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Market leaders - Paul o'riordan

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  • 1. Sales Institute of Ireland – Market Leaders Series Presentation from Oracle Paul O’Riordan Country Leader – Ireland January 26th 2011 Video
  • 2. • AGENDA – Oracle Overview – Strategy – Culture – Oracle Sales – Oracle in Ireland
  • 3. Oracle Corporation •Scale – $31.9B in revenue on a trailing twelve-month basis* – #1 in 50 product or industry categories – 370,000 customers in 145 countries – 20,000 partners – 104,500 employees – 10 million developers in Oracle online communities •Innovation and Investment – 29,000 developers and engineers – 15,500 customer support specialists, speaking 27 languages – 20,000 implementation consultants – 1.5 million students supported annually – 870 independent Oracle user groups with 355,000 members
  • 4. • Engineered to work together • Tested together • Certified together • Packaged together • Deployed together • Upgraded together • Managed together • Supported together
  • 5. Only Oracle Delivers Complete Systems Oracle IBM Microsoft HP SAP Vertical Apps Horizontal Apps Middleware Database Operating System Virtualization Servers Storage Management
  • 6. Leader in Key Segments • Technology • Database • Database on Linux • Database on SAP • Database on Solaris • Data Warehousing • Embedded Database • Development Language – Java • Middleware • Application Servers • Identity and Access Management • Hardware • Tape Storage • Unix Server Applications • CRM • Enterprise Performance Management • Project Portfolio Management • Transportation Management Industries: • Communications • Construction • Discrete Manufacturing • Life Sciences and Healthcare • Public Sector • Professional Services • Retail • Transportation
  • 7. Over $4B Investing for Innovation Oracle R&D Spending c 30,000 staff work in our Development organisation
  • 8. Oracle’s Strategy
  • 9. Visual Identity Business Objectives Excellence Programmes Oracle’s Strategy
  • 10. Visual Identity Excellence Programmes Inspire Connect Perform Oracle’s Strategy Applications Middleware Database & Options Hardware Efficiency
  • 11. Inspire Creating Tomorrow Today making valued contributions in our local communities. building and leveraging our internal talent to mutual gain, and by sharing knowledge and success stories, To INSPIRE customers, partners, and Oracle colleagues Connect Be Part of IT To act as One Red Team in the interests of our customers, partners and Oracle colleagues everywhere, through true collaboration, sharing best practices, and using processes and tools that keep us constantly connected. Perform Customer Success, Our Success To engage and work with customers and partners in ways that ensure that our every interaction drives customer success and partnering excellence.
  • 12. Oracle’s Culture Video
  • 13. Strategic • Quality, not quantity • Timely opportunities, targeted audiences Controlled • Oracle is a large company • Consistent messages globally Targeted • Focused on IT, LOB, Channel and Industry Media outlets • Print, online, social media • Surround the customer with a dynamic flow of Oracle news, opinion, commentary and expertise through a variety of outlets Oracle Communications Strategy
  • 14. Oracle & Sales
  • 15. Its all about the €/$/£
  • 16. Oracle Sales => Specialisation CoreTechnology Hardware SpecialistCoPrimes Applications/ERP/CRM OracleDirect IndustrySpecific Applications Alliances&Channels Support Renewals On Demand Premium Support Services, Education & Training Consulting 20
  • 17. 1. Continue to deliver BCO revenue, maximizing ownership and profitability 2. Provide full transparency on OD operating model, incremental value contributions, and associated costs 3. Design OD evolved future model, aimed at better and more efficiently serving the field Charter at Oracle Direct
  • 18. (1) Oracle Direct drives VOLUME business at Oracle… 0 20 40 60 80 100 Oracle EMEA Revenue(1) EMEA Revenue OD Scope) Above Cut Off Below Cut Off Owned by OD EMEA # Opportunities OD Scope( Owned by OD Owned by Field Owned by Field 23
  • 19. …selling Remotely using Innovation… Oracle Direct - Speed, Coverage, Cost - Traditional Online Proof-of-Concept Generic Product Demonstration Customised PrototypesCustom Solution Quote-to-Order Oracle Store Web SeminarsReferences Sales Call OnlinePresentation 24
  • 20. …from multiple EMEA locations. Oracle Direct Sites & Head Count Oct 2010 OD Dubai reports to MEA 25 Paris 40 Dublin 494 Vercelli 34 Potsdam 98 Prague 85 Moscow 15 Dubai 53 Malaga
  • 21. 26 Sell products & services Talent Development Demand Generation Oracle Direct Talent Factory approach Sales Managers basics Recruitment pitch and criteria Ramp up acceleration Career path and salary bands 1 2 3 4 5 Talent newly launched initiatives
  • 22. Oracle in Ireland
  • 23. Oracle in Ireland Belfast DublinGalway • 3 Locations: Dublin, Galway, Belfast • 1100+ employees (1200 from March 1st) • Key activities: • Extensive partner network – local & international • IE Sales & Consulting • Oracle Direct – EMEA Bus Dev/Inside Sales • Global Controller Ops – Reg & Stat, Tax, M&A • Localisation & Translation • Software Development (Oracle) • Software Development (Sun) • Software Manufacturing & Distribution • F&A and others
  • 24. Oracle # 10 in 2010 List of Top 1,000 Companies
  • 25. Oracle Media Publications