P0107: Oracle - Attack PeopleSoft Presentation

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GOVERNMENT EXHIBIT P0107

  Oracle Corporate, Private and Confidential

HIGHLY CONFIDENTIAL ORLITF0045381

ATTACK
PeopleSoft

This presentation is designed to help Oracle Sales
teams position and sell against PeopleSoft. While most
points are applicable to all opportunities the focus of
this session is on non-mfg, Financials.

888-458-5140 (USA) 630-395-0046 (Int)
Password: Oracle
Russ.Pike@oracle.com

ORACLE


HIGHLY CONFIDENTIAL ORLITF0045382


This ppt includes speaker notes which you should
review. Some notes include other references you may
choose to review

This presentation was created in November 2002 in
response to requests for assistance to Development
from various Sales organizations.

This presentation uses quotes from analyst reports
which you CANNOT use in external presentations
without express approval from the analyst firm. Please
work with Analyst Relations to acquire appropriate
approvals. This is very important, please don't damage
our relationship with analysts by using these quotes
without approval.

ORACLE

HIGHLY CONFIDENTIAL ORLITF0045383

Three Sections

    Introduction to PeopleSoft
      - What Gartner Says
      - Strengths and Weaknesses
      - What to Expect

    Sales Process Strategies

      - Selling Against PeopleSoft

    Product Strategies

      - Generic Areas you can Attack
      - Specific Financials Areas you can Attack

    Q&A

ORACLE

HIGHLY CONFIDENTIAL ORLITF0045384


What Gartner says...

ORACLE

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Gartner PSFT SWOT analysis Financials*

    Strengths
      - Depth and breadth of financial offering
      - Financials leader in Financial Services Industry
      - Moving up in mid-market

    Weaknesses

      - Product globalization
      - Global mindshare as market leader

    Opportunities

      - Leverage their HCM (Human Capital Mgt) client base
      - Vertical markets

    Threats

      - Greenfield services organization
      - Regional squeeze

    *Source: Gartner Symposium October 2002

ORACLE

HIGHLY CONFIDENTIAL QRL5TF0045386

Gartner PSFT SWOT analysis CPM (Corporate Performance Mgt)

    Strengths

      - Data warehouse strategy
      - Scope of product offering
      - R&D investment

    Weaknesses

      - Limited functionality vs. BoB
      - Scope beyond finance function

    Opportunities

      - Penetration into current client base
      - Verticalization

    Threats

      - Limited opportunity outside of PSFT shops
      - Momentum of Bl apps vendors

*Source: Gartner Symposium October 2002

ORACLE

HIGHLY CONFIDENTIAL ORLITF0045387

Gartner PSFT SWOT analysis SCM*

    Strengths

      - Functionality in fundamental process in targeted industries
      - SRM as a component of SCM

    Weaknesses

      - Very low penetration in MFG
      - Follower rather than a thought leader

    Opportunities

      - Midmarket penetration
      - Leverage SCM/SRM integration
      - Deeper industry functionality in targeted industries

    Threats

      - Upgrade cycles to v8 cause timing challenges

*Source: Gartner Symposium October 2002

ORACLE

HIGHLY CONFIDENTIAL ORLITF0045388

Gartner PSFT SWOT analysis HCM (HRMS)*

    Strengths

      - Depth and breadth of product
      - Market leader and innovator
      - Established and satisfied customers

    Weaknesses

      - Client support issues
      - Missing non-key functionality but adding it

    Opportunities

      - Leveraging current customers
      - Creating new services tied to applications

    Threats

      - Upgrade cycles to v8 cause timing challenges
      - Competitors are aggressive

*Source: Gartner Symposium October 2002

ORACLE

HIGHLY CONFIDENTIAL ORLITF0045389

Gartner PSFT SWOT analysis CRM*

    Strengths

      - Strong integration story
      - Acquisition of Vantive provided easier market entry
      - Architecture

    Weaknesses

      - Missing key CRM functions (1)
      - Unproven large scale implementations
      - Can only deploy browser based applications

    Opportunities

      - Verticalizing product
      - Integration and leveraging of strong analytics

    Threats

      - Stronger vendors already in market
      - Time to market

*Source: Gartner Symposium October 2002

ORACLE

HIGHLY CONFIDENTIAL ORLITF0045390

PeopleSoft LogoPeopleSoft: Strengths

    PeopleSoft is 'Applications focused'
      - Focused and knowledgeable sales force
      - Single applications focused marketing messages
      - Hundreds of applications white papers and collateral pieces

    PeopleSoft is a 'Marketing Machine'
    Presence at/in 'the right' tradeshows
    HRMS product is strong and has large, loyal North American customer base
    Use technology partners to sell (eg. BEA, Microsoft)
    PeopleSoft plays analysts and press like a symphony
    PeopleSoft Sales teams generally do a good job of 'Sales 101'

ORACLE

HIGHLY CONFIDENTIAL ORLITF0045391

PeopleSoft Logo

PeopleSoft: Weaknesses

    Poor coverage in the small/medium markets

    Removal of the 'Customer Service Representative' for all but a handful of large accounts has led to service issues. This used to be a core of PeopleSoft's offering.

    PeopleSoft '4 Pillar' (1xCRM, Fins, SCM, HRMS sales rep for every account) sales team leads to fractured, complex approach.

    Increasing size/aggressiveness of PeopleSoft consulting (Professional Services Group) is putting strain on the relationships with some integrators in the larger markets Demos are poor if pushed outside of the 'canned' or pre-scripted demos.

ORACLE

HIGHLY CONFIDENTIAL ORLITF0045392

PeopleSoft Logo

What To Expect

    A tremendous amount of FUD
    Senior Executive Participation
    Strong brand recognition & 'grass roots' support
    A 'white paper' or 'industry study' for everything
    A 'slick' but highly scripted demo
    Reps/RM's 'demo' early using limited PC based systems
    An applications knowledgeable sales rep
    A prospect friendly, accommodating sales team
    'Name Dropping' early and often
    'PeopleSoft is not tied to any one RDBMS'

ORACLE

HIGHLY CONFIDENTIAL ORLITF0045393

PeopleSoft Logo

What To Expect (cont.)

