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Becoming a Successful Oracle Business Partner
Bronwyn Hastings
Vice President
Global Alliances and Channels
Agenda
Importance of Partners Success Through Oracle PartnerNetwork Next Steps
Importance of Partners to OracleImportance of Partners to Oracle
Oracle Corporation
US$ 10b company
Over 40,000 employees
200,000 Database Customers Worldwide
13,000 Applications Customers Worldwide
Importance of Partners 13,500 active members in the Oracle PartnerNetwork
– 46% OPN community are ISVs 100,000 active users registered in the Oracle PartnerNetwork Portal 40% worldwide license revenue generated by Partners
– 47% growth in indirect license revenue from ISVs– 47% current ISV’s with Distribution Agreements
70% of Oracle's FY04 YTD application business is influenced by partners
51% of Oracle’s applications and On Demand implementations are done by partners
242% growth in SE One incremental revenue from Q3 to Q4
Importance of ISVs
Source: Gartner Global Industries Worldwide Forecast, Sept. 2003
Total Software Spend, 2003
0%
2%
4%
6%
8%
10%
12%
$0 $2,000 $4,000 $6,000 $8,000 $10,000
Banking
ProfessionalServices
High Tech
Higher Ed
Life Sciences
Chemicals
CPG
Healthcare
Retail
Trans.
Utilities
AMC Communications
Government
Industrial Mfg.
Pro
ject
ed
5 Y
ea
r C
AG
R
Wholesale
• Provide industry domain and expertise• Provide localization and proximity requirements • Extend footprint in key industry segments• Drive deeper adoption of Oracle Technology • Key influencers in IT Spend
Oracle PartnerNetwork:Enabling Success
Oracle PartnerNetwork:Enabling Success
Single Face of Oracle
CommunityPortalProgram
Interaction Center
Oracle Sales
Oracle UniversityOracle Development
Oracle Marketing
Oracle SupportOracle Consulting
Oracle Alliances & Channels
Partnering With Oracle
Three Partner Levels
1. Partner
2. Certified Partner
3. Certified Advantage Partner
Four Product Focus Areas
1. Database
2. Application Server
3. Applications
4. Collaboration Suite
Product Focus Areas Products Specializations
Application Server
Business Intelligence
J2EE/Web Services
Mobile
Portal
Security
Collaboration Suite
Compliance
Email Calendar
Files and Ultrasearch
Voicemail and Fax
Web Conferencing
Wireless and Voice
DatabaseBusiness Intelligence
RAC
Security
E-Business SuiteCRM
Financials
Human Resources
Projects
Supply Chain Management
Technology
Oracle Information ArchitectureD
evel
op
men
t F
ram
ewo
rkD
evel
op
men
t F
ram
ewo
rk Information AccessInformation Access
Business ProcessesBusiness Processes
Data HubData Hub
Grid InfrastructureGrid Infrastructure
En
terprise M
anag
emen
tE
nterp
rise Man
agem
ent
Oracle On DemandOracle On Demand
The Same Technology for the Mid Market
Oracle 10g Goal:
Reduce administration costs by 50%
Intelligent Infrastructure
Application & SQLManagement
System ResourceManagement
SpaceManagement
Backup & RecoveryManagement
StorageManagement
Database Management
Complete infrastructure to
simplify and automate
management and performance tuning
You Can Start Small …
Database Standard Edition One– $149 per user/ $4995 for two processors– Quick and simple install– Automated tuning and management tasks– Easy and automated storage management – Dependable performance and scalability
… and grow as your customer demands dictate
INFLUENCE / RESALE / REFERRAL
Go-to-Market EngagementE
NG
AG
E /
EN
AB
LE
GO
-TO
-MA
RK
ET
BUSINESS DEVELOPMENT INITIATIVES
Partner CertifiedCertified
Advantage
PARTNER CATEGORIES
EDUCATIONPROVIDERS
HW / INF
ISV RESELLERSSERVICE
PROVIDERS
INDUSTRIES
MID-MARKET
SYSTEMINTEGRATORS
Oracle PartnerNetwork:Development
Oracle PartnerNetwork:Development
NEW : Development Benefits
Migration Center of Excellence Migration Financing Intel “10g Test Drive” Grid Center Program with Platform Vendors OTN ISV Center for easy on-ramp
Oracle PartnerNetwork:Training
Oracle PartnerNetwork:Training
NEW : Training Benefits ISV Road Maps
Updated Courses for Oracle 10g Sales Sales Consulting Reseller
EBSi Roadmap – Coming Summer 2004
Oracle PartnerNetwork:Support
Oracle PartnerNetwork:Support
NEW : Support Benefits
Infrastructure and Process – Increase supportability for Partners and their
Customers Alignment with ISV life-cycle to ensure
increased engagement during critical periods Updated training on leveraging Oracle
Support Trend analysis on Support data to better
