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Copyright © 2016, Oracle and/or its affiliates. All rights reserved. |
Paul FlannerySenior Business Development DirectorEMEA Systems
5th June 2018
Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | Oracle confidential – Internal and OPN Partners Only
The Market Opportunity with Oracle Systems Portfolio and How to Grow your businessOracle Global VAD Community Forum
Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |
Safe Harbor Statement
The 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.
Oracle confidential – Internal and OPN Partners Only 2
Copyright © 2016, Oracle and/or its affiliates. All rights reserved. | Oracle confidential – Internal and OPN Partners Only 3
What’s driving IT and top-of-mind for CIO’s ?
AgilityRespond to market demands through DevOps & Cloud
Digitalization Create new digital
services and revenue streams by
monetizing data real-time
SecurityIncreased threats and legislations drive need for security and compliance
Cloud AdoptionFocus on Hybrid
Cloud for increased flexibility and
deployment choice
Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |
Public and Private Clouds Growing and Need to Work Together
• Private cloud, traditional on-premises enterprise server sales are a $6Bn market in EMEA
• 80% of companies will have deployed hybrid by 2018, according to Gartner
• Public, private cloud decisions are linked, organizations investing in both
• Customers will need a combined infrastructure
Copyright © 2016, Oracle and/or its affiliates. All rights reserved. |
Global Cloud Services Spend: $1 Trillion Over Next Five Years
Annual Cloud Spend Will Double by 2020:
$114B in 2016 to $216B in 2020
Gartner: "Market Insight: Cloud Shift -- The Transition of IT Spending from Traditional Systems to Cloud"
Customers Are Moving to Cloud
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IT on premise spending of $3.9 Trillion by 2020
Copyright © 2016, Oracle and/or its affiliates. All rights reserved. |
Customers Are Looking at New Vendors Moving Forward
• They will need different services than they consume today
• They will need multiple journeys to the cloud
• They will want new consumption models will emerge
Partners will need to evaluate suppliers with a new lens
Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | 6Oracle confidential – Internal and OPN Partners Only
Copyright © 2016, Oracle and/or its affiliates. All rights reserved. |
Partner Business Models Must Change to Support Customers Shift to Cloud
• 60% of all partners not yet selling cloud – Tech Target
• Partners who focus only on resell as their primary margin will only grow through share acquisition
• Partners will improve valuation and long-term viability
• Partners not embracing cloud risk going out of business by 2025
Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | 7Oracle confidential – Internal and OPN Partners Only
Copyright © 2016, Oracle and/or its affiliates. All rights reserved. |Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | 8Oracle confidential – Internal and OPN Partners Only
Source: Key Trends in Cloud Platforms –a Snapshot of a Fast-maturing Market
Copyright © 2016, Oracle and/or its affiliates. All rights reserved. | 9
Choosing the Right Partner Has Never Been More Critical
Oracle Private andPublic Cloud
IaaS, PaaS, SaaS No Private Cloud
Public Cloud Only
Private Cloud Only
No Full Service Public Cloud
Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | Oracle confidential – Internal and OPN Partners Only
Copyright © 2016, Oracle and/or its affiliates. All rights reserved. | Oracle confidential – Internal and OPN Partners Only 10
Oracle’s Unique Capabilities: Enterprise Cloud Infrastructure
Complete Public Cloud
Integrated enterpriseSaaS / PaaS / IaaS
Public Cloud Model on Premises
Oracle Cloud modelbehind customer’s
firewall
Engineered for Cloud
Engineered systems, SPARC servers, storage, and operating systems designed for Enterprise
Applications
Copyright © 2016, Oracle and/or its affiliates. All rights reserved. |
$78B
$78B
$106BPublic Cloud$29B
Traditional IT $62B
PrivateCloud$16B
$94B Public Cloud$16
Traditional IT $68B
Private Cloud$10B
Exadata Exalogic
ExalyticsBDA
PCAODA
Converged Systems
$10B
Hyper-converged
Systems
$5B
SuperClusterMiniCluster
SPARC Servers
ZFSZDLRATape
X86Networking
UNIX/EPICSystems
$4B
AllStorage
$17B
Best of Breed Components
$42B
Worldwide IT Hardware Infrastructure Spend
Oracle Confidential--Internal and OPN Partners Only 11
2018Projected
2014
Copyright © 2016, Oracle and/or its affiliates. All rights reserved. |
On-Premises Infrastructure Addressable Market by Regions
12
Servers Storage
North America;
$8,7
APAC; $2,7
EMEA; $4,2
Japan; $1,3
Latin America $.6
NAS, $22.8
APAC; $13,4
EMEA; $12,1
Japan; $4,1
Latin America $1.5
in Billionsin Billions
Copyright © 2016, Oracle and/or its affiliates. All rights reserved. |
Global Server Market by CPU
Break down $53B server market by CPU
Confidential – Oracle Internal/Restricted/Highly Restricted 13Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |
x86$46B
ARM$9MCISC
$3B
EPIC$1B
RISC$3B
Other$7B
2017 Global Server Market by CPU (US$M)
x86
ARM
CISC
EPIC
RISC
