OPN Specialized Kimberly Lasseter, Global OPN Programs Worldwide Alliances & Channels January, 2011.

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<Insert Picture Here> OPN Specialized Kimberly Lasseter, Global OPN Programs Worldwide Alliances & Channels January, 2011

Transcript of OPN Specialized Kimberly Lasseter, Global OPN Programs Worldwide Alliances & Channels January, 2011.

Page 1: OPN Specialized Kimberly Lasseter, Global OPN Programs Worldwide Alliances & Channels January, 2011.

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OPN Specialized

Kimberly Lasseter, Global OPN ProgramsWorldwide Alliances & ChannelsJanuary, 2011

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Partners are Critical to Oracle’s Success

More than 40% of

Oracle Revenue Worldwide

is through partners

More than 80% of

Oracle Transactions Worldwide

are through partners

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Oracle + SunComplete, Open, Integrated Systems

Customer Benefits:• Open and standards-based• Innovation delivered faster• Better performance, reliability, security• Shorter deployment times• Easier to manage and upgrade• Lower cost of ownership• Reduced change management risk• One-stop support• Reduced down time

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Membership Level and Framework

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OPN Specialized

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© 2010 Oracle Corporation – Proprietary and Confidential

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• Resell Oracle’s 1-Click products• Business support from VAD• No contract or fees

Partners support mid-size customers with zero barriers to entry

“In the past, only larger, enterprise resellers were able to invest in building an Oracle practice. Now, with the Remarketer Program, the start up costs with Oracle have been eliminated, so all of my resellers are able to participate in growing a profitable Oracle business”.

Jodi Honore, Vice President, Ingram Micro Oracle Remarketer Authorized VAD, USA Egypt

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• Resell Oracle’s 1-Click products• Technical support, demonstration licenses and educational

discounts• Support from Oracle Partner Business Center

Partners with a desire to invest and grow with Oracle

“The Oracle Partner program provides partners with sales, marketing an training support that is unparalleled in the industry. Oracle's Partner Program supports partners to become specialists in Oracle products and partner services.”

 

Frank J. Vukmanic, Senior Vice President & General Manager, V-Soft

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• Resell all Oracle technology & hardware products• Eligible to resell Oracle Applications• Eligible for Specialization

Leveraging Enablement 2.0 to become Specialized

“OPN Specialized addresses the current realities and needs of Oracle Partners and the market in which they operate. There are now clear paths to differentiation through specialization, and incentives to guide partners to take advantage of these. The new OPN is a good fit for Oracle’s ever-expanding offering.”

 

Aydin Ersoz, Co-CEO, iNNOVA Bilisim Cozumleri A.S.

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• Elite level for Specialized Partners• Expertise in multiple Oracle Solutions• Dedicated support from the Oracle Partner Business Center

Premium Level Program representing depth of skill and breadth of portfolio

“The focus Oracle PartnerNetwork has placed on Specialization provides us with the ability to select qualified partners who have demonstrated expertise in a specific product or solution; this program eliminates the guesswork and helps ensure we find the right partner to fit our needs.”

 

Dave Lyons, Director, Information Technology,Baptist General Convention of Texas

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• Elite level for Specialized Partners• Expertise in multiple Oracle Solutions• Highest level of support and investment from Oracle

Prestigious Level Program representing depth of skill, breadth of portfolio and global capacity

“With the addition of the new Diamond level program and Advanced Specializations, we are able to recognize those partners that have invested and excelled across the Oracle solution stack and are delivering significant value to our joint customers around the globe.”

Judson Althoff, Oracle, Senior Vice President of Worldwide Alliances & Channels and Embedded Sales

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Level Criteria & Fees

Requirements Silver Gold Platinum Diamond

OPN Enrollment & Agreement

Specializations Optional (Max 4) 5+ 20

Advanced Specializations

Optional Optional 5

Annual Membership Fee

$5001 $2,5001 $9,9951 $9,9951

1Plus applicable taxes.

