Oracle XChange 09 Tech Symposium

7/31/2019 Oracle XChange 09 Tech Symposium

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Why Oracle? Why Now?

Dale Weideling

Vice President, VAR/VAD Technology Sales

North America Technology Channels


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Why Oracle?

Increased Value for Customers The Most Complete Solutions

Increased Opportunity for Partners

Opportunities Across the Market

Market Leading Products +Best of Breed Acquisitions =


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Customers:Out of the box Integrated Solutions

Applications

Middleware

Database

Infrastructure

Complete Breadth of technology

Database, Middleware, Apps

Marketing leading functionality

Open Standards-based products

Extensible you can build on it

Integrated

Unified product stackApp to Disc


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APPLICATIONS TECHNOLOGY

EnterpriseDeals

ManufacturingIndustries

RetailIndustry

CommsIndustry

Banking Industry

Utilities Industry

Insurance Industry

Project PortfolioMgmt

Cross Industries

EnterpriseDeals

PerformanceManagement

IdentityManagement

ContentManagement

MiddlewareManagement

Database

SystemsManagement

58 Oracle Acquisitions: FY05 - Present

*Transaction has not closed yet.

*

*

*

*
http://www.appforge.com/index.asphttp://www.360commerce.com/display.phphttp://www.bea.com/framework.jsp?CNT=homepage_main.jsp&FP=/contenthttp://www.innodb.com/index.phphttp://www.auptyma.com/index.htmhttp://www.demantra.com/index.asphttp://www.splwg.com/index.phphttp://../Strategy/Backup/Doug/D%20drive/My%20Documents/http://www.metasolv.com/MSLV/CDA/General/Homepage.aspxhttp://www.sigmadynamics.com/index.htmlhttp://www.oracle.com/octetstringhttp://amber.demo.net4call.com/portal/page?_pageid=234,556112&_dad=portal&_schema=PORTALhttp://www.mantas.com/index.html


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5

Oracle Fusion Middleware

Applications

Middleware

Database

Infrastructure


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6

Analyst Recognized Leadership

Composite App Infrastructure

New Systematic Applications

Backend Integration Projects

Enterprise Application Server

Horizontal Portal Products

Business Intelligence Platforms

Corporate Performance Mgmt.

Web Access Management

User Provisioning

Leader in 16 Forrester Waves

Burton GroupShort List


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0

10,000

20,000

30,000

40,000

50,000

60,000

70,000

80,000

90,000

Q104 Q204 Q205 Q305 Q405 Q106 Q206 Q306 Q406 Q107 Q207 Q307 Q407 Q308 Q109 Q209 Q309

Customer Growth

Customer Growth & Product Strategy

BPEL ProcessManager

80,000+

Application Server

Development ToolsIdentity

Management

ContentManagement

Enterprise 2.0 &BPMSOA Suite

Application Grid

Business Intel &Publishing


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Oracle Fusion Middleware 11gR1Oracles Most Important Release Ever

Brand New Release of Fusion MW Suite

Brings together Oracle & BEA Functionality

Significant New Product Functionality

2,900+ new features

Best of Breed Products expands New Sales opportunities

Seamless Suite Integration drives Cross-Sell opportunities Combination of products drives Consolidation opportunities


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Oracle Database 11gLowers IT Cost

Comprehensive security

Higher availability

Easier to manageLower cost of ownership

*Source: Gartner Group

*

Worlds #1 Relational Database

48.6% RDBMS market share

235,000 Customers


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Right Products for Mid-Market

Oracle Database 11geasy to: Install

Develop

Manage

Streamlined SMB Package One CD for Windows

One CD for Linux


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Oracles Strategy Drives Growth in aChallenging Economy

Oracle strategy payingoff in down economy

FY09 earnings up 3%

Profit up 11%

Q4 quarterly cashdividend

Partner sales continue

to grow


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Specialization: Fusion Middleware Pillars App Server, Portal, SOA, BI, Content Management, Security

Specialization: Grid Computing Modernization, server consolidation, high availability, virtualization

Market Coverage: Aligning Resources to You Emerging Market segmented sales support resources

National Accounts Geo reps

Enterprise Cover the subs Vertical expertise

Partnering Priorities for FY10


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Partner Sales Support

Open

Market

Model


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R k P


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Remarketer Partner Certified

Partner

Certified

AdvantagePartner

Remarketer ProgramNew zero barrier to entry program enables SMB sales

Partners Benefits --Oracles Commitment

AnnualMembership

Fee

QuickStart

$0 $300 $1995 $1995 $1995

Remarketer Program

New class of Oracle reseller, not directly affiliated with Oracle No OPN Fees/No OPN benefits

Able to resell Oracle SE1/SE products

Standard Terms, Conditions & Pricing

Remarketers leverage VAD for all support, training, etc.

