Extending Your Markets Opportunities in North America

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  • ESLs: Marketron: Inventory Optimiation for broadcast TV Digital Dispatch: Taxi Dispatch SW SeeCommerce: Supply Chain apps Solid Earth: Real Estate Multiple Listing Service eQuisitions, Printrak: Legal offerings ASFU
  • Industry 2003 CAGR Banking $8,295.6 6.8% Communications $7,195.5 3.1% Government (Federal) $7,002.8 9.3% Professional Services $4,963.0 6.7% Retail $4,572.1 9.5% Industrial Manufacturing $4,205.0 4.6% Healthcare $3,948.6 8.9% Transportation $3,861.2 7.2% Utilities $3,136.9 7.3% High Tech $3,100.2 9.4% CPG $1,992.5 6.8% Higher Education $1,775.2 4.6% Chemicals $1,286.7 6.7% Life Sciences $853.8 7.3% AMC $517.6 5.7%
  • ndustry Partner Strategy Focused Approach Few Industries, specific subsegments Targeted spearheads Select partners Drive revenue through joint go to Market and common value proposition based on a combination of: Oracle technology and EBS modules System Integrators Industry Knowledge & competences Industry Solution Partner Applications for specific areas Financial Services Retail Banking Insurance Retail Communications Discrete Manufacturing Automotive Industrial High Tech Process Manufacturing Life Sciences Oil & Gas Consumer Products
  • 38 2 1 Customer – Wyndham International Industry - Hotel Management Joint Solution Offering Micros: Reservations, POS and property management applications for hotel industry Oracle: Technology – Database, RAC and App Server Competition Micros Contribution Industry expertise Single point of responsibility for entire solution CIO relationship Oracle Contribution CIO relationship Outcome Oracle: $376K Tech license Micros Fidelio: $1M in applications and services Follow-on prospects Within the account: Tech license will double in next 6-12 months Outside the account: Oracle TSMs who learn customers are running Micros Fidelio are engaging MF Partner contribution in assessment and qualification phase Understanding of industry, customer business practices and needs Partner contribution in discovery phase Led the sale with vertical expertise Partner contribution in solution development/solution presentation/resolution and close phases Strong understanding and recommender of Oracle Tech: all Micros applications developed on Oracle from ground up Yielded to up-sale from embedded app. license to full-use Developed one sales contract with pass-through license Offered “1 throat to choke” implementation and support Inspired confidence on customized implementation that needed to be deployed fast -- facilitated the close
  • 38 2 1 Customer – Wyndham International Industry - Hotel Management Joint Solution Offering Micros: Reservations, POS and property management applications for hotel industry Oracle: Technology – Database, RAC and App Server Competition Micros Contribution Industry expertise Single point of responsibility for entire solution CIO relationship Oracle Contribution CIO relationship Outcome Oracle: $376K Tech license Micros Fidelio: $1M in applications and services Follow-on prospects Within the account: Tech license will double in next 6-12 months Outside the account: Oracle TSMs who learn customers are running Micros Fidelio are engaging MF Partner contribution in assessment and qualification phase Understanding of industry, customer business practices and needs Partner contribution in discovery phase Led the sale with vertical expertise Partner contribution in solution development/solution presentation/resolution and close phases Strong understanding and recommender of Oracle Tech: all Micros applications developed on Oracle from ground up Yielded to up-sale from embedded app. license to full-use Developed one sales contract with pass-through license Offered “1 throat to choke” implementation and support Inspired confidence on customized implementation that needed to be deployed fast -- facilitated the close
  • Dashboard is the entry point. Use it to: Get the latest info about partner activity Cross reference solutions by technology, vertical, geography, etc. Search for solutions by using the Solutions Catalog. For example, Retail or Merchandising. Use it to: Research complementary solutions & services for customers and prospects Validate a partner solution Go deeper to find more detail on a particular ISV or SI partner in the Partner Profiler. aria.us.oracle.com/partner Use it to: Research partner solutions/ services beyond Solutions Catalog Find account team contacts Get updates on partner activity, porting status, etc.
  • Phased Approach: As you well know we announced Oracle’s Grid Computing Message at OracleWorld in San Francisco but there are things that partners are currently doing to help their customers migrate to grid computing like: Consolidation and virtualization of clusters of servers shared among one or more data centers. Standardization on low-cost, high-density modular servers and storage based on technology such as Itanium processors, blade servers and Linux Automation of all day-to-day management tasks, enabling a single administrator to simultaneously handle hundreds of servers in clusters. Partners should expect to see the general availability Oracle Application Server 10g by the end of FYQ2 followed on by the availability of Enterprise Manager 10g and last but not least the General Availability of DB 10g in FYQ3.
