Powered by Oracle! Te ayudamos a distribuir tu aplicación en todo el mundo
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The document outlines Oracle's product direction and licensing models for partners. It states that the information is for reference only and does not represent a commitment by Oracle. It also notes that Oracle has sole discretion over features, functionality, and release timing of its products. The document then discusses how partners are critical to Oracle's success, with over 40% of revenue and 80% of transactions coming through partners. It promotes Oracle's portfolio and engineered systems as ways for partners to focus on their applications and expertise while leveraging Oracle's infrastructure investments.
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Powered by Oracle! Te ayudamos a distribuir tu aplicación en todo el mundo
- 1. 1 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
- 2. 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. 2 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
- 3. Powered by Oracle! Te ayudamos a distribuir tu aplicación en todo el mundo Jorge Taboada 3 ISV / OEM / Java Sales Rep – LAD Southern Region Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
- 4. Why we Care? 14.680+ M USD +80 % 4 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
- 5. PARTNERS ARE CRITICAL TO ORACLE’S SUCCESS MORE THAN 40% MORE THAN 80% OF ORACLE OF ORACLE REVENUE TRANSACTIONS WORLDWIDE WORLDWIDE IS THROUGH ARE THROUGH PARTNERS PARTNERS 5 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
- 6. ORACLE OFFERS THE MOST COMPLETE SOLUTIONS 6 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
- 7. Focus Your R&D Investment On Unique Customer Requirements, Leverage Oracle’s R&D For Rest Your Application(s) Focus ISV on Core Expertise Middleware Oracle’s $4.3B Investment in R&D yields Database market leadership: • OLTP Operating Systems • Data Warehousing Virtual Machine • Embedded Database • Middleware Servers • Enterprise Operating Systems Storage • Server for UNIX • Server for Oracle Database • Development Language 7 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
- 8. Architect for Rapid Growth How much cloud infrastructure do you need? Amazon Physical Book Sales v. Kindle Book Sales Physical Books Kindle Books Source: Business Insider (2011/09/28) 8 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
- 9. Architect for Rapid Growth How much cloud infrastructure do you need? Amazon Physical Book Sales v. Kindle Book Sales Source: Business Insider (2011/09/28) 9 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
- 10. Do you buy your car this way? Copyright © 2011, Oracle and/or its affiliates. All rights reserved. 10
- 11. Give your Customer This kind of Solution ISV Application 11 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
- 12. Extreme Performance Infrastructure Exadata Exalogic Oracle Exalytics Big Data SPARC Database Elastic Cloud Database In-Memory Appliance SuperCluster Machine Appliance Machine T4-4 Oracle Engineered Systems share the following characteristics in common: • Expedited time to value • Reduced change management risk • Easier to manage and upgrade • One-stop support • Lower cost of ownership • Extreme performance 12 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. right © 2011 Oracle Corporation
- 13. Engineered Systems Deliver Faster Time To Value With Less Risk End Customer Value: • Faster time to value • Lower risk Testing and • Reduced implementation cost Validation • Focus technical resources on the Installation and Testing and application configuration Validation Acquisition of Installation and components configuration Your Application(s) Pre-implementation Acquisition of System sizing Take delivery of Exadata / components Exalogic Hardware Build From Scratch Reference Exastack with Components Configurations 13 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
- 14. ORACLE DATABASE APPLIANCE EASY TO DEPLOY, MANAGE, AND MAINTAIN Easier Easier Installation & Installation & Administration Administration HIGHER TIME AND COST Build Your Own 14 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
- 15. Copyright © 2011, Oracle and/or its affiliates. All rights reserved. 15
- 16. Common Licensing Scenarios Copyright © 2011, Oracle and/or its affiliates. All rights reserved. 16
- 17. Licensing Options • Full Use.- “open” licensing, support directly by Oracle, traditional Business Discount • Application Specific Full Use.- “limited” licensing, 1st line support and renewal by the ISV, 60% standard discount, 19% Support rate • Embedded.- “very limited” licensing, 1st line support and renewal by the ISV, 80% discount or Royalty or Pre-Paid Royalty • Proprietary Hosting.- “hosting/limited” licensing tied to ISV’s IP • SaaS.- “saas/limited” licensing tied to ISV’s IP, monthly rate Copyright © 2011, Oracle and/or its affiliates. All rights reserved. 17
