FY11 Partnering Strategy & Best Practices North America...
Transcript of FY11 Partnering Strategy & Best Practices North America...
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FY11 Partnering Strategy & Best PracticesNorth America ApplicationsPhil RegnaultVice President, Alliances & ChannelsJanuary 18, 2011
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 a purchasing decision. 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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North America Applications Partnering Strategy
Promote a more efficient, productive,
profitable, predictable, and more
enjoyable experience for our Partners.
Oracle Momentum
PartnerInvestments
Oracle InvestmentsIn Partners
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Oracle Acquires Best-in-Class Companies
Enterprise Content Management
Performance Management
Identity & Access Management
Middleware Platform and Management
Business Intelligence
Data Integration
Operating Systems Systems Management Virtual Machines
(pending)
(pending)
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Oracle Invests in Breakthrough Innovations$4.3 Billion in R&D In First Full Oracle + Sun Fiscal Year
2,000 Patents
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Recommended Actions For Your ClientsUpgrade, Adopt, Extend
Upgrade to Latest Oracle
Applications Release
AdoptStandards-Based
Technology
Extend Business Value with
Co-existence
Opportunities
E-Business Suite 12.1E-Business Suite 12.1
Oracle SOA Suite and AIAOracle SOA Suite and AIA
Oracle OBIEEOracle OBIEE
JD Edwards E1 9.0JD Edwards E1 9.0
Oracle ADF & WebCenterOracle ADF & WebCenter
Oracle Identity MgmtOracle Identity Mgmt
Fusion AppsFusion AppsVCP 12.1Demantra 7.3VCP 12.1Demantra 7.3
Oracle Content ManagementOracle Content Management
Oracle Enterprise MgrOracle Enterprise Mgr
SCM
VCPDemantraAgile
SCM
VCPDemantraAgileJD Edwards
World A9.2JD Edwards World A9.2
OTM 6.1WMS 12.1OTM 6.1WMS 12.1
PeopleSoft Enterprise 9.1PeopleSoft Enterprise 9.1
Agile PLM 9.3Agile PLM 9.3
Agile PLM for Process 6Agile PLM for Process 6
BI AppsBI Apps
CRM On DemandCRM On Demand
Hyperion EPMHyperion EPM
GRCGRC
Industry AppsIndustry Apps
Siebel CRM 8.2Siebel CRM 8.2
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Apps Customers World Wide65,000
All Apps Revenue = Apps Unlimited Revenue
Total Apps License Revenue
Total Apps Maintenance Revenue
Apps License Revenue Growth in 5 Years
$2.1B
$4.3B
239%
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Oracle ApplicationsCross Sell: Installed Base % buying new modules from other Applications Families
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Oracle Makes Significant Investments In Enabling Field Partnering
• Channel Managers
• Partner Managers
• Partner Initiative Managers
• Program Managers
• OC Partner Liaison
• Development Partner Liaisons
People
• Market Development Funds
• Field Marketing
• Business Development Consultants
• Activity Calendar
• Marketing Kits
• Partner Development Funds
• Market Maker Program
• Accelerate Program
• Solution Sets
• Referral Program
• Resell Program
Enablement
GTM ProgramsDemand Generation
• Boot Camps
• Oracle University
• Custom Briefings
• Competitive Switch Program
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• Elite level for Specialized Partners • Expertise in multiple Oracle Solutions• Dedicated support from “Oracle Partner Business Center• Minimum of Five Specializations – No Limit
• Resell all Oracle technology products• Eligible to resell Oracle Applications• Eligible for Specialization – Maximum of Four
• Resell Oracle’s 1-Click Products• Support from Oracle Partner Business
Center• Technical and educational support
• Resell Oracle’s 1-Click products• Business support from VAD• No member contract or fees
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Partnering Best Practices
• Understand / navigate organization
• Build and maintain 1:1 relationships
• Communicate proactively
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EstablishRelationships
EstablishRelationships
DifferentiateValue Prop
DifferentiateValue Prop
BuildPipeline
BuildPipeline
ExecuteExecute
• Build skilled bench & Specialization
• Develop Solution Set / winning POV
• GTM through Market Maker Program
• Execute joint marketing activities
• Closed-loop campaign management
• Develop joint pursuit / close / delivery plan
• Exercise pipeline management discipline
• Maintain frequent communications
Best Practice: Skills Development & Partner Guide Exposure
EPM Partner – Overview{Partner Name}
{Partner Logo}
Company Information
HQ Location
Website
Total NA
Employees
OPN
Specializations
Partner Overview
Key Focus Areas / Initiatives
NA Regional Coverage (Y/ N)
Eastern Canada South Cent ral
Nort h East Northwest (Rocky Mts)
South East California
Nort h Central Western Canada
Apps Knowledge (Y/N)
E-Business Suite (EBS)
Peoplesoft (PS)
Siebel (CRM)
JD Edwards (JDE)
Hyperion (EPM)
Vertical Focus Rank References?
