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Copyright © 2012, Oracle and/or its affiliates. All rights reserved. 1 Oracle PartnerNetwork Opportunities Jay Messenger Team Lead, US SLG and Canada Hardware Oracle Public Sector Channels Organization
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. 2 Oracle Corporation INNOVATION $36.9B in revenue on a trailing twelve- month basis* 2 nd largest Enterprise Software co. #1 in 50 product/industry categories 390,000 customers in 145 countries 25,000 partners 115,000 employees Founder-led Company * GAAP revenue reported in USD as of August 31, ,000 developers and engineers 18,000 customer support specialists, speaking 29 languages 18,000 implementation consultants 15 million developers in Oracle online communities 2 million students supported annually 900 independent Oracle user groups with 500,000 members SCALE
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 3 Investment in Innovation and Integration Figures in GAAP
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 4 Oracle Acquisitions
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 5 Oracle Strategy Complete Stack Best-of-Breed Open Vertical Integration Extreme Performance Engineered Systems Complete Customer Choice On-Premise Private Cloud Public Cloud Hybrid
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 6 Our Market Potential is Massive Total Market Opportunity for Hardware Running Oracle Apps & Oracle Database: $26.8B – Storage: $9.5B Servers: $17.3B Market Share Impact if 25% HW Conversion of Total SW Opportunity: – Storage: 19% Share Servers: 20% Share
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 7 Oracle Engineered Systems Exalogic Elastic Cloud Big Data Appliance Exalytics SuperCluster Exadata Backup, Logging and Recovery Appliance Database Appliance Virtual Compute Appliance
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 8 Best Enterprise Portfolio T4-1B T4-1 T4-2 T4-4 T5-1B T5-2 T5-4 SuperCluster T5-8 and M6-32 Exalytics T5-8 Entry-LevelMid-RangeHigh-EndEngineered Systems M6-32, M5-32 T5-8
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 9 An Application-Engineered Portfolio for Data Storage & Archive NAS for High- Performance Databases SAN for Application Consolidation Tape for Deep Archive ZFS Axiom StorageTek APPLICATION ENGINEERED STORAGE
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 10 Oracle Storage Saves You Time and Money 65% reduction in administration and provisioning –Dynamically tuned to optimize database performance 44% faster troubleshooting –DTrace storage analytics provides deeper understanding, more quickly 5 of 10 storage administrators can be repurposed –Deliver strategic projects faster –$1M potential savings annually
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 11 Increased Query Speed Compression Ratio Oracle Database Runs Best on Oracle Storage Only on Oracle: Hybrid Columnar Compression (HCC) 11g query time Available with Oracle Database 12c, and Only with Oracle Storage Real World Results Trials on queries and large customer tables in retail, financial and telco Up to 50x compression 3x to 8x faster queries Increased performance for most data warehouse and data protection workloads Query
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 12 Oracle PartnerNetwork Delivering Value
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 13 WHY Partner with Oracle
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 14 Partner Revenue Mix – Today vs. Expected 2015 Source: UBM Channel
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 15 Oracle PartnerNetwork Ecosystem
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 16
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 17 Free Licenses Integration Opportunities ISV Communities OPN Program Benefits Competency Center Free Online Training 24/7 OU Vouchers & Discounts BootCamps Award Wining Tech Support Partner Business Center Oracle Technology Network Branding & Logos Marketing Materials Solutions Catalog Opportunity Registration Referral & Registration Benefits OPN Incentive Program
18 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. 19 Hardware (HW) Channel Managers Software (SW) Channel Managers Engineered Systems Channel Managers Team Leads Responsible for all CM’s in Geo’s Government Resell Programs Group Supports the Entire Public Sector Channel Organization Responsible for managing all Oracle held and partner held non-standard contract vehicle requests All partner requests for adding Oracle products to programs and or contracts Manages partner compliance with PSA, FUDA and OPN agreement All Public Sector due diligent issues Partner business practices and Public Sector business strategy Compliance training and facilities visits Manager Federal SI’s Manager SLG/Canada Manager Federal GRPG VP North America Public Sector Channels
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. 20 (PS)Public Sector Channels Organization North America Coverage and Deal Support for Partners End User CustomersTech SoftwareApps SoftwareEngineered SystemsHW (Servers, Storage, Tape) Canada (All Public Sector) PS-SW Channel Manager PS-SW ChannelPS-Eng Sys Channel Manager PS-HW Channel Manager US SLGPS-SW Channel Manager PS-Eng Sys Channel Manager PS-HW Channel Manager Higher EdPS-SW Channel Manager * Commercial-SW Channel Manager PS-Eng Sys Channel Manager * Commercial-HW Channel Manager FederalPS-SW Channel Manager PS-Eng Sys Channel Manager PS-HW Channel Manager HealthcarePS-SW Channel Manager * Commercial-SW Channel Manager PS-Eng Sys Channel Manager * Commercial-HW Channel Manager * Apps SW and HW products coverage has not moved into Oracle Public Sector as of June 1, 2014
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. 21 WA MT OR ID WY CA NV UT CO AZ ND SD NE KS MN IA MO WI MI IL IN OH NM TX OK AR LA KY TN MS AL VA GA FL SC NC WV PA NY ME VTVT NHNH MA CTRI NJ DE MD DC AK HI West/Central Michael Murphy San Diego, CA FY15 US SLG HW Channel Managers Coverage Map East/Central Carolyn Assad Boston, MA US SLG Mandy Jandik Denver, CO Jay Messenger Team Lead Reston, VA Andrew Thomas Tier III Approver Dallas, TX
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. 22 Oracle Internal Confidential FY15 Canada HW Channels Coverage Map Canada Joy Everett
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. 23 Oracle Internal Confidential WA MT OR ID WY CA NV UT CO AZ ND SD NE KS MN IA MO WI MI IL IN OH NM TX OK AR LA KY TN MS AL VA GA FL SC NC WV PA NY ME VTVT NHNH MA CTRI NJ DE MD DC Engineered Systems – Norma Dubois AK HI West Jim Sanchez South Heather Sklar Northeast Sarah Bobby Rockies & Central Julie Guerrero FY15 S&L SW Channels Coverage Map Mid-Atlantic Jodi Thomas Engineered Systems – Erin Ireland
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