LogicalApps Sales Playbook - Oracle

Application Configuration Management Solutions Product and Sales Playbook for Partners Application Configuration Console: Expanded Opportunities with mValent April 2009

Welcome to the Application Configuration Console Playbook for Partners Oracle completed Legal Entity Combination with mValent on April 1, 2009. The mValent capabilities have been renamed Application Configuration Console and will be included as a feature set within the Oracle Enterprise Manager Configuration Management Packs.

This playbook is to help you understand:

9 Market opportunity, targets, and sales plays 9 How mValent extends Oracle’s existing configuration management capabilities 9 How to engage with mValent technology (Application Configuration Console) 9 Where to access resources for business enablement 9 How to position other products into your deal and sell more

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¾ Disclaimer The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.

¾ Confidential Information The information contained in these slides is intended for Oracle PartnerNetwork member use only. The information contained herein is considered Oracle confidential and can be used only in connection with the potential licensing, distribution, or implementation of Oracle programs to end users by Oracle or an authorized Oracle partner.

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Contents • Overview • Market Opportunity • Value Proposition • Product & Pricing • Target Market • Partner Value Proposition & Resources • Drill Down • Application Configuration Console • Support • Reference Cases • Next Steps 4

Overview Application Configuration Console (mValent) • mValent technologies address a large and growing market • Most Fortune 2000 companies have major configuration management challenges that can be alleviated with mValent technology • mValent technologies “fill a gap” in Oracle’s configuration management story by providing capabilities for Applications • mValent technology is synergistic with Oracle’s existing configuration management capabilities including the Configuration Change Console, thereby providing a unified solution to the market

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Leading Causes of Downtime Applications a Leading Contributor Unplanned Downtime

Environmental Factors 20%

Planned Downtime

Hardware, Systems Software 10%

Batch Application Processing 13%

Operator Error 40% Application & Database 65%

Application Failure 40% Backup & Recovery 10%

Environmental 2%

Source: Gartner VP Ronni Colville, “Conquering Complexity with Configuration Management”

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Why Should Partners Care? One of Largest, Fastest Growing Enterprise Management Markets • Change and configuration management market is large with high growth rate • Key factor driving investment in automation tools for application infrastructure • Need to enforce configuration consistency across multiple environments (e.g. development, staging, QA, production)1 • 50% of Fortune 1000 companies employ more than 10 people to manage configuration changes to application infrastructure assets1 • Installing and configuring application servers and databases is deemed one of the most complex tasks for IT teams1 • Configuration management ROI of 124% can be realized with Oracle’s configuration management solutions2

(1) mValent 2008 Market Survey (2) Forrester’s Consulting Total Economic Impact of Configuration Management and Provisioning Pack

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Configuration Management Market Drivers Production Efficiency and Operational Cost Reduction • 60-70% of IT budgets is operations (i.e. admin, maintenance, etc.) • IT needs automated solutions to deal with increasing complexity, increasing requests for change and flat or decreasing staffing resources (i.e. do more with less)

24x7 Service Availability • Configuration change is one of the biggest factors in decreasing service availability • Configuration management needed to reduce planned and unplanned downtime and improve mean-time-to-repair

Adoption of Process Methodologies • IT organizations are standardizing processes to gain efficiencies and eliminate cost • ITIL, CMMI, PMI, Prince II and others all drive the need for control, auditability and reporting of configurations

Compliance • SOX, Basel II, HIPAA, PCI and other regulations are being aggressively implemented • Automated configuration management required to ensure governance and support audits

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A Perfect Storm in IT Operations Four Colliding Pressures Better Quality of Service

• 87 hours/year of downtime, costing $42K/hour1

• 40% of CIOs cite lack of automation tools4 (1) Gartner in Network World 2004

IT

Lower Risk

• 60%–70% of IT budget is spent on operations and maintenance3

Better Agility

• 70% applications are deployed without testing2

Lower Operational Cost

(2) Gartner Research (3) CIO Magazine, 2007 (4) Enterprise Management Associates, 2007

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Oracle’s Complete Enterprise Software Stack Built-in & Integrated Manageability

• Leader in the complete enterprise application stack • Built-in manageability in every tier • Integrated manageability across the entire stack

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Oracle Enterprise Manager Increases Business Efficiency • Manage applications topdown, from the business perspective by understanding user experiences and business impact of IT issues

• Manage entire application lifecycle to increase business agility with comprehensive application quality management and compliance solutions

