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Market leaders - Paul o'riordan






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    Market leaders -  Paul o'riordan Market leaders - Paul o'riordan Presentation Transcript

    • Sales Institute of Ireland – Market Leaders SeriesPresentation from OraclePaul O’RiordanCountry Leader – IrelandJanuary 26th 2011Video
    • • 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 – 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
    • • Engineered to work together• Tested together• Certified together• Packaged together• Deployed together• Upgraded together• Managed together• Supported together
    • Only Oracle Delivers Complete Systems Oracle IBM Microsoft HP SAP Vertical Apps Horizontal Apps Middleware Database Operating System Virtualization Servers Storage Management
    • Leader in Key Segments • Technology Applications • Database • CRM • Database on Linux • Enterprise Performance • Database on SAP Management • Database on Solaris • Project Portfolio Management • Data Warehousing • Transportation Management • Embedded Database • Development Language – Java Industries: • Middleware • Communications • Application Servers • Construction • Identity and Access • Discrete Manufacturing Management • Life Sciences and Healthcare • Public Sector • Hardware • Professional Services • Tape Storage • Retail • Unix Server • Transportation
    • Investing for Innovation OverOracle R&D Spending $4B c 30,000 staff work in our Development organisation
    • Oracle’s Strategy
    • Oracle’s Strategy Visual Identity Business Excellence Objectives Programmes
    • Oracle’s Strategy Visual Identity Applications Inspire Middleware Excellence Database & Options Connect Programmes Hardware Perform Efficiency
    • Inspire Connect PerformCreating Tomorrow Today Be Part of IT Customer Success, Our SuccessTo INSPIRE To act as One Red To engage and customers, Team work with partners, and in the interests customers Oracle colleagues of our andby sharing customers, partners knowledge and partners and success stories, Oracle in ways that ensure colleagues that ourbuilding and leveraging everywhere, every through true interaction our internal collaboration, talent to mutual gain, and sharing best practices, and drives customermaking valued success contributions using processes and tools that and in our local partnering communities. keep us constantly excellence. connected.
    • Oracle’s CultureVideo
    • Oracle Communications StrategyStrategic• Quality, not quantity• Timely opportunities, targeted audiencesControlled• Oracle is a large company• Consistent messages globallyTargeted• Focused on IT, LOB, Channel and Industry Media outlets• Print, online, social media• Surround the customer with a dynamic flow of Oracle news, opinion, commentary and expertise through a variety of outlets
    • Oracle & Sales
    • Its all about the €/$/£
    • 20 Alliances & Channels Oracle Direct Premium Support Services, Education & TrainingOracle Sales => Specialisation Specialist Co Primes Support Renewals On Demand Consulting Industry Specific Applications Hardware Applications/ERP/CRM Core Technology
    • Charter at Oracle Direct 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
    • (1) Oracle Direct drives VOLUME business at Oracle… 100 80 Owned Above Owned Cut Off by Field by Field 60 40 Owned Owned 20 Below by OD by OD Cut Off 0 Oracle EMEA EMEA EMEA Revenue(1) Revenue # Opportunities OD Scope) OD Scope( 23
    • …selling Remotely using Innovation…Traditional Oracle DirectPresentation Sales Call OnlineReferences Web SeminarsGeneric Product Online Proof-of-ConceptDemonstrationCustom Solution Customised PrototypesQuote-to-Order Oracle Store - Speed, Coverage, Cost - 24
    • …from multiple EMEA locations. Moscow 15 Dublin 494 Potsdam 98 Paris 40 Prague 85 Vercelli 34 Oracle Direct Sites & Malaga Head Dubai 53 Count Oct 2010 OD Dubai reports to MEA 25
    • Talent newly launched initiatives 1 Talent Factory approach Sell products & services 2 Sales Managers basicsOracle 3 Recruitment pitch and criteria DemandDirect Generation 4 Ramp up acceleration Talent 5 Career path and salary bands Development 26
    • Oraclein Ireland
    • Oracle in Ireland • 3 Locations: Dublin, Galway, Belfast • 1100+ employees (1200 from March 1st) Belfast • Key activities: • IE Sales & ConsultingGalway Dublin • 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 • Extensive partner network – local & international
    • Oracle # 10 in 2010 List of Top 1,000 Companies
    • Oracle Media Publications