwide interested in going to market around any of Oracle's products and services. As we integrate the BigMachines products and domain expertise into the Oracle product portfolio, we will also look to transition BigMachines partners into OPN.

BigMachines Partner Integration and Combined Go-to-Market Strategy

Oracle’s Partner Go-to-Market Strategy

Oracle recognizes the unique capabilities that partners bring to our overall value proposition and the significant impact of partners on our business. Oracle goes to market with our partners by product or solution area. We strive to offer our partners choice - choice from our portfolio of more than 6,000 products and choice of go-to-market model. Partners have the flexibility to select the products and go-to-market models that are most appropriate for their business, whether they prefer to resell, refer, co-sell, integrate to, embed or bundle Oracle products or deliver managed services using our products. Oracle PartnerNetwork will be the framework for all partners to go-to-market with Oracle products; all BigMachines partners will join OPN in order to continue to go-to-market with BigMachines products, or any other Oracle products.

System Integrators Co-Selling and Delivering Services

While the BigMachines products are not generally available to partners for resell, Oracle recognizes the significant

role that our partners have in influencing customer buying decisions and throughout the pre- and post-sales cycle.

Oracle will depend on our partners with strong BigMachines implementation skills to perform this complex

services work. For Systems Integrators, CPQ should be part of any conversation you are having with your

customers around simplification and improvement of sales processes; CPQ can also be part of a much larger

business transformation discussion leading to significant projects for you. With the combination of BigMachines

CPQ and Oracle's Cloud Customer Experience portfolio, we anticipate that our partners will be able to offer their

customers a comprehensive portfolio of integrated sales, marketing, service and commerce solutions. Oracle plans

to rapidly transition BigMachines services partners into partnership with Oracle, so that they may continue to refer

and influence sales cycles and provide the complex design, configuration and implementation they're providing to

customers today. BigMachines partners not previously working with Oracle are highly encouraged to learn about

Oracle's other Cloud offerings to provide their customers more solutions for their needs.

ISV/Technology Partners Integrating for Value-Added Solutions

BigMachines has strong partnerships with a number of influential technology partners, who expand our ecosystem by offering complementary functionality to our mutual customers. Oracle is currently reviewing these relationships in light of customer functional requirements and the functionality in our Oracle offerings to ensure we're jointly delivering what our customers need from us. BigMachines technology ISVs who were formerly integrating to BigMachines should join OPN, explore Oracle Cloud Marketplace for visibility for their solutions and consider referring opportunities to Oracle under the OPN Open Market Model for fees on leads closed. For Oracle validation of your integration, please consider Oracle Validated Integration Initiative. ISVs who offer complementary solutions that are not integrated to BigMachines directly also have the opportunity to refer leads to earn referral fees under the OPN program Open Market Model. Registered leads approved by Oracle are eligible for a referral fee of up to 10% of guaranteed total contract value.

[Type text]

For partners whose products BigMachines was previously distributing, Oracle product management will work with you to transition your agreements and partnership to Oracle's models. For assistance in locating the appropriate product management contacts, please reach out to your former BigMachines contact.

About Oracle PartnerNetwork (OPN) OPN is a single, global program that supports our partners' go-to-market goals and growth across the entire Oracle product portfolio. Through OPN, Oracle partners have access to a robust set of benefits, including, but not limited to, training and certification, Specialization including value-add implementation services, referral compensation to partners identifying opportunities, sales tools, back-end rebates for eligible channel sales, deal protection for registered resell opportunities, marketing and demand generation resources, demo equipment, development environments, and discounted internal use licensing.

Membership Levels and Criteria

BigMachines partners may join the OPN program at the level that they believe makes the most sense for their business, and are highly encouraged to consider the Gold level. Specialization begins at the Gold level, and supports partners to drive revenue through building the deep skills required to configure, design and implement BigMachines solutions. Gold partners are eligible to resell all of Oracle's Technology, Applications, Server and Storage products and eligible Cloud Services.* For partners interested in expanding their capabilities and offerings into more areas of the Oracle Customer Experience portfolio, Gold is the starting point for access to these key training resources.

