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

2500

200

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OPN is the Framework

CommunityPortalProgram

Interaction Center

Oracle Sales

Oracle UniversityOracle Development

Oracle Marketing

Oracle SupportOracle Consulting

Oracle Alliances & Channels

Addressing Customer Needs Together

System Integrator•C-Level relationship

•Deep industry business knowledge•Broad IT integration capability

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 Complete SolutionSolution

Corporate Marketing Campaigns

Tech Campaigns

Business Integration

Collaboration Suite

Developers

Grid Computing

ISVs

Mid-Market

Standardize on App Server

Technology Upsell

Apps CampaignsBusiness Intelligence

(Joint Apps & Tech)

Consumer Products – Maximizing Brand Value

Financial Services

Human Resources

Lean Enterprise - Mfg: Automotive; High Tech; Industrial; Medical Devices

Mid-Market

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, K-12 Education, etc.

• Industry Specialists within each Vertical

Vertical Solutions Require ISV’s

• 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• 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• 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

Oracle Direct

Field Sales Deployment

NA Strategic Accts.

Technology Applications

NA Technology NA Applications

North American Strategic Accounts

•Top 239

CommercialTechnology

Commercial Applications

Exe

cutiv

e S

upp

ort

Predictable & Reliable PartneringExperience

Reward Field Sales Role Models: Channel Heros

Published Channel Margin Policies & Procedures

Partner Metrics & Partner Forecast Fields

Field Sales Leader Webcasts: Partner Strategy

Field Engagement Guidelines

1st Line Sales Manager Training

Launch June 1st

Open Market Model at a GlanceObjective: Provide Partners Return on Investment (ROI), decrease conflict

InitiativeInitiative For which For which products?products?

Which partners Which partners qualify?qualify?

What do What do partners do? partners do?

What is the What is the payment?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 Partners99iiAS*AS*

Collab SuiteCollab Suite

RetailRetail Financial ServicesFinancial Services OtherOther HardwareHardware

9i RAC9i RAC• Sell Oracle

• Application Specific Full Use• Full Use

• Influence Oracle• Do not resell

• Build on Oracle• Embedded Software License

• #1 PriorityTransition to

• Grid• 10g Technology Platform

• Data Base• Application Server

I S V S a m p l e : R e t a i l I n d u s t r y F o o t p r i n t

P o i n t o f S a l e ( P O S )

B a c k O f f i c e S u p p o r t

S t o r e S i g n a g e /D i s p l a y

S t o r e M a n a g e m e n t

D i s t r i b u t i o n a n dL o g i s t i c s

W a r e h o u s e /I n v e n t o r y M g t .

P r o c u r e m e n tM a n a g e m e n t

S u p p l y C h a i n M a n a g e m e n t

C a l l C e n t e r /S u p p o r t S y s t e m s

D i r e c t S a l e sS y s t e m s

C u s t o m e r I n f o r m a t i o n S y s t e m s

C R M

M e r c h a n d i s i n g / A s s o r t m e n t M a n a g e m e n t

M e r c h a n d i s e M a n a g e m e n t

M a r k e t i n g M a n a g e m e n t

H u m a n R e s o u r c e s

B u s i n e s s I n t e l l i g e n c e S y s t e m s

F i n a n c i a lM a n a g e m e n t

C u s t o m e r S u p p o r tS y s t e m s

A d v a n c e d P l a n n i n ga n d S c h e d u l i n g

O f f i c e A u t o m a t i o n

C e n t r a l P r o c u r e m e n t

E R P

1 1 i

I S V : R e t e k

O r a c l e G o T o M a r k e t O f f e r i n g s

Key Applications Partners

• Oracle Practices > 43% E-Bus Suite• Vertical Expertise• Extend Oracle (ISVs)

Financial Services

Communications

Retail

Auto

High Tech

Industrial Mfg.

Life SciencesTop Apps. Partners Top Apps. Partners

YTD 3Q ‘04YTD 3Q ‘04

Deloitte

BearingPoint

Accenture

Hitachi

IBM BCS

Blackwell CS

Mi Services

Info Sys

DAZ

Dynamic

ISV Sample: Retail Industry Footprint

Point of Sale (POS)

Back Office Support

Store Signage/Display

Store Management

Distribution andLogistics

Warehouse/Inventory Mgt.

ProcurementManagement

Supply Chain Management

Call Center/Support Systems

Direct SalesSystems

Customer Information Systems

CRM

Merchandising/Assortment Management

Merchandise Management

Marketing Management

Human Resources

Business Intelligence Systems

FinancialManagement

Customer SupportSystems

Advanced Planningand Scheduling

Office Automation

Central Procurement

ERP

11i

ISV: Retek

Oracle Go To Market Offerings

Mid-market: Simply Business

Oracle Mid-market

Technology Applications

Product

Price

Packaging

SE One E-Business Suite

$4,999

1 CD, 17 min install,

Clickwrap, Shrinkwrap

Dell, VARs

>50% 3Q SE1 > 43% Revenue Driven with

revenue via VARs Partners

Watch this space

Partners e.g. Abaris, AnswerThink, Core Services,

DARC, MI Services, Vertex, Whitbread

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: • 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

• 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• 10g and Application Server Platform• Extend the E-Business Suite

AQ&Q U E S T I O N SQ U E S T I O N S

A N S W E R SA N S W E R S