Mario Derba, Regional Sales VP of Oracle Systems in South Europe, gave a presentation on Oracle's strategy and vision. He discussed Oracle's focus on operational excellence, product innovation, customer service, and sales execution. Derba also summarized Oracle's large global presence and investments in R&D, and how the company aims to simplify IT and power innovation for its customers through an integrated portfolio of products and industry-specific applications.

1. Striving to claim IT thought leadership
ICIS CIO Track
Bocconi University, Milan, December 17 2013
Mario Derba
Regional Sales VP, Oracle Systems, South Europe
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2. Market Overview
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3. Market Overview
IT Industry – Main Segments & Players
Servers & Storage
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Database
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Middleware &
Security
Applications
Consumer
Devices

4. Market Overview
Nexus of Forces, Platform 3.0, Four Pillars – What Analysts/Groups Are Saying?
 65% of companies say
that social media is a
significant or critical risk to
their brand reputation
 90% of Fortune 500
companies will have a big
data initiative in place by
the end of 2013
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SOCIAL
MOBILE
Text
ANALYTICS
By 2014, 90% of
companies will support
their applications on
personal mobile devices
 80% of business leaders
CLOUD
believe the cloud is a
springboard to more agility
and innovation.

5. Market Overview
Brittle
What we hear from our Customers
Point to Point
Inflexible
N i c h e IT Environment Fragmentation
Maintenance
Hard Coded
Expensive
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Slow
Proprietary
Legacy
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Custom
Rigid
Testing
Tuning
Heterogeneous
Status Quo
First Generation
Integration
Application Silos

6. Market Overview
IT Budget Allocations
63%
21%
16%
Run the
Business
Grow the
Business
Transform the
Business
Source: “IT Metrics: IT Spending and Staffing Report, 2012”, Gartner Research, 2012
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7. Market Overview
Oracle’s Vision & Strategy
I.T.
POWER Innovation
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8. Company Overview
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9. Company Overview
Striving for Excellence
 Operational Excellence
 Product Strategy & Innovation
 Customer Service
 Sales Organization & Execution
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10. Company Overview
Oracle Corporation
SCALE
INNOVATION
• $37.2B in revenue in FY13*
• 35,000 developers and engineers
• #1 in 50 product/industry categories
• $29B in R&D since 2004
• 18,000 customer support specialists,
speaking 29 languages
• $56B on more than 90 acquisitions
• 18,000 implementation consultants
• 400,000 customers in 145 countries
• 15 million developers in Oracle online
communities
• More than 25,000 partners
• More than 120,000 employees
* GAAP revenue reported in USD as of May 31, 2013
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• 2.5 million students supported annually
• 900 independent Oracle user groups
with 500,000 members

11. Company Overview
Oracle’s Business Philosophy
BUSINESS TRANSFORMATION
Old Ways
Many Ways
Many Locations
Manual
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Best Way
One Way
Few Locations
Automated
Simplify
Standardize
Centralize
Automate

12. Company Overview
Oracle’s Business Transformation
Phase I: Becoming Information
Driven
(1998 – 2003)
Phase II: Expanding the Portfolio
(2004 – 2012)
• Autonomous Countries
• Geographic Functions
• Global Functions
• Country Infrastructure
• Simplified Global Infrastructure
• 100s of Instances
• Global Single Instance (ERP)
• Abundance of Applications
• Oracle eBusiness Suite
• Inconsistent Processes
• Global Processes
• Local Support
• Shared Service Centers
• Local Decision Making
• Centralized Decision Making
• Fragmented Data
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• Multi National Corporation
• Global Information System

13. Company Product Strategy
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14. What Are We About?
Companies across a broad range of industries get better results with Oracle
AEROSPACE
AND DEFENSE
10 of the 10 Top
AD Companies
AUTOMOTIVE
20 of the 20 Top
Auto Companies
CLOUD
10 of the 10 Top
SaaS Providers
COMMUNICATIONS
20 of the 20
Top Telcos
CONSUMER GOODS
18 of the 20 Top
CG Companies
EDUCATION AND
RESEARCH
20 of the 20 Top
Universities
ENGINEERING AND
CONSTRUCTION
8 of the 10 Top
EC Companies
FINANCIAL
SERVICES
20 of the 20
Top Banks
HEALTHCARE
20 of the 20 Top
Medical Device
Companies
HIGH TECHNOLOGY
20 of the 20 Top
HT Companies
MANUFACTURING
20 of the 20 Top
Manufacturers *
INSURANCE
20 of the 20
Top Insurers
LIFE SCIENCES
20 of the 20
Top Pharmas
OIL AND GAS
20 of the 20 Top
OG Companies
PROFESSIONAL
SERVICES
Over 54,000
Midsize
Professional
Services Firms
PUBLIC SECTOR
20 of the 20 Top
Governments
RETAIL
20 of the 20
Top Retailers
SUPPLY CHAIN
20 of the 20 Top
Supply Chains
TRAVEL AND
TRANSPORTATION
20 of the 20
Top Airlines
UTILITIES
20 of the 20
Top Utilities
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* When using this claim, you MUST use the following footnote: IndustryWeek list of
largest publicly held manufacturing companies based on revenue.

15. What Are We About?
Oracle and the Cloud
Bring Oracle’s Enterprise Technology &
Business Applications Software to any
customer or partner, anywhere in the world,
through the Internet
Platform
Services
Application
Services
Social
Services
Common Infrastructure Services
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16. What are we about?
Simplify IT – Power Innovation

17. How Do We Achieve This?
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18. How Do We Achieve This?
Investment In Innovation & Integration
$4.5B $4.5B
$4.9B
$3.3B
$2.7B $2.8B
$1.3B $1.5B
$1.9B $2.2B
FY04 FY05 FY06 FY07 FY08 FY09 FY10 FY11 FY12 FY13
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$29B IN R&D
SINCE 2004

19. How Do We Achieve This?
Adding Customer Value From 85+ Acquisitions
APPLICATIONS
(pending)
MIDDLEWARE
Middleware Platform
& Management
Business Intelligence
Identity & Access
Management
Performance
Management
Enterprise Content
Management
Data Integration
DATABASE
OPERATING SYSTEM & VIRTUAL MACHINE
Operating System
Systems Management
SERVERS & STORAGE
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Virtual Machine

20. How do We Achieve This?
Industry-Specific Applications
MANUFACTURING
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21. How do We Achieve This?
From Products to Markets
FIELD DRIVEN
INNOVATION
A synergistic approach
among tech, projects &
industry competencies
is the key to bring to
the market our product
innovation
CUSTOMERS
ORACLE
Industry
Competencies
Tech Competencies
& Services Practice
Fusion
Middleware
INNOVATION
PARTNERS
Project
Competencies

22. MARIO DERBA
Regional Sales Vice President
South Europe Systems
Oracle Italia Srl
Viale Fulvio Testi, 136
20092 Cinisello Balsamo (MI)
Italy
Phone +39 02.24959.630
mario.derba@oracle.com
www.oracle.com
Twitter: @Mderba
Personal Site: www.marioderba.com
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