SUN PARTNER ONBOARDING STEP BY STEP GUIDE 1. Join OPN - Registration Guide 1a. Company Registration

• For questions - Contact the Oracle Partner Business Center

• The individual that creates the company record will be the PRM Administrator for the company. To view the responsibilities of a PRM Administrator go to the Oracle PartnerNetwork (OPN) Policy Document

1b. Individual Registration • Once your company membership is complete, employees should align themselves with

their company - Go here for instructions

• Employees must have their Company ID to align themselves to their company. This Company ID is available through their PRM Administrator or the Oracle Partner Business Center.

• Merge your training records. Once employees have established their Oracle.com account, and badged themselves to their company they are able to update their profile in the Competency Tracking System (CTS) with their Oracle User ID.

2. Join the Knowledge Zone(s) appropriate for your company. The PRM Administrator is the only individual that can apply for the Knowledge Zone(s). To join a Knowledge Zones partnes must have a valid OPN Membership. 3. Become Resell Authorized. For partners that distribute or resell Oracle products, once they have joined OPN and any applicable Oracle Knowledge Zones, the company will be able to move to the next step and become resell authorized. To become resell authorized partners must meet all of the criteria established for that Knowledge Zone. Sun partners have an additional step of terminating their Sun partner agreement(s).

• In the Knowledge Zone 'Sell Tab', click on 'Check the Criteria and Apply'. • Sign the Full Use Distribution Agreement (FUDA) - This agreement can be signed at any

time after your company has joined OPN. A fully executed agreement (contract signed by your company and countersigned by Oracle) does not yet terminate your legacy Sun agreement. Once a FUDA has been established, your company may sell Oracle Database and Middleware products.

o FUDAs are located in the 'Sell' table of the Knowledge Zones. Click on 'Check the Criteria and Apply'.

• When you apply for Resell authorization, one of the requirements is to terminateyour Sun partner agreement. Oracle operations team will send to you theTermination Addendum. The Termination Addendum is a paper contract and will need to be signed by your company and returned to Oracle.

• It's important to remember that Oracle has mapped current Sun entitlements to the logical Oracle Knowledge Zone listed below. You will need toensure your company meets the

competency criteria. To determine which platform accreditations have been achieved by your company, your Partner Administrator is able to run reports from the Sun Partner Advantage Membership Center, on the right hand side of the main page of the portal, click on Current Entitlement Status..

• Only after a partner has a fully executed FUDA and termination addendum, they have met all of the criteria for a Knowledge Zone and received an email from Oracle, granting resell rights for that Knowledge Zone will the Sun agreement be terminated and the company will now transact under Oracle terms and conditions using Categories U – Y. Entitlement to Oracle Knowledge Zone The matrix below shows the relationship between the legacy Sun platforms and Oracle’s Knowledge Zones:

Sun Partner Advantage Platform Accreditation

OPN Knowledge Zone

SPARC Entry Level (SPCE) meets the competency criteria for

Sun Blade Servers Knowledge Zone Distribution Rights

SPARC Mid Level (SPCM) meets the competency criteria for

Sun SPARC Enterprise Entry-Level and Midrange Servers Knowledge Zone Distribution Rights

SPARC High Level (SPCH) may or may not meet the competency criteria for**

Sun SPARC Enterprise High-End Servers Knowledge Zone Distribution Rights

SPARC Entry Level (SPCE) meets the competency criteria for

Sun SPARC Enterprise T-Series Servers Knowledge Zone Distribution Rights

Storage Entry Level (STOE) meets the competency criteria for

Sun Flash Storage Knowledge Zone Distribution Rights

Storage Entry Level (STOE) meets the competency criteria for

Sun Unified Storage Knowledge Zone Distribution Rights

Storage Mid Level (STOM) meets the competency criteria for

Sun Disk Storage Knowledge Zone Distribution Rights

Storage Mid Level (STOM) meets the competency criteria for

Sun Tape Storage Knowledge Zone

Legacy Sun partners must be in good standing and have a current, valid Sun Agreement

**The distribution rights competency criteria for the Sun SPARC Enterprise High-End Server Knowledge Zone require 4 sales specialists and 4 presales specialists. Legacy Sun Partners must have a minimum of 4 sales representatives and 4 sales engineers that have successfully completed and passed the required courses for the SPARC High-Level Platform in the Sun Partner Advantage Program as reflected in the Competency Tracking System. Sun Partner Advantage Program entitlement mapping to Oracle Knowledge Zones will be available until October 15, 2010, when the Sun Partner AdvantageProgram is terminated.

