Partnering for Success: Oracle s Strategy

Transcription

1 Partnering for Success: Oracle s Strategy Rauline Ochs Oracle Corporation Group Vice President North America Alliances and Channels April 26, 2005

2 Business Proposition Ÿ >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 Demand implementations 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% YTD Ÿ 11% worldwide partner community are Certified or Certified Advantage Partners up 28% Y o Y Ÿ Five-Star rating from VARBusiness Magazine* *March, 2005

3 Oracle s recent experience with consolidation #1 Applications Provider in North America (ERP, CRM, SCM, HR) #1 Human Resources and Supply Chain Provider Globally

4 You re the customer s trusted business advisor How are you helping your customers deal with consolidation in the industry?

5 Oracle s Approach to a Complete Solution Legacy Applications Partner/Supplier/ Customer Applications Third Party Middleware Security Access Business Integration Enterprise Business Intelligence Application Platform Enterprise Applications SAP Siebel Microsoft Oracle E-Business Suite integrates businesses, not just the data or applications 10g Infrastructure

6 Oracle 10g Technology Platform: Connecting People, Process & Information 10g Technology Platform Employees Access Customers Partners Business Integration Business Intelligence Security Application Platform Community

7 Connecting People, Process, & Information The 10g Technology Platform Ÿ Ÿ Ÿ Ÿ Ÿ Ÿ Common View of Information More Flexible Processes Improved Performance Management Secure Anywhere Access Faster Integration Speed to Value at Lower Cost E-Business Suite Business Intelligence JDE Unified Access PeopleSoft Suppliers Web Services Maximizes Value Of Existing Investments Legacy SAP

8 Standards based SOA Integrate Orchestrate Develop Analyze Deploy Access Secure Manage Service Oriented Architecture lifecycle SOA Standards Participation 100% standards based Service Oriented Architecture key to product strategy Products designed to support entire SOA lifecycle Open standards enable interoperability Work with customer s existing middleware environment Interoperability with.net

9 Unparalleled Scalability: One Platform, Many Solutions Customer Size Standard Edition Enterprise Edition Standard Edition One Oracle Technology

10 Relationship Management Multiple communities, one infrastructure "Oracle provides the strategic platform for our Web infrastructure--a platform we can build on." John Dunne Deputy Chief Technology Officer Customers Providers Ÿ Personalized content and services for multiple communities Ÿ Integrated business processes Ÿ Shared portal infrastructure Ÿ Comprehensive security Brokers Employees

11 What Customers Want High-Touch, Low-Cost Solutions Ÿ Buy solutions - not point technology Especially for SMB customers Ÿ Risk averse, looking for proven solutions Ÿ Limited IT resources Require inexpensive, easy to own products Ÿ Believe they have unique requirements Oracle Enables You to Provide these Solutions In a Seamless Fashion to Your Customers Source: AMR, Gartner, AMI, Oracle Interviews

12 Partnering Opportunities Ÿ Systems Integrators Ÿ Software Implementors Ÿ Independent Software Vendors Win More with Oracle Innovative Licensing Models Attractive Discounts Marketing, Sales, & Technical Resources

13 Channel Investments Paying Off Oracle Wows Peoplesoft Partners CRN, February 2005 Oracle is composing a channel-friendly tune, some partners say the database giant's delivery is music to their ears CRN, March 2005 "There's been a significant degree of improvement in Oracle's responsiveness to us as a partner in the past two years. Joe Seiley, Acucorp CRN, June 2004

14 What works for your business? Oracle and Partner each sell their technology License Model Co-Sell with Oracle Discount to Partner Low License Restrictions None No restrictions Full-Use Resell Restricted use, sold by ISV with its application Restricted use, sold by ISV Application- Specific Resell embedded in its application Embedded High Many

15 OPN: Business Framework for Success Program ŸSales ŸSupport ŸTraining ŸMarketing Portal Interaction Centers Community ŸAlliances & Channels ŸConsulting ŸDevelopment ŸGlobal Practices Partner Connection Open Market Model (Resale, Referral, Influence)

16 Next Steps Ÿ For more information on Oracle Technology Network - ISV Tech Center go to: Ÿ For more information on Oracle PartnerNetwork go to: Ÿ For more information on Oracle products go to: Ÿ To speak with an Oracle PartnerNetwork representative, call SELL (7455)