How to Cloud: A Five-Step Guide for a Successful Oracle ERP Cloud Project

Posted by Harry E Fowler

  • Last updated 6/26/23

How-to-Cloud

More and more organizations are moving their on-premises enterprise applications to Cloud solutions because they want to change the cost structure of their applications portfolios and reduce their risk for technological obsolescence while delivering growth, innovation, operational agility, and efficiency. There is more Cloud momentum today than ever before. In fact, 76 percent of finance leaders surveyed in Oracle’s 2018 ERP Trends Report said they intend to run ERP in the Cloud within the next two years. Due to this growing momentum, Oracle released a five-step guide that can help users learn “how to Cloud” and complete a successful Oracle ERP Cloud project. It provides a high-level sequential summary of recommended steps based on actual Cloud projects and advice from leading partners for successfully executing the journey to Cloud. This document is not intended to be a substitute for engagement with Oracle or one of its partners. It is simply a starting guide. Oracle recommends implementing solutions with input from experienced project and technical professionals.

There are different paths available for moving to the Cloud. For example, you can take a single process like budgeting to the Cloud or you can move all of your financial applications and processes to the Cloud at once. In most cases, the most beneficial path to the Cloud is a full move from on-premises to SaaS applications, which are designed and built for the Cloud and provide innovations to support a modern digital business.

In general, there are five important steps that everyone should follow when making the move to the Cloud:

Step 1: Plan

The first step is to plan – to define and establish project categories covering scope, design, teams, and messages. Managing a Cloud migration project may seem like running any other business and technology project. However, the advantages and differences are immediately visible when project plans and resources are clearly mapped. The benefits of a Cloud project, when compared to typical on-premises projects, appear early.

Step-1-Plan

As the business case for a Cloud project gains approval, cost and schedule advantages stand out. This is also where tasks for Cloud projects diverge from on-premises. Smaller Cloud projects, especially hybrid efforts, receive approval even faster with less justification because they cost less and don’t require capital expense.

The components of a Cloud project fall into five categories:

  • Project definition
  • Communications

To deliver a successful ERP Cloud project, you must collect the information across each category before kickoff.

Project Definition

This task establishes the foundation for a Cloud project. Failure to provide clarity and detail will create problems downstream. Start by establishing the project’s intent by writing a mission statement with a charter that incorporates objectives and goals. The next step is to build a project foundation that unambiguously defines goals, scope, risk, a detailed budget, and staffing requirement (both internal and external) – all mapped to a general timeline and task schedule.

These tasks are similar across on-premises and Cloud effort. However, this step moves along quickly with Cloud since there are fewer tasks. With Cloud, you don’t have to deal with tasks for hardware, software installation, custom code testing, and other on-premises components.

Project Team

With a Cloud project, building a team is easier. There is no need for hardware architects, custom application coders, report builders, and software installers. With Cloud projects, skills focus on business process consultants and data analysts who configure and apply best practices, user roles and responsibilities, and the built-in reporting and analytics.

It is important to clearly define each project role and its associated responsibilities. Always include a dedicated project manager and select business partners as needed. You should also have a steering or executive committee. Find an executive sponsor who will advocate for success, remove roadblocks, and engage other senior executives.

Project Design

Think of this portion as your blueprint for success. Primary outputs that should be included in the design document include:

  • The applications to be deployed
  • Any third-party applications
  • Related systems that require integration

The design must also include detailed data definitions, user requirements, and all required business processes. Some of these components, such as the design of the chart of accounts, will require significant consideration. Having the design in place at the outset is critical. With the design work done up front, you can hit the ground running with configuration tasks. With modern Cloud applications, these tasks have been simplified.

Project Rollout

In this step, you’ll need to determine which business units and geographies will be covered and in what order. Also, it’s important to identify the key requirements to take the new system live and into production. Establishing this go/no-go milestone early on serves as a logical check for the project schedule. Some capabilities may be earmarked for future deployment after the initial go-live. This is also where you should define goals and key metrics to monitor and assess after going live. As in previous steps, there are Cloud and on-premises similarities. However, since the Cloud delivers more simplicity, you get the added benefits of a shorter schedule and better scope control.

Project Communications

Internal communication is vital for a successful ERP Cloud project. Consider branding your project with a project name and logo to build internal recognition and awareness. Communicating on a regular basis about how the organization will benefit from the project and the project schedule helps build awareness and positive anticipation. Change can be hard, so investing in communication throughout the life of the project can help internal teams adjust and get on board quickly.

With the Cloud, the best part is the excitement and proven track record of Cloud projects. With users already plugged into their smartphones and other Cloud-enabled applications and platforms, changing from last-century on-premises systems to modern Cloud applications is natural, intuitive, and exciting.

Step 2: Implement

The second step is to implement – to configure and integrate, assess data and reports, and evaluate extensions. With preparatory work complete, it is time to implement your project design. This is the bulk of the workload in teams of budget, time, and tasks.

Step-2-Implement

Implementing a Cloud project requires far fewer tasks than a traditional on-premises solution. Jettisoned tasks include hardware activities, custom coding, software loading and patching, and most (but not all) testing and training. Implementing a Cloud project typically covers four, and sometimes five, core activities collectively called CIDER :

  • E xtensions

Cloud applications are focused on configuration rather than customization. It is important to configure data structures and hierarchies, organizations, and user roles and responsibilities early on in a project. Coupled with the delivered standard business processes and their workflows, core business activities can be set up quickly.

Few solutions, especially at large enterprises, embrace all business functions. Integrating third-party solutions or legacy systems into Cloud applications preserves prior investments and unique capabilities. You should expect some integration work. This is an area where you should partner with your IT colleagues on the project team, as they may have existing integration frameworks. Consider taking advantage of Oracle Integration Cloud to support your integration requirements.

Moving from on-premises systems involves moving data into the Cloud. Once the quantity of data and its definition are defined, this implementation task requires extraction, transformation, and load (ETL) skills covering data quality and normalization tasks. With complex data scenarios, instead of spending time and budget preparing everything in advance, consider using Oracle Enterprise Data Management (EDM) Cloud , which simplifies data environments.

One of the fundamental advantages of Cloud applications is that they are designed to be configured rather than customized. However, when necessary, applications can be extended or complementary capabilities can be developed using Oracle Platform as a Service (PaaS) . Pre-integration with Oracle SaaS applications removes the complexity for the most common types of integration, and extensions are preserved when the application is updated.

