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MARKETING PLAN GUIDELINESThis page should not be printed as part of the business plan and is intended to provide guidelines for completion only

Vertical: Select the target vertical industry for each activity.Location: Provide the location where you are running your marketing activity and/or events List City State and Country

Content and Materials: List which Primavera marketing assets you will use and any other content and materials required for executing your marekting activities.Contact your Channel Manager if you do not know how to find the marketing kits and assets.

Activity Type: Select one marketing activity type per line.Activity Description: Provide a brief description of each activity.

Activity Objective: Provide the main objective for each activity. For example: Create face-to-face networking opportunities; generate follow-up appointments;differentiate Oracle|Primavera from competition.

General InstructionsYou should complete your marketing plan prior to the start of the new quarter. Do your best to complete all sections.

Please work with your Channel Manager to complete the plan.IMPORTANT for MDF FUNDS: You must present a completed marketing plan to your Channel Manager or to the Channel Marketing Manager prior to applying for MDFfunds.

The Account Focus and Marketing Strategy sections are where you capture your overall campaign strategy for the quarter or half. Use the Tactical Plan and Project Plansections to list, plan for and execute each individual campaign activity.

Key Competitors: List the competitors in your market that you encounter most often. You should do your own research on these competitors and understand whatthey are offering and their price configurations.Messaging : Describe the core messages of your marketing activities. The messaging should focus on how Oracle's Primavera Solutions address the business challengesof your target audience. Leverage the messaging and marketing materials provided by Oracle/Primavera.

Tactical Plan

Throughout the plan: GREY areas are to be completed by Partner.

Campaign Purpose: Provide narrative description of your campaign plan. What are you going to do during the quarter and why?Campaign Objectives: What do you need to accomplish to consider the quarterly marketing plan a success? Campaign objectives should be measurable.Campaign Themes: Describe the main Primavera go-to-market strategy themes for your campaigns. For example, Transparency in Engineering and Construction, orManaging Risks & Project Portfolios During Challenging Economic Times

Account Focus

Marketing Strategy

Identify up to 15 key new target accounts and up to 15 existing accounts to research and market to during the quarter.List the account owner or sales person responsible for the account within your organization.Identify the account location where most of your marketing and selling activity will occur.As you qualify these accounts, use the plan template to record opportunity details such as current solution/licenses, potential users, expected close date and OMMnumber.

Use drop down menus where available.

Start Date: List the start date for the activity, or if it's an event, list the date of the event. Please sequence your activities according to their start dates.

Target Audience: Who are you going after? What industry verticals, what types of companies, what individual titles? Be as specific and targeted as possible.

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Location: Provide the location where you are running your marketing activity and/or events List City State and Country

You can replicate this tab for as many activities as you need and name the tabs according to activity.

Leads: Estimate the number of leads you hope to get from the marketing activity.Cost: List total cost (in currency) for each marketing activity.

Marketing Vendors: If you are using a advertising or marketing agency, or other vendors for your campaigns, please list those vendors in the provided space.

Currency: Specify the valid currency for all revenues and costs (this should be the currency for your marketing expenses and your Oracle reimbursement).

The purpose of the Campaign Project Plan is to help you execute each marketing activity in your marekting plan.You should list each required task, the assigned owner, and the due date, in chronological sequence.

Project Plan

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Marketing Plan

Version: Date:

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NEW BUSINESS ACCOUNTSPlease provide an overview of key new business accounts on which you will focus for this period.

Account Name Account Owner Account Location VerticalPotential

UsersCurrent Solution(s)

EXISTING ACCOUNTSPlease provide an overview of key existing accounts on which you will focus for this period.

Account Name Account Owner Location VerticalPotential

UsersCurrent Licenses

Planned Solution(s)

Planned Solution(s)

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MARKETING STRATEGY Q3 (Dec, Jan, Feb)

Please provide details of your marketing strategy for the selected period

Campaign Objectives

Campaign Themes

FISCAL QUARTER

Campaign Purpose

Target Audience

Key Competitors

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MARKETING

TACTICAL MARKETING PLANPlease provide details of general marketing activities for the coming year

Activity Type Activity Description Main ObjectiveStart Date orEvent Date

Vertical Campaign Location Currency

MARKETING AGENCIES OR OTHER VENDORS

Please provide details of any external resources or agencies to be used in the coming yearVertical Agency Name Description of Work Cost

Total

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Action Item Owner Due Date