Post on 14-Jan-2016
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Going to Market with Oracle
Rauline Ochs, Group Vice President
NAS Alliances and Channels
John Harllee, Vice President
GEH Alliances and Sales
Partners Are Essential To Oracle• 13,000 active members in the Oracle PartnerNetwork• 40% worldwide license revenue generated by partners
• 40% overall revenue growth through partners • 40% worldwide indirect license revenue from ISVs
• 70% of Oracle's FY04 application business was influenced by partners
• More than 50% of Oracle’s applications implementations are done by partners
• More than 50% of Oracle's E-Business Suite On Demand implementations have been done by partners
• 1000+ commercially available partner applications on the Linux/Oracle platform
2,800 OPN Partners
2500
200
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OPN is the Framework
CommunityPortalProgram
Interaction Center
Oracle Sales
Oracle UniversityOracle Development
Oracle Marketing
Oracle SupportOracle Consulting
Oracle Alliances & Channels
Addressing Customer Needs Together
System Integrator•C-Level relationship
•Deep industry business knowledge•Broad IT integration capability
Independent Software Vendor
•Industry specific solutions•Focused development team
•Industry credibility
Oracle•Strong installed base
•Leading IT brand•Broad tech & app footprint
•World class development team
Complete Complete SolutionSolution
Corporate Marketing Campaigns
Tech Campaigns
Business Integration
Collaboration Suite
Developers
Grid Computing
ISVs
Mid-Market
Standardize on App Server
Technology Upsell
Apps CampaignsBusiness Intelligence
(Joint Apps & Tech)
Consumer Products – Maximizing Brand Value
Financial Services
Human Resources
Lean Enterprise - Mfg: Automotive; High Tech; Industrial; Medical Devices
Mid-Market
Healthcare
Government
Retail – Associate Optimization
Goal: Maximize Partner
Participation
Oracle & Our Partners: Working Together in Government,
Education, and Healthcare
Oracle Government, Education, and Healthcare• 22 Years as Dedicated Vertical With Over $1B in
License and Support • Covering Federal, State/Local, Higher Ed, Healthcare,
Canada Public Sector, and Aerospace/Defense Markets
• Solutions Established in Homeland Security, Justice and Public Safety, Transportation, Social Services, K-12 Education, etc.
• Industry Specialists within each Vertical
Vertical Solutions Require ISV’s
• Justice: Criminal History, COMPSTAT, Courts• HHS: SACWIS, MEDICAID, PHIN• Transportation: Transportation Equity Act (TEA-LU)• Healthcare: Claims, Clinical, Lab• Homeland Defense: Resource Mgmt, Alerting, First
Responder• K12: Student Systems, SIF
Bringing Complete Solutions to This Important Customer Base!
What GEH Does for the ISV Community
• Quarterly Technical and Sales Training• Oracle Product Enablement – last year
migrated over 40 partners – enhancing the ISV value proposition
• Vertical focused Partner relationship management
• Access to GEH Industry Specialists• Go to market programs
What GEH Does for the ISV Community
• Partner Technology Center• Focused 1-on-1 hands on
technical training• House partner
demonstrations• Run proof of concepts for
specific customers• 15 Million worth of Partner
hardware for Partner use
• Information Assurance Center• Showcase partner solutions at
work• Host Oracle/Partner
demonstrations• Integrate security technology• Run by Dave Carey, Former
Exec Director, CIA
Aligning and Engaging with GEH• Improve Oracle and partner visibility in the marketplace
• Joint Solutions • Emphasizing our respective strengths and expertise
• Deliver better and complete solutions to the customers through partners• No one is all things to all customers• Emphasizing the vertical solutions
• Revenue alignment • Grow revenue• Invest in customers and partners with the revenue
• Personnel alignment• We listen to you
North America Sales & Consulting
• North American Field Sales
• Critical Partners
• How to Engage
Oracle Direct
Field Sales Deployment
NA Strategic Accts.
Technology Applications
NA Technology NA Applications
North American Strategic Accounts
•Top 239
CommercialTechnology
Commercial Applications
Exe
cutiv
e S
upp
ort
Predictable & Reliable PartneringExperience
Reward Field Sales Role Models: Channel Heros
Published Channel Margin Policies & Procedures
Partner Metrics & Partner Forecast Fields
Field Sales Leader Webcasts: Partner Strategy
Field Engagement Guidelines
1st Line Sales Manager Training
Launch June 1st
Open Market Model at a GlanceObjective: Provide Partners Return on Investment (ROI), decrease conflict
InitiativeInitiative For which For which products?products?
Which partners Which partners qualify?qualify?
What do What do partners do? partners do?
What is the What is the payment?payment?
