grow your business - oracle · 2009-12-10 · primavera global knowledge software crystal ball...

© 2009 Oracle Corporation – Proprietary and Confidential

Grow Your Business

YONG YUET-CHING

Channels Director - TECHNOLOGY


Agenda

• Our GTM Model

• Our team structure

• GTM initiatives/activities

• Potential business opportunities for partners

• How we can help you sell?

• How we support partner engagement?

• Where you can go for information?


Commercial

Named

Key

FY10 Technology Model

• Direct Led, Deep Penetration

• Long Term Business Partner

• Standardization / Exadata / 11R2 Upgrade

• Partner and Direct Led Business

• Expand Options and Acquired Prods

• Exadata

• Indirect Led Business• iSV, SI & VADs• Supported by CSMs and ORD


Agenda

• Our GTM Model







Key Initiatives

WW Mission & Objectives :

To increase revenue and profitability for Oracle

and our partners, while building a strong

ecosystem to better support solution sales


Siebel - CRM

ERP (EBS, JDE, PSFT)

PSFT Campus Solutions

Hyperion - EPM

Database & Infrastructure

Oracle Application Server

Enterprise Content Mgmt

Business Intelligence

Service Oriented Arch.

Security

Working with this product today?

Consider adding complementary products

Policy Automation(Haley)

Call Center Anyware (Telephony @ work)

Product Life Cycle (Agile)

DemantraTransportation Mngmt (G-log)

Primavera

Global Knowledge Software

Crystal BallDynamic Planning System

(Interlace)

Coherence (Tangosol)

BEA

Stellent Captovation TripleHop

TimesTen

Hyperion Crystal BallOracle Data Integrator

(Sunopsis)



IdM (Oblix)

ClearApp BEAOracle Data Integrator

(Sunopsis)

Role Manager (Bridgestream)

Virtual Directory (OctetString)

Thor Technologies

OAAM(Bharosa)

Grow Your Business

Real Time Decisions (SigmaDynamics)


Monetize Opportunities

Through Oracle’s Acquisitions

•Understand value propositions

•Calculateinvestmentrequirement &potential ROI

•Drive into newrevenue streamsand markets

•Refine youroffering

•Expand yourfootprint withcustomers

•Extend the valueyou delivercustomers

•Upsell & cross-sell

•Leverage existinginvestments &skill sets

•Use OPNenablement toextend sales &delivery readiness

•Specialize

•Execute requiredagreements

•Leveragemarketingopportunities togrow business

•Developengagement planwith alliances &channels in yourcountry


TECHNOLOGY : What We Deliver in Response to

these Concerns

……..Drive adoption to 11GR2 and sell more Options …….Exadata V2

• Reducing the complexity and cost of IT – Grid Computing

• Cater to increasing loads and data volumes in a predictable and cost effective manner – High Performance Computing and Information Lifecycle Management

• Show better alignment to the business – Adoption of ITSM (IT Services Management)

• Deliver better information to decision makers – Exadata and BI / DW

• Secure information assets – Data Security


OFM - Oracle Fusion Middleware 11g

• Unified Design Time & Rich Internet Applications Framework

JDeveloper and ADF 11g

• Enhanced Performance and AvailabilityWebLogic Suite 11g

• More Efficient and Agile ApplicationsSOA Suite 11g

• Enhanced Enterprise 2.0 PortalWebCenter Suite 11g

• Industry’s First Service-Oriented SecurityIdentity Management 11g


APPLICATIONS : Growth of Indirect Revenue

–Oracle Acquisition Approach• Scale, technology and specialization drive growth

across all product lines (50+ Acquisitions)

–Solutions Footprint• Satisfy Core, Industry-Specific Business Processes

• Strategic Acquisitions Provide Best in Class Coverage

–Oracle Applications Unlimited• PROTECT customer Existing Investment

• EXTEND the Value of customer Applications

• EVOLVE customer to the Next-Generation

Customers continue to get innovation in existing releases and choose when they are ready to move to next generation technology.