    The PeopleSoft Tree Manager'
    'Date effectivity'
    Ethical on the surface but ruthless underneath.

      - 'Doctor'd' or 'Out of Context' Analyst Reports/Quotes
      - Official looking documents attacking Oracle
      - Negative references

    PeopleSoft portrays their weaknesses as strengths early to avoid getting into details later
    Plays word games 'Mobile', 'Integration' etc.
    Many ex-Oracle Reps, Managers, Developers and Sales Consultants
    PeopleSoft knows us well...change the game

ORACLE

HIGHLY CONFIDENTIAL ORLITF0045394

Selling Against PeopleSoft

  ORACLE
-business
PeopleSoft Logo
HRMS   +
Financials + +
Mfg./SCM +  
Process MFG +  
CRM +  
Federal +  
Education   +


ORACLE

HIGHLY CONFIDENTIAL ORLITF0045395


Sale Process Strategies,

Sales Tactics you can use...

ORACLE

HIGHLY CONFIDENTIAL ORLITF0045396

but first...
Selling Applications is a battle. Don't lose before you start!

    PeopleSoft has no magical product, they have bugs, product deficiencies, demo disasters, resource and morale issues, account losses horror stories in the press to deal with, just like we do.

    You must believe in yourself and our solution, do the basics right and find a way to position Oracle's relative strengths. If you do this you can win.

ORACLE

HIGHLY CONFIDENTIAL ORLITF0046397

Selling Against PeopleSoft

Raise the Importance of areas where Oracle has strength. It's all about getting these things included in the decision weighting factors.

    If possible, areas outside of core Financials/HRMS (SCM, Exchange, eAM, Service etc.) or...
    Within the general Financials space highlight Oracle's strengths in the areas of
      - Property Management
      - Revenue & Receivables Management
      - Trading Community Architecture
      - Wireless Financials
      - more on this to come...

ORACLE

HIGHLY CONFIDENTIAL ORL1TF0045398

Selling Against PeopleSoft (cont.)

Sales 101 is important

    Get executive involvement
    Perform good discovery
    Map Oracle's solution to the needs of the prospects
    Develop a good relationship with the prospect
    (PeopleSoft paints Oracle as unfriendly and uncaring)
    Be 'easy to do business with'
    Be friendly and accommodating (speak with attendees during breaks, sit with them while eating, save all 'Oracle only discussions' until after you have parted)
    Know where you really stand in the opportunity
    Use your resources wisely you have not been involved in writing the RFP, someone else probably has...

ORACLE

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Selling Against PeopleSoft (cont.)

Set the Stage (demo first whenever possible)

    Be proactive, not reactive
    PeopleSoft does simple demos as part of the lead generation process (Reps demo early)
    Lay landmines and undermine PeopleSoft's credibility
    Use web-demos, informal demos, and multiple discovery visits
    Provide references early
    Portray PeopleSoft as the 'Wolf in Sheep's Clothing'

ORACLE

HIGHLY CONFIDENTIAL ORLITF0045400

Selling Against PeopleSoft (cont.)

Keep it Simple

    Keep your presentations/demo/contracts simple, straightforward and truthful
    Don't give three alternatives when one would suffice
    Answer with clear 'yes' or 'no' answers
    Ask for feedback after each action, get positive reinforcement to shut-up the PeopleSoft Bigots.
    Make sure your demo flows are clear and simple
    Have as few people as possible do the demo
    Personalize menus, windows, portals and slides to be as simple as possible. The one nice thing about PeopleSoft's user interface is its simple looking screens

ORACLE

HIGHLY CONFIDENTIAL ORLITF0045401

Selling Against PeopleSoft (cont.)

A word about the 'Applied Technology Workshop'

    Oracle usually has good success with a well planned and executed ATW session
    Reps must sell the concept early and hard
    Topic must include
      - Applications Flexibility (see Demo Slides)
      - Technology Stack
      - Workflow
      - Applications Technology (Alerts, System Admin etc.)
      - Forms and Reports
      - Use of the RDBMS
      - Discoverer

ORACLE

HIGHLY CONFIDENTIAL ORLITF0045402

Selling Against PeopleSoft (cont.)

Pricing

    PeopleSoft is trying to force existing customers to pay a re-licensing fee to upgrade from PS7 to PS8
    PeopleSoft price based on;
      - Per Module Charge ($85,000 - $2.5 Million) Based on the Business Metrics (eg. Revenue/Employees/Assets etc.)
      - + maintenance at 20% (Premium=22%, Platinum=27%)

    PeopleSoft uses a 'black box' for pricing which is never shown to customers - just the results.
    PeopleSoft has a 'Relationship Level Discount' of 5-15% for existing customers of >24 months.
    PeopleSoft has a volume(Transaction') discount which ranges from 25% to 50%
    Reps can further reduce by 10%

ORACLE

HIGHLY CONFIDENTIAL ORLITF0045403

Selling Against PeopleSoft (cont.)

Pricing

    Additional discounting is accomplished through executive management
    If the business grows PeopleSoft reserves the right to come back, audit them and charge more under an 'Expansion Rights' clause in the contract

Bottom Line

    PeopleSoft can come in low from the start, especially with existing customers.
    PeopleSoft has no 'Price List', just a 'black box' which generates numbers. Create FUD around this lack of transparency.
    Scare prospects with FUD around the Expansion Rights 'Tax'

ORACLE

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For more on Pricing

    There is a great new document called 'PeopleSoft: Product Pricing Overview' by Scott Swanson, Director of Pricing Intelligence. Get it and Read it.
      - PeopleSoft
        - Pricing

ORACLE

HIGHLY CONFIDENTIAL ORLITF0045405

How You Lose

    Don't follow the 'Sales Blueprint'
    Be perceived as being difficult to work with
    Seem 'complicated'
    Underestimate PeopleSoft
    Do not 'know thy enemy'
    The customer believes PeopleSoft's marketing = PeopleSoft's reality
    Come into the process late ('Hail Mary's' almost never work against PeopleSoft)
    No chance to position Oracle's Technology or Functional Strengths

ORACLE

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Product Strategies

Specific ways that Oracle can
ATTACK PeopleSoft...

