Distribution Channels ofGroup 5

Akash, Chandan, Ketan, Priya, Somil, Prateek

BRIEF COMPANY PROFILING

Founded in 1977

Enterprise software Cloud Computing Firm

USD 34.07 Billion Revenue (2016)

136000 employees (2016)

37000 Developers

17000 Consultants

Oracle Corporation is an American multinational computer technology corporation, headquartered in Redwood City, California.

Larry Ellison co-founded Oracle Corporation with Bob Miner and Ed Oates under the name Software Development Laboratories (SDL).

The company primarily specializes in developing and marketing database software and technology, cloud engineered systems and enterprise software products.

In 2011 Oracle was the second-largest software maker by revenue, after Microsoft.

PRODUCT PORTFOLIOORACLE Product

Portfolio

SOFTWARE

HARDWARE

SERVICES

• Oracle Cloud• Oracle

Financing• Oracle

Consulting• Oracle

Support

• Servers• Mainframes• Engineered

Systems

DATABASE

MIDDLEWARE

APPLICATIONS

• Oracle Database

• Embedded Database

• Relational Database System

• NoSQL Database

• Content Mgmt. Systems

• CRM Systems

• Business Intelligence Systems

• Oracle Beehive

• Oracle Fusion Applications

• Oracle SEM System

• Oracle E-Business Suite

• Third Party Applications

Types of Channel

Direct Sales

Internet Sales

Representative

Indirect Sales

ResellerSystem

Implementors,consult

ants

Education providers

Internet service

providers

Network integrators and ISVs

5

2009

• Direct Sales:•Subsidiary sales and service organizations•International subsidiaries license and support

•Indirect Sales:•Oracle Partner Network•ISV’s system integrators and resellers

2010

•Direct Sales:•Diversified customer base•Push hardware system products through direct sales force

•Indirect Sales:•Sun Microsystems hardware system products

2011

•Direct Sales:•Industries, govt. agencies and educational institutions

•Indirect Sales:•Independent distributors and value added resellers•Independent hardware vendorsOracle Distribution Channels : Timeline

6

2012

• Direct Sales:•Business and technical expertise from a global workforce

•Indirect Sales:•Offering partners access to premier products, educational info, tech services, sales and marketing support

2013

•Direct Sales:•Integration of sales force into function specific internal sales division

•Indirect Sales:•Updated training on leveraging Oracle support•Trend Analysis on support data to better provide pro-active assistance

2014

•Indirect Sales:•OCA self service tool that will help partners assess their cloud maturity and

readiness

2015

•Indirect Sales:•Moving application and support services to IaaS, Paas and Saas on the cloud

7

Oracle’s shift in focus from hardware & database solutions

to software and integrated

enterprise solutions

Other competitors started shifting from

in house IT development to IT

Outsourcing to ISVs cloud has been underway since the emergence of SaaS

companies more than 15 years ago, and ISVs have been fundamental to the business growth all

along

8

Offers members access to partner-specific training, resources, go-to-market tools and

support.

Provides Oracle’s compelling product portfolio and ability to develop and sell

market-leading products.

PARTNERING WITH ORACLE Three Partner Levels

1. Partner2. Certified Partner3. Certified Advantage Partner

Four Product Focus Areas1. Database2. Application Server3. Applications4. Collaboration Suite

Oracle PartnerNetwork Ecosystem

10

25,000+ partners worldwide

5,000 specialized partners

150+ available specializations

100,000+ certified professionalsCommon model for hardware and software

6,000+ products for partner resell

OPN Program LevelsDIAMOND

• Elite level for Oracle integrators serving largest global customers

• Extensive business and competency requirements

PLATINUM• Showcase depth

and breath of expertise in multiple solution areas

• Minimum 5 qualifying specializations

GOLD• Develop, sell

and integrate across Oracle’s entire product portfolio

SILVER• Develop and

resell Oracle 1-click mid-market products

REMARKETER• Resell Oracle 1-click

mid-market products

• Engagement through a Value-added distributor

• No contract required or fee charged

MODEL DEFINITIONFull Use Unrestricted programs with all functions intact that a

partner resells to the end-user.

Application Specific Full Use (ASFU)

Restricted license type sold by an ISV in conjunction with its Application Package.

Embedded Highly restricted license type sold by an ISV embedded in its Application Package.

Distribution Options

Independent Software Vendor's (ISV) An independent software company who makes and sells

software products that run on one or more computer hardware or operating system platforms

In general, the more applications that run on a platform, the more value it offers to customers.

ISV’ ROLE IN ORACLE

Provide industry domain, expertise, localization and proximity requirements• Oracle has 25000+ OPN worldwide in which more than 60%

are ISV’s• Almost 70% of ISV have distribution agreements with OracleExtend footprints in key industry segments and

deeper adoption of oracle technology• 75% of Oracle’s application business is influenced by

partners/ISV’s• 10000+ ISV apps are ready to run on Oracle cloud

Key influencer in IT expenditure