<Insert Picture Here> NASA FINS Partner Summit Greta Krupetsky Group Vice President, NASA FSI Sales October 23,2008 <Insert Picture Here> FY09 GTM Plan FY09 Strategic Initiatives 1. Growth through Industry Focus 2. Drive a Solutions Based Business 3. Differentiate through Transformation 4. Leverage Industry Specific GBU ( Financial Services and Insurance)Solutions Footprint to expand Customer Portfolio of Oracle Solutions 5. Grow CRM Hybrid Market Share 6. Expand and Partner Ecosystem through 1. Identified Value Solution Sets 2. Transformation Initiative Growth through Industry Focus Investment in “Less Effected” Markets • • • • Manage industry portfolios and corporate resources on a deeper sub vertical basis Market opportunities and trends very widely by sub vertical sector Focus sales and FINS Supporting teams to maximize “wallet share” in the sectors that are expected to “outspend” the industry average With that difference in growth trajectory, the Green Sectors/Customers will continue to have an increasing impact on overall business Drive a Solutions Based Business Portfolio of High - Value Solution Sets offerings Reshaped our portfolio offering to focus on strategic high-value Solution Sets ( leveraging the GBU offerings) Incorporated the GBU products to create solution offerings that add unique value to both customers and the channel Aligned New Industry Drivers Top Market opportunities Value Solution Sets Maximize our ability to capture more of the strong growth Differentiate through Transformation Transformation Targeted focus on driving Transformation opportunities in select NASA FINS accounts Target a sub-set of accounts (based on defined criteria) to position Transformation Initiative, that drive ELA opportunities Drive a Value Selling approach to Transformation positioning Synchronize a set of shorter term demand generation activities with Strategic Transformation Initiatives Map Executive Sponsors to target accounts Leverage Industry Specific GBU Solutions Footprint to expand Customer Portfolio of Oracle Solutions Oracle Services: Insurance Professional Service Team, Education, 24 x 7 Support Oracle Insurance Applications Insurance CRM & Distribution Management New Business & Underwriting Desktop Insurance Rating & Illustration Policy Admin Insurance Billing Insurance Claims ERP Customer Communication Management: Applications, Industry Forms, Policy Issuance, Client Communications, & Claims Correspondence Insurance Data Exchange: Data Exchange between Carriers, Distributors, & Service Providers Platform Solutions: MDM BI General Agency: BGA Office Automation Compliance EPM Integration & Collaboration: Insurance Application Integration and Architecture, Business Process Bus Technology Foundation: Database, Fusion, BPEL, Security, etc Apps. Unlimited Solution Areas Other Dev. Groups Expand and Partner Ecosystem through Value Solution Sets Partner Leverage • • • • Partner Lead Engagements to help rationalize Customers Current State and drive Standardization of Future State Road Maps Partner Driven Leverage around: • Transformation • Value Based Solution Sets • Sub Vertical and/or Customer Focused PIP Development by Sub-vertical Partner Executive Bridging NASA FINS Organizational Alignment NASA FINS is segmented by Product Pillar and by Industry Vertical Greta Krupetsky Group Vice President New York, NY Frank Irizarry Area Vice President CRM New York, NY Bryan Kelley Area Vice President ERP New York, NY Kevin Fay Marko Zajec Regional Vice President EPM/BI Business Development Manager Nashua, NH Burlington, MA All Regional Managers – Vertically Focused Banking Capital Markets Insurance Healthcare Payer FSI Partner Summit NASA FSI CRM Sales Frank Irizarry Area Vice President