Oracle Cloud Applications come with many reporting capabilities and predefined reports. At implementation time, sort reporting requirements into two buckets:

  • Reports can be replaced with real-time, onscreen information and the embedded analytics included in the new Cloud application
  • Reports that need to be generated and distributed

As a starting point, consider the inventory of nearly 600 Cloud financial reports from Oracle.

Step 3: Verify

The third step is to verify – to check configurations and relation implementation items against project definitions. Once implementation tasks are complete, it is important to check the accuracy and completeness of the work against project requirements.

Step-3-Verify

Similar to on-premises testing it is critical to confirm:

  • Data quality:  This is the fuel of all enterprise systems. Verifying the following four checks related to the migrated data: 1) cleanliness (including spelling), 2) conformity to the data dictionary, 3) concurrence with the predetermined period pull, and, most importantly, 4) correctness of data.
  • Data archive:  Preserve old system data. Legacy systems usually have lots of old data. With a new Cloud system, you only move the required years of data forward, and you don’t discard the past. Instead, archive data that is not migrated and maintain data preservation with read-only access.
  • Workflows:  Connect and drive business processes. Business processes connect with workflows, which drive end-to-end enterprise activities. Verify the primary and branch paths – including the decision logic variations of each workflow.
  • Security:  Thoroughly test  CRUD :  c opy (download),  r ead (view),  u pdate (alter and change), and  d elete (erase) access to system logins, sensitive data, user configurations, account management, and report modifications. Determine and verify security protocols with Oracle.
  • Roles:  Check that all applicable job roles, positions, and titles are properly identified and implemented.
  • Responsibilities:  Responsibilities are different than roles. They are defined work activities and tasks. The correct mapping of responsibilities to roles is critical for security and workflows.

Unlike on-premises systems, Cloud deployment will be easier to verify. Since the project is deploying Cloud applications, the physical infrastructure, security, code currency, applications, and functionality don’t need the complex testing approaches used with on-premises systems. It’s all ready to go.

With Cloud projects, verification is focused on  CIDER – c onfigurations, i ntegrations, d ata, e xtensions, and r eports. With good design documentation and effective data migration, this is essentially a checklist exercise.

Once the project team is satisfied that the implemented solution matches all aspects of the defined project, it is time for user acceptance. When the project was defined, key stakeholders across business units and executives were identified. They also were key to preparing the project’s definitions. Return to these individuals and get their signoff – confirming that the implemented project matches their requirements.

It is also important to engage business process owners at this stage. They can be the champions of best practices and keep the organizations from straying from modern standards. Business process owners (BPOs) are also the vanguard against customization efforts and can advocate for promoting and communicating best practices across the organization. If you don’t have BPOs at this point, this is the perfect time to establish this critical role.

Sometimes there is misalignment. This is the opportunity to revisit requirements and correct the problem. After the fix, be sure to re-engage the appropriate stakeholders.

Step 4: Prepare

The fourth step is to prepare – to get ready for production. With business approvals in place, the countdown to a production Cloud system begins.

Step-4-Prepare

Work these three tasks in parallel:

  • System readiness:  Complete the list of final items to be addressed or corrected (known as the punch list) and set initial values in the system. For example, set the first purchase order number to be issued in the Cloud.
  • User readiness:  Provision users with their usernames, passwords, and related information. Let them know how they can get assistance when the solution goes live.
  • Organizational readiness:  Focus on completing change management and core training as required. If the project faithfully embraced change management in the initial prepare tasks, users will be ready to go and well informed about their new workhorse.

In the preparation phase, Cloud projects have advantages, once again, over on-premises projects. There is less to do, which shortens schedules and reduces budgets. It also makes it easier to move forward when project team members are evaluating the decision to go into production. When confidence is high regarding the collective readiness for production, there is one final step prior to going live. In the first step (plan), recall the project’s established “go/no-go” criteria. Review these criteria with the steering committee and executive sponsor. Select an appropriate date and insist on a unanimous decision to confirm go-live. If there are any doubts, investigate and correct. It is important to go-live with everyone on board and communicate the decision broadly with supporting information.

Step 5: Deliver

The fifth step is to deliver – go live in production, promote it, and party! For projects that have followed the previous steps, go-live should go smoothly. A few isolated problems may occur, but these should be handled by user assistance identified in the readiness chapter. The project team with associated IT infrastructure and network staff should diligently monitor system performance. At the same time, check with users on their tasks and their overall experience.

Step-5-Deliver

The biggest difference between a Cloud and on-premises go-live will quickly be obvious. There are far fewer issues. With a successful go-live, the end is really the beginning of a new cloud lifestyle. This transformation from a last-century applications approach is a great reason to celebrate the project’s success.

Start by throwing a party. Invite the steering committee, business partners, key business stakeholders, and others who were instrumental in orchestrating the project’s success. Besides having fun, a party is a great vehicle for discussing the ups and downs of the project as a reference point for future endeavors.

Once the party is over, consider these seven additional activities:

  • Monitor and measure:  Review the metrics identified during the initial preparedness step. Regularly measure and report on their performance while considering their value and potential use in other efforts.
  • Review the project:  Take time with the core project team, including partners, to document lessons learned and identify what worked well and areas to improve in a future project. Pay attention to company cultural aspects, user acceptance, and change management approaches. Consider presenting a comprehensive project debrief to the steering committee and executive sponsor.
  • Stay engaged with Oracle SaaS Support Services:  Be proactive and stay connected with the Oracle SaaS Support Services team. They are a great resource that is included for free with your Cloud services, and they are dedicated to your success.
  • Establish ongoing training: Ongoing training is important to maximize system productivity and applications knowledge. Establish training programs for new hires, refresher sessions, and deep-dive learning by utilizing Oracle LaunchPad , Oracle’s free interactive cloud education platform, where you will find thousands of online courses.
  • Join the conversation: Join the Oracle Cloud Community to add your voice to the global conversation around Oracle Cloud Applications and learn from other users across products, industries, and locations. It is the simplest and best way to get involved and be heard.
  • Be a reference: Remember when the Cloud applications selection process was underway, and talking to your peers who had made the Cloud journey with Oracle was an important step? Consider speaking to others who are considering the migration to the Cloud. Being a reference is also a great vehicle for networking and visibility.
  • Plan the next Cloud project: After a successful Cloud project, there will be major interest in new efforts, especially for retiring other on-premises systems and expanding the Cloud footprint further. Build from the experience and plan your next Cloud project.

