Cloud Computing Programs & Specializations FAQ for Partners I have an Oracle Cloud opportunity, which program is applicable? Oracle Cloud Partner program currently has an array of unique offerings to fit specific customer needs as well as each individual partner interest level. There are two primary ways to pursue opportunities: Cloud Referral This allows partners at any level to participate in the program with very low up-front investment, but benefit from positioning Oracle Cloud services and receive a referral fee for new business closed. Cloud Resell Partners to participate in the entire lifecycle of the subscription and the opportunity to benefit in add on, upgrade and renewals as they occur. What is the Oracle Cloud Service Referral Program? It is a program that compensates partners for referring business to Oracle specific to Oracle s public Cloud Services offerings (cloud.oracle.com). The Oracle Cloud Service Referral program is open to Oracle Partner Network members in good standing. What is the compensation model for referring an Oracle Cloud service opportunity to Oracle? Oracle offers a referral fee for Oracle Cloud service subscriptions that are sold directly by Oracle to referred end customers. The referral fee is paid at the time of customer invoice up front on the guaranteed value of the contract however the subscription term must be for a minimum of one year. Month-to-month subscriptions are not applicable. For customers not interested in reduced subscription cost benefits of an annual or multi-year subscription, they can be directed to cloud.oracle.com where they can subscribe directly on a month-to-month basis. What is the referral fee for an Oracle Cloud service opportunity? The fee for referring new business to Oracle is 10% of the Annual Recognized revenue. This is paid when the deal actually closes. It is paid on each anniversary (annually or quarterly) when the end customer is invoiced. Total referral fees are caped at 50K. 1 For Oracle employees and authorized partners only. Cloud Computing Programs & Specializations FAQ
What process do I follow to refer an Oracle Cloud service opportunity to Oracle? OPN members have access to Oracle s Open Market Model which enables partners to directly register an opportunity with Oracle. If you are not already an OPN member you may join the Oracle Partner Network here http://www.oracle.com/partners/en/join-now/index.html To refer an opportunity, go to http://www.oracle.com/partners/en/partner-with-oracle/market-andsell/index.html#cw01step-2 You will be notified when the opportunity you have submitted has been accepted as Oracle qualified and it is then forwarded to the appropriate Oracle direct sales team to engage with you and the customer. When the opportunity closes you will be paid the referral fee subject to Oracle s standard payment terms and conditions. Oracle Cloud Service Resale What is the Oracle Cloud resale program? Oracle also offers partners the opportunity to resell Oracle Cloud services directly to their clients. Through the Oracle Cloud resale program partners participate in the lifetime value of the subscription including add-on, upgrade and renewal opportunities as they arise. The resale of Oracle Cloud services applies only to one or multi-year subscription agreements. Monthto-month subscriptions are not eligible for resale. For those customers not interested in reduced subscription cost benefits of an annual or multi-year subscription, they can be directed to cloud.oracle.com where they can subscribe directly on a month-to-month basis. What Oracle Cloud Services are available for resale? A complete and updated list of the eligible and available Oracle Cloud services is available on the Oracle Cloud Program page under Resell. How does the subscription model work in the Oracle Cloud resale program? For qualified Oracle Cloud reselling partners, Oracle will bill the partner directly at a flat rate discount off of the list price of the Oracle Cloud service subscription. This flat rate discount applies to the entire term of the subscription and remains flat for multi-year terms. Oracle requires annual payments for the subscription service up front subject to its standard payment terms and conditions. The partner bills the end user directly on the partners own terms and conditions. What are the resale discounts for Oracle Cloud resellers? Discounts will vary subject to the specific Oracle Cloud service, the subscription volume or capacity, and the term of the subscription. Specific discount rates are made available to qualified Oracle Cloud service resellers via the Oracle Open Market Model Resale Policy at http://www.oracle.com/partners/secure/sales/business-practices/omm-policies-1881455.pdf. The 2 For Oracle employees and authorized partners only. Cloud Computing Programs & Specializations FAQ
