Becoming a Successful Oracle

Business Partner
Bronwyn Hastings
Vice President
Global Alliances and Channels
Agenda

Importance of Partners
Success Through Oracle PartnerNetwork
Next Steps
Importance of Partners to Oracle
Oracle Corporation

US$ 10b company

Over 40,000 employees

200,000 Database Customers Worldwide

13,000 Applications Customers Worldwide

 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
 Importance of ISVs

• Provide industry 12%

domain and expertise High Tech
Healthcare Government

Retail
• Provide localization 10%
Wholesale

and proximity Projected 5 Year CAGR

Life
Sciences
Chemicals Banking

8%
requirements CPG

• Extend footprint in 6%
Professional
Services

key industry segments AMC

Utilities
Communications
• Drive deeper 4%
Trans.

Higher Ed
adoption of Oracle Industrial Mfg.

Technology 2%

• Key influencers in IT
0%
Spend $0 $2,000 $4,000 $6,000 $8,000 $10,000

Total Software Spend, 2003

Source: Gartner Global Industries Worldwide Forecast, Sept. 2003

Oracle PartnerNetwork:
Enabling Success
Single Face of Oracle

Oracle Alliances & Channels

Oracle Marketing Oracle Sales

Oracle Consulting Oracle Support

Oracle Development Oracle University

Program Portal Community

Interaction Center
 Partnering With Oracle

 Three Partner Levels

1. Partner
2. Certified Partner
3. Certified Advantage Partner

 Four Product Focus Areas

1. Database
2. Application Server
3. Applications
4. Collaboration Suite
Product Focus Areas
Products Specializations
Business Intelligence Portal
Application
J2EE/Web Services Security
Server
Mobile
Compliance Voicemail and Fax
Collaboration
Email Calendar Web Conferencing
Suite
Files and Ultrasearch Wireless and Voice
Business Intelligence
Database RAC
Security
CRM Projects
E-Business Suite Financials Supply Chain Management
Human Resources Technology
Oracle Information Architecture
Development Framework
Information Access

Enterprise Management
Business Processes

Data Hub

Grid Infrastructure

Oracle On Demand
The Same Technology for
the Mid Market
Oracle 10g Goal:
Reduce administration costs by 50%

Application & SQL

Complete
Management infrastructure to
Storage System Resource
simplify and
Management Management
automate
management and
Backup & Recovery
Management Database
Space
Management performance tuning
Management
Intelligent Infrastructure
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
 Go-to-Market
Engagement
PARTNER CATEGORIES
ENGAGE / ENABLE

EDUCATION HW / SERVICE SYSTEM

ISV RESELLERS INTEGRATORS
PROVIDERS INF PROVIDERS

Certified
Partner Certified Advantage

BUSINESS DEVELOPMENT INITIATIVES

GO-TO-MARKET

INDUSTRIES
MID-MARKET

INFLUENCE / RESALE / REFERRAL

Oracle PartnerNetwork:
Development
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
Oracle PartnerNetwork:
Training
NEW : Training Benefits
 ISV Road Maps

 Updated Courses for Oracle 10g

Sales
Sales Consulting
Reseller
 EBSi Roadmap – Coming Summer 2004
Oracle PartnerNetwork:
Support
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
Oracle PartnerNetwork:
Marketing
NEW : Marketing Benefits

Event Wizard
Low cost list acquision
– Oracle Publishing
Solutions Catalog
Updated Marketing Kits for Business
Development Initiatives and Product Focus
Areas
Business Development
Initiatives

Mid-market Grid

Industries On Demand

Linux Oracle Information

Architecture
Demand Generation :
Product Focus
Oracle Database and Application Server 10g
Oracle Collaboration Suite
Grid Computing
Linux
On Demand
Oracle Information Architecture
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
 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

Standard
Standard
Standard
Standard Edition
Edition Editionwith
with
EditionOne
One RAC
RAC
Oracle PartnerNetwork:
Sales
NEW : Sales Benefits
 Financing
 Updated Sales Kits
– 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 email
– Secure approvals through your Oracle Channel Manager
 2 year Distribution Agreement
Distribution Options
Model Definition Discount

Full Use Unrestricted programs

with all functions intact 30%
that a partner resells to
the end-user.
Application
Specific Restricted license type sold
60%
by an ISV in conjunction
(ASFU)
with its Application Package.

Embedded Highly restricted license type 80% off Oracle list

or
sold by an ISV embedded in
(ESL) its Application Package.
5% of their published application
price for SE
or
10% of their published application
price for EE
 Simplification of
Working with Oracle
Ease of Interaction

Simplified portal access through dashboards

– By Product Focus Area
– By Business Development Initiative Certified
– By Partner Category Advantage

– By Industry
Certified
Simplified upgrade criteria
and process
Pr
od
u ct
Fo
Partner
cu
s
Summary : ISV Resources
Existing New
Support MetaLink support for ISV service level model for strategic partners
members Global support accounts
Support & upgrade for Knowledge transfer program
CP/CAP
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 Solutions Catalog with promotion to Oracle Sales
Self Service marketing tools Inclusion in marketing campaign lead flow (ex: mid-market and
and kits 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 & PDF benefits Financing option for migration projects through OFD
Assistance Proposed Migration Center of Excellence (TBD)
Next Steps
Next Steps
 If you’re not a member join OPN at http://partner.oracle.com
 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