peter stern regional manager: isvs north america january 25 th , 2007
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PUTTING YOUR BUSINESS FIRST Why Oracle for ISVs. Peter Stern Regional Manager: ISVs North America January 25 th , 2007. . Agenda Overview of Oracle Why Partners Are Important to Oracle Why Partners Choose Oracle How We Can Work Together. . - PowerPoint PPT PresentationTRANSCRIPT
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Peter SternRegional Manager: ISVs North AmericaJanuary 25th, 2007
PUTTING YOUR BUSINESS FIRSTWhy Oracle for ISVs
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Agenda
Overview of Oracle
Why Partners Are Important to Oracle
Why Partners Choose Oracle
How We Can Work Together
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Overview of Oracle
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Oracle Corporation
• World’s largest enterprise software vendor
• $14.8 Billion revenue, FY06• 275,000+ global customers• 30,000+ applications customers• 19,000+ Small business customers• 65,000+ employees; 7,500+ support personnel • 19,000+ partners• 9,000 Independent Software Vendors (ISVs)• Operating in 145 Countries
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• #1 Database• #1 Fastest Growing Middleware • #1 Business Applications• #1 Database Share on Linux• #1 Human Capital Management • #1 Supply Chain Management• #1 CRM• #1 Retail • #1 Financial Services • #1 Public Sector• #1 Customer Support
Unprecedented Strength
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Oracle Fiscal Year 2005 FY 2006 FY 2007
Acquisitions Drive GrowthScale, technology and vertical specialization drive growth across all product lines
* Includes acquisitions of Covansys and Hexaware operations.** Acquisition of Mantas through majority-owned i-flex solutions company. Acquisitions of Stellent and MetaSolv are pending.
4 Acquisitions 17 Acquisitions* 9 Acquisitions**
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Why Partners Are Important to Oracle
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Partners are a vital part of Oracle’s strategy and are essential for our continued growth and success. -- Charles Phillips, President, Oracle
Oracle's ecosystem is made stronger and larger by the incredible growth in our partner network, which helps Oracle continue to grow. -- Safra Catz, President, Oracle
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Partners Are Integral to Oracle’s Success
• 44% of FY06 worldwide license revenue on partner paper • 100,000+ transactions per year with partners• Plus significant percentage of Oracle transactions tied to co-selling
with partners
• Partners complement Oracle technology and applications to provide complete solutions footprint
• Partners are extension of Oracle marketing organization• Help drive directions, messaging, bring references• Partners integrated into all aspects of marketing, both horizontal and
vertical• Partners have access to Oracle marketing content kits via OPN
• And extension of Oracle’s sales force• Partner-only territories globally• Provide market reach into SMB and industries
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Why Partners Choose Oracle
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Buy Vs. Build Options
ORACLE OTHERS
In Memory DBTimes Ten, Berkeley DB
Solid
DatabaseLite, SE1, SE, EE
My SQL, Progress, SQL Server, DB2, Sybase, Informix
Database OptionsRAC, Partioning
Database MgmtOEM, Grid Control, Diagnostic Pack
Reporting
Fusion MiddlewareApp Server, SOA, Identity Mgmt, BI
WebSphere, BEA
BUY
ADVANTAGE ORACLE
•Better Integration
•Reduced Cost
•Speed of Development
•Impoved Customer Satisfaction
ORACLEBUILD IN HOUSE
$4.8B/Year R&D $$$ investment
26 acquisitions
in 3 yearLifecycle Commitment
Analyst Ratings – Magic Quadrant
Limited Brand Recognition
Integrated Stack High Support Costs
Standards Based Multiple Touch Points
Secure and Reliable Security Risks
BUILD
ADVANTAGE ORACLE
•Oracle Pays You Benefit
•Oracle’s Core Competency
•Integrated
•Standards Based
BUY BUILD
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What Partners Want from OracleThree Key Characteristics Will Affect Your Success
CUSTOMER SUCCESS
COMPLETE, INTEGRATED STACK
STRONG STRATEGIC ROADMAP