Oracle Open Market Model Resale Policy is updated periodically with specific rates as they are made available. How do I become qualified to resell Oracle Cloud services? The Oracle Cloud Resale program is open to any partner that is an OPN member at the Gold, Platinum or Diamond level with a valid Oracle Full Use Program Distribution Agreement (FUDA). Partners must meet the following additional criteria to qualify for the Oracle Cloud Resale program: Execute the Cloud Services Distribution Addendum (CSDA) to the FUDA Complete the resell criteria for the specific product to be resold. Criteria can be found on each Cloud Services Knowledge Zone under the apply to resell tab. How do I request a CSDA for execution? You can request a CSDA from the Partner Business Center. Click here http://www.oracle.com/partners/en/most-popular-resources/partner-businesscenter-1954023.html to go the the PBC page Select the country where you are located Request a CSDA using the General email alias or via the phone The PBC will validate your OPN level and active FUDA insert your company information and signature block and manage the routing for execution by both parties. What if I want to resell into the Public Sector Partners interested in distributing Oracle programs and/or services to public sector end users must have a current Oracle distribution agreement and will need to sign a Public Sector Addendum (OPN Members Only), and CSDA. Please contact the Oracle Partner Business Center or your Account Manager for further information on transacting in Public Sector. What about implementation services. Can I still provide services for Oracle Cloud products? Yes, Our Cloud Program for partners also includes ways to participate in opportunities for services and each of these are 100% margin for you. These include: Fixed Scope Offering Deliver the basic services needed to get customers up and running quickly on Oracle Cloud Solutions. Cloud Specialization Like all of our OPN specializations, this allows a partner to be recognized for their expertise in a specific cloud service and drive more revenue opportunities. Cloud Builder This is designed for those partners who are building a private cloud solution for customers 3 For Oracle employees and authorized partners only. Cloud Computing Programs & Specializations FAQ
Oracle Cloud Service Specializations What are OPN Cloud Service Specializations? These specializations distinguish partners for their expertise in delivering Oracle Cloud services to customers and offer greater revenue opportunity to partners as customers actively seek specialized partners to help them meet their business requirements. Incorporated within each of the OPN Cloud specializations is training and enablement which delivers the skill set Oracle Partners need to successfully setup and deploy Oracle Cloud services on a fixed scope basis. Oracle offers OPN Specializations on Oracle Applications offered in a Software as a Service (SaaS) deployment model on cloud.oracle.com. At this time, there is not a specific OPN Specialization yet available for Oracle Platform as a Service application (e.g., Java or Database Cloud Service) from the Oracle Cloud. How do I become OPN Specialized for Oracle Application offered in a Software as a Service (SaaS) deployment model on cloud.oracle.com? Partners must be an OPN member at the Gold level or above to participate in Oracle Specialization programs. Oracle partners seeking specialization for a specific Oracle Cloud service must join the respective OPN Knowledge Zone (see table below). Within each Knowledge Zone partners will find a Specialize tab which details the criteria for the Oracle Cloud Service Specialization and partners may begin the process of training and assessment to receive their Specialization. For a complete list of available Cloud Services Specializations go to: http://www.oracle.com/partners/en/opn-program/specialize/050785.pdf (Click on Cloud Services) What are the criteria for a partner to become an OPN Cloud Service Specialist? The specific criteria for each Oracle Cloud service are detailed in the criteria table for each OPN Cloud Service Specialization within the respective Knowledge Zone. Criteria tables are located within Application Knowledge Zones under the Specialize Tab. For applicable applications you ll see an Oracle Cloud Service Specialization listed. In general, partners need to have Sales, Pre-Sales, and Certified Implementation and Support specialists that have passed the assessments. Additional business criteria may apply and may differ from one Oracle Cloud service to the next. What is a fixed scope implementation offering? A fixed scope implementation offering is a professional service package for the setup and configuration of an Oracle Cloud service. Fixed scope offering shows that partners can set up and configure the Oracle Cloud service based on Oracle best practices, methodologies and delivered functionality for a successful implementation. Partners may customize, brand and price their fixed scope Oracle Cloud service 4 For Oracle employees and authorized partners only. Cloud Computing Programs & Specializations FAQ
