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Becoming a Successful Oracle Business Partner Bronwyn Hastings Vice President Global Alliances and Channels.

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Presentation on theme: "Becoming a Successful Oracle Business Partner Bronwyn Hastings Vice President Global Alliances and Channels."— Presentation transcript:


2 Becoming a Successful Oracle Business Partner Bronwyn Hastings Vice President Global Alliances and Channels

3 Agenda Importance of Partners Success Through Oracle PartnerNetwork Next Steps

4 Importance of Partners to Oracle

5 Oracle Corporation US$ 10b company Over 40,000 employees 200,000 Database Customers Worldwide 13,000 Applications Customers Worldwide

6 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 ISVs with Distribution Agreements 70% of Oracle's FY04 YTD application business is influenced by partners 51% of Oracles applications and On Demand implementations are done by partners 242% growth in SE One incremental revenue from Q3 to Q4

7 Importance of ISVs Source: Gartner Global Industries Worldwide Forecast, Sept Total Software Spend, 2003 Banking Professional Services High Tech Higher Ed Life Sciences Chemicals CPG Healthcare Retail Trans. Utilities AMC Communications Government Industrial Mfg. Projected 5 Year CAGR 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

8 Oracle PartnerNetwork: Enabling Success

9 Single Face of Oracle CommunityPortalProgram Interaction Center Oracle Sales Oracle University Oracle Development Oracle Marketing Oracle SupportOracle Consulting Oracle Alliances & Channels

10 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

11 Product Focus Areas ProductsSpecializations Application Server Business Intelligence J2EE/Web Services Mobile Portal Security Collaboration Suite Compliance Calendar Files and Ultrasearch Voic and Fax Web Conferencing Wireless and Voice Database Business Intelligence RAC Security E-Business Suite CRM Financials Human Resources Projects Supply Chain Management Technology

12 Oracle Information Architecture Development Framework Information Access Business Processes Data Hub Grid Infrastructure Enterprise Management Oracle On Demand

13 The Same Technology for the Mid Market Oracle 10g Goal: Reduce administration costs by 50% Intelligent Infrastructure Application & SQL Management System Resource Management Space Management Backup & Recovery Management Storage Management Database Management Complete infrastructure to simplify and automate management and performance tuning

14 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


16 Oracle PartnerNetwork: Development

17 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

18 Oracle PartnerNetwork: Training

19 NEW : Training Benefits ISV Road Maps Updated Courses for Oracle 10g Sales Sales Consulting Reseller EBSi Roadmap – Coming Summer 2004


21 Oracle PartnerNetwork: Support

22 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

23 Oracle PartnerNetwork: Marketing

24 NEW : Marketing Benefits Event Wizard Low cost list acquision – Oracle Publishing Solutions Catalog Updated Marketing Kits for Business Development Initiatives and Product Focus Areas

25 On Demand Linux Industries Grid Business Development Initiatives Mid-market Oracle Information Architecture

26 Demand Generation : Product Focus Oracle Database and Application Server 10g Oracle Collaboration Suite Grid Computing Linux On Demand Oracle Information Architecture

27 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

28 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 with RAC

29 Oracle PartnerNetwork: Sales

30 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 – Secure approvals through your Oracle Channel Manager 2 year Distribution Agreement

31 Distribution Options Full Use 80% off Oracle list or 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

32 Simplification of Working with Oracle

33 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 P r o d u c t F o c u s Partner Certified Advantage

34 Summary : ISV Resources ExistingNew Support MetaLink support for members Support & upgrade for CP/CAP ISV service level model for strategic partners Global support accounts Knowledge transfer program Technical PTS Grid Center program with select platform partners EBSi technical support sales Sales Global account planning for strategic partners Including sales engagement model and joint marketing planning Open Market Model for lead registration, influence and referral Marketing 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 OTN 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 Migration & Assistance PDF benefits Financing option for migration projects through OFD Proposed Migration Center of Excellence (TBD)

35 Next Steps

36 If youre not a member join OPN at 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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