Below is a short description of each level. For further detail review the OPN details by level on the OPN portal. Silver provides you with the ability to resell Oracle’s 1-Click products and access the Oracle Partner

Business Center for support. For BigMachines partners, this level is appropriate ONLY if you wish to refer opportunities to Oracle for referral fees or are approved for publication of your complementary technology solution on Oracle Cloud Marketplace. No resell or Specialization is permitted at this level. BigMachines partners who wish to access the Oracle CPQ Cloud Knowledge Zone tools and resources, take training, Specialize, or validate an integration to any of Oracle's products, will need to upgrade to Gold.

Gold means you are eligible to resell all of Oracle’s technology and applications products and Cloud Services.* Access to Oracle Knowledge Zones for training and Specialization begins at the Gold level.

Platinum is an elite level and requires five or more Specializations that will showcase the depth and breadth of your company’s expertise.

Diamond is OPN’s highest level of membership and has a number of requirements that substantiate a deeper level of commitment to the broad portfolio of Oracle solutions.

*Resell criteria can vary by product - check the relevant Knowledge Zone to review and satisfy any criteria and apply to resell. No resell programs will be offered for BigMachines CPQ (BMI or BMX) at this time.

Membership Types

In order to resell Oracle products and/or specialize on Oracle products, partners must be OPN Gold level or higher. The OPN Program Agreement must be accepted (no commercial terms). Partners have a choice of membership type as well when joining OPN (Worldwide, Associate of Worldwide, Standard).

A partner company with a presence in multiple countries may choose to join as a Worldwide partner (Gold or Platinum level) and have their wholly and majority owned subsidiaries in other countries join OPN as Associates of the Worldwide member. The Worldwide partner must agree to bind its Associates to the terms of the OPN program agreement and to be responsible for any breach of the terms by its Associates.

Alternatively, the partner company may join as a Standard OPN member if they do not have a presence in other countries.

[Type text]

OPN Membership Fees

BigMachines partners joining OPN will have opportunities to leverage Oracle’s portfolio of 6,000 products, its brand, and its market position to increase revenues and enhance profitability – while maintaining their CPQ business, expertise, and the personal relationships with the BigMachines team with whom they’ve worked. Membership in OPN offers access to the industry’s most comprehensive product set, along with a host of resources enabling members to develop, sell, and implement solutions featuring Oracle products and services. For example, BigMachines services partners will benefit from a rich selection of enablement and training benefits and tools available to OPN members, at no additional fee. At the Gold level, partners have access to the Oracle University Knowledge Center, partner-specific education through Guided Learning Paths, Boot Camps, and assessment/exam vouchers. Gold partners also receive additional discount on Oracle University products and services. OPN members that have made a commitment to excellence in developing, selling, or implementing a specific Oracle product or technology can earn a Specialization for their business—essentially, getting awarded distinct recognition for their efforts. Another immediate opportunity for BigMachines partners that join OPN is earning rewards by referring Oracle business. As an OPN member, you are able to register deals and earn referral fees.

The annual Oracle PartnerNetwork membership fees are set forth in the schedule below (not including taxes) and are payable within 30 days of enrollment in accordance with the terms of your OPN Agreement via the payment methods made available to you during the online enrollment process. If you are permitted to pay by purchase order, you must send a copy of the purchase order by mail or fax to Oracle within 3 days of enrollment.

OPN Pricing Promotion for BigMachines Partners We believe that the Gold level is likely the right level for BigMachines partners, in order that they are able to access training and be eligible to Specialize, which beings at the Gold level. Oracle is offering BigMachines partners who are not yet OPN members discounted pricing for Gold level membership, provided you activate membership prior to May 31, 2014. With the discount applied, OPN Gold Worldwide level membership will be US$2,000. Please

[Type text]

reference promotion code 1331405OPNSNGB2 during the enrollment process. (Note: this discount cannot be applied to new Associates of Worldwide memberships who already receive a 50% discount to join).

