5 Oracle Corporation US$ 10b company Over 40,000 employees 200,000 Database Customers Worldwide13,000 Applications Customers Worldwide
6 Importance of Partners 13,500 active members in the Oracle PartnerNetwork46% OPN community are ISVs100,000 active users registered in the Oracle PartnerNetwork Portal40% worldwide license revenue generated by Partners47% growth in indirect license revenue from ISVs47% current ISV’s with Distribution Agreements70% of Oracle's FY04 YTD application business is influenced by partners51% of Oracle’s applications and On Demand implementations are done by partners242% growth in SE One incremental revenue from Q3 to Q4This is how important you’ve been to our strategy….moving forward, there are expanded opportunities for you…Remove 47% of revenue generated by partners.
7 Source: Gartner Global Industries Worldwide Forecast, Sept. 2003 Importance of ISVsProvide industry domain and expertiseProvide localization and proximity requirementsExtend footprint in key industry segmentsDrive deeper adoption of Oracle TechnologyKey influencers in IT SpendTotal Software Spend, 2003BankingProfessionalServicesHigh TechHigher EdLifeSciencesChemicalsCPGHealthcareRetailTrans.UtilitiesAMCCommunicationsGovernmentIndustrial Mfg.Projected 5 Year CAGRWholesaleIndustry2003CAGRBanking$8,295.66.8%Communications$7,195.53.1%Government (Federal)$7,002.89.3%Professional Services$4,963.06.7%Retail$4,572.19.5%Industrial Manufacturing$4,205.04.6%Healthcare$3,948.68.9%Transportation$3,861.27.2%Utilities$3,136.97.3%High Tech$3,100.29.4%CPG$1,992.5Higher Education$1,775.2Chemicals$1,286.7Life Sciences$853.8AMC$517.65.7%Source: Gartner Global Industries Worldwide Forecast, Sept. 2003
9 Oracle Alliances & Channels Single Face of OracleOracle Alliances & ChannelsOracle MarketingOracle SalesOracle ConsultingOracle SupportOracle DevelopmentOracle UniversityProgramPortalCommunityOracle PartnerNetwork provides the framework for our business with partners which spans all geographies, languages, cultures and governmental regulations. The program delivers a common set of business processes for greater efficiency, resources and benefits targeted to partners’ areas of focus, a community of global partners, accessible through a single point of entry, the OPN portal. Supporting all interactions with partners is one consistent set of business practices, standardized worldwide.The allows us to deliver resources and benefits that have greater relevancy for our partners. (Use 10g as an example.)OPN allows us to drive product adoption & market development in the areas where the partner has expertise as well as where Oracle wishes to go to market.As partners identify the areas in which they currently offer a product or service around our technology, we are then able to target and simplify access to the resources they need.Through OPN we are able to measure partners’ technical competence and business commitment to and investment with Oracle.PARTNER BENEFITS:Product Development / SupportDevelopment SoftwareDevelopment ToolsDevelopment KitsImplementation MethodologyTechnical BriefingsEducate:Oracle UniversityTechnical TrainingImplementation Workshops/BootcampsOnline TrainingProduct / Field MarketingMarketing KitsMarketing ToolsMarketing TrainingMarketing WorkshopsBrandingField SalesOMMSales KitsSales ToolsSales / SC Assessment Training and TestsSolutions Catalog ProfilesManage:Alliances & Channels HQContracts & AgreementsDistribution Terms & ConditionsOnline Business PlanningInteraction Center
10 Partnering With Oracle Three Partner LevelsPartnerCertified PartnerCertified Advantage PartnerFour Product Focus AreasDatabaseApplication ServerApplicationsCollaboration Suite
11 Product Focus Areas Application Server Collaboration Suite Database ProductsSpecializationsApplication ServerBusiness IntelligenceJ2EE/Web ServicesMobilePortalSecurityCollaboration SuiteComplianceCalendarFiles and UltrasearchVoic and FaxWeb ConferencingWireless and VoiceDatabaseRACE-Business SuiteCRMFinancialsHuman ResourcesProjectsSupply Chain ManagementTechnology
12 Oracle Information Architecture Information AccessBusiness ProcessesData HubGrid InfrastructureDevelopment FrameworkEnterprise ManagementThe whole of how information technology interoperates and cooperates is contained within this model. How information is organized, how it interacts within your business processes, how it can be organized, protected, managed and translated into real corporate value. This presentation will talk about each of these component parts and the role they have to play in creating and evolving a long term information architecture, so that your business can best unlock the potential of all of the technology miracles that interplay in your operations.The core of the architecture includes:utility-like data management in utility-like grid infrastructure.a method for creating a consensus about key information between all your systems by using a data hubin business processes, the actual applications and practices that have changed your operations from a business to an e-businessA method for providing consistent, personalized access to collaboration and intelligence.informationAdd to that a coherent method of managing and developing to this architecture, and the ability realize this architecture on demand and you have the Oracle Information Architecture[next]Oracle On Demand
