DbvisitConnect. Partner Enablement Guide. For Dbvisit Software Partners

Transcription

1 DbvisitConnect Partner Enablement Guide For Dbvisit Software Partners

2 Table of Contents DbvisitConnect... 3 Product Connect... 3 Dbvisit Standby... 3 License Connect... 5 Tech Connect... 5 Downloading Software... 5 Test Licenses... 6 Technical Orientation... 6 Sales Connect... 6 Typical Sales Process... 7 Deal Registration... 8 Pricing... 9 Presales Assistance... 9 Ordering... 9 Dbvisit Certificate Purchasing Support Accessing Support M arket Connect Go To Market Strategies Marketing Collateral Joint Marketing Reciprocal Links Social Connect Just connect!

3 DbvisitConnect Congratulations and welcome to the Dbvisit Partner Programme. It is a great pleasure to have you on board. Dbvisit Software is committed to making you successful in selling our products, growing your business and delivering smart replication options to your customers. As such we continually develop and refine our solutions to empower your customers to do more with their Oracle databases. This document will enable you to quickly and easily connect with the tools and resources to assist you in selling and supporting Dbvisit Software solutions. Product Connect Dbvisit Standby The world-leading Disaster Recovery (DR) solution for the Oracle SE database. For: Oracle Database Standard Edition Users who need a DR solution Who are dissatisfied with: the possibility of an expensive upgrade to Oracle Enterprise Edition relying on complicated, difficult to maintain, and often unproven manual scripting solutions taking the risk of having no DR in place This product is: a physical database replication solution That provides: peace of mind and protection for customer s most critical asset, their data, in the event of a disaster. Key Features: Oracle Data Guard for Standard Edition Easy to install, configure, use and manage Support for RAC, OMF and ASM Automatically creates the standby database Support for Oracle 8i forwards, EE, SE, SE One and XE Broad OS compatibility - Oracle Linux, Oracle Solaris, Windows, AIX, HP-UX, VM Cloud deployment on Amazon AWS and others Physical data replication - 100% guaranteed that all your data will be there up to the last archive log 3

4 Dbvisit Replicate Affordable alternative to Oracle GoldenGate data replication for Oracle-sourced databases. For: Oracle Database Users Who are dissatisfied with: the need for downtime associated with their Oracle database migration the strain reporting is putting on production servers an inability to maintain up-to-date copies of data in multiple databases simultaneously the shortcomings of a traditional overnight batch approach to ETL the prohibitive cost of Oracle GoldenGate This product is: a powerful, affordable logical replication solution that is simple to install and configure. That provides: zero downtime migrations real-time offload reporting and query environments transformation and loading of live data into a data warehouse availability of transactional and reference data at multiple locations Plus Significantly lower Oracle technology costs Shortened project timelines Key Features: From Oracle to Oracle, SQL Server, MySQL Topologies: one to one, one to many, many to one, cascading, unidirectional, bi-directional Wizard-driven interface Robust notification capabilities Automated conflict detection and correction Audit feature 4

5 How to Get the Best Start We recommend that we work together to identify the best actions to get going quickly: Complete the contract process Build your knowledge o Sales Training o Technical Training Create a demo environment Highlight Dbvisit on your website & get listed on our site too Identify your first customer opportunities & work with the Dbvisit team to get them closed Use this knowledge to plan for lead generation into your current customers At the same time, create lead generation actions to find new customers These actions will help you build momentum. We have a Partner Business Plan if you would like to use it to manage these items. License Connect The license agreement is between Dbvisit Software Limited and the End User. As a Reseller, it is your responsibility to ensure that the customer is aware of the license agreement and approves the license agreement when installing the product. Full versions of ; Dbvisit Software License Agreement DbvisitProtect Software Support Terms DbvisitProtect Service Levels can be found at Tech Connect Downloading Software Free 30 Day Trial To download a free 30 day trial of both products: 1. Visit: 2. Select product required 3. Select DOWNLOAD FREE TRIAL 5

