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Partnering for Success in LAD
Claudia Mucarzel, Principal Product Manager
Walter Calvo, JD Edwards Business Development LAD
Manuel Neyra, Business Development Director
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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.
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• Cultural Considerations
• Latin America Market Characteristics
• Key Success Factors in Latin America
• Oracle LAD Org Structure & Key Contacts
• Summary
• Q&A
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Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
Cultural Challenge in Latin America
 Dozens of countries, 2 languages, and of course same words mean different
things; so be careful !
 Peru and Chile fight over who invented Pisco Sour
 Argentina and Brazil fight over who’s the best soccer player ever
 Colombia and Venezuela fight over Simon Bolivar citizenship
 In Mexico people can hardly say “No”, and “right now” means “probably later”
 Mostly open markets, stable democracies, educated workforce; BUT complex
and dynamic local regulations
 Latin America’s middle class is growing, and urbanization is up. More and
more Latin Americans are getting connected, and infrastructure spending is
on the rise.
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Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
GDP Facts for Latin America
 Brazil, Mexico and Argentina account for over two-thirds of the region's total output, while the
Caribbean countries represent a little over 1%.
 Latin America would rank as the world's 4th largest economy, after the European Union, the United States and
China, and above Japan.
Country
GDP (PPP) (millions)
GDP per capita (PPP) [1]
LAD and the Caribbean
9,517,000
15,617.79
Brazil
3,172,800
15,518.77
Mexico
2,260,200
18,714.05
Argentina
930,345
21,924.29
Colombia
682,977
14,164.43
Venezuela
550,226
17,787.39
Chile
431,802
24,170.03
Peru
403,322
12,638.84
Ecuador
192,728
11,839.19
2014 Source: http://www.imf.org/external/data.htm
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Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
Countries Up and Down in 2015-2016:
Source: Latin Focus
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IT Growth is slowing, but Latin America is
again the fastest growth market
Latin America GDP and IT Growth
(Constant), 2007-2016
Source: IDC
20%
Total IT Market Growth by Market, Y-Y
YoY Growth 2013
IT
GDP
YoY Growth 2014
15%
13.9%
10%
11.8%
9.0%
8.1%
8.1%
5%
6.7%
3.0%
5.5%
5.0%
3.1%
4.4%
4.4%
3.8%
5.0%
0%
2007
2008
2009
2010
2011
2012
2013
2014
2015
2016
4.8%
2.0%
0.9%
0.1%
United States
Canada
Western
Europe
Japan
-5%
APxJ
Latin America
CEE
MEA
World
-10%
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Opportunities
Projects
& Services
Consumer
Goods
Mfg &
Distribution
Asset
Intensive
Projects & Services
Consumer Goods
Mfg & Distribution
Asset Intensive
Engineering & Construction
Professional Services
Commercial Real Estate
Homebuilders
Food & Beverage
Agribusiness
Attributes and Apparel
Cosmetics
Durable Goods
Industrial Manufacturing
Chemical
Life Sciences
Wholesale Distribution
Oil and Gas
Mining and Aggregates
Paper & Packaging
Public Utilities
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ERP Market Size
ERP includes
(by IDC):
Enterprise
Asset
Management
(EAM)
Financial
Accounting
Applications
Order
Management
ERP includes
(by Gartner):
Enterprise
Asset
Management
(EAM)
Brazil
FMS
Components
Mexico
Manufacturing
and Operations
Argentina
Procurement
Manufacturing
Chile
Colombia
Tier 3 Countries
Total Latin
America
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Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
IDC
IDC
Gartner
Gartner
Market in 2013
(US$ M Constant)
Includes Maint.
Market in 2014
(US$ M Constant)
Includes Maint.
Market in 2013
(US$M Constant)
Includes Maint.
Market in 2014
(US$M Constant)
Includes Maint.
751
817
733
825
(60%)
(60%)
(68%)
(69%)
244
259
151
162
(19%)
(19%)
(14%)
(14%)
40
45
70
76
(3%)
(3%)
(7%)
(6%)
61
68
12
12
(5%)
(5%)
(1%)
(1%)
43
46
47
52
(3%)
(3%)
(4%)
(4%)
121
127
57
60
(10%)
(9%)
(5%)
(5%)
1,261
1,363
1,071
1,187
(100%)
+ 8.1% (100%)
(100%)
+ 10.9%(100%)
ERP Market Forecast
ERP Market Forecast, IDC (U$M)
ERP Market Forecast, Gartner (U$M)
2,500
2,000
CAGR: 9.9%
2,026
2,000
1,261
1,363
1,654
1,600
1,828
1,647
1,500
1,800
1,865
CAGR: 11.7%
1,473
1,320
1,400
1,486
1,200
1,187
1,071
1,000
1,000
800
600
500
400
200
-
2013
11
2014
2015
2016
Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
2017
2018
2013
2014
2015
2016
2017
2018
ERP Market Share - LAD
Competitive Landscape - IDC/Gartner
Latin America ERP Market, Market Share,
2013 (%) - IDC
Latin America ERP Market, Market Share,
2013 (%) - Gartner
Oracle,
7.6%
Others,
15.0%
Others,
26.2%
SAP ,
33.0%
Totvs,
26.3%
Totvs,
57.2%
Oracle,
3.6%
SAP, 20.6%
IBM, 1.3%
IBM, 1.4%
Infor, 1.1%
Infor, 3.1%
Total 2013 - $1,261 M USD (Constant)
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Total 2013 - $1,071 M USD (Constant)
Microsoft,
1.1%
Market Compound Average Growth 2012-2016
Public Cloud Services
$3.11 Bn
1,304
711%
237
$384 M
2009
2010
2011
2012
1,572
2013
2014
2015
2016
Fuente: IDC Latin America Public Cloud Services Forecast, Nov 2012
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SaaS
PaaS
IaaS
Market projection Public Cloud in LAD
Notas:
Fuente:
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2011
2012
2013
2014
2015
2016
CAGR '12-16
Argentina
8
13
22
39
64
102
50%
Brasil
145
229
387
694
1,149
1,864
52%
Chile
16
25
43
79
134
223
55%
Colombia
19
31
54
98
165
271
54%
México
40
62
101
178
291
465
50%
Perú
4
7
11
20
33
53
52%
Venezuela
5
8
13
24
39
62
50%
Rest of LA
6
10
16
28
46
73
50%
Total
243
385
647
1,160
1,920
3,114
52%
Cifras en millones de dólares
CAGR = Compound Annual Growth Rate – Tasa de crecimiento anual compuesta
IDC Latin America Public Cloud Services Forecast, Nov 2012
Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
JD Edwards so far in LAD
 FY14 Growth 53%
 H1 Growth 48%
 Q2 Growth 19%
 Mexico H1 Growth 503%
 Argentina H1 Growth 241%
 T3 H1 Growth 53%
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Objectives and Goals for JDE
Logistics Innovation
+30%
yearly
FY15-FY18
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Insert Information Protection Policy Classification from Slide 16
LAD Apps Strategic Initiatives
Extreme synergy
GREEN-FIELD:
CREATE NICHE
MARKETS
NO SAP
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reserved.
