OPN SpecializedIveta UtkinaMarketing and Partner Manager in Baltic’s26th of January, Vilnius

Background & Input

OPN Specialized

Analysts

Partners

Customers

Oracle

M&A

OPN Specialized value for partners

Differentiate yourself through expertise in leading Oracle IT solutions

Get Recognized by Oracle in your Specialized services and solutions

Be Preferred by customers seeking value added solutions for their business

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OPN Specialized

• Levels • Benefits• Fees

OPN Specialized

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

Center

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

• 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

Level Criteria & Fees

Requirements Remarketer Silver Gold Platinum

OPN Enrolment & Agreement

OptionalRegistration Only

a a a

Specializations Optional(Max 4)

Minimum 5

Annual Membership Fee $0 $500 $2500 $9995

Associate Membership Fee $0 $500 50% $0

Promotional Migration Prices

Level Regular Price Promotional Price

Promo Expiration Date

Platinum US$9,995 US$4,995 30-Apr-10

Gold *US$2,500

US$995 26-Feb-10

Gold* US$1,995 30-Apr-10

Silver US$500 NA NA

* Associates of Gold will pay 50% of the promotional price.

Specialization Criteria

• Customer References• Transactions:

• Resell, Co-Sell, Referral• Oracle Validated Integration

(Apps Only)

BUSINESS CRITERIA

• Sales Specialists• Presales Specialist • Implementation or

Development Certified Specialists or OCP

• Support Specialists

COMPETENCY CRITERIA

Specific to Specialization – Globally consistent

Specialized Partners are…

Differentiated Recognized Preferred

Promotion• OPN Specialized logo & Branding• Find a Specialized Partner – O.com• Eligible for quote from Oracle

executive for press release• Internal partner-finder priority

placement • Promotion in newsletters, websites,

advertising, etc.• Partner Specialization announcements

in internal newsletters

… And they enjoy additional benefits, including:Benefits

• Free assessment/exam vouchers• Free Support service requests • Access to Demo Solutions Services• Access to implementation

methodologies• Release control documentation• Access to Oracle meeting rooms • New Specialization notification and

orientation communication

Path to Specialization

1. Join Knowledge Zone

2. Apply 3. Complete Required Criteria

Partner Business Center Support

Phase I SpecializationsCategory Solution Specialization

Database Oracle Database 11g

Oracle Database 11g Performance Tuning

Database Security

Data Warehousing

Oracle Real Application Clusters

Oracle Enterprise Manager

Oracle EM Application Quality Management

Oracle Enterprise Linux

Middleware Service-Oriented Architecture

Oracle Business Intelligence Foundation

Application Grid

Oracle Essbase

Applications Oracle E-Business Suite Financial Management

Oracle E-Business Suite Supply Chain Management

PeopleSoft Human Capital Management

PeopleSoft PeopleTools

PeopleSoft Financial Management

JD Edwards EnterpriseOne Financial Management

Oracle CRM On Demand

Oracle Hyperion Financial Management

Oracle Hyperion Planning

Business Intelligence Applications for ERP

Business Intelligence Applications for CRM

Primavera P6 Enterprise Project Portfolio Management

Oracle Policy Automation

Industry ConcentrationsHealthcare PayerHealthcare ProviderRetailPublic SectorHigh TechnologyAccelerate

25 Solution Specializations6 Industry Concentrations

Available starting December 2009

What has changed:

Single Agreement• FUDA or ASFU

Multiple Agreements

Yesterday Today

How to Resell Technology

Step 1Sign the Distribution Agreement

Silver Partners Automatic resell rights to 1-Click Solutions

Gold & Platinum PartnersAutomatic resell rights to full Technology Solutions(*)

* NOTE - Excluding few selected products (E.g. Beehive)

How to Resell Applications & Industry Solutions

Step 1Join at the Gold or Platinum level

Step 2Join the appropriate Knowledge Zone

Step 3Click the “Sell” tab and meet Criteria (*)

Step 4Apply & Acceptance

* NOTE - Criteria will vary by Product

Knowledge Zones: Direct access to partner specific resources

Partner Migration Options

• Promotional Fee• First to attain Specialization

Recognition in market• First to be promoted

Early Adoption

• Old benefits and recognition• Full OPN Specialized fee

At Renewal

Iveta UtkinaMarketing and Partner Manager in Baltic’s

phone: +371 6704 6090e-mail: iveta.utkina@oracle.com

Nadia FlamanzeanuPartner Business Center

Tool free for Lithuania 8800 30120e-mail: nadia.flamanzeanu@oracle.com

Thank you!