Transition to Oracle PartnerNetwork As we integrate the BigMachines products and domain expertise into our Oracle product portfolio and organizational structure, we will also enhance the Oracle PartnerNetwork to include the BigMachines offerings. For BigMachines partners, this represents a tremendous opportunity to leverage Oracle's market-leading partner program portfolio of benefits for business support. For additional information on the comprehensive sales, marketing, enablement, development and support benefits available to OPN partners, please review the benefits table on the OPN website > Partner with Oracle > Get Started. Partners may join OPN at any time from now until May 31, 2014, with the promotional pricing. The BigMachines products and partner materials are available in the new Oracle CPQ Cloud Knowledge Zone on OPN. We will publish Sales, Pre Sales and Implementation role-based Guided Learning Paths, Specialization, and go-to-market resources over the coming months. Join now to explore opportunities with Oracle's broader product portfolio, available to you through your OPN membership. If a BigMachines partner already has a valid OPN membership, the partner does not need to join OPN again. Partner Program Terms and Conditions

To join OPN, partners will be asked to pay the relevant OPN membership fee and accept the OPN program

agreement. To review this agreement, please visit OPN > Manage Your Membership > Agreements and Policies.

Partner Contracts, Pricing and Discounting

Oracle preference is to have partners contract on Oracle terms and conditions using Oracle pricing and partner

discounting models. It is our intention to transition BigMachines partners with valid BigMachines agreements to

Oracle standard terms and conditions as soon as is permissible, according to the rights included in their

BigMachines terms and conditions. If you have a valid BigMachines referral, training, or co-marketing agreement,

you should shortly expect to receive a notification of the transition of these terms to Oracle agreements. The

Oracle PartnerNetwork agreement will be your new terms and conditions.

For partners who contracted with BigMachines for integrations, resell of third party product by BigMachines or

BigMachines services work, please continue to transact according to these terms and conditions. Oracle will work

with each partner on an individual basis to ascertain appropriate path forward longer term.

All partners must accept the OPN Membership Agreement (available in clickwrap) upon activation of an OPN membership. This is an essential prerequisite in order to activate distribution rights as well as to validate integration to Oracle products. This is the only agreement needed in order to register a referral opportunity to earn referral fees.

Partner Training and Certification Oracle has launched a new Oracle CPQ Cloud Knowledge Zone as the one stop shop for BigMachines partner information, training, tools, and resources. Oracle is working to make available BigMachines Cloud CPQ Pre-Sales, Sales and Implementation role-based Guided Learning Paths (GLPs) via the Knowledge Zone. We anticipate the Sales and Pre Sales GLPs to become available in the June-August 2014 timeframe, and the Implementation GLP in the September-November 2014 timeframe.

[Type text]

Until the Implementation Guided Learning Path is available, the former BigMachines Yellow Belt and Blue Belt trainings are available through Oracle University. OPN Members receive a discount on Oracle University products and services. Oracle BigMachines Yellow Belt provides learners with the basic skills and knowledge necessary to administer an Oracle BigMachines site. BigMachines Blue Belt shows learners how to use the BigMachines application to meet advanced use cases. BigMachines Yellow and Blue Belt Certifications will not be carried over and recognized by Oracle.

Boot Camps will be offered for Sales Representative, Sales Consultant, and Implementation Consultant roles. Boot Camp details will be available on the “Get Trained” tab of the Oracle CPQ Cloud Knowledge Zone. A company-level Specialization is also planned for the CPQ Cloud Solution (see next section for additional detail). In order to pursue Specialization, a company must be a Gold level partner in OPN, and fulfill specific competency and business criteria. For example, the number of Oracle CPQ Cloud Certified Specialists in your company will fulfill competency criteria, and business criteria can include numbers of referrals, co-sell opportunities or implementations. A complete list of criteria will be published in April 2014.

OPN Specialization

If you are a member of the Oracle PartnerNetwork at the Gold, Platinum or Diamond level, or an Associate of a

Worldwide member at the Gold, Platinum or Diamond level, your company may apply to become “Specialized” on

Oracle CPQ Cloud once the Specialization is fully available in the July – September 2014 timeframe. (Sales and

pre sales training will become available starting in June 2014, in a phased schedule, so you can begin to participate

to develop your skills and prepare to apply to be Specialized).

