Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract

Close collaboration with our Partners is

critical to the success of our Business Unit
& Oracle's goal of becoming #1 in
<Insert Picture Here> Applications for the Communications
market ”
-- Bhaskar Gorti, General Manager, CGBU,
Oracle

Oracle Communications
Rome Partner Enablement Training
27 & 28 November , 2008
 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.

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Oracle in
Communications Did You Know?

Oracle is #1 in Communications

20 of the world’s top 20 Telecoms Companies

run Oracle Applications

All 10 of the world’s most profitable

Communications Service Providers run Oracle Apps

All 15 of the top U.S. Communications Service

Providers run Oracle Applications

8 of the world’s top 10 Mobile Operators run

Oracle Applications

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Who are we ?
Communications
Global Business Unit

Communications
Financial
Services
Retail

• Create vertical, focused group

• Industry leading domain
Revenue expertise
• Focused product R&D and
Management
solution expansion
Lifecycle
Lifestyle • Dedicated delivery organization
CRM
• Product Support continuity &
ERP investment
• Leverage larger technology
Tech investments of Oracle

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Communications Applications
Tier 1 Service Provider Requirements
Business Applications
Advanced Call Center Partner
Campaign Mgmt Sales PLM EBPP Self-Care
CRM Mgmt Mgmt

Analytics Business Operations

Service
Service Fulfillment Billing & Revenue Management Assurance
Enterprise Delivery
Analytics Provisioning Rating Mediation Service
Assurance
Operations Pricing Balance Mgmt
Analytics Inventory Mgmt Revenue
Billing Revenue Control Assurance Service
Service
CRM Analytics Activation Delivery
Invoicing Interconnect Design
Platform
Discovery Service
A/R & Collections Settlements
ERP Analytics Creation
Reconciliation Payments Vouchers Environment

Corporate Administration
HR Financial Mgmt Asset Mgmt Security Mgmt Knowledge Mgmt Help Desk

Infrastructure
Universal Data Hubs (Customer, Product, Asset)
Middleware
Carrier Grade Framework

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Oracle

Oracle Communications ISV Partners

Solutions Footprint Today

Business Applications
Advanced Call Center Partner
Campaign Mgmt Sales PLM EBPP Self-
Self-Care
CRM Mgmt Mgmt

Analytics Business Operations

Service
Enterprise Service Fulfillment Billing & Revenue Management Assurance
Delivery
Analytics Provisioning Rating Mediation Service
Assurance
Operations Pricing Balance Mgmt
Analytics Inventory Mgmt Revenue
Billing Revenue Control Assurance Service
CRM Analytics Service Activation Delivery
Invoicing Interconnect Design Platform
Discovery Service
A/R & Collections Settlements
ERP Analytics Creation
Reconciliation Payments Vouchers Environment

Corporate Administration
HR Financial Mgmt Asset Mgmt Security Mgmt Knowledge Mgmt Help Desk

Infrastructure
Universal Data Hubs (Customer, Product, Asset)

Middleware (e.g. BPEL)

Carrier Grade Framework (e.g. Application Server, RAC, Times Ten)

Ten)

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Does IT deliver enough value?

Spend as % Communications 9% IT spend in Comms is over

Revenue Industry average 4% double industry average

Almost 70% of spend is on

Spend Capital 33%
operating existing IT
Usage Operational 67%
infrastructure

Build vs. Services 79% IT deployments are highly

Buy Software 7% services dependent

75% of application
COTS $1918M
Deployment deployment spend is on
Bespoke $5992M
custom software
Traditional operators spend
Traditional $3/sub
Comparison 10X more on IT than new
New Entrant $0.3/sub
entrants

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 A step change in productivity is
fundamental to success …
But it must be focused

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Securing market leadership...
…the Cornerstone of Success

Customer
Intimacy

th
ow
r
G

Operational Rapid Service

Excellence Innovation

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 The importance of modern software
principles

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Benefits drivers for Pre-Built SOA
Tenets of
Benefits Drivers Benefit Impact
Pre-Built SOA
• Lower cost and shorter time to
Best Practice implement
Industry • Higher reliability 1 Lower Cost Of Ownership
Processes
• Faster time to benefit
• Lower implementation and
Pre-Built maintenance costs
Sustainable
Integrations
• Higher reliability
• Optimises customer effort 2 Shorter Time to Implement

Common • Reusability
Objects and
Services
• Easy to maintain and upgrade

3
Lower Risk
Open Standards • Lower cost to upgrade
Based • Higher predictability
Foundation • Higher reliability

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Proving the benefit - Scope of case study

• CRM-Billing integration
• AIA vs traditional custom integration
• 5 years TCO
• Initial Implementation
• Maintenance (5 years)
• 2 Upgrades (CRM upgrade)
• Mid sized European Operator
• 5-10 M subs
• Including attribute extensions
• Customer migration, no subscription
migration
• Consumer & SME segment

