© 2009 Oracle Corporation – Proprietary and Confidential Grow Your Business YONG YUET-CHING Channels Director - TECHNOLOGY
© 2009 Oracle Corporation – Proprietary and Confidential
Grow Your Business
YONG YUET-CHING
Channels Director - TECHNOLOGY
© 2009 Oracle Corporation – Proprietary and Confidential
Agenda
• Our GTM Model
• Our team structure
• GTM initiatives/activities
• Potential business opportunities for partners
• How we can help you sell?
• How we support partner engagement?
• Where you can go for information?
© 2009 Oracle Corporation – Proprietary and Confidential
Commercial
Named
Key
FY10 Technology Model
• Direct Led, Deep Penetration
• Long Term Business Partner
• Standardization / Exadata / 11R2 Upgrade
• Partner and Direct Led Business
• Expand Options and Acquired Prods
• Exadata
• Indirect Led Business• iSV, SI & VADs• Supported by CSMs and ORD
© 2009 Oracle Corporation – Proprietary and Confidential
Agenda
• Our GTM Model
• Our team structure
• GTM initiatives/activities
• Potential business opportunities for partners
• How we can help you sell?
• How we support partner engagement?
© 2009 Oracle Corporation – Proprietary and Confidential
Key Initiatives
WW Mission & Objectives :
To increase revenue and profitability for Oracle
and our partners, while building a strong
ecosystem to better support solution sales
© 2009 Oracle Corporation – Proprietary and Confidential
Siebel - CRM
ERP (EBS, JDE, PSFT)
PSFT Campus Solutions
Hyperion - EPM
Database & Infrastructure
Oracle Application Server
Enterprise Content Mgmt
Business Intelligence
Service Oriented Arch.
Security
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© 2009 Oracle Corporation – Proprietary and Confidential
Monetize Opportunities
Through Oracle’s Acquisitions
•Understand value propositions
•Calculateinvestmentrequirement &potential ROI
•Drive into newrevenue streamsand markets
•Refine youroffering
•Expand yourfootprint withcustomers
•Extend the valueyou delivercustomers
•Upsell & cross-sell
•Leverage existinginvestments &skill sets
•Use OPNenablement toextend sales &delivery readiness
•Specialize
•Execute requiredagreements
•Leveragemarketingopportunities togrow business
•Developengagement planwith alliances &channels in yourcountry
© 2009 Oracle Corporation – Proprietary and Confidential
TECHNOLOGY : What We Deliver in Response to
these Concerns
……..Drive adoption to 11GR2 and sell more Options …….Exadata V2
• Reducing the complexity and cost of IT – Grid Computing
• Cater to increasing loads and data volumes in a predictable and cost effective manner – High Performance Computing and Information Lifecycle Management
• Show better alignment to the business – Adoption of ITSM (IT Services Management)
• Deliver better information to decision makers – Exadata and BI / DW
• Secure information assets – Data Security
© 2009 Oracle Corporation – Proprietary and Confidential
OFM - Oracle Fusion Middleware 11g
• Unified Design Time & Rich Internet Applications Framework
JDeveloper and ADF 11g
• Enhanced Performance and AvailabilityWebLogic Suite 11g
• More Efficient and Agile ApplicationsSOA Suite 11g
• Enhanced Enterprise 2.0 PortalWebCenter Suite 11g
• Industry’s First Service-Oriented SecurityIdentity Management 11g
© 2009 Oracle Corporation – Proprietary and Confidential
APPLICATIONS : Growth of Indirect Revenue
–Oracle Acquisition Approach• Scale, technology and specialization drive growth
across all product lines (50+ Acquisitions)
–Solutions Footprint• Satisfy Core, Industry-Specific Business Processes
• Strategic Acquisitions Provide Best in Class Coverage
–Oracle Applications Unlimited• PROTECT customer Existing Investment
• EXTEND the Value of customer Applications
• EVOLVE customer to the Next-Generation
Customers continue to get innovation in existing releases and choose when they are ready to move to next generation technology.