The term “Specialized” is a formal brand and is used as a way to market your company's skills and expertise in key

Oracle solution areas.

For former BigMachines partners who have invested in BigMachines Yellow and Blue Belt Certifications, this will be

the next critical step in development of your CPQ skills and your ability to promote these skills to customers and

Oracle sales reps looking for partners to implement customer projects.

The Oracle CPQ Cloud Specialization will include Guided Learning Paths for Sales Representatives, Sales

Consultants and Implementation Consultants. At the end of each Guided Learning Path, Sales Representatives will

be able to position the value of the CPQ Cloud Solution, Sales Consultants will be fully equipped to provide

demonstration of specific scenarios, and Implementation Consultants will have the capacity to design, configure

and administrate the BigMachines CPQ Cloud application.

Note: By branding partners as Specialized and providing Specialization benefits, Oracle is not warranting your products or

services to customers.

Each Specialization within a Knowledge Zone has unique criteria for determining “Specialized” status. You must

apply for and be accepted as Specialized in each Specialization separately. Within the Oracle PartnerNetwork

program, there are two sets of criteria used to qualify members for Specialized status:

1. Competency criteria define the required number of qualified individuals, recognized as specialists, in

sales, pre-sales, implementation, development and/or support.

2. Business criteria demonstrate your positive track record of implementing Oracle solutions by measuring

numbers of implementations, sales transactions, and/or customer references.

Please reference the training and certification section of this document for more details on the planned

BigMachines Specialization.

[Type text]

Demo Environments

Oracle also provides BigMachines environments for business development or training under certain specifications, which will vary based upon if you are already involved in an implementation project or opportunity with the BigMachines CPQ Cloud team, or you are new to the product. BigMachines partners currently engaged on projects should continue to use the BigMachines support portal. If you are working on a joint opportunity and have an issue, contact your Sales Representative who will coordinate with the Oracle Alliances & Channels team. If you are new to BigMachines CPQ Cloud, you must meet criteria before requesting an instance. For ISVs working with Product Management, qualification is defined as having technology alignment with the BigMachines platform. For service opportunities, qualification means having commercial alignment (joint opportunities) and the necessary competency skills (joint implementations and, while in this transitional period, the former BigMachines Yellow and Blue Belt training which is available through Oracle University, until Oracle GLPs are made available). Once the Guided Learning Paths are complete, the published business and competency criteria will become effective. Oracle is currently working on streamlining the process of obtaining instances for all Cloud Solutions, including CPQ. This new process will be documented and implemented in the coming months. There will be announcements and detailed instructions on the Oracle CPQ Cloud Knowledge Zone.

Marketing & Branding Once a member of OPN, BigMachines partner branding will be transitioned to leverage the branding provided to

partners through Oracle PartnerNetwork (OPN). Partners must join OPN to gain access to partner logos relevant

for their respective membership levels and competencies. Your use of any logo is subject to the terms of your OPN

Agreement and the Oracle PartnerNetwork Brand Guidelines set forth at http://www.oracle.com/partners (log in,

select Membership / Agreements and Policies) as well as the terms set forth below).

OPN Membership logos: You are allowed to use the Oracle logo applicable to your membership level provided that you meet the criteria and requirements which are available at http://www.oracle.com/partners (log in, select OPN Program / OPN Details by Level).

Specialized logos: If you are properly designated as “Specialized,” then you also may use the logo applicable to that Specialization.

Advanced Specialized logos: If you are properly designated as “Advanced Specialized,” then you also may use the logo applicable to that Advanced Specialization.

Please note that partners are not permitted to use the Oracle | BigMachines logo, Oracle’s corporate and product logos or the general OPN community logo.

Validated Integration logos: If you participate in the Oracle Validated Integration initiative and have executed the Oracle Application Integration Validation Addendum to the OPN Agreement then you also may use the applicable logo.

Value Added Distributor logos: If you have entered into a Value Added Distributor agreement with Oracle then you also may use the applicable logo.