implementation offering to meet their own business requirements. 100% of the fixed scope implementation revenue goes to the partner. You can review the entire process for fixed scope offerings at http://www.oracle.com/partners/secure/education/featured-training/fixed-scope-implementoffering-1908411.html How are partners enabled to deliver an Oracle Cloud Service fixed scope implementation offering? Oracle has developed a set of best practices to ensure the successful setup and configuration of each Oracle Cloud service. These best practices are delivered to partners through online training via the OPN Competency Center guided learning paths (GLPs) for each specific Oracle Cloud Service Specialization. In certain cases and as part of the Specialization process, partners may be granted access to best practices, methodologies and tools that are the intellectual property of Oracle. In these cases partners may be required to sign an agreement to govern the use of the intellectual property and to obtain the rights to use the intellectual property for the purpose of delivering a fixed scope implementation offering. Partners submit their fixed scope implementation offering for review through an online process. Submission of the offering for review requires that the partner furnish sales collateral which provides customers with information about the fixed scope implementation offering. This can be in the form of sales presentations, datasheets and URLs which reference publicly available information on the partner s website. Partners access the online process to submit their fixed scope implementation offering for review by going to the applicable OPN Knowledge Zone for the Cloud service to be resold, selecting the Sell tab and clicking on the Distribution Rights box. Once I complete all the criteria, how do I obtain distribution rights? Partners may submit an application for the Oracle Cloud Resale program in order to gain distribution rights though an online application process. The application process is available by going to the applicable OPN Knowledge Zone for the Cloud service to be resold, selecting the Sell tab and clicking on the Distribution Rights box. Upon submission Oracle will review the application and check that the partner meets all criteria detailed above including completion of the Oracle Cloud Service Specialization and review of the partner s fixed scope implementation offering. Oracle will also require that the partner convey the Oracle Cloud Services Agreement (OCSA) to the partner for execution between Oracle and the end customer. The CSA defines Oracle obligations related to delivering the Oracle Cloud service including service level agreement (SLA) commitments. Oracle Cloud Builder 5 For Oracle employees and authorized partners only. Cloud Computing Programs & Specializations FAQ
If you have a client interested or you are interested in using Oracle hardware and software products to implement a Private Cloud solution or service then we recommend that you consider the Oracle Oracle Partner Network (OPN) Cloud Builder Specialization. This OPN Specialization recognizes Oracle partners with skill sets across the Oracle portfolio that design and deploy cloud solutions based on Oracle hardware and software including; Exadata, ExaLogic, Oracle Database, Enterprise Manager, Oracle Linux or Solaris and more. With this Specialization, Oracle customers have a preference for partners that distinguish themselves as having the expertise to deliver Private Cloud solutions and services. To become OPN Cloud Builder Specialized get started by joining the Cloud Builder Knowledge Zone at http://oracle.com/partners/goto/cloudbuilder and then reviewing the Specialization criteria. How do I get access to demonstration capabilities for Oracle Cloud services? Oracle partners may be granted and access demonstration accounts as part of the Oracle Cloud Service Specialization process. Request for demos are available from to qualified partners from the Oracle Partner Store https://partnerstore.oracle.com under the Membership Tab. I am an ISV and want to build Cloud Applications on Oracle platform Oracle has and extensive program for ISV s to build custom applications or value add services. Build and Deploy Applications The Oracle Platform for SaaS (Software as a Service) includes a comprehensive, open, and integrated set of technologies that allow ISVs to build, deploy, and manage software as a service and cloud-based applications. We offer a single, integrated platform for both on-premise and cloud-based deployments and enable ISVs to offer their customers a choice in where to run their software For more information go to http://www.oracle.com/us/technologies/saas/overview/index.html?sssourcesiteid=opn Cloud Marketplace Oracle Cloud Marketplace offers a platform for independent integrators and software vendors to showcase their services and applications that interoperate with Oracle Cloud solutions. For more information go to https://cloud.oracle.com/marketplace/faces/partnerlandingpage?_afrloop=1082362860130408&_afr WindowMode=0&_adf.ctrl-state=3h4cmjjlv_14 6 For Oracle employees and authorized partners only. Cloud Computing Programs & Specializations FAQ