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Why Oracle? Why Now? Dale Weideling Vice President, VAR/VAD Technology Sales North America Technology Channels.

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Presentation on theme: "Why Oracle? Why Now? Dale Weideling Vice President, VAR/VAD Technology Sales North America Technology Channels."— Presentation transcript:

1 Why Oracle? Why Now? Dale Weideling Vice President, VAR/VAD Technology Sales North America Technology Channels

2 Why Oracle?  Increased Value for Customers  The Most Complete Solutions  Increased Opportunity for Partners  Opportunities Across the Market Market Leading Products + Best of Breed Acquisitions =

3 Customers:”Out of the box” Integrated Solutions Applications Middleware Database Infrastructure  Complete – Breadth of technology  Database, Middleware, Apps – Marketing leading functionality  Open – Standards-based products – Extensible – you can build on it  Integrated – Unified product stack – “App to Disc”

4 APPLICATIONSTECHNOLOGY Enterprise Deals Manufacturing Industries Retail Industry Comms Industry Banking Industry Utilities Industry Insurance Industry Project Portfolio Mgmt Cross Industries Enterprise Deals Performance Management Identity Management Content Management Middleware Management Database Systems Management 58 Oracle Acquisitions: FY’05 - Present *Transaction has not closed yet. * * * *

5 5 Oracle Fusion Middleware Applications Middleware Database Infrastructure

6 6 Analyst Recognized Leadership Composite App Infrastructure New Systematic Applications Backend Integration Projects Enterprise Application Server Horizontal Portal Products Business Intelligence Platforms Corporate Performance Mgmt. Web Access Management User Provisioning Leader in 16 Forrester Waves Burton Group “Short List”

7 7 Customer Growth & Product Strategy BPEL Process Manager 80,000+ Application Server Development Tools Identity Management Content Management Enterprise 2.0 & BPM SOA Suite Application Grid Business Intel & Publishing

8 8 Oracle Fusion Middleware 11 g R1 Oracle’s Most Important Release – Ever  Brand New Release of Fusion MW Suite  Brings together Oracle & BEA Functionality  Significant New Product Functionality – 2,900+ new features – Best of Breed Products – expands New Sales opportunities – Seamless Suite Integration – drives Cross-Sell opportunities – Combination of products – drives Consolidation opportunities

9 Oracle Database 11g Lowers IT Cost Comprehensive security Higher availability Easier to manage Lower cost of ownership *Source: Gartner Group * World’s #1 Relational Database 48.6% RDBMS market share 235,000 Customers

10 Right Products for Mid-Market  Oracle Database 11g easy to: – Install – Develop – Manage  Streamlined SMB Package – One CD for Windows – One CD for Linux

11 Oracle’s Strategy Drives Growth in a Challenging Economy  Oracle strategy paying off in down economy – FY09 earnings up 3% – Profit up 11% – Q4 quarterly cash dividend  Partner sales continue to grow

12  Specialization: Fusion Middleware “Pillars” – App Server, Portal, SOA, BI, Content Management, Security  Specialization: Grid Computing – Modernization, server consolidation, high availability, virtualization  Market Coverage: Aligning Resources to You – Emerging Market segmented sales support resources – National Accounts “Geo” reps – Enterprise “Cover the subs” – Vertical expertise Partnering Priorities for FY10

13 Partner Sales Support Open Market Model

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15 RemarketerPartnerCertified Partner Certified Advantage Partner Remarketer Program New zero barrier to entry program enables SMB sales Partner’s Benefits -- Oracle’s Commitment Annual Membership Fee QuickStart $0$300$1995 Remarketer Program New class of Oracle reseller, not directly affiliated with Oracle No OPN Fees/No OPN benefits Able to resell Oracle SE1/SE products Standard Terms, Conditions & Pricing Remarketers leverage VAD for all support, training, etc. QuickStart program Access to limited OPN benefits and products Full OPN Membership Full access to all resources and resale for Tech products

16 How do I get trained? OPN Competency Center  Start by taking a pre-assessment and build a customized Guided Learning Path  Save your Guided Learning Paths as projects and work on them over time  View and manage your complete Oracle training history  Collaborate by sharing your opinion on content  Access Solution Kit materials available on OPN  Start by taking a pre-assessment and build a customized Guided Learning Path  Save your Guided Learning Paths as projects and work on them over time  View and manage your complete Oracle training history  Collaborate by sharing your opinion on content  Access Solution Kit materials available on OPN

17 Profile of a Successful ORCL SI/VAR  Solution focused  Balanced resale of software, services and/or hardware  Establishes “brand” with local Oracle sales teams  Engages the resources available

18 Scott Walker CEO Ironworks

19 19 Ironworks Consulting, LLC | 4121 Cox Road, Suite 205 | Glen Allen, Virginia | August 18, 2009 Oracle 8/18/09 Channel Meeting

20 20 Who 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.

21 21  The “Right Size”  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 Resources  Our 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 Development  This integration means that our strategies are practical, our applications are highly usable, and our technical solutions are expandable and maintainable. Why Ironworks?

22 22 Our Service Offerings BUSINESS CONSULTINGWEB SOLUTIONS (Fusion E2.0) SYSTEM INTEGRATION (Fusion SOA)  Program Management Office  IT Strategy and Roadmap  Vendor and Tool Selection  Business Process Improvement  Compliance  Web Strategy  Web Design and Usability  Portals  Enterprise Content Management  Web Analytics  E-Commerce  Enterprise Search  Application Management  Service-Oriented Architecture (SOA) Strategy and Implementation  Business Intelligence  Application Integration

23 23 Representative Clients HealthcareMfg/Retail/Dist Financial Services Other GovernmentAssociations

24 24  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 street  Lead and opportunity sharing is the bottom line  Evolution of Ironworks and Oracle relationship:  Enterprise Partnership – expansion of Oracle product stack  Involvement of Ironworks in Oracle sales verification program:  E20 (approved) and SOA (in process) How The Partnership Got Here Stellent Fuego BEA Plumtree BEA Oracle Fusion Oracle Fusion

25 25  Complementary missions and objectives – relationship “fit”:  Help clients achieve business objectives through technology and services  Expand 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 relationship  Strong working relationships between Oracle Account, Services, and Channel teams and Ironworks professionals  Joint account relationships and joint account planning  Alignment of our services capabilities to Oracle Product Stack  Results  Oracle has demonstrated by its actions and leads provided that they are committed to this partnership. Why is This Partnership Working?

26 26 Richmond 4121 Cox Road, Suite 205 Glen Allen, Virginia Research Triangle Regency Parkway, Suite 404 Cary, North Carolina DC Metro 8133 Leesburg Pike, Suite 650 Vienna, Virginia Charlotte Toringdon Way, Suite 205 Charlotte, North Carolina

27 27 Richmond 4121 Cox Road, Suite 205 Glen Allen, Virginia Research Triangle Regency Parkway, Suite 404 Cary, North Carolina DC Metro 8133 Leesburg Pike, Suite 650 Vienna, Virginia Charlotte Toringdon Way, Suite 205 Charlotte, North Carolina

28 Summary and Actions  Right time to do business with Oracle – Technology and industry leadership – Cross-sell and upsell opportunities – Ease of doing business  Learn more about Doing Business with Oracle – Visit – Engage your VAD – Visit the Oracle Booth

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