Input provided and validated by KPN, TDC and Oracle Consulting From Past
Telecom Implementations

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 1 Lower Cost Of Ownership

Pre-built and Pre-Tested Functionality Drives Cost

Savings through the Whole Lifecycle…

Implement 20% Reduction

Upgrade 55% Reduction

Maintain 50% Reduction

Traditional Custom integration

Pre-built SOA

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
Source: 5 year TCO Study Oracle Study on Composite SOA for Telecoms 2008
 2 Shorter time to implement
Pre-Built SOA Reduces Calendar Time and
Effort
Benefits Over Customer Integration Composite SOA Case Study Results

• Our study shows reduction of over:

• 50% in implementation effort (man days) Average 10 Months
Initial
• 60% in upgrade effort (man days)
Implementation
• Leading to reductions of: 7 Months
30%
• 30-45% on implementation time
• 50% on upgrade time
• These benefits directly impact:
3 Months
• Agility to respond to market needs Average
Upgrade
• Lower disruption time 1.5 Mth 50%
• OPEX Reduction
• Operational risk

Traditional Custom integration

Pre-built SOA

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
Source: Oracle Case Study on SOA transformation in Telecoms 2008
 3 Lower Risk

… and transfers difficult and costly integration tasks

to Oracle reducing risk for the Service Provider
Benefits Over Custom Integration Pre-Built SOA in Project
• Software Reusability
• COTS, pre-built and pre-tested functionalities means
Custom
higher value/lower cost
• Development cost moved from customer to Oracle and

Effort
spread over many companies
• Multiple companies drive enhancements, find bugs and AIA

achieve a more rapid time to stability

• Reliability & Obsolescence Oracle Implementation Project (time)
R&D
• Customers build on already proven processes and services minimizing the risk of failure
• Oracle implements best practices and is continuously innovating
• Upgradeability to address the obsolescence
• Optimizing customer effort
• Customers can focus on higher value areas and unique extensions
• Predictability
• Better separation of concerns without worrying about integration flow thus increasing capacity
• Oracle provides the SOA integration roadmap
• Lower project risk, more likely reach objective

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Transformation is now an
essential part of the
competitive business cycle

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Oracle Transformation Experience – Critical
Success Factors

• Executive Commitment
• Program of work approach
• Deliver value to business frequently
• Start with best practice, Stick to standard
• Industry best practices
• Avoid customizations
• Minimize extensions
• Start with green field mindset
• Set scope to be complete processes
• Don’t migrate old products into new solution
• Keep legacy integrations to an absolute minimum

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Summary

• Market leaders push the frontier of

productivity

• Successful companies channel productivity

gains into critical areas

• Software is the fundamental enabler in revolutionizing

productivity

• The ROI is ‘provable’ and achievable

• Transformation is the necessity, and the challenge

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Oracle’s vision and strategy

Business Challenges

Deliver best-in-class applications

built on a common, open, standards-
based technology platform

Provide a complete suite with

productized integrations and
IT Challenges industry-specific business processes

Facilitate business transformation

with predictable total cost of
ownership

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Software is the key, but it must
be realized through business
Transformation

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Oracle Communications Customers
World’s Top Service Providers Run Oracle Applications

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Oracle Communications Solutions
Complete Footprint

Customer Billing and

Relationship Revenue
Management Management Business
ERP Intelligence
and Enterprise and
Management Order Management
Analytics
Inventory Mgmt Service Activation
Service Delivery Platform
Service Delivery Platform

Application Integration Integration Master Data Management

Architecture

Fusion Middleware Infrastructure Carrier Grade Framework

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Organic developments & Acquisitions
to deliver Best-in-Class applications &
technology

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 The Concept to Cash Value Chain
6 Billing & A/R
• Customer and invoicing
• Trial billing
• Receivables and G/L
• Collections
• Partner settlements
5 Usage Charging
• Service Delivery & Usage
• Service Mediation
• Real-time charging and billing
• Discounts and promotions
Oracle Corporation Confidential
1 Concept Creation
• Customer insight 2 Service Design
• Behavioral and revenue
analytics • Service definition &
• Segmentation analysis configuration
• Concept generation • Service pricing, bundles and
promotions
• Service network deployment
• Service trials and release
Campaign
3 Execution
4 Service Fulfillment
• Campaign Management
• Sales Execution
• Inventory assignment
• Real-time up sell/cross sell
• Order orchestration
• Order Capture and Commit
• Provisioning
• Service Activation &
Configuration
The above is for informational purposes only, and may not be incorporated into a contract
 Concept Creation
6 Billing & A/R
• Customer and invoicing
• Trial billing
• Receivables and G/L
• Collections
• Partner settlements
5 Usage Charging
• Service Delivery & Usage
• Service Mediation
• Real-time charging and billing
• Discounts and promotions
Oracle Corporation Confidential
1 Concept Creation
• Customer insight 2 Service Design
• Behavioral and revenue
analytics • Service definition &
• Segmentation analysis configuration
• Concept generation • Service pricing, bundles and
promotions
• Service network deployment
Oracle Products • Service trials and release
• Siebel CRM
Campaign
3 Execution
• Siebel Business Analytics
Campaign
4 Management • Campaign Management
• Billing and Revenue Management
• Sales Execution
• Inventory assignment
• Real-time up sell/cross sell
• Order orchestration
• Order Capture and Commit
• Provisioning
• Service Activation &
Configuration
The above is for informational purposes only, and may not be incorporated into a contract
 Service Design