FY09 Financial Services CRM Frank Irizarry Area Vice President New York, NY 0AS0 Chanda Howell Adminstrative Assistant New York, NY Kelli Townsend Regional Vice President El Segundo, CA Glenn Wallace Regional Manager Insurance Joseph Ventura Regional Manager New York, NY Jeff Lovell Branch Manaager Healthcare FY09 Financial Services CRM Insurance Glenn Wallace Regional Manager Charlotte, NC SB62 Meghan Schneider ASM Atlanta, GA Ryan Radding ASM Atlanta, GA David Baker ASM Boston, MA Rich DiGangi ASM New York, NY UHG AFLAC AIG Metlife Well point ING Liberty Mutual Marsh BoA Lincoln Financial BCBC FL BCBS NC Unum Provident Fannie Mae NY Life Cigna GMAC Nationwide Travelers GHI-HIP Dan Matica ASM Boston, MA Mass Mutual Aetna Hartford Christa Stanula ASM Charlotte, NC AXA Chubb FDC Prudential FY09 Financial Services CRM Health Insurance Jeff Lovell Branch Manager, Health Care San Fran, CA SB61 Dave Lee West Health Insurance Salt Lake Mark Bradley East Health Insurance Atlanta Premera CBC Healthnet Humana Delta Dental Amerigroup BSCA Highmark/Independence BCBS HCSC Coventry NW Mutual Independence BCBS Kaiser Horizon Erica Rabb ASM West San Fran, CA Farmers (Zurich) Beth Hughes ASM Chicago All State Schwab AON Franklin USAA WAMU Aegon State Farm Manpower FY09 Financial Services CRM Banking/Capital Markets Joseph Ventura Regional Manager New York, NY SB62 Edna Kamara ASM New York, NY Citicorp JPMC Credit Suisse TBH ASM New York, NY Lee Kellett ASM Berwyn, PA Jill Lauterbach ASM Cincinnati, OH John DelVecchio ASM Burlington, MA Howard Shearman ASM Atlanta, GA Lehman PNC Fifth Third Fidelity Wachovia eTrade BONY/Mellon Key Bank AMEX BB&T NASDAQ Vanguard Nat City MasterCard SunTrust AM. STK Exchg Morgan Stanley US Bank State Street Regions Merrill Lynch Ameriprise Goldman Sachs UBS Kelly Services Capital One FSI CRM Industry Solution Sets Industry Trends Banking Trends Insurance Trends Capital Markets Trends 1. Need to manage profitability 1. Soft Market – Financial Crisis 1. Industry consolidation 2. Increased competition from traditional and new providers 2. Growth – Time to Market 2. 3. Talent Shortage Need to manage profitability and growth of assets under management 3. Increased dependence on organic growth 4. Visibility 3. Increased competition from traditional and new providers 4. Customer’s increasing expectations and decreasing loyalty 5. Straight Through Processing 4. Focus on Organic growth 6. Improve Service 5. Focus on Customer relationships Need to improve expenses control and efficiency 7. Ease of Doing Business 6. 8. IT Environment Simplification Customer’s increasing performance expectations and decreasing loyalty 9. Expense Control 7. Need to mitigate current and emerging risk 10. AIG Failure 8. Collaboration - Effective communication to clients and organizationally (internally) 5. 6. Need to mitigate current and emerging risk 7. Increased regulatory pressures 8. Industry consolidation 9. Consumer’s adoption of electronic channels and payments 9. 10. Consumer’s concerns about security and privacy Technology to support consistent customer interactions through any channel 10. Consumer’s concerns about security and privacy 11. Increasing global competition 11. 12. Real time business intelligence Increased needs for Real time business intelligence (*) Sources: © Financial Insights and TowerGroup Industry Initiatives Banking Initiatives Insurance Initiatives Cap Mkts Initiatives 1. Improve U/W Results 2. Reduce Expenses 3. Reduce Fraud/Leakage Data Security 4. 2. Simplify Infrastructure - data and application integration 4. Business Process Management Data cleaning and Consolidation 5. Data Access 3. Cross Sell and Up Sell 6. 5. Risk Management Account Level Data Consolidation 4. Technology Refresh Predictive Analytics 7. Compliance 5. 