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Oracle Partner Business Center

Oracle.com/partnersEmail, phone,

twitter.com/ORCLPartnerBiz

oGlobal Network of 150 ConsultantsoHelp partner uptake Sun productsoSupport Sun Partner Migration to OPNoRound the clock availabilityo24 Native languagesoTiered support based on levels

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OPN SpecializedHow to become resell authorized

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Steps to Become Resell AuthorizedKnowledge Zone Specific

* NOTE - Criteria may vary across products

Prerequisite for Server and Storage Systems

Need to be Gold, Platinum & Diamond Level

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Example: Flash Storage Knowledge Zone > Join

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Example: Flash Storage Knowledge Zone > Sell Tab

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Example: Flash Storage Knowledge Zone Resell Criteria

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OPN SpecializedWhy and How to Become Specialized

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Specializations Align with Oracle Product & Industry Focus

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Oracle Knowledge ZonesDirect access to partner specific resources

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How to Become Specialized

Business Criteria

• Customer Validation References

• Transactions• Resell, Non-Commission

Co-sell, Referral

Competency Criteria

• Sales Specialists• Pre-sales Specialists• Certified Implementation

Specialists• Support Specialists

Meet Criteria& Apply

Specialize Tab & Review Criteria

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Specialization Delivers Extensive Partner Benefits

More Benefits*

• OPN Specialized Logo• 50 Free Support service requests • Demo solutions services• Logos and PR• Priority Placement Solutions

Catalog• Exclusive events and

communication• Free support requests for

Enterprise Linux Basic & Oracle VM• 2 Additional exam vouchers• Implementation methodologies• Release control documentation

* For a complete list of benefits check partner.oracle.com

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Find the Specialization Guide

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Specialization GuideQuick reference to Specializations

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Three-Tier Strategy To Enable Partners

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Competency Center: Develop your Skills

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More Resources and Informationoracle.com/partners

• Join OPN Specialized• Leverage Enablement• Get Specialized• Deliver better solutions to customers

• Oracle.com/partners• Contact Oracle Partner Business Center• Follow us on Social Media

Call To ActionCall To Action

Questions?Questions?

blogs.oracle.com/judsonalthoff

twitter.com/oraclepartners

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OPN Specialized - UpdateDiamond Level

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Diamond Level LaunchExecutive Summary

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OPN Specialized Diamond Level

© 2010 Oracle Corporation – Proprietary and Confidential

•New high-value global alliances program

• Differentiate global partners with deep expertise

• Officially recognize investments

• Incent emerging partners

•Builds on existing OPN Specialized Program

• Program Architecture

• Global membership contracts

• Specialization Criteria

•Benefit to Oracle, Customers and Partners

• Extend market reach

• Enhance Customer experience

• Recognize Partners for deep expertise

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Diamond Level Criteria

© 2010 Oracle Corporation – Proprietary and Confidential

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Advanced SpecializationsNew Program Element

• Provides additional differentiation for Specialized partners

• Extends capacity of skilled implementation resources on Oracle’s products and technology.

• Must meet all Specialization requirements

• Plus must have 50 or more Certified Implementation Specialists

• Includes standard Business & Competency Criteria

• Tracked through the Specialization Reporting tools

• Leverages process to “Apply” for Specialization

• Globally consistent-- available to all OPN Partners at the Gold, Platinum and Diamond levels.

© 2010 Oracle Corporation – Proprietary and Confidential

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Diamond Level BenefitsAll Platinum Benefits, plus

• Assigned Oracle Global Alliance Manager

• Exceptional Sponsorship Opportunities

• Annual Global MDF Allocation

• Global Oracle Executive Sponsor

• Once Global member has met criteria, both Member and Associates will be Diamond Level.

• Exclusive use of ‘Diamond’ logo

• Annual membership fees are the same as Platinum.

• Follows the current membership fee structure for Platinum level members and their Associates.

Diamond Partner

Advanced SpecializationOracle Global Alliances

© 2010 Oracle Corporation – Proprietary and Confidential

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Resources

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OPN Portal – Gateway to Business Growth

©2010 Oracle Corporation

Better serve your customer needs

Extend footprint in your accounts

Monetize Oracle acquisitions

Better serve your customer needs

Extend footprint in your accounts

Monetize Oracle acquisitions

Expand your Oracle portfolio

Drive new revenue streams

Compete more effectively

Expand your Oracle portfolio

Drive new revenue streams

Compete more effectively

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Oracle.com/Partners > Sales Page

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Q&A

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© 2010 Oracle Corporation – Proprietary and Confidential

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