  • Here is how OGEH’s Partner team is organized – who to call in each vertical
  • Extending Your Markets Opportunities in North America

    1. 1. Extending Your Markets Opportunities in North America Kristen Brown Vice President, NAS Channels & Marie Hayes Gordon Senior Director, GEH Channels
    2. 2. NAS ISV Numbers and Proposition <ul><li>1,200+ ISVs in Oracle Partner Network / 500 who resell </li></ul><ul><li>Dedicated ISV channels teams </li></ul><ul><li>Oracle is not a one stop shop – we need ISVs to complete solution footprints </li></ul><ul><li>Promotion of ISVs’ solutions to our field </li></ul><ul><li>Promotion of ISV’s solutions to our customers </li></ul><ul><ul><li>Solutions Catalog </li></ul></ul><ul><ul><li>MDF through OPN </li></ul></ul><ul><ul><li>Demand Generation Campaigns </li></ul></ul>
    3. 3. NAS Feet on the Street <ul><li>FY05 goal of $1B new license revenue. </li></ul><ul><li>~900 quota-carrying sales personnel </li></ul><ul><li>~550 field sales </li></ul><ul><li>~350 telesales </li></ul><ul><li>~125 telemarketing </li></ul><ul><li>~700 sales consultants </li></ul><ul><li>~450 field </li></ul><ul><li>~150 tele </li></ul><ul><li>~80 channel sales </li></ul><ul><li>~25 quota-carrying ISV account managers </li></ul><ul><li>~30 channel managers </li></ul>
    4. 4. Market Segmentation & Coverage Total SME IT Spending $47.7 Billion 33% 28% 21% 18% Lower Mid-Market Mid Mid-Market Upper Mid-Market Enterprise IT Spending* 8% 16% 31% 45% % Contribution to GDP Source AMI Consulting, 2003. NASA GEO SUPERGEO $1B+ 1000+ employees $250M-$1B 500-1000 employees $100M-$250M 100-500 employees $20M-$100M 10-100 employees $1-$20M 1-10 employees Small Business Lower Mid-Market Mid Mid-Market Upper Mid-Market Large
    5. 5. NAS Marketing Campaigns Standardize on App Server Grid Computing Tech Campaigns Mid-Market Developers Business Integration Technology Upsell ISVs Lean Enterprise - Mfg: - Automotive - High Tech - Industrial - Medical Devices Consumer Products – Maximizing Brand Value Financial Services Human Resources Mid-Market Apps Campaigns Business Intelligence (Joint Apps & Tech)
    6. 6. Go To Market ISV Partners Mid-Market Verticals Marketron, Digital Dispatch, SeeCommerce, Solid Earth Banking Retail Telco GEH* EBS Competitive Small Business + Discount - ESL ASFU FUDA For Example
    7. 7. 20 Industry “Practices” <ul><li>Aerospace & Defense </li></ul><ul><li>Automotive </li></ul><ul><li>Communications </li></ul><ul><li>Consumer Products </li></ul><ul><li>Chemicals </li></ul><ul><li>Education & Research </li></ul><ul><li>Engineering & Construction </li></ul><ul><li>Financial Services </li></ul><ul><li>Healthcare </li></ul><ul><li>High Technology </li></ul><ul><li>Industrial Manufacturing </li></ul><ul><li>Life Sciences </li></ul><ul><li>Media & Entertainment </li></ul><ul><li>Natural Resources </li></ul><ul><li>Oil & Gas </li></ul><ul><li>Professional Services </li></ul><ul><li>Public Sector </li></ul><ul><li>Retail </li></ul><ul><li>Travel & Transportation </li></ul><ul><li>Utilities </li></ul>
    8. 8. Industries by Software Spend and Anticipated 5-Yr. CAGR Banking Professional Services High Tech Higher Ed Life Sciences Chemicals CPG Healthcare Retail Trans. Utilities AMC Communications Government Industrial Mfg. Total Software Spend, 2003 Projected 5 Year CAGR Source: Gartner Global Industries Worldwide Forecast, Sept. 2003, Wholesale
