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 ISV’s with Distribution Agreements
70% of Oracle's FY04 YTD application business is influenced by partners
51% of Oracle’s applications and On Demand implementations are done by partners
242% growth in SE One incremental revenue from Q3 to Q4
This 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 ISVs
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
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
Industry
2003
CAGR
Banking
$8,295.6
6.8%
Communications
$7,195.5
3.1%
Government (Federal)
$7,002.8
9.3%
Professional Services
$4,963.0
6.7%
Retail
$4,572.1
9.5%
Industrial Manufacturing
$4,205.0
4.6%
Healthcare
$3,948.6
8.9%
Transportation
$3,861.2
7.2%
Utilities
$3,136.9
7.3%
High Tech
$3,100.2
9.4%
CPG
$1,992.5
Higher Education
$1,775.2
Chemicals
$1,286.7
Life Sciences
$853.8
AMC
$517.6
5.7%
Source: Gartner Global Industries Worldwide Forecast, Sept. 2003

8. Oracle PartnerNetwork: Enabling Success

9. Oracle Alliances & Channels
Single Face of Oracle
Oracle Alliances & Channels
Oracle Marketing
Oracle Sales
Oracle Consulting
Oracle Support
Oracle Development
Oracle University
Program
Portal
Community
Oracle 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 / Support
Development Software
Development Tools
Development Kits
Implementation Methodology
Technical Briefings
Educate:
Oracle University
Technical Training
Implementation Workshops/Bootcamps
Online Training
Product / Field Marketing
Marketing Kits
Marketing Tools
Marketing Training
Marketing Workshops
Branding
Field Sales
OMM
Sales Kits
Sales Tools
Sales / SC Assessment Training and Tests
Solutions Catalog Profiles
Manage:
Alliances & Channels HQ
Contracts & Agreements
Distribution Terms & Conditions
Online Business Planning
Interaction Center

10. Partnering With Oracle
Three Partner Levels
Partner
Certified Partner
Certified Advantage Partner
Four Product Focus Areas
Database
Application Server
Applications
Collaboration Suite

11. Product Focus Areas Application Server Collaboration Suite Database
Products
Specializations
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
RAC
E-Business Suite
CRM
Financials
Human Resources
Projects
Supply Chain Management
Technology

12. Oracle Information Architecture
Information Access
Business Processes
Data Hub
Grid Infrastructure
Development Framework
Enterprise Management
The 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 hub
in business processes, the actual applications and practices that have changed your operations from a business to an e-business
A method for providing consistent, personalized access to collaboration and intelligence.information
Add 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 tuning
Application & SQL
Management
Storage
Management
System Resource
Management
Backup & Recovery
Management
Space
Management
Database Management
Intelligent Infrastructure

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
A word to sum up this release is “Simplify”. In order to get hundred, or even thousands of computers to work together requires a huge
Amount of automation and simplified management. So, we’ve focused on these major areas of the server to greatly improve the
Manageability, not just of one server, but of many servers running on grid configurations.
We’ve worked to:
Cut storage management time and effort significant
More Easily deploy and maintain clusters,
Provides a unified data provisioning method
Provide heightened control and automation of managing databases in a grid environment
We’ve also streamlined partner experience with some very powerful new technologies to make it easier to embed Oracle into their applications.
[next slide]

15. Go-to-Market Engagement
Partner
Certified
Advantage
PARTNER CATEGORIES
EDUCATION
PROVIDERS
HW / INF
ISV
RESELLERS
SERVICE
SYSTEM INTEGRATORS
ENGAGE / ENABLE
BUSINESS DEVELOPMENT INITIATIVES
GO-TO-MARKET
INDUSTRIES
MID-MARKET
INFLUENCE / RESALE / REFERRAL

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. Business Development Initiatives
Mid-market
Grid
Industries
On Demand
Linux
Here 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% overall
Revenue associated with partners and Oracle economy
ISV recruitment, enablement, sales (20-30%)
Industry / Solution partnering (completion of at least 2 industries)
Mid Market growth
Linux
Global Account Management
Partner Readiness and Competency
Simplification of business process / practice
********************************************************************************************
Mid-Market Objectives:
Gain momentum in fastest growing market segment
Overcome mid-market customer and partner perceptions
Create awareness of Oracle solutions for the mid-market customer
Recruit partners offering mid-market solutions
Drive adoption: technology and applications
Industries Objectives:
Improve Oracle visibility in the industry space
Deliver better and complete solutions to the customers through partners
Increase the contribution of the Industry solutions to the Oracle revenue
Define a specific path to better engage selected Partners on Industries, maximizing the Oracle economy
Improve field readiness on the Industry Partner Strategy
ISV Focus
Regain lost momentum and demonstrate renewed commitment to ISVs
Recruit ISVs to complete industry solution footprints
Oracle Information Architecture
Establish Customer Data Hub as a development and integration platform for ISVs and SIs.
Programatize OIA for partner adoption in integration
Grid 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 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. Demand Generation : Mid-Market
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
So 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 footprint
Easy install and management
Better embeddable capabilities
Lower total cost of ownership
Standard Edition One
Standard Edition with RAC

29. Oracle PartnerNetwork: Sales

30. NEW : Sales Benefits Financing Updated Sales Kits Open Market Model
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 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 list or
5% of their published application price for SE
10% 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 Area
By Business Development Initiative
By Partner Category
By Industry
Simplified upgrade criteria and process P r o d u c t F s
Certified
Advantage
Certified
Through 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
Existing
New
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)
Deliverables and Timelines for talking points:
Simply Business Awareness Campaign
North America Launch at Gartner Mid-Market Event on April 19th
Combined with advertising, banner placement, etc.
Technology : 10g, SE One, SE with RAC
Applications : E-Business Suite Special Edition
Demand Generation activities for FY05
Mid-Market Solution Brochure
Combined Tech and Apps messages
Initial Launch March 15th
Solution CD produced regionally each quarter
ISV Recruitment Campaign

35. Next Steps

36. Next Steps
If you’re 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
* 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.