partner webcast – oracle cloud opportunities: the broadest saas portfolio in the market


Oracle Cloud Opportunities –

The broadest SaaS Portfolio in

the Market

Johannes Baumgartner Partner Programs and Technology Adoption Office ECEMEA

27th March 2014

Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 4

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 purchasing decisions.

The development, release, and timing of any features or

functionality described for Oracle’s products remains at the

sole discretion of Oracle.

Safe Harbor Statement


Agenda

• „The Cloud is coming!“

• Different Clouds (Public, Managed, Private)

• Oracle Cloud Offerings (PaaS, SaaS)

• Why is the Cloud interesting for Partners

• Q & A


PRODUCT

FOR US?

CX

BUSINESS MODEL

INTEGRATION

RAMP UP

INFLUENCE ON BUSINESS

BUBBLE OR HERE TO STAY?

MOBILITY DATA PRIVACY

SOCIAL

ROI

WHY?


Trend in the Market

This information is not a commitment to deliver any material, code, or functionality. The development, release, and timing of any features or functionality described remains at the sole discretion of Oracle.


IT Roles will evolve to delivering business value


On Top of C-level Priorities for 3 Years


On Top of C-level Priorities for 3 Years

One touch

Complete capabilities

Works with or without an Internet connection

Native iOS interaction and navigation


Global Public Cloud Market Opportunity

Global Public Cloud Spend

– $110B 2012

– $210B 2016

Global Spend Growth 18.6%

Public Cloud

Source: Gartner 2013

IaaS SaaS PaaS


Why Cloud?

2012 WW applications

revenue 5% growth,

SaaS apps 29%.

IDC June 2013

2011 – 2016 WW

applications SaaS

revenue CAGR 20,7%

IDC Aug 2012

$0

$20

$40

$60

$80

$100

$120

2010 2011 2012 2013 2014 2015 2016

SaaS PaaS IaaS Source: WW Cloud Services Forecast, IDC, August 2012

SaaS


Cloud Adoption Is Rising

Source: IOUG ResearchWire member studies on Cloud Computing, conducted in Aug-Sept 2010 and Aug-Sept 2012

29%

37%

14%

26%

0%

5%

10%

15%

20%

25%

30%

35%

40%

2010 2012

Private Cloud

Public Cloud

Pe

rce

nt o

f C

usto

me

rs


PaaS Outpacing IaaS

Platform as a Service

(PaaS)

Infrastructure as a Service

(IaaS)

0% 10% 20% 30% 40% 50% 60%

Dev/Test as a Service

Compute as a Service

Storage as a Service

Identity as a Service

Database as a Service

Application Server as a Service

Source: IOUG ResearchWire member studies on Cloud Computing, conducted in Aug-Sept 2010 and Aug-Sept 2012

Private

2010 2012

2010 2012

Public


But why?

Work Any Where

Less Operational Cost

Faster implementation

Flexible Deployment Model

Better Security & Infrastructure

Less Operational Complexity

Faster rollout

Less IT … More Business

Similar to On-Premise functionality

Improved user experience


Agenda





• Q & A


Private

Deployment Model

Public

Hybrid Provider Owns

Provider Operates

Consumer Owns Provider Operates

Consumer Owns Consumer Operates

Operating Model

Applications

Platform

Service Model

Infrastructure

(SaaS)

(PaaS)

(IaaS)

Multiple Options with Cloud


Deployment Models: Private, Public, Hybrid

Private Cloud Public Cloud Hybrid Cloud

• OpEx

• Outsourced services

• Shared by multiple orgs

• CapEx & OpEx

• Control & visibility

• Not shared

• Cloudbursting – overdraft

for peak loads

• Dev/Test & production

• B2B integration

Exclusive Shared by multiple organizations


Agenda





• Q & A


Bring Oracle’s leading

Business Applications Software

and Enterprise Technology to

any customer or partner,

anywhere in the world,

through the Internet

Oracle Cloud: Mission


Oracle Cloud Only Cloud with Applications, Platform, Infrastructure

Application

Services

Platform

Services

Social

Services

Infrastructure Services


Application

Platform

Customizations

Application

Customizations Customizations

Con

su

mer

Con

su

mer

Se

rvic

e

Pro

vid

er

Se

rvic

e P

rovid

er

Service Types: IaaS, PaaS, SaaS

IaaS Cloud

SaaS Cloud

PaaS Cloud

IT Professional Developer Business End User

Different Users

Consolidation Cost Savings

App Development Focus

New Capability Speed

Key

Driver


“IT as Service” Offerings

Applications

Runtimes

Databases

Middleware

Storage

Virtualization

OS

Server Hardware

Networking

Packaged Software

Ma

na

ge

d b

y c

us

tom

er

Applications

Runtimes

Databases

Middleware

Storage

Virtualization

OS

Server Hardware

Networking

Platform as a Service (PaaS)

