Differentiate with Specialization. Pablo Hanono Senior OPN Program Manager Oracle Worldwide Alliances & Channels September 2014
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2 Differentiate with Specialization Pablo Hanono Senior OPN Program Manager Oracle Worldwide Alliances & Channels September 2014
3 Safe Harbor Statement The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle s products remains at the sole discretion of Oracle. 3
4 Program Agenda Differentiation in OPN Specialization Overview & Criteria Why do Partners Choose to Specialize? Call to Action Q&A 4
5 OPN Specialized Differentiate by Achieving Specialization Differentiate in the Market Be Recognized by Oracle Be Preferred by Customers INCREASED THROUGH SPECIALIZATION FROM THE COMPETITION 5
6 Differentiation in OPN Programs Designed For Each Partner Business Model SIs & VARs ISVs 200+ Available Specializations 11 Available Ready 4 Available Optimized 20+ Available Validations 6
7 >200 Opportunities to Differentiate Specializations Exastack Ready Database Oracle Database 12c Oracle Database 11g Oracle Real Application Clusters 12c Oracle Real Application Clusters 11g Oracle Database Performance Tuning Oracle Database 11g Performance Tuning Oracle Database 11g Security Oracle Database 11g Data Warehousing Oracle Enterprise Manager 12c Oracle Enterprise Manager Application Quality Management 11g Oracle Spatial 11g MySQL 5 Middleware Oracle Cloud Application Foundation Oracle SOA Suite 12c Oracle SOA Suite 11g Oracle Business Intelligence Applications 7 Oracle Business Intelligence Foundation Suite 11g Oracle Essbase 11 Oracle WebLogic Server 12c Oracle Identity Governance Suite 11g Oracle Access Management Suite Plus 11g Oracle WebCenter Content 11g Oracle WebCenter Portal 11g Oracle WebCenter Sites 11g Oracle GoldenGate 10 Oracle Application Integration Architecture 11g Oracle Unified Business Process Management 12c Oracle Unified Business Process Management 11g Oracle Application Development Framework 12c Oracle Application Development Framework 11g Oracle Endeca Information Discovery 3.1 Oracle Endeca Information Discovery 2.3 Oracle Data Integration 11g Java Platform, Micro Edition 1 Java Platform, Standard Edition 7 Java Platform, Enterprise Edition 6 Oracle IT Architecture Release 3 Oracle Hyperion Financial Management 11 Oracle Hyperion Planning 11 Oracle Hyperion Data Relationship Management Oracle Enterprise Mobility Oracle Mobile Security 11g Oracle Mobile Development Applications Agile Product Lifecycle Management 9.3 Oracle Customer Hub and Oracle Data Quality Oracle CRM On Demand Oracle Demand Management (Demantra) 7.3 Oracle E-Business Suite Financial Management Oracle E-Business Suite Human Capital Management Oracle E-Business Suite R12.1 Projects Oracle E-Business Suite R12.1 Supply Chain Management Oracle Financials: Oracle Fusion Financials Solutions Oracle Sales: Oracle Fusion CRM Solutions Oracle GRC: Oracle Fusion GRC Solutions Oracle HCM: Oracle Fusion HCM Solutions Oracle Fusion Procurement Solutions Oracle Fusion Project Portfolio Management Solutions Oracle SCM: Oracle Fusion SCM Solutions Oracle Global Trade Management 6.2 JD Edwards EnterpriseOne 9.0 CNC JD Edwards EnterpriseOne 9.0 Distribution JD Edwards EnterpriseOne 9.0 Financial Management JD Edwards EnterpriseOne 9.0 Manufacturing JD Edwards EnterpriseOne 9.0 Projects PeopleSoft 9.2 Human Capital Management PeopleSoft 9.1 Human Capital Management PeopleSoft 9.1 Financial Management PeopleSoft PeopleTools 8.5x Oracle Policy Automation 10 Project Lifecycle Management Siebel CRM 8 Oracle Transportation Management 6.2 Oracle Unified Method 5 Oracle User Productivity Kit 11 Instantis Enterprise Track Cloud Service Primavera Contract Management 14 Primavera P6 Enterprise Project Portfolio Management 8 Primavera Portfolio Management 9 Primavera Unifier Cloud Service 31 Oracle Enterprise Taxation Management 2 Oracle Enterprise Taxation and Policy Management 2 Oracle ATG Web Commerce 10 Oracle Endeca Commerce 3.1 Engineered Systems Oracle Exadata Database Machine Exalogic Elastic Cloud X2-2 Oracle Exalogic Elastic Cloud Oracle Database Appliance Oracle Exalytics In-Memory Machine Industry Applications Oracle Communications Service Delivery Platform 5 Oracle Communications Billing and Revenue Management 7 Oracle Communications 7 Rapid Offer Design and Order Delivery Oracle Communications Order and Service Management Server 7 Enterprise Communications Network Session Delivery and Control Infrastructure Oracle FLEXCUBE Universal Banking 11 Oracle FLEXCUBE Universal Banking 12 Oracle FLEXCUBE Direct Banking 6 Oracle Insurance Policy Administration Oracle Documaker Oracle Insurance Insight 7 Oracle Insurance Insbridge Rating & Underwriting 4 Oracle Argus Standard Edition 7 Oracle Argus Enterprise Edition 7 Oracle Argus Safety Suite 6 Oracle Life Sciences Data Hub 2 Oracle Retail Merchandise Operations Management 13.2 Oracle Retail Merchandise Planning and Optimization 13.3 Oracle Retail Pricing 13.2 Oracle Retail Store Inventory Management 13.2 Oracle Retail Point of Service 13.4 Oracle Retail 13.3 Supply Chain Management Oracle istore 12 Oracle