Advice from Caesars Entertainment on Migration to Cloud

Caesars Entertainment moved financial operations from a 30-year-old on-premises system to Oracle Enterprise Resource Planning (ERP) Cloud and Oracle Enterprise Performance Management (EPM) Cloud. Caesar’s VP of Transformation Michel Mann provided 11 tips for completing a smooth and successful ERP Cloud project .

  • Don’t underestimate the data conversion process.
  • Give testing your undivided attention.
  • Involve your partners and suppliers in that testing.
  • Test the application under extreme conditions.
  • Line up senior management support.
  • Tackle change management head-on.
  • Dedicate full-time people to specific project roles.
  • Avoid integrations wherever possible.
  • Document everything to pass audits.
  • Enlist people from your Cloud vendor for your implementation team.
  • Engage the network team.

It’s your move. If your organization is ready, take the leap and move your ERP to the Cloud. This five-step guide has provided you with the steps to ensure a successful ERP Cloud projec t. The Cloud is within your reach and Oracle and its partners are ready to help you at every step of your journey. Speak to your Oracle representative today to find out how you can begin your journey to Cloud.

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Oracle Sales ops transforms Business Analytics with Oracle Analytics Cloud

business plan in oracle sales cloud

Oracle Analytics Cloud is consistently recognized as a visionary in the Analytics and BI Platforms space by Gartner, Forrester, and other industry watchers. To help us better understand the secret to that success, we talked with Francis Defilippis, Oracle’s manager of business analytics and reporting services to learn how his sales operations organization turned to Oracle Analytics Cloud about three years ago, and the results have exceeded expectations. 

To learn how you can benefit from Oracle Analytics, visit Oracle.com/analytics , and follow us on Twitter@OracleAnalytics .

Here’s the transcript of the conversation that I had with Francis.

Divya : Francis, thanks for taking the time to speak with us today. Please tell us a little bit about yourself. Defilippis : I’ve been with Oracle for nine years in a number of positions within sales operations, most recently serving as manager of business analytics. Like most business analysts, I’m a data geek and love to extract meaningful insights from mountains of information. That’s why this job fits me so well because our charter is to analyze data from our sales organizations and deliver accurate, relevant insights to executives in a timely way. 

Divya :  How have you executed that charter in the past? Defilippis : Before Oracle Analytics, our primary tools were Excel spreadsheets and PowerPoint presentations. We used the spreadsheets to organize and analyze information and then presented that information to decision-makers with PowerPoint. It was a manual workflow with a lot of steps and many opportunities for errors to creep into the process. In recent years, our executives have been requesting more and more reports and we responded by creating more and more custom spreadsheets. As a result, our spreadsheets grew in number and complexity to the point where they were difficult to maintain and use. As one example, we needed two full-time employees to generate just four reports using an array of spreadsheets. It was highly inefficient and we weren’t meeting the needs of our stakeholders.

Divya : Talk about the specific problems you encountered with the spreadsheet approach. Defilippis : Well-designed spreadsheets can be powerful tools for business intelligence , but they have limitations. It’s hard to share data between spreadsheets, so information tends to be siloed and often duplicated, the exact opposite of what business analysts need to do their jobs effectively. Spreadsheets don’t scale well. As you populate a spreadsheet with more and more data, it eventually becomes too unwieldy and must be split up, adding to the complexity and inefficiency of our process.  Data accuracy was another issue because of the large volume of manual data entry, a time-consuming and error-prone activity.  But the biggest problem was the lack of centralized data. With all these spreadsheets flying around, it was hard to tell which one was the most up to date. The same information could exist in several spreadsheets, leading to synchronization problems. The bottom line was that we had no single source of truth, no one place where we could be sure the data was up to date and accurate. 

Divya : What was the impact of these problems on your ability to do your job? Defilippis : The number one negative consequence of all that complexity was that executives didn’t trust the insights we were delivering. Even a small mistake would cast doubt in their minds on the entire analysis. Also, time is always a factor in decision-making, and because of the inefficiencies of the system, we struggled to extract the necessary insights at the pace that executives needed them.  As our internal customers started to complain, leadership realized that it was time to act. About three years ago, they set an ambitious goal to completely transform our process for ingesting, storing, analyzing, and reporting so that both we and our stakeholders could have a high level of confidence in our insights.  

Divya : An IDC study in 2019 found that analysts spent 81% of their time managing data and only 19% on analyzing and providing insight on that data. Was that true of your organization before Oracle Analytics? Defilippis : Absolutely. We’re trained to analyze data, not to manage it. Our analysts were spending most of their time doing things such as coding, leaving little time to actually analyze the data.  We wanted to flip the script. One of our goals was to allow analysts to spend far more time on analysis and leave data management to others. 

Divya :  When you first evaluated Oracle Analytics, what did you see that excited you? Defilippis : The overall feature set is pretty impressive. Oracle Analytics offers everything from self-service visualization and inline data preparation to enterprise reporting and advanced analytics. We could see right away that this platform had the potential to transform the way we deliver insights to our customers. 

Divya :You chose Oracle Analytics Cloud over the server-based version. What was your reasoning?  Defilippis : First of all, Oracle makes it really easy to evaluate these two alternatives because the feature set is exactly the same in each one. That meant that we could focus strictly on the operational aspects of the respective offerings.There were several reasons why we went with Oracle Analytics Cloud. For one thing, using a cloud service minimizes the drain on our department’s human resources. We don’t have to worry about infrastructure issues such as upgrading servers or configuring firewalls—the hosting group at Oracle handles all those administrative tasks. Now our analysts can spend much more of their time probing mountains of data looking for actionable insights.  In addition, migrating our users from Oracle Business Intelligence Enterprise Edition to Oracle Analytics Cloud is much more straightforward in the cloud. It scales quickly and easily compared to the server-based version, which requires lengthy procurement and installation cycles when you need to add capacity. 

Divya :  Give us an example of how Oracle Analytics Cloud adds value to your operations. Defilippis : The self-service analytics feature of Oracle Analytics Cloud has transformed the way we turn data into insight. In the past, analysts spent a lot of time writing code to manipulate data. With self-service analytics, those operations are just drag and drop—no coding required. This feature alone has increased productivity by an order of magnitude. In addition, Oracle Analytics Cloud has an enterprise-grade dashboard with pixel perfect reporting, so analysts can trust what they see on the screen.

