oracle xchange 09 tech symposium
TRANSCRIPT
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Why Oracle? Why Now?
Dale Weideling
Vice President, VAR/VAD Technology Sales
North America Technology Channels
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Why Oracle?
Increased Value for Customers The Most Complete Solutions
Increased Opportunity for Partners
Opportunities Across the Market
Market Leading Products +Best of Breed Acquisitions =
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Customers:Out of the box Integrated Solutions
Applications
Middleware
Database
Infrastructure
Complete Breadth of technology
Database, Middleware, Apps
Marketing leading functionality
Open Standards-based products
Extensible you can build on it
Integrated
Unified product stackApp to Disc
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APPLICATIONS TECHNOLOGY
EnterpriseDeals
ManufacturingIndustries
RetailIndustry
CommsIndustry
Banking Industry
Utilities Industry
Insurance Industry
Project PortfolioMgmt
Cross Industries
EnterpriseDeals
PerformanceManagement
IdentityManagement
ContentManagement
MiddlewareManagement
Database
SystemsManagement
58 Oracle Acquisitions: FY05 - Present
*Transaction has not closed yet.
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http://www.appforge.com/index.asphttp://www.360commerce.com/display.phphttp://www.bea.com/framework.jsp?CNT=homepage_main.jsp&FP=/contenthttp://www.innodb.com/index.phphttp://www.auptyma.com/index.htmhttp://www.demantra.com/index.asphttp://www.splwg.com/index.phphttp://../Strategy/Backup/Doug/D%20drive/My%20Documents/http://www.metasolv.com/MSLV/CDA/General/Homepage.aspxhttp://www.sigmadynamics.com/index.htmlhttp://www.oracle.com/octetstringhttp://amber.demo.net4call.com/portal/page?_pageid=234,556112&_dad=portal&_schema=PORTALhttp://www.mantas.com/index.html -
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Oracle Fusion Middleware
Applications
Middleware
Database
Infrastructure
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Analyst Recognized Leadership
Composite App Infrastructure
New Systematic Applications
Backend Integration Projects
Enterprise Application Server
Horizontal Portal Products
Business Intelligence Platforms
Corporate Performance Mgmt.
Web Access Management
User Provisioning
Leader in 16 Forrester Waves
Burton GroupShort List
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0
10,000
20,000
30,000
40,000
50,000
60,000
70,000
80,000
90,000
Q104 Q204 Q205 Q305 Q405 Q106 Q206 Q306 Q406 Q107 Q207 Q307 Q407 Q308 Q109 Q209 Q309
Customer Growth
Customer Growth & Product Strategy
BPEL ProcessManager
80,000+
Application Server
Development ToolsIdentity
Management
ContentManagement
Enterprise 2.0 &BPMSOA Suite
Application Grid
Business Intel &Publishing
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Oracle Fusion Middleware 11gR1Oracles Most Important Release Ever
Brand New Release of Fusion MW Suite
Brings together Oracle & BEA Functionality
Significant New Product Functionality
2,900+ new features
Best of Breed Products expands New Sales opportunities
Seamless Suite Integration drives Cross-Sell opportunities Combination of products drives Consolidation opportunities
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Oracle Database 11gLowers IT Cost
Comprehensive security
Higher availability
Easier to manageLower cost of ownership
*Source: Gartner Group
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Worlds #1 Relational Database
48.6% RDBMS market share
235,000 Customers
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Right Products for Mid-Market
Oracle Database 11geasy to: Install
Develop
Manage
Streamlined SMB Package One CD for Windows
One CD for Linux
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Oracles Strategy Drives Growth in aChallenging Economy
Oracle strategy payingoff in down economy
FY09 earnings up 3%
Profit up 11%
Q4 quarterly cashdividend
Partner sales continue
to grow
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Specialization: Fusion Middleware Pillars App Server, Portal, SOA, BI, Content Management, Security
Specialization: Grid Computing Modernization, server consolidation, high availability, virtualization
Market Coverage: Aligning Resources to You Emerging Market segmented sales support resources
National Accounts Geo reps
Enterprise Cover the subs Vertical expertise
Partnering Priorities for FY10
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Partner Sales Support
Open
Market
Model
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R k P
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Remarketer Partner Certified
Partner
Certified
AdvantagePartner
Remarketer ProgramNew zero barrier to entry program enables SMB sales
Partners Benefits --Oracles Commitment
AnnualMembership
Fee
QuickStart
$0 $300 $1995 $1995 $1995
Remarketer Program
New class of Oracle reseller, not directly affiliated with Oracle No OPN Fees/No OPN benefits
Able to resell Oracle SE1/SE products
Standard Terms, Conditions & Pricing
Remarketers leverage VAD for all support, training, etc.
