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Stein Surlien EMEA Vice President Alliances & Channels

Mid Market Opportunities with Oracle. Stein Surlien EMEA Vice President Alliances & Channels. Software Industry Trends - Oracle’s view. Data Consolidation and Universal Access  all your data available from any device in any place at any time. Software as a Service Internet of ‘Things’.

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Stein Surlien EMEA Vice President Alliances & Channels

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  1. Mid Market Opportunities with Oracle Stein Surlien EMEA Vice President Alliances & Channels

  2. Software Industry Trends - Oracle’s view • Data Consolidation and Universal Access all your data available from any device in any place at any time. • Software as a Service • Internet of ‘Things’

  3. The market is there … Based on detailed interviews with senior executives of 4480 SME’s in 19 countries and 10 industries across Western Europe, Eastern Europe and the Middle East between November and December 2003

  4. EMEA Market-Analysis 2003 - SME’s (companies of less than 500 employees) account for 59% of Software Spending in EMEA. Large Enterprises account for 28%, and Upper Mid-Market accounts for 13% 2007 - SME’s (companies of less than 500 employees) account for 58% of Software Spending in EMEA. Large Enterprises account for 28.5%, and Upper Mid-Market accounts for 13.5% Note: this is total software spending (tech+apps)

  5. Growth through/with partners: • 13,000 active partners in the Oracle PartnerNetwork Community • 40% Oracle's global license revenue is through our partners • 40% overall revenue growth through partners • 40% growth in ISVs in the Oracle PartnerNetwork program

  6. Partners are KEY to Oracle’s Success! 43% EMEA license revenue generated by Partners 70% of Oracle's application business influenced by Partners 51% of Oracle’s applications implemented by Partners 61% of the top banking systems run on Oracle 550 of partners applications on Linux/Oracle

  7. Information Access Bus. Intell. Collaboration Transactions Workplace Business Processes Applications Integration Grid Infrastructure Databases Storage Application Servers Oracle Information Architecture Management Framework Development Framework • Data Hub • Single source of truth for customer definition

  8. Oracle Database 10g Editions 251 € Per user 125 € Per user Average Connected Users RAC included Standard Edition One (2 processor max) Enterprise Edition (Unlimited processors) Standard Edition (4 processor max)

  9. Oracle Application Server valueproposition for our partners : • Lower cost. Manage your customers systems more easily • Develop applications more flexibly as re-usable Web services • Integrate applications and optimize business processes

  10. Oracle 10g- Value to ISV’s • Lower cost of computing • Lower cost of delivering solutions • Mid Market leverage • Embedded Capabilities

  11. Oracle 10g Value to System Integrators: • Extend services offerings • Consolidation Services • Data Center • Email • File Systems • Standardization Services on low-cost computing • Linux/Windows • Intel/x86/Blades

  12. 50 Euro per User Oracle Collaboration Suite: • E-Mail • Calendar • Web Conferencing • Files • Wireless &Voice • Ultrasearch

  13. TeleSales Inventory Management Financial Management TeleService Sales Order Management Purchasing Management Discrete Manufacturing Field Sales Business Intelligence E-Business Suite Special Edition: • ERP Solution for Mid Market • Complete Starter Solution • Contains extensions for e.g. CRM, Service

  14. How Do We Manage Partners?

  15. PartneringA Core Competenceof Oracle

  16. Oracle Development • Oracle Support • Oracle University • Product Marketing • Channel Marketing • Field Marketing Develop • Oracle Alliances& Channels Manage Market Sales / Services • Oracle Sales / OracleDirectOracle Consulting All of Oracle Engaged in Partnering

  17. Oracle Partner Network:The Program Go tomarket benefits Level of Commitment Defined growth pathand clear vision Level of Benefits & Resources

  18. The Oracle PartnerNetwork • OPN Membership - EMEA Partner Base Landscape • 8’200 members by end May 2004. 15% Increase • 20% increase of “C” level partners year over year • 78% renewal rate30% increase year over year

  19. How does Oracle enable Partners? • Market Development • Marketing:Marketing kits & templatesWeb marketing toolsDiscounted advertising in Oracle publicationsDiscounted Oracle event sponsorshipMember Partner Branding • Sales:Solution Catalog listingSales kits & guided selling templatesSeveral distribution optionsReferral & influence initiativesSales & Business Practices training • Product and Service Adoption • Development: Unlimited free softwareMigration tools and kitsOnline technical resources • Education:35% Discount on Instructor-led coursesFree online coursesGuided training roadmaps • Support:Access to support knowledge baseDeep discounts on web, phone support Consistent set of business practices Oracle PartnerNetwork

  20. Benefits for Certified Partner • Product and Service Adoption • Development: Partner Development Funds • Education:Regional education boot camps • Support:Higher level of support • Market Development • Marketing:Access to Marketing Development Funds*Marketing boot camps*Support for your marketing activities • Sales:Priority Solution Catalog listing Tier 2 –15%Certified Channel account and marketing management Partner ResourceNetwork Consistent set of business practices Oracle PartnerNetwork

  21. Sales Incentives • Lead Referral Model • Up to 10% Referral Fee for Oracle E-Business Suite and Oracle9iAS • Up to 5% Referral Fee for Oracle9iDB • Influencer Model • Up to 10% Commission Fee for joint sales with Oracle • Full-Use License Resale Model • Starting discount at 30% based on volume

  22. Incentives Definition Discount Embedded (ESL) ISVs can either buy Oracle licenses at a discount off of Oracle's list price or pay royalties on a percentage of the ISV’s application published list price. • 5% off of partner’s application list price for Standard Edition ESL • 10% off of partner’s application list price for Enterprise Edition ESL Application Specific (ASFU) ISV can resell “Restricted license” in conjunction with its application package. 60% Discount off of Oracle published price list. ISV-Specific Sales Incentives

  23. Demand Generation in Mid Market: • Telesales group focusing on Mid Market • Mid Market Demand Generation • Sales and implementation • in the Mid Market only via Partner Oracle Partner Network Interaction Center - Dedicated team for partner support

  24. OPN Competency Center • A unique point of entry to all partner training • All internal sales traning made available to partners • Standardized partner training curriculum • By Oracle product (DB, OCS, AS, eBS, …) • By Functional expertise (Sales, Marketing, Consultant) • Simplify OPN accreditation pathways

  25. Thank You !

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