6. 8. Process Simplification IT Governance for standards, compliance and re-use 7. Mobility 9. 6. Real-time workflow and BPM systems (On Boarding) 8. Core Banking renewal Manual / Duplicate Process Elimination 10. BPM 7. Risk Management 9. Risk Adjusted Profitability and Performance Management 11. Customer Retention / Satisfaction Initiatives 8. Predictive Analytics 12. Legacy System Consolidation / Replacement 9. Mobile solutions 10. Getting to Customer Centricity 13. SOA Initiatives 14. Improve Product Rollout 1. Information Management 2. Technology Refresh 3. 1. Data management & , Information management (Client, Portfolio, Product offerings, Market data) 10. Getting to Customer Centricity 11. Communication (Collaboration/Portal) Trends in Healthcare Insurance Business Trends Initiatives Solutions 1. Commercial Sales Solution for Healthcare 1. OnDemand for Commercial Sales 2. Hybrid back-office sales solution 2. Lead to Enrollment Hybrid Model Enabling Consumerism 3. End to End Sales Solution 3. Siebel integration into Skywire Ongoing Medical Cost Pressure 4. Integrated Population Management 4. Integrated Disease Management 5. Regional Medical Records Initiatives 5. Healthcare Transaction Base Supply chain management improvements 6. Pharmacy Management 6. Mail Order Pharmacy 7. Product Life Cycle Management 7. Product Life Cycle Management 7. Agile for Healthcare Payer 8. Improvement of Core Operations 8. Core Applications Modernization 8. SPL and edoc’s integration 9. Increased regulations 9. Risk and Compliance 9. GRC for Healthcare 1. Growth in new markets 2. Industry Consolidation realization of cost savings 3. 4. 5. 6. Electronic Health Records (*)IDC NASA FSI CRM Target Industry Solution Sets Banking Insurance • M&A Optimization: UCM/MDM • Next Generation Claims • Rapid Enterprise CRM • Value Centric Call Center • Sub Vertical OnDemand Capital Markets • Registered Investment Advisor Workstation (RIA) • Mutual Fund Wholesaling • Asset and Wealth Management • Channel Enablement Health Insurance - Payers • OnDemand for Commercial Sales • Lead to Enrollment: Hybrid • Siebel/Skywire Integration Banking CRM UCM/MDM Merger & Acquisition Optimization To Industry Trends • Increased competition from traditional and new providers • Increased dependence on organic growth • Customer’s increasing expectations and decreasing loyalty • Need to improve expenses control and efficiency • Industry consolidation • Real time business intelligence Bill Of Materials Universal Customer UCM • Master Data Mangement MDM/DRM • OBI EE – Customer Master Data Management (Need FSI Enhancements sized) • Information Management • As of Q3 2008, Oracle’s Siebel UCM product has been ranked in the Leaders category by every major analyst firm • The Siebel platform, toolset, rich industry schema, metadata driven processes and service-enablement make UCM the lead Oracle CDI product. Revenue Potential* FY09 • Getting to Customer Centricity FY10 FY11 3 Yr Total: NASA FIN - Plan On a Page Solution Set • Consolidating organizations struggle with building singe customer repository post acquisition. Increases Cost, delays operational consolidation, limits revenue based initiatives • Data Fragmentation: Business processes break down at the applications boundaries due to the data inconsistencies Implications / Competitors Top Industry Initiatives • Challenges Solution • UCM/MDM to enable Rapid Acquisition Consolidation Consolidate shared customer information into a trusted, global," single source of truth” master repository Maintain a high quality customer profile using state of the art data quality and governance tools • Consolidate information into a single master