Oracle Exastack Ready logos: (must meet quality control and technical requirements) o The Oracle Exastack Ready Program includes the use of the following logos provided applicable

criteria have been met: Oracle Solaris Ready, Oracle Linux Ready, Oracle Database Ready, Oracle WebLogic Ready, Oracle Exadata Ready, Oracle Exalogic Ready, Oracle VM Ready and SPARC SuperCluster Ready

Oracle Exastack Optimized logos (must meet quality control and technical requirements, execute Oracle Exastack Optimized Addendum to OPN Agreement).

[Type text]

o Oracle Exastack Optimized includes the use of the following logos: Oracle Exadata Optimized, Oracle Exalogic Optimized and SPARC SuperCluster Optimized.

Refer to the following for additional information:

Oracle PartnerNetwork Brand Guidelines (must be an OPN member to access)

Third Party Usage Guidelines for Oracle Trademarks

Third Party Usage Guidelines for Oracle Logos

The Oracle Worldwide Alliances and Channels group will rebrand enablement materials and resources for

BigMachines partners and make them available through the OPN Website (oracle.com/partners).

Please direct all partner branding questions to opncomms_ww@oracle.com.

Growing Business with Oracle Partnership with Oracle offers BigMachines partners many opportunities to grow their business - and consider how to expand offerings beyond BigMachines - through OPN and Oracle Cloud Partner Programs.

From a product perspective, we encourage BigMachines partners to explore new revenue streams, for example by referring, implementing, or servicing other Oracle products. Visit the Oracle Cloud Services and the Oracle Customer Experience Knowledge Zones to learn about complementary offerings. Also consult the Oracle CPQ Cloud Partner Playbook available on the Oracle CPQ Cloud Knowledge Zone. It is an excellent resource for product information and how to position CPQ for Mid-Market (BMX) and CPQ Platform (BMI) into the right targets. It also recommends specific complementary products that, together with BigMachines, form sales plays for partners to extend Oracle Sales Cloud implementations, upsell into the Oracle install base, and/or complement Salesforce projects.

Reselling Oracle is another avenue of opportunity. While the BigMachines products are not generally available to partners for resell at this time, Oracle partners can sell the following:

For more information about OPN Agreements and Policies, including the Full Use Distribution Agreement (FUDA)

visit OPN > Partner with Oracle > Manage Your Membership.

[Type text]

New Partnerships Oracle and BigMachines encourages partners interested in going to market with the BigMachines products to join OPN and explore the information available in the Oracle CPQ Cloud Knowledge Zone. We will be publishing training resources for partners on the KZs as well as go-to-market tools and resources.

[Type text]

Cautionary Statement Regarding Forward-Looking Statements This document contains certain forward-looking statements about Oracle and BigMachines, including statements that involve risks and uncertainties concerning: Oracle’s acquisition of BigMachines, anticipated product information and plans for products, anticipated customer and partner advantages and benefits, and general business outlook. When used in this document, the words “anticipates”, “plans”, “estimates”, “may”, “can”, “want”, “will”, “believes”, “expects” or “expect”, “projects”, “intends”, “likely”, similar expressions and any other statements that are not historical facts are intended to identify those assertions as forward-looking statements. Any such statement may be influenced by a variety of factors, many of which are beyond the control of Oracle or BigMachines, that could cause actual outcomes and results to be materially different from those projected, described, expressed or implied in this document due to a number of risks and uncertainties. Potential risks and uncertainties include, among others: the possibility that the anticipated synergies of the combined companies may not be achieved after closing, our plans for the products referred to in this document may change over time and may differ materially from the plans described in this document, the combined operations may not be successfully integrated in a timely manner, if at all, general economic conditions in regions in which either company does business, and the possibility that Oracle or BigMachines may be adversely affected by other economic, business, and/or competitive factors. Accordingly, no assurances can be given that any of the events anticipated by the forward-looking statements will transpire or occur, or if any of them do so, what impact they will have on the results of operations or financial condition of Oracle or BigMachines. You are cautioned not to place undue reliance on forward-looking statements, which speak only as of the original date of this document. Neither Oracle nor BigMachines is under any duty to update any of the information in this document. The preceding is intended to outline our general 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.