Fusion HCM and Taleo: GTM Strategy and Partner Playbook

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2 Disclaimer This document is for informational purposes. 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 in this document remains at the sole discretion of Oracle. This document in any form, software or printed matter, contains proprietary information that is the exclusive property of Oracle. This document and information contained herein may not be disclosed, copied, reproduced or distributed to anyone outside Oracle without prior written consent of Oracle. This document is not part of your license agreement nor can it be incorporated into any contractual agreement with Oracle or its subsidiaries or affiliates. 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 Oracle Corporation Proprietary and Confidential 2

3 Fusion HCM and Taleo: GTM Strategy and Partner Playbook Position Fusion Human Capital Management and Taleo functionality Spot opportunities and know what to sell Identify, qualify, and employ key sales plays Know where to find enablement and how to Specialize Access product strategy, overview, and capabilities Articulate competitive differentiators Questions? > Contact Oracle Partner Business Center blogs.oracle.com/judsonalthoff Adds Leading Talent Management Cloud Offering to the Oracle Public Cloud twitter.com/oraclepartners 2011 Oracle Corporation Proprietary and Confidential 3

4 Content Strategic Rationale Partner Opportunities Competitive Positioning Sales Plays OPN Specialized Enablement Additional Reference: Product Positioning Pricing & Packaging Click to navigate between the sections 2011 Oracle Corporation Proprietary and Confidential 4

5 Oracle Delivers the Most Complete Cloud-Based HCM and Talent Management Suite Oracle Fusion Human Capital Management Global HR Global Payroll + Recruitment and On-boarding Oracle Fusion and Taleo Talent Management Learning and Development Performance Management Workforce Management Engagement and Retention Compensation and Rewards Talent Review Social Mobile Integration Analytics Reliable Secure 5 Copyright 2011, Oracle and/or its affiliates. All rights reserved.

6 Why Should You Care? Oracle Acquires The #1 HCM Recruiting Cloud Solution Two Mega Trends are driving HCM decisions - Migration to the Cloud - Employee Experience Oracle Fusion HCM and Taleo is the #1 Cloud Based HCM solution - Oracle Taleo is the Market leader across three of Gartner s core Magic Quadrants in Talent Management (Recruiting, Learning and Performance) Oracle now stumps competitors Oracle can deliver the best and most complete HCM Solution in the Cloud ORACLE TALEO 13+ YRS Cloud Delivery Employees Global Customers 15% of all US Hires 30% YoY Growth* $325M Revenue* $1.9B Oracle Acquisition 16B Cloud Transactions Annually *Approx figures Oracle Corporation Proprietary and Confidential 6

7 Fueling Business Growth with Talent Management In a recent Conference Board CEO Survey the top five global challenges were: 1. Business Growth 2. Talent 3. Cost Optimization 4. Innovation 5. Government Regulation Source: Conference Board CEO Challenge Survey, April Oracle Corporation Proprietary and Confidential 7

8 Taleo Market Positioning Leader Across Industry Analyst Reports Gartner Magic Quadrants: Only vendor with leading solutions across all three segments IDC MarketScape: Worldwide Integrated Talent Management 2011 Vendor Analysis Note: Performance and Learning rankings are based on Gartner Draft Magic Quadrants provided to Taleo in February This information is not for publication. Taleo is again a market leader in this year's analysis with strengths in many areas including depth in capability of the individual talent functions, a robust partner ecosystem, and strong brand recognition Lisa Rowan, Program Director HR and Talent Management Services 2011 Oracle Corporation Proprietary and Confidential 8

9 Taleo Customer Base Large Enterprise 47 of the Fortune 100 1/3 of the Fortune customers 30% of the Global of the Top 5 Healthcare Companies 4 of the Top 5 Health Insurance Providers 7 of the Top 10 Financial Services Firms 2011 Oracle Corporation Proprietary and Confidential 9

10 Content Strategic Rationale Partner Opportunities Competitive Positioning Sales Plays OPN Specialized Enablement Additional Reference: Product Positioning Pricing & Packaging 2011 Oracle Corporation Proprietary and Confidential 10

11 The Market Opportunity Worldwide HCM Revenue (all vendors): 2011: USD $7B+ 2010: USD $6B+ Source: Gartner : Market Share: All Software Markets, Worldwide 2011, March 29, Oracle Corporation Proprietary and Confidential 11

