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Peter Stern Regional Manager: ISVs North America January 25 th , 2007

PUTTING YOUR BUSINESS FIRST Why Oracle for ISVs. Peter Stern Regional Manager: ISVs North America January 25 th , 2007. <Insert Picture Here>. Agenda Overview of Oracle Why Partners Are Important to Oracle Why Partners Choose Oracle How We Can Work Together. <Insert Picture Here>.

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Peter Stern Regional Manager: ISVs North America January 25 th , 2007

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  1. PUTTING YOUR BUSINESS FIRST Why Oracle for ISVs Peter Stern Regional Manager: ISVs North America January 25th, 2007

  2. <Insert Picture Here> Agenda Overview of Oracle Why Partners Are Important to Oracle Why Partners Choose Oracle How We Can Work Together

  3. <Insert Picture Here> Overview of Oracle

  4. Oracle Corporation • World’s largest enterprise software vendor • $14.8 Billion revenue, FY06 • 275,000+ global customers • 30,000+ applications customers • 19,000+ Small business customers • 65,000+ employees; 7,500+ support personnel • 19,000+ partners • 9,000 Independent Software Vendors (ISVs) • Operating in 145 Countries

  5. Unprecedented Strength • #1 Database • #1 Fastest Growing Middleware • #1 Business Applications • #1 Database Share on Linux • #1 Human Capital Management • #1 Supply Chain Management • #1 CRM • #1 Retail • #1 Financial Services • #1 Public Sector • #1 Customer Support

  6. Acquisitions Drive GrowthScale, technology and vertical specialization drive growth across all product lines Oracle Fiscal Year 2005 FY 2006 FY 2007 4 Acquisitions 17 Acquisitions* 9 Acquisitions** * Includes acquisitions of Covansys and Hexaware operations. ** Acquisition of Mantas through majority-owned i-flex solutions company. Acquisitions of Stellent and MetaSolv are pending.

  7. <Insert Picture Here> Why Partners Are Importantto Oracle

  8. <Insert Picture Here> “ Partners are a vital part of Oracle’s strategy and are essential for our continued growth and success. -- Charles Phillips, President, Oracle „ “ Oracle's ecosystem is made stronger and larger by the incredible growth in our partner network, which helps Oracle continue to grow. -- Safra Catz, President, Oracle „

  9. Partners Are Integral to Oracle’s Success • 44% of FY06 worldwide license revenue on partner paper • 100,000+ transactions per year with partners • Plus significant percentage of Oracle transactions tied to co-selling with partners • Partners complement Oracle technology and applications to provide complete solutions footprint • Partners are extension of Oracle marketing organization • Help drive directions, messaging, bring references • Partners integrated into all aspects of marketing, both horizontal and vertical • Partners have access to Oracle marketing content kits via OPN • And extension of Oracle’s sales force • Partner-only territories globally • Provide market reach into SMB and industries

  10. <Insert Picture Here> Why Partners Choose Oracle

  11. Buy Vs. Build Options BUY BUILD BUY BUILD • ADVANTAGE ORACLE • Oracle Pays You Benefit • Oracle’s Core Competency • Integrated • Standards Based • ADVANTAGE ORACLE • Better Integration • Reduced Cost • Speed of Development • Impoved Customer Satisfaction

  12. CUSTOMER SUCCESS COMPLETE, INTEGRATED STACK STRONG STRATEGIC ROADMAP What Partners Want from OracleThree Key Characteristics Will Affect Your Success • Installed Base • Customer Experience • Success Across Industries • Applications • Middleware • Database and Infrastructure • Acquisitions • Innovation • Delivering Results

  13. Oracle Drives Growth in Partners’ Business • Leading-edge industry standard technology stack for partners to build solutions and services • Less time integrating, more time building differentiators • Same standard product set Oracle uses to build our applications • New revenue opportunities • Tech and Applications business • License and Support • Upsell, cross-sell • Large install base • 275,000 customers • Opportunity for add-on services and complementary solutions • Partner ecosystem that facilitates Oracle-to-partner and partner-to-partner collaboration

  14. Extensive Ecosystem • Access to Oracle’s Ecosystem – Partners, Customers and Solution Catalog INCREASE REVENUES ACCESS ORACLE’S ECOSYSTEM

  15. Comprehensive Tech Stack • Proven, scalable, secure, available technology that performs from the desktop to the highest enterprise standards • Oracle’s market-leading Information Architecture DECREASE COSTS COMPREHENSIVE TECH STACK PROVEN, SCALABLE, SECURE & AVAILABLE ACCESS ORACLE’S ECOSYSTEM

  16. Brand Recognition • Leverage Oracle’s technical, marketing and sales efforts to strengthen your brand BRAND RECOGNITION COMPREHENSIVE TECH STACK PROVEN, SCALABLE, SECURE & AVAILABLE INCREASE REVENUES ACCESS ORACLE’S ECOSYSTEM

  17. R&D and Tech Support • Oracle provides the easiest to integrate technology now, and in the future R&D AND TECH SUPPORT DECREASE COSTS BRAND RECOGNITION COMPREHENSIVE TECH STACK PROVEN, SCALABLE, SECURE & AVAILABLE ACCESS ORACLE’S ECOSYSTEM

  18. We’re the Market Leader • #1 database and application company in the world MARKET LEADER R&D AND TECH SUPPORT BRAND RECOGNITION COMPREHENSIVE TECH STACK PROVEN, SCALABLE, SECURE & AVAILABLE INCREASE REVENUES ACCESS ORACLE’S ECOSYSTEM

  19. <Insert Picture Here> How We Can Work Together

  20. Partnership Options That Fit Your Business • Join OPN--receive $300K worth of benefits with a $1,995 investment. $1995 300K Oracle annual sales— highest level of partnership competency & commitment $1995 100k Oracle annual sales $1995 No sales commitment

  21. Partner Sales Scenarios ISV and Oracle Price their own products Partner E-Business Discount Schedule, based on volume Starts at 30% Discount CoSell ISV and Oracle each sell directly to end-user Full Use Resell 60% Discount to partners Unaltered, unrestricted programs with all functions intact that a partner resells to the end-user Application Specific ASFU See Discount Matrix Restricted license type sold by an ISV in conjunction with its Application Package. Embedded ESL Restricted license type sold by an ISV embedded in its Application Package.

  22. Examples of North America ISVs by Region North East Pacific NW So Cal Central East NOR Cal South Central South East Strategic Central Strategic West Strategic East

  23. Examples of North America ISVs by Industry Communications Healthcare Retail Higher Education Financial Services State and Local

  24. Next Steps • Add Your Contact Information • More Resources: • http://partner.oracle.com for Oracle PartnerNetwork • http://oracle.com for the Oracle website • http://otn.oracle.com for Oracle Technology Network • 1.800.323.SELL (7355) for the Oracle Partner Network Interaction Center

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