ORCL Internal use onlyGlobal Alliances and ChannelsGlobal Alliances and ChannelsVer. 9. Last Updated: 19Ver. 9. Last Updated: 19 thth June 2007 June 2007
July 12 2007
Alliance with WITS in MRD GC
Louisa LiuRegional Alliance Manager, GC
Global Indian Partners
ORCL Internal use onlyGlobal Alliances and ChannelsGlobal Alliances and ChannelsVer. 9. Last Updated: 19Ver. 9. Last Updated: 19 thth June 2007 June 2007
Contents
Goal & Objective
Foundation of Engagement
Snapshot of WITS
Call for Action
1
2
3
4
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ORCL Internal use onlyGlobal Alliances and ChannelsGlobal Alliances and ChannelsVer. 9. Last Updated: 19Ver. 9. Last Updated: 19 thth June 2007 June 2007
Partners Recognized as Preferred Choice
Increasing MSS Partners are Strong at
Enhancing New Development where Partners can Add Value
Exploring Potential from Rivals’ Installed Base via Cross-Selling
ORCL as a Partner of Choice
Incremental Growth of ORCL Business
Enablement Given Partner Mapping & ORCL Direction
Developing Increased Self-Sufficiency
Str
ate
gic
O
bje
cti
ve
ORCL LOB Alignment PTN Enablement & Alignment
More Licenses
More Licenses
Cohesiveness
Cohesiveness
Goal and Objective
ORCL Internal use onlyGlobal Alliances and ChannelsGlobal Alliances and ChannelsVer. 9. Last Updated: 19Ver. 9. Last Updated: 19 thth June 2007 June 2007
WE
WIT
SS
OFTW
AR
ES
ER
VIC
ES
COMPLEMENTARITY / COMMONALITIES
Foundation of Engagement: C2
BIG Deals, BIG Accounts
Non-Commodity Product (NICHE Product Portfolio)
Travel&Transportation, Engineering&Construction
ORCL Architecture (AIA) beyond Point Solution
Market Target
Product Focus
Focus in MRD
Value Selling
ORCL Internal use onlyGlobal Alliances and ChannelsGlobal Alliances and ChannelsVer. 9. Last Updated: 19Ver. 9. Last Updated: 19 thth June 2007 June 2007
TCS
ORCL Internal use onlyGlobal Alliances and ChannelsGlobal Alliances and ChannelsVer. 9. Last Updated: 19Ver. 9. Last Updated: 19 thth June 2007 June 2007
Hong Kong•Founded in 1989 (Macau branch founded in
2007)•Sales drive•125+ consultants working onsite (with both
Indian and local HK consultants)•200+ consultants working offshore for HK
customers•Services inc. consulting, implementation,
enhancement and support
GC Key Facts
Key Facts• Established in 1968 • Total Company Revenue for FY07: 4.1B USD• Growth rate: ~33%• Total Number of Employees: 89,000 (GC: ~900)• Goal: Global Top 10 by 2010 (from current 14 on rev)• Internal ORCL user: YES. Apps, eLearning, Portal
ORCL Footprint• Working with ORCL since 1987• Total Consultants Oracle Practice: 12,650 (GC: 150+)
• Total Consultants EBS: 1,200 (GC: 120+)• Total Consultants PS: 200 (GC: 5)• Total Consultants CRM: 250 (GC: 30+)• Total Consultants Oracle Tech: 11,000
• CRM: SEBL ranks 1 (Call Center Analytics, Customer Web Self Service, Integrated Customer Data Mgmt, etc)
• ECM: Documentum leads
5600
4100
22402970
550 800215 350
0
1000
2000
3000
4000
5000
6000
FY05 FY06 FY07 FY08Total Revenue Oracle Services
US
$/M
Revenue Growth Total Revenue vs ORCL Practice Revenue
China•Founded in 2002•Offices in Shanghai, Hangzhou, Beijing,
Dalian•Employees: ~900 (1,600 by 2008)•Sales Force: Dedicated sales force on MRD,
BFSI, Telco and GEH (~10)•Aggressive local dev plan and significant
achievements, e.g. established a JV with Chinese Gov
Executive Summary – TCS, GCExecutive Summary – TCS, GC
ORCL Internal use onlyGlobal Alliances and ChannelsGlobal Alliances and ChannelsVer. 9. Last Updated: 19Ver. 9. Last Updated: 19 thth June 2007 June 2007
Solutions•Dairy Industry Solution•Integrated Ports Solution•Workforce Management•Paper & Pulp
Manufacturing•Paints & Ink Industry
Solution•Dealer Management
Solution•Subscription based
IndustryJDE
