pbcs: engineering effort to optimize for cloud€¦ · cloud: low barrier to entry and low...

Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 1

Partner Program for Oracle Planning and Budgeting Cloud Service (PBCS)

Jeff Flores, Oracle Worldwide Alliances & Channels

June 2013

mailto:[email protected]


Contents

Oracle PBCS Partner Program Overview

PBCS Partner FAQ


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


Hyperion Planning Specialization Changes for PBCS

• Oracle Hyperion Planning Specialization • Added PBCS to existing Hyperion Planning

Specialization resulting in one umbrella

Specialization

• Includes Business and Competency Criteria

• In Hyperion EPM Knowledge Zone

http://www.oracle.com/partners/en/products/applications/hyperion/get-started/index.html





PBCS Certification for Existing Partners

• Hyperion Planning now includes PBCS Certification

- New Cloud Service Specialist Role

• Fulfill Cloud Specialist Role Requirements:

• Minimum 2 individuals

• Cloud Specialist GLPs

• Assessment Test Passed

• Once Cloud Specialist requirements are fulfilled,

there is no additional requirement to apply for PBCS

Certification


Existing

Oracle Hyperion Planning

Specialized Partner Cloud Specialist (5 GLPs & Assessment Test)


On-Premises and Cloud Services

Specialized Partner





PBCS Specialization for New Partners

Join EPM Hyperion

Knowledge Zone

Review Specialization

Criteria

Join

OPN

New Partner Interested in


Specialization

Apply For Specialization

Check Company Status

Fulfill Specialization

Requirements

• Sales (10 GLPs & Assessment Test)

• Pre-Sales (10 GLPs & Assessment Test)

• Implementation (8 GLPs and Proctored Exam)

• Support (10 GLPs & Assessment Test)

• Cloud Specialist (5 GLPs & Assessment Test)

Specialization Requirements:

Competency Center


On-Premises and Cloud Services

Specialized Partner


OPN Competency Center Sales, Presales, Implementation, Cloud, and Support Guided Learning Paths and Assessments

• Hyperion Planning Specialization covers both

on-premises and PBCS

• Hyperion Planning Specialization is required for PBCS

resell

• Specialization Requirements: Hyperion Planning

• Sales (GLPs & Assessment Test)

• Pre-Sales (GLPs & Assessment Test)

• Implementation (GLPs and Proctored Exam)

• Support (GLPs & Assessment Test)

• Cloud Specialist: New

• Business and Competency (Technical and Implementation)

• PBCS Guided Learning Path: 5 pre-recorded sessions (1

hour or less each)

• PBCS Assessment test (~80 questions)


PBCS Resell / Refer Program Details

1. PBCS can be resold by Partners via Cloud Resell Program

a) Visit the Planning and Budgeting Cloud Services (PBCS) Knowledge Zone

b) Check the PBCS Partner Resell Criteria

c) Apply for PBCS Partner Distribution Rights

2. List Price: $120 / user / month / application with minimum of 10 users

• Every PBCS subscription includes one production and one pre-production environment

3. Partner PBCS Discount Schedule published to be published on OPN

4. Minimum subscription: 12 months

5. Watch Now (08:57) minute video on Cloud Referral and Resale programs*

* Please visit the Planning and Budgeting Knowledge Zone for the most recent updates on PBCS Partner Resale Requirements

6. Register & Order at Oracle Partner Store system - OPS Training and Support

Documents

http://www.oracle.com/partners/en/products/cloud-services/planning-budgeting/get-started/index.html

http://www.oracle.com/ocom/groups/systemobject/@mktg_admin/documents/webcontent/videoplayer-ocom.html?bctid=2499188561001&playerType=single-social&size=c23


http://www.oracle.com/partners/secure/sales/partner-ordering-portal/oracle-partner-store-194347.html



Considerations for Building Fixed Scope Offering

Target Timeframes: 4 - 10 weeks

– Due to customer expectations for cloud deployments

Opportunity for partners to Innovate

– Deliver purpose-built templates and content (horizontal / vertical)

– Consider creating multiple offerings (e.g. bronze, silver, gold) which vary

based on # of forms, reports, task lists, dimensions, calculations etc.

Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 10 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 Portal Access

Customer must grant Cloud Portal

access to Partner Customer can either share login credentials or

create separate account(s) for partner

Oracle Cloud Service Agreement (OCSA) grants

this right to end user

Enables Both Partner and

Customer perform Administrative

Functions Allows partner to manage on behalf of customer

CLOUD SPECIALIST

PARTNER

Customer

Administrator

Sub

Administrator

Sub

Administrator

All assigned PBCS seats including those to partners count toward the total amount that the customer has purchased


2 | © 2011 Oracle Corporation – Proprietary and Confidentia l

CLOUD SPECIALIST

PARTNER


END USER

Tier 2 & 3

How Partners Provide Support to Customers

Customers must allow partner as

their agent for partner to engage in

support process

End User must share login details with partner

or create separate account(s) for partner

Partner may submit SRs on behalf of End

User

All assigned seats including those to partners

count toward the total amount that the

customer has purchased.


Partner Internal Use Purchasing Program

Benefits

• Partners can utilize their internal-use subscription as a “sandbox” for testing and development always with the latest

version of the software

• Partners can create their own “Quick Start” go-to-market offerings tested in both Cloud and on-premises

• Partners can optionally implement their own Planning and Budgeting application for internal use

For more information and purchasing please contact your Oracle Partner Manager

Partners have the opportunity to purchase their own internal-use Planning and Budgeting Cloud

Service subscription license at the Partner-Only PBCS Promotion discount (50%) for a 10

seats/application and 12 month subscription.


Obtaining Specialization and Reseller Status Step 1 Step 2

Complete specialization for Hyperion Planning (On-Premises)

Obtain Add-on Specialization for PBCS

Study GLP Training material for PBCS Specialization Take Specialization Assessment Test (2 individuals)

Create Fixed Scope Offering - Best Practices Review Partner Resale Criteria*

Review Cloud Services Distribution Addendum (CSDA) * Execute CSDA prior to first resell*

Review Cloud Services Reseller* and Referral Programs Apply for Reseller Rights

Order PBCS from Partner Store*

(Must have Reseller Rights)

* For PBCS Resell Only


Partner Resell/Referral Links

PBCS Partner Resell Program:

Apply for Distribution Rights through the Planning and Budgeting Cloud Services

(PBCS) Knowledge Zone

PBCS Partner Referral Program:

Join the Oracle Partner Network

Join the Hyperion EPM Knowledge Zone

Learn more and read the Cloud Program FAQ

Learn about Deal Registration at the Oracle Partner Store

Review and learn about the Oracle OMM Referral policy




http://www.oracle.com/partners/en/partner-with-oracle/get-started/index.html?cw01step-1


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


https://partnerstore.oracle.com/pls/ostore/f?p=pstore:home:0

http://www.oracle.com/partners/secure/sales/business-practices/omm-policies-1881455.pdf


FAQ


Partner PBCS FAQ (1 of 4) 1. How do Partners become Specialized in PBCS?

Partners must join the Oracle Partner Network (OPN) and Oracle Hyperion EPM Knowledge

Zone . Partners can can apply for PBCS Specialization under the Get Specialized tab for Oracle

Hyperion Planning.

2. I am an existing Hyperion Planning specialized Partner in good standing, how do I become

Specialized in PBCS?

Once the product is released, a new Cloud Services Specialist role will be created within the

Hyperion Planning Specialization Program. Existing Hyperion Planning Specialized Partners

can take the Cloud Services Specialist Role Guided Learning Path (GLP) training and pass the

Cloud Service Specialist Role Assessment. Two (2) individuals are required to pass the PBCS

Specialist Assessment to fulfill the specialization criteria.

