Extending Your Markets: Opportunities
in Latin America
Eric Brenner- VP Industries
Oracle LAD
eric.brenner@oracle.com
Agenda
• Industries Drivers
• Vision & Strategic Framework
• Oracle Global / LAD Industries
• Snapshot for each industries
• Next Steps
Oracle LAD Snapshots:
1)
2)
3)
4)
Oracle Latin America Strategy: Coverage and Indirect Sales
at 70%
Oracle created a Special Strategy to be the best option for
LAD ISVs and is investing in market penetration and demand
generation.
Oracle has a special services to support your technical team
to adopt Oracle Technology and to be trained for free,
Oracle Partner Network has several benefits and help you to
promote your solution and generate new opportunities
Latin America Market
is
Middle Market
By Revenue (USD$ M)**
Enterprise (+500)
7,724
Large (251 a 499)
28,686
Medium (101 a 250)
Small
(10 a 100)
57,740
437,635
531,786
Total Companies
*6 Main Countries: Argentina, Brasil, Chile, Colombia, Mexico, Venezuela
**Micro Companies were excluded
Source: IDC Latin America SMB IT Investment and Opportunity, 2004
Industries
Drivers
Business cycles
“Hágalo mejor y más
eficientemente”
• “Market Share”
• “ Revenue Share”
• Restructure / redisign the operational
eficiency
• Breaktroughts Initiatives
Dysfontionnalities
Changes
• Economics
• Social & Politics
• Technology
• Market Evolution
Not Business
as Usual
• Reiventing the future
• Innovation
• “Opportunity Share”
• “Go to Market” different
Vision y Strategic Framework
Features &
Functions
70’s
Functions &
Benefits
80’s
Consultative
90’s
Services
Vision
&
Execution
Technologies
Changes
Functionals
Changes
A new approach
Incremental
Changes
Substantials
Changes
Tranforming the Business and
the Industries
Telcos & Utilities
Financial Services
Public Sector
Energy
Industrials
Marketing
On Demand
Technology
CRM
ERP
SCM
Market Making &Sales Execution
Oracle LAD
Marketing
LAD Organization
Industry Alignment
Customers
Manufac.-Financial Serv.-Telcos & Utilities-Public Sector-Energy
SI’s
•
•
•
•
ISV’s
Expand Industry Market Reach
Influence and Referral
Joint Consulting Efforts
Training and Education
•
•
•
•
Extend Industry Footprint
Embedded / Application-Specific
Development Integration
Online deliver
Oracle
Market Making
Our Sales Model
SVS
Segmentation
Target Marketing
Marketing
Events
Events
Follow-up
% Particiipation
Marketing
Leads
C level
access
Workshops, Positioned
(qualified in
Value
Proposition short list) Demos and
References Proposal
Contract Mgmt,
Negoctiation
Industries , Product
Managers,SCs,ISVs
Field Networking
(MDs, Ams,Partners)
Market Making
1:N (one to many)
Opportunity Management
1:1 relationship
Oracle Value Added Positioning Phase
Sales Closing Phase
Sales process owned by Content Mgmt
Sales process owned
by Field Networking
Close
Spearhead: A logical entry point to the customer base
which leads to opportunities to grow our footprint
Penetrate
Grow
What is an Industry
Spearhead?
 Industry specific business issue or
trend
 Supports a customer’s strategic
goal
 Addresses key business
requirements
 Resolves a consequential pain
 Delivers tangible benefits
 Identifies a solution
 Provides enabling capabilities
 Maps products to tactical pains
Spearheads lead to Opportunities



Opportunity based on a critical industry pain point
Oracle Ecosystem have a solution to address pain
point
Ideally, will also have the following characteristics:
– Compelling reason to act now
– 6-12 month ROI/ implementation plan
– Span multiple products
– Oracle solution is highly differentiated
Financial Services. Example
Industry Driver
Industry Pain
Initiative
Product
Upgrade core business
processing systems:
core banking,loan origin
High cost maintaining
highly customized older
technology
Data consolidation and
integration
EBS Integration:I-Flex,
Tememos,Infosys,
Sungard,FiServ
Optimize use of customer
data and analysis
Only small percentage of
Fis have fully integrated
and analytic
tools
Customer personalized
Profitable offerings
Data model,Transfer
pricing,performer
data,market switch
Enterprise risk
management
Sarbanes-Oxley
Basel II
Enterprise performance
and compliance
APPS/TECH:risk Mgr.
OFSA,Algorithmics,
Moodys/KMV
Regain control of the
business and increase
organization credibility
Increased reporting
requirements and
scrutiny from regulatory
agencies
Enterprise performance
and compliance
Balanced scorecard,
ABM,performance
analyzer,budgeting,
Enterprise planning
Increased outsourcing
across business process
Ops and IT
Cost of maintain IT ,time
to market,lack of
consolidated customer
Data consolidation &
integration,customer
insight,
Oracle services,on
demand,consulting
Oracle Global/LAD
Industries:










Aerospace & Defense
Automotive*
Communications*
Consumer Packaged Goods
Chemicals*
Education & Research*
Engineering & Construction*
Financial Services*
Healthcare*
High Technology*







Industrial Manufacturing
Life Sciences*
Media & Entertainment*
Natural Resources
Oil & Gas*
Professional Services*
Public Sector (HLS*, Federal,
SLG)
 Retail*
 Travel & Transportation*
 Utilities*
*Spearheads completed
LAD Target Industries :
 Financial Services
 Telcos / Utilities
 Public Sector
 Manufacturing
 Energy
Oracle Industries Footprints



Industrials
–
CPG Process
–
CPG Discrete
–
Retail
–
Food & Beverage
–
Automobile
–
Airline
–
Aerospace & Defense
–
Chemicals
–
High Technology
–
Life Sciences
–
Paper & Metal
–
Travel & Transportation
Financial Services
–
Financial Services
–
Insurance


Telecommunications, Media &
Utilities
Energy Oil & Gas
Central Regional and Local
Government
–
Department of Defense
–
Social Services
–
Public Transportation
–
Public Utilities
–
Intelligence & Space
–
Civilian Government
–
Justice & Public Safety
–
Public Administration
–
Public Education
–
Housing
–
Homeland Security
–
Healthcare
Benefits for the Industries
Community Members
 Knowledge-exchange and innovation i.e. best practice and
reuse
 Collaboration and Knowledge Sharing across geographical
and organisational boundaries
 Improved communication channels
 Develops knowledge both collateral and personal
development
 Helps to manage complexity through participation of experts
 Sustained longevity independent of organizational changes
 Increased visibility of participants
 Accelerated deployment of initiatives
 Helps to retain talent
How to work with Oracle
Industries
 Be part of the Industries Communities
 Formal communication process. Each two
months: ISVs follow up Conference Call
 First level contacts:
–
–
–
–
–
Manufacturing: reinaldo.cereseto@oracle.com
Financial Services:luis-arturo.diaz@oracle.com
Telcos & Utilities:alejandro.rincon@oracle.com
Public Sector: francisco.aguilera@oracle.com
Energy (Oil & Gas):daniel.lanusol@oracle.com