If your company does not have the needed entitlements to achieve the competency requirements, then you must take the assessments for each of the specialists listed in the competency section. Here are the steps;

• Go to the Knowledge Zone • Click on the Sell tab • Select 'Check the Criteria and Apply Now'

• To meet the competency criteria, click on the Specialist Role. By clicking on this url, it will take you to the Guided Learning Path (GLP) and the assessment. PLEASE NOTE: Individuals are not required to take any of the training, these are recommended courses. The assessment is mandatory.

• Access assessments by clicking on the red highlighted assessment. Assessments are available 24/7 and are approximately 40 questions in length. A passing grade (80% or better) will immediately be applied to the individuals training record.

Once your company has met the Knowledge Zone contractual and competency criteria the PRM Administrator will click on 'Apply Now'to access a short form that must be submitted to Oracle. The PRM Administrator will receive an email confirmation. It is at this time that your Sun agreement will be terminated. Your company is only authorized to resell those products listed within the Knowledge Zone. All future transactions will need to be quoted and transacted under Oracle’s terms and conditions using Categories U – Y. Resources for Resellers Oracle’s comprehensive product portfolio and industry focus allow you to offer solutions that are easy to acquire, install, and maintain. You are better positioned than ever to sell solutions, not just components. There are many opportunities to up-sell, cross-sell and extend your Oracle solution portfolio and OPN is the framework through which you can monetize these opportunities. Here are several key websites for resellers to get you started and to keep going. From the home page, go to the Sales page, which provides partners with extremely useful resources. Here are a few examples that we think are particularly relevant to incoming Sun partners. Oracle Financing provides flexible financing solutions and payment plans. By offering this option to your customers, Oracle Financing can help you make the sale. Business Practices Training & Pricing Links – This is particularly important to those of you who are new altogether to partnering with Oracle. Local Information – partners often tell us that these resources are some of the most important to them from a sales perspective: channel manager maps, local training and tools, etc. can be found here. 4. Specialization – Partners are able to become Specialized after they have joined OPN, joined a

Knowledge Zone and met all business and competency criteria to Specialize for that Knowledge Zone. It is not required for a partner to be resell authorized to become Specialized. Meeting Competency Criteria

• On the Specialize tab, click on ‘Check the Criteria and Apply Now’. Listed under the Competency Criteria are the required Specialists. Clicking on a role will enable a user to see the recommended Guided Learning Path (GLP) and the required assessment(s). Assessments are mandatory, even if a user has passed all of the recommended courses. If a user has migrated his training to the Oracle Competency Center, s/he will be able to view the mapped courses.

• Professional Certifications have been migrated over to Oracle. Once you apply for Specialization, we will validate the professional certifications that you have listed for your employees.

• All Sales Pre-Sales and Support Specialists are required to take the online assessments. To meet the competency criteria, go to 'Check the Criteria and Apply, click on the Specialist Role. By clicking on this url, it will take you to the Guided Learning Path (GLP) and the assessment. PLEASE NOTE: Individuals are not required to take any of the training, these are recommended courses. The assessment is mandatory.

• To access the assessment, click on the red highlighted assessment. Assessments are available 24/7 and are approximately 40 questions in length. A passing grade (80% or better) will immediately be applied to the individuals.

Meeting Business Criteria • On the Specialize tab, click on ‘Check the Criteria and Apply Now’. Listed underthe

Business Criteria are the required Customer References and/or Number of Transactions. Links from this page will detail the requirements for each of these areas.

Once your company has met the Knowledge Zone contractual, business and competency criteria the PRM Administrator will click on 'Apply Now' to access a form that must be submitted to Oracle for review and approval.