QuickStart program Access to limited OPN benefits and products

Full OPN Membership Full access to all resources and resale for Tech products


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How do I get trained?OPN Competency Center

Start by taking a pre-assessment and build acustomized Guided Learning Path

Save your Guided Learning Paths as projects andwork on them over time

View and manage your complete Oracle traininghistory

Collaborate by sharing your opinion on content

Access Solution Kit materials available on OPN

http://competencycenter.oracle.com


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Profile of a Successful ORCL SI/VAR

Solution focused

Balanced resale of software, services and/or hardware

Establishes brand with local Oracle sales teams

Engages the resources available


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Scott WalkerCEO

Ironworks


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Who is Ironworks?

Ironworksis a project-based

consulting company with one mission never fail a client. We measure our

success by the success of our clients.


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The Right Size We are large enough to provide depth, experience and expertise, yet small enough

to provide the intimacy and agility to be responsive to your needs.

Experienced Resources

Our teams include senior, experienced program managers, designers, information

architects, developers, and engineers we dont sell with the A team, then staffthe job with the B team.

Integrated Strategy, Design and Development

This integration means that our strategies are practical, our applications are highly

usable, and our technical solutions are expandable and maintainable.

Why Ironworks?


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Our Service Offerings

BUSINESS CONSULTING WEB SOLUTIONS

(Fusion E2.0)

SYSTEM INTEGRATION

(Fusion SOA) Program

Management Office

IT Strategy and

Roadmap

Vendor and ToolSelection

Business

Process Improvement

Compliance

Web Strategy

Web Design andUsability

Portals

EnterpriseContent Management

Web Analytics

E-Commerce

Enterprise Search

ApplicationManagement

Service-Oriented

Architecture (SOA)

Strategy and

Implementation

Business Intelligence

Application Integration


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Representative Clients

Healthcare Mfg/Retail/DistFinancial

ServicesOtherGovernment Associations


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Evolution of Ironworks partnership expectations and model:

Professional services vs. license sales/reselling

Going it alone versus working with partners (> 5%, < 80%)

Recognize its a two way street

Lead and opportunity sharing is the bottom line

Evolution of Ironworks and Oracle relationship:

Enterprise Partnership expansion of Oracle product stack

Involvement of Ironworks in Oracle sales verification program:

E20 (approved) and SOA (in process)

How The Partnership Got Here

StellentFuego

BEAPlumtree

BEAOracle

Fusion


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Complementary missions and objectivesrelationship fit:

Help clients achieve business objectives through technology andservices

Expand client base and footprint within clients (licenses andservices) leverage our ability to go wider and deeper inaccounts.

Mutual executive commitment to success of relationship

Strong working relationships between Oracle Account, Services,and Channel teams and Ironworks professionals

Joint account relationships and joint account planning

Alignment of our services capabilities to Oracle Product Stack

Results Oracle has demonstrated by its actions and leads provided that

they are committed to this partnership.

Why is This Partnership Working?


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www.ironworks.comRichmond

4121 Cox Road, Suite 205

Glen Allen, Virginia 23060

804.967.9200

Research Triangle

11000 Regency Parkway, Suite 404

Cary, North Carolina 27518

919.462.2092

DC Metro

8133 Leesburg Pike, Suite 650

Vienna, Virginia 22182

703.506.3964

www.ironworks.com

Charlotte

10405 Toringdon Way, Suite 205

Charlotte, North Carolina 28277

704.848.8889


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Summary and Actions

Right time to do business with Oracle Technology and industry leadership

Cross-sell and upsell opportunities

Ease of doing business

Learn more about Doing Business with Oracle

Visit www.oracle.com/partners

Engage your VAD

Visit the Oracle Booth
http://www.oracle.com/partnershttp://www.oracle.com/partners


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Oracle XChange 09 Tech Symposium

Documents

Transcript of Oracle XChange 09 Tech Symposium