1. Copyright ©2010, Oracle. All rights reserved.

2. •<Insert Picture Here>
Introducing the First Life Sciences On Demand CRM Solution
That Doubles Selling Time and Halves Reporting Time
Oracle CRM On Demand Release 17 Life Sciences Edition
Anthony Lye
Senior Vice President, Oracle CRM

3. 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 decision. The
development, release, and timing of any features or
functionality described for Oracle’s products remains
at the sole discretion of Oracle.
Copyright ©2010, Oracle. All rights reserved.

4. Topics We’re Covering Today
• State of the Industry
• Oracle’s Response
• Product Demonstration
• Pricing & Availability
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5. State of The Industry
Drug Pipelines Are Shrinking
“ The er a of t he bl ockbust er dr ug i s over and t he
pi pel i ne of dr ugs i s not as r obust as i t once was”
“ Pr oduct l aunches dr opped f r om 45 t o 27
bet ween 1999 and 2008”
“W eak pr oduct pi pel i nes ar e i ns uf f i ci ent t o
r epl ace pr oduct s t hat ar e goi ng of f - pat ent ”
“ Expi r i ng dr ug pat ent s and weakeni ng pr oduct
pi pel i nes have pl aced i ncr easi ng pr essur e on sal es
and m ket i ng t eam t o dr i ve r evenue gr owt h”
ar s
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6. The Impact?
Competition
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7. The Impact?
Competition Margins
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8. What You Need to Do
• Make every interaction count
• Reduce costs
• Increase distribution & deploy everywhere
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9. Copyright ©2010, Oracle. All rights reserved.

10. Life Sciences Reps
Must Complete
50 Calls per Week
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11. But Doctors Have
Little Time to
Take Sales Calls
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12. Most Meetings
Take Place in Hallways,
and Every Second Counts
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13. And Your Competition is
Also Trying to Get Time
with Your Prospects
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14. The Numbers Tell the Story
Only 56 percent of The average A full product
physicians are physician-rep discussion occurs
willing to meet with interaction is only in only 15 percent
sales reps 98 seconds of sales calls
Sources: “A Prescription For Change,” Oliver Wyman, 2008; “Sales Force Effectiveness: The New Strategic Imperative,” IMS
Copyright ©2010, Oracle. All rights reserved.

15. We’ve Heard From You
WHAT REPS FACE TODAY
• Constantly ‘stood up’
by physicians
• Must carry mobile
printers, truckloads of
brochures, & samples in
their cars
• Spend too much time on
reporting & administration
Copyright ©2010, Oracle. All rights reserved.

16. We’ve Heard From You
TODAY’S CRM SYSTEMS ARE TOO COMPLEX
 Time consuming data entry
 Limited transactional reporting
 Take away from selling time
 Don’t provide a way to share online
presentations
 Don’t provide a way to easily track
samples & capture signatures
 Don’t work offline
 Too costly
 Multi-vendor
Copyright ©2010, Oracle. All rights reserved.

17. Scheduling Appointments
Travel Time
Reporting/
Administrative
Selling/
Face Time
Sample Drops/
Signature Capture
Waiting for Physicians
How a Typical Rep Spends Their Time Today
Source: Oracle Industries Business Unit
Copyright ©2010, Oracle. All rights reserved.

18. Scheduling Appointments
Travel Time
Reporting/
Administrative
Selling/
Face Time
Sample Drops/
Signature Capture
Waiting for Physicians
How a Typical Rep Spends Their Time Today
Source: Oracle Industries Business Unit
Copyright ©2010, Oracle. All rights reserved.

19. Imagine If You Could…
Increase the
effectiveness of
every interaction
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20. And…
Increase the Reduce the reporting
effectiveness of required for every
every interaction interaction
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21. You’d Get Better
Interactions
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22. You’d Get More
Interactions
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23. You’d Be Able To…
 Double selling
time
 Halve reporting
time
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24. Copyright ©2010, Oracle. All rights reserved.

25. Oracle’s Life Sciences Sales on the Go Solution
 Solution for selling, not just reporting
 CRM application you can show to customers ‘live’
 Complete on demand life sciences solution from
a single provider
Copyright ©2010, Oracle. All rights reserved.

