working with oracle in the retail industry

Working with Oracle in the Retail Industry

Richard Michalec, Sr. Director, Industries Business Unit- Retail

June 30, 2004

Agenda Oracle Strategy in the Retail Industry Oracle Messaging and Alignment Potential Taking advantage of the Partner Program

– Development Resources– Technical Resources– Marketing Resources

Engaging the Field– A pragmatic approach

Getting Started

Oracle Strategy for Retail One of top 7 industries Increasing focus for

– Sales Dedicated for Strategic Accounts Account Clustered for Commercial

– Development Technology Applications

Deep heritage of Partner Driven approach

Oracle is expanding revenues in Retail

Amazon.comAT&T WirelessAholdAlbertsonsA&PBarnes & NobleBest BuyBlockbusterBrooks BrothersCircuit CityCVS PharmacyCasino, FRContainer StoreCostcoDarden RestaurantsDellDisney Dress BarnE-BayEckerd

Eddie BauerFamily DollarFederated Dept. StoresFlemingGapGymboreeHallmarkHEBHudsons BayHenkel/MankoIHOPJack in the BoxJC PenneyKohl'sKrogerLong's DrugLimited BrandsMetro AGNeiman MarcusNordstrom

Office DepotOffice-MaxPier 1Polo-Ralph LaurenREIRadio ShackRestoration HardwareSaks, Inc.SearsStarbucksTJX Cos.TargetTractor SupplyUltimate ElectronicsUSPSViking RangeWalgreen'sWal MartWilliams-SonomaZales Corp.

Selected Oracle Retail Technology Customers

1-800-flowers7-Eleven A & PAT&T WirelessAlbertsonsAmazon.comAmerican GreetingsAnn TaylorBarnes & NobleBest BuyBlueNileBurlington CoatChick Fil-ACircleKCorporate ExpressEckerd Drug

Estee LauderFamily Dollar StoresFranklin CoveyGap, Inc.Giorgio ArmaniGymboreeHudson's Bay Co.Hallmark CardsHollywood VideoJ SainsburyJC PenneyJack in the BoxKellwoodLenscraftersMattelMcDonald's

MichaelsNeiman-MarcusNetflixNordstromRed EnvelopeSelect ComfortStaple’sShaw'sStarbucksTescoThe TalbotsToys ‘R’ Uswalmart.comWakefernWet SealZale Jewelers

Selected Oracle Applications Customers

Industry Drivers – What keeps Retail Execs up at night

Wal-Mart is forcing retailers to:– Reduce Supply Chain Costs– Differentiate through offerings

Wall Street is rewarding retailers for:– Cost Containment– Accountability

Benchmarks outside of retail

Message has been consistent for last couple of years

Customer Centricity–Profitable Growth

Emerging Driver

Store Management

ProcurementManagement

SCM

Call Center/Support Systems

Customer Information Systems

CRM

Merchandise Management

Customer SupportSystems

Human Resources

Business Intelligence Systems

FinancialManagement

Office Automation

Central Procurement

ERP

Retail Industry Footprint

Point of Sale (POS)

Back Office Support

Store Signage/Display

Direct SalesSystems

Distribution andLogistics

Advanced Planningand Scheduling

Warehouse/Inventory Mgt.

Marketing Management

Merchandising/Assortment Management

BusInes s

Intell.