Growth of Indirect Revenue – VADs Engagement

• Expand product Portfolio

– AutoVue (enterprise visualization solutions)

– Crystal Ball (predictive modeling, forecasting, simulation, and optimization)

• ISV Program & G-T-M to overseas & Event sponsorships via VADs/Oracle

• VADs-Led Managed Partners

• Promotional Bundles

• VADs-Led Demand Generation Programs, Activation of Demand Generation Centers

• QIC


FY10 Quarterly Integrated Campaigns – VADs Engagement

Q1Compliance &

Management

Problems

IT Security

Tech Products

• Database

• UCM

• IDM

• BI

• Document Capture

Q3Productivity &

Cost Reduction

IT Productivity

Tech Products

• Database

• BI

• UCM


• WebLogic Server

Q4New Business &

Customer

Retention

IT Infrastructure

Tech Products

• Database

• BI

• WebLogic Server

• UCM


Q2Efficiency &

Continuity

IT Modernization

Tech Products

• Database

• UCM

• BI

• Data Integrator

• Secure Backup

• Demand Generation Themes

•Campaigns include events, direct mailers and call blitz efforts

• Ongoing :

•Campaigns include events, direct mailers and price promotion

• Database SE1

• RAC

• Fusion Middleware

• Business Intelligence SE1


Operational Efficiency

• Online acceptance of OLSA

• Launching 1-Click Online Ordering Portal in Q3FY10

• OMM entry – TECH can be registered via VADs


Acquisition Enablement for PartnersRapidly Build Competencies to Monetize Acquisitions

Enabled PartnerEnabled Partner


Acquisition Enablement for PartnersAwareness

� What is available?

•Welcome Webcasts

•OPN Portal Pages

• Product Focus Areas

• Knowledge Zones

• Communications

Key Resources


Acquisition Enablement for PartnersSolution Opportunity Positioning

� Why should I care?

� What’s in it for me?

•Oracle Value Proposition

•Market Opportunity

Required Resources & Skills

• Sales Playbooks

Key Resources


Acquisition Enablement for PartnersSales Skills

� How do I sell?

� What sales tools are

available for me?

Key Resources

• Sales/Presales Webcasts

•OPN Portal Online Content

• Sales/Pre-Sales Boot Camps

•Guided Learning Paths

•OMM Engagement Model

• Price Lists and Tools

• Sales Resources

• Distribution Agreements

• Automated Ordering


Acquisition Enablement for PartnersImplementation Skills

•OPN Boot Camps

•Guided Learning Paths

Key Resources

� How do I deliver?


Acquisition Enablement for PartnersRapidly Build Competencies and Monetize Acquisitions

What is available?

Why should I care?

What’s in it for me?

To Whom/When do I sell?

How do I sell?

What are the sales

tools available for me?

How do I deliver?

• OPN Boot Camps

• Guided Learning Paths

• Oracle Solution Value Proposition

• Market Opportunity Description

• Required Resources and Skills

• Sales Playbooks

• Welcome Webcasts

• OPN Portal Pages

• Product Focus Areas

• Knowledge Zones

• Communications

Key Resources

Enabled PartnerEnabled Partner

• Sales/Presales Positioning Webcasts

• OPN Portal Online Content

• OPN Sales/Pre-Sales Boot Camps

• Guided Learning Paths

• OMM Engagement Model

• Price Lists and Tools

• Sales Resources

• Distribution Agreements

• Automated Ordering


Agenda

• Our GTM Model







FY10 Model : How Can We Help You ?

Coverage

&

Activation

Skills

Focus

Focused

Initiatives

Build

Net

New Business

Build

Capability

To

Specialization

Pipeline

&

ROI


Business Plan Structure


Agenda

• Our GTM Model







• Register Opportunities YOUPlan to Resell

• Valid Distribution Agreement

• Net New Opportunity determined at Product Family Level

• Register in Global PRM (accessible via Sales Tab)

• Minimum deal size US$1,500

RESALERESALE REFERRALREFERRAL

• Refer Opportunities to ORACLE to Sell

• 5% of Net License

• Minimum deal size US$5,000

Open Market Model (OMM)Open Market Model (OMM)


Enablement 2.0 to Specialization

GUIDED

LEARNING

PATHS

SOLUTION

KITS

BOOT

CAMPS

WIKIS &

FORUMS

KNOWLEDGE ZONES / PORTAL

COMPETENCY

CENTER

TIERED

CONTENT

CUSTOMER

RECOGNITION

ENHANCED

SYSTEMS

grow your business - oracle · 2009-12-10 · primavera global knowledge software crystal ball...

Documents