repository • Cleanse and enrich data centrally • Synchronize data for a consistent enterprise view • Leverage master data to improve customer/Customer and product-centric business processes and analytics Insurance + Health CRM Value Centric Call Center Top Industry Trends ▪ ▪ ▪ ▪ ▪ ▪ ▪ ▪ ▪ Soft Market – Financial Crisis Growth – Time to Market Talent Shortage Visibility Straight Through Processing Improve Service Ease of Doing Business IT Environment Simplification Expense Control Top Industry Initiatives ▪ ▪ ▪ ▪ ▪ ▪ ▪ ▪ ▪ ▪ Reduce Expenses Data cleaning and Consolidation Data Access Account Level Data Consolidation Process Simplification Manual / Duplicate Process Elimination BPM Customer Retention / Satisfaction Initiatives SOA Initiatives Improve Product Rollout NASA FIN - Plan On a Page Solution Set Bill Of Materials Siebel for Insurance RTD CCA UCM OBIEE BPM Implications / Competitors • Insurers are risk adverse at the best of times, recent market turbulence may make them wary of large projects • Weak demo environment makes us vulnerable to competition • SAP Revenue Potential FY09 FY10 FY11 3 Yr Total: Challenges ▪ Being silo based, insurers don’t have a single view of the client which impedes their ability to service the client and improve account penetration ▪ The need to grow is being hampered by systems that cannot support growth initiatives ▪ The industry is facing a shortfall in staffing, both new talent and talent with skills to support aging technology. Insurers are being forced to upgrade to mitigate internal risk Solution ▪ A single solution to provide access to all core systems required for customer support ▪ Central view of all client information and tools to support client information and decision processes ▪ Tools to enable growth, both geographic and product based Capital Markets CRM Registered Investment Advisors Workstation To Industry Trends ▪ Need to manage profitability (Growth in Assets under Management) ▪ Customer’s increasing expectations and decreasing loyalty ▪ Industry consolidation ▪ Increasing needs for Real-time business intelligence ▪ Collaboration - Effective communication to clients and organizationally (internally) ▪ Increased competition from traditional and new providers Top Industry Initiatives ▪ ▪ ▪ ▪ ▪ ▪ Data Management & Information Management (Client, Portfolio, Product offerings, Market data) Predictive analytics Getting to customer centricity Communication (collaboration/portal) Cross Sell and Up Sell Real-time workflow and BPM systems (On Boarding) Bill Of Materials Challenges CRM/On Demand R15 Web 2.0 Social networking tools Athene Data Objectives Integration of “Books & Records” Integration with 3rd Party solutions Oracle Sales Assistant Not able to obtain an accurate view of the customer relationship due to inconsistent data model Lacking tools and accurate data to determine the best product and service mix at the right price and overall profitability. Implications / Competitors • Loss of market opportunity with no identified leader. • Potential competition with partnerships between CRM and planning tool providers (NorthStar) • Competitor: No major identifiable competitor – convergence of CRM, financial planning, market data providers Revenue Potential FY09 FY10 FY11 3 Yr Total: NASA FIN - Plan On a Page Solution Set Solution Integrated “Advisor Desktop”: • Oracle OD CRM • Integration with 3rd Party Financial Planning Tools- “EISI NaviPlan” • Integration with 3rd party Asset Custodian- “Advent” • Integration with sponsor Brokerage & Trading systems • Mobile CRM Solutions Healthcare Insurance CRM On Demand for Commercial Sales To Industry Trends • • • • • • • • • Growth in New Markets Industry Consolidation Consumerism Medical Cost Pressure