• Reduce operational costs through intelligent diagnostics and automated IT processes

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Application Configuration Console Value Proposition Enhances Current Configuration Management Pack By Providing Four Key Sources Of Business Value: 1. Improves IT productivity for applications • Automates high-cost, labor-intensive methods • Reduces errors produced by manual processes

2. Accelerates time to value • Eliminate delays caused by configuration errors • Improves trouble-shooting

3. Automates IT audit & compliance reporting 4. Improves uptime & quality • Enforce configuration consistency across life cycle – Development to Production 14

Application Configuration Console Elevator Pitch Provides capabilities that help reduce the number one cause of enterprise application outages – configuration errors. • Features such as asset level and whole environment “compare,” “mass configuration change,” and “real-time change alerting” deliver hard business value: 9 9 9 9 9

Productivity gains and lowered support costs Improved application availability Faster application time-to-market Higher end-user satisfaction Better corporate and regulatory compliance

• Functionality is especially powerful as a part of Oracle’s existing Configuration Management solution because it: 9 9 9 9

Adds broader support for Oracle applications and non-Oracle products Provides finer configuration setting tracking Adds further mass configuration automation Provides additional change alerting

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A Complete Solution Oracle Is the Only Vendor That Delivers Across All Application Configuration Console Categories * Agentless Collection

3

Auto-discovery of Application Dependencies

3

Rich Set of Out-of-the-Box Application Configuration Blueprints

3

Application Configuration Roll Back

3

Practice templates for application server platforms

3

Automatic configuration verifications

3

Application server replication

3

Automation of Application Configuration Through the Entire Life-Cycle – from Development to Deployment

3

Configuration Change Tracking

3

Out-of-the-box discovery of Middleware and Database

3

Deep Discovery of J2EE and .NET Applications

3

Configuration Management Database (CMDB)

3

Out-of-the-box best practices for Middleware and Database Configurations

3

Real-time Change Detection

3

Compliance Dashboard

3

* Application Configuration Console only, not entire Configuration Management Pack

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Application Configuration Console (mValent) Enhance Original Configuration Management Packs Automates Manual Application Configuration & Change Processes In IT Infrastructure

FIND FIX RELEASE REPORT

• • • • • •

Find thousands of configuration items Fix configuration problems immediately Release changes programmatically Report changes for compliance Enforce consistency across the life-cycle View the infrastructure from an applicationcentric perspective

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Application Configuration Console Enhancing the Original Configuration Management Pack NEW

Configuration Management Pack Application Configuration Console 9 9 9 9 9

App System Comparison Out-of-box App Blueprints Easily Extensibility Configuration Roll-back Agentless collection

Configuration Management 9 Discovery & Asset Tracking 9 Deep Configuration Collection 9 1: 1 / 1: Many Comparisons

Configuration Change Console 9Real-time Change Detection 9 Compliance Frameworks • Sox, PCI, CIS, ….. 9 Compliance Reporting 9Compliance Dashboard 9 Change Reconciliation • Authorized • Unauthorized

9 Change History 9 Compliance and Policies

= Original Capabilities 19

Application Configuration Console Overview Enhancing the Original Configuration Management Pack Application Configuration Console Asset Reports Configuration Capture • Agentless Discovery • Centralized repository • Configuration Modeling • Asset-centric Views

Change Audits

Compliance Reports Configuration Provisioning

Change Monitoring • Change Monitoring • Complex Comparisons • Versioning and rollback • Compliance Verification

• Configuration Provision • Change Validation • Application Instantiation • Template based

Dynamic Configuration Model Signatures (Templates, Best Practices)

Agents App App Server Server Web Web Server Server Middleware Middleware

Database Database

OS/Storage OS/Storage Mainframe

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Application Configuration Console Expanding Supported Products (Blueprints) 30 Oracle Blueprints - Over 100 Available

Application Configuration Console Operating Systems Linux

Solaris Windows AIX VMWare

Databases Oracle 9i and 10g

My SQL SQL Server IBM DB2

Middleware Oracle AS BEA Weblogic 7-9 BEA Tuxedo Websphere 5 and 6 Microsoft IIS Sun Java Borland Jboss Apache Tomcat IBM MQ TIBCO CA Autosys

Applications PeopleSoft Siebel EMC Documentum Cognos Blue Martini Microsoft ADS CA Etrust Wily

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Application Configuration Console Translation • April release English only • Next release translated

