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
•
•
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
2,800 OPN Partners
50
200
2500
OPN is the Framework
Oracle Alliances & Channels
Oracle Marketing
Oracle Sales
Oracle Consulting
Oracle Support
Oracle University
Oracle Development
Program
Portal
Interaction Center
Community
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
Corporate Marketing Campaigns
Tech Campaigns
Business Integration
Collaboration Suite
Developers
Grid Computing
ISVs
Apps Campaigns
Business Intelligence
(Joint Apps & Tech)
Consumer Products –
Maximizing Brand Value
Financial Services
Human Resources
Mid-Market
Lean Enterprise - Mfg:
Automotive; High Tech;
Industrial; Medical Devices
Standardize on App Server
Mid-Market
Technology Upsell
Healthcare
Government
Retail – Associate
Optimization
Goal:
Maximize Partner
Participation
Oracle & Our Partners:
Working Together in Government,
Education, and Healthcare
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, K12 Education, etc.
• Industry Specialists within each Vertical
Vertical Solutions Require
ISV’s
•
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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!
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
What GEH Does for the ISV
Community
• Partner Technology Center
•
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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
•
•
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•
Showcase partner solutions at
work
Host Oracle/Partner
demonstrations
Integrate security technology
Run by Dave Carey, Former
Exec Director, CIA
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
North America Sales &
Consulting
• North American Field
Sales
• Critical Partners
• How to Engage
Field Sales Deployment
NA Strategic Accts.
Technology
Applications
NA Technology
NA Applications
North American
Strategic Accounts
•Top 239
Commercial
Technology
Commercial
Applications
Oracle Direct
Predictable & Reliable Partnering
Experience
1st Line Sales Manager Training
Field Engagement Guidelines
Field Sales Leader Webcasts: Partner Strategy
Partner Metrics & Partner Forecast Fields
Reward Field Sales Role Models: Channel Heros
Published Channel Margin Policies & Procedures
Launch
June
1st
Open Market Model at a Glance
Objective: Provide Partners Return on Investment (ROI), decrease conflict
Initiative
For which
products?
Which partners
qualify?
What do
partners do?
What is the
payment?
Resale
Tech,
some Apps
OPN partner
with distribution
agreement
Register to resell
Appropriate VAR
margin
Referral
Tech, Apps
&
Outsourcing
Any
Register a new
lead
• 5%, $25K cap
(9i, Tools, eBusiness
Suite Outsourcing),
• 10% $50K cap
(9iAS, Collab Suite,
eBusiness Suite)
Influence
Tech
and
Apps
OPN partners
only
Register a deal
where partner
assists in Sales
Cycle
Critical: 10%
- Capped at $100K
Strong: 5%
- Capped at $50K
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
Critical Tech Partners
9i RAC
• Sell Oracle
•
•
Application
Specific Full
Use
Full Use
• Influence Oracle
•
Do not resell
• Build on Oracle
•
Embedded
Software
License
Retail
Financial Services
9iAS*
Other Hardware
• #1 Priority
Transition to
•
Grid
•
10g Technology
Platform
• Data Base
• Application
Server
Collab Suite
Key Applications Partners
Financial Services
• Oracle Practices > 43% E-Bus Suite
• Vertical Expertise
• Extend Oracle (ISVs)
Communications
Retail
Auto
High Tech
Industrial Mfg.
Top Apps. Partners
YTD 3Q ‘04
Life Sciences
Oracle Go To Market Offerings
Deloitte
Merchandise Management
BearingPoint
Accenture
Store Management
Back Office
Support
Merchandising/Assortment Management
Point of Sale
(POS)
Marketing Management
Store Signage/
Display
Customer Support
Systems
11i
Hitachi
IBM BCS
Blackwell CS
Mi Services
Info Sys
DAZ
Dynamic
ISV: Retek
ISV
Sample:
Retail
Industry
Footprint
CRM
Supply Chain Management
Advanced Planning
and Scheduling
Distribution and
Logistics
Warehouse/
Inventory Mgt.
Procurement
Management
Call Center/
Support Systems
Direct Sales
Systems
Customer Information Systems
ERP
Office Automation
Human Resources
Central Procurement
Business Intelligence Systems
Financial
Management
Oracle Go To Market Offerings
Merchandise Management
Store Management
Back Office
Support
Merchandising/Assortment Management
Point of Sale
(POS)
Marketing Management
Store Signage/
Display
Customer Support
Systems
11i
ISV: Retek
ISV
Sample:
Retail
Industry
Footprint
CRM
Supply Chain Management
Advanced Planning
and Scheduling
Warehouse/
Inventory Mgt.
Distribution and
Logistics
Call Center/
Support Systems
Procurement
Management
Direct Sales
Systems
Customer Information Systems
ERP
Office Automation
Human Resources
Financial
Management
Central Procurement
Business Intelligence Systems
Mid-market: Simply Business
Oracle Mid-market
Technology
Product
SE One
Price
$4,999
Applications
E-Business Suite
Watch this space
Packaging
Partners
1 CD, 17 min install,
Clickwrap, Shrinkwrap
Dell, VARs
>50% 3Q SE1
revenue via VARs
e.g. Abaris, AnswerThink, Core Services,
DARC, MI Services, Vertex, Whitbread
> 43% Revenue Driven with
Partners
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:
•
•
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10g The Platform
OIA  integrate to EBS  India staffing
Verticals outside Oracle “sweet spots”
How to Engage Oracle
• Channel Manager Teams
• Partner Sales Team
• ISV Investments
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Porting Centers
PTS
Migration Assistance
Certification Assistance
OTN
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
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•
10g and Application Server Platform
Extend the E-Business Suite
QUESTIONS
ANSWERS