Download - OPN Specialized Kimberly Lasseter, Global OPN Programs Worldwide Alliances & Channels January, 2011
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OPN Specialized
Kimberly Lasseter, Global OPN ProgramsWorldwide Alliances & ChannelsJanuary, 2011
Partners are Critical to Oracle’s Success
More than 40% of
Oracle Revenue Worldwide
is through partners
More than 80% of
Oracle Transactions Worldwide
are through partners
Oracle + SunComplete, Open, Integrated Systems
Customer Benefits:• Open and standards-based• Innovation delivered faster• Better performance, reliability, security• Shorter deployment times• Easier to manage and upgrade• Lower cost of ownership• Reduced change management risk• One-stop support• Reduced down time
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Membership Level and Framework
OPN Specialized
© 2010 Oracle Corporation – Proprietary and Confidential
• Resell Oracle’s 1-Click products• Business support from VAD• No contract or fees
Partners support mid-size customers with zero barriers to entry
“In the past, only larger, enterprise resellers were able to invest in building an Oracle practice. Now, with the Remarketer Program, the start up costs with Oracle have been eliminated, so all of my resellers are able to participate in growing a profitable Oracle business”.
Jodi Honore, Vice President, Ingram Micro Oracle Remarketer Authorized VAD, USA Egypt
• Resell Oracle’s 1-Click products• Technical support, demonstration licenses and educational
discounts• Support from Oracle Partner Business Center
Partners with a desire to invest and grow with Oracle
“The Oracle Partner program provides partners with sales, marketing an training support that is unparalleled in the industry. Oracle's Partner Program supports partners to become specialists in Oracle products and partner services.”
Frank J. Vukmanic, Senior Vice President & General Manager, V-Soft
• Resell all Oracle technology & hardware products• Eligible to resell Oracle Applications• Eligible for Specialization
Leveraging Enablement 2.0 to become Specialized
“OPN Specialized addresses the current realities and needs of Oracle Partners and the market in which they operate. There are now clear paths to differentiation through specialization, and incentives to guide partners to take advantage of these. The new OPN is a good fit for Oracle’s ever-expanding offering.”
Aydin Ersoz, Co-CEO, iNNOVA Bilisim Cozumleri A.S.
• Elite level for Specialized Partners• Expertise in multiple Oracle Solutions• Dedicated support from the Oracle Partner Business Center
Premium Level Program representing depth of skill and breadth of portfolio
“The focus Oracle PartnerNetwork has placed on Specialization provides us with the ability to select qualified partners who have demonstrated expertise in a specific product or solution; this program eliminates the guesswork and helps ensure we find the right partner to fit our needs.”
Dave Lyons, Director, Information Technology,Baptist General Convention of Texas
• Elite level for Specialized Partners• Expertise in multiple Oracle Solutions• Highest level of support and investment from Oracle
Prestigious Level Program representing depth of skill, breadth of portfolio and global capacity
“With the addition of the new Diamond level program and Advanced Specializations, we are able to recognize those partners that have invested and excelled across the Oracle solution stack and are delivering significant value to our joint customers around the globe.”
Judson Althoff, Oracle, Senior Vice President of Worldwide Alliances & Channels and Embedded Sales
Level Criteria & Fees
Requirements Silver Gold Platinum Diamond
OPN Enrollment & Agreement
Specializations Optional (Max 4) 5+ 20
Advanced Specializations
Optional Optional 5
Annual Membership Fee
$5001 $2,5001 $9,9951 $9,9951
1Plus applicable taxes.