• Installed Base• Customer Experience• Success Across Industries
• Applications• Middleware• Database and Infrastructure
• Acquisitions• Innovation• Delivering Results
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Oracle Drives Growth in Partners’ Business
• Leading-edge industry standard technology stack for partners to build solutions and services• Less time integrating, more time building differentiators
• Same standard product set Oracle uses to build our applications
• New revenue opportunities• Tech and Applications business
• License and Support
• Upsell, cross-sell
• Large install base• 275,000 customers
• Opportunity for add-on services and complementary solutions
• Partner ecosystem that facilitates Oracle-to-partner and partner-to-partner collaboration
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ACCESS ORACLE’S ECOSYSTEMINCREASEREVENUES
Extensive Ecosystem
• Access to Oracle’s Ecosystem – Partners, Customers and Solution Catalog
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ACCESS ORACLE’S ECOSYSTEM
COMPREHENSIVE TECH STACKPROVEN, SCALABLE, SECURE & AVAILABLE
DECREASECOSTS
Comprehensive Tech Stack
Proven, scalable, secure, available technology that performs from the desktop to the highest enterprise standards
• Oracle’s market-leading Information Architecture
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BRAND RECOGNITION
ACCESS ORACLE’S ECOSYSTEM
COMPREHENSIVE TECH STACKPROVEN, SCALABLE, SECURE & AVAILABLE
INCREASEREVENUES
Brand Recognition
• Leverage Oracle’s technical, marketing and sales efforts to strengthen your brand
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R&D AND TECH SUPPORT
BRAND RECOGNITION
ACCESS ORACLE’S ECOSYSTEM
COMPREHENSIVE TECH STACKPROVEN, SCALABLE, SECURE & AVAILABLE
DECREASECOSTS
R&D and Tech Support
• Oracle provides the easiest to integrate technology now, and in the future
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MARKET LEADER
R&D AND TECH SUPPORT
BRAND RECOGNITION
ACCESS ORACLE’S ECOSYSTEM
COMPREHENSIVE TECH STACKPROVEN, SCALABLE, SECURE & AVAILABLE
INCREASEREVENUES
We’re the Market Leader
• #1 database and application company in the world
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How We Can Work Together
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Partnership Options That Fit Your Business
• Join OPN--receive $300K worth of benefits with a $1,995 investment.
$1995No sales commitment
$1995100k Oracle annual sales
$1995300K Oracle annual sales—highest level of partnership competency & commitment
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Partner Sales Scenarios
ISV and Oracleeach sell directly
to end-user
Unaltered, unrestricted programs with all
functions intact that a partner resells to
the end-user Restricted license type sold by an ISV in
conjunction with its Application Package.
Restricted license type sold by an ISV embedded
in its Application Package.
CoSell
Full UseResell
ApplicationSpecific
ASFU
Embedded
ESL
ISV and OraclePrice their
own productsPartner E-BusinessDiscount Schedule,
based on volumeStarts at
30% Discount
60% Discountto partners
See DiscountMatrix
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Examples of North America ISVs by Region
North East NOR Cal Pacific NWPacific NWPacific NWPacific NW So CalSo CalSo CalSo Cal Central EastCentral EastCentral EastCentral East
South CentralSouth CentralSouth CentralSouth Central South EastSouth EastSouth EastSouth East Strategic CentralStrategic CentralStrategic CentralStrategic Central Strategic WestStrategic WestStrategic WestStrategic West Strategic EastStrategic EastStrategic EastStrategic East
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Examples of North America ISVs by Industry
Communications Financial Services HealthcareHealthcareHealthcareHealthcare RetailRetailRetailRetail Higher EducationHigher EducationHigher EducationHigher Education
State and LocalState and LocalState and LocalState and Local
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Next Steps
• Add Your Contact Information• More Resources:
• http://partner.oracle.com for Oracle PartnerNetwork
• http://oracle.com for the Oracle website• http://otn.oracle.com for Oracle Technology
Network• 1.800.323.SELL (7355) for the Oracle Partner
Network Interaction Center