【正文】 er engagements, providing presales and bid support to key opportunities. Colocation with the Integration Centre supports increased synergy and flexibility to support new product and service launch, customer opportunities, as well as facilitating technology and skills transfer. ? Hardware Alliance Partners While Oracle enjoys a dominant market share in Teles with all Hardware Alliance Partners, increasing our engagement with their Teles Industry teams will not only increase their satisfaction with Oracle, but also increase the leverage we obtain from these relationships. This includes early engagement of our account teams to increase our win rate and reduce bid/support costs, identification of additional opportunities for Oracle products and services, access to demo’s and customer reference sites, and improved account control and customer satisfaction. ? ISV Alliance Partners As with the Hardware Alliance Partners, there are opportunities to increase our leverage and reduce overall costs, as well as increase their satisfaction, by more effectively engaging/managing the Asia/Pacific relationships with key Tele ISV’s. This will lead to increased market share with the partners, as well as identify additional opportunities for Oracle products and services. Working with the Director, Comms Industry Solutions amp。 D i n F Y 1996 = 488 $M Oracle Services Technological advances are transforming the way that we operate and manage business. To be a leader in the changing environment, it is important to form partnerships with advanced technology experts who have extensive industry expertise and can deliver solutions around the globe. Oracle is the leading provider of Open Systems technology and applications. Oracle Services is an integral part of the plete solution. With over 8,000 consultants in more than 40 countries around the world, Oracle can assemble a team with the knowledge and skills necessary to quickly deliver plete business solutions required by the client. In Hong Kong, we have over 20 consultants dedicated to Oracle Applications implementation that we can easily mobilize to serve our local customers. These local consultants work closely with our local Support Services (of approx. 30 technical professionals) to provide a plete onestop services to our customers. Drawing upon our worldwide staff , Oracle can assemble a team that understands how technology can drive your business. Our expertise with open systems technology is unmatched. Oracle has implemented applications on over 80 hardware platforms and a range of centralised, distributed and work processing environments. This technology focus is plemented with strong business experience, resulting in the development of specific practices in advanced technologies and vertical industries to rapidly provide you with plete business solutions that deliver results. In every client engagement, Oracle works closely with the inhouse staff to ensure that these solutions are on target and to transfer the skills required to maintain and expand the pleted system. Oracle offers “full life cycle” solutions that enpass all levels of consulting support from business process reengineering to implementing every element of your information system strategy. Oracle Services provides a variety of programs that a client can use during system analysis and development, including: ? HighLevel Industry Consulting ? Information Systems Strategies ? CostBenefit Analysis ? Business Process ReEngineering ? Organisational Change Management ? Enterprise and Architecture Design ? Custom Development ? Core Technology Services, Operations and Architecture Design ? Application Implementation Following are examples of major solution projects undertaken by Oracle: ? European Passenger Services Prime contractor and systems integrator for Oracle Financials, Oracle HR and 3rd party applications US$15m ? British Sugar Factory Information Technology System US$18m ? US Veterans Affair Bureau Nationwide image and workflow system US$34m ? Tele NZ Customer Sales and Service System US$35m ? City Hospital (Nottingham) Hospital Information Support System US$14m ? Ameritech Job Administration System US$3m Oracle consulting is the world?s fourth largest IT consulting firm with 55% revenue growth from FY96 to FY97. With over 10,000 consultants worldwide, and with a large telemunications practice, Oracle provides a single global consulting model with single global methodology. Oracle in the Communications Industry Oracle defines the Telemunications industry to include: ? Wireline service providers, including local exchange, longdistance and international carriers ? Wireless service providers, including analogue, digital, PCS, data and paging ? Satellite service providers ? Online and valueadded service providers ? Cable service providers, including cable TV, interactive TV and cable telephony ? Network equipment manufacturers, including the teles divisions of the major electronics conglomerates (., Alcatel, Fujitsu, Motorola, Siemens, etc.) Oracle’s mitment to the telemunications industry Worldwide… The telemunications industry is Oracle’s largest customer group. The global telemunications industry was the source of 10%, or roughly $570 million, of Oracle’s worldwide revenue in the fiscal year just ended. Worldwide, more than 1,000 Oracle employees are assigned fulltime to working with industry. We expended approximately $40 million last year in research and development for technology tools and application software products oriented to the telemunications industry. Oracle delivers business benefits to its Communications Industry customers in five key areas: ? Improvement to the customer’