1 Concept Creation

6 Billing & A/R • Customer insight 2 Service Design

• Behavioral and revenue
• Customer and invoicing analytics • Service definition &
• Segmentation analysis configuration
• Trial billing
• Concept generation • Service pricing, bundles and
• Receivables and G/L
promotions
• Collections
• Service network deployment
• Partner settlements
• Service trials and release
Oracle Products

• Siebel CRM Campaign

5 Usage Charging 3 Execution
• Billing and Revenue Management
• Service Delivery & Usage 4 Service Fulfillment • Campaign Management
• • Oracle Inventory Management
Service Mediation
• Sales Execution
• Real-time charging and billing • Inventory assignment
• Real-time up sell/cross sell
• Oracle Service• Order
• Discounts and promotions Delivery Platform
orchestration
• Order Capture and Commit
• Provisioning
• Service Activation &
Configuration

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Campaign Execution

1 Concept Creation

6 Billing & A/R • Customer insight 2 Service Design

• Behavioral and revenue
• Customer and invoicing analytics • Service definition &
• Segmentation analysis configuration
• Trial billing
• Concept generation • Service pricing, bundles and
• Receivables and G/L
promotions
• Collections
• Service network deployment
• Partner settlements
Oracle Products • Service trials and release

• Siebel CRM
Campaign
5 Usage Charging 3 Execution
• Siebel Business Analytics
• Service Delivery & Usage 4 Service Fulfillment • Campaign Management
• • Billing and Revenue Management
Service Mediation
• Sales Execution
• Real-time charging and billing • Inventory assignment
• Real-time up sell/cross sell
• Discounts and promotions • Order orchestration
• Order Capture and Commit
• Provisioning
• Service Activation &
Configuration

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Service Fulfillment
6 Billing & A/R
• Customer and invoicing
• Trial billing
• Receivables and G/L
• Collections
• Partner settlements
5 Usage Charging
• Service Delivery & Usage
• Service Mediation
• Real-time charging and billing
• Discounts and promotions
Oracle Corporation Confidential
Oracle Products
1 Concept Creation
• Customer insight 2 Service Design
• Behavioral and revenue
• Oracle Order and Service
analytics • Service definition &
• Segmentation analysis configuration
Management
• Concept generation • Service pricing, bundles and
promotions
• Oracle Inventory Management • Service network deployment
• Service trials and release
• Oracle Service Activation
Campaign
3 Execution
4 Service Fulfillment
• Campaign Management
• Sales Execution
• Inventory assignment
• Real-time up sell/cross sell
• Order orchestration
• Order Capture and Commit
• Provisioning
• Service Activation &
Configuration
The above is for informational purposes only, and may not be incorporated into a contract
 Usage Charging

1 Concept Creation

6 Billing & A/R • Customer insight 2 Service Design

• Behavioral and revenue
• Customer and invoicing analytics Oracle Products • Service definition &
• Segmentation analysis configuration
• Trial billing
• Concept generation • Service pricing, bundles and
• Receivables and G/L
• Collections
• Oracle Mediation promotions
• Service network deployment
• Partner settlements
• Billing and Revenue Management • Service trials and release

• Siebel CRM
Campaign
5 Usage Charging 3 Execution

• Service Delivery & Usage 4 Service Fulfillment

• Service Mediation
• Real-time charging and billing
• Discounts and promotions
• Campaign Management
• Sales Execution
• Inventory assignment
• Real-time up sell/cross sell
• Order orchestration
• Order Capture and Commit
• Provisioning
• Service Activation &
Configuration