Utilities Customer Care and Billing 2 Oracle Utilities Meter Data Management 2 Oracle Utilities Mobile Workforce Management 2 Oracle Utilities Smart Grid Gateway 2 Oracle Utilities Analytics 2 Oracle Utilities Network Management System 1 Cloud Cloud Builder Oracle Fusion HCM Cloud Service Solutions Oracle Taleo Enterprise Cloud Service Oracle Eloqua Marketing Cloud Service Oracle Fusion CRM Cloud Service Solutions Oracle Fusion Financials Cloud Service Solutions Oracle Fusion Procurement Cloud Service Oracle Fusion PPM Cloud Service Solutions Oracle Fusion SCM Cloud Service Oracle RightNow CX Cloud Service Oracle Social Relationship Management Servers & Storage Oracle Linux 6 Oracle VM 3 Oracle Solaris 11 Oracle Solaris Cluster 3.x SPARC T4-Based Servers SPARC T5 Servers SPARC M6-32 and SPARC M5-32 Servers Oracle Tiered Storage Oracle Virtual Networking Oracle Optimized Solution for Enterprise Cloud Infrastructure Oracle FS1 Systems Fujitsu M10 Servers Sun ZFS Storage Appliance Oracle ZFS Storage ZS3 StorageTek Tape Libraries Sun Flash Storage Pillar Axiom 600 Storage System Oracle Virtual Desktop Infrastructure 3 Industries Aerospace and Defense Automotive Chemicals Communications Consumer Goods Education and Research Engineering and Construction Financial Services Healthcare High Technology Industrial Manufacturing Insurance Life Sciences Natural Resources Oil and Gas Oracle Accelerate for Midsize Companies Professional Services Public Sector Retail Travel and Transportation Utilities Wholesale Distribution Database Ready Weblogic Ready Linux Ready Solaris Ready VM Ready Database Appliance Ready Big Data Appliance Ready Exadata Ready Exalogic Ready Exalytics Ready SuplerCluster Ready Exastack Optimized Exadata Optimized Exalogic Optimized Exalytics Optimized SuperCluster Optimized Validated Integration Agile Product Lifecycle Management AutoVue Enterprise Visualization Fusion HCM JD Edwards EnterpriseOne JD Edwards World Oracle ATG Web Commerce Oracle E-Business Suite Oracle Enterprise Manager Oracle Identity Management Oracle Retail Applications Oracle RightNow Cloud Service Oracle Sales Cloud Oracle Taleo Business Edition Cloud Service Oracle Taleo Enterprise Cloud Service Oracle Transportation Management Oracle Utilities Oracle WebCenter PeopleSoft PeopleSoft Campus Solutions Primavera P6 Enterprise Project Portfolio Management Siebel CRM Oracle WebCenter Source: Specialization Catalog July 2014
8 OPN Specialized in Numbers 8
9 Specialization Overview 9
10 Specialization CERTIFIED PROFESSIONALS TRANSACTION HISTORY CUSTOMER VALIDATION 10
11 Criteria to Become Specialized Competency Business 11
12 Competency Criteria: OPN Specialists Overview PreSales Specialist Sales Specialist Implementation Specialist Senior Solution Architect 2-5 years of experience Advanced domain expertise 8-12 hours of training Assessed Online Account Executive 1-5 years of experience Intermediate domain expertise 6-10 hours of training Assessed Online Senior Solution Consultant 2-5 years of experience Advanced domain expertise hours of training Proctored Certification 12
13 Business Criteria: Transaction History Resell, Co-sell or Referral Completed in the last 24 months Any country / geography Product specific to the specialization 13
14 Business Criteria: Customer References Project completed in the last 18 months Oracle validates the level of satisfaction directly with the customer Project includes products in the current or previous version of the specialization products 14
15 Why Do Partners Choose to Specialize? 15
16 Key Specialization Program Benefits Specialized logo Priority placement in Oracle Solutions Catalog Free Support service requests Free assessment/exam vouchers Access to Demonstration Services Access to Implementation Methodologies Publish events to oracle.com/events Use Oracle trademark in Google AdWords 16
17 Specialization offers customers proof that they will be engaging with an insightful, knowledgeable partner who is qualified in the defined product or industry area. Joel Borellis, Group Vice President Partner Enablement Oracle Worldwide Alliances & Channels 17
18 OPN Delivers Higher Value to Customers 18
19 Find a Specialized Partner Search / profile visits per month oracle.com/specialized 19
20 Oracle Promotes Specialized Partners 20
21 Oracle Promotes Specialized Partners Executive Strategy Edition 200,000 subscribers Executive Level 110,000 subscribers Executive Strategy Monthly Edition Database Insider Edition Midsize Edition Oracle Fusion Middleware Edition MySQL Edition SPARC Edition Virtualization Edition Security Inside out Edition And more 21
22 OPN Specialized Resource Center Exclusive to Specialized Members Provides additional value and differentiation Gateway to specialization benefits, messaging, logos and collateral Assets for partner use in new Marketing Kit Specialization Benefits Guide Video Battlecard Handout Press Release 22
23 Specialized Partners Exhibit Growth Specialized vs Non Specialized Partners 23
24 CALL TO ACTION Choose the Products Complete the Required Criteria Contact Partner Business Center 24
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