partner webcast – oracle cloud opportunities: the broadest saas portfolio in the market
DESCRIPTION
Cloud computing is a significant advancement in the delivery of information technology and services and we see a strong industry trend going there. By providing on demand access to a shared pool of computing resources in a self-service, dynamically scaled and metered manner, cloud computing offers compelling advantages in cost, speed and efficiency for customers and the possibility for new business to partners. Today, cloud computing is at different stages in different geographies, an early stage in its lifecycle in many countries in our region, but it is also the evolution and convergence of technology trends that have been driving enterprise data centers and service providers over the last several years, [Read More @ https://blogs.oracle.com/imc/entry/partner_webcast_oracle_cloud_opportunities]TRANSCRIPT
1 Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
2 Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
3 Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
Oracle Cloud Opportunities –
The broadest SaaS Portfolio in
the Market
Johannes Baumgartner Partner Programs and Technology Adoption Office ECEMEA
27th March 2014
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 4
The following is intended to outline our general product
direction. It is intended for information purposes only, and may
not be incorporated into any contract. It is not a commitment to
deliver any material, code, or functionality, and should not be
relied upon in making purchasing decisions.
The development, release, and timing of any features or
functionality described for Oracle’s products remains at the
sole discretion of Oracle.
Safe Harbor Statement
5 Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
Agenda
• „The Cloud is coming!“
• Different Clouds (Public, Managed, Private)
• Oracle Cloud Offerings (PaaS, SaaS)
• Why is the Cloud interesting for Partners
• Q & A
6 Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
PRODUCT
FOR US?
CX
BUSINESS MODEL
INTEGRATION
RAMP UP
INFLUENCE ON BUSINESS
BUBBLE OR HERE TO STAY?
MOBILITY DATA PRIVACY
SOCIAL
ROI
WHY?
7 Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
Trend in the Market
This information is not a commitment to deliver any material, code, or functionality. The development, release, and timing of any features or functionality described remains at the sole discretion of Oracle.
8 Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
IT Roles will evolve to delivering business value
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On Top of C-level Priorities for 3 Years
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On Top of C-level Priorities for 3 Years
One touch
Complete capabilities
Works with or without an Internet connection
Native iOS interaction and navigation
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Global Public Cloud Market Opportunity
Global Public Cloud Spend
– $110B 2012
– $210B 2016
Global Spend Growth 18.6%
Public Cloud
Source: Gartner 2013
IaaS SaaS PaaS
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 12
Why Cloud?
2012 WW applications
revenue 5% growth,
SaaS apps 29%.
IDC June 2013
2011 – 2016 WW
applications SaaS
revenue CAGR 20,7%
IDC Aug 2012
$0
$20
$40
$60
$80
$100
$120
2010 2011 2012 2013 2014 2015 2016
SaaS PaaS IaaS Source: WW Cloud Services Forecast, IDC, August 2012
SaaS
13 Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
Cloud Adoption Is Rising
Source: IOUG ResearchWire member studies on Cloud Computing, conducted in Aug-Sept 2010 and Aug-Sept 2012
29%
37%
14%
26%
0%
5%
10%
15%
20%
25%
30%
35%
40%
2010 2012
Private Cloud
Public Cloud
Pe
rce
nt o
f C
usto
me
rs
14 Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
PaaS Outpacing IaaS
Platform as a Service
(PaaS)
Infrastructure as a Service
(IaaS)
0% 10% 20% 30% 40% 50% 60%
Dev/Test as a Service
Compute as a Service
Storage as a Service
Identity as a Service
Database as a Service
Application Server as a Service
Source: IOUG ResearchWire member studies on Cloud Computing, conducted in Aug-Sept 2010 and Aug-Sept 2012
Private
2010 2012
2010 2012
Public
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But why?