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Billing and A/R
6 Billing & A/R
• Customer and invoicing
• Trial billing
• Receivables and G/L
• Collections
• Partner settlements
5 Usage Charging
• Service Delivery & Usage
• Service Mediation
• Real-time charging and billing
• Discounts and promotions
Oracle Corporation Confidential
1 Concept Creation
• Customer insight 2 Service Design
• Behavioral and revenue
analytics • Service definition &
• Segmentation analysis configuration
• Concept generation • Service pricing, bundles and
promotions
Oracle Products • Service network deployment
• Service trials and release
• Billing and Revenue Management
• Siebel Self-Service and eBilling
3
Campaign
Execution
• Oracle Financials
4 Service Fulfillment
• Campaign Management
• Sales Execution
• Inventory assignment
• Real-time up sell/cross sell
• Order orchestration
• Order Capture and Commit
• Provisioning
• Service Activation &
Configuration
The above is for informational purposes only, and may not be incorporated into a contract
 Concept to Cash
6 Billing & A/R
• Customer and invoicing
• Trial billing
• Receivables and G/L
• Collections
• Partner settlements
5 Usage Charging
• Service Delivery & Usage
• Service Mediation
• Real-time charging and billing
• Discounts and promotions
Oracle Corporation Confidential
1 Concept Creation
• Customer insight 2 Service Design
• Behavioral and revenue
analytics • Service definition &
• Segmentation analysis configuration
• Concept generation • Service pricing, bundles and
promotions
• Service network deployment
• Service trials and release
Campaign
3 Execution
4 Service Fulfillment
• Campaign Management
• Sales Execution
• Inventory assignment
• Real-time up sell/cross sell
• Order orchestration
• Order Capture and Commit
• Provisioning
• Service Activation &
Configuration
The above is for informational purposes only, and may not be incorporated into a contract
 An Integrated Applications Suite

• Supporting the essential

business processes of
Service Providers
• Packaged software
approach
• Provides holistic customer
view across the enterprise
• Pre-built integrations to
Oracle enterprise
applications
• Built to industry standards

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Oracle Application Integration
Architecture
Critical Applications
Integrations
17 Acquisitions*

All Oracle Applications

Extensible to Third Party
and Legacy Applications
Products
4 Acquisitions Customers
Built on Open, Standards
Employees
Suppliers
Based Middleware
…

Upgradeable

Common Object Model

Process Integration
Packs

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Application Integration Architecture for Comms
Release One - Order to Cash to Care
Management

Management
Siebel Call Center Siebel Self-Service Oracle Financials
Customer

Financial
Customer Order Billing General
Sales Catalog eBilling
Management Management Ledger
Management
Revenue

Oracle Billing and Revenue Management

Billing and Balance
Rating
Invoicing Tracking

1. Siebel CRM to Oracle BRM enabling Order to Bill

2. Siebel CRM to Oracle BRM enabling Agent Assisted Billing Care
3. Siebel eBilling to Oracle BRM enabling Billing Self-Service
4. Oracle BRM to E-Business Suite enabling Revenue Accounting

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Safe Harbor Statement

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.

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Application Integration Architecture for Comms
Release Two and Beyond
Management
Full Business and Operational Systems Integration

Management
Siebel Call Center Siebel Self-Service ERP

Enterprise
Customer

Sales Billing Loyalty eComm Financ- Assets

COM eBilling
Catalog Mgmnt Management eSvc ials Supply
Management

Intelligence
Business
Revenue

Oracle Billing and Revenue Management Oracle BI

Billing and Balance
Rating Analytics
Invoicing Tracking
Management
Service

Management
Information
Oracle Service Fulfillment Oracle SDP Data Management
Order and Service Service
Activation Inventory Customer
Management Applications
Product

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Oracle Communications Customers
World’s Top Service Providers Run Oracle Applications

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 <Insert Picture Here>

Bhaskar Gorti
General Manager, CGBU,
Oracle

“Close collaboration with our Partners

is critical to the success of our
Business Unit & Oracle's goal of
becoming #1 in Applications for the
Communications market ”

Partner Strategy for Oracle Communications

& Engaging with CGBU

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Engaging with the CGBU
• Be part of the Oracle Partner Network
• Subscribe to Communications Product Focus Area
• Product & doc download –Non production use-
• Tech support access
• Latest product info, value props, messaging , presentations
• Global BU, local transactions
• Know the local team ; Richard & Laurent
• CGBU products not part of any FUDA
• One off transactions
• Proof of resell
• Support & Maintenance
• Product training available on Oracle University
• http://education.oracle.com

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
 Communications Product Focus Area

• Enable CGBU to manage a targeted community of Communications partners

• Provide partners with single site where they can obtain the most current information / content on the Oracle
Communications solutions

• Align with Oracle’s Strategic Communications area and messaging

• Keep current on latest Oracle Communications information through access to initiative Dashboard with specific
tools & resources

• Provide controlled access to CGBU product licenses for demonstration

Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract
Oracle Corporation Confidential The above is for informational purposes only, and may not be incorporated into a contract