QuickStart program Access to limited OPN benefits and products
Full OPN Membership Full access to all resources and resale for Tech products
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How do I get trained?OPN Competency Center
Start by taking a pre-assessment and build acustomized Guided Learning Path
Save your Guided Learning Paths as projects andwork on them over time
View and manage your complete Oracle traininghistory
Collaborate by sharing your opinion on content
Access Solution Kit materials available on OPN
http://competencycenter.oracle.com
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Profile of a Successful ORCL SI/VAR
Solution focused
Balanced resale of software, services and/or hardware
Establishes brand with local Oracle sales teams
Engages the resources available
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Scott WalkerCEO
Ironworks
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Who is Ironworks?
Ironworksis a project-based
consulting company with one mission never fail a client. We measure our
success by the success of our clients.
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The Right Size We are large enough to provide depth, experience and expertise, yet small enough
to provide the intimacy and agility to be responsive to your needs.
Experienced Resources
Our teams include senior, experienced program managers, designers, information
architects, developers, and engineers we dont sell with the A team, then staffthe job with the B team.
Integrated Strategy, Design and Development
This integration means that our strategies are practical, our applications are highly
usable, and our technical solutions are expandable and maintainable.
Why Ironworks?
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Our Service Offerings
BUSINESS CONSULTING WEB SOLUTIONS
(Fusion E2.0)
SYSTEM INTEGRATION
(Fusion SOA) Program
Management Office
IT Strategy and
Roadmap
Vendor and ToolSelection
Business
Process Improvement
Compliance
Web Strategy
Web Design andUsability
Portals
EnterpriseContent Management
Web Analytics
E-Commerce
Enterprise Search
ApplicationManagement
Service-Oriented
Architecture (SOA)
Strategy and
Implementation
Business Intelligence
Application Integration
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Representative Clients
Healthcare Mfg/Retail/DistFinancial
ServicesOtherGovernment Associations
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Evolution of Ironworks partnership expectations and model:
Professional services vs. license sales/reselling
Going it alone versus working with partners (> 5%, < 80%)
Recognize its a two way street
Lead and opportunity sharing is the bottom line
Evolution of Ironworks and Oracle relationship:
Enterprise Partnership expansion of Oracle product stack
Involvement of Ironworks in Oracle sales verification program:
E20 (approved) and SOA (in process)
How The Partnership Got Here
StellentFuego
BEAPlumtree
BEAOracle
Fusion
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Complementary missions and objectivesrelationship fit:
Help clients achieve business objectives through technology andservices
Expand client base and footprint within clients (licenses andservices) leverage our ability to go wider and deeper inaccounts.
Mutual executive commitment to success of relationship
Strong working relationships between Oracle Account, Services,and Channel teams and Ironworks professionals
Joint account relationships and joint account planning
Alignment of our services capabilities to Oracle Product Stack
Results Oracle has demonstrated by its actions and leads provided that
they are committed to this partnership.
Why is This Partnership Working?
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www.ironworks.comRichmond
4121 Cox Road, Suite 205
Glen Allen, Virginia 23060
804.967.9200
Research Triangle
11000 Regency Parkway, Suite 404
Cary, North Carolina 27518
919.462.2092
DC Metro
8133 Leesburg Pike, Suite 650
Vienna, Virginia 22182
703.506.3964
www.ironworks.com
Charlotte
10405 Toringdon Way, Suite 205
Charlotte, North Carolina 28277
704.848.8889
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Summary and Actions
Right time to do business with Oracle Technology and industry leadership
Cross-sell and upsell opportunities
Ease of doing business
Learn more about Doing Business with Oracle
Visit www.oracle.com/partners
Engage your VAD
Visit the Oracle Booth
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