Final.stein surlien opn day spain 30 march 2011 stein_final_final

651 views

Published on

0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
651
On SlideShare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
25
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Final.stein surlien opn day spain 30 march 2011 stein_final_final

  1. 1. <Insert Picture Here>Specialization with Oracle:Evolution and OpportunityStein SurlienSVP EMEA Alliances and Channels
  2. 2. “Partnership for Growth” 2
  3. 3. Oracle Acquisitions 3
  4. 4. Innovation Matter 4
  5. 5. Exadata / Exalogic 5
  6. 6. 6 6
  7. 7. Strategy Partner Volume & High Impact Business Coverage Development Specialized Extend the reach by Partner Revenue partners deligation readiness Selfsufficient VADs and Integrated development Dedicated by Solution VAR’s leveraging approachand aligned with regions/ Hardware & Software Engagement, Enablement, communities Solutions, Demand Oracle DirectTelesales for Generation accelerating partner sales 7
  8. 8. Specialization Pays Off• Close alignment with product and solution portfolio• Strong commitment to specialized partners• Seamless integration with direct sales at Oracle 8
  9. 9. 60 + Specializations 9
  10. 10. EMEA Partner Business Development ModelPartner Partner Partner PartnerEngagement Solutions Enablement Dem. Gen. Marketing Driving partnerEngaging the Partner Training Programs “through” Specializationprefered partners Programs and “with” partners communities to end customers• OPN Days Program • EMEA Community • Sales Trainings • Go-to-market initiatives events for the roll-out of • Presales Trainings Global programs• C-level exsite events • Drive EMEA Communities • Implementation• Executive Comms • EMEA regional specific Bootcamps programs• Targeted Comms • VAD TTT PIBs • Support of key partner• Partner Specialization • ISV Validation activities marketing Bootcamps • Field Mktg. and OD leverage • ROI Tracking 10
  11. 11. Oracle EMEA Partner TrainingExecution Model Sales Presales Implementation Specialization Day Specialization Day Delivery Partner Boot Camps Sales Boot Camps Presales Boot Camp Sales Campaign Oracle University Community Briefings Training Bootcamps GB Sales University Hand On Trainings Live Virtual Class GB Partner Induction GB Web Seminars Bootcamp / VAD TTT 11
  12. 12. Spain Best Practices for EMEA – ImplementationCampaign 12
  13. 13. Spain Best Practices for EMEA – On Line Campaign 13
  14. 14. Oracle & Partner Demand Generation Oracle-led Joint Partner-led Activities Activities ActivitiesOracle runs activity Jointly run activity Partner runs activityPartner supports: Oracle: Oracle supports:- Keynotes - Mktg. Expertise - OMS4P Marketing- Booths - Content Kits- Sponsorships… - Shared budget… - Agency support - Partner Event Partner: Publisher - Solution expertise - Co-financing… - Customer Base - Shared budget…Oracle Partner 14
  15. 15. Partners Succeeding With Specialization Abast Group and Nucli, Spain • Focused on Exadata• Focused on Tech, Apps • Specialization delivering and HW clear education,• More than 7 marketing and sales Specializations running benefits• 34 Certified Consultants • 21 certified consultants 15
  16. 16. CALL TO ACTIONRecognize the Opportunity in Our Portfolio Get Specialized Engage 16
  17. 17. Profitable Revenue 17
  18. 18. 18

×