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Configuration Management Packs Original and New Packs Original Packs Configuration Management Pack Configuration Management Pack for Oracle Middleware Configuration Management Pack for Non-Oracle Systems

Features • • • • • • •

Discovery and topology viewer Configuration Search Basic Comparison Out-of-box policies User defined policies & groups Real-time change detection - who, what, when (C3)* Configuration change correlation (C3)

New Packs • • Configuration Management Pack for Oracle Database • Configuration Management Pack for Oracle Fusion Middleware • • • Configuration Management Pack for Applications • • •

Features Discovery and topology viewer Configuration Search Basic Comparison Out-of-box policies User defined policies & groups Real-time change detection - who, what, when (C3) Configuration change correlation (C3) Application comparison (mValent) Configuration update & snapshot rollback (mValent)

• Original Packs will remain on the price list until June 1st • New Packs placed on the price list as of April 2nd • All non-Oracle systems and applications fall under the new Configuration Management Packs for Applications

* Configuration Change Console

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Configuration Management Pack Pricing Products Available on the Oracle Global Technology Price List

New

Original

Configuration Management Pack Pricing Oracle Enterprise Manager Configuration Management Pack Configuration Management Pack

Named User Plus ($/NUP)

SW Update Process SW Update & & Support License Support ($/NUP) ($/Processor) ($/Processor)

$70.00

$15.40

$3,500.00

$770.00

$70.00

$15.40

$3,500.00

$770.00

Configuration Management Pack for Non-Oracle Systems

$70.00

$15.40

$3,500.00

$770.00

Configuration Management Pack for Oracle Database

$100.00

$22.00

$5,000.00

$1,100.00

Configuration Management Pack for Oracle Fusion Middleware

$100.00

$22.00

$5,000.00

$1,100.00

Configuration Management Pack for Applications

$100.00

$22.00

$5,000.00

$1,100.00

Configuration Management Pack for Oracle Middleware

• Original Packs will remain on the price list until June 1st • New Packs placed on the price list as of April 2nd • All non-Oracle systems and applications fall under the new Configuration Management Packs for Applications

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Who’s Buying Configuration Management? Project or Driver…

Specifics to Look For…

Composite Application/SOA Implementations

• Lots of complexity that is difficult to track • SOA facilitates change which must be controlled

Global 2000 Companies

• Too many apps to track (1,000+ on average) • Need automation; a lot of configuration management is done manually

Oracle Packaged Enterprise Application Customers

• Looking for viable configuration management for Oracle packaged apps which hasn’t been available until now

Companies with large migration initiatives

• Large migration efforts that require configuration management of the life cycle (Development – Production)

Original Enterprise Manager Configuration Management Pack Customers

• Will have interest in packaged enterprise app support • Will have interest in agentless, more granular discovery for applications

Companies With High Rates of Change

• Online retail/E-commerce, financial services, insurance, health care • Changes include adding new business logic, patches, upgrades, new web services and new apps/databases

Compliance Initiatives

• Companies dealing with SOX, HIPAA, Basel II, PCI, FERPA, GLBA, CALEA and other regulations

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Who You Should Sell To

CONTROL AUTOMATION

IT Operations Apps Manager Middleware Admin DBAs Operations Center Help Desk

EFFICIENCY COMPLIANCE

IT Executives

QUALITY SERVICE AGILITY

Line of Business

CIO

CEO

IT Director

CFO

Application Owner

Application Exec. Owner

Enterprise Architect

Project Manager

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Selling to IT Operations CONTROL AUTOMATION

CHALLENGES

CAPABILITIES

VALUE

• Staff struggle with complexity and

• Automatic discovery of IT assets

• Improve overall change and

volume of resources • Difficulty understanding

relationships between systems, applications and business services • No way to manually track config

changes to systems, applications, code and components • Administration and maintenance

such as making configuration changes is too time consuming

and applications with 100+ built-in application Blueprints • Change monitoring and ability to

roll-back to a prior know good configuration settings • Configuration compare and

management of the configuration life cycle • Mass configuration update

configuration management administration productivity • Gain a more accurate view of

how IT resources and applications are configured and interact with one another • Understand, manage and control

a broad variety of targets, especially Oracle and non-Oracle enterprise applications

• Do you have a firm understanding of all the systems, components and entities that comprise your

SAMPLE QUESTIONS

enterprise applications? • Can you change IT resource and application configuration settings in a mass, automated fashion? • Are you able to receive real-time alerts of any configuration changes and control what changes can be

made?