ORACLE

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General points
Areas of advantage which you can use to proactively attack PeopleSoft in Financials opportunities.

    User Interface designed for Productivity
    Configuration without Customization
    Open, Single, Data Model
    Daily Business Intelligence
    Globalization
    Lower TCO
    Use of Database
    Performance/Scalability

ORACLE

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Let's take a more detailed look
into each of these generic
points...

ORACLE

HIGHLY CONFIDENTIAL ORLITF0045409

User interface designed for productivity

    Oracle's e-business suite delivers a user interface that was designed to increase the productivity of all users. PeopleSoft provides a simplistic user interface which decreases user productivity by increasing the number of required keystrokes, wait periods and

    ......Let's take a look.

ORACLE

HIGHLY CONFIDENTIAL ORLITF0045410

PeopleSoft User Interface Demo

ORACLE

HIGHLY CONFIDENTIAL ORLITF0045411

For your own personal PeopleSoft Demo...

Peoplesoft Demo website

    Use the following website to register and view your own private, fully narrated demo.

    Choose from:

      - Sales and Marketing
      - HRMS
      - Financials
      - Manufacturing
      - Distribution
      - Procurement

D

ORACLE

HIGHLY CONFIDENTIAL ORLITF0045412

PeopleSoft LogoAnemic user interface

PeopleSoft's 'Pure HTML' interface is suitable for casual 'self service' users only (expenses, benefits etc) but is unproductive for professional users.

    Single Screen at a time
    No Drag and Drop or Graphical Elements
    No Flexibilty for users
    No Type Ahead' or 'Autofill'
    No scrolling regions, no 'Query Cache'
    No Export
    Query only in specific 'Query' forms
    More mouse clicks required for screen navigation

    ORACLE

    HIGHLY CONFIDENTIAL ORLITF0045413

    ORACLE
    -business
    User interface designed for productivity
    Provides all users with a highly productive interface
      Folders for screen layout (Prompts, Field Orders, Size etc.)
      Navigator (Top 10, Documents, Process Navigator)
      Export to Excel
      Multiple Windows Open at one time
      'Workbenches'
      'Autofill and Type Ahead'
      Field Level Update/Validation (without 'save' or 'Update' operations)
      Alternate and Scrolling regions with 'Query Cache'
      Drag and Drop
      Graphical Elements (e.g. 'T' Accounts, Graphs, Diagrams)
      Query in all forms
      'Right Mouse' click (row copy etc.)

      ORACLE

      HIGHLY CONFIDENTIAL ORLITF0045414

      Demo Points

      Be sure to demo all of the following things. Embrace the difference between 'Casual' and 'Professional' users

        Show the 'Self Service' Interface (use Internet Expenses)
        Top Ten' list
        Process Navigator and Documents function (Navigator)
        Multiple Windows Open at one time
          - Show how windows are 'linked' I.e. PO Headers, Lines, Shipments and Distributions.
        'Workbenches'
        Folders for screen layout (Prompts, Field Orders, Size, Add and Remove Fields, use Queries to filter, Saved Folders)
        Attachments & Export to Excel

        ORACLE

        HIGHLY CONFIDENTIAL ORLITF0045415

        Demo Points (cont.)

          'Right Mouse' for special functions
          'Autofill and Type Ahead'
          Hot Keys (not unique to Oracle)
          Scrolling and Alternate regions
          Drag and Drop
          Graphical Elements (Graphs, Diagrams etc.)
          'T' Account, Accounting Transaction Display
          Query in all forms
          Add a Descriptive Flexfield and Use It
            - If you practice this you can add a DFF in less than 3 minutes and show it in use. Do this in every demo, not just in the Applied Tech. Workshop.

          ORACLE

          HIGHLY CONFIDENTIAL ORLITF0045416

          Demo Points (cont.)

          Style and Technique

            Understand PeopleSoft's Ul looks simple
            Try to keep our demo looking as simple as possible (while explaining the value)
            Show the professional users the power they get with the Oracle Ul. Scare them about PeopleSoft's lack of productivity features.
            Sales Reps must position Oracle's approach to the Ul's from the start
            Sales Reps must push for an 'overview' or introductory session to position the Ul at the start of every demo
            Use the 'Applications Technology Workshop'

            ORACLE

            HIGHLY CONFIDENTIAL ORLITF0045417

            PeopleSoft LogoInflexible and Costly

            Every change (even the smallest) to a PeopleSoft screen is a customization which must be performed using 'PeopleTools', usually by IT staff

              PeopleSoft 8 provides no flexibility outside of using PeopleTools to 'customize' panels (no folder tools, etc)
              Can only tailor the COA (since Version 8). PeopleSoft is trying to add more but they still require IT to enable.
              No 'Personal' customization or tailoring Customizations are not supported
              Many Customizations must be re-applied and re-tested during upgrade and patching
              Adds cost and complexity to upgrades/implementations

              ORACLE

              HIGHLY CONFIDENTIAL ORLITF0045418

              PeopleSoft LogoInflexible and Costly

              A word about the 'Upgrade Manager'

                PeopleSoft has gone to great lengths to hide the complexity of upgrading customizations.
                Firstly they created a 'Report' which just listed the customizations (you still had to manually migrate them).
                Now the new 'Upgrade Manager' is a workflow based tool which shows graphically the steps needed to upgrade
                But still does not address customizations!!
                Don't let PeopleSoft convince your prospects that upgrades are 'one button' exercise.