26. First Solution for Selling and Reporting
 Easy for organizations to build &
tailor online presentations with
no new training
 Easy for reps to share
presentations with eDetailing
 Easy for both to capture sales
metrics in real time with
industry’s most comprehensive
analytics
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27. First Single Provider Solution That
Provides CRM Functionality…
Sales Rep-Facing
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28. And Helps Reps Sell More Effectively
Sales Rep-Facing Customer-Facing
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29. Copyright ©2010, Oracle. All rights reserved.

30. First Complete Single Provider Solution
 CRM functionality
 Analytics functionality
 Life Sciences functionality
 eDetailing functionality
 On demand
 Single provider
Copyright ©2010, Oracle. All rights reserved.

31. First Solution Built for Sales Reps by Sales Reps
• Collaborated with 15 of the top 20
Pharma companies
• Designed a new interface based
on the combined knowledge of
100,000 sales reps
• Conducted extensive Customer
Advisory Board meetings globally
in Princeton, San Francisco,
London, Basel, Tokyo, Shanghai
Copyright ©2010, Oracle. All rights reserved.

32. First Solution That Drives Effectiveness,
Productivity & Value
 Get Smarter. 1 Plan the Day 2 Visit a
Customer
Site 3 Setup a
Sample
7 Sync Records Drop
& Content
 Get More
Productive.
 Get the Best 6 Complete 5 Deliver Full 4 Get Sample
Call Report Detail Signature
Value. Presentation
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33. GET
SMARTER
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34. GET MORE
PRODUCTIVE
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35. Copyright ©2010, Oracle. All rights reserved.

36. Copyright ©2010, Oracle. All rights reserved.

37. Get the Best Value.
Copyright ©2010, Oracle. All rights reserved.

38. Get the Best Value
Option #1: Oracle Solution
CRM
Functionality
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39. Get the Best Value
Option #1: Oracle Solution
Analytics
Functionality
CRM
Functionality
Copyright ©2010, Oracle. All rights reserved.

40. Get the Best Value
Option #1: Oracle Solution
Life Sciences
Functionality
Analytics
Functionality
CRM
Functionality
Copyright ©2010, Oracle. All rights reserved.

41. Get the Best Value
Option #1: Oracle Solution
eDetailing
Functionality
Life Sciences
Functionality
Analytics
Functionality
CRM
Functionality
Copyright ©2010, Oracle. All rights reserved.

42. Get the Best Value
Option #1: Oracle Solution
On Demand
eDetailing
Functionality
Life Sciences
Functionality
Analytics
Functionality
CRM
Functionality
Copyright ©2010, Oracle. All rights reserved.

43. Get the Best Value
Option #1: Oracle Solution
$90 Per User Per Month
Single
Provider
On Demand
eDetailing
Functionality
Life Sciences
Functionality
Analytics
Functionality $90
CRM
Functionality
Copyright ©2010, Oracle. All rights reserved.

44. Copyright ©2010, Oracle. All rights reserved.

45. Get the Best Value
Option #2: Multi-Vendor Solution
On Demand $125
CRM
Functionality
Copyright ©2010, Oracle. All rights reserved.

46. Get the Best Value
Option #2: Multi-Vendor Solution
Life Sciences $225
Functionality
On Demand
CRM
Functionality
+
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47. Get the Best Value
Option #2: Multi-Vendor Solution
Analytics
Functionality
$345
Life Sciences
Functionality
On Demand
CRM
Functionality
+ +
Copyright ©2010, Oracle. All rights reserved.

48. Get the Best Value
Option #2: Multi-Vendor Solution
eDetailing
Functionality $345 + eDetailing
Analytics
Functionality
Life Sciences
Functionality
On Demand
CRM
Functionality
+ + + eDetailing
Vendor??
Copyright ©2010, Oracle. All rights reserved.

49. Get the Best Value
Option #2: Multi-Vendor Solution
>$345 Per User Per Month
Integration $345 + eDetailing + Integration
eDetailing
Functionality
Analytics
Functionality
Life Sciences
Functionality
On Demand
CRM
Functionality
System
+ + + eDetailing + Integrator??
Vendor??
Copyright ©2010, Oracle. All rights reserved.

50. Get the Best Value, Period.
$90 Per User Per Month >$345 Per User Per Month
Single
Provider Integration
eDetailing
On Demand Functionality
eDetailing Analytics
Functionality Functionality
Life Sciences Life Sciences
Functionality Functionality
Analytics
On Demand
Functionality
CRM CRM
Functionality Functionality
System
+ + + eDetailing + Integrator??
Vendor??
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51. Copyright ©2010, Oracle. All rights reserved.

