Partnering for Success: Oracle’s Strategy Rauline Ochs Oracle Corporation Group Vice President North America Alliances and Channels April 26, 2005
Partnering for Success:Oracle’s Strategy
Rauline OchsOracle Corporation
Group Vice PresidentNorth America Alliances and Channels
April 26, 2005
Business PropositionŸ >50% of H1FY05 global license revenue on partner paper
– 90,000+ deals per year with partners
Ÿ More than 50% of Oracle’s E-Business Suite On Demandimplementations are performed by partners
Ÿ 6,650 ISVs – up 13% H1– Migrating to full 10g stack– Plugging into Oracle applications
Ÿ 14,254 total partners – up 10% YTDŸ 11% worldwide partner community are Certified or
Certified Advantage Partners – up 28% Y o YŸ Five-Star rating from VARBusiness Magazine*
*March, 2005
Oracle’s recent experience withconsolidation…
#1 Applications Provider in North America (ERP,CRM, SCM, HR)
#1 Human Resources and Supply Chain ProviderGlobally
You’re the customer’s trustedbusiness advisor…
How are you helping yourcustomers deal with
consolidation in the industry?
Oracle’s Approach to a Complete Solution
Oracle E-BusinessSuite integrates
businesses, not justthe data or
applications
AccessAccess
Business IntegrationBusiness Integration
Application PlatformApplication Platform
SecurityEnterprise
Applications
LegacyLegacyApplicationsApplications
Partner/Supplier/Partner/Supplier/CustomerCustomerApplicationsApplications
Third PartyThird PartyMiddlewareMiddleware
•• SAPSAP•• SiebelSiebel•• MicrosoftMicrosoft
10g Infrastructure
EnterpriseEnterpriseBusinessBusiness
IntelligenceIntelligence
Oracle 10g Technology Platform:Connecting People, Process & Information
Employees
Customers Partners
Community
AccessAccess
Business IntegrationBusiness Integration
Business IntelligenceBusiness Intelligence
SecuritySecurity
Application PlatformApplication Platform
10g Technology10g TechnologyPlatformPlatform
Connecting People, Process,& Information
Ÿ Common View of InformationŸ More Flexible ProcessesŸ Improved Performance
ManagementŸ Secure Anywhere AccessŸ Faster IntegrationŸ Speed to Value at Lower Cost
The 10g Technology Platform
Maximizes Value Of Existing Investments
BusinessIntelligence
JDE
SAP
Web Services
Suppliers
PeopleSoft
Unified Access
E-BusinessSuite
Legacy
Standards based SOA
SOA Standards Participation
• 100% standards based
• Service Oriented Architecturekey to product strategy
• Products designed to supportentire SOA lifecycle
• Open standards enableinteroperability
• Work with customer’sexisting middlewareenvironment
• Interoperability with .NET
DevelopOrchestrate
Deploy
Secure
Access
Integrate
Manage
Analyze
Service Oriented Architecture lifecycle
Unparalleled Scalability:One Platform, Many Solutions
Oracle TechnologyOracle Technology
Cus
tom
er S
ize
Cus
tom
er S
ize
StandardEdition One
StandardEdition
EnterpriseEdition
Relationship Management
Ÿ Personalized content and services formultiple communities
Ÿ Integrated business processesŸ Shared portal infrastructureŸ Comprehensive security
"Oracle provides the strategic platform for ourWeb infrastructure--a platform we can build on."
John DunneDeputy Chief Technology Officer
Multiple communities, one infrastructure
Customers
Brokers
Providers
Employees
www.harvardpilgrim.org
What Customers Want…High-Touch, Low-Cost Solutions
Ÿ Buy solutions - not point technology– Especially for SMB customers
Ÿ Risk averse, looking for proven solutionsŸ Limited IT resources
– Require inexpensive, easy to own productsŸ Believe they have unique requirements
Source: AMR, Gartner, AMI, Oracle Interviews
Oracle Enables You to Provide these Solutions In a SeamlessOracle Enables You to Provide these Solutions In a SeamlessFashion to Your CustomersFashion to Your Customers
Partnering Opportunities
Ÿ Systems Integrators
Ÿ Software Implementors
Ÿ Independent SoftwareVendors
Win Morewith Oracle Innovative
Licensing Models Attractive Discounts Marketing, Sales,
& TechnicalResources
Channel Investments Paying Off“Oracle Wows Peoplesoft
Partners”CRN, February 2005
“Oracle is composing a channel-friendlytune, some partners say the databasegiant's delivery is music to their ears“
CRN, March 2005
"There's been a significant degree ofimprovement in Oracle's
responsiveness to us as a partner inthe past two years.”
Joe Seiley, Acucorp CRN,June 2004
What works for your business?
Co-Sell withCo-Sell withOracleOracle
Discount toPartner
LicenseRestrictions
Full-Use ResellFull-Use Resell
Application-Application-Specific ResellSpecific Resell
License Model
EmbeddedEmbedded
Oracle and Partnereach sell theirtechnology
No restrictions
Restricted use, sold by ISVwith its application
Restricted use, sold by ISVembedded in its application High Many
Low None
OPN: Business Framework for Success
CommunityPortalProgram
Interaction Centers
ŸSalesŸSupportŸTraining ŸMarketing
ŸAlliances & ChannelsŸConsultingŸDevelopmentŸGlobal Practices
Partner Connection
Open Market Model (Resale, Referral, Influence)
Next Steps
Ÿ For more information on Oracle Technology Network -ISV Tech Center go to:http://www.oracle.com/technology/isv
Ÿ For more information on Oracle PartnerNetwork goto: http://partner.oracle.com
Ÿ For more information on Oracle products go to:http://www.oracle.com/products
Ÿ To speak with an Oracle PartnerNetworkrepresentative, call +1 800-323-SELL (7455)