                ORACLE

                HIGHLY CONFIDENTIAL ORLITF0045419

                ORACLE
                -business

                Configuration without customization

                As well as flexibility for users, Oracle provides system level flexibility through the use of...

                  Key & Descriptive Flexfields
                  Extensions (eg. Projects)
                  Applications Programming Interfaces for easy integration (API's) that include data validation
                  JAVA Class extensions (iStore, etc)
                  HRMS Fast Formulas
                  HRMS Task Flows
                  Discoverer Workbooks
                  All fully supported and upgradeable

                  ORACLE

                  HIGHLY CONFIDENTIAL ORLITF0045420

                  ORACLE
                  -business

                  Configuration without customization (cont.)

                  Key Flexfields

                    PeopleSoft only offers a 'Flexible COA' (new in v8)
                    Oracle offers flexible keys throughout the e-business suite including the following

                  Oracle Assets Asset Key Flexfield
                  Oracle Assets Category Flexfield
                  Oracle Assets Location Flexfield
                  Oracle General Ledger Accounting Flexfield
                  Oracle Human Resources Grade Flexfield
                  Oracle Human Resources Job Flexfield
                  OracIe Human Resources Personal Analysis Flexfield
                  OracIe Human Resources Position Flexfield
                  OracIe Human Resources Soft Coded KeyFlexfield
                  OracIe Inventory Account Aliases
                  Oracle Inventory Item Catalogs
                  Oracle Inventory Item Categories
                  Oracle Inventory Sales Orders
                  Oracle Inventory Stock Locators
                  Oracle Inventory System Items
                  Oracle Payroll Bank Details Key FlexField
                  Oracle Payroll Cost Allocation Flexfield
                  Oracle Payroll People Group Flexfield
                  Oracle Receivables Sales Tax Location Flexfield
                  Oracle Receivables Territory Flexfield
                  Oracle Service Oracle Service Item Flexfield
                  Oracle Training Administration Training Resources

                    ORACLE

                    HIGHLY CONFIDENTIAL ORLITF0045421

                    ORACLE
                    -business

                    Configuration without customization (cont.)

                    Descriptive Flexfields

                      Capture additional information and use that information in reports, links to external (legacy) systems, etc.
                      Available in more than 2000 places Provides logic and validation functionality
                      No customization or coding
                      Fully supported and Fully Upgradeable
                      PeopleSoft offers nothing similar to Oracle's DFF technology

                      ORACLE

                      HIGHLY CONFIDENTIAL ORLITF0045422

                      The Analysts Say...

                        "[Oracle's user interface approach]...allows companies to address the needs of both kinds of user communities. It allows casual and walk-up users to access an application using an HTML only browser, and allows power users to turbo-charge their application environment to address their more demanding work environments." Marty Gruhn, Summit Strategies, Inc. Internet Applications: Look Before You Leap, March 2002.

                        "[PSFT] Our initial impression was that many casual-user Web pages were very similar to the core user components and therefore were less than intuitive for someone with no prior PeopleSoft experience." Giga, PeopleSoft Vendor Assessment, September 2002 - Paul Hammerman

                        ORACLE

                        HIGHLY CONFIDENTIAL ORLITF0045423

                        Single Data Model

                        Oracle's e-business suite utilizes an open,
                        single data model (and database) for all
                        product families. PeopleSoft requires three
                        separate data models (and databases) and
                        recommends a fourth database for reporting.

                          ORACLE

                          HIGHLY CONFIDENTIAL ORLITF0045424

                          PeopleSoft LogoMultiple Databases

                          PeopleSoft requires three separate databases and recommends a fourth database for reporting

                            No single source of the truth
                            Great amount of redundancy
                            High Maintenance cost
                            Complex to integrate
                            Poor performance
                            Requires messaging applications to synchronize RDBMS's

                          D

                          ORACLE

                          HIGHLY CONFIDENTIAL ORLITF0045425

                          PeopleSoft LogoNightmare to Maintain and Support

                          D

                          ORACLE

                          HIGHLY CONFIDENTIAL ORLITF0045426

                          ORACLE
                          -business

                          Single Data Model

                          Single Data Model Oracle Applications Uses a Single Data model for the entire suite.

                            One 'Source of the Truth'
                            Faster Performance
                            No duplication of data
                            Lower maintenance costs
                            Easier integration to external systems
                            'Real Time' reporting

                            ORACLE

                            HIGHLY CONFIDENTIAL ORLITF0045427

                            The Analysts Say...

                              "Important to the Oracle value proposition is Oracle's architecture for these applications, which is based on a common repository.This removes data reconciliation problems and blurs the lines between back and front office. Accordingly, this takes integration issues off the plate" idc: Worldwide
                              HRMS/Payroll, Project Management,and Maintenance Management Applications Suppliers — Competitive Analysis, 2002:What Keeps Them Independent of ERP? -Dennis Byron

                              As an ERP II vendor, Oracle offers end-to-end ERP applications sharing the same code base on a unified architecture and single data model. Integration of the core Financials applications among themselves is a benefit, as well as integration and data sharing between Oracle Financials applications and Oracle's Ebusiness suite of SCM, CRM, Manufacturing, Projects and HR applications. For example, a customer account created in Order Capture is the same customer account used in Oracle Receivables, if a customer configures and orders a product through an online ordering function in CRM, a ship date is confirmed, inventory stock is evaluated to ensure adequate supply, price is determined, an invoice is delivered and payment is accepted by Receivables. Gartner: Oracle Financial Management Applications Nov 2003 - Daniel Stang, Gerald Arcuri

                              ORACLE

                              HIGHlY CONFIDENTIAL ORLITF0045428

                              Demo Points

                              This is more of a conceptual point but there are examples you can point out including...