52. Get the Best Value
You Must Enable Sales Reps Globally
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53. Get the Best Value
Today’s Solutions Provide Limited Functionality
Emerging markets
select the
lowest cost solution
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54. Get the Best Value
Emerging Markets Still Select the Lowest Cost Solution
Oracle’s Life Science
solution delivers
2x the functionality
at 1/2 the price
*Note: Oracle Solution runs on laptop, netbooks, and tablets
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55. Get the Best Value for Global Deployments
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56. What Customers Are Saying about
Oracle CRM On Demand
“Agencourt’s sales team is very excited about
Oracle CRM On Demand. They’re eager to use it,
which was a primary concern for us.”
Rosa Cintron, Project Manager, Agencourt Bioscience (now Beckman Coulter Genomics)
Copyright ©2010, Oracle. All rights reserved.

57. What Customers Are Saying about
Oracle CRM On Demand
“Oracle CRM On Demand is the best-proven CRM On
Demand platform with strong integration options to
other applications. Oracle’s features, such as pipeline
management and tools for lead generation and tracking,
have improved our ability to apply best-practice
sales processes.”
Hanne-Merete Lassen, Idea Generation Manager, Ambu A/S
Copyright ©2010, Oracle. All rights reserved.

58. What Analysts Are Saying
“Oracle CRM On Demand Life Sciences Edition R17…contains a broad set of
new features designed specifically to enhance life science sales and marketing
capabilities.
“CRM On Demand Offline Client for Life Sciences Edition enables reps to quickly
guide a physician through an eDetailing presentation, skipping slides if
necessary, but still tracking what actually is shown to the physician for CLM
analysis. Reps can quickly switch between physicians, add samples, and access
the signature capture screen all in a streamlined fashion.
“Oracle carried out nine iterations of usability design with its user experience team
(consisting of end users) to make sure the CRM On Demand Offline Client for Life
Sciences Edition's screen flow and flexibility were optimized to mimic realistic sales
situations.”
Source: IDC Health Insights White Paper sponsored by Oracle, The Changing Ecosystem of Pharmaceutical Sales
and Marketing, Doc # HI222015, February 2010
Copyright ©2010, Oracle. All rights
reserved.

59. What Partners Are Saying
“Incorporating important Life Sciences business processes, with
embedded analytics and valuable field selling capabilities, Oracle's
R17 release of CRM OnDemand for Life Sciences is a significant
new industry offering for capturing customer insights and increasing
sales impact.”
Michael Malinchock, Accenture CRM Senior Executive
“Oracle's Life Sciences Sales on the Go Solution helps your sales
teams maximize selling time, simplify sample management and
improve time effectiveness with customers.”
David McCurley, Managing Director for Global Human Services
“With Oracle’s Life Sciences Sales on the Go offering, life sciences
companies gain access to industry-specific functionality and
actionable analytics, combined with ease of use. This solution clearly
surpasses competitive products and will increase the effectiveness
and productivity of our clients.”
Niken Patel, Executive Vice President
Copyright ©2010, Oracle. All rights reserved.

60. Oracle Leads in Life Sciences
• 19 of the top 20 pharmaceutical
companies run Oracle CRM
• More than 200,000 Life Sciences
professionals depend on Oracle CRM
• First pharmaceutical CRM On Demand
product with embedded analytics
• First pharmaceutical CRM product with
embedded eDetailing for On Premise
and On Demand
• Most pharmaceutical/biotech users
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61. The Most Life Sciences CRM Customers
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62. Why Do Customers Succeed with Oracle?
Only Oracle Delivers Complete Life Sciences CRM
Analyst-rated best-in-class CRM 
Only single-device system 
Only embedded analytics (real-time & historic) 
On Premise and On Demand and Integrated 
$90 for a Complete Life Sciences solution 
Copyright ©2010, Oracle. All rights reserved.

63. Release 17 Life Sciences Edition
 Make every
interaction count
 Reduce costs
 Increase distribution
& deploy everywhere
Copyright ©2010, Oracle. All rights reserved.

64. Next Steps
Learn more: IDC White Paper:
The Changing Ecosystem of
Pharmaceutical Sales & Marketing
See more: Sign up for the Oracle CRM On Demand
Release 17 Launch Webcast
Do more: Ready to try? Get a 30-day free trial.
For More Information: oracle.com/crm/lifesciences
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65. Copyright ©2010, Oracle. All rights reserved.