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OPN Specialized

Partners are Critical to Oracle’s Success
More than 40% of
Oracle Revenue Worldwide is through partners
More than 80% of
Oracle Transactions Worldwide are through partners
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Why Do Customers
Choose
Specialized Partners?
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Why do customers choose
Specialized partners?
Specialized partners deliver successful implementations , as confirmed by our customers. Customers prefer specialized partners with the proven expertise and indepth understanding of Oracle solutions.
www.oracle.com/specialized
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Confidential
– Oracle Restricted

Specialization Delivers High Value to Customers
 Partner Differentiation
 Product and Solution Alignment
 Recognised by Oracle
 Reduced Project Risk
 Proven Skills through Certification
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© 2012, Oracle and/or its affiliates. All rights reserved.
Confidential
– Oracle Restricted

Specialized Partners Exhibit Growth
Specialization ROI
 Specialized partners have 3x closed deals and opportunities
 Specialized Partners have 50% larger deals and 28% larger opportunities
 Specialized partners grow pipeline 39% after Specialization
Non-Specialized Specialized
Demonstrate Specialization ROI & Adjacency
Opportunities & Closed Deals Average Opportunities & Deals
Partner Pipeline After
Specialized in FY12 H1
Opportunities Closed Deals Opportunities Closed Deals
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Confidential
– Oracle Restricted
FY11 H2 - Pre
Specialization
FY12 H2 - Post
Specialization

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Specialized Partners Exhibit Growth
Specialized vs Non Specialized Partners
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Oracle Promotes Specialized Partners
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
Benefits of Specialisation
OPN Specialized logo
 OPN Solution catalogue priority placement and dedicated search
 Eligibility for Go To Market demand generation activities
 Promotion in newsletters, webcasts, advertising, seminars etc.
 Access to Oracle meeting room facilities & Demo Solutions Services
 50 free Service Requests per Specialization achieved (max 250 pa)
 Free Support requests for Enterprise Linux Basic And Oracle VM
 2 additional assessment/exam vouchers per membership year
 Access to Demonstration Solution Services
 Access to implementation methodologies
 Access to release control documentation
 Eligibility for nomination for awards
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Business
Criteria
Join Knowledge
Zone
•
Customer Validation
References
•
Transactions o Resell, Non-Commission
Co-sell, Referral
Competency Criteria
Meet Criteria
& Apply
Apply
•
Sales Specialists
• Pre-sales Specialists
• Certified Implementation
Specialists
• Support Specialists
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Specialization Criteria example
Business
Competency
Click on the respective hyperlinks to get more detailed information
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blogs.oracle.com/opnuk
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More Resources and Information
Oracle.com/partners blogs.oracle.com/judsonalthoff twitter.com/oraclepartners
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Q&A