    9. 9. Industry Solutions ISVs Consumer Lending, Core Banking Loans & Deposits, Core Banking solution Branch Automation for large retail banks Anti-Money Laundering, broker Surveillance, Fraud Detection, Trade Compliance Merchandise & Inventory Optimization, Store Ops, SCM Associate & Inventory Optimization, Store Management Business, Store, Inventory & Customer Management Customer Management and Billing Customer Billing, Rating & Mediation Billing & Customer Care Fulfillment & Asset Discovery Modeling Solution & Collaborative Environment Global Trade Management Global Trade Management Global Trade Management & Logistics Exploration & Field Development, Project Mgmt * In Progress * Data Sharing for Exploration & Field Development Upstream Production Volume & Asset Mgmt. Plant Data Management Discrete Manufacturing Process Manufacturing Communications Retail Financial Services
    10. 10. Retail Banking Oracle - ISV Industry Footprint Map Oracle EBS Corporate Administration Financial Management Corporate Operations Human Resources Real Estate Management Corporate Compliance Corporate Performance Management Core Banking Systems Payment Systems Credit Card Retail Lockbox Customer Relationship Management Sales Service Mortgages ISV Partner Apps Oracle Tech Branch Retail Delivery Channel Management Web Call Center ATM Check and Image Processing Wires ACH Marketing Interaction Center Consumer Lending Investments & Insurance Deposits
    11. 11. Consumer Lending – iFlex SuperSolutions Oracle EBS Corporate Administration Financial Management Corporate Operations Human Resources Real Estate Management Corporate Compliance Corporate Performance Management Core Banking Systems Payment Systems Credit Card Check and Image Processing Retail Lockbox Retail Delivery Channel Management Customer Relationship Management Sales Service Deposits Investments and Insurance Mortgages Branch Web Call Center ATM iFlex SuperSolutions Oracle 9i (100%) RAC and 9iAS (100%) Wires ACH Marketing Interaction Center Consumer Lending
    12. 12. Success Story Micros Fidelio and Oracle Partner at Wyndham Hotels
    13. 13. Success Story Aldata and Oracle Partner at Trader Joe’s
    14. 14. Engagement
    15. 15. Next Steps <ul><li>Sign-up for Oracle Partner Network </li></ul><ul><li>Design & Migration plan with DIY Migration or Partner Technical Services in your region </li></ul><ul><li>Joint engagement in NAS through OPN, PRN, or ISV Channels team </li></ul><ul><ul><li>Training </li></ul></ul><ul><ul><li>Marketing </li></ul></ul><ul><ul><li>Sales engagement </li></ul></ul>
    16. 16. SouthEast – AL, MS, GA, FL ISV PDM – Patrick O’Neil (718) 238-9506 Mid-Atlantic – PA, DE, MD, VA, WVA, D.C., NC, SC ISV PDM – Patrick O’Neil (718) 238-9506 New England – MA, NH, VT, ME, RI ISV PDM – Andres Ceballos (718) 238-9636 Tri State/SuperGeo - CT, NYC, Named NJ ISV PDM – Andres Ceballos (781) 238-9636 NY/NJ ISV PDM – Andres Ceballos (781) 238-9636 North Central – IL, WI ISV PDM – Jennifer Hawkins (416) 882-6401 So. OH, KY, TN ISV PDM – Jennifer Hawkins (416) 882-6401 Great Lakes- No. OH, IN, MI ISV PDM – Jennifer Hawkins (416) 882-6401 East Canada – Ontario, Quebec ISV PDM – Jennifer Hawkins (416) 882-6401 Adrienne Siegfried Andres Ceballos Patrick O’Neil Julie Lisle Jennifer Hawkins 714-438-4547 72PaNeiPl 0 330 8885PAn Chris Andres 972-401-5829 Northwest – WA, OR, UT, ID ISV PDM- Adrienne Siegfried (650) 633-4015 Rocky Mountain – CO, AZ, NM, NV ISV PDM- Adrienne Siegfried (650) 633-4015 N. California ISV PDM- Adrienne Siegfried (650) 633-4015 ISV Partner Development Manager Coverage Western Canada, BC, AB, MAN, SAS ISV PDM-Julie Lisle (905) 501-2192 IA, MN, ND, SD ISV PDM- Julie Lisle (905) 501-2192 NE, KS, MO ISV PDM Julie Lisle (905) 501-2192 South Central – TX, AR, OK, LA ISV PDM Julie Lisle (905) 501-2192 S. California ISV PDM- Adrienne Siegfried (650) 633-4015 General Questions? Call the NAS PRN Support Line 1 (800) 323-7335