12 Partner Benefits Key Drivers Accelerating Partner Growth Cloud offering creates a competitive edge to win business Subscription service delivers lower up-front cost and faster ROI for customer Gain new customers with the leading HCM and Talent Management Suite Comprehensive, modular approach exceeds customer requirements Generate more revenue cross-selling existing Fusion clients Expand your existing relationships with Oracle s new CM and Talent Management Suite Differentiate with Value-Added Services Integration and extensibility allow partners to develop complementary applications and services Sourcing Media Services Candidate Relationship Management Video Interviews Background Check Tax Credit Screening Assessment Competencies Learning Compensation Payroll Time & Attendance Workforce Planning *Source: Conference Board CEO Survey 2011 Oracle Corporation Proprietary and Confidential 12

13 New Opportunities for Oracle Partners New revenue opportunities include: Regional and Global System Integrators (SI) to deliver new solutions featuring Taleo products: Regional and global Oracle SI partners will be able to provide business consultative services, influence, source, co-sell, and implement customer solutions with the Talent Management and Oracle HCM products. Integration opportunities for ISVs: Oracle ISVs/solution partners will be able to position complementary solutions with proven integrations to the industry-leading talent management Taleo solutions via Oracle Validated Integration. BPOs/HROs to offer new Taleo solutions: Oracle Business Process Outsourcing (BPO), Human Resource Outsourcing (HRO), and Recruitment Process Outsourcing (RPO) partners gain the ability to offer new Taleo product solutions to current HCM customers. VARs will be able to offer new solutions featuring Taleo products: VARs will have the opportunity to resell the combined human capital and talent management solutions across the mid, large, and enterprise markets. Expanded opportunities from enhanced product offerings: Partners that primarily sell or service Oracle Fusion cloud solutions will be able to deliver the same best in class products enhanced with the integration of industryleading talent management Taleo solutions Oracle Corporation Proprietary and Confidential 13

14 New Opportunities for Taleo Partners New revenue opportunities include: Access to additional products: Existing BPO/HRO Taleo partners can drive new business opportunities by offering the same great Taleo products combined with Oracle Fusion HCM products to deliver true end to end solutions. Opportunity to integrate solutions with Oracle products: To drive revenue, solution partners can update and expand their integrated solutions via the Oracle Validated Integration program. Ability to expand into new markets: Oracle provides the sales readiness tools and go-to-market resources to drive BPO expansion and growth in both new solutions as well as new geographies. Take advantage of enhanced product offerings: Oracle s integration of Taleo with the Oracle Public Cloud extends Taleo with social networking, identity management, business analytics and data services capabilities providing a broader solution for Taleo partners to resell, co-sell and service. Access to entire Oracle product stack: OPN offers the opportunity for partners to deliver and service end-toend solutions with best-in-class products that are in high demand by customers Oracle Corporation Proprietary and Confidential 14

15 Partnership with Oracle Supports Your Business Develop, Sell and Implement & Expand Business Opportunities Commitment to partnering: 40%+ of Oracle s revenues worldwide through partners; 80%+ of Oracle s transactions worldwide with partners. Oracle s award winning partner program: Oracle PartnerNetwork (OPN) enables partners to extend market reach and expand revenue opportunities. OPN flexibility: Partners can engage according to their business model. Large partner ecosystem: 25,000+ partners strong. Extensive training and competency resources: Designed to build a partner s competency and grow their business Become Specialized: Differentiate in the marketplace and gain a competitive edge by spotlighting strengths and skills. Taleo Partners - Key Oracle PartnerNetwork Benefits for You: Oracle Validated Integration: For partners who provide complementary solutions that integrate with, and add value to Oracle Applications. OPN Solutions Catalog: Enables partners to increase exposure to customers, prospects and the Oracle sales force. Differentiate from competitors and build profiles with all the assets and information customers need to make informed decisions. Lead Development and Open Market Model (OMM): Be rewarded for registering opportunities with Oracle by participating in Oracle's Open Market Model. Multi-Vendor Support Program (MVSP): Provides OPN members a collaborative structure for support issues involving multiple vendor products. Go-to-Market Resources: Supports quick and easy creation of demand generation to drive opportunities in human capital and talent management Oracle Corporation Proprietary and Confidential 15