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Selling to IT Executives EFFICIENCY COMPLIANCE

CHALLENGES

CAPABILITIES

VALUE

• Costs too high for day-to-day

• Automated discovery and

• Decrease the cost of

administration and maintenance tasks • Difficult controlling unplanned

change • Migration efforts taking to long • Concerns about compliance and

passing audits

configuration change monitoring • Monitor changes across your

applications, know if changes are taking place • Ensure consistency across your

development - production environments • Rollback to prior configuration

settings for performance or systems issues

administering complex enterprise application environments • Increase availability by managing

configuration change • Decrease migration efforts and

time • Ensure that corporate and

regulatory standards are met • Ensure the ability to perform and

pass audits

• Does your organization have configuration management solutions that increase productivity through

SAMPLE QUESTIONS

intelligent automation? Do you cover all of your applications? • Do you have a way to control planned and unplanned changes that does not rely on manual efforts? • Can you report on configuration changes including audit information in support of compliance and

regulatory mandates?

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Selling to the Line of Business QUALITY SERVICE AGILITY

CHALLENGES

CAPABILITIES

VALUE

• IT is slow in making changes that

• Automated configuration

• IT can respond to changing

support shifting business objectives • Enterprise applications are too

slow or there is too much downtime • We need a guarantee for quality

of service, especially for mission critical applications

management makes implementing changes easier and faster • Policy-based change control

limits unplanned changes that can affect performance and availability

business needs much more quickly • IT can offer better, more

consistent performance • Line of business leaders and IT

can more confidently agree to service levels and meet them

• Configuration change tracking

ensures that anything that can affect quality of service is understood and made known

• Is IT able to agree to formal service level agreements for critical applications?

SAMPLE QUESTIONS

• Is IT able to quickly make changes that support shifting business needs? • Do business users and customers ever experience poor performance or availability due to upgrades,

migrations, patches or other changes IT makes?

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Opportunities by Partner Type Value Proposition for All Partners • Profit from large and fast growing Enterprise Management market • Partner with the market leader and offer your customers a complete Enterprise Software stack with built-in and integrated manageability • Position a winning business value proposition to your customers: improved apps productivity, accelerated time to value, automated IT audit and compliance reporting, improved uptime and quality • Compelling sales play for prospects dealing with with high rates of change (online retail/e-commerce, fin services, insurance, healthcare) and regulatory compliance • Help customers respond to key market driver requirements: cost and risk reduction, efficiency, 24x7 availability, and regulatory compliance • Offer your customers new Application Configuration Console capabilities: App System Comparison, Out-ofbox App Blueprints, Easily Extensibility, Configuration Roll-back, Agent-less collection

Resellers • Increase resell revenue beyond core products by including Management Packs in your deals

ISV, Hardware & Device Vendors

• Upsell original Enterprise Manager Config Mgmt Pack customers

• Sell a comprehensive solution comprised of your platform/product and Oracle’s complete enterprise software stack w/manageabiliity in every tier

System Integrators

• Increase gross margin of total solution comprising hardware, software and services

• Sell into Oracle & non-Oracle customers

• Service clients w/large migration initiatives requiring config mgmt • Increase revenue potential by offering services around Oracle’s complete enterprise software stack

• Maximize IT cost savings and performance with integrated, out-of-box, best-on-Oracle systems and application management

• Cross/upsell value of broad Oracle portfolio 32

Access Oracle PartnerNetwork oracle.com/partners 3

Before OPN login: 1.

1

2.

Click OPN Program to discover OPN’s benefits and resources. Enter a Knowledge Zone, ex: Enterprise Manager

Login to OPN to access: 3.

2

Pricing, training, sales tools, and much more.

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OPN Knowledge Zones Enterprise Manager

Get in the Zone Product info Social networks Collaboration • Enablement • Solution Resources • Events • Oracle Mix • Forums • Blogs • Wikis • Related Areas • Latest Updates

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After OPN Login > Product Focus Areas Pricing, Education, Sales Tools & Much More OPN’s Engage with Oracle page 9 My Company Initiatives lists those a partner is approved to access

Product Focus Areas: 1.

