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Going to Market with Oracle

Going to Market with Oracle. Rauline Ochs, Group Vice President NAS Alliances and Channels John Harllee, Vice President GEH Alliances and Sales. Partners Are Essential To Oracle. 13,000 active members in the Oracle PartnerNetwork 40% worldwide license revenue generated by partners

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Going to Market with Oracle

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  1. Going to Market with Oracle Rauline Ochs, Group Vice President NAS Alliances and Channels John Harllee, Vice President GEH Alliances and Sales

  2. Partners Are Essential To Oracle • 13,000 active members in the Oracle PartnerNetwork • 40% worldwide license revenue generated by partners • 40% overall revenue growth through partners • 40% worldwide indirect license revenue from ISVs • 70% of Oracle's FY04 application business was influenced by partners • More than 50% of Oracle’s applications implementations are done by partners • More than 50% of Oracle's E-Business Suite On Demand implementations have been done by partners • 1000+ commercially available partner applications on the Linux/Oracle platform

  3. 2,800 OPN Partners 50 200 Certified Advantage 2500 Certified Partner

  4. OPN is the Framework Oracle Alliances & Channels Oracle Marketing Oracle Sales Oracle Consulting Oracle Support Oracle University Oracle Development Program Portal Community Interaction Center

  5. Addressing Customer Needs Together • Independent • Software Vendor • Industry specific solutions • Focused development team • Industry credibility • Oracle • Strong installed base • Leading IT brand • Broad tech & app footprint • World class development team Complete Solution • System Integrator • C-Level relationship • Deep industry business knowledge • Broad IT integration capability

  6. Corporate Marketing Campaigns Goal: Maximize Partner Participation

  7. Oracle & Our Partners: Working Together in Government, Education, and Healthcare

  8. Oracle Government, Education, and Healthcare • 22 Years as Dedicated Vertical With Over $1B in License and Support • Covering Federal, State/Local, Higher Ed, Healthcare, Canada Public Sector, and Aerospace/Defense Markets • Solutions Established in Homeland Security, Justice and Public Safety, Transportation, Social Services, K-12 Education, etc. • Industry Specialists within each Vertical

  9. Vertical Solutions Require ISV’s • Justice: Criminal History, COMPSTAT, Courts • HHS: SACWIS, MEDICAID, PHIN • Transportation: Transportation Equity Act (TEA-LU) • Healthcare: Claims, Clinical, Lab • Homeland Defense: Resource Mgmt, Alerting, First Responder • K12: Student Systems, SIF Bringing Complete Solutions to This Important Customer Base!

  10. What GEH Does for the ISV Community • Quarterly Technical and Sales Training • Oracle Product Enablement – last year migrated over 40 partners – enhancing the ISV value proposition • Vertical focused Partner relationship management • Access to GEH Industry Specialists • Go to market programs

  11. Partner Technology Center Focused 1-on-1 hands on technical training House partner demonstrations Run proof of concepts for specific customers 15 Million worth of Partner hardware for Partner use Information Assurance Center Showcase partner solutions at work Host Oracle/Partner demonstrations Integrate security technology Run by Dave Carey, Former Exec Director, CIA What GEH Does for the ISV Community

  12. Aligning and Engaging with GEH • Improve Oracle and partner visibility in the marketplace • Joint Solutions • Emphasizing our respective strengths and expertise • Deliver better and complete solutions to the customers through partners • No one is all things to all customers • Emphasizing the vertical solutions • Revenue alignment • Grow revenue • Invest in customers and partners with the revenue • Personnel alignment • We listen to you

  13. North America Sales & Consulting • North American Field Sales • Critical Partners • How to Engage

  14. Field Sales Deployment • North American • Strategic Accounts • Top 239 NA Strategic Accts. Technology Applications NA Technology NA Applications Commercial Technology Commercial Applications Oracle Direct

  15. Executive Support Predictable & Reliable PartneringExperience 1st Line Sales Manager Training Field Engagement Guidelines Field Sales Leader Webcasts: Partner Strategy Launch June 1st Partner Metrics & Partner Forecast Fields Reward Field Sales Role Models: Channel Heros Published Channel Margin Policies & Procedures

  16. Field Sales Feedback • Need more: • ISVs • Vertical SIs • SMB SIs and ISVs • Elegant ISV integration to EBS • GSIs and MSPs • Need database and J2EE practices trained on Oracle product

  17. Critical Tech Partners 9i RAC 9iAS* • Sell Oracle • Application Specific Full Use • Full Use • Influence Oracle • Do not resell • Build on Oracle • Embedded Software License • #1 Priority Transition to • Grid • 10g Technology Platform • Data Base • Application Server Collab Suite

  18. Key Applications Partners • Oracle Practices > 43% E-Bus Suite • Vertical Expertise • Extend Oracle (ISVs)

  19. Merchandise Management Store Management Merchandising/Assortment Management Back Office Support Point of Sale (POS) Marketing Management Customer Support Systems Store Signage/ Display CRM Supply Chain Management Advanced Planning and Scheduling Distribution and Logistics Call Center/ Support Systems Direct Sales Systems Procurement Management Warehouse/ Inventory Mgt. Customer Information Systems ERP Office Automation Human Resources Financial Management Central Procurement Business Intelligence Systems Oracle Go To Market Offerings 11i ISV: Retek ISV Sample: Retail Industry Footprint

  20. Watch this space Mid-market: Simply Business Oracle Mid-market Technology Applications Product SE One E-Business Suite $4,999 1 CD, 17 min install, Clickwrap, Shrinkwrap Dell, VARs >50% 3Q SE1 > 43% Revenue Driven with revenue via VARs Partners Price Packaging Partners e.g. Abaris, AnswerThink, Core Services, DARC, MI Services, Vertex, Whitbread

  21. Priorities • Applications: • Special Edition, Customer Hub, 11.5.10, Provide linkage to Vertical Sales Leaders, Joint Opportunity Plans • Technology: • 10g The Platform, Value-add model • License fulfillment: not sustainable, not valued • Value Add Systems Integrator model • Annual revenues derived 20 – 50% via pre- or post sales consulting services • Support POC, in early, ID pain, create Oracle solution vision • ISVs: • 10g The Platform • OIA  integrate to EBS  India staffing • Verticals outside Oracle “sweet spots”

  22. How to Engage Oracle • Channel Manager Teams • Partner Sales Team • ISV Investments • Porting Centers • PTS • Migration Assistance • Certification Assistance • OTN

  23. Oracle is Listening • You are Oracle’s Force Multiplier, Oracle is Your Force Multiplier • Try Oracle’s new Flexible Partnering Model • Join OPN • Investigate the Oracle Product that Drives ROI • 10g and Application Server Platform • Extend the E-Business Suite

  24. Q & Q U E S T I O N S A N S W E R S A

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