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 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
12%
Healthcare
High Tech
Government
Retail
10%
Wholesale
Projected 5 Year CAGR
• 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
8%
Chemicals
Life
Sciences
Banking
CPG
Professional
Services
6%
Utilities
AMC
Communications
Trans.
4%
Higher Ed
Industrial Mfg.
2%
0%
$0
$2,000
$4,000
$6,000
$8,000
Total Software Spend, 2003
Source: Gartner Global Industries Worldwide Forecast, Sept. 2003
$10,000
Oracle PartnerNetwork:
Enabling Success
Single Face of Oracle
Oracle Alliances & Channels
Oracle Marketing
Oracle Sales
Oracle Consulting
Oracle Support
Oracle University
Oracle Development
Program
Portal
Interaction Center
Community
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
Database
Business Intelligence
RAC
Security
E-Business Suite
CRM
Financials
Human Resources
Projects
Supply Chain Management
Technology
Information Access
Business Processes
Data Hub
Grid Infrastructure
Oracle On Demand
Enterprise Management
Development Framework
Oracle Information Architecture
The Same Technology for
the Mid Market
Oracle 10g Goal:
Reduce administration costs by 50%
Application & SQL
Management
Storage
Management
System Resource
Management
Backup & Recovery
Database
Management
Space
Management
Management
Intelligent Infrastructure
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
Go-to-Market
Engagement
PARTNER CATEGORIES
EDUCATION
PROVIDERS
HW /
INF
Partner
ISV
Certified
RESELLERS
SERVICE
PROVIDERS
SYSTEM
INTEGRATORS
Certified
Advantage
GO-TO-MARKET
BUSINESS DEVELOPMENT INITIATIVES
INDUSTRIES
MID-MARKET
INFLUENCE / RESALE / REFERRAL
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
NEW : Training Benefits
 ISV Road Maps
 Updated Courses for Oracle 10g
 Sales
 Sales Consulting
 Reseller
 EBSi Roadmap – Coming Summer 2004
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
NEW : Marketing Benefits
 Event Wizard
 Low cost list acquision
–
Oracle Publishing
 Solutions Catalog
 Updated Marketing Kits for Business
Development Initiatives and Product Focus
Areas
Business Development
Initiatives
Mid-market
Industries
Linux
Grid
On Demand
Oracle Information
Architecture
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
Demand Generation :
Mid-Market




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
Standard
Edition One
Standard
Edition with
RAC
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
Model
Definition
Full Use
Unrestricted programs
with all functions intact
that a partner resells to
the end-user.
Restricted license type
sold by an ISV in
conjunction with its
Application Package.
Application
Specific
(ASFU)
Embedded
(ESL)
Highly restricted license
type sold by an ISV
embedded in its
Application Package.
Discount
30%
60%
80% off Oracle list
or
5% of their published
application price for SE
or
10% of their published
application price for EE
Simplification of
Working 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 criteria
and process
Certified
Advantage
Certified
Partner
Summary : ISV Resources
Existing
Support
Technical
MetaLink support for members
Support & upgrade for CP/CAP
ISV service level model for strategic partners
Global support accounts
Knowledge transfer program
PTS
Grid Center program with select platform partners
EBSi technical support sales
Global account planning for strategic partners
Including sales engagement model and joint marketing planning
Open Market Model for lead registration, influence and referral
Sales
Marketing
OTN
Migration &
Assistance
New
Solutions Catalog
Self Service marketing tools
and kits
Solutions Catalog with promotion to Oracle Sales
Inclusion in marketing campaign lead flow (ex: mid-market and industries)
Enhanced event and marketing planning and execution assistance
General OTN benefits
New ISV Center. Benefits to include:
Online training
Subset of MetaLink support
Newsletter with ISV focused topics
Online discussion and bulletin board forums
ISV specific content
PDF benefits
Financing option for migration projects through OFD
Proposed Migration Center of Excellence (TBD)
Next 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
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Oracle Partner Strategy