17 Oracle HCM Functionalities Global HR and Benefits Payroll Talent Review, Succession, Performance Management Compensation and Incentive Management Learning Management Recruiting Embedded and Enterprise Social Network Business Intelligence and Analytics Complete and Comprehensive Cloud Platform 2011 Oracle Corporation Proprietary and Confidential 17

18 Oracle Taleo Focus Top Global Industries by Total Revenue 1 Financial Services 2 Healthcare 3 Retail 4 Public Sector / National & Local Government 5 Manufacturing/ High Tech Massive growth opportunity through expanding into markets worldwide Oracle Corporation Proprietary and Confidential 18

19 Oracle Differentiators against Competition Better technology foundation Social, Mobile, Personalized Cloud Better Core HCM Deeper Localizations and Predictive Analytics Better Business Intelligence Transactional Reporting, Dashboards and Predictive Complete End-End Talent Recruiting, Performance, Compensation and Learning Global Payroll More Payrolls Best System of Record Employee Central is really a light SOR Best Core HR and Benefits Integrated HR, Payroll and Talent System 2011 Oracle Corporation Proprietary and Confidential 19

20 Taleo Differentiators against Competition Key Message: Taleo Enterprise is a superior platform for your Talent Management strategy Superior product offerings and unification across product pillars Taleo is a recognized market leader across all talent management categories No PM-Recruiting use cases (i.e. Taleo ATS can search on high performing internals) Learning integration limited to embedded hyperlink navigation only Superior tools for capturing talent insights Competitor has no analytics offering Limited reporting across product pillars Superior flexibility to reflect your organization and your brand SmartOrg helps better define your organization for users, candidates, and data Superior partner ecosystem to enhance and expand on your technology investment 2011 Oracle Corporation Proprietary and Confidential 20

22 Go-to-Market Strategic / Lead Products 1. Core HR, Organization Charts: Fusion Core HCM 2. Compensation & Benefits: Fusion Compensation, Fusion Benefits 3. Payroll: Fusion Payroll 4. Recruiting: Taleo Recruiting 5. On-Boarding: Taleo On-Boarding 6. Learning: Taleo Learning 7. For Mid-Market: Taleo Business Edition 8. Performance Management Category (Performance, Goals, Talent Review, Succession, Development): See Sales Plays slide Oracle Corporation Proprietary and Confidential 22

23 Sales Plays Oracle Performance Management 1. Full HCM Suite Deals A. Lead with Fusion HCM Suite (Fusion HCM Suite includes Fusion Performance Management) Examples: UBS, Fox, Societe Generale 2. Net New Performance Management Deals A. Fusion Core-HCM add on Fusion Performance Management B. PeopleSoft/E-Business Suite HCM add on Fusion Performance Management Examples: Eaton (E-Business Suite HCM + Fusion Performance), Conagra (PeopleSoft HCM + Fusion Performance) C. All other HCM install bases (except Taleo Recruiting) add on Fusion Performance Management Example: Toshiba Medical Systems (Ultimate software + Fusion Performance) D. Taleo Recruiting add on Taleo Performance Management For the existing 800 installed base Recruiting customers Example: Dell (Taleo Recruiting + Taleo Performance) 3. Existing Taleo Performance Deals A. OK to sell additional Taleo Performance seats to existing Taleo Performance customer Example: Bank of America, Macys, etc 4. Full Talent Suite Deals A. Lead with Taleo Performance Suite. Deal MUST include all Talent modules (Recruiting, Learning, Performance and Compensation) Taleo Full Talent Suite will still include Fusion Compensation for the compensation component Exception: InFlight deals for Taleo Compensation B. Exception: OK to lead with Fusion Performance in a full suite case if install base is Fusion HCM, or E-Business Suite HCM, or PeopleSoft HCM 5. Fusion HCM will remain on controlled availability and require development approval through Oct Taleo Performance and Compensation will be on controlled availability and require development approval Oracle Corporation Proprietary and Confidential 23

