copyright © 2003, oracle. all rights reserved. timely, effective and efficient engagement...

Copyright © 2003, Oracle. All rights reserved.

Timely, Effective and Efficient Timely, Effective and Efficient

EngagementEngagement

(“TEEE”)(“TEEE”)

May. 19-20, 2005


Team CharterTeam Charter

Technology Channels is responsible for

Expanding Market CoverageExpanding Market Coverage through an IndirectIndirect channel of self-

sufficient partners for increased

License RevenueLicense Revenue and Oracle EconomyOracle Economy


TopicsTopics

Current Situation Solution Expectation Q & A


Current situation – partner selectionCurrent situation – partner selection

In the last 3 Qs, 604 transactions for CMU

– 200+ partners involved

– 4 partners have > 10 transactions

– 10 partners have > 5 > 10 transactions

– 32 partners have > 2 > 5 transactions

– 185 one deal partner (Oracle Lead ? or Partner Lead ?)

– 62 transactions, 14.78M from field, 542 transactions, 10.88M from OrD

ASFU partner is 13.3M, 272 transactions

Partner loyalty can be measured by % of rev from PPL Microsoft Excel

工作表


Partner selection - Prefer Partner List Partner selection - Prefer Partner List (PPL) (PPL)

Partner NamePartner

TypeRevenue in

Q3Q3 # of

Transactions% of Industry

(Rev) YTD Rev.YTD # of

Transactions% of Industry

(Rev)Linkage DMP 326,000 2 3.4% 1,048,395 9 4.1%Si-Tech DMP 0 0 0.0% 290,872 1 1.1%Asiainfo DMP 527,690 6 5.6% 933,896 17 3.6%Longshine DMP 289,196 5 3.1% 455,760 9 1.8%Neosoft DMP 96,000 2 1.0% 346,000 4 1.3%Neusoft DMP 681,000 2 7.2% 681,000 2 2.7%TaiJi DMP 0 0 0.0% 413,000 2 1.6%LongShine DMP 0 0 0.0% 199,000 2 0.8%China Power DMP 0 0 0.0% 100,000 5 0.4%Openet ASFU 54,000 3 0.6% 207,000 8 0.8%ZZnode/NM ASFU 36,000 2 0.4% 36,000 2 0.1%Eastcom-bupt ASFU 0 0 0.0% 45,000 2 0.2%VisionTech VAS ASFU 9,000 1 0.1% 54,000 5 0.2%VisionTech ERP ASFU 0 0 0.0% 18,000 1 0.1%KeChuang ASFU 18,000 1 0.2% 18,000 1 0.1%ZhongChuangXinCe ASFU 9,000 1 0.1% 9,000 1 0.0%Neusoft-Nokia ASFU 142,000 8 1.5% 142,000 8 0.6%HuaWei ASFU 450,000 2 4.7% 1,164,896 15 4.5%ZTE ASFU 400,000 57 4.2% 1,906,696 124 7.4%UT Starcom ASFU 700,000 25 7.4% 1,200,000 27 4.7%Talkweb ASFU 36,000 1 0.4% 54,000 2 0.2%ShenXun/VAP ASFU 72,000 7 0.8% 81,000 8 0.3%YaTai DongFang ASFU 48,000 2 0.5% 48,000 2 0.2%Newland PPL 0 0 0.0% 116,760 3 0.5%PuXin PPL 0 0 0.0% 855,427 1 3.3%Datang PPL 0 0 0.0% 0 0 0.0%HollyCRM PPL 53,872 1 0.6% 1,133,335 3 4.4%BOCO PPL 83,731 3 0.9% 226,579 6 0.9%LangChao PPL 0 0 0.0% 193,849 3 0.8%UniHub PPL 21,800 2 0.2% 344,648 9 1.3%GuoXin-Lucent PPL 0 0 0.0% 4,933 1 0.0%TeamSun PPL 46,424 2 0.5% 764,515 5 3.0%LiTeng PPL 0 0 0.0% 0 0 0.0%Hurray PPL 0 0 0.0% 0 0 0.0%MDCL PPL 17,616 2 0.2% 17,616 2 0.1%Powerise PPL 192,597 3 2.0% 192,597 3 0.8%Total N/A 4,309,926 140 45.5% 13,301,774 293 51.8%

Deal Percentage Revenue Percentage Deal Percentage Revenue PercentageFY05 Q3 Indirect 1 7.7% 97,000 23.3% 1 7.7%