En

d c

us

tom

er

Se

rvic

e p

rov

ide

r

Applications

Runtimes

Databases

Middleware

Storage

Virtualization

OS

Server Hardware

Networking

Software as a Service (SaaS)

Ma

na

ge

d b

y S

erv

ice

pro

vid

e

Applications

Runtimes

Databases

Middleware

Storage

Virtualization

OS

Server Hardware

Networking

Infrastructure as a Service (IaaS)

En

d c

us

tom

er

Se

rvic

e p

rov

ide

r

Lower Cost & Higher Agility Higher Control & Higher Cost


Database Java Developer Mobile Collaboration Analytics Application

Store Platform Services

Oracle Cloud: Complete Suite of Integrated Services

Social Marketing

Social Engagement & Monitoring

Social Network

Data & Insight

Social Sites

Human Capital Management

Talent Management

Sales & Marketing

Customer Service & Support

Enterprise Resource Planning

Planning & Budgeting

Financial Reporting

Application

Services

Social

Services

Storage Messaging Compute Cache Secure Identity

Notifications Infrastructure Services


1914 – Ford Model(s) 2014 – Ford Models

Infrastructure As-a-Service


Oracle Cloud: Infrastructure-as-a-Service

Cache In-Memory Cache

Identity Identity Administration

Storage Object Storage

Compute Elastic Compute

Messaging Lightweight Queues

Sync Data & Document Sync


Oracle Cloud: Infrastructure Investments

28

13 Data Centers

38,000 Sq. Feet

1000’s

1000’s

205 PB

19 Billion

Servers

VMs

Storage

Transactions/Day

Global Tier 4 Data Centers

Gen 4 Data Centers

Global footprint for security & performance

Multi-data center regional coverage for DR

Compliance certifications

24X7 follow the sun monitoring and support * In future

Chicago London

Lilinthgow

Amsterdam

Sydney

Singapore*

Japan*

Toronto

Santa Clara

Austin Oklahoma City

Platform As-a-Service

Platform Services: Key Features

• Built on industry standards – SQL, Java, HTML5, Web

• Transparently run in the cloud – zero application code changes

• Self-service control for users – develop, deploy, manage

• Complete data isolation

• Service-Oriented Architecture – on-premise integration


Database Services

Developer Services

Java Services

Document Services

Analytics Services

Social Network

Application Store

Common Infrastructure Services

Oracle Platform Services - PaaS Complete, Standards-Based, Enterprise-Grade

Platform Services: Database Service

Runs Oracle Database in the cloud

Choice: APEX, SQL, PL/SQL, Java, REST APIs

Secure: data, schema, table-space isolation

Easy to use: self-service management

Platform Services: Java Service

• Runs any Java application in the cloud

• Choice: JDeveloper, Eclipse, NetBeans

• Secure: application and data isolation

• Easy to use: self-service management

Oracle Cloud: Platform Services Now in Preview

Collaboration

Team workspaces

Document sharing

File & device synchronization

Load data and model KPIs

Build reports and dashboards

Publish to Web, Mobile, Office

Analytics


Developer

Oracle Developer Cloud Service Develop on the Cloud

Develop A turnkey development platform securely hosted in the cloud

Collaborate Integrated tools to manage and track tasks, continuous integrations and documentation

Deploy Automatic deployment to Oracle Java Cloud Service

Standards-based git, Hudson, Maven

Source Control Management

Issue Tracking

Hudson Continuous Integration

Wiki Collaboration


Extending Applications Customization Needs

UI Customizations

Personalization

Functional

Extensions

Process

Customization

Custom Application

Integration

Web Services

Custom UI

Multi-channel

Composite

Applications

Web

Mobile

Desktop

Basics Innovate

Cross-Application Security

Common, Scalable Infrastructure

Need for Platform

Capabilities


Extending Applications Customization Needs

UI Customizations

Personalization

Functional

Extensions

Process

Customization

Custom Application

Integration

Web Services

Custom UI

Multi-channel

Composite

Applications

Web

Mobile

Desktop

Cross-Application Security

Common, Scalable Infrastructure

Application Extensibility

Oracle Cloud Platform Services

ADF

ADF Mobile

Oracle Cloud Common Infrastructure Services

Need for Platform

Capabilities

Basics Innovate

Application Marketplace

Oracle Cloud: Platform Services

Develop & Integrate Publish Access & Use

• Industry Standard Oracle Technologies

• Extend, Integrate with Oracle SaaS

• 100s of Apps from Oracle Ecosystem

• Read, Review and Engage

• Evaluate

• Buy

• Deploy Easily


Oracle Cloud Partner Ecosystem

Best in Class

Open

Complete

Oracle Cloud

Marketplace

Oracle Cloud

Platform

Oracle Cloud

Applications (100+ Business Apps)