Divya :  What about integration? How does Oracle Analytics Cloud work with other applications? Defilippis : This is where the power of a true platform comes in. We integrated Oracle Analytics Cloud with Oracle Autonomous Database to create an end-to-end analytics process. The autonomous database aggregates data from all over the organization. That information feeds the work our analysts do using Oracle Analytics Cloud. 

Divya : Can you say something about the Oracle Autonomous Database? Why did you choose that product over other database offerings?                                                                                                                                Defilippi s: We chose Oracle Autonomous Database because it requires virtually no maintenance. The reason is machine learning, which allows the database to automate time-consuming administrative tasks traditionally performed by database administrators, for example, database optimization. 

Divya : How has Oracle Analytics Cloud transformed the way you fulfill your mission?

Defilippis : It's like night and day. Instead of a massive collection of individual spreadsheets, we now have a single source of truth that is reliable and up to date. It’s hard to overstate the importance of having everything in one place. Now our analysts can be confident they are working with the latest information and that boosts confidence for us and our customers. The increase in productivity is astounding. 

Divya : Do you have any specific anecdotes or metrics you can share?

Divya : How are your internal customers feeling about you now?

Divya :: What advice do you have for someone in your position who is considering Oracle Analytics Cloud?

My message would be, if you want those capabilities for your organization, you can’t go wrong with Oracle Analytics Cloud.

Watch this webinar to hear Francis discuss Oracle’s business transformation with Oracle Analytics    

Divya Malik

Product marketing director, oracle analytics.

Oracle Analytics Cloud is consistently recognized as a visionary in the Analytics and BI Platforms space by Gartner, Forrester, and other industry watchers. To help us better understand the secret to that success, we talked with Francis Defilippis, Oracle’s manager of business analytics and reporting services to learn how his sales operations organization turned to Oracle Analytics Cloud about three years ago, and the results have exceeded expectations. 

Here’s the transcript of the conversation that I had with Francis.

Divya : Francis, thanks for taking the time to speak with us today. Please tell us a little bit about yourself. \n Defilippis : I’ve been with Oracle for nine years in a number of positions within sales operations, most recently serving as manager of business analytics. Like most business analysts, I’m a data geek and love to extract meaningful insights from mountains of information. That’s why this job fits me so well because our charter is to analyze data from our sales organizations and deliver accurate, relevant insights to executives in a timely way. 

Divya :  How have you executed that charter in the past? \n Defilippis : Before Oracle Analytics, our primary tools were Excel spreadsheets and PowerPoint presentations. We used the spreadsheets to organize and analyze information and then presented that information to decision-makers with PowerPoint. It was a manual workflow with a lot of steps and many opportunities for errors to creep into the process. \nIn recent years, our executives have been requesting more and more reports and we responded by creating more and more custom spreadsheets. As a result, our spreadsheets grew in number and complexity to the point where they were difficult to maintain and use. As one example, we needed two full-time employees to generate just four reports using an array of spreadsheets. It was highly inefficient and we weren’t meeting the needs of our stakeholders.

Divya : Talk about the specific problems you encountered with the spreadsheet approach. \n Defilippis : Well-designed spreadsheets can be powerful tools for business intelligence , but they have limitations. It’s hard to share data between spreadsheets, so information tends to be siloed and often duplicated, the exact opposite of what business analysts need to do their jobs effectively. Spreadsheets don’t scale well. As you populate a spreadsheet with more and more data, it eventually becomes too unwieldy and must be split up, adding to the complexity and inefficiency of our process.  \nData accuracy was another issue because of the large volume of manual data entry, a time-consuming and error-prone activity.  \nBut the biggest problem was the lack of centralized data. With all these spreadsheets flying around, it was hard to tell which one was the most up to date. The same information could exist in several spreadsheets, leading to synchronization problems. The bottom line was that we had no single source of truth, no one place where we could be sure the data was up to date and accurate. 

Divya : What was the impact of these problems on your ability to do your job? \n Defilippis : The number one negative consequence of all that complexity was that executives didn’t trust the insights we were delivering. Even a small mistake would cast doubt in their minds on the entire analysis. Also, time is always a factor in decision-making, and because of the inefficiencies of the system, we struggled to extract the necessary insights at the pace that executives needed them.  \nAs our internal customers started to complain, leadership realized that it was time to act. About three years ago, they set an ambitious goal to completely transform our process for ingesting, storing, analyzing, and reporting so that both we and our stakeholders could have a high level of confidence in our insights.  

Divya : An IDC study in 2019 found that analysts spent 81% of their time managing data and only 19% on analyzing and providing insight on that data. Was that true of your organization before Oracle Analytics? \n Defilippis : Absolutely. We’re trained to analyze data, not to manage it. Our analysts were spending most of their time doing things such as coding, leaving little time to actually analyze the data.  \nWe wanted to flip the script. One of our goals was to allow analysts to spend far more time on analysis and leave data management to others. 

Divya :  When you first evaluated Oracle Analytics, what did you see that excited you? \n Defilippis : The overall feature set is pretty impressive. Oracle Analytics offers everything from self-service visualization and inline data preparation to enterprise reporting and advanced analytics. We could see right away that this platform had the potential to transform the way we deliver insights to our customers. 

Divya :You chose Oracle Analytics Cloud over the server-based version. What was your reasoning?  \n Defilippis : First of all, Oracle makes it really easy to evaluate these two alternatives because the feature set is exactly the same in each one. That meant that we could focus strictly on the operational aspects of the respective offerings.There were several reasons why we went with Oracle Analytics Cloud. For one thing, using a cloud service minimizes the drain on our department’s human resources. We don’t have to worry about infrastructure issues such as upgrading servers or configuring firewalls—the hosting group at Oracle handles all those administrative tasks. Now our analysts can spend much more of their time probing mountains of data looking for actionable insights.  \nIn addition, migrating our users from Oracle Business Intelligence Enterprise Edition to Oracle Analytics Cloud is much more straightforward in the cloud. It scales quickly and easily compared to the server-based version, which requires lengthy procurement and installation cycles when you need to add capacity. 