INSTALLED BASE: NEW
CUSTOMER EXPERIENCE
PARTNERS SELLING &
DELIVERING APPS &
SAAS
ORACLE ARMY
WHAT’S DRIVING THE TRACTION IN LAD
MAJOR FOCUS FOR APPLICATIONS
•Innovation solutions
 Customer Experience
 Engineered Systems running Oracle Applications
(Exadata, Exalogic & Exalytics)
 Talent Management / Social Recruiting
 Social Apps for Sales, Marketing and Service
 In Memory Apps
 Mobility
 BI Apps
 Big Data
 Installed Base Growth on:
 Supply Chain Management
 Governance Risk and Compliance
Solutions
 BI Applications
 EPM focus on Planning and Financial
Close solutions for the CFO
 Financial reconciliation for EPM/ERP
 Master Data Management
 Loyalty
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Software Business Organization Model
Oracle Direct
Super Accounts
Brazil
Mexico
Argentina
Chile
Colombia
Rest of L A
✔
✔
Strategic
Accounts
Public Sector
Indirect Sales
✔
✔
✔
✔
✔
✔
✔
✔
✔
✔
✔
✔
✔
✔
✔
✔
Applications / SaaS
Technology / Engineered Systems
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Insert Information Protection Policy Classification from Slide 12
LAD APPS ORG
Eduardo Lopez
LAD Apps Business Unit
SVP LAD
Jorge Toledo
Eduardo Abad
Alejandro Maiorano
Marketing Sales LAD
Sales Consulting
Spanish LAD
SaaS Argentina
Rodrigo Marcondes
Priscila Siqueira
Nicolas Oggioni
CRM Business Development LAD
Sales Consulting
Brazil
Saas Colombia-Ecuador
Enrique Valladares
Thais Padilha
Bernardo Lira
ERP-SCM Business Development
LAD
Installed Base Program
SaaS Chile
Perla Vitorio
João Fernandez
Gov Apps Development
Partner Strategy
Business Operations
SaaS Brazil
Walter Calvo
Ernesto Fernandez
JDE Business Development LAD
SaaS Mexico
LAD JDE Business Ecosystem
QBIT
Oracle engaged teams
Sales Reps (SA/IS/OrD)
BDMs
Apps Experience
Alliances
CC & Support
OCS
Pre-Sales
Architects
Marketing
Product Development - Corp
Oracle Partners Network
SIC
QUANTUM
End To End
TCI
Consulting
Excelsis
Smartech
CODE
Quanam
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IT Cross
KPIT
BEST
Prodcon
Grupo ASSA
Amazing
Deloitte
STN
OJC
Assisco
CDSI
Sinapse
Softone
eNNOVATIVE
Action Systems
Premier Group
Novacon
Dynamic Consultants
ITEPROF
Red Logic
Walar
Business Architecture
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YKP
INFO Consulting
SYWORK
Fussion Corp
WIPRO ERP Consulting
Walar
TGV
MPL
DSS
FUSION
Taker
TIQS
CIMA
ERP Soluciones
Partner Success Factors
 Bring Innovation Solutions
 Move offerings to the Cloud
 Competitive Rates and References
 Engaged Oracle Territory Sales Reps and BDMs
 Focus on JDE Business Development
 Templates and Accelerators for SMB market
 Invest on people development
 Invest on OVIs
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Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
Be Informed, Stay Connected
Manuel Neyra - JD Edwards Business Development Sr Director
manuel.neyra@oracle.com
Walter Calvo - JD Edwards Business Development LAD
walter.i.calvo@oracle.com
Claudia Mucarzel - JD Edwards Principal Product Manager
Claudia.mucarzel@oracle.com
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BE INFORMED, STAY CONNECTED
@OracleJDEdwards
JD Edwards Professionals
My Oracle Support
Communities
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TheOracleJDEdwards
JD Edwards
Attitude@Altitude
Questions & Answers
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