FY05 Q3 DMP 9 3.4% 2,095,608 22.1% 15 5.7% 172,392 1.8%FY05 Q3 ASFU N/A N/A N/A N/A 115 43.9% 1,904,000 20.1%FY05 Q3 PPL 0 0.0% 0 0.0% 13 5.0% 416,040 4.4%Q3 CMU Total 24 9.2% 5,682,827 59.9% 238 90.8% 3,797,961 40.1%

YTD DMP 25 4.4% 4,051,082 15.8% 48 7.9% 506,918 2.0%YTD ASFU N/A N/A N/A N/A 272 45.0% 13,301,774 51.8%YTD PPL 6 1.1% 525,890 2.0% 30 5.0% 3,324,469 13.0%

YTD CMU Total 62 10.3% 14,784,835 57.6% 542 95.6% 10,886,072 42.4%

OrDField


Deal % Revenue %YTD DMP 73 12.1% YTD DMP 4,558,000 17.8%YTD ASFU 272 45.0% YTD ASFU 13,301,774 51.8%YTD PPL 36 6.0% YTD PPL 3,850,259 15.0%YTD non-DMP/PPL 259 42.9% YTD non-DMP/PPL 7,811,133 30.4%YTD Total 604 N/A YTD Total 25,670,907 N/A

Partner selection - Prefer Partner List (PPL) Partner selection - Prefer Partner List (PPL)

Deal

YTD DMP

YTD ASFU

YTD PPL

YTD non-DMP/PPL

Revenue

YTD DMP

YTD ASFU

YTD PPL

YTD non-DMP/PPL


Channel Sales Org (not finalised)

CMU(Hum)

GEH(Xiang)

FSI(Kevin)

TECH(Hu YU)

DMP--EnterpriseNeusoft (Jean)Digital C (Susan)NEM (Louis)Group A (William)Group B (Amy)Group C (Tony)Group D (Aden)

DMP--MidMarket

(Helen)

VAD/non-DMP

CSS/FT/ECS: (Lina)

Ind

us

tryA

cc

ou

nt

City

Wuhan(Wang Jun)

City 2(TBD)

City 3(TBD)


DMP ListDMP List

Group A (CMU focus)– Linkage– Asiainfo– Si-Tech– Unihub– Digital China– Teamsun– Aspire– Newland– Longshine– ChinaPower

Group B (GEH Focus)

– Insigma– HNINI– Foresee– YinHai– GW Soft– Wonders– BJ Dragon


DMP ListDMP List

Group C (FSI Focus)– Sinosoft– Handsome– Amarsoft– EasyCon

Group D (Tech Focus)– Langchao– Taiji– OLM


Partner Selection – Field BusinessPartner Selection – Field Business

Pre-work– Sales Info On-line (ASN): CSMs check ASN regularly on

opportunities created by Field Sales

– Sales review meeting： CSMs attend Field Sales weekly review meeting on Deal Progress

– Face-to-face & deal-by-deal review with individual sales manager and some of sales

– Authorization Letter Request: CSMs review AUL request from Field Sales. Grant approval or rejection after verification

Change of Partner if applicable– Rejected by default without strong justification

– Sales submit Change Request of Partner Selection

– CSMs verify preference with EU or SI/ISV or both.


Partner Selection - OrDPartner Selection - OrD

Pre-work– Sales Info On-line (ASN): CSMs check ASN regularly on

opportunities created by OrD Sales

– Tuesday sales review meeting： CSMs attend the con-call on deal progress

– Authorization Letter Request: CSMs review AUL request from OrD Sales and grant approval or rejection after verification

Change of Partner if applicable– Rejected by default without strong justification

– OrD Sales submit Change Request of Partner Selection

– CSMs verify preference with EU or SI/ISV or both.


Current situation – discount requestCurrent situation – discount request

Discount Request for field deals

– CSMs input partner selection part for indirect deals

– CSMs input or verify partner selection parts for fulfillment deals

– Partner margin of fulfillment deals are drafted by sales and commented by CSMs.

– Discount Request sent to BP Country Approval after approved by Industry head & Channel Directors

Discount Request for OrD deals

– Discount Requests are copied to A&C when sent to BP Country Approval. CSMs comment within 8 working hours

Suggest to have a discount band and margin guide line, which should be agreed by both industry and A&C


Current situation – SOP handling processCurrent situation – SOP handling process

Deadline is not deadline !!!

Regular process of Oracle

– 5 working days needed regularly from a completed SOP received by Contract Team to rev rec.