Divya :  Give us an example of how Oracle Analytics Cloud adds value to your operations. \n Defilippis : The self-service analytics feature of Oracle Analytics Cloud has transformed the way we turn data into insight. In the past, analysts spent a lot of time writing code to manipulate data. With self-service analytics, those operations are just drag and drop—no coding required. This feature alone has increased productivity by an order of magnitude. In addition, Oracle Analytics Cloud has an enterprise-grade dashboard with pixel perfect reporting, so analysts can trust what they see on the screen.

Divya :  What about integration? How does Oracle Analytics Cloud work with other applications? \n Defilippis : This is where the power of a true platform comes in. We integrated Oracle Analytics Cloud with Oracle Autonomous Database to create an end-to-end analytics process. The autonomous database aggregates data from all over the organization. That information feeds the work our analysts do using Oracle Analytics Cloud. 

Divya : Can you say something about the Oracle Autonomous Database? Why did you choose that product over other database offerings?                                                                                                                                Defilippi s: We chose Oracle Autonomous Database because it requires virtually no maintenance. The reason is machine learning, which allows the database to automate time-consuming administrative tasks traditionally performed by database administrators, for example, database optimization. 

Defilippis : It's like night and day. Instead of a massive collection of individual spreadsheets, we now have a single source of truth that is reliable and up to date. It’s hard to overstate the importance of having everything in one place. Now our analysts can be confident they are working with the latest information and that boosts confidence for us and our customers. The increase in productivity is astounding. 

My message would be, if you want those capabilities for your organization, you can’t go wrong with Oracle Analytics Cloud.

Watch this webinar to hear Francis discuss Oracle’s business transformation with Oracle Analytics  \n \n  

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Oracle surges over 13% to record high as ai demand helps reignite cloud business momentum.

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​Oracle soared more than 13% to reach a record high on Tuesday, on signs the company was making progress in its plan to grab a share of the cloud-computing market thanks to its tie-up with AI chip giant Nvidia.

Oracle surges over 13% to record high as AI demand helps reignite cloud business momentum

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Oracle adds generative AI features to Fusion Cloud suite for businesses

Oracle ( NYSE: ORCL ) said it is adding generative artificial intelligence features to its Oracle Fusion Cloud Applications Suite.

The generative AI capabilities are embedded in existing business workflows in finance, supply chain, HR, sales, marketing, and service, according to Oracle.

The company said that generative AI Extensibility with Oracle Guided Journeys now provides an extensibility framework which allows Oracle Cloud Human Capital Management and Oracle Cloud Supply Chain & Manufacturing customers to add their own generative AI capabilities which integrate with their existing Oracle Fusion Applications investments.

Organizations can choose a preferred large language model, or LLM, provider to support their needs.

Oracle Fusion Applications' generative AI services are powered by its Oracle Cloud Infrastructure, or OCI, which hosts both prebuilt and custom models, the company noted.

For Oracle, the AI push is potentially aimed at catching up to enterprise software competitors such as Microsoft ( MSFT ), which is also trying to attract customers with its Copilot AI offering.

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Oracle adds generative AI features to Fusion Cloud suite for businesses

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Oracle Adds New Generative AI Capabilities to Oracle Fusion Cloud Applications Suite

New capabilities for finance, supply chain, HR, customer experience, and beyond help organizations be more competitive, boost productivity, and reduce cost of doing business

new generative AI capabilities

Oracle today announced new generative AI capabilities within the  Oracle Fusion Cloud Applications Suite that will help customers improve decision making and enhance the employee and customer experience. The latest AI additions include new generative AI capabilities embedded in existing business workflows across finance, supply chain, HR, sales, marketing, and service, as well as an expansion of the Oracle Guided Journeys’ extensibility framework to enable customers and partners to incorporate more generative AI capabilities to support their unique industry and competitive needs.

“We are committed to delivering innovation that matters to our customers, and the combination of OCI, Fusion Applications, and the thousands of customers that use these applications daily enables us to continually improve our services and deliver best-in-class AI,” said Steve Miranda, executive vice president of applications development, Oracle. “We have been using AI in our applications for several years and now we are introducing more ways for customers to take advantage of generative AI across the suite. With additional embedded capabilities and an expanded extensibility framework, our customers can quickly and easily take advantage of the latest generative AI advancements to help increase productivity, reduce costs, expand insights, and improve the employee and customer experience.”

50+ Embedded Generative AI Capabilities

Built on Oracle Cloud Infrastructure (OCI) and leveraging its leading AI services, Oracle supports over 50 generative AI use cases that are embedded within Oracle Fusion Applications and designed to respect customers’ enterprise data, privacy, and security. With OCI Generative AI Service, no customer data is shared with large language model (LLM) providers or seen by other customers. In addition, an individual customer is the only entity allowed to use custom models trained on its data. To further protect sensitive information, role-based security is embedded directly into Oracle Fusion Applications workflows that only recommends content that end users are entitled to view.

Newly embedded generative AI capabilities include:

Oracle Fusion Cloud Enterprise Resource Planning (ERP) :

  • Insight narratives:  Help identify anomalies, variances, and biases based on pattern recognition. With AI-generated narratives, based on a single insight or multiple related insights in Oracle’s Intelligent Performance Management (IPM) Insight, organizations gain richer context and actionable explanations to drive smarter decisions. 
  • Management reporting narratives:  Help finance professionals explain variances and trends impacting the business. With generative AI-powered management reporting narratives and contextual collaboration for finance and operating functions, organizations can improve productivity and efficiently develop accurate reports. 
  • Predictive forecast explanations:  Help finance professionals generate contextual commentary to explain forecasts produced by predictive models and key factors driving the prediction. With generative AI-powered explanations, organizations can help demystify the inner workings of predictive models, build trust and confidence in forecasts, and enable broader adoption of predictive forecasting models.
  • Project program status summary generation:  Helps program managers generate executive summaries using details drawn from projects and sub-programs. With generative AI-powered status summaries, organizations can improve project transparency by surfacing key insights and outliers and reduce time spent on preparing status reports.
  • Project plan and proposal generation:  Helps project managers generate tailored project plans based on opportunity details, similar past projects, and best practices. With generative AI providing key points and narratives to include in plans and proposals, organizations can reduce time needed to develop plans and improve operational efficiency.

