1Why Oracle? Why Now? Dale Weideling Vice President, VAR/VAD Technology SalesNorth America Technology ChannelsDale Weideling, Vice-President, VAR/VAD Technology SalesWelcome to Washington and thanks for making time for meTalk to you today about how Oracle is expanding the IT market opportunity and how you can playFocus in today’s session:InnovationOpportunityEase of Doing Business
2<Insert Picture Here> Why Oracle?<Insert Picture Here>Market Leading Products +Best of Breed Acquisitions =Increased Value for CustomersThe Most Complete SolutionsIncreased Opportunity for PartnersOpportunities Across the MarketOracle has combined our market leading producs with Best of Breed acquisitions to:Strengthen our product offeringsAccelerate innovationMeet customer demand more rapidlyWhich createsExpand opportunity for our partnersAt same time, we’ll spend $3 billion on R&D this yearNet result is stronger company with a more complete offering at every solution layer, from the database through the application layer
3Customers:”Out of the box” Integrated Solutions CompleteBreadth of technologyDatabase, Middleware, AppsMarketing leading functionalityOpenStandards-based productsExtensible – you can build on itIntegratedUnified product stack“App to Disc”ApplicationsMiddlewareDatabaseOracle’s strategy is all about: Complete, Open, IntegratedCustomers want their entire IT environment to work together, out of the boxOracle will be first company that can actually do that, from the applications to the diskTested, pre-configured, secure, and optimizedA great example is our Exadata data warehouse partnership with HP.By working closely with HP we’ve developed an optimized data warehouse hardware/software combination that achieves 10 times the data query performance of traditional data warehouse configurationsWhile other companies are stepping back and retrenching . Oracle continues to Power Through the current economic environment , providing our customers withNew, and better integrated products and solutionsWhich means more sales opportunities for our partnersInfrastructure
458 Oracle Acquisitions: FY’05 - Present APPLICATIONSTECHNOLOGYEnterprise DealsManufacturing IndustriesRetail IndustryComms IndustryBanking IndustryUtilities IndustryInsurance IndustryProject Portfolio MgmtCross IndustriesEnterprise DealsPerformance ManagementIdentity ManagementContent ManagementMiddleware ManagementDatabaseSystems Management**We’ve always been the market leader in database, but we continue to enhance our product set through innovation and acquisitionThe goal of our acquisition strategy was to become #1 supplier of software solutions:More industriesMore product areasMore geographiesWe believe we have achieved that goalSince 2004 we’ve had 58 acquisitionsWhere there is an appropriate fit, Oracle will continue to acquire leaders in the software industry.***Transaction has not closed yet.
5Oracle Fusion Middleware ApplicationsMiddlewareDatabaseWe still lead the Database market, hands down, but we now have marketing leadership in middleware as well:Oracle Fusion Middleware is a complete, open and integrated suite middleware with Best of breed solutionsIn addition to development and management toolsIt includes solutions for Business Intelligence, Enterprise 2.0, Security, and SOAInfrastructure55
6Analyst Recognized Leadership Leader in 16 Forrester WavesComposite App Infrastructure New Systematic ApplicationsBackend Integration ProjectsEnterprise Application ServerHorizontal Portal ProductsBusiness Intelligence PlatformsCorporate Performance Mgmt.Web Access ManagementUser ProvisioningFrom Gartner to Forester, The industry analysts have recognized our leadership in middlewareBurton Group “Short List”66
7Customer Growth & Product Strategy Business Intel & Publishing 80,000+Application GridBusiness Intel & PublishingEnterprise 2.0 & BPMSOA SuiteBPEL Process ManagerDevelopment ToolsContent ManagementIdentity ManagementEven though Fusion Middleware products have been around Oracle for some time, this is our fastest-growing segmentAs we acquire these customers, we expand the Oracle economy and introduce more customers to Oracle technologyWe all know acquiring new customers is expensiveFor our partners these customer acquisitions represent increased opportunity to provide more solutions to their existing customersAnd more cross sell and upsell opportunity.Of course, it also means additional ways to get in the door of new customersApplication Server77