Regular process of partners

– VAD

– FUDA


CFD

AM

SOP check

VAD/FUDAPartner

ContractTeam

SOP checkRegionalSales Adm

Order Mgmt

M&D

A/R

Rev Rec

Close

Scan signed POD

ContractTeam

Signed PODreturn to

Payment

CFD Signs POD

SystemGenerate Invoice uponShipment

Media Ship

SOP Includes:

• POD• CAF• POEU• BP Approval• Cover Sheet• Also need to check

Customer Info or to create it by Data Desk

Note: Order Management Team bases on Sydney, there is 3 hrs time difference from BJData Desk based on India with 3 hrs time diff

VAD orFUDA Partner or

End User

Things to be done:

• POD Check• Order entry & booking• Credit checkCompleted

SOP

Pass

Fail

Fail Fail

Fail

Pass

Based on the completed SOP received and on time payment, contract team needs at least 5 working days to complete all the process before shipment and Rev Rec.

SOP with error

SOP with error


TopicsTopics



Engagement Model – early engageEngagement Model – early engage

Field Sales

Field Sales

Field Sales Field Sales Field Sales Field Sales

A/C Plan Fulfill Leads

Fact focus from customer view Customer focus A/C manage EU contract

Solution Team

Solution Team

Solution Team Solution Team Solution Team

Solution Team

Solution Plan

Solution Leads

Requirement focus from solution view

Solution focus Solution manage

Solution delivery

A&C A&C A&C A&C A&C A&C

JB Plan Indirect Leads

fact focus from partner view Partner focus Partner manage $ collection

Agreed PPL

(FUDA/ASFU)

Partner Selectio

n

Influence Map, Discovery Map

Teaming agreementwith selected partner

Solution MapAccount Plan

MeetingSI/ISV partner involvement

Theme-to-Win

Demo Feedback

AUL/Discount Strategy

ProposalRPQSOP

$ Collection

http://salesmethod.us.oracle.com/omm/omm_index.html

1. 1. Q U A L I F I C A T I O N & A L I G N M E N TQ U A L I F I C A T I O N & A L I G N M E N T

3. 3. SOLUTIONSOLUTIONDEVELOPMENTDEVELOPMENT

2. 2. D I S C O V E R D I S C O V E R YY

6. 6. CLOSECLOSE

4. 4. SOLUTIONSOLUTIONPRESENTATONPRESENTATON

5. RESOLUTION5. RESOLUTION

TER

RIT

OR

YTER

RIT

OR

YP

LA

NP

LA

N


Partner Selection ProcessPartner Selection Process - - for Fulfillment Dealfor Fulfillment Deal

Partner in PPL?Partner in PPL? YesYes Partner Partner

selection OKselection OK

EU confirms EU confirms

partner preferencepartner preferenceNoNo

CSMs qualifyCSMs qualify

YeYess

Recruit and Recruit and

Add to PPLAdd to PPL

Reject, involve Reject, involve

partner in PPLpartner in PPL

NoNo

NoNo


Partner Selection Process - Partner Selection Process - for partner forecastfor partner forecast

Leas alreadyLeas already

in ASN?in ASN?

YesYes Follow FulfillmentFollow Fulfillment

processprocess

Follow OMMFollow OMM

processprocess

NoNo

Collect partner Collect partner

forecast forecast

& check ASN& check ASN


TopicsTopics



Please keep that in your mindPlease keep that in your mind Early Engage

– OSO with partner information, OPN membership required for all Tiers partner

– Partner engagement form– Call me, mail me, SMS to me anytime if you need help

Discount Request– As early as possible– Submit Portal: ACFS_CN– Justification for real situation– LJE form should be changed according to questions– A&C response within 24 hours

MDF– Do or not do– When and with who

ISV development– Sales nomination

Channel Business BriefingChannel Business Briefing

Aug. 27, 2004


Please keep in mind……Please keep in mind……

• One time partners may not be approved • Multiple resellers is not permitted and no

revenue will be booked • Changing partners needs justification and

may not be approved• Don’t control or determine a partner’s

margin or ask end user the end user price.

