EMEA Partner Advisory Board

Key Issues/Topic Brought up1. How do we measure effectiveness

• Of Partners (except for pure sell through)?• When are we successful as a Board

2. Oracle Engagement• Rules of engagement are not clear – both license and consulting teams• How do we influence Oracle? - Based on Oracle focus/comp plans• Partners feel the lack of communications between GBUS and Oracle local office• Oracle Navigation – To whom does one speak to for what?

3. Acquisitions• Needs for special mechanism informing partners about new acquisitions• Oracle initiative are not helping t partners to adopt the newly acquired products• Customer concerns about their relationship with partners when Oracle is going through acquisition • Sales are pushing, but lack of resources to implement

4. Competency • Shortage of skilled Human resources in Market• Not doing enough to develop Partners capabilities• How to improve communication

5. Program• How to increase communication of activities to Partners • No advantage to CAP – Sales, delivery, and more discount

• Competency - true reflection?• Diminishing license margin in resell• International co-operation

6. Other• Brand recognition particularly in Apps

Actions• How to measure effectiveness

• All to send Penny & Alexey ideas/input – to finalise in next call – sept• Sept Update – Suggestion: Mindshare survey results & Customer survey (piloting in RU

with Fors)• To have information on Oracle activity/program on Venture funds investment for

ISV • Stein to organise for next call- Sept• Sept Update – Jonathan T to present on call

• Difference between license sell date and support start date• Judson to explore if the One-Click ordering process of auto email etc help to resolve• Sept Update – RESOLVED

• Share the Executive Partner University with this Board• Penny to organise • Sept Update – DETAILS FORWARDED TO MEMBERS

• To feed up from the other PABs activities to this EMEA Board • Penny to action via PE Program Office –• Sept Update – DETAILS TO BE FORWARDED AFTER THIS CALL

• Proposed new OPN Program overview• Penny to organise for the next call • Sept Update – SEE ATTACHED

Actions• GBU

• Communication the GBU partner engagement model • Provide Path to escalate and ask questions/navigations

• Judson and his team• Sept Update – JUDSON, STEIN AND MANAGEMENT TEAM IN ACTION

• Review Mohammed’s example of discount conflict & specific contract• Mohammed to share with Judson and Stein• Sept Update – NO DETAILS FORWARDED – RESOLVED?

• How can the Industry Partner Councils be leveraged without adding complexity? Are they needed – should they be interlinked to this board?

• Judson to review current WW plans, Penny & Stein to review in EMEA – with Industry Boards – Part of PE

• Sept Update – NOW PART OF THE PARTNERING EXCELLENCE GOVERENCE

Actions• Competency

• Turkish Initiative • Judson to look for his team to engage with Innova on their Competency proposal and ideas -

Partner Resource co-ordination /Portal • Timeline to have something ready for after OOW via Oracle Mix• Sept Update – ENABLEMENT 2.0 AS LAUNCHED LAST WEEK AT OOW – OTHER

ELEMENTS PENNY IN DISCUSSION WITH JUDSON’S ENABLMENT TEAM• Look at the SAP model

• Aydin to share with Board how this is done, and why it works• Sept Update – PENDING INPUT FROM AYDIN

• Identify the largest competency priority/gap from our PAB• All to communicate to Penny• Sept Update – NO RESPONSE – DOES ENABLEMENT 2.0 ADDRESS?

• Partner Academy - Rolling out Partner Academy wider in EMEA & make the content consistent• Stein and Judson – ongoing• Sept Update – ONGOING

• Rolling out of cost effective bootcamps - part of strategy to support gap and linked to Partner Academy• Judson – ongoing / planned actions• Sept Update – AS LAUNCHED IN OOW – ENABLEMENT 2.0

• Explore rolling out Oracle Olympics from Russia• Penny & Judson to explore• Sept Update – PILOT TO LAUNCH IN EECIS

The Future of OPN - FY08/FY09 Draft V6.09/16/08

Why is changing OPN important to Oracle

• Improve alignment of the OPN program with sales/acquisition strategies• Market need to clearly understand difference between program levels• Program levels become relevant when selecting partners to go to market.