                                Add a new employee and show that employee immediately available as a project resource
                                Enter an order into the iStore and flow that order into the Order Management and Receivables system
                                Try to set PeopleSoft up by telling your prospects to ask PeopleSoft to demo these flows or others which cross product families

                                ORACLE

                                HIGHLY CONFIDENTIAL ORLITF0045429

                                Daily Business
                                Intelligence

                                Oracle has a comprehensive, integrated,
                                single vendor solution to provide relevant
                                business information to all users.
                                PeopleSoft uses a poorly thought out
                                collection of third party products and
                                replicated data.

                                  ORACLE

                                  HIGHLY CONFIDENTIAL ORLITF0045430

                                  Business Intelligence

                                      PeopleSoft has a collection of third parties on top of a complex data warehouse (Called 'CPM')
                                      Suggests a separate RDBMS for Reporting
                                      Requires complex, time consuming data summarization and aggregation into a data warehouse
                                      Multiple Vendors

                                          -PeopleSoft
                                          - Cognos
                                          - Crystal Reports
                                          - Brio
                                          - IBM/Lotus (Notes) - Microsoft

                                        Support and maintenance Nightmares
                                        Portlets require 'Analytics' = Data Warehouse!

                                      D

                                      ORACLE

                                      HIGHLY CONFIDENTIAL ORLITF0045431

                                      ORACLE
                                      -business

                                      Daily Business Intelligence

                                      Oracle provides a comprehensive selection of solutions sitting on top of a single integrated data mode.

                                        No Data Replication
                                        Pre-Built data aggregation and Single database reduces Total Cost of Ownership (TCO)
                                        Makes use of 9i Materialized Views
                                        Timely, Accurate Data
                                        Pre-Built Pages with 'Racks' of Portlets for each business Role (i.e. CFO, Operations, HRMS etc.)
                                        Parameter Driven (YTD, Month over Month, etc.)

                                        ORACLE

                                        HIGHLY CONFIDENTIAL ORLITF0045432

                                        ORACLE
                                        -business

                                        Daily Business Intelligence


                                        D

                                        ORACLE

                                        HIGHLY CONFIDENTIAL ORLITF0045433

                                        ORACLE
                                        -business

                                        Oracle's Corporate Performance Management (CPM) Solution

                                        Transaction
                                        Users
                                        Managers Business
                                        Analysts
                                        Analysts &
                                        Planners
                                        Users
                                        Transaction
                                        Reporting
                                        Management
                                        Reporting
                                        Analysis Planning &
                                        Simulation
                                        Needs
                                        Reports Balanced
                                        Scorecard,
                                        DBI
                                        Discoverer Enterprise
                                        Planning &
                                        Budgeting
                                        Tools
                                        Database

                                        ORACLE

                                        HIGHLY CONFIDENTIAL ORLITF0045434

                                        Demo Points

                                          You have a number of options here depending on what best meets the needs of your demo.
                                          Demo DBI using the static demos at
                                          --
                                          Augment this with appropriate Discoverer demos
                                          Demo Alerts!
                                          Demo Folders (pre-built and saved), Exporting to Excel for simple reporting
                                          More DBI demos coming soon
                                          Also, Don't forget OFA with working GL link

                                          ORACLE

                                          HIGHLY CONFIDENTIAL ORLITF0045435

                                          Globalization

                                          Oracle provides a comprehensive
                                          solution to our 13,000+ customers.
                                          Complex Taxation, Accounting, Payment
                                          and Language issues must be fully
                                          addressed for success. PeopleSoft has
                                          few truly global customers and only
                                          partially addresses many of these areas.

                                            ORACLE

                                            HIGHLY CONFIDENTIAL ORLITF0045436

                                            Hierarchy of Globalization


                                            Local
                                            Reporting

                                            Billing


                                            Payments


                                            Accounting


                                            Tax


                                            Currency


                                            Language


                                            ORACLE

                                            HIGHLY CONFIDENTIAL ORLITF0045437

                                            Language

                                            Oracle e-businesssuite logo

                                            Peoplesoft- People power the internet Logo

                                            30 Languages
                                            MLS in single instance through unicode
                                            External documents in preferred language of trading partner
                                            Flexible date & number formatting
                                            Flexible Address formats
                                            • 11 Languages (Financials)
                                            • Unicode support is currently limited (beta) to a select number of customers
                                            • No support for External Documents in preferred language
                                            • No Flexible Address Formats
                                            • Customer Translation Tool delivered (expensive .25$ per word)

                                            ORACLE

                                            HIGHLY CONFIDENTIAL ORLITF0045438

                                            Tax Processing

                                            Oracle e-businesssuite logo

                                            Peoplesoft- People power the internet Logo

                                            Support for multiple tax regimes: sales, vat and others (ICMS) through Tax Engine
                                            Standard support for complex withholding
                                            Tax reporting ledger to accommodate local reporting, consistently
                                            Limited support for sales and vat processing New support for basic withholding
                                            Disparate coverage with detailed reporting for some markets and none for others

                                            ORACLE

                                            HIGHLY CONFIDENTIAL ORLITF0045439

                                            Accounting

                                            Oracle e-businesssuite logo

                                            Peoplesoft- People power the internet Logo

                                            Flexible user defined chart of accounts structure
                                            Subledger Accounting via Global Accounting Engine (AX)
                                            Support for storno (real); reversals
                                            'T' account visibility

                                            Uses an alternate account field to meet statutory chart of account \ requirements, ignoring accounting entry; constructs

                                            ORACLE

                                            HIGHLY CONFIDENTIAL ORLITF0045440

                                            Payments

                                            Oracle e-businesssuite logo

                                            Peoplesoft- People power the internet Logo

                                            Infrastructure to capture and process domestic and international payments
                                            Standard support for Over 40 payment formats
                                            Full support for Letter of Credit functionality

                                            Handful of payment formats, including new support for Giro
                                            Support for Letter of Credit only through Treasury

                                            ORACLE

                                            HIGHLY CONFIDENTIAL ORLITF0045441

                                            Local Reporting

                                            Oracle e-businesssuite logo

                                            Peoplesoft- People power the internet Logo

                                            Over 300 country specific reports
                                            Tax Reporting Ledger
                                            Rxi reporting tool built to provide globalization flexibility

                                            A few dozen country specific reports
                                            Reporting architecture designed exclusively for analytical reporting with no flexibility for global formatting
                                            Beware, PeopleSoft will provide a nice looking bound book of sample reports.