6 Free AWS 3 Hour Lab Gain hands-on access to explore the features, ease of use, and power of Dbvisit Standby using the command line or GUI interface, for up to 3 hours. This option provides you with a fully provisioned environment hosted on AWS. Select FREE TEST DRIVE Demo/Test Licenses Dbvisit Software can provide our partners with non-commercial test licenses for both Dbvisit Standby and Dbvisit Replicate. This license can be used for your internal testing, development and marketing purposes. Please contact your Partner Manager to request the license you require. Technical Orientation It is important that your technical people build their knowledge quickly. Dbvisit has an extensive array of technical resources including: User guides Quick install guides White papers Technical documents To access these documents please visit The Dbvisit YouTube channel also houses several instructional videos. Please visit to view. Dbvisit can set up live online training sessions for your Technical Team to assist them in becoming familiar with Dbvisit products. These are typically initially for a duration of one hour for each product. Additional sessions can then be scheduled to delve deeper into relevant aspects of the products. Sales Connect The primary method for contacting the Dbvisit Sales Team is via our sales inbox at sales@dbvisit.com. We can provide advice on configurations, quotes, assist you in placing orders or to answer your tricky technical questions. 6

7 Typical Sales Process 1. Prospecting Start with installed base 2. Needs assessment 5. Follow up Referrals and renewals Qualify leads, highlight problem areas 3. Present solution 4. Close & order Register & quote This diagram illustrates a high level overview of the typical sales process involved in selling Dbvisit software. 1. Prospecting We recommend new partners start by identifying opportunities within your installed base. We can support you in your approach to these customers. For more information please see Go To Market Strategies. Other important considerations to help with effective prospecting: Look for businesses who do not have a back up/dr solution in place. Look for businesses who have 24X7 or extended hours service requirements. Look for businesses who store important information on their systems e.g. customer details, credit card and bank information, names and addresses, billing information. Look for businesses who have customer call centres, as they can t afford downtime or a sluggish production database, reports may need to be run on a dedicated server. Look for businesses who need to do a lot of reporting. Look for businesses who have connections to supply chain companies. Look for businesses who have distributed offices and systems..different cities. Look for businesses who have data warehouse and data mining requirements. 7

8 2. Needs Assessment Qualify leads early on to ensure that Dbvisit solutions are a correct fit, and solve a real problem for the customer or prospect. Dbvisit Standby Qualifiers Require a cost effective solution? Using Oracle Standard Edition? Do not require maximum protection mode, i.e. zero data loss in the event of a failure Physical replication is suitable: requires primary and standby environment to be identical Using Oracle 8i or newer? Dbvisit Replicate Qualifiers Require a cost effective solution? Need real time replication Need an Open for Reporting target database Source database must be Oracle Target can be Oracle, MySQL or SQL Server Using Oracle version 9i or newer? 3. Present Solution Get Dbvisit involved as early as possible so that we can provide you with support. Register your opportunity and provide pricing to your prospect. Dbvisit can provide you with support, including presales technical assistance. 4. Close & Order Orders can be placed via sales@dbvisit.com. See Ordering for more information. 5. Follow Up Annual support renewals will provide you with annuity revenue and opportunities to re-engage with your customer. Once the initial sale has closed please talk to your Dbvisit Account Manager to identify opportunities to cross sell other Dbvisit solutions to further maximise your customer s return on their Oracle database investment. Deal Registration We are committed to making our Reseller Partners successful. We will not directly undercut pricing on any opportunities that have been registered first by a Dbvisit reseller. If a customer who you have successfully registered decides to purchase directly from Dbvisit then we will pay you the margin due. 8

9 Please note that deal protection only protects you from customers who decide to buy directly from Dbvisit Software. It does not protect you from customers who decide to purchase from another Dbvisit partner. Sales opportunities are registered with Dbvisit by sending an to This is not mandatory but is recommended for your deal protection. The following information is the minimum required for full deal registration: 1. End user company name 2. License type and quantity 3. Expected close date Pricing and Quotations There are two primary methods by which to obtain pricing information: 1. Visit the Dbvisit Software pricing pages to assist you to determine license types required for specific configurations. 2. Obtaining an official quotation by ing a request to sales@dbvisit.com. Dbvisit Standby Pricing Dbvisit Standby is priced by the number of sockets on each server (minimum of 2 sockets per server). There is a pricing calculator for Dbvisit Standby which lets you calculate the list price based on the configuration. Please visit Dbvisit Replicate Pricing Dbvisit Replicate is priced by the number of sockets on each server (minimum of 2 sockets per server). The price per server is based on the edition that applies. To determine the correct edition please visit Presales Assistance During the evaluation period you and your customer will have full access to the Dbvisit Support Ticketing system. Please refer to Accessing Support for further information. Ordering To place an order, simply sales@dbvisit.com. Dbvisit will invoice you at list price, less your margin (your Reseller buy price). You can then invoice your customer for the initial Dbvisit license and support. Our invoices are exclusive of any sales tax, goods and services tax or value added tax payable which must be paid by you, if applicable, at the time of payment of each invoice. Payment to us shall be gross without deduction of any withholding taxes and, if subject to any withholding taxes, you shall ensure that such sum is 9

