20150128 oracle_commercial options for isv's in ireland_carol dorris_ronan kelly_patrick...
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Oracle Commercial options for ISV’s in Ireland
Ronan Kelly / Carol Dorris / Patrick Fogarty
Conrad Hotel – 29th January 2015
Oracle ISV Lunch
Go To Market Models
• Outline of Oracle’s ISV Licensing Models
• Co Sell
• Full Use Resell
• Application Specific Full Use (ASFU)
• Embedded Software License (ESL)
• Outline of restrictions for each of the above
• Proprietary Application Hosting – SaaS licensing
model for ISV’s.
© 2006 Oracle Corporation – Proprietary and Confidential 2
Benefits of reselling
• Complete, turnkey solution:Be able to offer a complete solution from a single vendor. Customers can reduce cost of integration & dependencies on third parties
• Faster, cheaper deployment:Install an “engineered system” rather than a bespoke configuration
• “One-stop” support:Deliver superior support to customers by becoming their single point of contactDeliver superior support to customers by becoming their single point of contact
• Lock out the competition
Other partners cannot compete with an application specific solution sale
• Significant new revenue stream
Incremental revenue from database, middleware, options, hardware & support. If you only sell your app, you leave money on the table for another party.
Partner Sales options
ISV and Oracle
each sell directly
to end-user
Unaltered, unrestricted
programs with all
CoSell
Full UseResell
ApplicationSpecific
.
ISV and Oracle
Price their
own productsPartner E-Business
Discount Schedule,
based on volume
30% Discount
60% Discount
to partners
programs with all
functions intact that
a partner resells to
the end-user Restricted license type
sold by an ISV in
conjunction with its
Application Package.
Restricted license type
sold by an ISV embedded
in its Application Package.
Specific.
ASFU
Embedded
ESL
80% Discount
to ISV
Oracle licenses for ISV’s
CharacteristicsCharacteristics ESLESL ASFUASFU Full UseFull Use
Does your company sell preDoes your company sell pre--packaged, packaged,
commercially available applications?commercially available applications?
Are customizations required for end users?Are customizations required for end users?
Do end users / customers expect to have access to Do end users / customers expect to have access to
the Oracle Programs to modify the data schema?the Oracle Programs to modify the data schema?
Does more than one Application Package run on Does more than one Application Package run on
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the Oracle Programs?the Oracle Programs?
All updates for the Oracle Programs delivered via All updates for the Oracle Programs delivered via
updates to the partner solution / applicationupdates to the partner solution / application
Partner provides technical supportPartner provides technical support
Does Oracle need to assist the partner with the Does Oracle need to assist the partner with the
endend--user sale?user sale?
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Outline ISV discount structure
License type Restrictions Discount
License
Support
Price
Full Use None.
License owned by end user customer
Oracle provides technical support
30% 30% discount
ASFU License owned by end user customer
Restricted to use by Registered Application
Partner must provide technical support
60% 19% of Net
Embedded License owned by end user customer 80% 19% of NetEmbedded License owned by end user customer
Restricted to use by Registered Application
Must conform to embedded charter
Partner must provide technical support
80% 19% of Net
Proprietary
Application
Hosting
Restricted to use by Registered Application
License owned by ISV / Partner
For providing hosted services.
For one-to-many Software as a service model
20% 20% discount
Exadata hardware ISV ‘s can resell Exadata hardware
Delivered as a turnkey engineered system
20% Not available
© 2006 Oracle Corporation – Proprietary and Confidential 6