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Oracle FY14-FY15 Partner Program: Drive More Business With Partners!

Join Oracle's latest partner program to boost revenue through executive alignment, lead generation events, and influencer discovery. Benefit from training, alliance compensation plan, and partner marketing opportunities. Leverage partners to generate leads, close deals, and achieve your business targets!

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Oracle FY14-FY15 Partner Program: Drive More Business With Partners!

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  1. FY14-FY15 Partner ProgramDrive More Business With Partners!!!Nick MoscaritoloNA Channels, Alliance Strategy Director, MDMnicolas.moscaritolo@oracle.com

  2. FY14 Primary Focus Areas Executive Alignment / Influencer Discovery: Cadence Calls, Strategy Meetings, Discovery, Influence Training & Enablement: Webinars, Annual Events, Partner Content, Demo Images Initiative Revenue: Lead/Demand Generation Campaigns/Events Influence (Co-Sell) Revenue: Partner assists Oracle in Closing Deals Target Account Planning: Strategize with Partners/Reps on specific accounts References & Relationships: Partner assists Oracle in generating References for future deals

  3. FAQs • Alliances compensation plan? • 50% - Approx 67% of MDM Rep Quota • 20% - Lead Generation Events (6-8 per quarter) • 20% - Training Events (3-5 events per quarter) • 10% - Meeting Influencers (1-2 per quarter) • Do you have $$$ for marketing events • Yes, must be planned at least 3-6 months in advance • Partner “Field” Marketing can • Create Invite • Create Registration Page • Oracle Client List Pull • Webex Recordings

  4. ERP Alliances & Channels

  5. CRM / CX (Customer eXperience) Alliances & Channels

  6. BI/EPM Alliance & Channels

  7. Internal Marketing for PartnersTO RETIRE QUOTA

  8. MDM Partner – Overview{Partner Name} {Partner Logo}

  9. MDM Partner – Skills / Experience{Partner Name} {Partner Logo}

  10. MDM Partner – Contacts / Relationships{Partner Name} {Partner Logo}

  11. MDM Partner – License Influence/Services Credit {Partner Name} {Partner Logo}

  12. MDM Partner - Client Reference{Client Name} {Partner Logo}

  13. FY14 MDM Partner Reference Matrix

  14. FY14 MDM Partner Skills Matrix

  15. Oracle/Partner TEAM to close business • Partner Skills Matrix • Find Product and Vertical Expertise • Partner Relationships • Connect with Partners who have relationships with accounts • Partners have disclosed: Relationships with 308 Accounts • Partner References • Partners influence over 70% of all MDM deals • Partners are involved in over 75% of all MDM projects • Partners have provided: 128 References & Customer Stories • Partner Sponsored Events • Partners desire to be involved and sponsor many lead generation, sales, training and OOW events

  16. Training & EnablementTO RETIRE QUOTA

  17. Training, Awareness & Enablement • Live Webinars (Recorded) • Products (Sales & Technical) • Strategy (Overviews) • Hands-On Training • Product Based • In-Person or Virtual • Annual Hands-On Partner/SC Training • Discounted Training (OU, Alliances) • Partner Content Websites • Solutions Factory - http://launch.oracle.com PIN: mdm_partners • Oracle by Example - http://www.oracle.com/technetwork/tutorials/index.html

  18. NA MDM Partner Training • NA Master Data Management (MDM) • May 20-22, 2014 – ORACLE HQ • Hands-On Training • Using Amazon EPM image for DRM • Partners and SCs learn together • Over 80+ people attending • KEY TOPICS • MDM Product Updates / Overviews • DRM Workshop All-Day Training Session • EDQ Class • Fusion Product Hub Class NA Enterprise Performance Management (EPM) July 14-17, 2014 – ORACLE HQ • Hands-On Training • Using Amazon EPM Image • Partners and SCs learn together • Over 200+ people attended • KEY TOPICS • Latest Information on v11.1.2.3+ • Full Day Hands-On Exercises • Product Roadmaps