provide pro-active assistance
Oracle PartnerNetwork:Marketing
Oracle PartnerNetwork:Marketing
NEW : Marketing Benefits
Event Wizard Low cost list acquision
– Oracle Publishing
Solutions Catalog Updated Marketing Kits for Business
Development Initiatives and Product Focus Areas
On DemandOn Demand
LinuxLinux
IndustriesIndustries
GridGrid
Business Development Initiatives
Mid-marketMid-market
Oracle Information Oracle Information ArchitectureArchitecture
Demand Generation :Product Focus
Oracle Database and Application Server 10g Oracle Collaboration Suite Grid Computing Linux On Demand Oracle Information Architecture
Demand Generation : Industry Alignment
Few Industries, specific subsegments Targeted spearheads Drive revenue through joint go to market and common
value proposition based on a combination of:– Oracle technology and EBS modules– System Integrators Industry Knowledge & competences– Specialist partners– Industry Solution Partner Applications for specific areas
Mid–market is the fastest growing market for IT spend Customers want to buy from a trusted advisor – You Oracle is affordable and easy to use and manage Go-to-market with partner solutions to reduce customer complexity and
extend reach Target the marketplace with 10g special features Drive demand for mid-market solutions that map to IT spending trends
Demand Generation :Mid-Market
Standard Edition One
Standard Edition One
Standard Edition with
RAC
Standard Edition with
RAC
Oracle PartnerNetwork:Sales
Oracle PartnerNetwork:Sales
NEW : Sales Benefits Financing Updated Sales Kits
– SE One and Oracle 10g Open Market Model OLSA (Oracle Software License Agreement) Click Wrap
Agreements– Electronic Ordering – OLSA Online– Electronic Product Delivery– End user welcome email– Secure approvals through your Oracle Channel Manager
2 year Distribution Agreement
Distribution Options
Full Use
80% off Oracle listor
5% of their published application price for SE
or 10% of their published application price for EE
Highly restricted license type sold by an ISV embedded in its Application Package.
Embedded (ESL)
60%Restricted license type sold by an ISV in conjunction with its Application Package.
Application Specific (ASFU)
30%Unrestricted programs with all functions intact that a partner resells to the end-user.
Model Definition Discount
Simplification of Simplification of Working with OracleWorking with Oracle
Ease of Interaction
Simplified portal access through dashboards– By Product Focus Area– By Business Development Initiative– By Partner Category– By Industry
Simplified upgrade criteriaand process
Pro duct Foc us
Partner
Certified
CertifiedAdvantage
Summary : ISV ResourcesExisting New
Support MetaLink support for membersSupport & upgrade for CP/CAP
ISV service level model for strategic partnersGlobal support accountsKnowledge transfer program
Technical PTS Grid Center program with select platform partnersEBSi technical support sales
Sales Global account planning for strategic partners
Including sales engagement model and joint marketing planningOpen Market Model for lead registration, influence and referral
Marketing Solutions CatalogSelf Service marketing tools and kits
Solutions Catalog with promotion to Oracle SalesInclusion in marketing campaign lead flow (ex: mid-market and industries)Enhanced event and marketing planning and execution assistance
OTN General OTN benefits New ISV Center. Benefits to include:Online trainingSubset of MetaLink supportNewsletter with ISV focused topicsOnline discussion and bulletin board forumsISV specific content
Migration & Assistance
PDF benefits Financing option for migration projects through OFDProposed Migration Center of Excellence (TBD)
Next StepsNext Steps
Next Steps If you’re not a member join OPN at http://partner.oracle.com Update your Solutions Catalog profile for marketing exposure to
customers, partners and Oracle sales Leverage OMM for opportunity management and sales
engagement Deepen your adoption of Oracle Technology Integrate your applications through integration services or
customer data hub Leverage demand generation campaigns to promote your joint
solutions Identify new areas for go to market engagement through Oracle
PartnerNetwork business development initiatives Ensure you are using the new Oracle PartnerNetwork branding
on your website and marketing materials