Electronic Health Records Supply Chain Product Life Cycle Core Operations Increased Regulations Bill Of Materials OnDemand- Sales Force Automation OBIEE Marketing Implications / Competitors Top Industry Initiatives ▪ Commercial Sales ▪ Hybrid Sales Solution ▪ End to End Sales Solution ▪ Integrated Population Management ▪ Regional Medical Records ▪ Pharmacy Management ▪ Product Life Cycle Mgmt ▪ Core Applications Modernization ▪ Risk & Compliance Automation • Leading with an OnDemand Model initially may be giving competition an opportunity • Limited number of market segmentations for the Healthcare Insurance market • SalesForce.com Revenue Potential FY09 FY10 FY11 3 Yr Total: NASA FIN - Plan On a Page Solution Set Challenges ▪ By leading with OnDemand many of our current customers are viewing this as stepping away from their OnPremise solutions ▪ SalesForce has mind share in the OnDemand Space ▪ Many Healthcare Plans have currently custom built solutions which integrated into their backend legacy systems Solution ▪ OnDemand model for the commercial sales organization and depending on the plan size establishing a migration path to a Hybrid model based on Siebel On Premise ▪ Solution includes On-Demand for sales and brokers which are focused on the Commercial market ▪ Analytics across the OnDemand and legacy systems to deliver real time insight into the process FSI Partner Summit NASA FSI EPM/BI Sales Kevin Fay Regional Vice President FY09 Financial Services Coverage BI/EPM Kevin Fay Regional Vice President Nashua, NH Lisa Chu-de Seve ASM New York, NY Blackrock Bloomberg Chubb Citigroup Credit Suisse Discover E*Trade Fannie Mae Genworth Fin. HCSC Lehman Bros Manpower MasterCard Merrill Lynch New York Life Prudential State Farm USAA Wellpoint Jason Fitzgerald ASM New York, NY AIG American Exp Amerigroup AXA BCBS MI Capital BC Capital One GMAC Goldman Sachs Healthnet Humana JPMC Kaiser Kelly Services Marsh McLennan Metlife Morgan Stanley Nasdaq/American Premera Travelers UBS UHG Maureen McCarthy ASM Boston, MA Aegon Aetna AllState Ameriprise AON BSCA Cigna Coventry Delta Dental Fidelity First Data Hartford Liberty Mass Mutual NW Mutual Schwab State Street US Bank WAMU Wells Western Union Bob Osborne ASM Atlanta, GA Stephen Byrnes Regional Manager Minneapolis, MN AFLAC Bank of New York BB&T BCBS FL BCBS NC BCBS TN BOA Farmers/Zurich Fifth Third First Franklin IBC Highmark ING Key Bank Lincoln Financial National City Nationwide PNC Regions Sun Trust Unum Provident Vanguard Wachovia David Jubb Felicia Wilson John Bridges Keith Gatewood Michael Biliouris Trish Juarez Open FY09 Financial Services Coverage EPM Stephen Byrnes Regional Manager Minneapolis, MN Daniel Jubb ASM Columbia, MD Felicia Wilson ASM Stamford, CT John Bridges ASM Stamford, CT Keith Gatewood ASM Columbus, OH Mchael Biliouris ASM Burlington, MA Trish Juarez ASM Chicago, IL TBH ASM West BB&T American Express AIG AFLAC Aetna Aegon Farmers/Zurich BOA Blackrock AXA Ameriprise Cigna AllState First Data Capital One Citigroup Bank of New York Fifth Third Fidelity AON First Franklin Fannie Mae Credit Suisse Bloomberg Key Bank Goldman Sachs Discover Schwab E Trade Chubb National City Hartford GMAC WAMU Nationwide Liberty Kelly Services Wells Travelers Mass Mutual Manpower Western Union Genworth Financial ING MasterCard JP Morgan Chase Lincoln Financial Merrill Lynch NASDAQ PNC Regions UBS Lehman Bros Marsh McLennan Unum ProvidentMorgan Stanley MetLife Sun Trust New York Life Vanguard Prudential Wachovia US Bank State Street NW Mutual State Farm USAA <Insert Picture Here> NASA FINSERV Organizational Charts Bryan Kelley, Area Vice President FY09 NASA FINS Regional Organizational Chart ERP Org Bryan Kelley AVP Amanda Dewey Sr AA John