10 paid to Dbvisit, shall after deduction of any withholding tax, be equivalent to the full amount due. We will provide full details for payment on the receipt of an order via . Dbvisit Certificate Dbvisit Software Limited issues the license keys in a PDF document, which is the Dbvisit Certificate. The Dbvisit Certificate can be given to your customer. This is their official record of the purchase and authorises your client to use the Dbvisit software. It describes the Support period and contains the Dbvisit license key(s). The license key(s) activates the software and changes it from an evaluation version to a fully authorized and licensed version. Support Connect Purchasing Support First year support is mandatory for Dbvisit Products. The Support fee annually is 25% of the license list price at time of purchase. Support is paid for annually in advance. Multi-Year DbvisitProtect Where customers purchase 2 or 3 years of support at the time when a license is purchased an additional discount on support is available. This can represent a significant saving for your customer. 1 Year Subscription: 25% of current license list price 2 Year Subscription: 22% x 2 of current license list price 3 Year Subscription: 19% x 3 of current license list price A copy of our Support Agreement can be found on our website at; Premium 24x7 Support Premium 24x7 support can be purchased for Dbvisit Standby installations. It is an additional charge on top of regular support. For more information please visit: Accessing Support For technical assistance please visit Here you will find a knowledge base, along with a portal via which you can log a support ticket which will be responded to by our Support Team. 10

11 Market Connect Go To Market Strategies Initial steps to help you find opportunities: Call into your installed Oracle database customers Feature on your company web site (see Reciprocal Links ) Set up free trial use Hold educational web based or physical seminars for Oracle database customers Use LinkedIn to find Oracle DBAs in your market Marketing Collateral Dbvisit has an extensive range of marketing collateral that can be used throughout the sales and marketing process. These resources include: Datasheets (with option to co brand) Case studies White papers Presentations Brand guidelines Joint Marketing Dbvisit s Marketing Team can work with you to find out how we can support you with joint marketing initiatives. We endeavour to make it as simple as possible for you execute effective marketing efforts that get results. Some options include: Joint webinars: a kick off webinar to your existing customer base, and as a lead generation tool focussing on topics of interest to the Oracle user community Provision of sales tools Providing content for your website and social media channels Case studies looking at your customer successes with Dbvisit software In market customer references Reciprocal Links Get Listed! We would like to profile and promote your company on our Dbvisit Partner listing page. This will allow customers looking for a local Dbvisit Partner to make contact with you directly. 11

12 We require the following information to list you on our site: Full legal company name Web Address A brief description of the services you offer. A company logo The name of a sales contact, including phone and Please forward these details directly to kelly.langi@dbvisit.com. Tip: Differentiate yourself by clearly articulating why you are qualified to help prospects with Dbvisit Software solutions. Your Website In return we would appreciate if you list Dbvisit Software on your website and profile our products. You can download company, product and partner logos at Social Connect We are active across several social and inbound marketing platforms. These include: Social Facebook, Twitter and LinkedIn. Please follow and connect as we would love to reciprocate and support your social media marketing. For links see Just Connect! Forums On our website you will find dedicated forums which cover all aspects of Dbvisit functionality in detail. We recommend that you create yourself a free account, and have a look around at Blog On our blog site you can stay informed of the latest Dbvisit product developments (including product releases), and read insights on topics such as disaster recovery, latest Oracle news, product tips and tricks, and standby databases. You can view the blog here at and can subscribe to receive posts through or RSS. 12

13 Just connect! Your local Partner Manager: Kelly Langi Sales Inbox for licensing queries, quotes, orders, deal registration and any other sales assistance: Dbvisit Support Team - through our service desk at: General Enquiries - visit This page also features our local office phone numbers. Facebook: Twitter: LinkedIn: We look forward to working with you and helping you build your business with Dbvisit software! 13