24 Go-to-Market: Sales Plays Full Suite Play Sell a complete Fusion HCM, Performance, Compensation + Taleo Recruiting + Taleo Learn against competition Sell Full Taleo Talent Suite (All Taleo Modules + Fusion Compensation) to Full Talent Suite customers Co-Existence Plays (Cross Sell Plays) Sell Taleo Recruiting to all Oracle HCM customers worldwide (E-Business Suite/ PeopleSoft/ Fusion) Sell a complete Fusion Performance and/or Compensation suite to Oracle HCM customers worldwide Sell Taleo Learning into Oracle HCM customers looking for a cloud LMS Sell Fusion Compensation to Taleo Performance customers Sell Fusion HCM SaaS to Taleo Recruiting only customers Sell Taleo Performance to Taleo Recruiting only customers Standalone Plays Sell Taleo Recruiting worldwide to any customer Sell Taleo Business Edition into mid-market customers (below 1000 employees, NA, WE ) Sell Taleo Learning into customers looking for a cloud LMS Sell Fusion Performance and Compensation to net new accounts 2011 Oracle Corporation Proprietary and Confidential 24

25 Go-to-Market Additional Highlights Job Partners is successful in Western Europe Existing customers can add additional seats Follow Sales Plays for Job Partners Recruiting Customers to add Performance Modules Learning Taleo Learn is the lead Cloud Learning Offering The following non cloud LMS Plays are available: Recruiting On Premise Learning for an existing PeopleSoft HR customer ELM On Premise Learning for an existing E-Business Suite HR customer OLM China Position ilearning ( Language and Ecosystem) For a BPO LMS Solution; Position Seertech ilearning Plus Solution for complex MNC s and where Ecosystem is available TEE and TBE Recruiting are only available as Cloud Recruiting Solutions ( Note: 90% of market) If customer wants On Premise Recruiting fall back to AU recruiting solutions Oracle Corporation Proprietary and Confidential 25

26 Oracle/Taleo Go-to-Market Model Oracle/Taleo BPO Go-to-Market: Grow Taleo s current NA-centric BPO business by expanding internationally (primarily to Europe and APAC) Cross-sell the offering to 20+ HRO partners worldwide Sell Taleo as the preferred BPO Platform to Recruiting BPO (RPO) specialists Target top10 global staffing service providers (i.e. Adecco, Randstat) Go-to-Market fully aligned with Oracle s direct sales force as per standard BPO model For information, contact [email protected] 2011 Oracle Corporation Proprietary and Confidential 26

27 Oracle/Taleo Solution Partner Go-to-Market Transition to Oracle's Partner Network (OPN) and expand access to a broader portfolio of Oracle HCM solutions Establish market credibility and accelerate sales opportunities with the Oracle Validated Integration program Leverage Marketing events to build high quality pipelines At OPN Platinum level benefit from a dedicated Oracle Alliance representative Leverage Oracle's expanded HCM direct sales force to penetrate new accounts & create partner opportunities For information, contact [email protected] 2011 Oracle Corporation Proprietary and Confidential 27

29 Oracle Taleo Knowledge Zone Direct Access to Partner Specific Resources Oracle Taleo Knowledge Zone Join Today! HIGHLIGHTS OPN benefits to support develop, sell, and implement Oracle Validated Integration Sales and Go-to-Market resources Enablement and Specialization Welcome Kits and partner newsletters Partner Business Centers Solutions Catalog and much more Oracle Oracle Corporation Corporation 2011 Oracle Corporation Proprietary and Confidential 29

30 Discover Complementary Opportunities Oracle Fusion Applications Knowledge Zone > HCM Functional Area Join Today! PeopleSoft Knowledge Zone Join Today! Oracle E-Business Suite Knowledge Zone Join Today! Oracle Oracle Corporation Corporation 2011 Oracle Corporation Proprietary and Confidential 30

31 Guided Learning Paths OPN > Partners > Education The OPN Competency Center is an intelligent training tool that allows you to manage your Oracle training: Evaluate what areas need improvement by taking Pre-assessments, and create a custom Guided Learning Path Follow role-based guided training paths that lead to Oracle product Specialization Enroll and complete Specialists exams Build and monitor workgroups around any product Specialization Monitor your personal progress and your company s progress using the Specialization Tracker. Oracle Taleo Cloud Services Guided Learning Paths (targeted availability): Oracle Taleo Cloud Services Sales Specialist - Q2FY13 Oracle Taleo Cloud Services PreSales Specialist - Q2FY13 Oracle Taleo Cloud Services Support Specialist - Q2FY13 Oracle Taleo Cloud Services Implementation Specialist Q3FY13 Note: Oracle s Fiscal Year is June to May 2012 Oracle Corporation 2011 Oracle Corporation Proprietary and Confidential 31

