Copyright © 2015, Oracle and/or its affiliates. All rights reserved. Partnering for Success in EMEA...
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Transcript of Copyright © 2015, Oracle and/or its affiliates. All rights reserved. Partnering for Success in EMEA...
Copyright © 2015, Oracle and/or its affiliates. All rights reserved.
Partnering for Success in EMEAUnderstand the landscape, know who are the players & be aware of some of the cultural differences.
Bart Vanden Abeele - WE JD Edwards Solution Consultant
Didier Faure - EMEA JD Edwards Presales Leader
Mohamed Elrayes – ECEMEA JDE Sales Development Leader
Wiaam Tahtouh – Senior Pre-sales Consultant
Ahmed El-Azzamy – Senior Pre-sales Consultant
Paolo Moroni – Director JDE Business Development
Copyright © 2015, Oracle and/or its affiliates. All rights reserved.
Safe Harbor StatementThe 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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Agenda
The JD Edwards Eco System in EMEA
Successful Partnering Programs
Do’s and Don’ts
Q & A
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The JD Edwards Eco System in EMEAWhat is different in Europe, Middle East & Africa
http://www.worldatlas.com/cntycont.htm
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List of Countries by GDP (nominal)
Source : From Wikipedia, the free encyclopediaList by the United Nations
EMEA Countries15 out of Top 2528 out of Top 5045 out of Top 75
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List of Countries by GDP (nominal)
Source : From Wikipedia, the free encyclopedia
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The European Union
Source : From Wikipedia, the free encyclopedia
•28 Countries
•24 Official Languages(English spoken by 50% of ̴̴̴̴����residents)
•10 Currencies(EURO adopted in 19 member countries)
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The JD Edwards Eco System in EMEAWhat is different in Europe, Middle East & Africa
•# of countries: ~120
• Market definition Each country is a territory on its ownOracle EMEAPartner (and Customers) Language!
•JD Edwards Partner Eco System• WE: 80 Country Operations from 54 Legal Companies• EE&CIS: 27 Country Operations from 26 Legal Companies• MEA: 33 Country Operations from 31 Legal Companies
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The JD Edwards Eco System in EMEAWhat is different in Europe, Middle East & Africa
•EMEA JD Edwards Partner Community If your job is selling, implementing or supporting JDE in EMEA• 400 members representing 100 partners• Community workspace with regional relevant materials• Community blog with focus on EMEA news• Where to join:http://www.oracle.com/partners/emea-en/knowledge-zone/applications/jdedwards-1687208.htmlor contact Hartmut Wiese, EMEA A&C [email protected]
•French and Italian Solution Factory PortalsFocused on pre-sales needs offer materials in Italian and French Maintained by the EMEA Pre-sales Center [EPC] is available to all the EMEA JD Edwards Partner Community Members. For more information you can contact Tudor Cirstea, EPC [email protected]
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Oracle Organization EMEA
Alliances & Channels: EMEA organization• JDE main contact: Harmtut Wiese
Sales: Western Europe & ECEMEA• WE: by industry (MSE is defined as an industry)• ECEMEA: mix by industry & country cluster
Business Development: WE & ECEMEA• WE: All Apps by Country • ECEMEA: JDE main contact Mohamed Elrayes
Presales:• WE: Field presales in selected countries: France,
UK, Italy, Spain & Germany• WE RegionalTeam: Bart & Didier• ECEMEA: by areas (MEA, EECIS, etc) • EPC team in Bucharest, supporting WE
JDE Product: Partners Support in EMEA• Tim Scott, Paolo Moroni
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Western Europe Pre-sales Organization
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Red: In country Field SCGreen: Regional TeamBlack: EMEA Pre-sales Center
Regional Team
Didier Faure – Paris
Bart Vanden Abeele - Amsterdam
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ECEMEA JDE Practice Leaders
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Mohamed ElrayesJDE Sales Dev & Strategy Leader
• Orchestrating Partners enablement in ECEMEA
• Enabling new partners ( eg RU-CIS, TR, MEA)
• Supporting building JDE community in the region
• Supporting the customers with recommendations and advisory actions
• Supporting customers in getting the required information in the right time
• Recommend the best fit partner to the business and find variety of options
Guzel Fayzullina
Alex Belenchi
Wiiam Tahtouh Ahmed El Azzamy
Michel Itotia
Collin Nkosi Cole Molapisane
Mohamed Abdou
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EMEA Market Data and GTM Strategy
UP 56% vs FY13
FY14 Top Revenue Contributor Countries vs Total EMEA JDE Licenses Sales
Pipeline by Partner (Total 153 Partner)
Sweden made the top 5 thanks to a very large exceptional deal
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Western Europe – MSE – Partners
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More than 50 partnersworking closely with
Oracle on MSE in Western Europe
By Country
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Major JDE Partners in Western Europe
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Major JDE Partners in ECEMEA
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Partner Landscape• Partners driven by Country!• Regional and Global partner presence varies by country: IBM in
France and Benelux not elsewhere. L&T Infotech in Nordics, UK and France…
• Complex Oracle A&C organization.• Differences:
– Number of Partners/Size of Partners– Sales Autonomy– Industry / Geography Focus– Oracle Presales presence or not.
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Differences in Culture, Economy , Size in each
country will impact the sales cycle and the
resources you will need to involve.
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Competitors
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Partnering for success
Partner enablement
• Presales Partner Program
• Presales Skills
• Partner Communications
• Sales Enablement
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Partnering for success
Go to Market Inititatives
• JD Edwards in a Box
• Joint Marketing Campaigns
• SaaS at Partner
• OVI – Oracle Validate Integration
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Partnering for success
Opportunity support
• Local/Regional Oracle Presales
• Local Oracle Sales
• EMEA Presales Center
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EMEA Successes
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Do’s and Don’tsWhen engaging in an international opportunity with EMEA divisions
Engage with EMEA team early
• Hartmut – A&C for EMEA • Bart, Didier – WE • Mohamed A., Wiaam, Ahmed, Collin, Cole - MEA• Alexandru, Guzel – ECE• Mohamed E.- ECEMEA• Paolo, Tim – JDE product team for EMEA
Identify Important Differences
• Cultural• Competition• Localization & Language• Oracle / Partner Organization
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OPN JD Edwards EnterpriseOne Knowledge Zone
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BE INFORMED, STAY CONNECTED
@OracleJDEdwards JD Edwards Professionals
JD EdwardsAttitude@Altitude
My Oracle SupportCommunities
TheOracleJDEdwards
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Be Informed, Stay Connected
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Questions & Answers