• $46B is x86 TAM‐ Oracle is #10 with 2% share‐ HPE, Dell are #1 and #2 with 48%
share
• $4B of non-x86 TAM is SPARC opportunity‐ Oracle is #2 with 18% share‐ IBM is #1 with 56% share
Notes: Based on 2016 calendar yearRISC includes Oracle SPARC and IBM Power. EPIC includes ItaniumCISC includes mainframes eg IBM zSystemSource: (1) IDC WW Server Tracker_Historical Pivot_2016Q4_Oracle.xlsx
$45B in untapped x86 opportunity$3.4B in untapped SPARC opportunity
X86 Oracle oppty$45B
SPARC oppty$3.4B
Copyright © 2016, Oracle and/or its affiliates. All rights reserved. |
Global Server Market by Integrated System Type
Break down $53B server market by type of system
Confidential – Oracle Internal/Restricted/Highly Restricted 14Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |
Best of Breed$42B79%
Certified Reference Systems
$2.3B
HyperconvergedSystems
$2B
Converged Infrastructure
$3.7B
Integrated Platforms
$3B
Integrated$11B21%
2016 Global Server Market by Integrated System Type
Best of Breed
Certified Reference Systems
Hyperconverged Systems
Integrated Infrastructure
Integrated Platforms
• $11B is Integrated System TAM‐ IDC considers Oracle Engineered
System part of Integrated Platforms‐ Oracle is #1 in $3B Integrated
Platforms market with 51% share‐ Oracle has 14% share of total
Integrated Systems market
• 21% of server market is integrated systems, meaning room to maneuver Notes: Based on 2016 calendar year. Assume that remainder of $53B server market is best of breed. IDC considers
engineered system as integrated platform. IDC considers converged infrastructure as integrated infrastructure.Sources: (1) IDC WW Server Tracker_Historical Pivot_2016Q4_Oracle.xlsx; (2) IDC WW Converged Sys Tracker_FinalHistoricalPivot_2016Q4_Oracle.xlsx
$1.5B untapped Integrated Platforms opportunity$9.7B total untapped Integrated Sys opportunity
Oracle share
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15
Cloud, Your Way
On-Prem ES Cloud at Customer Public Cloud
100% Compatible, No Application Changes, Consistent Cloud Experience
Customer Data Center
Subscription
Oracle Managed
Oracle Cloud
Subscription
Oracle Managed
Customer Data Center
Purchased
Customer Managed
Copyright © 2017 Oracle and/or its affiliates. All rights reserved. |
Databases
Applications
Analytics
16
Oracle’s Unique Product Portfolio Advantages
Oracle Confidential – Internal and Authorized OPN Partners Only
Clear pathway to
cloud models
Faster time to value,
with better results
Purpose built for specific
workloads
Copyright © 2017 Oracle and/or its affiliates. All rights reserved. |
Databases
Applications
Analytics
Public CloudCloud at CustomerOn Premises
17
Three Deployment Models for Cloud Ready Infrastructure
Best of Breed
Technology enablers to
build your own cloud
infrastructure
Customizable
Appliance
Simplicity
Integrated for ease of
deployment and operation
Exa &
Super
Maximal
Engineered for unmatched capabilities:
performance, scale, security
and availability
IaaS & PaaS
EnterpriseCloud
Run any workload in the
cloud: compute
networking, and storage
Store, backup, archive in the
cloud
Oracle Confidential – Internal and Authorized OPN Partners Only
Cloud @
Customer
Public Cloud On-Premises
Maintain control and
bring the value of the public cloud behind your firewall
Delivers a public cloud
experience in your data
center, behind your firewall
Cloud
Machines
Public Cloud On-Premises
Copyright © 2017 Oracle and/or its affiliates. All rights reserved. |
Databases
Applications
Analytics
Public CloudCloud at CustomerOn Premises
18
Three Deployment Models for Cloud Ready Infrastructure
Oracle Confidential – Internal and Authorized OPN Partners Only
Enablers:
• X86, SPARC • VMs• Linux, Solaris• Data Center
Fabric• Storage• Tape• Management
Best of Breed
Customizable
• DatabaseAppliance
• Private Cloud Appliance
• Big Data Appliance
•M
iniC
lust
er
Appliance
Simplicity
• Exadata• ZDLRA
• Exalogic
• Exalytics
•Su
per
Clu
ster
Exa &
Super
Maximal
• Database Cloud Service
• Exadata Cloud Service
• Analytics CloudEnablers:• SPARC and x86
Compute• Network• Storage• Archive• Database
Backup
IaaS & PaaS
EnterpriseCloud
• ExadataCloud Machine
• OracleCloud Machine
• Big DataCloudMachine
Cloud
Machines
Public Cloud On-Premises
Copyright © 2016, Oracle and/or its affiliates. All rights reserved. | Confidential – Oracle Internal/Restricted/Highly Restricted 19
Use Oracle Cloud Story to Capture On-Premises Business
Optimize for Today, Plan for Tomorrow
Our Message:
Our Mission:
Our Method:
Leverage the Power of the Portfolio
Copyright © 2016, Oracle and/or its affiliates. All rights reserved. | 20
Oracle Is the Right Partner for Your Business
Targeted Journeys to the Cloud
Targeted Programs to Make You Money
Target-Rich Market Opportunity
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Become a Trusted Advisor Help Your Customers With Their Cloud Strategy
Explain choices, Oracle’s Cloud strategy and define next steps
• Evolve relationship to a strategic partner
• Opportunity to displace long-term competitors
• Goal: sell more on-premises and cloud services
Oracle Confidential – Internal and Authorized OPN Partners Only
Copyright © 2016, Oracle and/or its affiliates. All rights reserved. | 22