13 The Same Technology for the Mid Market Oracle 10g Goal:Reduce administration costs by 50%Complete infrastructure to simplify and automate management and performance tuningApplication & SQLManagementStorageManagementSystem ResourceManagementBackup & RecoveryManagementSpaceManagementDatabase ManagementIntelligent Infrastructure
14 You Can Start Small … Database Standard Edition One $149 per user/ $4995 for two processorsQuick and simple installAutomated tuning and management tasksEasy and automated storage managementDependable performance and scalability… and grow as your customer demands dictateA word to sum up this release is “Simplify”. In order to get hundred, or even thousands of computers to work together requires a hugeAmount of automation and simplified management. So, we’ve focused on these major areas of the server to greatly improve theManageability, not just of one server, but of many servers running on grid configurations.We’ve worked to:Cut storage management time and effort significantMore Easily deploy and maintain clusters,Provides a unified data provisioning methodProvide heightened control and automation of managing databases in a grid environmentWe’ve also streamlined partner experience with some very powerful new technologies to make it easier to embed Oracle into their applications.[next slide]
22 NEW : Support Benefits Infrastructure and Process Increase supportability for Partners and their CustomersAlignment with ISV life-cycle to ensure increased engagement during critical periodsUpdated training on leveraging Oracle SupportTrend analysis on Support data to better provide pro-active assistance
24 NEW : Marketing Benefits Event WizardLow cost list acquisionOracle PublishingSolutions CatalogUpdated Marketing Kits for Business Development Initiatives and Product Focus Areas
25 Business Development Initiatives Mid-marketGridIndustriesOn DemandLinuxHere it would be appropriate to highlight how partners can work with us in each of these areas….perhaps Rauline will drill down a bit more when she goes into field delivery and engagement.Overall FY05 Objectives Agreed Upon in Regional A&C Management Meeting:OPN membership growth (13000) 10% overallRevenue associated with partners and Oracle economyISV recruitment, enablement, sales (20-30%)Industry / Solution partnering (completion of at least 2 industries)Mid Market growthLinuxGlobal Account ManagementPartner Readiness and CompetencySimplification of business process / practice********************************************************************************************Mid-Market Objectives:Gain momentum in fastest growing market segmentOvercome mid-market customer and partner perceptionsCreate awareness of Oracle solutions for the mid-market customerRecruit partners offering mid-market solutionsDrive adoption: technology and applicationsIndustries Objectives:Improve Oracle visibility in the industry spaceDeliver better and complete solutions to the customers through partnersIncrease the contribution of the Industry solutions to the Oracle revenueDefine a specific path to better engage selected Partners on Industries, maximizing the Oracle economyImprove field readiness on the Industry Partner StrategyISV FocusRegain lost momentum and demonstrate renewed commitment to ISVsRecruit ISVs to complete industry solution footprintsOracle Information ArchitectureEstablish Customer Data Hub as a development and integration platform for ISVs and SIs.Programatize OIA for partner adoption in integrationGrid Computing Drive adoption of Oracle 10g on Linux and promote participation in Grid Computing.Linux:Drive adoption of Oracle 10g on Linux and promote participation in Grid Computing.Outsourcing:Oracle Information Architecture
26 Demand Generation : Product Focus Oracle Database and Application Server 10gOracle Collaboration SuiteGrid ComputingLinuxOn DemandOracle Information Architecture
27 Demand Generation : Industry Alignment Few Industries, specific subsegmentsTargeted spearheadsDrive revenue through joint go to market and common value proposition based on a combination of:Oracle technology and EBS modulesSystem Integrators Industry Knowledge & competencesSpecialist partnersIndustry Solution Partner Applications for specific areas