• Specialization increases partners’ expertise in key growth areas• Competitors are moving toward specialization models in their programs.• Improve customer satisfaction• Increase revenue with higher margins

• Expand into new market segments• Increase emphasis on One-click products & smaller transactions• Open up application sales to more partners

Knowledge ZonesKnowledge Zones•• Connect Participate & CollaborateConnect Participate & Collaborate

•• Access Product InformationAccess Product Information

•• Open Conversation: Blogs, Open Conversation: Blogs, WikisWikis, Mix, Mix

Focus AreasFocus Areas•• Your path to partner specific product Your path to partner specific product informationinformation

•• Tailored Dashboard by Solution AreaTailored Dashboard by Solution Area

Join OPNJoin OPN……And get access to all benefits Oracle offer to And get access to all benefits Oracle offer to its partners its partners

SpecializationSpecialization•• Increase your market reachIncrease your market reach

•• Become a trusted advisorBecome a trusted advisor

•• Access Specific tailored logosAccess Specific tailored logos

Partner Engagement ModelPARTNERPARTNER

COMMITMENTCOMMITMENT SALESSALESRESULTSRESULTS

Oracle Internal Information – Highly Confidential Information

PLATINUM•$9995*•All Products•All OPN benefits•GTM w/Oracle / MDF / PAM

GOLD•$1995* + Associates’ Fees•All Products•Virtual PAM •All Silver benefits

SILVER•$300* •1-click + more•OPN Portal •OPN IC and OPN CC

REMARKETER•No fee•1-click products•Benefits via VAD

QUICK START• $300• DB/AS/BISE/ SE1/Linux VM• Limited OPN

REMARKETER• No fee• 1-click products• No OPN

PARTNER• $1995• Tech products only• More OPN

CERTIFIED ( CP )• $1995• Tech+ Apps• Full OPN

CAP $1995•All Products•Full OPN

* Yearly Fee

No OPN Members

OPN Framework

Benefits of upgrading to Platinum

• Access to dedicated Account Management team• Higher engagement with regional sales teams

• Priority selection for GTM activities in Region• Priority allocation of leads• Premium exposure to Customers and Sales

• Via Solution Catalog, ISV Solution Maps, customer success stories

• Oracle quotes in press releases; partner name in Oracle press releases (as appropriate)

• Access to Market Development Funds (MDF)• Eliminates all other OPN fees (e.g., associates, AIIA)

Why Specialization

• Customers are demanding:• Integrated tech skill breadth & depth• Trusted advisors who fully understands their key business requirements and

industry needs • Solutions that help them to address their goals

• Field is asking for partners who:• Can reduce Sales Cycle Time• Expand Opportunities• Create Value• Right Demand Generation With the Right partners

• Partners are asking for:• Better ways to differentiate• Paths to increase their knowledge

• Market moving toward Specialization models

What is Specialization• Reflects the depth of a partner’s technology/solutions skills demonstrated by success in

selling, deploying, and providing services for Oracle solutions

• Recognizes partners with the most qualified practice in a given Focus Area

• Changes our customer marketing messaging so they choose specialized partners

• Offer specialized partners to our internal sales force to engage in GTM activities

• Additional benefits available to partners that meet specialization criteria

• Specialization logos, Access to SR packs

• Partners will be tiered within Focus Areas, for example:

• 100% are “accepted” – all levels based on eligibility

• 20-30% or less meet the requirements to be “specialized”

Click here for Specialization slide deck draft for partners..

Roll Out Timeline

OPN Program OPN Program LaunchLaunch• Partner Comms

•Customer Comms

• Training

Q2Q2•• Presentation to Presentation to key Partnerkey Partner

•• Analyst BriefingsAnalyst Briefings

Q3Q3•• Specialization Roll Specialization Roll OutOut

•• Partner Specific Partner Specific AnnouncementAnnouncement

Q4Q4••Partner Specific Partner Specific CommsComms

•• Partner Trainings on Partner Trainings on New Criteria, New Criteria, Benefits and systemsBenefits and systems