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Safe Harbor Statement

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.

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Oracle GSE & Partners- Demo to win

Siva Budaraju, Sr. Director, Global Sales Engineering (GSE) Venu Gaddam, Group Manager, GSE Partner Strategy Laura Morales Bonilla, GSE Partner Analyst January, 2016 https://demo.oracle.com

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Agenda

• GSE Overview

• Partners Demo Services Benefits

• How Partners Can Sign the PDSA

• How Partners Can Use Demo Central

APPENDIX

• Different Partner Addendums

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Global Sales Engineering (GSE) Overview


About Global Sales Engineering and the Demo Central Website

• As Oracle’s primary demos organization, GSE leverages economies of scale to deliver great demos for sales use

– Provides demos for SCs, Reps and Oracle Partners globally • Software builds for demo contexts, seeded demo contents, scripts, user

provisioning, environment cloning and refreshing

– Covers all Oracle software – Cloud, OnPrem Apps, Technology

– 24x5 + emergency weekend support

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https://demo.oracle.com “Demo Central”

https://demo.oracle.com/


Demo Store – Demo Scripts & More

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Search results can be further filtered with controls on the left

All Demo Store URLs are bookmarkable and shareable, including search results

Subscribe to get email notice of an update


• Live Demo Environment Lease types for Partners:

– Instant / Canned Demos 2-4 hours (tech only for now)

– Deal Servers 1 day to several weeks

• Other demo formats (on “Instant” tab)

– Click Through PPT Demos quick & easy, basic alternative to live environments

– Sandboxes for learning only, for nearly every major product, always available

– Quick Tours publicly available SaaS discovery and engagement platform

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Demo Types

https://demo.oracle.com/apex/f?p=DEMOSTORE:10:9566899815998::NO:RP:P10_INDUSTRY,P10_RELEASE,P10_CONTENT,P10_REGION,P10_SOLUTION,P10_PRODUCT,P10_SECURITY,P10_LANGUAGE,F_SEARCH:,,9183,,,,,,

https://demo.oracle.com/apex/f?p=350:50



Partner Demo Services Benefits


Benefits to Partners of Signing the PDSA

• Demo Services privileges for all Oracle software products (Cloud and OnPrem) for Training and Demo purposes

• Get easy access to resources and training

– Full access to Oracle’s Demo Central site (Gold+ Partners)

– Demo Store includes demo scripts corresponding to pre-seeded live demo environments as well as Click Through (e.g. Powerpoint) demos

– Easy access to Partner versions of Quick Tours like this one

– Sandbox demo environments for informal learning for most major Oracle software products, always available

• Oracle SCs can directly engage Partners on deals by adding them directly into their demo environments

• Partners can register for their own demos (subject to availability)



https://demo.oracle.com/quicktours/?LP=1&elqCampaignCode=NAFM14029395MPP323C001



November, 2015 https://demo.oracle.com

Oracle Confidential - Highly Restricted 12

Partner Demo Services Addendum (PDSA) Signup Guide for Oracle Partners


How Partners Can Sign the PDSA

OPN Website:

Partner Admin executes PDSA

OPN Website: (Optional but

recommended) Partner Admin

submits Product Request

~1-5 biz days

OPN and GSE process PDSA

and setup Partner org in Demo Central

Demo Central

Any Partner OPN users can go directly to https://demo.

oracle.com

To access Demo Central, OPN member Partners take these steps (Details in following slides)


How Partners Can Sign the PDSA

• Only Partner admins (there are typically 1 to 5 admins per Partner org) can access and sign the Partner Demo Services Addendum. It can be done online or offline.

– Tip: search GSE Demo Store for “PDSA” to get the actual PDSA https://demo.oracle.com/apex/f?p=GO:PAGE:0:DSD:NO:1:ID:27387:

• Any Partner user can see who their Partner admins are by going to http://partnerstore.oracle.com > Accounts > Partner Administrators

• Once a Partner org’s PDSA is active, all Partner org’s OPN users have instant access to Demo Central (https://demo.oracle.com)

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https://demo.oracle.com/apex/f?p=GO:PAGE:0:DSD:NO:1:ID:27387

http://partnerstore.oracle.com/



Navigate to Demo Services Addendum

• Mouse Over “Partner with Oracle”

• Click on “Market and Sell” and Scroll Down

• In Resources Section, Click “Oracle Demonstration Services”

http://www.oracle.com/partners


• Read up, then click “Step 1”. • Or go straight to https://partnerstore.oracle.com

https://partnerstore.oracle.com/


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• Click Memberships > Demo Services > Apply for Addendum


• Check the Select box and click “Next” (at bottom, clipped / not shown)


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• Choose Online Acceptance for the fastest processing


• Read PDSA terms, Accept, click “Next >”


• Alternatively, choose the “Offline Acceptance” option


• Apply for Products on Partner Store: Optional but highly recommended • Can be done any time after PDSA application

• Partners with approved Products • Can register on Demo Central for live demo envs of those products • Get self-serve access to Sandbox learning envs of those products.