32 Specialized Partners Revenue Growth, More Deals, Larger Opportunities Oracle Taleo Cloud Services Specialization targeted availability Q3FY13 Why Specialize? Specialization ROI Knowledgeable & Proven Expertise In-Depth understanding of Oracle Solutions Differentiate from the competition Expand revenue opportunities Invest Time Knowledge & Expertise New Opportunities Specialized partners have 3x closed deals and opportunities Specialized partners have 50% larger deals and 28% larger opportunities Specialized partners grow pipeline 39% after Specialization Demonstrate Specialization ROI & Adjacency Non-Specialized Specialized Opportunities & Closed Deals Average Opportunities & Deals Partner Pipeline After Specialized in FY12 H Oracle Corporation 2011 Oracle Corporation Proprietary and Confidential 2011 Oracle Corporation Proprietary and Confidential 32

33 Oracle Promotes Specialized Partners to Customers Specialized Logos Oracle Publications Use of Oracle partner branding and logos Invest Time Knowledge & Expertise New Opportunitie s Additional Benefits First priority, go-to-market activities Oracle s Solutions Catalog: Highlights differentiated Oracle Solutions Connect with customers Connect with Oracle sales reps Complete suite of incremental benefits including free Service Requests Benefits associated with Specialization, and Oracle Validated Integration: promotion in newsletters, websites, advertising, priority placement in Oracle s internal partner-finder system, product release readiness material, and much more Exposure on oracle.com 2012 Oracle Corporation 2011 Oracle Corporation Proprietary and Confidential 33

34 Maximizing your OPN Membership Tools and Resources based on your partnership needs Must see: Deal Registration with OMM/PRM Enablement and Training Available through the Competency Center Oracle Validated Integration Go to Market with Oracle Oracle Support Resources OPN Tools, Tips and more! OPN Essentials Get Specialized 2012 Oracle Corporation 2011 Oracle Corporation Proprietary and Confidential 34

35 Oracle Fusion HCM and Taleo Milestones Taleo Knowledge Zone Launch Knowledge Zone Updates Updated Value-Props Partner Playbooks Taleo Channel Partner Marketing Kit Contracting Vehicle(s) Taleo ISV Partner Oracle Validated Integration Develop and Implement Tabs Oracle Fusion HCM Specialization Taleo Specialization Certified Implementation Specialist (Admin, Dev & Support) GLPs with Proctored Exams Q1 Q2 Q3 Oracle Fusion HCM Sales and Presales Online Training and Assessments Oracle Fusion HCM Implementation Exams live Taleo Pre-Sales and Sales Online Training and Assessments Partner Webcasts Taleo World Oracle OpenWorld HCM Implementation Boot Camps 2011 Oracle Corporation Proprietary and Confidential 35

36 Call to Action Join the Oracle Taleo Knowledge Zone Review the entire list of OPN benefits Access sales tools and resources Leverage product info, enablement, and partner assets Activate Access HCM customer successes (go to o.com/customers) Accelerate sales opportunities and attract new customers by leveraging exclusive Oracle Validated Integration go-to-market benefits Watch the webcast replay to learn more about the product strategy for the combined Oracle and Taleo offering Make sure to attend the upcoming Taleo welcome webcast planned for August and focused on product strategy, the Oracle PartnerNetwork Program and Oracle Validated Integration details to be available here Join us for the first-ever Oracle PartnerNetwork OpenWorld!Take advantage of the dedicated sessions and also plan to attend Oracle Open World's Human Capital Management and Oracle Taleo Cloud Service Tracks and Human Capital Management sessions Oracle Corporation Extend your Capabilities Begin following the Guided Learning Paths and work towards Specialization Expand your solution portfolio to cross and up-sell Working to open up resell for TEE and TBE, criteria, training, contracting, pricing/discounting and bus practices to come soon 2011 Oracle Corporation Proprietary and Confidential 36