© 2009 Oracle Corporation – Proprietary and Confidential
Growth of Indirect Revenue – VADs Engagement
• Expand product Portfolio
– AutoVue (enterprise visualization solutions)
– Crystal Ball (predictive modeling, forecasting, simulation, and optimization)
• ISV Program & G-T-M to overseas & Event sponsorships via VADs/Oracle
• VADs-Led Managed Partners
• Promotional Bundles
• VADs-Led Demand Generation Programs, Activation of Demand Generation Centers
• QIC
© 2009 Oracle Corporation – Proprietary and Confidential
FY10 Quarterly Integrated Campaigns – VADs Engagement
Q1Compliance &
Management
Problems
IT Security
Tech Products
• Database
• UCM
• IDM
• BI
• Document Capture
Q3Productivity &
Cost Reduction
IT Productivity
Tech Products
• Database
• BI
• UCM
• Document Capture
• WebLogic Server
Q4New Business &
Customer
Retention
IT Infrastructure
Tech Products
• Database
• BI
• WebLogic Server
• UCM
• Document Capture
Q2Efficiency &
Continuity
IT Modernization
Tech Products
• Database
• UCM
• BI
• Data Integrator
• Secure Backup
• Demand Generation Themes
•Campaigns include events, direct mailers and call blitz efforts
• Ongoing :
•Campaigns include events, direct mailers and price promotion
• Database SE1
• RAC
• Fusion Middleware
• Business Intelligence SE1
© 2009 Oracle Corporation – Proprietary and Confidential
Operational Efficiency
• Online acceptance of OLSA
• Launching 1-Click Online Ordering Portal in Q3FY10
• OMM entry – TECH can be registered via VADs
© 2009 Oracle Corporation – Proprietary and Confidential
Acquisition Enablement for PartnersRapidly Build Competencies to Monetize Acquisitions
Enabled PartnerEnabled Partner
© 2009 Oracle Corporation – Proprietary and Confidential
Acquisition Enablement for PartnersAwareness
� What is available?
•Welcome Webcasts
•OPN Portal Pages
• Product Focus Areas
• Knowledge Zones
• Communications
Key Resources
© 2009 Oracle Corporation – Proprietary and Confidential
Acquisition Enablement for PartnersSolution Opportunity Positioning
� Why should I care?
� What’s in it for me?
•Oracle Value Proposition
•Market Opportunity
Required Resources & Skills
• Sales Playbooks
Key Resources
© 2009 Oracle Corporation – Proprietary and Confidential
Acquisition Enablement for PartnersSales Skills
� How do I sell?
� What sales tools are
available for me?
Key Resources
• Sales/Presales Webcasts
•OPN Portal Online Content
• Sales/Pre-Sales Boot Camps
•Guided Learning Paths
•OMM Engagement Model
• Price Lists and Tools
• Sales Resources
• Distribution Agreements
• Automated Ordering
© 2009 Oracle Corporation – Proprietary and Confidential
Acquisition Enablement for PartnersImplementation Skills
•OPN Boot Camps
•Guided Learning Paths
Key Resources
� How do I deliver?
© 2009 Oracle Corporation – Proprietary and Confidential
Acquisition Enablement for PartnersRapidly Build Competencies and Monetize Acquisitions
What is available?
Why should I care?
What’s in it for me?
To Whom/When do I sell?
How do I sell?
What are the sales
tools available for me?
How do I deliver?
• OPN Boot Camps
• Guided Learning Paths
• Oracle Solution Value Proposition
• Market Opportunity Description
• Required Resources and Skills
• Sales Playbooks
• Welcome Webcasts
• OPN Portal Pages
• Product Focus Areas
• Knowledge Zones
• Communications
Key Resources
Enabled PartnerEnabled Partner
• Sales/Presales Positioning Webcasts
• OPN Portal Online Content
• OPN Sales/Pre-Sales Boot Camps
• Guided Learning Paths
• OMM Engagement Model
• Price Lists and Tools
• Sales Resources
• Distribution Agreements
• Automated Ordering
© 2009 Oracle Corporation – Proprietary and Confidential
Agenda
• Our GTM Model
• Our team structure
• GTM initiatives/activities
• Potential business opportunities for partners
• How we can help you sell?
• How we support partner engagement?
© 2009 Oracle Corporation – Proprietary and Confidential
FY10 Model : How Can We Help You ?
Coverage
&
Activation
Skills
Focus
Focused
Initiatives
Build
Net
New Business
Build
Capability
To
Specialization
Pipeline
&
ROI
© 2009 Oracle Corporation – Proprietary and Confidential
Business Plan Structure
© 2009 Oracle Corporation – Proprietary and Confidential
Agenda
• Our GTM Model
• Our team structure
• GTM initiatives/activities
• Potential business opportunities for partners
• How we can help you sell?
• How we support partner engagement?
© 2009 Oracle Corporation – Proprietary and Confidential
• Register Opportunities YOUPlan to Resell
• Valid Distribution Agreement
• Net New Opportunity determined at Product Family Level
• Register in Global PRM (accessible via Sales Tab)
• Minimum deal size US$1,500
RESALERESALE REFERRALREFERRAL
• Refer Opportunities to ORACLE to Sell
• 5% of Net License
• Minimum deal size US$5,000
Open Market Model (OMM)Open Market Model (OMM)
© 2009 Oracle Corporation – Proprietary and Confidential
Enablement 2.0 to Specialization
GUIDED
LEARNING
PATHS
SOLUTION
KITS
BOOT
CAMPS
WIKIS &
FORUMS
KNOWLEDGE ZONES / PORTAL
COMPETENCY
CENTER
TIERED
CONTENT
CUSTOMER
RECOGNITION
ENHANCED
SYSTEMS