Oracle Partner Strategy

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How to Grow Your Business in the Mid Market

• Patrick King Sean
  Callahan Oracle Corporation
  Oracle Corporation

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Agenda

• Why Target the Mid Market?
• How to Grow Your Business in the Mid Market
• Next Steps

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Why Target the Mid Market?

• Large Market Opportunity .

2003 SMB Worldwide IT Addressable Spend
Opportunity 141B. Growing 10 Per Year to
275B in 2006
Source Gartner, 2004
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Why Target the Mid Market?

• Growing Rapidly .

The highest growth area in 2003-2004 will be in
the Mid-Market.
Source Gartner, 2003
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Why Target the Mid Market?

• . And Oracle is Committed
• An Established Mid Market Player Today
• Packaged Solutions for Mid Market Including
• EBS Special Edition
• Standard Edition One
• Further Improving Mid Market Partner Programs
• Heavy Marketing Investment in the Mid Market

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Agenda

• Why Target the Mid Market?
• How to Grow Your Business in the Mid Market
• Next Steps

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How to Grow Your Business in the Mid Market

• Identify Profitable Mid Market Opportunities
• Package Solutions for Mid Market
• Extend Your Value Proposition
• Make it Easy to Buy
• Make the Most of Your Oracle Partnership

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DO Identify Profitable Mid Market Opportunities
Dont Assume that a mass market approach will be
effective

• Need to Segment, Not a Homogenous Market
• Target Segments Where You Have Differentiation

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Do Package Solutions for Mid Market Dont Take
a One Size Fits All Approach

• Tailored Solutions
• Industry/Geography/LOB Functionality
• Affordable, Easy to Own Solutions
• Low Risk, Proven Solutions

Source AMR, Gartner, AMI, Oracle Interviews
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Do Extend Your Value PropositionDont Expect
to enter the mid market with the same offering

• Position your products for the Mid Market
• Accelerated implementation
• Simplified upgrade path
• Minimize complexity
• Leverage Oracle integration tools and
  technologies
• Resources to assist with integration to Oracle
• Joint solution development opportunities

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Do Make it easy to buyDont Expect to see
immediate sales results

• Increase awareness opportunities
• ISV solutions listed in Oracle Solutions Catalog
• Offer a self-running or free trial demo
• Package your products and services
• Preloaded or preinstalled
• Provide a detailed financial justification, ROI,
  TCO
• Offer financing options

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Do Make the Most of Your Oracle
PartnershipDont Forget about all the
advantages available through OPN

• Make your Oracle alliance part of your overall
  mid market business strategy
• Set both short term and long term mid market
  goals
• Leverage Oracle PartnerNetwork

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Do Make the Most of Your Oracle
PartnershipDont Forget about all the
advantages available through OPN Go To Market
Opportunities for technical ISVs

• Database re-engineered for ISV integration
  requirements
• Competitive price point for growing customer
  segment
• Awareness and demand generation activities
• Leverage Oracle brand

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Make the Most of Your Oracle Partnership Dont
Forget about all the advantages available through
OPN Go To Market Opportunities for
application ISVs

• Simplified integration via E Business Suite APIs
• Competitive price point for growing customer
  segment
• Awareness and demand generation activities
• Leverage Oracle brand

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Summary How to Grow Your Business in the
Mid Market

• Identify Profitable Mid Market Opportunities
• Package Solutions for Mid Market
• Extend Your Value Proposition
• Make it Easy to Buy
• Leverage your Oracle Partnership

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Agenda

• Why Target the Mid Market?
• How to Grow Your Business in the Mid Market
• Next Steps

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Next Steps

• Identify new areas for go to market engagement
  through Oracle PartnerNetwork business
  development initiatives
• Create your alliance and business development
  plan Online
• Integrate your applications through integration
  services or customer data hub
• Update your Solutions Catalog profile for
  marketing
• Leverage demand generation to promote joint
  solutions
• Use the new Oracle PartnerNetwork branding
• Manage your ISV alliance via the Oracle
  PartnerNetwork http//partner.oracle.com

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Q

A
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