orcl internal use only global alliances and channels ver. 9. last updated: 19 th june 2007 july 12...

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


Contents

Goal & Objective

Foundation of Engagement

Snapshot of WITS

Call for Action

1

2

3

4

22


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


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


TCS


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


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


Satyam


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


Hi-Tech

Airlines

Pharma

Algorithm

Logistics

Retail

Mfg.

Customers in MRD - Satyam


E&C Mfg T&THiTech CPG Retail Prf Srv Pharma

OTM HCMJDE CRMEBS Demantra

Snapshot

Chem

FMW AIA BIEE

Auto


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 only global alliances and channels ver. 9. last updated: 19 th june 2007 july 12...

Documents