Work Any Where
Less Operational Cost
Faster implementation
Flexible Deployment Model
Better Security & Infrastructure
Less Operational Complexity
Faster rollout
Less IT … More Business
Similar to On-Premise functionality
Improved user experience
16 Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
Agenda
• „The Cloud is coming!“
• Different Clouds (Public, Managed, Private)
• Oracle Cloud Offerings (PaaS, SaaS)
• Why is the Cloud interesting for Partners
• Q & A
17 Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
Private
Deployment Model
Public
Hybrid Provider Owns
Provider Operates
Consumer Owns Provider Operates
Consumer Owns Consumer Operates
Operating Model
Applications
Platform
Service Model
Infrastructure
(SaaS)
(PaaS)
(IaaS)
Multiple Options with Cloud
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Deployment Models: Private, Public, Hybrid
Private Cloud Public Cloud Hybrid Cloud
• OpEx
• Outsourced services
• Shared by multiple orgs
• CapEx & OpEx
• Control & visibility
• Not shared
• Cloudbursting – overdraft
for peak loads
• Dev/Test & production
• B2B integration
Exclusive Shared by multiple organizations
19 Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
Agenda
• „The Cloud is coming!“
• Different Clouds (Public, Managed, Private)
• Oracle Cloud Offerings (PaaS, SaaS)
• Why is the Cloud interesting for Partners
• Q & A
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 20
Bring Oracle’s leading
Business Applications Software
and Enterprise Technology to
any customer or partner,
anywhere in the world,
through the Internet
Oracle Cloud: Mission
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Oracle Cloud Only Cloud with Applications, Platform, Infrastructure
Application
Services
Platform
Services
Social
Services
Infrastructure Services
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Application
Platform
Customizations
Application
Customizations Customizations
Con
su
mer
Con
su
mer
Se
rvic
e
Pro
vid
er
Se
rvic
e P
rovid
er
Service Types: IaaS, PaaS, SaaS
IaaS Cloud
SaaS Cloud
PaaS Cloud
IT Professional Developer Business End User
Different Users
Consolidation Cost Savings
App Development Focus
New Capability Speed
Key
Driver
23 Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
“IT as Service” Offerings
Applications
Runtimes
Databases
Middleware
Storage
Virtualization
OS
Server Hardware
Networking
Packaged Software
Ma
na
ge
d b
y c
us
tom
er
Applications
Runtimes
Databases
Middleware
Storage
Virtualization
OS
Server Hardware
Networking
Platform as a Service (PaaS)
En
d c
us
tom
er
Se
rvic
e p
rov
ide
r
Applications
Runtimes
Databases
Middleware
Storage
Virtualization
OS
Server Hardware
Networking
Software as a Service (SaaS)
Ma
na
ge
d b
y S
erv
ice
pro
vid
e
Applications
Runtimes
Databases
Middleware
Storage
Virtualization
OS
Server Hardware
Networking
Infrastructure as a Service (IaaS)
En
d c
us
tom
er
Se
rvic
e p
rov
ide
r
Lower Cost & Higher Agility Higher Control & Higher Cost
24 Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
Database Java Developer Mobile Collaboration Analytics Application
Store Platform Services
Oracle Cloud: Complete Suite of Integrated Services
Social Marketing
Social Engagement & Monitoring
Social Network
Data & Insight
Social Sites
Human Capital Management
Talent Management
Sales & Marketing
Customer Service & Support
Enterprise Resource Planning
Planning & Budgeting
Financial Reporting
Application
Services
Social
Services
Storage Messaging Compute Cache Secure Identity
Notifications Infrastructure Services
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1914 – Ford Model(s) 2014 – Ford Models
Infrastructure As-a-Service
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Oracle Cloud: Infrastructure-as-a-Service
Cache In-Memory Cache
Identity Identity Administration
Storage Object Storage
Compute Elastic Compute
Messaging Lightweight Queues
Sync Data & Document Sync
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Oracle Cloud: Infrastructure Investments
28
13 Data Centers
38,000 Sq. Feet
1000’s
1000’s
205 PB
19 Billion
Servers
VMs
Storage
Transactions/Day
Global Tier 4 Data Centers
Gen 4 Data Centers
Global footprint for security & performance
Multi-data center regional coverage for DR
Compliance certifications
24X7 follow the sun monitoring and support * In future
