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Why Oracle? Why Now?

Why Oracle? Why Now?. Dale Weideling Vice President, VAR/VAD Technology Sales North America Technology Channels. Why Oracle?. <Insert Picture Here>. Market Leading Products + Best of Breed Acquisitions =. Increased Value for Customers The Most Complete Solutions

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Why Oracle? Why Now?

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  1. Why Oracle? Why Now? Dale Weideling Vice President, VAR/VAD Technology Sales North America Technology Channels

  2. Why Oracle? <Insert Picture Here> Market Leading Products + Best of Breed Acquisitions = • Increased Value for Customers • The Most Complete Solutions • Increased Opportunity for Partners • Opportunities Across the Market

  3. Customers:”Out of the box” Integrated Solutions • Complete • Breadth of technology • Database, Middleware, Apps • Marketing leading functionality • Open • Standards-based products • Extensible – you can build on it • Integrated • Unified product stack • “App to Disc” Applications Middleware Database Infrastructure

  4. 58 Oracle Acquisitions: FY’05 - Present APPLICATIONS TECHNOLOGY * * * * *Transaction has not closed yet.

  5. Oracle Fusion Middleware Applications Middleware Database Infrastructure 5

  6. Analyst Recognized Leadership Leader in 16 Forrester Waves 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 Burton Group “Short List” 6

  7. Customer Growth & Product Strategy 80,000+ Application Grid Business Intel & Publishing Enterprise 2.0 & BPM SOA Suite BPEL Process Manager Content Management Development Tools Identity Management Application Server 7

  8. Oracle Fusion Middleware 11gR1Oracle’s 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 8

  9. Oracle Database 11g Lowers IT Cost World’s #1 Relational Database 235,000 Customers 48.6% RDBMS market share * Comprehensive security Higher availability Easier to manage Lower cost of ownership *Source: Gartner Group

  10. Oracle Database 11g easy to: Install Develop Manage Streamlined SMB Package One CD for Windows One CD for Linux Right Products for Mid-Market

  11. Oracle’s Strategy Drives Growth in a Challenging Economy • Oracle strategy paying off in down economy • FY09 earnings up 3% • Profit up 11% • Q4 quarterly cash dividend • Partner sales continue to grow

  12. Partnering Priorities for FY10 • 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

  13. Partner Sales Support Open Market Model

  14. Remarketer Program New zero barrier to entry program enables SMB sales Certified Advantage Partner Remarketer QuickStart Partner Certified Partner Annual MembershipFee $0 $300 $1995 $1995 $1995 Partner’s Benefits -- Oracle’s Commitment • 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

  15. How do I get trained? OPN Competency Center • Start by taking a pre-assessment and build a customized Guided Learning Path • Save your Guided Learning Paths as projects and work on them over time • View and manage your complete Oracle training history • Collaborate by sharing your opinion on content • Access Solution Kit materials available on OPN http://competencycenter.oracle.com

  16. 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

  17. Scott WalkerCEOIronworks

  18. 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.

  19. Why Ironworks? • 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 don’t sell with the “A” team, then staff the 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.

  20. Our Service Offerings BUSINESS CONSULTING WEB SOLUTIONS(Fusion E2.0) SYSTEM INTEGRATION (Fusion SOA) • Program Management Office • IT Strategy and Roadmap • Vendor and Tool Selection • Business Process Improvement • Compliance • Web Strategy • Web Design and Usability • Portals • Enterprise Content Management • Web Analytics • E-Commerce • Enterprise Search • Application Management • Service-Oriented Architecture (SOA) Strategy and Implementation • Business Intelligence • Application Integration

  21. Representative Clients Financial Services Other Healthcare Government Associations Mfg/Retail/Dist

  22. How The Partnership Got Here • Evolution of Ironworks partnership expectations and model: • Professional services vs. license sales/reselling • “Going it alone” versus working with partners (> 5%, < 80%) • Recognize it’s 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) Oracle Fusion Stellent Fuego BEA BEA Plumtree

  23. Why is This Partnership Working? • Complementary missions and objectives – relationship “fit”: • Help clients achieve business objectives through technology and services • Expand client base and footprint within clients (licenses and services) – leverage our ability to go wider and deeper in accounts. • 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.

  24. 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

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