Final.stein surlien opn day spain 30 march 2011 stein_final_final
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Final.stein surlien opn day spain 30 march 2011 stein_final_final






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Final.stein surlien opn day spain 30 march 2011 stein_final_final Final.stein surlien opn day spain 30 march 2011 stein_final_final Presentation Transcript

  • <Insert Picture Here>Specialization with Oracle:Evolution and OpportunityStein SurlienSVP EMEA Alliances and Channels
  • “Partnership for Growth” 2
  • Oracle Acquisitions 3
  • Innovation Matter 4
  • Exadata / Exalogic 5
  • 6 6
  • Strategy Partner Volume & High Impact Business Coverage Development Specialized Extend the reach by Partner Revenue partners deligation readiness Selfsufficient VADs and Integrated development Dedicated by Solution VAR’s leveraging approachand aligned with regions/ Hardware & Software Engagement, Enablement, communities Solutions, Demand Oracle DirectTelesales for Generation accelerating partner sales 7
  • Specialization Pays Off• Close alignment with product and solution portfolio• Strong commitment to specialized partners• Seamless integration with direct sales at Oracle 8
  • 60 + Specializations 9
  • EMEA Partner Business Development ModelPartner Partner Partner PartnerEngagement Solutions Enablement Dem. Gen. Marketing Driving partnerEngaging the Partner Training Programs “through” Specializationprefered partners Programs and “with” partners communities to end customers• OPN Days Program • EMEA Community • Sales Trainings • Go-to-market initiatives events for the roll-out of • Presales Trainings Global programs• C-level exsite events • Drive EMEA Communities • Implementation• Executive Comms • EMEA regional specific Bootcamps programs• Targeted Comms • VAD TTT PIBs • Support of key partner• Partner Specialization • ISV Validation activities marketing Bootcamps • Field Mktg. and OD leverage • ROI Tracking 10
  • Oracle EMEA Partner TrainingExecution Model Sales Presales Implementation Specialization Day Specialization Day Delivery Partner Boot Camps Sales Boot Camps Presales Boot Camp Sales Campaign Oracle University Community Briefings Training Bootcamps GB Sales University Hand On Trainings Live Virtual Class GB Partner Induction GB Web Seminars Bootcamp / VAD TTT 11
  • Spain Best Practices for EMEA – ImplementationCampaign 12
  • Spain Best Practices for EMEA – On Line Campaign 13
  • Oracle & Partner Demand Generation Oracle-led Joint Partner-led Activities Activities ActivitiesOracle runs activity Jointly run activity Partner runs activityPartner supports: Oracle: Oracle supports:- Keynotes - Mktg. Expertise - OMS4P Marketing- Booths - Content Kits- Sponsorships… - Shared budget… - Agency support - Partner Event Partner: Publisher - Solution expertise - Co-financing… - Customer Base - Shared budget…Oracle Partner 14
  • Partners Succeeding With Specialization Abast Group and Nucli, Spain • Focused on Exadata• Focused on Tech, Apps • Specialization delivering and HW clear education,• More than 7 marketing and sales Specializations running benefits• 34 Certified Consultants • 21 certified consultants 15
  • CALL TO ACTIONRecognize the Opportunity in Our Portfolio Get Specialized Engage 16
  • Profitable Revenue 17
  • 18