Sales Institute of Ireland – Market Leaders Series
Presentation from Oracle
Paul O’Riordan
Country Leader – Ireland
Januar...
• AGENDA
– Oracle Overview
– Strategy
– Culture
– Oracle Sales
– Oracle in Ireland
Oracle Corporation
•Scale
– $31.9B in revenue on a trailing twelve-month basis*
– #1 in 50 product or industry categories
...
• Engineered to work together
• Tested together
• Certified together
• Packaged together
• Deployed together
• Upgraded to...
Only Oracle Delivers Complete Systems
Oracle IBM Microsoft HP SAP
Vertical Apps
Horizontal Apps
Middleware
Database
Operat...
Leader in Key Segments
• Technology
• Database
• Database on Linux
• Database on SAP
• Database on Solaris
• Data Warehous...
Over
$4B
Investing for Innovation
Oracle R&D Spending
c 30,000 staff work in our Development organisation
Oracle’s Strategy
Visual Identity
Business
Objectives
Excellence
Programmes
Oracle’s Strategy
Visual Identity
Excellence
Programmes
Inspire
Connect
Perform
Oracle’s Strategy
Applications
Middleware
Database & Options...
Inspire
Creating Tomorrow Today
making valued
contributions
in our local
communities.
building and leveraging
our internal...
Oracle’s Culture
Video
Strategic
• Quality, not quantity
• Timely opportunities, targeted audiences
Controlled
• Oracle is a large company
• Cons...
Oracle & Sales
Its all about
the €/$/£
Oracle Sales => Specialisation
CoreTechnology
Hardware
SpecialistCoPrimes
Applications/ERP/CRM
OracleDirect
IndustrySpecif...
1. Continue to deliver BCO revenue,
maximizing ownership and profitability
2. Provide full transparency on OD operating
mo...
(1) Oracle Direct drives VOLUME
business at Oracle…
0
20
40
60
80
100
Oracle EMEA
Revenue(1)
EMEA
Revenue
OD Scope)
Above
...
…selling Remotely using Innovation…
Oracle Direct
- Speed, Coverage, Cost -
Traditional
Online Proof-of-Concept
Generic Pr...
…from multiple EMEA locations.
Oracle
Direct
Sites &
Head
Count
Oct 2010
OD Dubai
reports to MEA
25
Paris 40
Dublin 494
Ve...
26
Sell products
& services
Talent
Development
Demand
Generation
Oracle
Direct
Talent Factory approach
Sales Managers basi...
Oracle
in Ireland
Oracle in Ireland
Belfast
DublinGalway
• 3 Locations: Dublin, Galway, Belfast
• 1100+ employees (1200 from March 1st)
• Ke...
Oracle # 10 in 2010 List of Top 1,000 Companies
Oracle Media Publications
Market leaders -  Paul o'riordan
Market leaders -  Paul o'riordan
Market leaders -  Paul o'riordan
Market leaders -  Paul o'riordan
Market leaders -  Paul o'riordan
Upcoming SlideShare
Loading in …5
×

Market leaders - Paul o'riordan

506 views

Published on

Published in: Technology, Business
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
506
On SlideShare
0
From Embeds
0
Number of Embeds
3
Actions
Shares
0
Downloads
4
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Market leaders - Paul o'riordan

  1. 1. Sales Institute of Ireland – Market Leaders Series Presentation from Oracle Paul O’Riordan Country Leader – Ireland January 26th 2011 Video
  2. 2. • AGENDA – Oracle Overview – Strategy – Culture – Oracle Sales – Oracle in Ireland
  3. 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. 4. • Engineered to work together • Tested together • Certified together • Packaged together • Deployed together • Upgraded together • Managed together • Supported together
  5. 5. Only Oracle Delivers Complete Systems Oracle IBM Microsoft HP SAP Vertical Apps Horizontal Apps Middleware Database Operating System Virtualization Servers Storage Management
  6. 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. 7. Over $4B Investing for Innovation Oracle R&D Spending c 30,000 staff work in our Development organisation
  8. 8. Oracle’s Strategy
  9. 9. Visual Identity Business Objectives Excellence Programmes Oracle’s Strategy
  10. 10. Visual Identity Excellence Programmes Inspire Connect Perform Oracle’s Strategy Applications Middleware Database & Options Hardware Efficiency
  11. 11. Inspire Creating Tomorrow Today making valued contributions in our local communities. building and leveraging our internal talent to mutual gain, and by sharing knowledge and success stories, To INSPIRE customers, partners, and Oracle colleagues Connect Be Part of IT To act as One Red Team in the interests of our customers, partners and Oracle colleagues everywhere, through true collaboration, sharing best practices, and using processes and tools that keep us constantly connected. Perform Customer Success, Our Success To engage and work with customers and partners in ways that ensure that our every interaction drives customer success and partnering excellence.
  12. 12. Oracle’s Culture Video
  13. 13. Strategic • Quality, not quantity • Timely opportunities, targeted audiences Controlled • Oracle is a large company • Consistent messages globally Targeted • Focused on IT, LOB, Channel and Industry Media outlets • Print, online, social media • Surround the customer with a dynamic flow of Oracle news, opinion, commentary and expertise through a variety of outlets Oracle Communications Strategy
  14. 14. Oracle & Sales
  15. 15. Its all about the €/$/£
  16. 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. 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. 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. 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. 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. 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. 22. Oracle in Ireland
  23. 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. 24. Oracle # 10 in 2010 List of Top 1,000 Companies
  25. 25. Oracle Media Publications

×