Enterprise Manager: Increase revenue through options, features, and associated solutions

9

News & Information Education Product information Marketing Development & Support Sales

9 9 9 9

1

9

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Snapshot Product Info, Education, Sales App Config Console to be added to resource portfolio

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Next Steps How Can I Grow My Business? Grow with Oracle

As an OPN partner, you have tremendous growth opportunity 9 Explore how you can extend your offering and drive new revenue streams 9 Join Focus Areas to get enabled on Oracle products and develop sales readiness

9

Develop new sales plays

9

Extend footprint in your accounts

9

Better serve your customer needs

9

Contribute to increased customer ROI and satisfaction

2 1

Revenue Boosters 1.

Offer complementary products: develop enablement through OPN Focus Areas and Initiatives

2.

Check out the OPN Events Calendar: attend partner events to rapidly build competency

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Additional Resources Customer Successes Oracle Configuration Management Reference Collateral

www.oracle.com/customers

www.oracle.com/enterprise_manager/configuration -management.html

Oracle University – mValent 2-Day Course: “Oracle Application Configuration Console Essentials” (targeted for August release) www.oracle.com/education

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Application Configuration Console IT Application Change Rate

Change Volume

According to Gartner, Forrester and Enterprise Management Associates, application configuration errors are the leading cause of quality and downtime between 40% and 60% of occurrences

Unplanned Work

Change Success Rate

Application Configuration Console

Mastery of each Configuration

# of Unique Configurations

Network

Server

App/Configurations Visible Ops, IT Process Institute

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Application Configuration Console Many Distributed Applications, Each With Many Environments to Keep in Sync Development

Pre-production

Dev

Production QA

Prod-1

Staging

Prod-2

DR

UAT

Mainframe

Key:

App Server

Web Server

Middleware

DB

OS

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Application Configuration Console Product Architecture Client

API

Eclipse

Authentication LDAP

Web-based Reporting & Dashboard

Repository Oracle

Server Linux, Windows, Solaris

ssh, sftp, wmi

App App Server Server Web Web Server Server Middleware Middleware

Database Database

OS/Storage OS/Storage Mainframe

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Application Configuration Console Multiple Role-Based Views Of Configuration Items App Server Admin: View suited to role Sample views: • Life-cycle • Data center • Technology layers

Example Systems Architect: Tracks assets by location 43

Application Configuration Console Compare Key Differences Across Assets & Life Cycle • Finds meaningful differences • Works at level of configuration items (CI), not file level • Compares tens of thousands of CI’s • Prevents configuration “drift”

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Application Configuration Console Find What’s Changed And Deploy Immediate Fixes

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Application Configuration Console Roll-back To A Known Working Version

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Application Configuration Console Automate Repetitive Tasks to Deploy Infrastructure

• Key productivity feature • Build new application environments efficiently • Provision changes completely • Validate changes made correctly

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Application Configuration Console Application Change Dashboard

• Change Volume • Change Compliance • “Change Ticker” • Alerts • Assets & Applications Under Management

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Application Configuration Console Understand Where You Are Making the Most Changes

• Change Volume by application • In process vs. out of process changes • Highlight high change apps on shared infrastructure • Empower IT in SLA discussions with business owners

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Application Configuration Console Blueprints Available

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Application Configuration Console Summary • Issues around complexity & compliance are ever-growing within IT • Application Configuration Console automates manual IT processes for configuration, change & release management of application infrastructure • Application Configuration Console delivers value by: • • • •

Improving IT productivity through automation Accelerating time to value Automating IT audit & compliance Improving uptime & quality

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Version Support Plan Following is the desupport matrix for the current mValent integrity products. Apr ‘09 communications to mValent customers encourage them to migrate to the 5.3.x release

Product

Version

Premier Support

Extended Support

Sustaining Support

mValent integrity

5.0.x

Not Offered

Not Offered

Dec-2011

mValent integrity

5.1.x

Not Offered

Not Offered

Dec-2011

mValent integrity

5.2.x

Not Offered

Not Offered

Dec-2012

mValent integrity

5.3.x

Dec-2011

Dec-2013

Indefinite

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Customer Proof of Concept Insurance Company with 15 Application Support Staff IT Process

Configuration Capture

Change Monitoring

Configuration Provisioning

Current Manual

Application Configuration Console

12%

38%

36%

Potential Savings: 56% Savings

12%

=

$1.18M Annually Drive your business with OPN > Enterprise Manager Focus Areas w/sales and enablement resources

3

Grow your Oracle portfolio > Develop, sell, implement complementary offerings

4

Drive contacts to prospects > Leverage Oracle collateral, live events, webcasts

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