Overview of Oracle's internal implementation of Siebel CRM. This session discusses Oracle's approach to global forecasting for software license and services business.

1. CRM@Oracle – Forecasting Deepak Gupta Eve Milrod Halwani Vice President, CRM Systems Senior Director, Sales Systems Applications IT Applications IT

2. The following is intended to outline our general product 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.

4. Oracle Fusion Middleware

5. Oracle Applications

7. More than 345,000 customers worldwide

8. More than 21,000 partners

9. 85,000 employees, including:

10. 30,000 sales & marketing

12. 17M Sales Activities

13. 18M Marketplace Accounts

14. 1.5M Accounts

15. 18M Contacts

16. 24M ProspectsPartner Portal145 Countries 10 Languages 30,000 Internal users 85,000Territory Lookup users 200,000 Partner users

18. Consolidation/Centralization

19. Start Clean, Stay Clean

20. Standards based Integration

21. Drive value with BIEngagement Integration Analytics

22. Global CRM Single Instance Ecosystem Implementation planned

23. CRM@Oracle – Forecasting Deepak Gupta Eve Milrod Halwani Vice President, CRM Systems Senior Director, Sales Systems Applications IT Applications IT

24. <Insert Picture Here> Sales Business Cycle

25. Sales Business Cycle Siebel Mktg/Call Center Sales Campaigns Marketing and Sales Campaigns Global Executive Campaigns Lead Development Territory Assignment Siebel Sales/Call Center Opportunity Conversion Opportunity Prosecution Qualify Convert Mature “System of Record” CRM Analytics (OBIA)Performance In-Line and Analysis Forecast Judgment Sales Effectiveness Siebel Sales/Call CenterForecast Prime and Co-Prime (Shadow) Rep and Manager Judgment “System of Record”

26. <Insert Picture Here> Forecasting

27. Goals Provide an accurate and timely global revenue forecast for all of Oracle’s License and Services businesses Feedback to Development for continuous product improvement

28. Strategy Leverage standardized Siebel 8.0 out-of-the-box technology, analytics and features Implement and enforce robust global forecasting adhered to by all levels of the Sales organizations for all lines of business

31. Application simplicity offers ease of use while application power offers comprehensive forecastSimple & Powerful Timely Schedule

32. Forecast Process - Administration Set Up Forecast Administration Forecast Submission Management Forecasting Globally defined criteria tailored to business process for all regions and lines of business

34. Prime & Co-Prime

35. License & Services

36. All Sales Reps create their forecast and rollup to Managers

38. Management Submission Forecast Administration Forecast Submission Management Forecasting 1. Review pipeline 2. Review team forecast 3. Generate forecast 4. Add judgment to subordinates’ forecast 5. Submit Snapshot to higher level Manager 6. EVP/Division Head adds judgment at higher level product aggregation

40. Utilized at every level of forecast, for every line of business

41. Powerful tool supports effective forecast and pipeline reporting

42. Enables richer content and blended forecast and pipeline data to assist with self-service forecast analysis by Reps and Managers

43. Complements forecasting transaction process and provides management insight to formulate judgment

45. Multi-Dimensional Forecasting Compare Forecast and Pipeline by Product and Currency NOTE: Data are for example purposes only

46. For More Information search.oracle.com Sales Forecasting or sales.oracle.com