Oracle Cloud Marketplace Registration “Become a Publisher”

Access for Partners

Partner Landing Page

Submit Application Form

https://cloud.oracle.com/marketplace/faces/partnerLandingPage?_adf.ctrl-state=z5mje0wph_4&_afrLoop=1770290642829820

Applications

Software As-a-Service


What does SMAC stand for? Q


SMAC

S

M

A

C

Social

Mobile

Analytics

Cloud


Broadest applications offering – enterprise customers

Built on industry standards – Java, standards-based middleware

Modern user interface – Web, HTML5

Service-Oriented Architecture – simplifies integration

Self-service control for business users – configure, extend

Built in business intelligence, social and mobile

Complete data isolation and flexible upgrades

ORACLE SaaS

Key Features


Apps Offering

CX

Oracle SaaS Offering

ERP HCM EPM


Complete Solutions Application Services for Every Area of Business

Human Capital

Management

Talent

Management

Sales and

Marketing

Financial

Management

Procurement,

Sourcing, Inventory

Project Portfolio

Management

Customer Service

and Support

Governance, Risk,

Compliance

Platform Services

Common Infrastructure Services

Social Services


Oracle Cloud: Customer Experience

Customer Experience Foundation

Social Network Mobile Analytic KPIs &

Dashboards Predictive Analytics

Integrations 22

Integrated Customer Experience Foundation

Mobile

Social

In Store Contact Center

Field Service Direct Sales

Channel Web

CONTENT

Oracle

Sites &

Endeca

SOCIAL

Oracle Social Cloud

MARKETING

Oracle Marketing

Cloud

SALES

Oracle Sales Cloud

COMMERCE

Oracle Commerce

Cloud

SERVICE

Oracle Service Cloud

CPQ

Oracle Configure-

Price-Quote Cloud


Oracle Cloud: Human Capital Management

Mobile

Social

Job

Boards

Employee

Networks Candidate

Portal Help Desk

Customer Experience Foundation

Social Network Mobile Analytic KPIs &

Dashboards Predictive Analytics

Integrations 22

Integrated Human Capital and Talent Management Foundation

Contractors Web

Global HR Workforce Rewards

and Payroll Workforce

Management Workforce

Optimization

Talent Management Recruiting and On-Boarding

Performance and Succession

Learning and Development

Globalizations and Statutory Localizations


Social Network Mobile (eg. expenses)

Analytic KPIs & Dashboards

Financial Reporting Center Integrations

22

Financial Planning & Budgeting

Financial Governance, Risk and Compliance

Financial Reporting

Procurement Costing

and Inventory Project Portfolio

Management Supply Chain Management

Globalizations and Statutory Localizations

Oracle Cloud: Enterprise Resource Planning


Oracle Planning and Budgeting Cloud Service

All the power of Hyperion Planning, Available as a cloud service

Offered stand-alone and with Oracle ERP Financials Cloud

Service

Subscription pricing based on per-user/month/app model

Implementation services will be available from Oracle Consulting

and partner network

Availability

– Preview for partners and early adopters underway now

– General availability in CY13, NOW


Oracle Cloud: Summary

• Complete – broad suite of technology & business applications

• Open – based on standards with no “lock-in”

• Integrated – designed PaaS, SaaS, Social to work together

• Architecture – designed like a modern enterprise private cloud

• Benefits – greater speed, lower cost, lower risk


Agenda

• „The Cloud“ and SaaS ... A strong trend

• CX – Customer Experience … Importance and Challenges

• The RightNow Cloud Service Experience


• Q & A

• Why should You be interested?


Referral

Program

Specializations

Resale

Program

Oracle Cloud Partner Programs Comprehensive Array of Programs for the Oracle Public Cloud

Enterprise-Ready

Breadth of Solutions

Depth of Technology


Oracle Cloud Services Referral Program

Referral Compensation for closed subscriptions to Oracle Cloud

Any Oracle Partner Network Member

Easy and Simple; Refer by registering deals at Oracle Partner Store

Referral


Oracle Cloud Services Specializations

Specialization

Expertise in delivering Oracle Cloud

Services

Access and use Oracle methodologies

and best practices

Develop fixed scope implementation

offering

Benefits of specialization:

