FY11 Partnering Strategy & Best Practices North America Applications

Transcription

1 <Insert Picture Here> FY11 Partnering Strategy & Best Practices North America Applications Phil Regnault Vice President, Alliances & Channels February 15, 2011

2 Safe Harbor Statement The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision. The development, release, and timing of any features or functionality described for Oracle s products remains at the sole discretion of Oracle. 2

3 North America Applications Partnering Strategy Promote a more efficient, productive, profitable, predictable, and more enjoyable experience for our Partners. Oracle Momentum Oracle Investments In Partners Partner Investments 3

4 <Insert Picture Here> Oracle Momentum 4

5 SOFTWARE. HARDWARE. COMPLETE. 5

6 Oracle Acquires Best-in-Class Companies (pending) Middleware Platform and Management Business Intelligence Identity & Access Management Performance Management Enterprise Content Management Data Integration (pending) Operating Systems Systems Management Virtual Machines 6

7 Oracle Invests in Breakthrough Innovations $4.3 Billion in R&D In First Full Oracle + Sun Fiscal Year 2,000 Patents 7

8 Unrivaled Leadership in Open Standards BPEL RBAC 8

9 Recommended Actions For Your Clients Upgrade, Adopt, Extend Upgrade to Latest Oracle Applications Release Adopt Standards-Based Technology Extend Business Value with Co-existence Opportunities E-Business Suite 12.1 VCP 12.1 Demantra 7.3 Oracle SOA Suite and AIA Oracle OBIEE BI Apps Fusion Apps JD Edwards E1 9.0 JD Edwards World A9.2 PeopleSoft Enterprise 9.1 OTM 6.1 WMS 12.1 Agile PLM 9.3 Agile PLM for Process 6 Oracle ADF & WebCenter Oracle Content Management Oracle Identity Mgmt Oracle Enterprise Mgr Hyperion EPM GRC Industry Apps SCM VCP Demantra Agile CRM On Demand Siebel CRM 8.2 9

10 All Apps Revenue = Apps Unlimited Revenue $2.1B Total Apps License Revenue 65,000 Apps Customers World Wide $4.3B Total Apps Maintenance Revenue 239% Apps License Revenue Growth in 5 Years 10

11 Oracle s Momentum Is Proven In The Numbers 11

12 Oracle Applications Upgrades: Installed Base % on Two Most Recent Releases 12

13 Oracle Applications Up-Sell: Installed Base % buying new modules in past 12 months 13

14 Oracle Applications Cross Sell: Installed Base % buying new modules from other Applications Families 14

15 <Insert Picture Here> Oracle Investments In Partners 15

16 Oracle Makes Significant Investments In Enabling Field Partnering People Channel Managers Partner Managers Partner Initiative Managers Program Managers OC Partner Liaison Development Partner Liaisons Enablement Boot Camps Oracle University Custom Briefings Competitive Switch Program Demand Generation Market Development Funds Field Marketing Business Development Consultants Activity Calendar Marketing Kits GTM Programs Partner Development Funds Market Maker Program Accelerate Program Solution Sets Referral Program Resell Program 16

17 Elite level for Specialized Partners Expertise in multiple Oracle Solutions Dedicated support from Oracle Partner Business Center Minimum of Five Specializations No Limit Resell all Oracle technology products Eligible to resell Oracle Applications Eligible for Specialization Maximum of Four Resell Oracle s 1-Click Products Support from Oracle Partner Business Center Technical and educational support Resell Oracle s 1-Click products Business support from VAD No member contract or fees 17

18 NAA Strategic Engagement Initiative How Partners Integrate & Support Platinum Accounts Partner GTM Branded Platinum Offerings Customer intelligence Relationship maps Platinum agreement POV PMO / roadmaps Business case rationalization Solution value realization Whitespace insights Business case development Implementation strategies Solution set POV Solution set adoption & positioning Product input Solution input Best practice sharing 18

19 <Insert Picture Here> Partner Investments 19

20 The Applications Ecosystem Opportunity In North America Is Massive $4B / Year (Services Revenue) 20

21 Partnering Best Practices Establish Relationships Differentiate Value Prop Build Pipeline Execute Understand / navigate organization Build and maintain 1:1 relationships Communicate proactively Build skilled bench & Specialization Develop Solution Set / winning POV GTM through Market Maker Program Execute joint marketing activities Closed-loop campaign management Develop joint pursuit / close / delivery plan Exercise pipeline management discipline Maintain frequent communications 21

22 Best Practice: Skills Development & Partner Guide Exposure EPM BI 22

23 Best Practice: Partner Market Makers Program Principles Program Management Focus Revenue Growth Defined Methodology & BOM Management Oversight & Reporting Less is More Best of the Best Executive commitment from Oracle and Partner Monetization of Acquisitions Make Markets For Product and Services Revenue 23

24 Best Practice: Cooperative Lead Generation 24

25 Best Practice: Collaborative Selling 25

26 North America Sales Organization Mark Hurd, President Keith Block, EVP NAS Enterprise Enterprise Enterprise NA Applications Matt Mills, SVP National Public Sector Mark Johnson, SVP Applications & Technology NA Technology Tony Fernicola, SVP National NA Hardware Andy Canham, SVP National Public Sector Anthony Robbins, SVP Hardware Industry Apps Global Business Units 26

27 North America High Tech Applications Alliance Leaders Brian Conley Alliances & Channels High Tech Enterprise Applications Tom Middlemass Alliances & Channels West National Applications 27

28 Questions & Answers 28

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