Oracle Fusion Cloud Supply Chain & Manufacturing (SCM) :

  • Item description generation:  Helps product specialists quickly generate standardized product descriptions that highlight SEO keywords. With generative AI support for item descriptions in Oracle Product Lifecycle Management, organizations can save time, reduce errors, and improve the overall quality of product descriptions to increase customer engagement and boost sales.
  • Supplier recommendations:  Help procurement professionals quickly and efficiently add suppliers to their organization’s supply chain. With generative AI-powered supplier recommendations embedded in Oracle Procurement, organizations can use information such as product descriptions and purchase categories to identify suppliers, improve sourcing efficiency, help lower costs, and reduce supplier risk.
  • Negotiation summaries:  Help procurement professionals quickly generate a customized cover page summary for a specific negotiation. With generative AI-powered assisted authoring embedded in Oracle Procurement, organizations can accelerate negotiations, increase savings, reduce risk, and maximize supplier outcomes.

Oracle Fusion Cloud Human Capital Management (HCM) :

  • Job category landing pages:  Help career site administrators quickly build high-quality landing pages for different job categories. With richer generative AI-built career sites in Oracle Recruiting, organizations can deliver tailored experiences for candidate audiences and increase candidate engagement.
  • Job match explanations:  Help candidates spend less time determining if a job opening is best suited for their background and career goals by presenting them with a summary of how well they fit a job. With generative AI providing immediate feedback in Oracle Recruiting, candidates can better understand where they may best fit within an organization.
  • Candidate assistant:  Helps candidates find answers to common questions about the company, benefits, and job-specific requirements in a simple conversational experience. With generative AI providing immediate answers in Oracle Recruiting, organizations can keep candidates engaged while reviewing career sites and job opportunities.
  • Manager survey generation:  Helps managers generate quick surveys for their teams with manager-defined structure and formatting. With generative AI in Oracle Cloud HCM’s Manager Activity Center, organizations can get timely employee feedback to quickly inform actions and decisions.

Oracle Fusion Cloud Customer Experience (CX) :

  • Service webchat summaries: Help call center agents generate intelligent, concise, and clear summaries of customer chat sessions based on the transcription of the engagement. With generative AI creating high-quality summaries of chat interactions in Oracle Service, organizations can accurately track ongoing issues, reduce manual tasks for service agents, and improve the customer and employee experience.
  • Assisted authoring for sales content: Helps salespeople improve productivity by generating customer success stories from closed-won account history. With generative AI quickly producing relevant supporting content in Oracle Sales, organizations can close new deals faster.
  • Assisted authoring and recommendations for marketing collateral: Helps marketers improve productivity by providing subject line recommendations, email and landing page copy, and design recommendations that improve audience engagement. With generative AI supporting the development of assets in Oracle Marketing, organizations can improve the speed and relevance of marketing campaigns and optimize performance.

Generative AI Extensibility with Oracle Guided Journeys

Oracle Guided Journeys now provides an extensibility framework that allows Oracle Cloud HCM and Oracle Cloud SCM customers and partners to add their own generative AI capabilities that complement and seamlessly integrate with their existing Oracle Fusion Applications investments. As part of this framework, organizations can choose a preferred LLM provider to support their unique industry and competitive needs. With Oracle Guided Journeys extensibility, customers and partners can help accelerate innovation and respond to changing market conditions with greater speed.

Oracle Fusion Applications’ generative AI services are powered by OCI, which hosts both prebuilt and custom models. Leveraging OCI Supercluster, which includes bare metal compute instances, ultra-low latency RDMA networking, and high-performance storage, OCI helps accelerates LLM training with the highest performance at the lowest cost. This allows Oracle to deliver the fastest AI innovation in the industry and attract the best enterprise-focused innovators, including  Cohere , to build on OCI, further contributing to the innovation feedback cycle.

Contact Info

Bill rundle.

About Oracle

Oracle offers integrated suites of applications plus secure, autonomous infrastructure in the Oracle Cloud. For more information about Oracle (NYSE: ORCL), please visit us at www.oracle.com .

Future Product Disclaimer

The preceding 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, timing, and pricing of any features or functionality described for Oracle’s products may change and remains at the sole discretion of Oracle Corporation.

Oracle, Java, MySQL and NetSuite are registered trademarks of Oracle Corporation. NetSuite was the first cloud company—ushering in the new era of cloud computing.

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Oracle Q3 2024: Ellison says ‘AI infrastructure business is booming’

Oracle Q3 2024: Ellison says ‘AI infrastructure business is booming’

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Generative artificial intelligence fueled infrastructure revenue for Oracle in its most recent quarter, with the database products and services vendor’s top two executives promising more to come.

Larry Ellison, Oracle co-founder and chief technology officer, told listeners on the Austin, Texas-based company’s quarterly earnings call Monday that Oracle is bringing GenAI to a wide range of industries – highlighting a digital assistant for ambulatory clinic systems and the technology’s work in aligning Albania’s laws with the European Union’s to speed up the country’s EU entrance.

“Oracle's Gen 2 AI infrastructure business is booming,” Ellison said. “That’s become pretty clear to everybody.”

When asked by an analyst about a “herculean increase in new business” needed to grow Oracle’s infrastructure-as-a-service (IaaS) revenue 49 percent year over year, Oracle CEO Safra Catz credited growth with existing and new customers.

“There are many, many customers who have come on and that haven't gotten capacity yet,” Catz said. “We've got at least 40 new AI bookings that are over a billion (dollars) that haven't come online yet.”

Ellison also credited Oracle’s ability to build cloud data centers of various sizes, sharing that the vendor is at work on one in the U.S. “where you can park eight Boeing 747s nose to tail in that one data center.”

The executives stressed Oracle’s work meeting demands, with Microsoft already adding on three more data centers on top of 20 Oracle was already building.

“We're bringing on enormous amounts of capacity over the next 24 months,” Ellison said.

“The demand, the demand is so high. We need to do that to just satisfy our existing set of customers. … We're seeing demand for data centers of people who want to buy Alloy and then resell our cloud services with their proprietary cloud services on top of it.”

Ellison predicted on the call that Oracle “will end up with more data centers and cloud regions than all the other hyperscalers combined.”

Oracle has 13 live dedicated and Alloy regions, 18 under construction and five new ones signed during the quarter.

“Microsoft does not compete for this business,” he said. “AWS does not compete for this business. Google does not compete for this business. We're the only ones in this business.”

Catz said that Oracle’s fiscal year 2025 should include US$10 billion in capital expenditures. “It also involves not only some big centers, but it also involves expansion of existing centers – so we've already got some areas that we'll be filling out,” she said.