                                            ORACLE

                                            HIGHLY CONFIDENTIAL ORLITF0045442

                                            The Analysts Say...

                                              "PeopleSoft's challenge Is to overcome the lack of geographic
                                              diversity..." IDC: Worldwide HRMS/Payroll,Project Management,and Maintenance Management Applications Suppliers — Competitive Analysis,2002:What Keeps Them Independent of ERP? -Dennis Byron

                                              PeopleSoft, however, does not have a prevalent global presence matching SAP and Oracle. Gartner: Oracle Financial Management Applications Nov 2003 - Daniel Stang, Gerald Arcuri

                                              Oracle financial applications provide multinational support, including local regulatory requirements for 44 different countries, and they provide single-byte, multibyte and bidirectional character sets. In addition to features specific to Japan, Taiwan and Korea, other enhancements support business practices in countries across the Americas, Europe, Africa, the Middle East and Asia/Pacific. Gartner: Oracle Financial Management Applications Nov 2002 - Daniel Stang, Gerald Arcuri

                                              ORACLE

                                              HIGHLY CONFIDENTIAL ORLITF0045443

                                              Demo Points

                                                Many of these points are not best demo'd or will be too complex for the USA audience. However we have some good points to show.

                                                Multi-Lingual (use the shared ADS UTF8 instance to now multiple languages) Demo the 'T' accounts in every Financials demo (the accountants will love this feature!!!)

                                                A Multi-Currency example in the T accounts demos well.

                                                Many examples of Global Demo's available on ADSWeb 'Demo Docs'. Look under the various country areas 'France', 'Germany', etc.

                                                ORACLE

                                                HIGHLY CONFIDENTIAL ORLITF0045444

                                                Lower Total Cost of Ownership (TCO)

                                                Through the use of Rapid Install, iSetup,
                                                Flexibility without Customization, Single
                                                Data Model and Business Flow
                                                Accelerators Oracle is driving down total
                                                cost of ownership for our customers.

                                                  ORACLE

                                                  HIGHLY CONFIDENTIAL ORLITF0045445

                                                  PeopleSoft LogoLower TCO, no chance

                                                  PeopleSoft has a poor story in this area.

                                                    PeopleSoft's product forces a tremendous number of customizations and high (real) cost of implementation/Upgrade.

                                                    PeopleSoft has no wizard based quick setup tool (similar to Oracle's new iSetup)

                                                    PeopleSoft's 'Accelerated Enterprise' solution is for product based point solutions and has no time frames, High cost of maintaining multiple RDBMS's for multiple installs.

                                                    Beware, PeopleSoft will provide canned ROI studies.

                                                    ORACLE

                                                    HIGHLY CONFIDENTIAL ORLITF0045446

                                                    ORACLE
                                                    -business

                                                    Lower TCO through...

                                                    Oracle provides a number of tools to reduce total cost of ownership. Work with Implementation team to Provide a compelling implementation offering.

                                                      Rapid Installation (the 1 hour install)
                                                      iSetup provides a wizard based configuration tool for the core products (being expanded)
                                                      Configuration without customization (see earlier slides) Single Instance to maintain (see earlier slides)
                                                      Work through ROI exercises with your customer
                                                      New Business Flow Accelerators
                                                        - Fixed Price, Fixed Scope Implementations
                                                        - Provides complete business flows across product families
                                                        - See http://www.oracle.com/consulting/offerings/ebs/

                                                      ORACLE

                                                      HIGHLY CONFIDENTIAL ORLITF0045447

                                                      The Analysts Say...

                                                      "The [Oracle] consulting staff is no longer focused on finding long-term engagements. Their focus is now on getting the customer up and running as fast as possible - Hurwitz Group Inc., Hurwitz BalancedView Bulletin.

                                                        ORACLE

                                                        HIGHLY CONFIDENTIAL ORLITF0045448

                                                        Use of the RDBMS

                                                        Because Oracle runs only on Oracle, we
                                                        take advantage of all of the powerful
                                                        features of the Oracle RDBMS. PeopleSoft
                                                        cannot do this as they support multiple
                                                        RDBMS's

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045449

                                                          PeopleSoft LogoUse of the RDBMS

                                                          PeopleSoft can only use the 'Lowest Common Denominator' of RDBMS' features across all RDBMS's they support.

                                                            PeopleSoft does this with a Single Codeset (it would be far too expensive and difficult to code to multiple RDBMS's) so
                                                              - No Stored Procedures/Triggers
                                                              - No RDBMS level security features
                                                              - Very limited 'Row Level Locking'
                                                              - Proprietary Data Dictionary and Security Layers

                                                            PeopleSoft say's this approach give flexibility to 'swap out' your RDBMS without having to change Applications

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045450

                                                          ORACLE
                                                          -business

                                                          Use of the RDBMS (cont.)

                                                          The eBusiness Suite takes advantage of the advanced features of the Oracle RDBMS to deliver outstanding performance and scalability

                                                            Row level locking
                                                            Use of 'Stored Procedures'
                                                            Use of 'Database Triggers'
                                                            Use of the Cost Based Optimizer (CBO)
                                                            RAC and 9iAS Features
                                                            Materialized Views
                                                            Native use of the RDBMS data dictionary

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045451

                                                          Use of the RDBMS (cont.)