8Oracle Fusion Middleware 11gR1 Oracle’s Most Important Release – Ever Brand New Release of Fusion MW SuiteBrings together Oracle & BEA FunctionalitySignificant New Product Functionality2,900+ new featuresBest of Breed Products – expands New Sales opportunitiesSeamless Suite Integration – drives Cross-Sell opportunitiesCombination of products – drives Consolidation opportunitiesWe’ve just released 11gR1 which brings together the Oracle and BEA product functionalityWe also added over 2,900 new featuresIf you have not looked at our Fusion middleware products now is a perfect time88
9*Source: Gartner Group Oracle Database 11g Lowers IT CostWorld’s #1 Relational Database235,000 Customers48.6% RDBMS market share*Comprehensive securityHigher availabilityEasier to manageLower cost of ownershipOf course we continue to invest in the Oracle Database family as well to maintain our #1 market position.Oracle database 11g provides customers withComprehensive securityHigher availabiltyAnd easier managementAll at a lower cost of ownership*Source: Gartner Group
10Right Products for Mid-Market Oracle Database 11g easy to:InstallDevelopManageStreamlined SMB PackageOne CD for WindowsOne CD for LinuxWe’ve also invested in in products for the SMB spaceOracle Standard Edition one offers the power of the ORCL database in a streamlined package that is easy to install and manage, priced for the SMB market.As customers growth and demand more features they can easily migrate to Standard or Enterprise Edition without impacting their applications.
11Oracle’s Strategy Drives Growth in a Challenging Economy Oracle strategy paying off in down economyFY09 earnings up 3%Profit up 11%Q4 quarterly cash dividendPartner sales continue to growOur strategy is workingIn FY09 which ended in May, Oracle:Continued to drive higher revenue and profitDeclared or first ever dividend in Q4And our partners grew along with us, experiencing positive year over year growth in our technology resale business
12Partnering Priorities for FY10 Specialization: Fusion Middleware “Pillars”App Server, Portal, SOA, BI, Content Management, SecuritySpecialization: Grid ComputingModernization, server consolidation, high availability, virtualizationMarket Coverage: Aligning Resources to YouEmerging Market segmented sales support resourcesNational Accounts “Geo” repsEnterprise “Cover the subs”Vertical expertiseWe’ve specialized our sales forceWe are integrating partners with expertise in our Fusion Middleware “pillars” into the sales teams to create new license sales opportunities and services for our partnersIf you have expertise in application servers, portals , content management, SOA, Business Intelligence or Security we’d like to talk to you about becoming an ORCL partner. Or adding additional solutions to your practiceThe same for partners who are focused on platform modernization.If you ‘re in the server and storage infrastructure business we’d like to talk to you about how adding ORCL to your business can strengthen your value prop to customers and grow your revenueAnd of course, partners provide market reach for us. Whether you focus on SMB or Enterprise accounts, we have resources aligned to work with you
13Partner Sales Support Open Market Model Our commercial sales organization is segmented into Enterprise, National Accounts and Emerging MarketEmerging market is a new focused segment for us. We’ve invested in a small team of sales resources that is looking for partners focused on that space to team with.Our Open Market Model allows partners to register resale opportunities across all of these segments, including our Enterprise accounts which is new for this year.Registering opportunities insures cooperation from our sales teams and allows us to better align resources to support you r sales effortsWe have channel managers aligned to each segment who can help you with opportunities and alignment with our sales teams
14Interested in becoming a partner? From partner.oracle.com you can learn more and Sign up for the Oracle Partner NetworkIf you are already an OPN member, this is your starting point for product information, sales kits and enablement