When asked if Oracle will run into graphics processing unit (GPU) constraints plaguing other technology companies, both Catz and Ellison said the vendor is good to go and that electric power and communication connections are the bigger constraint.

Ellison said that Oracle’s partnership with Nvidia has helped and pointed to the vendor’s ongoing collaboration with Microsoft as a way to grow use of Oracle offerings in the cloud and migrate customers to Oracle’s Autonomous Database, predicting further customer adoption of multi-cloud environments.

“We've been the No. 1 database in the IT ecosystem for a very long time – we think that's going to preserve that franchise and expand it,” he said.

Oracle reported US$13.3 billion in total revenue for the quarter, up 7 percent year over year.

Cloud services and license support revenues were US$10 billion, up 11 percent year over year ignoring foreign exchange. Cloud license and on-premises license revenues were US$1.3 billion, down 3 percent year over year.

The vendor’s total remaining performance obligations (RPO) was a record US$80 billion, up 29 percent. Oracle should recognise 43 percent of that money as revenue over the next four quarters.

Operating income using generally accepted accounting principles (GAAP) was US$3.8 billion. Net income was US$2.4 billion.

Total cloud revenue for the quarter was US$5.1 billion, up 24 percent year over year ignoring foreign exchange.

Oracle brought in US$1.8 billion in infrastructure-as-a-service (IaaS) revenue, an increase of 49 percent year over year. Cloud application revenue was US$3.3 billion, up 14 percent year over year.

Fusion Cloud ERP and NetSuiteCloud ERP each brought in US$800 million for the quarter. That is an 18 percent increase year over year for Fusion and a 20 percent increase for NetSuite ignoring foreign exchange.

Oracle traded at about US$130 a share after hours, up about 14 percent.

For fourth fiscal quarter guidance, Catz said she expects total revenue excluding Cerner should grow 6 to 8 percent year over year. Total cloud revenue excluding Cerner should grow from 22 to 24 percent.

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Oracle surges as AI demand helps reignite cloud business momentum

business plan in oracle sales cloud

March 12, 2024 — 06:36 am EDT

Written by Aditya Soni for Reuters  ->

March 12 (Reuters) - Oracle ORCL.N soared 13% on Tuesday, on signs the firm was making progress in its plan to grab a share of the cloud-computing market thanks to its tie-up with AI chip giant Nvidia.

The database megacorp also teased joint announcements with Nvidia NVDA.O coming up next week, which could be made at the chip firm's GTC developer conference that runs from March 18 to 21.

The company has pitched itself as a low-cost cloud provider and spent billions of dollars on Nvidia chips as it looks to compete with industry heavyweights Amazon.com and Microsoft.

Those efforts, as well as a partnership that gives its cloud customers access to Nvidia supercomputers, helped Oracle post a 25% jump in cloud revenue for the third quarter, while its remaining performance obligations, or sales backlog, rose 29%.

"Oracle Cloud momentum is back on track after witnessing disappointing cloud results in the prior two quarters," analysts at Piper Sandler said in a client note.

The company was on track to adding nearly $40 billion to its market value, based on its premarket share price of $129.67.

At least 14 analysts raised their price targets on the stock, pushing the median view to $135.50. Oracle trades at 19 times its 12-month forward earnings estimates, compared with 31.2 for the software and IT services sector, per LSEG data.

Its shares underperformed big cloud rivals such as Microsoft in 2023 and thus far this year, on worries that data center capacity constraints and an uncertain economic outlook were weighing on the company's growth.

CEO Safra Catz dispelled some of those concerns on Monday, saying Oracle "signed several large deals this quarter, and we have many more in the pipeline".

(Reporting by Aditya Soni in Bengaluru; Editing by Pooja Desai)

(( [email protected] ; +91 80 6210 0555;))

The views and opinions expressed herein are the views and opinions of the author and do not necessarily reflect those of Nasdaq, Inc.

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Oracle Surges to Record High as AI Reignites Cloud

Oracle Surges to Record High as AI Reignites Cloud

Tuesday, 12 March 2024 10:06 AM EDT

The database megacorp also teased joint announcements with Nvidia coming up next week, which could be made at the chip firm's GTC developer conference that runs from March 18 to 21.

The company has pitched itself as a low-cost cloud provider and spent billions of dollars on Nvidia chips as it looks to compete with industry heavyweights Amazon.com and Microsoft.

Those efforts, as well as a partnership that gives its cloud customers access to Nvidia supercomputers, helped Oracle post a 25% jump in cloud revenue for the third quarter, while its remaining performance obligations, or sales backlog, rose 29%.

"Oracle Cloud momentum is back on track after witnessing disappointing cloud results in the prior two quarters," analysts at Piper Sandler said in a client note.

The company was on track to add more than $40 billion to its market value, based on its share price of $129.37.

At least 14 analysts raised their price targets on the stock, pushing the median view to $135.50. Oracle trades at 19 times its 12-month forward earnings estimates, compared with 31.2 for the software and IT services sector, per LSEG data.

Its shares underperformed big cloud rivals such as Microsoft in 2023 and thus far this year, on worries that data center capacity constraints and an uncertain economic outlook were weighing on the company's growth.

CEO Safra Catz dispelled some of those concerns on Monday, saying Oracle "signed several large deals this quarter, and we have many more in the pipeline."

© 2024 Thomson/Reuters. All rights reserved.

business plan in oracle sales cloud

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Oracle surges as AI demand helps reignite cloud business momentum

The company has pitched itself as a low-cost cloud provider and spent billions of dollars on Nvidia chips as it looks to compete with industry heavyweights Amazon.com and Microsoft.

Those efforts, as well as a partnership that gives its cloud customers access to Nvidia supercomputers, helped Oracle post a 25% jump in cloud revenue for the third quarter, while its remaining performance obligations, or sales backlog, rose 29%.

"Oracle Cloud momentum is back on track after witnessing disappointing cloud results in the prior two quarters," analysts at Piper Sandler said in a client note.

The company was on track to adding nearly $40 billion to its market value, based on its premarket share price of $129.67.

At least 14 analysts raised their price targets on the stock, pushing the median view to $135.50. Oracle trades at 19 times its 12-month forward earnings estimates, compared with 31.2 for the software and IT services sector, per LSEG data.

Its shares underperformed big cloud rivals such as Microsoft in 2023 and thus far this year, on worries that data center capacity constraints and an uncertain economic outlook were weighing on the company's growth.

