Copyright © 2015, Oracle and/or its affiliates. All rights reserved. Partnering for Success in EMEA...

Copyright © 2015, Oracle and/or its affiliates. All rights reserved.

Partnering for Success in EMEAUnderstand the landscape, know who are the players & be aware of some of the cultural differences.

Bart Vanden Abeele - WE JD Edwards Solution Consultant

Didier Faure - EMEA JD Edwards Presales Leader

Mohamed Elrayes – ECEMEA JDE Sales Development Leader

Wiaam Tahtouh – Senior Pre-sales Consultant

Ahmed El-Azzamy – Senior Pre-sales Consultant

Paolo Moroni – Director JDE Business Development


Safe Harbor StatementThe 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 decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.

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Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 3

Agenda

The JD Edwards Eco System in EMEA

Successful Partnering Programs

Do’s and Don’ts

Q & A

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The JD Edwards Eco System in EMEAWhat is different in Europe, Middle East & Africa

http://www.worldatlas.com/cntycont.htm

http://www.worldatlas.com/cntycont.htm


List of Countries by GDP (nominal)

Source : From Wikipedia, the free encyclopediaList by the United Nations

EMEA Countries15 out of Top 2528 out of Top 5045 out of Top 75

http://en.wikipedia.org/wiki/United_Nations


List of Countries by GDP (nominal)

Source : From Wikipedia, the free encyclopedia


The European Union

Source : From Wikipedia, the free encyclopedia

•28 Countries

•24 Official Languages(English spoken by 50% of ̴̴̴̴��residents)

•10 Currencies(EURO adopted in 19 member countries)



•# of countries: ~120

• Market definition Each country is a territory on its ownOracle EMEAPartner (and Customers) Language!

•JD Edwards Partner Eco System• WE: 80 Country Operations from 54 Legal Companies• EE&CIS: 27 Country Operations from 26 Legal Companies• MEA: 33 Country Operations from 31 Legal Companies



•EMEA JD Edwards Partner Community If your job is selling, implementing or supporting JDE in EMEA• 400 members representing 100 partners• Community workspace with regional relevant materials• Community blog with focus on EMEA news• Where to join:http://www.oracle.com/partners/emea-en/knowledge-zone/applications/jdedwards-1687208.htmlor contact Hartmut Wiese, EMEA A&C [email protected]

•French and Italian Solution Factory PortalsFocused on pre-sales needs offer materials in Italian and French Maintained by the EMEA Pre-sales Center [EPC] is available to all the EMEA JD Edwards Partner Community Members. For more information you can contact Tudor Cirstea, EPC [email protected]

http://www.oracle.com/partners/emea-en/knowledge-zone/applications/jdedwards-1687208.html

mailto:[email protected]

mailto:[email protected]


Oracle Organization EMEA

Alliances & Channels: EMEA organization• JDE main contact: Harmtut Wiese

Sales: Western Europe & ECEMEA• WE: by industry (MSE is defined as an industry)• ECEMEA: mix by industry & country cluster

Business Development: WE & ECEMEA• WE: All Apps by Country • ECEMEA: JDE main contact Mohamed Elrayes

Presales:• WE: Field presales in selected countries: France,

UK, Italy, Spain & Germany• WE RegionalTeam: Bart & Didier• ECEMEA: by areas (MEA, EECIS, etc) • EPC team in Bucharest, supporting WE

JDE Product: Partners Support in EMEA• Tim Scott, Paolo Moroni


Western Europe Pre-sales Organization

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5

3

0

3

0

2 6

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Red: In country Field SCGreen: Regional TeamBlack: EMEA Pre-sales Center

Regional Team

Didier Faure – Paris

Bart Vanden Abeele - Amsterdam

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ECEMEA JDE Practice Leaders

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Mohamed ElrayesJDE Sales Dev & Strategy Leader

• Orchestrating Partners enablement in ECEMEA

• Enabling new partners ( eg RU-CIS, TR, MEA)

• Supporting building JDE community in the region

• Supporting the customers with recommendations and advisory actions

• Supporting customers in getting the required information in the right time

• Recommend the best fit partner to the business and find variety of options

Guzel Fayzullina

Alex Belenchi

Wiiam Tahtouh Ahmed El Azzamy

Michel Itotia

Collin Nkosi Cole Molapisane

Mohamed Abdou


EMEA Market Data and GTM Strategy

UP 56% vs FY13

FY14 Top Revenue Contributor Countries vs Total EMEA JDE Licenses Sales

Pipeline by Partner (Total 153 Partner)

Sweden made the top 5 thanks to a very large exceptional deal


Western Europe – MSE – Partners

9 58

7

1

9

2

13

More than 50 partnersworking closely with

Oracle on MSE in Western Europe

By Country


Major JDE Partners in Western Europe


Major JDE Partners in ECEMEA


Partner Landscape• Partners driven by Country!• Regional and Global partner presence varies by country: IBM in

France and Benelux not elsewhere. L&T Infotech in Nordics, UK and France…

• Complex Oracle A&C organization.• Differences:

– Number of Partners/Size of Partners– Sales Autonomy– Industry / Geography Focus– Oracle Presales presence or not.


Differences in Culture, Economy , Size in each

country will impact the sales cycle and the

resources you will need to involve.


Competitors


Partnering for success

Partner enablement

• Presales Partner Program

• Presales Skills

• Partner Communications

• Sales Enablement



Go to Market Inititatives

• JD Edwards in a Box

• Joint Marketing Campaigns

• SaaS at Partner

• OVI – Oracle Validate Integration



Opportunity support

• Local/Regional Oracle Presales

• Local Oracle Sales

• EMEA Presales Center


EMEA Successes


Do’s and Don’tsWhen engaging in an international opportunity with EMEA divisions

Engage with EMEA team early

• Hartmut – A&C for EMEA • Bart, Didier – WE • Mohamed A., Wiaam, Ahmed, Collin, Cole - MEA• Alexandru, Guzel – ECE• Mohamed E.- ECEMEA• Paolo, Tim – JDE product team for EMEA

Identify Important Differences

• Cultural• Competition• Localization & Language• Oracle / Partner Organization


OPN JD Edwards EnterpriseOne Knowledge Zone


BE INFORMED, STAY CONNECTED

@OracleJDEdwards JD Edwards Professionals

JD EdwardsAttitude@Altitude

My Oracle SupportCommunities

TheOracleJDEdwards

http://twitter.com/

http://twitter.com/

http://www.linkedin.com/groups?home=&gid=63023&trk=anet_ug_hm

http://blogs.oracle.com/jd_edwards/

https://communities.oracle.com/portal/server.pt/community/support/219

http://www.youtube.com/TheOracleJDEdwards


Be Informed, Stay Connected

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