Chicago London
Lilinthgow
Amsterdam
Sydney
Singapore*
Japan*
Toronto
Santa Clara
Austin Oklahoma City
Platform As-a-Service
Platform Services: Key Features
• Built on industry standards – SQL, Java, HTML5, Web
• Transparently run in the cloud – zero application code changes
• Self-service control for users – develop, deploy, manage
• Complete data isolation
• Service-Oriented Architecture – on-premise integration
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Database Services
Developer Services
Java Services
Document Services
Analytics Services
Social Network
Application Store
Common Infrastructure Services
Oracle Platform Services - PaaS Complete, Standards-Based, Enterprise-Grade
Platform Services: Database Service
Runs Oracle Database in the cloud
Choice: APEX, SQL, PL/SQL, Java, REST APIs
Secure: data, schema, table-space isolation
Easy to use: self-service management
Platform Services: Java Service
• Runs any Java application in the cloud
• Choice: JDeveloper, Eclipse, NetBeans
• Secure: application and data isolation
• Easy to use: self-service management
Oracle Cloud: Platform Services Now in Preview
Collaboration
Team workspaces
Document sharing
File & device synchronization
Load data and model KPIs
Build reports and dashboards
Publish to Web, Mobile, Office
Analytics
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. 37
Developer
Oracle Developer Cloud Service Develop on the Cloud
Develop A turnkey development platform securely hosted in the cloud
Collaborate Integrated tools to manage and track tasks, continuous integrations and documentation
Deploy Automatic deployment to Oracle Java Cloud Service
Standards-based git, Hudson, Maven
Source Control Management
Issue Tracking
Hudson Continuous Integration
Wiki Collaboration
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Extending Applications Customization Needs
UI Customizations
Personalization
Functional
Extensions
Process
Customization
Custom Application
Integration
Web Services
Custom UI
Multi-channel
Composite
Applications
Web
Mobile
Desktop
Basics Innovate
Cross-Application Security
Common, Scalable Infrastructure
Need for Platform
Capabilities
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 39
Extending Applications Customization Needs
UI Customizations
Personalization
Functional
Extensions
Process
Customization
Custom Application
Integration
Web Services
Custom UI
Multi-channel
Composite
Applications
Web
Mobile
Desktop
Cross-Application Security
Common, Scalable Infrastructure
Application Extensibility
Oracle Cloud Platform Services
ADF
ADF Mobile
Oracle Cloud Common Infrastructure Services
Need for Platform
Capabilities
Basics Innovate
Application Marketplace
Oracle Cloud: Platform Services
Develop & Integrate Publish Access & Use
• Industry Standard Oracle Technologies
• Extend, Integrate with Oracle SaaS
• 100s of Apps from Oracle Ecosystem
• Read, Review and Engage
• Evaluate
• Buy
• Deploy Easily
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 43
Oracle Cloud Partner Ecosystem
Best in Class
Open
Complete
Oracle Cloud
Marketplace
Oracle Cloud
Platform
Oracle Cloud
Applications (100+ Business Apps)
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Oracle Cloud Marketplace Registration “Become a Publisher”
Access for Partners
Partner Landing Page
Submit Application Form
Applications
Software As-a-Service
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What does SMAC stand for? Q
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SMAC
S
M
A
C
Social
Mobile
Analytics
Cloud
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Broadest applications offering – enterprise customers
Built on industry standards – Java, standards-based middleware
Modern user interface – Web, HTML5
Service-Oriented Architecture – simplifies integration
Self-service control for business users – configure, extend
Built in business intelligence, social and mobile
Complete data isolation and flexible upgrades
ORACLE SaaS
Key Features
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Apps Offering
CX
Oracle SaaS Offering
ERP HCM EPM
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Complete Solutions Application Services for Every Area of Business
Human Capital
Management
Talent
Management
Sales and
Marketing
Financial
Management
Procurement,