28 Demand Generation : Mid-Market Mid–market is the fastest growing market for IT spendCustomers want to buy from a trusted advisor – YouOracle is affordable and easy to use and manageGo-to-market with partner solutions to reduce customer complexity and extend reachTarget the marketplace with 10g special featuresDrive demand for mid-market solutions that map to IT spending trendsSo what exactly is Oracle’s mid-market strategy?Well, first lets look at the customers requirements. At a high level, customers in the mid-market are looking for real solutions to business problems.The first part of our strategy is to work closely with our ISV partners to ensure that there is a broad platform of Oracle based solutions available to solve these business problems. Our aim is to publicise these solutions and help stimulate demand for our partners, and thereby indirectly for our own products.10g special features:Smaller footprintEasy install and managementBetter embeddable capabilitiesLower total cost of ownershipStandard Edition OneStandard Edition with RAC
30 NEW : Sales Benefits Financing Updated Sales Kits Open Market Model SE One and Oracle 10gOpen Market ModelOLSA (Oracle Software License Agreement) Click Wrap AgreementsElectronic OrderingOLSA OnlineElectronic Product DeliveryEnd user welcomeSecure approvals through your Oracle Channel Manager2 year Distribution Agreement
31 Distribution Options Model Definition Discount Full Use Unrestricted programs with all functions intact that a partner resells to the end-user.30%Application Specific (ASFU)60%Restricted license type sold by an ISV in conjunction with its Application Package.Embedded (ESL)Highly restricted license type sold by an ISV embedded in its Application Package.80% off Oracle listor5% of their published application price for SE10% of their published application price for EE
32 Simplification of Working with Oracle We are putting into place systems and process to simplify how you do business with Oracle….
33 Ease of Interaction Simplified portal access through dashboards By Product Focus AreaBy Business Development InitiativeBy Partner CategoryBy IndustrySimplified upgrade criteria and processProductFsCertifiedAdvantageCertifiedThrough the portal, you’ll be able to access business development initiatives, product focus areas, and industry footprints plus upgrade your membership easily. Navigation has been streamlined to offer resources based on your partner type and area(s) of engagement.Partner
34 Summary : ISV Resources ExistingNewSupportMetaLink support for membersSupport & upgrade for CP/CAPISV service level model for strategic partnersGlobal support accountsKnowledge transfer programTechnicalPTSGrid Center program with select platform partnersEBSi technical support salesSalesGlobal account planning for strategic partnersIncluding sales engagement model and joint marketing planningOpen Market Model for lead registration, influence and referralMarketingSolutions CatalogSelf Service marketing tools and kitsSolutions Catalog with promotion to Oracle SalesInclusion in marketing campaign lead flow (ex: mid-market and industries)Enhanced event and marketing planning and execution assistanceOTNGeneral OTN benefitsNew ISV Center. Benefits to include:Online trainingSubset of MetaLink supportNewsletter with ISV focused topicsOnline discussion and bulletin board forumsISV specific contentMigration & AssistancePDF benefitsFinancing option for migration projects through OFDProposed Migration Center of Excellence (TBD)Deliverables and Timelines for talking points:Simply Business Awareness CampaignNorth America Launch at Gartner Mid-Market Event on April 19thCombined with advertising, banner placement, etc.Technology : 10g, SE One, SE with RACApplications : E-Business Suite Special EditionDemand Generation activities for FY05Mid-Market Solution BrochureCombined Tech and Apps messagesInitial Launch March 15thSolution CD produced regionally each quarterISV Recruitment Campaign
36 Next StepsIf you’re not a member join OPN atUpdate your Solutions Catalog profile for marketing exposure to customers, partners and Oracle salesLeverage OMM for opportunity management and sales engagementDeepen your adoption of Oracle TechnologyIntegrate your applications through integration services or customer data hubLeverage demand generation campaigns to promote your joint solutionsIdentify new areas for go to market engagement through Oracle PartnerNetwork business development initiativesEnsure you are using the new Oracle PartnerNetwork branding on your website and marketing materials* Partners will automatically be migrated to specific Product Focus Areas based on their existing relationship with Oracle.Solutions Catalog Lead Flow Timeline:Chaitra is targeting somewhere around Oct to November timeframe provided Apps IT has resources. She is already working on a proposal for Lead functionality/routing/integration to GCORS/PRM that we can position to all the regions/LOB stakeholders. I am estimating the base proposal will be ready from my team by end of this month.