                                                          So what.. .the resuIts

                                                            Because PeopleSoft does not use 'Row Level Slocking' they must use Table Level Locking'
                                                            throughout the applications
                                                              - When Payroll is being run, many HRMS functions are unavailable to users
                                                              - When Payables 'Payment Run' is being created 'AP Invoices' cannot be entered

                                                            Numerous examples of 'Deadlocking' being reported by PeopleSoft customers
                                                            PeopleSoft Data Dictionary gets 'out of sync' with the real Data Dictionary = corruption!

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045452

                                                          Performance & Scalability

                                                          Oracle crushes PeopleSoft in the area of performance

                                                            AR Benchmark (Oracle 10 times as fast!)
                                                              - Oracle Imported, Calculated Tax, Recognized Revenue and transferred to GL approx 275,000 invoice lines per 1 hour (2.2 million in the full benchmark)
                                                              - PeopleSoft approx 25,000 per hour

                                                            GL Benchmark (Oracle 3 times as fast)
                                                              - Oracle (42 Million GL lines per hour)
                                                              - PSFT (15 million GL lines per hour)
                                                              (on a machine with nearly 4 times the memory and)

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045453

                                                          Performance Examples

                                                          Oracle

                                                            - 42 million GL Lines / Hour
                                                            - Sun Hardware
                                                            • 28 processor
                                                            • 26 GB's of Memory
                                                            - Oracle Database
                                                            - 2/4 Process steps
                                                            • Validate and Post
                                                                - Two easiest steps

                                                          20 million GL Lines / Hour

                                                            - 4/4 Process Steps fig
                                                            • Load and Import
                                                                - Two hardest steps
                                                            • Validate and Post
                                                                - Two easiest steps

                                                          PeopleSoft

                                                            - 15 million GL Line / Hour
                                                            - IBM Hardware
                                                            • 24 processor
                                                            • 96 GB's of Memory
                                                            - Oracle Database
                                                            - 2/4 Process steps
                                                            • Validate and Post
                                                                - Two easiest steps ORACLE

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045454

                                                          Now Set's take a more detailed
                                                          look into the Financials specific
                                                          points...

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045455

                                                          Financials specific points

                                                          Financials specific areas of advantage which you can use to proactively attack PeopleSoft

                                                            Oracle's Strong Financials Customer Base
                                                            Property Management
                                                            Revenue and Receivables Solution
                                                            Trading Community Architecture (TCA)
                                                            Wireless Financials

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045456

                                                          Financials Customer Base

                                                          Oracle has a strong Financials customer base

                                                            Oracle has 13,000+ Total Applications customers (and more than 90% use our Financials Applications) approx. 12,000

                                                            PeopleSoft has 4500 total Customers and 2,500 Financials customers
                                                            - (GIGA: PeopleSoft Takes a New Approach to EPP, Oct 2002, Penny Gillespie and GIGA: Enterprise Application Vendor Assessment: PeopleSoft, Sep 2002, Paul Hammerman)

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045457

                                                          Oracle Property
                                                          Manager

                                                          Almost every business manages real
                                                          estate or facilities of some sort. Only
                                                          Oracle delivers a comprehensive solution.
                                                          PeopleSoft offers no product to assist their
                                                          customers in this area.

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045458

                                                          ORACLE
                                                          -business

                                                          Oracle Property Manager

                                                          Real estate management is relevant to any prospect who owns, leases or sublets facilities.

                                                            Supports both tenant and landlord functions
                                                            Automates rent payments and billings as well as other charges
                                                            Make lease administration/space administration an issue
                                                            Sell the integration and benefit of visibility to key lease dates

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045459

                                                          PeopleSoft LogoOracle Property Manager

                                                          PeopleSoft has no real estate
                                                          management or property
                                                          manager equivalent.
                                                          Exploit it!!

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045460

                                                          Demo Points

                                                            PeopleSoft has no offering in this area the Oracle Property Manager product should be demo'd. ADS provides numerous demo scripts for Property Manager on the ADS, 'DemoDocs' website
                                                              - Financials / Property Manager

                                                            Check out the product web site for more information

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045461

                                                          ORACLE
                                                          -business
                                                          Revenue and receivables solutions
                                                            This solution footprint covers Collections, Receivables, iReceivables, iPayment, Billing, Revenue Accounting, Customers Online and Credit Management*.
                                                            Improve cash flow and working capital
                                                            Decrease DSO (Days Sales Outstanding)
                                                            Improve customer relationships and service
                                                            Increase process efficiencies
                                                            Provide higher quality customer data

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045463

                                                          ORACLE
                                                          -business

                                                          Revenue and receivables solutions

                                                          Review visual representations of your trading partners through Oracle Customers Online
                                                          D

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045464

                                                          PeopleSoft LogoRevenue and receivables solutions

                                                            PeopleSoft has no Credit Management solution
                                                            PeopleSoft has no Collections product and provides only the most basic functions through Receivables.
                                                            PeopleSoft has no Customers Online product
                                                            No D&B integration
                                                            Customer/Sales information is spread across multiple databases (Financials, CRM, Reporting) leading to inconsistent reporting and poor decisions.

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045465

                                                          The Analysts Say...

                                                            "Politics aside, the product [Oracle Customers Online] addresses many of the issues that enterprises face in providing high-quality customer access across the organization." The Gartner Group, OCO Data Quality and a Single View of the Customer, B.Wood, Oct 2002

                                                            In discussions with Meta Oracle has been told that we are 18-24 months ahead of PeopleSoft on Collections and Credit Management solutions.

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045466

                                                          Demo Points
                                                          Some great demo opportunities here full demo scripts on
                                                          including...

                                                            iReceivables
                                                              - include credit card payment and dispute functionality
                                                              - Include Dun and Bradstreet Integration
                                                            Wireless Accounts
                                                            Collections
                                                            Customers Online
                                                              - Include 'Visual Map'

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045467

                                                          Trading Community
                                                          Architecture (TCA)

                                                          The Oracle e-Business Suite approach to an integrated
                                                          trading community architecture is unique and valuable.
                                                          For all prospect's, especially those with a complex
                                                          network of customers and suppliers the TCA solution is
                                                          a true differentiator. PeopleSoft has nothing similar to
                                                          the TCA approach.