Sourcing, Inventory
Project Portfolio
Management
Customer Service
and Support
Governance, Risk,
Compliance
Platform Services
Common Infrastructure Services
Social Services
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Oracle Cloud: Customer Experience
Customer Experience Foundation
Social Network Mobile Analytic KPIs &
Dashboards Predictive Analytics
Integrations 22
Integrated Customer Experience Foundation
Mobile
Social
In Store Contact Center
Field Service Direct Sales
Channel Web
CONTENT
Oracle
Sites &
Endeca
SOCIAL
Oracle Social Cloud
MARKETING
Oracle Marketing
Cloud
SALES
Oracle Sales Cloud
COMMERCE
Oracle Commerce
Cloud
SERVICE
Oracle Service Cloud
CPQ
Oracle Configure-
Price-Quote Cloud
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 55
Oracle Cloud: Human Capital Management
Mobile
Social
Job
Boards
Employee
Networks Candidate
Portal Help Desk
Customer Experience Foundation
Social Network Mobile Analytic KPIs &
Dashboards Predictive Analytics
Integrations 22
Integrated Human Capital and Talent Management Foundation
Contractors Web
Global HR Workforce Rewards
and Payroll Workforce
Management Workforce
Optimization
Talent Management Recruiting and On-Boarding
Performance and Succession
Learning and Development
Globalizations and Statutory Localizations
56 Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
Social Network Mobile (eg. expenses)
Analytic KPIs & Dashboards
Financial Reporting Center Integrations
22
Financial Planning & Budgeting
Financial Governance, Risk and Compliance
Financial Reporting
Procurement Costing
and Inventory Project Portfolio
Management Supply Chain Management
Globalizations and Statutory Localizations
Oracle Cloud: Enterprise Resource Planning
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Oracle Planning and Budgeting Cloud Service
All the power of Hyperion Planning, Available as a cloud service
Offered stand-alone and with Oracle ERP Financials Cloud
Service
Subscription pricing based on per-user/month/app model
Implementation services will be available from Oracle Consulting
and partner network
Availability
– Preview for partners and early adopters underway now
– General availability in CY13, NOW
58 Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
Oracle Cloud: Summary
• Complete – broad suite of technology & business applications
• Open – based on standards with no “lock-in”
• Integrated – designed PaaS, SaaS, Social to work together
• Architecture – designed like a modern enterprise private cloud
• Benefits – greater speed, lower cost, lower risk
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. 59
60 Copyright © 2012, Oracle and/or its affiliates. All rights reserved.
Agenda
• „The Cloud“ and SaaS ... A strong trend
• CX – Customer Experience … Importance and Challenges
• The RightNow Cloud Service Experience
• Why is the Cloud interesting for Partners
• Q & A
• Why should You be interested?
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Referral
Program
Specializations
Resale
Program
Oracle Cloud Partner Programs Comprehensive Array of Programs for the Oracle Public Cloud
Enterprise-Ready
Breadth of Solutions
Depth of Technology
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Oracle Cloud Services Referral Program
Referral Compensation for closed subscriptions to Oracle Cloud
Any Oracle Partner Network Member
Easy and Simple; Refer by registering deals at Oracle Partner Store
Referral
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Oracle Cloud Services Specializations
Specialization
Expertise in delivering Oracle Cloud
Services
Access and use Oracle methodologies
and best practices
Develop fixed scope implementation
offering
Benefits of specialization:
Obtain a deep skill set in Oracle Cloud
services
Deliver fixed scope implementation and
consulting services for increased revenue
Be recognized by Oracle as a Strategic
Go-to-Market partner
Connect with customers who seek out
and prefer Specialized OPN members
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 66
Recurring revenue from on-going Cloud
Service Subscription
Own the relationship; add-on, upgrade
and renew the service
Expertise through Cloud Service
Specialization
Resale
Oracle Cloud Services Resale Program
Cloud Resale Criteria
Oracle Partner Network Gold, Platinum or
Diamond membership