Resale Tech,
some Apps
OPN partner with distribution agreement
Register to resell Appropriate VAR margin
Referral Tech, Apps & Outsourcing
Any Register a new lead
• 5%, $25K cap(9i, Tools, eBusiness Suite Outsourcing),
• 10% $50K cap(9iAS, Collab Suite, eBusiness Suite)
Influence Tech
and
Apps
OPN partners only
Register a deal where partner assists in Sales Cycle
Critical: 10%- Capped at $100K
Strong: 5%- Capped at $50K
Field Sales Feedback
• Need more:• ISVs• Vertical SIs• SMB SIs and ISVs
• Elegant ISV integration to EBS
• GSIs and MSPs• Need database and J2EE practices trained on Oracle
product
Critical Tech Partners99iiAS*AS*
Collab SuiteCollab Suite
RetailRetail Financial ServicesFinancial Services OtherOther HardwareHardware
9i RAC9i RAC• Sell Oracle
• Application Specific Full Use• Full Use
• Influence Oracle• Do not resell
• Build on Oracle• Embedded Software License
• #1 PriorityTransition to
• Grid• 10g Technology Platform
• Data Base• Application Server
I S V S a m p l e : R e t a i l I n d u s t r y F o o t p r i n t
P o i n t o f S a l e ( P O S )
B a c k O f f i c e S u p p o r t
S t o r e S i g n a g e /D i s p l a y
S t o r e M a n a g e m e n t
D i s t r i b u t i o n a n dL o g i s t i c s
W a r e h o u s e /I n v e n t o r y M g t .
P r o c u r e m e n tM a n a g e m e n t
S u p p l y C h a i n M a n a g e m e n t
C a l l C e n t e r /S u p p o r t S y s t e m s
D i r e c t S a l e sS y s t e m s
C u s t o m e r I n f o r m a t i o n S y s t e m s
C R M
M e r c h a n d i s i n g / A s s o r t m e n t M a n a g e m e n t
M e r c h a n d i s e M a n a g e m e n t
M a r k e t i n g M a n a g e m e n t
H u m a n R e s o u r c e s
B u s i n e s s I n t e l l i g e n c e S y s t e m s
F i n a n c i a lM a n a g e m e n t
C u s t o m e r S u p p o r tS y s t e m s
A d v a n c e d P l a n n i n ga n d S c h e d u l i n g
O f f i c e A u t o m a t i o n
C e n t r a l P r o c u r e m e n t
E R P
1 1 i
I S V : R e t e k
O r a c l e G o T o M a r k e t O f f e r i n g s
Key Applications Partners
• Oracle Practices > 43% E-Bus Suite• Vertical Expertise• Extend Oracle (ISVs)
Financial Services
Communications
Retail
Auto
High Tech
Industrial Mfg.
Life SciencesTop Apps. Partners Top Apps. Partners
YTD 3Q ‘04YTD 3Q ‘04
Deloitte
BearingPoint
Accenture
Hitachi
IBM BCS
Blackwell CS
Mi Services
Info Sys
DAZ
Dynamic
ISV Sample: Retail Industry Footprint
Point of Sale (POS)
Back Office Support
Store Signage/Display
Store Management
Distribution andLogistics
Warehouse/Inventory Mgt.
ProcurementManagement
Supply Chain Management
Call Center/Support Systems
Direct SalesSystems
Customer Information Systems
CRM
Merchandising/Assortment Management
Merchandise Management
Marketing Management
Human Resources
Business Intelligence Systems
FinancialManagement
Customer SupportSystems
Advanced Planningand Scheduling
Office Automation
Central Procurement
ERP
11i
ISV: Retek
Oracle Go To Market Offerings
Mid-market: Simply Business
Oracle Mid-market
Technology Applications
Product
Price
Packaging
SE One E-Business Suite
$4,999
1 CD, 17 min install,
Clickwrap, Shrinkwrap
Dell, VARs
>50% 3Q SE1 > 43% Revenue Driven with
revenue via VARs Partners
Watch this space
Partners e.g. Abaris, AnswerThink, Core Services,
DARC, MI Services, Vertex, Whitbread
Priorities• Applications:
• Special Edition, Customer Hub, 11.5.10, Provide linkage to Vertical Sales Leaders, Joint Opportunity Plans
• Technology: • 10g The Platform, Value-add model• License fulfillment: not sustainable, not valued
• Value Add Systems Integrator model• Annual revenues derived 20 – 50% via pre- or post sales
consulting services• Support POC, in early, ID pain, create Oracle solution vision
• ISVs: • 10g The Platform• OIA integrate to EBS India staffing• Verticals outside Oracle “sweet spots”
How to Engage Oracle
• Channel Manager Teams• Partner Sales Team• ISV Investments
• Porting Centers• PTS• Migration Assistance• Certification Assistance• OTN
Oracle is Listening
• You are Oracle’s Force Multiplier, Oracle is Your Force Multiplier
• Try Oracle’s new Flexible Partnering Model
• Join OPN
• Investigate the Oracle Product that Drives ROI• 10g and Application Server Platform• Extend the E-Business Suite
AQ&Q U E S T I O N SQ U E S T I O N S
A N S W E R SA N S W E R S