Obtain a deep skill set in Oracle Cloud

services

Deliver fixed scope implementation and

consulting services for increased revenue

Be recognized by Oracle as a Strategic

Go-to-Market partner

Connect with customers who seek out

and prefer Specialized OPN members


Recurring revenue from on-going Cloud

Service Subscription

Own the relationship; add-on, upgrade

and renew the service

Expertise through Cloud Service

Specialization

Resale

Oracle Cloud Services Resale Program

Cloud Resale Criteria

Oracle Partner Network Gold, Platinum or

Diamond membership

Specialization in the Oracle Cloud Service

to be resold

Fixed scope Oracle Cloud service

implementation offering

Full use Distribution Agreement and

Cloud Services Distribution Addendum

Please check this 9 min video:

http://medianetwork.oracle.com/video/player/2499188561001

http://medianetwork.oracle.com/video/player/2499188561001

Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 67 2 | © 2011 Oracle Corporation – Proprietary and Confidential

Partner’s Agreement with flow down financial terms

CLOUD SPECIALIST

PARTNER

Cloud Serv ices Distribution Addendum to FUDA

Oracle Cloud Resale Transaction Overview

End User

Oracle Inv oices Partner Partner Inv oices Customer

Partner Pays Oracle Customer Pays Partner

Oracle Cloud Serv ices Agreement

Serv ice and Support Deliv ery

Oracle Cloud Resale Transaction Overview


Become a leader in Cloud Services

Enables partner to compete with pure play

Cloud providers

Alignment with Oracle Development and

Sales & Alliance teams

Also a requirement for Resale eligibility

Fixed Scope Implementation

Oracle Cloud Implementation Services

FSO Requirements

1. Sales presentation

2. Data sheet

3. Publicize your Oracle Cloud

Service fixed scope

implementation offering on your

website

4. Update your OPN Solutions

Catalog profile

http://solutions.oracle.com/

http://solutions.oracle.com/

Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 71 Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 12 Copyright © 2012, Oracle and/or its affiliates. All rights reserved. 71

Rapid Implementation with Fixed Scope Offering

EXTENDED PROJECT SCOPE

ANALYTICS DRIVE BUSINESS DECISIONS

Phase I: Fixed Scope Offer

Project Volume

Phase II: Grow and Expand

Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 72 Copyright © 2014, Oracle and/or its affiliates. All rights reserved.

Discover Land & Expand Nurture

Business Opportunities

Pre-Implementation

- Management Consulting

- Process Optimisation

- Discover new opportunities

- Become trusted Advisor

- Deepen Customer Relationship - KISS (FSO)

- Personalise and Konfigure

- Integration

- Data Migration

- Coaching and Training

- etc

- Leverage on the Release Changes (3-4 p.a.)

- Coach and Educate on New Possibilities/Releases

- Offer Implementation and Support as subscription (SLA)

- Recurring Revenue Stream

- Benefit from Renewals

- Cross Sell from Largest Portfolio in the Market

Implementation Post-Implementation


SaaS Projects Things to consider

It’s a service not a product

Adopt the Business processes not adapt

Work on scope, release driven

Iterative – Short duration (measured in weeks not months)

Tight Project Control

Business Benefit / ROI Focus

Business Involvement – Change Management

Standard processes – Keep it Simple

Solution Driven not requirement driven


SaaS Projects Things to consider

Possibility to do 5 + projects per year with Lower

Risks and Higher Margins

Possibility to ensure Better Cash Flow

Offer Your services and support bundled with the

implementation and leverage on new releases to

generate a steady and secure revenue stream


Don’t only look into the past


…. look to the future!


What Partners need to Do

Join Knowledge Zone

Complete the competency criteria

Sign the CSDA

Complete Fixed Scope Offering

Get SaaS Transactions and References


Agenda





• Q & A


Resources OPN Sites:

• oracle.com/cloud

• Public cloud.oracle.com

• FAQ

• Private Cloud Products

• Partner Cloud Knowledge Zone

• Partner FAQ

• blogs.oracle.com/cloud

@OracleCloudZone #OracleCloud

www.facebook.com/OracleCloudComputing [email protected]

http://oracle.com/cloud

http://cloud.oracle.com/

http://cloud.oracle.com/mycloud/f?p=service:faq:0:::::

http://oracle.com/goto/privatecloud

http://www.oracle.com/partners/en/knowledge-zone/database/saas-021210.htm

http://www.oracle.com/partners/secure/engage-with-oracle/cloud-kz-faq-1878432.pdf

http://blogs.oracle.com/cloud

Join the conversation

@OracleCloudZone #OracleCloud

www.facebook.com/OracleCloudComputing

blogs.oracle.com/cloud

cloud.oracle.com

Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Oracle Day – Real Life Customer Experience 81

Johannes Baumgartner Senior A&C Application Specialist Partner Business Development ECEMEA [email protected] +43 1 33777 170 +43 664 8103 170 www.oracle.com

mailto:[email protected]

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partner webcast – oracle cloud opportunities: the broadest saas portfolio in the market

Technology

oracle andor

oracle cloud opportunities

cloud interesting

public cloud source

cloud adoption

cloud computing

sole discretion of oracle

iaas saas paas