Technology

Retail Systems Conceptually

SalesSales

PromotionPromotionManagementManagement iMarketingiMarketing

Customer IntelligenceCustomer Intelligence

iServiceiService

Customer Data HubCustomer Data Hub

FinancialsFinancials

Real Estate for RetailReal Estate for Retail

Corporate Corporate Performance Performance ManagementManagement

Vendor Allowance/Vendor Allowance/Funds TrackingFunds Tracking

Strategic SourcingStrategic Sourcing

Oracle Retail 2004 Spearhead Map

OperationalOperationalExcellenceExcellence

AssociateAssociateOptimizationOptimization

Customer Customer CentricityCentricity

Lean Lean InfrastructureInfrastructure

Human ResourcesHuman Resources

Sales ManagerSales ManagerPortalPortal

iLearningiLearning

Self ServiceSelf Service PayrollPayrollAssociateAssociate

IntelligenceIntelligence

iRecruitmentiRecruitment

Solving the Wal Mart and Wall Street IssuesContinue and accelerate the momentum

ClientellingClientelling

PromotionPromotionManagementManagement iMarketingiMarketing

Customer IntelligenceCustomer Intelligence

ServiceService

Customer Data HubCustomer Data Hub

FinancialsFinancials

Real Estate for RetailReal Estate for Retail

Corporate Corporate Performance Performance ManagementManagement

Vendor Allowance/Vendor Allowance/Funds TrackingFunds Tracking

Strategic SourcingStrategic Sourcing

Oracle Retail 2005 Spearhead Map

OperationalOperationalExcellenceExcellence

AssociateAssociateOptimizationOptimization

Customer Customer CentricityCentricity

Lean Lean InfrastructureInfrastructure

Human ResourcesHuman Resources

Sales ManagerSales ManagerPortalPortal

iLearningiLearning

Self ServiceSelf Service PayrollPayrollAssociateAssociate

IntelligenceIntelligence

iRecruitmentiRecruitment

Adding a new spearheadCustomer Centricity

Technology Opportunities in Retail

Retail CIO’s strategic imperative– Simplification / Cost Reduction

Vision and pilot – RFID

Probable tech spending initiatives– ISV’s drag– Business intelligence / portals– Product data synchronization

Simplification / Cost ReductionStrategies

Narrow and deep vendors– Gap, Best Buy, Hudson’s Bay

Linux– Amazon, Burlington Coat

Single Instance– Best Buy.com, Ultimate Electronics

Store Management

ProcurementManagement

SCM

Call Center/Support Systems

Customer Information Systems

CRM

Merchandise Management

Customer SupportSystems

Human Resources

Business Intelligence Systems

FinancialManagement

Office Automation

Central Procurement

ERP

Retail Industry Footprint

Point of Sale (POS)

Back Office Support

Store Signage/Display

Direct SalesSystems

Distribution andLogistics

Advanced Planningand Scheduling

Warehouse/Inventory Mgt.

Marketing Management

Merchandising/Assortment Management

BusInes s

Intell.

Technology

Retail Systems Conceptually

Reality vs. Concept

Market Your Solutions –Marketing Resources for partners Use of Oracle’s logos. Press release and customer reference support. eMarketing tools - build lead generation campaigns,

business plans. Participate in selected Oracle events. Publications - Oracle Magazine and Profit. Co-marketing funds available to certified partners. Solutions Catalog, Oracle’s online partner catalog. Participate in Product and Business Development initiatives:

– Product – DB, Application Server, Collaboration, E-Business Suite– Business Development – GRID, Mid-Market, OnDemand

Partnering with Oracle in Retail


Find Technical Assistance –

Development Resources for partners Software licenses. Toolkits, development kits, migration kits, product

validation kits. Partner Technical Services. Partner Metalink, online support services. Online development resources OTN, AppsNet,

Discussion Forums. Development and porting funds available to certified

partners.

Get Enabled –

Education Resources for Partners 35% discount on Oracle University training. Free partner workshops and partner specific

training Access to Oracle University Online Library. 35% discount on exam fees for Oracle

certifications.


Transform your investment into Results –

Sales Resources for partners Discounts on software for resale. Flexibility in relicensing – Fulluse, Application

Specific, Embedded. Register sales opportunities for:

– Commissions for referrals and influence accounts– Account protection and presales resources

Partner specific sales training and sales kits.


Recommendations Become familiar with and use the partner site -

http://partner.oracle.com Partners adopting technology, focusing on priority

messages and markets get attention.– Participate in relevant initiatives.

Use GCORs to document how you resell, refer or influence.

Would someone know who you are? Leverage Solutions Catalog.

Decide what you want to be famous for with Oracle.


Details on Partner Benefits:http://partner.oracle.com

LogonAt HOME tab, go to MANAGE YOUR MEMBERSHIP

Portlet. Click on Agreements, Policies, Benefits, Certification

CriteriaScroll down to Benefits for ISVs.

http://partnercontent.oracle.com/home/opnmembership/lang/en/benefit_tables/benefit_wrappers/index.html?isv_wrapper.html



Decide what you are “going to be famous for” Work the Oracle Partner resources Determine what makes sense for field sales

engagements

On behalf of Oracle……

Thank You!!!!!