Specialization in the Oracle Cloud Service
to be resold
Fixed scope Oracle Cloud service
implementation offering
Full use Distribution Agreement and
Cloud Services Distribution Addendum
Please check this 9 min video:
http://medianetwork.oracle.com/video/player/2499188561001
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 67 2 | © 2011 Oracle Corporation – Proprietary and Confidential
Partner’s Agreement with flow down financial terms
CLOUD SPECIALIST
PARTNER
Cloud Serv ices Distribution Addendum to FUDA
Oracle Cloud Resale Transaction Overview
End User
Oracle Inv oices Partner Partner Inv oices Customer
Partner Pays Oracle Customer Pays Partner
Oracle Cloud Serv ices Agreement
Serv ice and Support Deliv ery
Oracle Cloud Resale Transaction Overview
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 69
Become a leader in Cloud Services
Enables partner to compete with pure play
Cloud providers
Alignment with Oracle Development and
Sales & Alliance teams
Also a requirement for Resale eligibility
Fixed Scope Implementation
Oracle Cloud Implementation Services
FSO Requirements
1. Sales presentation
2. Data sheet
3. Publicize your Oracle Cloud
Service fixed scope
implementation offering on your
website
4. Update your OPN Solutions
Catalog profile
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Rapid Implementation with Fixed Scope Offering
EXTENDED PROJECT SCOPE
ANALYTICS DRIVE BUSINESS DECISIONS
Phase I: Fixed Scope Offer
Project Volume
Phase II: Grow and Expand
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 72 Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
Discover Land & Expand Nurture
Business Opportunities
Pre-Implementation
- Management Consulting
- Process Optimisation
- Discover new opportunities
- Become trusted Advisor
- Deepen Customer Relationship - KISS (FSO)
- Personalise and Konfigure
- Integration
- Data Migration
- Coaching and Training
- etc
- Leverage on the Release Changes (3-4 p.a.)
- Coach and Educate on New Possibilities/Releases
- Offer Implementation and Support as subscription (SLA)
- Recurring Revenue Stream
- Benefit from Renewals
- Cross Sell from Largest Portfolio in the Market
Implementation Post-Implementation
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 73
SaaS Projects Things to consider
It’s a service not a product
Adopt the Business processes not adapt
Work on scope, release driven
Iterative – Short duration (measured in weeks not months)
Tight Project Control
Business Benefit / ROI Focus
Business Involvement – Change Management
Standard processes – Keep it Simple
Solution Driven not requirement driven
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 74
SaaS Projects Things to consider
Possibility to do 5 + projects per year with Lower
Risks and Higher Margins
Possibility to ensure Better Cash Flow
Offer Your services and support bundled with the
implementation and leverage on new releases to
generate a steady and secure revenue stream
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Don’t only look into the past
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 76
…. look to the future!
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. 77
What Partners need to Do
Join Knowledge Zone
Complete the competency criteria
Sign the CSDA
Complete Fixed Scope Offering
Get SaaS Transactions and References
78 Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
Agenda
• „The Cloud is coming!“
• Different Clouds (Public, Managed, Private)
• Oracle Cloud Offerings (PaaS, SaaS)
• Why is the Cloud interesting for Partners
• Q & A
79 Copyright © 2014, Oracle and/or its affiliates. All rights reserved.
Resources OPN Sites:
• oracle.com/cloud
• Public cloud.oracle.com
• FAQ
• Private Cloud Products
• Partner Cloud Knowledge Zone
• Partner FAQ
• blogs.oracle.com/cloud
@OracleCloudZone #OracleCloud
www.facebook.com/OracleCloudComputing [email protected]
Join the conversation
@OracleCloudZone #OracleCloud
www.facebook.com/OracleCloudComputing
blogs.oracle.com/cloud
cloud.oracle.com
Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Oracle Day – Real Life Customer Experience 81
Johannes Baumgartner Senior A&C Application Specialist Partner Business Development ECEMEA [email protected] +43 1 33777 170 +43 664 8103 170 www.oracle.com
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