Aerospace & Defense
Automotive
Chemicals
Communication, Media & Ent
Consumer Goods
Education & Research
Energy
Engineering & Construction
Financial Services
Healthcare
High Technology
Industrial Manuf acturing
Life Sciences
Professional Serv ices
Retail
Travel & Transportation
Utilities
Public Sector
EPM Partner – Experience{Partner Name}
EPM Product Knowledge Level - # of Staff 1 2 3 4 5
HP (Hyperion Planning)
Capital Expenditure Planning
Workforce Planning
Public Sector Planning
HFM (Hyperion Financial Management)
FDM (Financial Data Quality Management)
FCM (Financial Close Management) & HDM (Disclosure Management)
DRM (Data Relationship Management)
HSF (Hyperion Strategic Finance)
HPCM (Hyperion Profitability & Cost Management)
Essbase
OSSM (Oracle Strategy and Scorecard Management)
DIM (Data Integration Management)
Crystal Ball
Financial Services Balance Sheet Planning
IOP (Integrated Operational Planning) & IMP (Integrated Margin Planning)
{Partner Logo}
Level Knowledge Level Description SALES SC CONSULTANT
1 Able to Pr ovide via PPT a High Leve l Overview to Pr operly Position & M ess age Product YE S YES YES
2 Ab le to Provide vi a PPT a H igh /M ed ium Level Product Func tionality Overview YE S YES YES
3 Able to Pr ovide via PPT a Deep Deta il ed U nderstandi ng of Product NO YES YES
4 Able to D em o & Exp la in Product Featu res & Func ti ons NO YES YES
5 Abl e to Imp lement and Con f igure Produc t NO NO YES
BI Apps Partner – Overview{Partner Name}
{Partner Logo}
Company Information
HQ Location
Website
Total NA
Employees
OPN
Specializations
Partner Overview
Key Focus Areas / Initiatives
NA Regional Coverage (Y/N)
Eastern Canada South Central
North East Northwest (Rocky Mts)
South East California
North Central Western Canada
Apps Knowledge (Y/N)
E-Business Suite (EBS)
Peoplesoft (PS)
Siebel (CRM)
JD Edwards (JDE)
Hyper ion (EPM)
Vertical Focus Rank References?
Aerospace & Defense
Automotive
Chemicals
Communication, Media & Ent
Consumer Goods
Education & Research
Energy
Engineering & Construction
Financial Services
Healthcare
High Technology
Industrial Manufacturing
Life Sciences
Professional Serv ices
Retail
Trav el & Transportat ion
Utilities
Public Sector
BI Apps Partner – Experience{Partner Name}
Knowledge Level - # of Staff
BI Applications Product 1 2 3 4 5
OBIEE
Essbase
CRM Analytics
ERP Analytics – (Source System: EBS)
ERP Analytics – (Source System: Peoplesoft)
ERP Analytics – (Source System: JD Edwards)
{Partner Logo}
Level Knowledge Level Description SALES SC CONSULTANT
1 Abl e to Pr ovi de via P PT a H igh Leve l Overview to Pr operly Pos ition & M ess age Product YES YES YES
2 Able to Provide vi a PPT a H igh/M edium Level Product Func tionality Overview YES YES YES
3 Able to Pr ovi de via PPT a D eep Deta iled U nderstandi ng of Product NO YES YES
4 Abl e to D emo & Exp lain Product Features & Func tions NO YES YES
5 Able to Implement and C onf igure Produc t NO NO YES
EPM
BI
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Best Practice: Partner Market Makers
Mission StatementMission StatementThe Oracle Market Maker program is an invitation-only program designed to recognize & promote Oracle partners who have created differentiated and repeatable business solutions for customers using Oracle Applications.
Pro
gra
m P
rin
cip
les
• Defined Methodology & BOM
• Management Oversight & Reporting
Program Management
• Less is More – Best of the Best
• Executive commitment from Oracle and Partner
Focus
• Monetization of Acquisitions
• “Make Markets” For Product and Services Revenue
Revenue Growth
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Best Practice: Collaborative Selling
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Partner Value-add / Influence Rating Scoring Key Back to Template
Partner Value-Add Scale
Category Choice Points DescriptionTotal
PointsDescription
Lead Source A 35 Qualified lead provided to Oracle directly by partner
25-79 LEVEL 2: STRONG Value-add
Advisory Role A 60 Oracle Only Partner or Oracle GSI Practice person, in a trusted
advisor role, proactively recommends and validates Oracle
solution as the preferred solution for prospects needs.
Partner provided strong Value-Add in winning deal.
B 80 Independent Advisor (Industry, Audit, Mgmt consultant, ISV
etc.) in a trusted advisor role, proactively recommends and
validates Oracle solution as the preferred solution for prospects
needs.
80 + LEVEL 1: CRITICAL INFLUENCE:
Partner provided significant influence which was critical to
winning the deal for Oracle
Demo Support A 25 Partner leads and executes demo based on Oracle solution.
Approved Partner
Solutions
A 80 Deal is critically influenced through the use of a Partner
developed Oracle solution (e.g. Accelerate II & III, Level II &III
Market Maker solutions, ISV application)
References A 25 Partner provides unique references to assist with license sale
Sales Cycle Support A 25 Partner provides significant value-add in support of an ongoing
sales cycle. e.g. significant net new account intelligence,
critical coaching for demos, writing a license proposal on
Oracle's behalf
Resale A 25 Partner resells the licenses on their paper
North America Sales Organization
NA HardwareAndy Canham, SVP
Public SectorMark Johnson, SVP
Applications & Technology
Industry
Apps
Global
Business
Units
Mark Hurd, President
NA ApplicationsMatt Mills, SVP
NA Technology Tony Fernicola, SVP
Keith Block, EVP NAS
Public SectorAnthony Robbins, SVP
Hardware
National
Enterprise
National
Enterprise
National
Enterprise
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North America Healthcare Applications Leadership
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Henry McNamaraRegulatedIndustries
Kevin CoxHealthcare
Neil WilsonRegulatedIndustries
Mark SahsHealthcare
License Sales Alliances & Channels