3. Are there separate Specializations for Hyperion Planning on-premises and PBCS?

Upon PBCS availability, there will only be one umbrella Hyperion Planning Specialization

program which will cover both on-premises and Cloud Services. Separate on-premises and

Cloud Services specializations are not available.

http://www.oracle.com/partners/en/partner-with-oracle/get-started/index.html?cw01step-1



http://www.oracle.com/partners/en/products/applications/hyperion/get-specialized/index.html

http://www.oracle.com/partners/en/products/applications/hyperion/get-specialized/index.html


Partner PBCS FAQ (2 of 4) 1. What is the PBCS Cloud Referral Program?

The Oracle Cloud Services Referral program is great for partners that are just getting started in

cloud: low barrier to entry and low investment allows partners to refer a PBCS deal. Upon Deal

Registration approval, Oracle will pay a 10% referral fee for the guaranteed value of the contract

2. Where I can get more information regarding PBCS Reselling and Referral programs?

See the Planning and Budgeting Cloud Services (PBCS) Knowledge Zone and Oracle Partner

Store Training for more information

3. How do I order PBCS for a partner resell opportunity

A partner who has obtained resell rights for PBCS may order the software directly at the Oracle

Partner Store or work directly with their Oracle Partner Manager for provisioning

4. What are the steps required for Ordering PBCS through the Oracle Partner Store ?

Submit a Partner Resell email request on the Oracle Partner Store and follow the instructions

received for submitting a Cloud Services Partner Order Document.

5. What is the minimum PBCS subscription for resell or referral?

There is a minimum of a 1 year subscription and a minimum of 10 users per PBCS application.

Partners are required to pay a minimum 1 year subscription up front to Oracle

http://www.oracle.com/partners/secure/sales/business-practices/omm-policies-1881455.pdf

http://www.oracle.com/partners/en/partner-with-oracle/market-and-sell/index.html

http://www.oracle.com/partners/en/partner-with-oracle/market-and-sell/index.html









Partner PBCS FAQ (3 of 4) 1. How do I “add” additional seats to an existing PBCS application for my customer?

Partners can order additional PBCS seats directly at the Oracle Partner Store or work directly

with their Oracle Partner Manager for provisioning using the existing customer’s information

2. What is the minimum order for “additional” seats to an existing PBCS application/customer?

Once the customer meets the minimum subscription of 10 seats per application/year, there is no

minimum for “add-on” seat orders for the specified PBCS application

3. What is the process for activating PBCS at a customer site?

Once a PBCS partner resell opportunity has been approved, the assigned customer contact will

receive an email with instructions to activate PBCS. After activation, the customer must assign

a partner contact for PBCS administration rights in order for the partner to have access.

4. What is the PBCS discount for reselling?

The PBCS partner discount schedule is published on OPN

5. How do partners obtain PBCS demo environments?

Please visit the Oracle Demonstration Environments on OPN and review “How to Access and

Use Planning & Budgeting Cloud Services Environments”.


http://www.oracle.com/partners/en/partner-with-oracle/market-and-sell/demonstration-environments/secure/index.html

http://www.oracle.com/partners/secure/marketing/marketing-and-event-kits/pbcs-releasenotes-2191106.pdf




Partner PBCS FAQ (4 of 4) 1. Can I choose the location of the Oracle Cloud Services Data Center for a PBCS?

Yes, a specific Oracle Data Center location can be requested from a list of available data

centers during the PBCS partner ordering process.

2. When a customer assigns a partner a PBCS seat for access and administration rights, does that

count towards the total pool of seats purchased by the customer?

Yes, all assigned seats including those to partners count toward the total amount that the

customer has purchased.

3. Are there “free” trials?

There are no free PBCS trials at this time.

4. Can partner purchase an internal-only use license for PBCS?

Yes, partners will be able to purchase an internal-only use license for PBCS for testing, proof-of-

concepts, demonstrations, etc. The license will be offered at a discount (50%) for a 10 seat and

12 month subscription. Please contact your Oracle Partner Manager directly for purchasing.