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20150128 Oracle_Commercial Options for ISV's in Ireland_Carol Dorris_Ronan Kelly_Patrick Fogarty

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• Outline of Oracle’s ISV Licensing Models
• Co Sell
• Full Use Resell
• Application Specific Full Use (ASFU)
• Embedded Software License (ESL)
• Outline of restrictions for each of the above
• Proprietary Application Hosting – SaaS licensing model for ISV’s

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20150128 Oracle_Commercial Options for ISV's in Ireland_Carol Dorris_Ronan Kelly_Patrick Fogarty

  1. 1. <Insert Picture Here> Oracle Commercial options for ISV’s in Ireland Ronan Kelly / Carol Dorris / Patrick Fogarty Conrad Hotel – 29th January 2015
  2. 2. Oracle ISV Lunch Go To Market Models • Outline of Oracle’s ISV Licensing Models • Co Sell • Full Use Resell • Application Specific Full Use (ASFU) • Embedded Software License (ESL) • Outline of restrictions for each of the above • Proprietary Application Hosting – SaaS licensing model for ISV’s. © 2006 Oracle Corporation – Proprietary and Confidential 2
  3. 3. Benefits of reselling • Complete, turnkey solution: Be able to offer a complete solution from a single vendor. Customers can reduce cost of integration & dependencies on third parties • Faster, cheaper deployment: Install an “engineered system” rather than a bespoke configuration • “One-stop” support: Deliver superior support to customers by becoming their single point of contactDeliver superior support to customers by becoming their single point of contact • Lock out the competition Other partners cannot compete with an application specific solution sale • Significant new revenue stream Incremental revenue from database, middleware, options, hardware & support. If you only sell your app, you leave money on the table for another party.
  4. 4. Partner Sales options ISV and Oracle each sell directly to end-user Unaltered, unrestricted programs with all CoSell Full Use Resell Application Specific . ISV and Oracle Price their own products Partner E-Business Discount Schedule, based on volume 30% Discount 60% Discount to partners programs with all functions intact that a partner resells to the end-user Restricted license type sold by an ISV in conjunction with its Application Package. Restricted license type sold by an ISV embedded in its Application Package. Specific . ASFU Embedded ESL 80% Discount to ISV
  5. 5. Oracle licenses for ISV’s CharacteristicsCharacteristics ESLESL ASFUASFU Full UseFull Use Does your company sell preDoes your company sell pre--packaged,packaged, commercially available applications?commercially available applications? Are customizations required for end users?Are customizations required for end users? Do end users / customers expect to have access toDo end users / customers expect to have access to the Oracle Programs to modify the data schema?the Oracle Programs to modify the data schema? Does more than one Application Package run onDoes more than one Application Package run onDoes more than one Application Package run onDoes more than one Application Package run on the Oracle Programs?the Oracle Programs? All updates for the Oracle Programs delivered viaAll updates for the Oracle Programs delivered via updates to the partner solution / applicationupdates to the partner solution / application Partner provides technical supportPartner provides technical support Does Oracle need to assist the partner with theDoes Oracle need to assist the partner with the endend--user sale?user sale?
  6. 6. Outline ISV discount structure License type Restrictions Discount License Support Price Full Use None. License owned by end user customer Oracle provides technical support 30% 30% discount ASFU License owned by end user customer Restricted to use by Registered Application Partner must provide technical support 60% 19% of Net Embedded License owned by end user customer 80% 19% of NetEmbedded License owned by end user customer Restricted to use by Registered Application Must conform to embedded charter Partner must provide technical support 80% 19% of Net Proprietary Application Hosting Restricted to use by Registered Application License owned by ISV / Partner For providing hosted services. For one-to-many Software as a service model 20% 20% discount Exadata hardware ISV ‘s can resell Exadata hardware Delivered as a turnkey engineered system 20% Not available © 2006 Oracle Corporation – Proprietary and Confidential 6

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