Becoming a Successful Oracle Business Partner

Bronwyn Hastings

Vice President

Global Alliances and Channels

Agenda

Importance of Partners Success Through Oracle PartnerNetwork Next Steps

Importance of Partners to OracleImportance of Partners to Oracle

Oracle Corporation

US$ 10b company

Over 40,000 employees

200,000 Database Customers Worldwide

13,000 Applications Customers Worldwide

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 ISV’s with Distribution Agreements

70% of Oracle's FY04 YTD application business is influenced by partners

51% of Oracle’s applications and On Demand implementations are done by partners

242% growth in SE One incremental revenue from Q3 to Q4

Importance of ISVs

Source: Gartner Global Industries Worldwide Forecast, Sept. 2003

Total Software Spend, 2003

0%

2%

4%

6%

8%

10%

12%

$0 $2,000 $4,000 $6,000 $8,000 $10,000

Banking

ProfessionalServices

High Tech

Higher Ed

Life Sciences

Chemicals

CPG

Healthcare

Retail

Trans.

Utilities

AMC Communications

Government

Industrial Mfg.

Pro

ject

ed

5 Y

ea

r C

AG

R

Wholesale

• 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

Oracle PartnerNetwork:Enabling Success

Oracle PartnerNetwork:Enabling Success

Single Face of Oracle

CommunityPortalProgram

Interaction Center

Oracle Sales

Oracle UniversityOracle Development

Oracle Marketing

Oracle SupportOracle Consulting

Oracle Alliances & Channels

Partnering With Oracle

Three Partner Levels

1. Partner

2. Certified Partner

3. Certified Advantage Partner

Four Product Focus Areas

1. Database

2. Application Server

3. Applications

4. Collaboration Suite

Product Focus Areas Products Specializations

Application Server

Business Intelligence

J2EE/Web Services

Mobile

Portal

Security

Collaboration Suite

Compliance

Email Calendar

Files and Ultrasearch

Voicemail and Fax

Web Conferencing

Wireless and Voice

DatabaseBusiness Intelligence

RAC

Security

E-Business SuiteCRM

Financials

Human Resources

Projects

Supply Chain Management

Technology

Oracle Information ArchitectureD

evel

op

men

t F

ram

ewo

rkD

evel

op

men

t F

ram

ewo

rk Information AccessInformation Access

Business ProcessesBusiness Processes

Data HubData Hub

Grid InfrastructureGrid Infrastructure

En

terprise M

anag

emen

tE

nterp

rise Man

agem

ent

Oracle On DemandOracle On Demand

The Same Technology for the Mid Market

Oracle 10g Goal:

Reduce administration costs by 50%

Intelligent Infrastructure

Application & SQLManagement

System ResourceManagement

SpaceManagement

Backup & RecoveryManagement

StorageManagement

Database Management

Complete infrastructure to

simplify and automate

management and performance tuning

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

INFLUENCE / RESALE / REFERRAL

Go-to-Market EngagementE

NG

AG

E /

EN

AB

LE

GO

-TO

-MA

RK

ET

BUSINESS DEVELOPMENT INITIATIVES

Partner CertifiedCertified

Advantage

PARTNER CATEGORIES

EDUCATIONPROVIDERS

HW / INF

ISV RESELLERSSERVICE

PROVIDERS

INDUSTRIES

MID-MARKET

SYSTEMINTEGRATORS

Oracle PartnerNetwork:Development

Oracle PartnerNetwork:Development

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

Oracle PartnerNetwork:Training

Oracle PartnerNetwork:Training

NEW : Training Benefits ISV Road Maps

Updated Courses for Oracle 10g Sales Sales Consulting Reseller

EBSi Roadmap – Coming Summer 2004

Oracle PartnerNetwork:Support

Oracle PartnerNetwork:Support

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

Oracle PartnerNetwork:Marketing

Oracle PartnerNetwork:Marketing

NEW : Marketing Benefits

Event Wizard Low cost list acquision

– Oracle Publishing

Solutions Catalog Updated Marketing Kits for Business

Development Initiatives and Product Focus Areas

On DemandOn Demand

LinuxLinux

IndustriesIndustries

GridGrid

Business Development Initiatives

Mid-marketMid-market

Oracle Information Oracle Information ArchitectureArchitecture

Demand Generation :Product Focus

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

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

Mid–market 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

Demand Generation :Mid-Market

Standard Edition One

Standard Edition One

Standard Edition with

RAC

Standard Edition with

RAC

Oracle PartnerNetwork:Sales

Oracle PartnerNetwork:Sales

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

Distribution Options

Full Use

80% off Oracle listor

5% of their published application price for SE

or 10% of their published application price for EE

Highly restricted license type sold by an ISV embedded in its Application Package.

Embedded (ESL)

60%Restricted license type sold by an ISV in conjunction with its Application Package.

Application Specific (ASFU)

30%Unrestricted programs with all functions intact that a partner resells to the end-user.

Model Definition Discount

Simplification of Simplification of Working with OracleWorking with Oracle

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

Pro duct Foc us

Partner

Certified

CertifiedAdvantage

Summary : ISV ResourcesExisting New

Support MetaLink support for membersSupport & upgrade for CP/CAP

ISV service level model for strategic partnersGlobal support accountsKnowledge transfer program

Technical PTS Grid Center program with select platform partnersEBSi technical support sales

Sales Global account planning for strategic partners

Including sales engagement model and joint marketing planningOpen Market Model for lead registration, influence and referral

Marketing Solutions CatalogSelf Service marketing tools and kits

Solutions Catalog with promotion to Oracle SalesInclusion in marketing campaign lead flow (ex: mid-market and industries)Enhanced event and marketing planning and execution assistance

OTN General OTN benefits New ISV Center. Benefits to include:Online trainingSubset of MetaLink supportNewsletter with ISV focused topicsOnline discussion and bulletin board forumsISV specific content

Migration & Assistance

PDF benefits Financing option for migration projects through OFDProposed Migration Center of Excellence (TBD)

Next StepsNext Steps

Next Steps If you’re 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