    17. 17. Oracle Partner Sales Resources <ul><li>Partner database </li></ul><ul><li>Info on all Partners (ISVs, SIs, VARs, etc) </li></ul><ul><li>Worldwide coverage </li></ul><ul><li>Available externally to anyone, including customers, prospects </li></ul><ul><li>Partners maintain & update their own information </li></ul><ul><li>Detailed ISV & SI database </li></ul><ul><li>Premier Partners </li></ul><ul><li>Internally searchable only </li></ul><ul><li>Updated & maintained internally. </li></ul><ul><li>Sales Dashboard </li></ul><ul><li>First Stop for Field Reps </li></ul><ul><li>Includes ASM-TSM Partner Tool Kit </li></ul><ul><li>NAS Partner news & info </li></ul><ul><li>NAS Channels teams for ISVs, SIs, MSPs, HW OEMs, and VARs each have content area </li></ul>
    18. 20. Expanding Your Markets in Government, Education and Health Marie Hayes Gordon Senior Director, GEH Channels
    19. 21. Oracle Government, Education and Health Vertical <ul><li>Vertically Aligned to sell to these Customers </li></ul><ul><li>Federal Government </li></ul><ul><li>State and Local Government </li></ul><ul><li>Higher Education </li></ul><ul><li>Health Care </li></ul><ul><li>Aerospace and Defense </li></ul><ul><li>Canadian Government, Education and Healthcare </li></ul>
    20. 22. Oracle Government, Education, and Healthcare <ul><li>22 Years as Dedicated Vertical With Over $1B in License and Support </li></ul><ul><li>Covering Federal, State/Local, Higher Ed, Healthcare, Canada Public Sector, and Aerospace/Defense Markets </li></ul><ul><li>Portfolios Established in Homeland Security, Justice and Public Safety, Transportation, Social Services, K-12 Education, etc. </li></ul>
    21. 23. What the GEH Market Demands <ul><li>Senior, Specialized, Knowledgeable Experts </li></ul><ul><ul><li>People who lived in the customers’ shoes </li></ul></ul><ul><li>Credibility and Referenceability for Integrated Solutions – Partner and Oracle together </li></ul><ul><li>Enterprise Wide Solutions beyond Tech/ERP to include niche areas </li></ul><ul><li>Components of Bid Teams Working as One </li></ul><ul><li>Ability to address procurement needs (e.g. terms, one-stop vehicles, flexibility, etc.) </li></ul>
    22. 24. GEH Market Influences – we can help <ul><li>Contract Vehicles </li></ul><ul><ul><li>GSA Schedules – Oracle and Partners </li></ul></ul><ul><ul><li>State Schedules – Oracle and Partners </li></ul></ul><ul><li>Government Wide Acquisition Contracts </li></ul><ul><li>Enterprise Licenses </li></ul><ul><li>Campus Licenses </li></ul><ul><li>Long-time Oracle Employees </li></ul><ul><li>Know the Vertical – experts on selling to them </li></ul>
    23. 25. Why Does Oracle GEH Partner? <ul><li>Oracle isn ’ t all things to all customers </li></ul><ul><ul><li>Fill in Oracle ’ s Product Gap </li></ul></ul><ul><li>Partners can implement Oracle Applications </li></ul><ul><li>Partners can upgrade Oracle Applications </li></ul><ul><li>Partners provide additional solutions </li></ul><ul><ul><li>Round out Oracle Product Set </li></ul></ul><ul><li>Gain Mindshare in the Market </li></ul><ul><li>Net new revenue from solutions partners </li></ul><ul><li>Further Vertical Expertise </li></ul><ul><li>Access to Partners Customers </li></ul>
    24. 26. Examples of GEH Resources <ul><li>Partner Technology Center </li></ul><ul><ul><li>Migration Help </li></ul></ul><ul><ul><li>SWAT Team Resources </li></ul></ul><ul><ul><li>10g Detailed Workshops </li></ul></ul><ul><ul><li>Information Assurance Center </li></ul></ul><ul><ul><li>Executive Summits on 10g Security </li></ul></ul><ul><li>Cross-vertical Exhibits (e.g. AppsWorld, OpenWorld) </li></ul><ul><li>Market-Specific Roadshows/Collaboration with Partners </li></ul><ul><li>Sales Resources for Tactical Opportunites </li></ul>