  19. Partner Software Demo/Development Images • Amazon Web Services - Fees • $0 to Oracle • $1.50/hour for usage (via partners Amazon EC2 account) • $15.00/month for storage (via partners Amazon EC2 account) • Partners MUST • Be an OPN Partners in good standing (any level) • Have submitted new or updated Partner Guide (and be approved) • Provide Amazon ID: (9999-9999-9999)

  20. Generate Deals with PartnersTO RETIRE QUOTA

  21. Leverage Partners to Generate LeadsSTEPS to SUCCE$$ PRE-APPROVAL • (Nick) Understand what’s available to you (I can help) • (ASM) Define your target audience, solution description & value prop • (Nick) Seek partners with matching credentials • (Nick) Find Client willing to speak (via partner) • Seek Co-Prime Sales Management Approval POST-APPROVAL • (Team) Generate Invites (Title/Description - NON-Product based) • (Nick) Send to Prospects (Leverage Partner Marketing & BDMs) • (Nick) Collect Registrants – GMAM!!! • (Team) Generate Content (PPT, White Paper) • (Team) Execute INTERNAL & EXTERNAL webinars (Recorded) • (Nick) Collect Attendees • (Team) Ongoing Lead/Demand Generation Status Calls • (ASM) Sales Process

  22. Campaign Name: Vertical: Account Rep: • OBJECTIVE & RATIONALE (Measurable & Bound by Time) • Generate $XXM in Pipeline in FY14 QX • BUSINESS VALUE • TITLE: • THEME: • LEAD GENERATION DETAILS • PARTNER: • CLIENT SPEAKER: • EVENT TYPE: Webinar or Hospitality • TARGET CRITERIA & AUDIENCE • INSTALL BASE: • COMPANY SIZE: • TITLES:

  23. Campaign Name: Vertical: Account Rep: • WEBINAR INFORMATION • Internal Oracle Webinar (w/ Oracle & Partner) • DATE & TIME • Build Invite (Need Title & Description) • Send Calendar Invite • Create PPT • External Webinar (w/ Oracle, Partner & Client) • DATE & TIME • Build Invite (Need Title & Description) • Get Speaker Dial In • Send Calendar Invite • Create PPT

  24. Campaign Name: Vertical: Account Rep: Involved Parties

  25. Campaign Name: Vertical: Account Rep:

  26. Lead Generation Events – FY14

  27. Co-Sell (Influence) Scoring

  28. How can I help?TO RETIRE QUOTA

  29. Hey Reps….. How can I help?FAQs • Can you help me find a partner who…….. • Reference “Partner Skills Matrix” first • You are in an account and need info on partner • Provide me any names/departments you have • I can reach out and understand who they are • I don’t know how to start working with partners • I can be the match maker • Need to discuss needs / expectations • Can I offer suggestions? • YES!!! Lets sit down and discuss YOUR territory and strategize • Can you help me add to my pipeline? • Leverage partners to drive business together

  30. Hey Partners….. How can I help?FAQs • Can you help me find the rep who covers an account • YES!! Need Account Name, Vertical and Location • You are in an account and need help • Lets Talk. I connect you to the rep who owns the account or the product development lead if it is an active deal. • I don’t know how to start working with reps • Drive Leads!!!! • We need to discuss your strong points and leverage • Understand CO-PRIME vs PRIME reps • Who get compensated on what!!!! • Can I offer suggestions? • YES!!! Lets sit down and discuss YOUR goals • Proper Influence Credit • My group will score and provide credit for deals

  31. FY15 Goals • Focus on PIPELINE, CO-SELL, SERVICES • Focus on Lead Gen Events to help Build Pipeline • Focus on Co-Sell to help with Existing Deals • Focus on Service Engagements to help Drive References • Connect with Influencers • Find people within larger partners that influence decisions • OOW • MDM Dinner - Expand to 140 partner/rep/client seats • Set up strategic meetings with management • EPM / MDM Partner Training Events • Continue to build these events to foster strong community • Fusion, Apps Unlimited – Webinars / In Person

  32. Key Take AwaysTO RETIRE QUOTA #3 #1 Executive & Partner Alignment #2 Training & Enablement Initiative Revenue

  33. Q & A Nick MoscaritoloNA Channels, Alliance Strategy Director, MDMnicolas.moscaritolo@oracle.com

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