- 18. GROW YOUR BUSINESS WITH ORACLE Sign ISV Master Agreement •Enjoy the benefits of distributing Oracle Technology for your application Register your applications •Register your applications for: • Propietary Hosting (SaaS) • Applications Specific (ASFU) • Embedded Technology Partnership •Become an Oracle Partner
- 19. OPN DELIVERS VALUE FOR PARTNERS UNPARALLELED MASSIVE CUSTOMER COMPELLING PRODUCT PORTFOLIO INSTALLED BASE CHANNEL ECONOMICS • 6,000+ products • 380,000+ Oracle • +40% Oracle revenue & portfolio customers 80% transaction through • Innovation through • Unique up sell and cross partners Engineered Systems sell opportunities • Focus on profitable • Leading line card to • Channel focus in the services business open more customer mid-market • FY12 OPN Incentive doors Program 19
- 20. CALL TO ACTION • Contact Oracle Representative ! • Join OPN ! • Become ISV and Ditribute your application with Oracle Technology ! http://www.oracle.com/partners/goto/newpartner 20
- 21. Copyright © 2011, Oracle and/or its affiliates. All rights reserved. 21
- 22. Copyright © 2011, Oracle and/or its affiliates. All rights reserved. 22
Editor's Notes
- Welcome and thank you for joining us today! Today we’ll talk about Oracle’s offering for partners and the great revenue opportunities when joining our partner ecosystem.
- Partners are a critical channel for our comprehensive product portfolio. More than 40% of our revenue is through partners, and over 80% of the transactions are through partners. Clearly central to Oracle’s strategy. And, Over the past three years, Oracle’s indirect revenue has grown faster than Oracle’s direct revenue. We’ve got a growing channel ecosystem with tremendous partner opportunity.
- To understand why Oracle is the best choice for an integrated system, first consider the alternative. A business or organization can buy all the pieces for the stack from different vendors—but no single vendor has all the parts. The result is a labor-intensive and expensive integration up front, and a system that will be costly to maintain and complicated and risky to upgrade. Service and support will be fragmented for the life of the system. In comparison, Oracle’s uniquely comprehensive and integrated approach has provided tremendous benefit for our customers in a number of important ways. We’re able to provide more innovation more quickly than our competitors because we have coordinated development among all of our engineering teams at all the different levels of our stack.
- Key questions: What is your R&D budget? What are the unique product requirements your customers are asking for? What is your core competency? What do you deliver to customers that is unique in the market? Why do customers select your application over competitors? What % of your development resources are dedicated to delivering that unique customer value? Do you know? Have you done the analysis? We ’ve found it is not uncommon that 30% of an ISVs developers are dedicated to elements of platform software that fall outside the core application functionality customers ask for – like reporting, workflow, etc.? Have you calculated the revenue impact of completing 10% more requirements for the next release of your product? What % of your current application revenue is tied up in 3 rd party royalties? How many different 3 rd parties are you paying royalties to?
- We are excited to launch 4 new products that joined Exadata and Exalogic in the Engineered Systems family earlier this year. These new products adhere to the same technology principles as Exadata and Exalogic, and extend the Engineered Systems’ value proposition. We have been in this business delivering Engineered Systems since 2008 with the introduction of Exadata followed closely by Exalogic. The success of these products has been truly amazing – outpacing even our goals for adoption. We have over 1200 systems sold to date and expect that number to be 4000 later this year. Exalogic has already surpassed Exadata as the fastest growing product in Oracle’s history and the demand for our new products leads us to believe we will see even greater adoption of our products as they were designed to be “Better Together”. With all of our products the deployment time is minimized, manageability is maximized, the lowest total cost of ownership in comparison to our competitors is delivered to you, implementation risk is minimized, and as always you have one single point of contact for support. These core principles apply to our existing products, our new products, and will certainly apply to the innovation we continue to deliver.
- Key questions: What is your current approach to building solutions? Do you/your customers build from scratch? Do you use reference configurations? How many different 3 rd party vendor ’s components go into your current reference configurations? How many FTE ’s spend time on activities to test, validate, install, config, and size your application against multiple third part software and hardware components? What more could you deliver to your customer if you could refocus this effort on your core application?