1. Lifescan2. Merck Sharp &
Domhe3. Springs Global Inc4. Actavis
HCM
1. CNA2. Conagra Foods3. Reserve Bank of India
Hyperion1. Motorola China 2. Temasek 3. PSA4. Alcoa 5. Johnson & Johnson
T&T&Hospitality
1. Singapore Airways2. British Airways 3. American Express4. United Airlines 5. Virgin Atlantic 6. Swiss International7. Airlines 8. Qantas 9. Austrian 10. KLM11. P&O Ferries12. RCI13. Cendant14. Princess Cruises15. Maersk
Retail
1. Best Buy 2. Home Depot3. Target4. Colruyt5. Conagra Foods6. Dudhsgar Dairy
OTM
1. GE Healthcare 2. McGraw Hill 3. Panalpina 4. SNTG
Demantra
1. Lifescan
FY08 Industry Solutions & Customers in MRD
Manufacturing
1. Eveready Industries2. Ingersoll Rand 3. Lakshmi Metal Works 4. Alcoa 5.Kirlosker Oil Engines 6. Panasonic India 7. GE Healthcare8. Xerox9. GE China10.Motorla11. Merck Sharp &
Dohme12. Nokia13. Cummins14. Apple15. GE Industrial Systems
Customers
FY08 Product/Solution Priorities FY08 Industry Focus AreasApps
•SEBL (Global Upsell Campaign for SEBL upgrade)
•PSFT - HCM•Demantra
Tech•Fusion/SOA•AIA
Industry•MRD (Hi-Tech, Auto, T&T,
Retail)•BFS and Insurance•Telecom•Media
ORCL Internal use onlyGlobal Alliances and ChannelsGlobal Alliances and ChannelsVer. 9. Last Updated: 19Ver. 9. Last Updated: 19 thth June 2007 June 2007
Satyam
ORCL Internal use onlyGlobal Alliances and ChannelsGlobal Alliances and ChannelsVer. 9. Last Updated: 19Ver. 9. Last Updated: 19 thth June 2007 June 2007
GC Key Facts FY08 Product Priorities FY08 Industry Focus Areas
1800
1416
794
1096
126 20070 95
0
500
1000
1500
2000
FY05 FY06 FY07 FY08
Total Revenue Oracle Services
US
$/M
Key Facts• Established in 1987 • Total Company Revenue for FY07: $1.4B USD• Growth rate: ~30%• Total Number of Consultants: 40,000• Consulting & enterprise business solutions (EBS) account for 40%+ of
total revenue
ORCL Footprint• Total Consultants Oracle Practice: 6,160 (80+)
• Total Consultants EBS: 700 (50+)• Total Consultants PS: 360 (10)• Total Consultants CRM: 100 (5)• Total Consultants Oracle Tech: 5,000
• ERP/CRM/BI: ORCL leads• ECM: Documentum leads• Internal ORCL user: Yes. Financials, PM, etc.
Revenue Growth Total Revenue vs ORCL Practice Revenue
•Founded in 2002•Offices in SH, BJ, GZ, DL, NJ, HK,
TP•Employees: ~500 (Hiring 25 /
month)•Sales Force: Dedicated sales
force on MRD, BFSI, Telco (~8)•Localized team, inc. pre-sales,
sales•ORCL COE: ~80•BIDW: ~100 (170 by 2008)
Apps•EBS•PSFT•OTM•JDE•Retek
Tech•BIDW•SOA
Industry•MRD (HI-Tech, Mfg,
Retail, Pharma, Airlines)•Banking and Insurance
Apps•Banking
Xpress •Airline Xpress•Telco Xpress
Tech•iDecisions for
Banking, insurance & Telco
Executive Summary – Satyam, GC
ORCL Internal use onlyGlobal Alliances and ChannelsGlobal Alliances and ChannelsVer. 9. Last Updated: 19Ver. 9. Last Updated: 19 thth June 2007 June 2007
Hi-Tech
Airlines
Pharma
Algorithm
Logistics
Retail
Mfg.
Customers in MRD - Satyam
ORCL Internal use onlyGlobal Alliances and ChannelsGlobal Alliances and ChannelsVer. 9. Last Updated: 19Ver. 9. Last Updated: 19 thth June 2007 June 2007
E&C Mfg T&THiTech CPG Retail Prf Srv Pharma
OTM HCMJDE CRMEBS Demantra
Snapshot
Chem
FMW AIA BIEE
Auto
ORCL Internal use onlyGlobal Alliances and ChannelsGlobal Alliances and ChannelsVer. 9. Last Updated: 19Ver. 9. Last Updated: 19 thth June 2007 June 2007
Tacti
cal O
pera
tion
Call for Action
• Deal/Account Mapping & PlanningDeal/Account Mapping & Planning
• Periodical Sync-Up & AdjustmentPeriodical Sync-Up & Adjustment
• Partner Enablement & TrainingPartner Enablement & Training
• Demand Gen & Marketing Demand Gen & Marketing CampaignCampaign
ORCL Internal use onlyGlobal Alliances and ChannelsGlobal Alliances and ChannelsVer. 9. Last Updated: 19Ver. 9. Last Updated: 19 thth June 2007 June 2007