38 Recruiting and On-Boarding Source, Assess, Hire and Onboard the Best Talent #1 Solution worldwide 3.5M Hires and 140M applications processed in last 12 months Internet search, pipeline management and social networking links Assessment platform and pre-integrated partner solutions Sophisticated onboarding tools for quick transaction processing and new hire alignment Focus of Future Investment Packaged integration with PeopleSoft/E-Business Suite/Fusion HCM Candidate experience Sourcing spend management Evaluation management 2011 Oracle Corporation Proprietary and Confidential 38

39 Learning and Development The Most Complete Learning Platform 100% configurable learning portal to allow customers to deliver tailored training experiences Deliver formal, informal, and social content Supports for profit training Create a social learning community Focus of Future Investment Suite unification Improved learning administration Social and mobile learning 2011 Oracle Corporation Proprietary and Confidential 39

40 Taleo Performance Management Improve Employee Performance & Goal Alignment Superior usability and integration with everyday tools for rapid user adoption On-going discussions and coaching as opposed to the once-a-year report card Drives pay-for-performance capabilities Focus of Future Investment Talent Browser Integration with Recruiting Native Reporting Open Talent Profile Social Objects in Goal Management 2011 Oracle Corporation Proprietary and Confidential 40

41 Taleo s Business Edition The Most Complete Talent Management Platform for SMBs Over 4,700 customers, Try and Buy license availability Spans across all talent management processes from recruiting to learning to performance management Easy-to-use for everyone and highly configurable to fit your company s needs Focus of Future Investment Recruiter user experience Suite integration with Learning Performance Management functionality targeted to small to mid-sized enterprise Mobile talent management capabilities 2011 Oracle Corporation Proprietary and Confidential 41

42 Fusion Compensation Globally Manage Total Compensation Analyze, model, budget and allocate compensation Integrated territory & quota management Monitor compensation payments, special bonuses & adjustments Embedded dispute resolution Attract & retain talent with competitive pay practices Lead Product Fusion Compensation Migration Plan See Section Focus of Future Investment Market pay comparison Grade-step progression Matrix management for compensation 2011 Oracle Corporation Proprietary and Confidential 42

43 Fusion Performance Improve Employee Performance & Goal Alignment Superior usability and integration with everyday tools for rapid user adoption On-going discussions and coaching as opposed to the once-ayear report card Drives pay-for-performance capabilities Focus of Future Investment Profile snapshots Social goal management Team calibration Development Plans 2011 Oracle Corporation Proprietary and Confidential 43

44 Oracle and Taleo Integration Plans Unified Profile that has Candidate, Employee and External Content Taleo, Fusion and External (LI/ FB) Recruiting to HR ( Fusion, PeopleSoft and E-Business Suite) Requisition Creation against open jobs/ positions in Fusion Profile Synchronization for Jobs/ Positions Search across external and internal candidate pools Hire to Onboard to Employee Creation Candidate Communication using OSN Superset Performance Product that has the best of Fusion and Taleo Performance, Goals, Talent Review, Succession, Career and Development Plans Learning Learning Paths/ Certifications/ Courses within Employee Profile Learning Integration to Fusion Performance, Goals and Succession Social Learning through OSN 44 Copyright 2012, Oracle and/or its affiliates. All rights reserved.

46 Selling Price Proposed Unified Pricing Approach TEE and Fusion NOTE: For current pricing and packaging, please go to o.com/partners>partners>sales>pricing and Licensing = # of EE s * Product Price(s) Taleo Platform $/EE/mth Talent Management Platform (required) 1 Analytics 0.50 Taleo Software Modules Recruiting 2 High Volume Recruiting option 0.50 Performance Reviews 1 Goals Management 1 Succession Planning 1 Development Planning 1 Workforce Compensation 2 Learn 1 Learn External User 0.50 etc Automatic Volume Discount Per Employee * * Employee Count Low Employee Count High Example: Customer with 10k employees buying Recruiting with a 10% Field Discretionary Discount Notes: Additional promotional discounts (e.g. 30%) may be applied in carefully defined, approved cases HCM SaaS Base Discount - 2,499 20% 2,500 3,499 24% 3,500 4,999 28% 5,000 7,499 32% 7,500 9,999 36% 10,000 14,999 40% 15,000 20,000 44% 20,000 24,999 48% 25,000 34,999 52% 35,000 44,999 54% 45,000 59,999 56% 60,000 79,999 58% 80,000 99,999 60% 100, ,999 62% 150,000 64% Field Discretionary Discount (10,000 EE s) * ($1 Platform + $2 Recruiting) * (1-40% Volume Discount) * (1-10% Discretionary Discount) * (12 months) = $194, % 2011 Oracle Corporation Proprietary and Confidential 46