Oracle Partner Business Center
Oracle.com/partnersEmail, phone,
twitter.com/ORCLPartnerBiz
oGlobal Network of 150 ConsultantsoHelp partner uptake Sun productsoSupport Sun Partner Migration to OPNoRound the clock availabilityo24 Native languagesoTiered support based on levels
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OPN SpecializedHow to become resell authorized
Steps to Become Resell AuthorizedKnowledge Zone Specific
* NOTE - Criteria may vary across products
Prerequisite for Server and Storage Systems
Need to be Gold, Platinum & Diamond Level
Example: Flash Storage Knowledge Zone > Join
Example: Flash Storage Knowledge Zone > Sell Tab
Example: Flash Storage Knowledge Zone Resell Criteria
OPN SpecializedWhy and How to Become Specialized
Specializations Align with Oracle Product & Industry Focus
Oracle Knowledge ZonesDirect access to partner specific resources
How to Become Specialized
Business Criteria
• Customer Validation References
• Transactions• Resell, Non-Commission
Co-sell, Referral
Competency Criteria
• Sales Specialists• Pre-sales Specialists• Certified Implementation
Specialists• Support Specialists
Meet Criteria& Apply
Specialize Tab & Review Criteria
Specialization Delivers Extensive Partner Benefits
More Benefits*
• OPN Specialized Logo• 50 Free Support service requests • Demo solutions services• Logos and PR• Priority Placement Solutions
Catalog• Exclusive events and
communication• Free support requests for
Enterprise Linux Basic & Oracle VM• 2 Additional exam vouchers• Implementation methodologies• Release control documentation
* For a complete list of benefits check partner.oracle.com
Find the Specialization Guide
Specialization GuideQuick reference to Specializations
Three-Tier Strategy To Enable Partners
Competency Center: Develop your Skills
More Resources and Informationoracle.com/partners
• Join OPN Specialized• Leverage Enablement• Get Specialized• Deliver better solutions to customers
• Oracle.com/partners• Contact Oracle Partner Business Center• Follow us on Social Media
Call To ActionCall To Action
Questions?Questions?
blogs.oracle.com/judsonalthoff
twitter.com/oraclepartners
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OPN Specialized - UpdateDiamond Level
Diamond Level LaunchExecutive Summary
OPN Specialized Diamond Level
© 2010 Oracle Corporation – Proprietary and Confidential
•New high-value global alliances program
• Differentiate global partners with deep expertise
• Officially recognize investments
• Incent emerging partners
•Builds on existing OPN Specialized Program
• Program Architecture
• Global membership contracts
• Specialization Criteria
•Benefit to Oracle, Customers and Partners
• Extend market reach
• Enhance Customer experience
• Recognize Partners for deep expertise
Diamond Level Criteria
© 2010 Oracle Corporation – Proprietary and Confidential
Advanced SpecializationsNew Program Element
• Provides additional differentiation for Specialized partners
• Extends capacity of skilled implementation resources on Oracle’s products and technology.
• Must meet all Specialization requirements
• Plus must have 50 or more Certified Implementation Specialists
• Includes standard Business & Competency Criteria
• Tracked through the Specialization Reporting tools
• Leverages process to “Apply” for Specialization
• Globally consistent-- available to all OPN Partners at the Gold, Platinum and Diamond levels.
© 2010 Oracle Corporation – Proprietary and Confidential
Diamond Level BenefitsAll Platinum Benefits, plus
• Assigned Oracle Global Alliance Manager
• Exceptional Sponsorship Opportunities
• Annual Global MDF Allocation
• Global Oracle Executive Sponsor
• Once Global member has met criteria, both Member and Associates will be Diamond Level.
• Exclusive use of ‘Diamond’ logo
• Annual membership fees are the same as Platinum.
• Follows the current membership fee structure for Platinum level members and their Associates.
Diamond Partner
Advanced SpecializationOracle Global Alliances
© 2010 Oracle Corporation – Proprietary and Confidential
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Resources
OPN Portal – Gateway to Business Growth
©2010 Oracle Corporation
Better serve your customer needs
Extend footprint in your accounts
Monetize Oracle acquisitions
Better serve your customer needs
Extend footprint in your accounts
Monetize Oracle acquisitions
Expand your Oracle portfolio
Drive new revenue streams
Compete more effectively
Expand your Oracle portfolio
Drive new revenue streams
Compete more effectively
Oracle.com/Partners > Sales Page
Q&A
© 2010 Oracle Corporation – Proprietary and Confidential