Long RM Vinnie Mackey RM Marty Zabielski RVP Dana Trainor Sr AA Mike Murphy Branch Mngr Mark Winz ASM Jackie Coyne ASM Mitch Tompkins ASM Joe Lazar ASM Jeff Goldstein ASM Doug Stubbe ASM Fred WIlliams ASM Warren Parti ASM Dan Lundy ASM Dave Morris ASM TBH - ASM South East Bob Kubiak ASM Al Mucci ASM Michael McDonald ASM Kevin McDonald ASM Chuck Stackpole ASM TBH - ASM OHIO FY09 NASA FINS Regional Organizational Chart ERP John Long RM Colorado Springs Mark Winz ASM Denver First Data Western Union USAA Ins Joe Lazar ASM Chicago Ameriprise Discover Card US Bancorp Manpower Zurich / Farmers Warren Parti ASM Redwood City Franklin Templton Charles Schwab Wells Fargo WAMU AEGON Bob Kubiak ASM Westchester, IL Travelers AON Warranty Group Northwestern Mutual State Farm All State FY09 NASA FINS Regional Organizational Chart ERP Vinnie Mackey RM Burlington Jackie Coyne ASM Burlington Capitol One Vanguard Hartford Met Life CHUBB Jeff Goldstein ASM Tarrytown, NY CIGNA E*Trade New York Life Prudential Nationwide Dan Lundy ASM Burlington AETNA FMR Corp (Fidelity) State Street Al Mucci ASM Burlington AFLAC ING Liberty Mutual Lincoln National Mass Mutual Life UNUM Provident FY09 NASA FINS Regional Organizational Chart ERP Mike Murphy Branch Mngr Charlotte TBH ASM BofA BB&T Mitch Tompkins ASM Atlanta Regions Sun Trust Wachovia Fred WIlliams ASM New York AXA Goldman NASDAQ Bloomberg FY09 NASA FINS Regional Organizational Chart ERP Marty Zabielski RVP New York Dana Trainor Sr AA Kevin McDonald ASM New York Fannie Mae JPMC Merrill Lynch Michael McDonald ASM New York Dave Morris ASM Burlington CitiGroup Bank of NY / Mellon GMAC PNC Chuck Stackpole ASM New York AIG Credit Suisse Lehman Morgan Stanley UBS Doug Stubbe ASM Tarrytown, NY AMEX Blackrock Marsh Mastercard TBH - ASM OHIO Fifth Third (DM) Kelly Services (MM) Key Bank (MM) National City (MM) 3) Execution Plan – Field Enablement • IBU “Plans on a Page” (Midtbo, Smedley, Winner, King) • Targeted at addressing top industry concerns/issues • Prioritized by Rev. Potential • RMs to validate; 10/31 • Focus Areas • Financial Transparency • Expense Reduction • Talent Management • Enterprise Risk/Embedded GRC • Incorporated into existing programs • Transformation / Standardization (Graetz / Lowery) • Insight (Sowa) Insurance ERP Owner: TBD Financial Transparency Bill Of Materials To Industry Trends Soft Market – Financial Crisis Visibility IT Environment Simplification Expense Control AIG Failure Top Industry Initiatives Reduce Expenses Data cleaning and Consolidation FSAH PSFT (US) EBS OBI BAM/BPEL IRM HFM, Essbase, Financial Data Quality Management Implications / Competitors • Consolidation opens the door for SAP at tier 1 organizations • Weak business case for G/L only transformations, stagnant market • Market will require PSFT integration • SAP Data Access Legacy System Consolidation / Replacement NASA FIN - Plan On a Page Solution Set Revenue Potential FY09 $ 2.0 m FY10 $ 3.0 m FY11 $ 5.0 m 3 Yr Total: $ 10.0 m Challenges ▪ Insurance, although highly regulated today, is continuing to foster a tighter regulatory market with Solvency II and proposed NAIC regulation. The current banking meltdown and failure of AIG will bring greater scrutiny on insurers and require additional financial transparency ▪ Internal risk management processes will need to be reviewed, adjusted and implemented. Solution ▪ A Financial Supply Chain of Information to improve control and transparency ▪ Deliver a Scalable Solution that provides institutions a competitive advantage in acquisitions ▪ Automate Manual Accounting Tasks lowering costs ▪ Deliver Push BI and Exception Handling improving accuracy What’s the answer? •$9,638,000 •$28,914,000 •What percentage of that number is yours?