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045468

                                                          ORACLE
                                                          -business

                                                          Trading Community Architecture

                                                          Oracle provides an integrated architecture for managing the business partners or the organization.

                                                            Better visibility to customer relationships
                                                            Deliver higher levels of service to trading partners
                                                            Make better business decisions
                                                            TCA is expanding to include Employees and Suppliers in coming releases
                                                            Oracle has a great Gartner report on our OCO product available on the Financials Portal
                                                              - http://www-apps.us.oracle.com/financials

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045469

                                                          PeopleSoft LogoPeopleSoft has nothing like the TCA

                                                          PeopleSoft has no TCA like concept

                                                            Customer and Employee Information not integrated into a coherent model
                                                            Customer and Employee information spread across multiple database instances!

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045470

                                                          Demo Points

                                                          A number of specific demos here. The most important thing to get across is the concept. Full demo scripts available on

                                                            Talk the concept

                                                              - eg. Financial Services Company has many customers, each of those customers may have multiple relationships with the company (Business, Personal, Guarantor of child's/spouse's credit card etc.)
                                                            Data Quality Management (DQM)
                                                            Dun & Bradstreet Integration
                                                            Customer Visualization Demo
                                                            For more information see

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045471

                                                          The Analysts Say...

                                                            Reference the OCO Gartner report here.

                                                            Analyst Relations has purchased distribution rights to this Gartner report please contact to obtain a copy of this report to share with your prospect

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045472

                                                          Wireless Financials

                                                          Wireless functionality is crucial for the online
                                                          workforce. Oracle delivers wireless
                                                          applications for Expenses, Property Manager
                                                          and Customer Accounts. These are truly online
                                                          (wireless) applications not just 'disconnected'.

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045473

                                                          ORACLE
                                                          -business

                                                          Wireless Financials

                                                            Wireless devices and remote employees are becoming more common. Oracle delivers a wireless solution for all users.
                                                            Simple, real time transactions
                                                            More accurate financial information
                                                            Deliver better service to customers & employees
                                                            Mobile Expenses
                                                            Mobile Property Manager
                                                            Mobile Accounts (customer)

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045474

                                                          PeopleSoft LogoLimited functionality

                                                            PeopleSoft has no wireless solution for Financials or SCM
                                                            PeopleSoft only provides 'disconnected' expenses (ie spreadsheet & Palm upload)
                                                            PeopleSoft's disconnected expenses requires 12 MB of code on the client pc

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045475

                                                          Demo Points

                                                            Wireless makes a 'cool' demo and is useful to users. There are a number of places this can be shown including
                                                            Wireless internet Expenses Demo
                                                            Wireless Accounts Demo (11.5.8 vision only)
                                                            Wireless Property Manager (11.5.8 vision only)
                                                              - See for demo scripts

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045476

                                                          To summarize...

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045477

                                                          Be Prepared....expect

                                                            Lot's of FUD
                                                            PeopleSoft Executive involvement
                                                            Good marketing and a plethora of 'White Papers' or 'Industry Studies'
                                                            Applications knowledgeable sales team
                                                            Good knowledge of Oracle
                                                            To hear a lot about 'Tree Manager' and 'Date Effectivity'
                                                            Rep's demoing early
                                                            A slick (but scripted) demo in a relaxed friendly environment
                                                            Oracle Sales will be portrayed as difficult to do business with and aggressive

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045478

                                                          Sale Process Tactics

                                                            Don't lose before you start
                                                            Raise the importance of areas where Oracle has an advantage (inside and outside the Financials area)
                                                            Do 'Sales 101' right
                                                            Set the stage (try to go first)
                                                            Keep it simple
                                                            Position an 'Applied Technology Workshop'
                                                            Understand PeopleSoft's pricing

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045479

                                                          Sell these differentiators hard!

                                                            Strong Financials Customer Base (12,000)
                                                            User interface designed for productivity
                                                            Open, Single Data Model
                                                            Daily Business Intelligence
                                                            Globalization
                                                            Lower TCO
                                                            Use of the Oracle RDBMS for Performance/Scalability
                                                            Property Manager
                                                            Revenue and Receivables Solutions
                                                            Trading Community Architecture
                                                            Wireless Financials

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045480

                                                          Sales Reps must SELL these
                                                          points, Sales Consultants must
                                                          DEMO these points

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045481

                                                          PeopleSoft Checklist

                                                            Study and internalize the messages/suggestions in this presentation. Be sure to review the speaker notes
                                                            Ask Analyst Relations for pertinent analyst reports
                                                            Continue to provide feedback on PeopleSoft's demo techniques and attacks to and/or
                                                            Practice demo delivery
                                                            Be part of the compapps_us mail list

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045482

                                                          PeopleSoft Checklist (cont.)

                                                            Review the following:

                                                              - This presentation and speaker notes

                                                              - The PeopleSoft: Product Pricing Overview
                                                              - PeopleSoft folder on compete.us.oracle.com
                                                              - PeopleSoft Sales Kit
                                                              - The 'Hard Questions for PeopleSoft' document

                                                              - Every Rep and SC should watch PeopleSoft's demos and use it to set them up. This is not illegal but be quick. Register and enjoy!!!!

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045483


                                                          We have a better solution. The
                                                          whole team must believe in
                                                          themselves, be positive,
                                                          friendly and enthusiastic.

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045484


                                                          QUESTIONS ANSWERS

                                                          ORACLE

                                                          HIGHLY CONFIDENTIAL ORLITF0045485

                                                          HIGHLY CONFIDENTIAL ORLITF0045486

                                                          Updated August 14, 2015

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