15Remarketer Program New zero barrier to entry program enables SMB sales QuickStartPartnerCertified PartnerCertified Advantage PartnerAnnual Membership Fee$0$300$1995$1995$1995Partner’s Benefits -- Oracle’s CommitmentRemarketer ProgramNew class of Oracle reseller, not directly affiliated with OracleNo OPN Fees/No OPN benefitsAble to resell Oracle SE1/SE productsStandard Terms, Conditions & PricingRemarketers leverage VAD for all support, training, etc.QuickStart programAccess to limited OPN benefits and productsFull OPN MembershipFull access to all resources and resale for Tech productsWe offer three ways to get startedThe Remarketer program allows you to resell a limited set of products without joining OPN. No fees, no contractsQuick Start program provides limited access to benefits and productsOPN Membership provides full access to benefits and resale of all technology products as well as the opportunity to achieve Certified and Certified Advantage status
16How do I get trained? OPN Competency Center Start by taking a pre-assessment and build a customized Guided Learning PathSave your Guided Learning Paths as projects and work on them over timeView and manage your complete Oracle training historyCollaborate by sharing your opinion on contentAccess Solution Kit materials available on OPNOnce you are a member, how do you get enabled?Last fall we announce Enablement 2.0 at Oracle World.Enablement 2.0 offers comprehensive enablement resources, from online self study to live boot camps.The OPN Competency Center is the starting point to develop your enablement plan and build customize guided learning paths based on your needs and focus areas
17Profile of a Successful ORCL SI/VAR Solution focusedBalanced resale of software, services and/or hardwareEstablishes “brand” with local Oracle sales teamsEngages the resources available
20Who is Ironworks?Ironworks is a project-based consulting company with one mission – never fail a client . We measure our success by the success of our clients.
21Why Ironworks? The “Right Size” Experienced Resources We are large enough to provide depth, experience and expertise, yet small enough to provide the intimacy and agility to be responsive to your needs.Experienced ResourcesOur teams include senior, experienced program managers, designers, information architects, developers, and engineers – we don’t sell with the “A” team, then staff the job with the “B” team.Integrated Strategy, Design and DevelopmentThis integration means that our strategies are practical, our applications are highly usable, and our technical solutions are expandable and maintainable.
22WEB SOLUTIONS (Fusion E2.0) Our Service OfferingsBUSINESS CONSULTINGWEB SOLUTIONS (Fusion E2.0)SYSTEM INTEGRATION(Fusion SOA)Program Management OfficeIT Strategy and RoadmapVendor and Tool SelectionBusiness Process ImprovementComplianceWeb StrategyWeb Design and UsabilityPortalsEnterprise Content ManagementWeb AnalyticsE-CommerceEnterprise SearchApplication ManagementService-Oriented Architecture (SOA) Strategy and ImplementationBusiness IntelligenceApplication Integration
24How The Partnership Got Here Evolution of Ironworks partnership expectations and model:Professional services vs. license sales/reselling“Going it alone” versus working with partners (> 5%, < 80%)Recognize it’s a two way streetLead and opportunity sharing is the bottom lineEvolution of Ironworks and Oracle relationship:Enterprise Partnership – expansion of Oracle product stackInvolvement of Ironworks in Oracle sales verification program:E20 (approved) and SOA (in process)StellentOracleFusionFuegoBEABEAPlumtree
25Why is This Partnership Working? Complementary missions and objectives – relationship “fit”:Help clients achieve business objectives through technology and servicesExpand client base and footprint within clients (licenses and services) – leverage our ability to go wider and deeper in accounts.Mutual executive commitment to success of relationshipStrong working relationships between Oracle Account, Services, and Channel teams and Ironworks professionalsJoint account relationships and joint account planningAlignment of our services capabilities to Oracle Product StackResultsOracle has demonstrated by its actions and leads provided that they are committed to this partnership.
28Summary and Actions Right time to do business with Oracle Technology and industry leadershipCross-sell and upsell opportunitiesEase of doing businessLearn more about Doing Business with OracleVisitEngage your VADVisit the Oracle Booth