Oracle Partner Strategy

1
(No Transcript)
2
Becoming a Successful Oracle Business Partner

• Bronwyn Hastings
• Vice President
• Global Alliances and Channels

3
Agenda

• Importance of Partners
• Success Through Oracle PartnerNetwork
• Next Steps

4
Importance of Partners to Oracle
5
Oracle Corporation

• US 10b company
• Over 40,000 employees
• 200,000 Database Customers Worldwide
• 13,000 Applications Customers Worldwide

6
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 ISVs with Distribution Agreements
• 70 of Oracle's FY04 YTD application business is
  influenced by partners
• 51 of Oracles applications and On Demand
  implementations are done by partners
• 242 growth in SE One incremental revenue from Q3
  to Q4

7
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
8
Oracle PartnerNetworkEnabling Success
9
Single Face of Oracle
Oracle Alliances Channels
Oracle Marketing
Oracle Sales
Oracle Support
Oracle Consulting
Oracle University
Oracle Development
Community
Portal
Program
Interaction Center
10
Partnering With Oracle

• Three Partner Levels
• Partner
• Certified Partner
• Certified Advantage Partner
• Four Product Focus Areas
• Database
• Application Server
• Applications
• Collaboration Suite

11
Product Focus Areas
12
Oracle Information Architecture
Development Framework
Enterprise Management
Oracle On Demand
13
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
14
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

15
Go-to-Market Engagement
SYSTEMINTEGRATORS
ENGAGE / ENABLE
BUSINESS DEVELOPMENT INITIATIVES
INDUSTRIES
MID-MARKET
INFLUENCE / RESALE / REFERRAL
16
Oracle PartnerNetworkDevelopment
17
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

18
Oracle PartnerNetworkTraining
19
NEW Training Benefits

• ISV Road Maps
• Updated Courses for Oracle 10g
• Sales
• Sales Consulting
• Reseller
• EBSi Roadmap Coming Summer 2004

20
(No Transcript)
21
Oracle PartnerNetworkSupport
22
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

23
Oracle PartnerNetworkMarketing
24
NEW Marketing Benefits

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

25
Business Development Initiatives
Mid-market
Grid
Industries
On Demand
Linux
Oracle Information Architecture
26
Demand Generation Product Focus

• Oracle Database and Application Server 10g
• Oracle Collaboration Suite
• Grid Computing
• Linux
• On Demand
• Oracle Information Architecture

27
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

28
Demand Generation Mid-Market

• Midmarket 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
29
Oracle PartnerNetworkSales
30
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

31
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
32

Simplification of Working with Oracle
33
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
34
Summary ISV Resources
35

Next Steps
36
Next Steps

• If youre 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

37
(No Transcript)