47 Oracle Taleo Price List NOTE: For current pricing and packaging, please go to o.com/partners>partners>sales>pricing and Licensing Cloud Service Platform Base Oracle Taleo Talent Management Cloud Service (as of May, 2012) Priced in Advance of Availability Monthly Subscription Price Prices in USA (Dollar) Metric Minimum Notes Taleo Platform Cloud Service 1.00 Hosted Named User 1,000 1, 2 Taleo Platform Plus Cloud Service 0.75 Hosted Named User 1,000 1, 2 Taleo Analytics Cloud Service 0.50 Hosted Employee 1,000 Taleo Hosted Connect Integration Cloud Service 0.25 Hosted Named User 1,000 3 Cloud Service Options Taleo Development Planning Cloud Service 1.00 Hosted Named User 1,000 Taleo Goals Management Cloud Service 1.00 Hosted Named User 1,000 Taleo Learn Cloud Service 1.00 Hosted Trainee 1,000 4 Taleo Learn External User Cloud Service 0.25 Hosted Trainee 1,000 4 Taleo Onboarding Cloud Service 0.50 Hosted Named User 1,000 Taleo Performance Management Cloud Service 1.00 Hosted Named User 1,000 Taleo Recruiting Cloud Service 2.00 Hosted Employee 1,000 5 Taleo Recruiting High Volume Cloud Service 0.25 Hosted Employee 1,000 6 Recruiting Assessment Content Taleo Hourly Assessment Content Cloud Service 2.00 Hosted Named User 1,000 7 Taleo Store Manager Assessment Content Cloud Service 4.00 Hosted Named User 1, Oracle Corporation Proprietary and Confidential 47

48 Oracle Fusion Price List NOTE: For current pricing and packaging, please go to o.com/partners>partners>sales>pricing and Licensing Oracle Fusion Human Capital Management Cloud Service Oracle Fusion Cloud Service Monthly Subscription Price Fusion Human Capital Management Base Cloud Service 8.00 Hosted Fusion Employee Fusion Transactional Business Intelligence for Human Capital Management Cloud Service 1.50 Hosted Fusion Employee Metric Minimum Notes 1,000 1,500 1,000 1,500 3, 9 3, 9 Oracle Fusion Human Capital Management Cloud Service Options Fusion Global Payroll Cloud Service 5.00 Hosted Fusion Named User Fusion Goal Management Cloud Service Hosted Fusion Named User Fusion Payroll Interface Cloud Service 2.00 Hosted Fusion Named User Fusion Performance Management Cloud Service Fusion Talent Review Cloud Service Hosted Fusion Named User Hosted Fusion Named User Fusion Workforce Compensation Cloud Service 2.00 Hosted Fusion Named User Fusion Workforce Lifecycle Manager Cloud Service 2.00 Hosted Fusion Named User Fusion Workforce Predictions Cloud Service 2.00 Hosted Fusion Named User 1,000 1,500 1,000 1,500 1,000 1,500 1,000 1,500 1,000 1,500 1,000 1,500 1,000 1,500 1,000 1,500 3, 4, 9 3, 9 3, 4, 9 3, 9 3, 9 3, 9 3, 9 3, 9 Oracle Fusion Talent Management Cloud Service Fusion Talent Management Base Cloud Service Hosted Fusion Named User Fusion Transactional Business Intelligence for Talent Management Cloud Service 0.50 Hosted Fusion Named User 1,000 1,500 1,000 1,500 9, 14 9, 14 Oracle Fusion Talent Management Cloud Service Options Fusion Goal Management Cloud Service Fusion Performance Management Cloud Service Fusion Talent Review Cloud Service Hosted Fusion Named User Hosted Fusion Named User Hosted Fusion Named User Fusion Workforce Compensation Cloud Service 2.00 Hosted Fusion Named User 1,000 1,500 1,000 1,500 1,000 1,500 1,000 1,500 9, 14 9, 14 9, 14 9, Oracle Corporation Proprietary and Confidential 48