    25. 27. FY 05 ISV Strategy <ul><li>Recruit new ISV’s to Oracle </li></ul><ul><ul><li>Focused approach to market leaders </li></ul></ul><ul><ul><li>Focused approach on ISV’s running on competitive products </li></ul></ul><ul><li>10G Application Server </li></ul><ul><ul><li>Huge push to get ISV’s to adopt IAS </li></ul></ul><ul><ul><li>Joint marketing campaigns across GEH Market </li></ul></ul><ul><ul><ul><li>First to generate Oracle Knowledge (internal) </li></ul></ul></ul><ul><ul><ul><li>Then target customers (pipeline building) </li></ul></ul></ul><ul><li>Continue Oracle Stack Enablement </li></ul><ul><ul><li>Increased Oracle Technology in 40 ISV’s in FY04 </li></ul></ul><ul><ul><li>Currently have 39 projects underway </li></ul></ul>
    26. 28. FY 05 ISV Strategy (con’t) <ul><li>Link ISV’s to our key Resellers </li></ul><ul><ul><li>Demand Creation </li></ul></ul><ul><ul><li>Order fulfillment </li></ul></ul><ul><li>Expand footprints in Vertical Solutions </li></ul><ul><ul><li>Justice and Public Safety </li></ul></ul><ul><ul><li>K-12 </li></ul></ul><ul><ul><li>Transportation </li></ul></ul><ul><ul><li>Social Services </li></ul></ul><ul><ul><li>Higher Education </li></ul></ul><ul><ul><li>Health </li></ul></ul>
    27. 29. The Importance of Partners to our Business <ul><li>Partner Contribution to Bottom Line: </li></ul><ul><ul><li>56% of Oracle GEH revenue is influenced or resold by Oracle’s Partners </li></ul></ul><ul><ul><li>61% of the transaction volume is through partners </li></ul></ul><ul><li>Government Resellers are Among Largest Revenue Contributors in Company </li></ul><ul><li>Very Active SI Resell Channel for Integration Opportunities </li></ul>
    28. 30. GEH Channels Team
    29. 31. Who to call . . . Channel Managers <ul><li>Marie Hayes Gordon, Senior Director, GEH Channels </li></ul><ul><li>Federal Government </li></ul><ul><ul><li>Marie Hayes Gordon – [email_address] </li></ul></ul><ul><ul><ul><li>703-364-2228 </li></ul></ul></ul><ul><ul><li>Zebulon Mellett – [email_address] </li></ul></ul><ul><ul><li> 650-633-4170 </li></ul></ul><ul><ul><li>ISV and HLS - Tracy Ryan –Tracy.Ryan@oracle.com </li></ul></ul><ul><ul><ul><li>703-364-2118 </li></ul></ul></ul><ul><ul><li>Oracle Direct - Ryan Core – [email_address] </li></ul></ul><ul><ul><ul><li>703-364-5807 </li></ul></ul></ul><ul><li>Aerospace & Defense </li></ul><ul><ul><li>Marie Hayes Gordon – A&D Field </li></ul></ul><ul><ul><li>Ryan Core – Oracle Direct </li></ul></ul>
    30. 32. State and Local Channel Managers Nicole Carzo [email_address] 703-364-0071 Nick Marquis [email_address] 650-506-0781 Paul Mordan [email_address] 703-364-2714 Oracle Direct WEST Dawn Willis [email_address] 650 633 4456 STATE AND LOCAL GOVERNMENT Oracle Direct East, Central and South Lindsey Hardy [email_address] 650-633-4118
    31. 33. Who to call . . . Channel Managers <ul><li>Higher Education </li></ul><ul><ul><li>Field - Jennifer Pliner- [email_address] </li></ul></ul><ul><ul><ul><li>650-633-4231 </li></ul></ul></ul><ul><ul><li>Oracle Direct - Dawn Willis - [email_address] </li></ul></ul><ul><ul><ul><li>650-633-4456 </li></ul></ul></ul><ul><li>Health Care </li></ul><ul><ul><li>Field- Bart Vey – [email_address] </li></ul></ul><ul><ul><ul><li>703-364-2555 </li></ul></ul></ul><ul><ul><li>Elizabeth Diviney – Oracle Direct- </li></ul></ul><ul><ul><ul><li>[email_address] - 781 238 9539 </li></ul></ul></ul><ul><li>Canada </li></ul><ul><ul><li>Field – Dayle Schweiger- [email_address] </li></ul></ul><ul><ul><ul><li>905 501 2151 </li></ul></ul></ul>
    32. 34. A Q & Q U E S T I O N S A N S W E R S

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