(Any Partner can request to GSE Support to access any Sandbox environment however.)


• Apply for Products (Step 2)


• Apply for Products (Step 3)


PDSA Application Process Completion • OPN teams process PDSA, and GSE team sets up Partner

org in Demo Central

• This step typically takes 1-5 business days

• When complete, all Partner org users have instant access to Demo Central

– Exception: Partner org users who use gmail, hotmail, yahoo.com, or one of ~100 other public ISP emails instead of a dedicated corp email domain • Instant self service access to Demo Central is not provided for these users

• Partner Admin can request Demo Central user accounts to [email protected]

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mailto:[email protected]




Upon first visit to Demo Central, and every 30 days thereafter, Partner users must validate their email address to access Demo Central. (Just like other consumer websites.)

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• Any Partner users can find their Partner Admins on Partner Store > Accounts > Partner Administrators


How Partners Can Use GSE Demo Central

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How Partners can use GSE Demo Central • Store

– Find over 1000 Demo Scripts, Click Through demos, other training / assets

• Registration – Get a dedicated demo env for a day to a few weeks, for learning or customer demos

(subject to availability) – Register customer demos of envs you’re already assigned to (for mgmt purposes) – Note: Partners use of a GSE env is for short term use, max of 3 months.

For long term allocated envs, contact A&C leaders.

• Environments – Most GSE demo envs have pre-seeded demo data corresponding to demo scripts – Access Oracle SC owned demo envs that SCs add Partners to and

access envs assigned to Partners via demo registration or directly by A&C managers

• Instant – Quick Tours for light demos or share links with customers – Self serve access to Sandbox envs of most Oracle software products for learning use

• Support – Create a Ticket for operational support (e.g. server down or website not working) or call the Hotline 24x5

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Setting Some Expectations

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• Live dedicated demo environments are subject to availability – Demo registration requests may get declined or delayed

• Consider these alternatives if needed – Work with an Oracle SC. SCs can easily add Partners to their SC owned envs – Partners can easily use Sandbox envs for training on self serve basis – Partners should leverage Click Through demos and Quick Tours – Partners can request various30 day PaaS trials on http://cloud.oracle.com

• GSE provides Operational support, not Functional – OK: “Help, my environment is down!” – No: “How does extensibility work in Fusion?”

• Oracle Partner Training Services and Oracle University are there to train Partners

– Demo Central website is designed for self service

http://cloud.oracle.com/

APPENDIX


Demo Related Addendums • The new unified Partner Demo Services Addendum (PDSA) covers

(Cloud + OnPrem ) x (Training + Demo) purposes and replaces these old addendums

– Cloud Services Training Addendum (CSTA)

– Cloud Services Demo Access Addendum (CSDAA)

– Old Demo Services Addendum (DSA, for OnPrem in theory)

• Old but active addendums remain valid and provide same Demo Central access as new PDSA until they expire, all prior to Sep 24, 2016. Partners can renew with the simpler PDSA.

– Gold, Platinum and Diamond Partners get “Full” access to Demo Central

– Silver Partners with CSTA, CIA or new PDSA get “Basic” access to Demo Central, which is a static page with a link to any environment(s) they are provisioned to for training or other purposes, but not for customer demos

• ISVs also need to sign the Cloud Interoperability Addendum (CIA) to develop their IP against Oracle Cloud Services

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https://demo.oracle.com/apex/f?p=GO:PAGE:0:DSD:NO:1:ID:27387


GSE PaaS Cloud Service Offerings • Business Intelligence Cloud Service (BICS)

• Database Cloud Service (DBCS)

• Documents Cloud Service (DOCS)

• Integration Cloud Service (ICS) - OPC

• Integration Cloud Service (ICS)

• Internet Of Things (IOT) solutions

• Java Cloud Service (JCS)

• Mobile Cloud Service - OPC

• Process Cloud Service (PCS)

• SOA Cloud Service (SOACS) - OPC

• PaaS - SOA Cloud Service (SOACS) - OPC

• SOA 11.1.1.7 Solutions - Mobile Payments

• SOA 12c (12.1.3) Comprehensive Platform

• SOA Suite 12c (12.1.3) Solutions

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GSE SOA Offerings