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Becoming a Successful Oracle Business Partner

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

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Becoming a Successful Oracle Business Partner

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  1. Becoming a Successful Oracle Business Partner Bronwyn Hastings Vice President Global Alliances and Channels

  2. Agenda • Importance of Partners • Success Through Oracle PartnerNetwork • Next Steps

  3. Importance of Partners to Oracle

  4. Oracle Corporation • US$ 10b company • Over 40,000 employees • 200,000 Database Customers Worldwide • 13,000 Applications Customers Worldwide

  5. 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

  6. Healthcare Government High Tech Retail Wholesale Chemicals Banking Life Sciences CPG Professional Services Projected 5 Year CAGR Utilities AMC Communications Trans. Higher Ed Industrial Mfg. Total Software Spend, 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 Source: Gartner Global Industries Worldwide Forecast, Sept. 2003

  7. Oracle PartnerNetwork:Enabling Success

  8. Single Face of Oracle Oracle Alliances & Channels Oracle Marketing Oracle Sales Oracle Consulting Oracle Support Oracle University Oracle Development Program Portal Community Interaction Center

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

  10. Product Focus Areas

  11. Information Access Business Processes Data Hub Grid Infrastructure Oracle Information Architecture Development Framework Enterprise Management Oracle On Demand

  12. 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 Space Management Backup & Recovery Management Database Management Intelligent Infrastructure

  13. 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

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

  15. Oracle PartnerNetwork:Development

  16. 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

  17. Oracle PartnerNetwork:Training

  18. NEW : Training Benefits • ISV Road Maps • Updated Courses for Oracle 10g • Sales • Sales Consulting • Reseller • EBSi Roadmap – Coming Summer 2004

  19. Oracle PartnerNetwork:Support

  20. 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

  21. Oracle PartnerNetwork:Marketing

  22. NEW : Marketing Benefits • Event Wizard • Low cost list acquision • Oracle Publishing • Solutions Catalog • Updated Marketing Kits for Business Development Initiatives and Product Focus Areas

  23. Business Development Initiatives Mid-market Grid Industries On Demand Linux Oracle Information Architecture

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

  25. 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

  26. 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 Edition One Standard Edition with RAC

  27. Oracle PartnerNetwork:Sales

  28. 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

  29. 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 or 10% of their published application price for EE

  30. Simplification of Working with Oracle

  31. P r o d u c t F o c u s Ease of Interaction • Simplified portal access through dashboards • By Product Focus Area • By Business Development Initiative • By Partner Category • By Industry • Simplified upgrade criteriaand process Certified Advantage Certified Partner

  32. Summary : ISV Resources

  33. Next Steps

  34. 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

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