Value Brief Overview for Business Selling

Sales Business Value

1. Oracle Confidential – Restricted Value Brief Overview Enabling Interactive Value Conversations

2. Value Brief Overview https://valuenavigator.oracle.com/valuetool/ 2 Oracle Confidential – Internal • Use Case – Customer Facing Tool to Enable Sales Teams to interactively discuss high level potential value with prospects using a Tablet device or Laptop • Tool Flow – What Am I selling: Select Business Area followed by Solution (HCM ,CRM,SCM, ERP, EPPM, FSGBU, Engineered Systems, Storage, Database, Middleware, and OS & Virtualization) – Who is the Prospect: Search/ Select Company – Review Key Benefits – Editable, With Enabler and Reference Sources – Report : Download / Email custom Deck – Share : Send Live Case Link and PPT to Customer Instantly • Supported Devices – Optimized for 7-11 Inch Tablet Screens - Android Tablets and iPad (Supported on Chrome and Safari) – Runs on Laptops (Supported on Firefox, Chrome, Safari, and IE) – Internet accessible, VPN not needed

3. Solution Selection – Choose Business Area 3 Oracle Confidential – Internal

4. Solution Selection – Select Campaign 4 Oracle Confidential – Internal

5. Prospect Selection - Search 5 Oracle Confidential – Internal

6. Prospect Selection – Edit Values and Select 6 Oracle Confidential – Internal

7. Value Articulation – Review Inputs 7 Oracle Confidential – Internal

8. Value Articulation – Review Key Benefits, Download PPT 8 Oracle Confidential – Internal

9. Edit Benefit – See Calculation, Edit Inputs, View Enabler 9 Oracle Confidential – Internal

10. Edit Benefit – View Potential Benefits and Update 10 Oracle Confidential – Internal

11. Report – Customized Email with Benefit Visualization 11 Oracle Confidential – Internal

12. Report – Share Live Case Link/PPT By Email 12 Oracle Confidential – Internal

13. Value Brief Tool: Early-stage, Interactive Value Discussions What is it? Customer-facing, interactive value tool, which is part of the Value Navigator platform Focuses on selected business benefits and ease-of-use (e.g., avoids certain financial concepts, simple calculations) Generates PPT How do I use it? Select a solution theme and prospect, then adjust figures to see the potential impact Discuss key trends and how ORCL can help achieve benefits. Involve others as needed Allow prospect to edit the case on his/her own (optional) Use either in-person or remotely with prospect Most effective for: Creating opportunities and collaborating with a prospect using business value as a theme Setting the stage for a more detailed value assessment 13 Oracle Confidential – Internal

14. Value Brief Tool: Output Example Incorporate a Value Message into Your Other Presentation Materials Oracle Confidential – Internal 14 Note: PPT re-branding for all tools on the Value Navigator is planned for FY15.

15. Things to Remember: All Value Navigator Tools You don’t need to go it alone. Involve others and/or leverage embedded help resources Not trying to make you an instant expert on value-selling. Leverage your broader sales team Full set of resources posted in desktop version, as well as team email alias Customer look-up data is sourced from a 3 rd -party (Dun & Bradstreet) via a near real-time API While D&B are improving their coverage, it varies by region, company size, private/public status, etc. Use % wildcard character and/or spelling variations PPT re-branding is planned for FY15 New products/themes are continually being added Depending on the tool, desktop/laptop and mobile versions may differ in functionality and content Value Navigator Platform links: Desktop/Laptop (ORCL network required) - http://vn.oraclecorp.com Mobile Device ( No ORCL network required; selected VN tools only) - http://valuenavigator.oracle.com/m 15 Oracle Confidential – Internal

16. Things to Remember: Value Brief Tool VBT is optimized to work on Firefox, Chrome, Safari, and IE browsers Cases are stored under “My Cases” (shown when device is VPN-connected) Copy, delete, and share functionality When sending an email directly from VBT, the invited user will have edit privileges Only one invited user can have edit privileges at once, while others have read-only; adjust privileges in “My Cases” Customize email text as desired For simplicity at the early stages of a deal, VBT only focuses on five key, annualized benefits per theme Not a ROI calculator (i.e., benefits and costs). Other VN tools (e.g., BAT and SVT) can provide ROI calculations or support more complexity Always view the initial figures as placeholders and adjust them for a deal’s scope. Every customer is different Be conservative until you get guidance from your customer and the broader ORCL team Take the “Humble and Collaborative” approach: “I know these figures aren’t accurate, but would you be interested in further exploring how ORCL can add value here?” Focus on the directional business case (i.e., value story) 16 Oracle Confidential – Internal

17. Directional Business Case or Value Story Balancing Time and Accuracy Tools rely on assumptions, but accuracy takes time Models are representations of the future. No one knows the future, so there are no guarantees. Analysis is strictly informational Not a technical analysis that must be exact Avoid obsessing over absolute precision. Find the right balance Process/People/Strategy/Governance changes may also be needed to realize benefits, in addition to a good implementation Oracle Confidential – Internal 17 Focus on the potential scale of benefits using customer feedback on key assumptions to advance the discussion and enhance their interest

18. Next Steps: Value Brief Tool Select a prospect and theme area DB Option themes have arrived, and more are coming! Adjust some inputs, use the sliders, expand content Email PPT to yourself or download it and glance through it After leveraging your broader ORCL team, would this tool be helpful with preliminary value positioning at a prospect? No tool is appropriate 100% of the time, but it is always worth considering it Can you follow the basic structure of a few calculations? Is there an opportunity to use VBT in the next 1-2 months? 18 Oracle Confidential – Internal Note: If needed, take a look at the help materials under the tool’s icon on the Value Navigator’s home page