CEO Safra Catz dispelled some of those concerns on Monday, saying Oracle "signed several large deals this quarter, and we have many more in the pipeline".

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  3. Oracle Sales and Engagement Cloud Extensibility Best Practices

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  4. Oracle Sales Cloud CRM Customers List

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  6. Oracle Sales Cloud Simplified 101

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  6. Oracle Integration Cloud Service (ICS) Demo 01 Create SOAP Sales Cloud & RightNow Connectors

COMMENTS

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    Consider these 5 key areas. Daniel Bachar, Director of Product Marketing, Oracle. Organizations are taking big steps ahead of their competitors, investing in new supply chain planning solutions to help them improve their operations and processes. Moving supply chain planning to the cloud is a shift that every organization is either thinking ...

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    Step 1: Plan. The first step is to plan - to define and establish project categories covering scope, design, teams, and messages. Managing a Cloud migration project may seem like running any other business and technology project. However, the advantages and differences are immediately visible when project plans and resources are clearly mapped.

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    Oracle Fusion Cloud Sales and Operations Planning (S&OP) enables continuous and forward-looking integrated business planning that profitably aligns product, demand, supply, workforce, and sales plans with operational and financial objectives. You can collaborate with colleagues within the application to arrive at a consolidated plan that

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    Learn how to use Oracle Fusion Cloud SCM to perform sales and operations planning tasks, such as managing plans, monitoring exceptions, and using advanced analytics. This document describes the features and benefits of Oracle Fusion Cloud SCM, and how it connects strategy and operations with best practices and prescriptive scenarios.

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    Total sales in the fiscal third quarter increased 7.1% to $13.3 billion, roughly in line with analysts' estimates, according to data compiled by Bloomberg. Excluding some items, profit was $1.41 ...

  14. Oracle Announces Fiscal 2023 First Quarter Financial Results

    NetSuite ERP Cloud (SaaS) Revenue, up 27% in USD, up 30% in constant currency. AUSTIN, Texas, Sept. 12, 2022/PRNewswire/ -- Oracle Corporation (NYSE: ORCL) today announced fiscal 2023 Q1 results. Total quarterly revenues were up 18% year-over-year in USD and up 23% in constant currency to $11.4 billion. Cloud services and license support ...

  15. Oracle Sales ops transforms Business Analytics with Oracle Analytics Cloud

    Oracle Sales ops transforms Business Analytics with Oracle Analytics Cloud. Oracle Analytics Cloud is consistently recognized as a visionary in the Analytics and BI Platforms space by Gartner, Forrester, and other industry watchers. To help us better understand the secret to that success, we talked with Francis Defilippis, Oracle's manager of ...

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  17. Oracle surges as AI demand helps reignite cloud business momentum

    (Reuters) - Oracle soared 13% on Tuesday, on signs the firm was making progress in its plan to grab a share of the cloud-computing market thanks to its tie-up with AI chip giant Nvidia. The ...

  18. Oracle surges to record high as AI demand helps reignite cloud business

    March 12 (Reuters) - Oracle (ORCL.N) soared more than 13% to reach a record high on Tuesday, on signs the company was making progress in its plan to grab a share of the cloud-computing market ...

  19. Oracle Posts Biggest Gain Since 2021 on Cloud Revenue Growth

    (Bloomberg) -- Oracle Corp. shares posted their biggest gain in more than two years after reporting a spike in bookings in its cloud computing business, showing progress in its bid to capture more ...

  20. Oracle surges over 13% to record high as AI demand helps reignite cloud

    Oracle soared more than 13% to reach a record high on Tuesday, on signs the company was making progress in its plan to grab a share of the cloud-computing market thanks to its tie-up with AI chip giant Nvidia. The database megacorp also teased joint announcements with Nvidia coming up next week, which could be made at the chip firm's GTC developer conference that runs from March 18 to 21.

  21. Oracle adds generative AI features to Fusion Cloud suite for ...

    Oracle (NYSE:ORCL) said it is adding generative artificial intelligence features to its Oracle Fusion Cloud Applications Suite. The generative AI capabilities are embedded in existing business ...

  22. Oracle Adds New Generative AI Capabilities to Oracle Fusion Cloud

    Oracle today announced new generative AI capabilities within the Oracle Fusion Cloud Applications Suite that will help customers improve decision making and enhance the employee and customer experience. The latest AI additions include new generative AI capabilities embedded in existing business workflows across finance, supply chain, HR, sales, marketing, and service, as well as an expansion ...

  23. Oracle Earnings Preview: AI Push, Cloud Growth In Focus

    Sales for Oracle's Cloud Infrastructure business grew 52% to $1.6 billion in its November period, compared with 66% in the August quarter and 76% in the May quarter.

  24. Oracle Q3 2024: Ellison says 'AI infrastructure business is booming

    Ellison also credited Oracle's ability to build cloud data centers of various sizes, sharing that the vendor is at work on one in the U.S. "where you can park eight Boeing 747s nose to tail in ...

  25. Oracle surges to record high as AI demand helps reignite cloud business

    Oracle ORCL soared more than 13% to reach a record high on Tuesday, on signs the company was making progress in its plan to grab a share of the cloud-computing market thanks to its tie-up with AI chip giant Nvidia.. The database megacorp also teased joint announcements with Nvidia NVDA coming up next week, which could be made at the chip firm's GTC developer conference that runs from March 18 ...

  26. Oracle surges as AI demand helps reignite cloud business momentum

    March 12 (Reuters) - Oracle ORCL.N soared 13% on Tuesday, on signs the firm was making progress in its plan to grab a share of the cloud-computing market thanks to its tie-up with AI chip giant ...

  27. Oracle Surges to Record High as AI Reignites Cloud

    Tuesday, 12 March 2024 10:06 AM EDT. Oracle soared more than 13% to reach a record high Tuesday, on signs the company was making progress in its plan to grab a share of the cloud-computing market thanks to its tie-up with AI chip giant Nvidia. The database megacorp also teased joint announcements with Nvidia coming up next week, which could be ...

  28. Oracle surges as AI demand helps reignite cloud business momentum

    Oracle ORCL soared 13% on Tuesday, on signs the firm was making progress in its plan to grab a share of the cloud-computing market thanks to its tie-up with AI chip giant Nvidia.. The database megacorp also teased joint announcements with Nvidia NVDA coming up next week, which could be made at the chip firm's GTC developer conference that runs from March 18 to 21.