- How would you like people to describe your enterprise? If you had to choose one word, would it be innovative? That’s what many of our customers say. Innovation means different things to different people, but at its core, innovation is about discovering and implementing new ideas that change the way we live and work. Think about these technology-driven innovations that have changed many of our lives: Today, you can find the earth’s largest selection of products* on Amazon.com. Amazon is essentially a software company that began as an online bookstore and currently ranks among the top 20 U.S. retailers**. Borders, its former competitor, is in the midst of bankruptcy. Today, you can access most of your entertainment online, whether it’s music through Apple iTunes, movies through Netflix or video games from Zynga. Notes: * Amazon’s words, not ours. ** Fortune 500 2011 Ranking: WalMart, General Motors, Ford, Verizon, CVS Caremark, Kroger, Costco, Home Depot, Walgreen, Target, Apple, Dell, Best Buy, Lowe’s, Sears, Chrysler, Safeway, SuperValu, Walt Disney, Amazon
- There are simply better and more options with Oracle. Oracle’s partners have the benefit of the most competitive products in the industry and by providing value added services for these products, you will build better margins, more revenue and increase your customer footprint. And Oracle can scale as you grow. The entry level is our Remarketer program, through our Value Added Distributors we allow partners to resell our 1-Click mid-market solutions; with no contract or fees; and provides access to online training and sales tools. The Silver level focuses on the 1-Click products, it has a wealth of Oracle engagement benefits including access to the Partner Business Center, Support, enhanced educational offerings and development licenses for ISVs. This is for partners focused on the SMB space and includes Oracle Databse and BI SE & SE1. Also Oracle Database Appliance. The Gold level is for those OPN partners choosing to expand their capabilities; as it provides access to Oracle's complete set of hardware products, and where they may apply to resell Oracle Applications. This is the first level where partners are eligible for specialization. The Platinum level is for Specialized partners showing a breadth of expertise with 5 or more specializations. Key benefits include all of the Gold level benefits + an extensive support and enablement benefits. Lastly, our Diamond level is newest addition designed to reward those global partners that provide the most significant value added services to our joint customers (i.e. not just revenue to Oracle). Key benefits include all of the Platinum level benefits + formal recognition as a Diamond Level partner; membership fee is at Platinum level– and an array of exclusive engagement and enablement benefits.
- There are three key reasons why you need to become an Oracle Partner. 1). Oracle offers partners unprecedented access to the best portfolio of software and hardware products in the industry. We are in the unique position to deliver the world's most complete, open, and integrated business software and hardware solutions—from applications to disk. Also, as you may have heard, Oracle is the technology that powers the cloud. We support private, public and hybrid clouds all along the stack. Since the Sun acquisition, we have been continually working to deliver products that are optimized to run best on our Hardware solutions. Outstanding results are being documented with Oracle software running on Oracle Hardware, utilizing our newly launched Exastack offering. Oracle Software running on Exadata and Exalogic machines demonstrate world performance records every day. We are 100,000 people committed to: Hardware and Software Engineered to Work Together Oracle remains #1 in many products areas: Oracle Database continues to be #1 in the world Oracle Solaris is the #1 Enterprise OS The new Oracle Fusion Middleware 11g is revolutionizing the software standards in application infrastructure foundation. And, Oracle Applications including Siebel, PeopleSoft and E Business Suite are widely deployed throughout global companies. And these are just a few examples of Oracle’s unparalleled product portfolio. With this foundation, partners can create complete IT solutions to meet any customer’s needs. 2) Our massive install base. We have more than 380,000 customers all around the world; with approximately 300,000 still not running on Sun Hardware. Given our broad product portfolio, the cross sell possibilities are unique in the industry. 3) And the best reason to join OPN? We have a compelling economic model for partners. The Channel opportunity offered through OPN is exceptional. Oracle will never compete with its partners by selling services. A place where other vendors increase their margins is exactly where Oracle relies on partners. The OPN program is flexible and designed to evolve with your business needs. We offer Specialized partner programs on several levels, increasing partner benefits and visibility at each level. Also put in place and Incentive Program for our Servers & Storage porfolio
- Thank you.