• Do not leave anything to last minutes

Technology Channel Technology Channel UpdateUpdate

Jeff Lam

Oct. 29, 2004


Please keep that in Please keep that in ourour mind mind

• Early Engage• ASN with partner information (Not only VAD, but also

SI/ISV), OPN membership required for all Tiers partner• Partner engagement form• Call me, mail me, SMS to me anytime if you need help

• Discount Request• As early as possible• Industry Head/A&C endorse before submit to China APP• Justification for real situation• LJE form should be changed according to questions &

answer• Partner selection & justification should be done by A&C• A&C may need to call customer and communicate with

sales before and after• ISV development

• Sales nomination• Solution team involvement• Channel program to match industry strategy


Please keep that in Please keep that in ourour mind mind

• Early Engage• ASN with partner information (Not only VAD, but also

SI/ISV), OPN membership required for all Tiers partner• Partner engagement form• Call me, mail me, SMS to me anytime if you need help

• Discount Request• As early as possible• Industry Head/A&C endorse before submit to China APP• Justification for real situation and comply with discount

band• LJE form should be changed according to questions &

answer• Partner selection & justification should be done by A&C• A&C may need to call customer and communicate with sales

before and after• ISV development

• Sales nomination• Solution team involvement• Channel program to match industry strategy

Technology Channel Technology Channel UpdateUpdate

Jeff Lam

Oct. 29, 2004

Timely, Effective and Timely, Effective and

Efficient EngagementEfficient Engagement

(“TEEE”)(“TEEE”)

May. 19-20, 2005


Watching Party ListWatching Party ListBOSS : Watching Party List Effective from Feb 1, 2005

PARTNER

Customer Name English Name Customer ID

北京迪斯电子数据系统有限公司 Beijing Disi Electronics Data System Co., Ltd. 10560090

北京复思科贸有限责任公司 Beijing Fusi Science Trade Co., Ltd. 10562339

北京九瑞网络科技有限公司 Beijing Jiurui Science & Technology Co. , Ltd. 10561910

北京雷盟科技有限公司Beijing Leimeng Science & Technology Co., Ltd.

10563200

北京利玛信息技术有限公司 Beijing Lima Information Technology Co., Ltd. 10564363

北京前景拓展集成技术发展有限公司 Beijing Prospect Development SI Co., LTD 10561484

北京乾亨益科技有限公司Beijing Qianhengyi Science & Technology Co.,Ltd. 10563457

北京锐讯成佳科技发展有限公司Beijing Ruixun Chengjia Technology DevelopmentCo., Ltd. 10564462

( )北京信立得科技有限公司北京中软万维网 Beijing Xinlide Technology Co., Ltd. 10562850

北京中软融合网络通信系统有限公司Beijing Chinasoft Integrated NetworkCommunication System Co., Ltd. 10562893

长沙信达实业股份有限公司高新技术分公司Changsha Xinda industrial Co.,Ltd. High-techBranch 10561012

大连华信计算机技术有限公司 Dalian Huaxin Computer Technology Co., Ltd. 10561538

( )东柏中国标准发展有限公司 TP (China) Standard Development Co., Ltd. 10561444

( )东柏电脑上海有限公司 TP Computer (Shanghai) Co., Ltd. 10561254

湖南艾因泰克科技股份有限公司 Hunan E-Intech Science & Technology Co., Ltd. 10563933

内蒙古远通实业有限公司高技术开发分公司Neimenggu Yuantong Industrial Co. Ltd. High-tech Development Branch 10562353

南京金中天计算机网络有限公司 Nanjing Jinzhongtian Computer Network Co., Ltd. 10562813

上海东海电脑股份有限公司系统集成分公司Shanghai Donghai Computer Co., Ltd. Systemintegration Branch 10562407

深圳市达诺电子商务系统有限公司Shenzhen Da'nuo Electronic Business SystemsCo., Ltd. 10562407

深圳太极软件公司 Shenzhen Taiji Software Company 10560926

湖南创发邮电通信技术开发有限公司Hunan Chuangfa Post Telecom Tech. Dev. Co.,Ltd. 10561401

创智软件园有限公司 Chuangzhi Software Zone Co., Ltd. 10561464

北京航天理想科技有限公司 Beijing AeroSpace Ideal Technology Co.,LTD 10563816

北京金快系统软件有限责任公司 Bejing Golden Express Software Co.,LTD 10562495

北京文德兴泰科技发展有限公司Beijing Wonder Technology and DevelopmentCo., Ltd

北京易联江河科技有限公司 Beijing Alliance Technology Co., Ltd

北京多维创新科技发展有限公司Beijing Duowei Chuangxin TechnologyDevelopment

北京宏贝思科技发展有限公司 Beijing Macro-base Technology Development

ENDUSER

Customer Name English Name Customer ID

北京方正人教电子商务软件开发有限责任公司Beijing Founder E-business softwareDevelopment Co., Ltd. 10563439

Asi a I dea (H. K) Li mi ted Asia Idea (H.K) Limited 10563850

澄西船舶修造厂 Chengxi Ship Building Factory 10562476

Microsoft Excel 工作表


AAQQ&&

Thank you all !Thank you all !

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