extending your markets: opportunities in emea (europe, middle east and africa) bertram mandel senior...
TRANSCRIPT
Extending Your Markets: Opportunities in EMEA
(Europe, Middle East and Africa) Bertram Mandel
Senior Director
Alliances & Channel, EMEA
Agenda
Oracle in EMEA– Organization– GoToMarket Model– Role of ISVs and other Partners
Business Opportunities for ISVs– How to engage
Call to Action
Oracle in EMEASome Facts
3.7 $B turnover 70,000+ Database Customers (>1/3) 8,000+ Application Server Customers (>1/3)
Oracle in EMEA Organization
Regions:– UK/Ireland/South Africa– Nordics & Germany– France/Benelux/MEA– EasternEurop/CIS– South Europe– International Accounts
Industry Alliances & Channel Oracle Direct Oracle Consulting Technology Applications
Oracle in EMEAFY05 Key Business Programs
Grid Selling to the MidMarket (eSpace) Independent Software Vendors (ISVs) Content + Competency = Collaboration (C3) Wireless & Mobile Business Solutions Winning against Key Competitors (WAKC)
Oracle in EMEAFY05 Go-To-Market Initiatives
Business Intelligence & Warehousing C3 Unified Workplace Communication Industry Solutions Consulting Expert Services Corporate Governance & Compliance e-Government eBS Special Edition Healthcare Industry Solutions HRMS & Payroll
Oracle in EMEAFY05 Go-To-Market Initiatives
Infrastructure Consolidation Integration Server Learning Management System On Demand R11i Upsell Supply Chain for Lean Enterprises Technology in the E space Technology Upsell (A-B-D Customer)
Oracle in EMEAPartners have been & will be KEY !
8000+ Partners in EMEA 46% EMEA license revenue generated by
Partners (sell thru !! excluding Influenced revenue !!)
70% of Oracle's FY04 E-Business application business is influenced by Partners
51% of Oracle’s E-Business applications implemented by Partners
More than 1/3 of Oracle's E-Business Suite outsourcing done by Partners
Oracle in EMEAOpen Market Model
Resell, Referral, Influencer
More than 2,100 registrations received from more 370 partners in 46 countries
More than 45% registrations representing new business were accepted
Oracle in EMEAWhy ISVs are important
ISVs povide Horizontal Solutions ISVs provide Industry Specific Solutions ISVs provide Infrastructure Solutions ISVs bring out the best of our technology
– Visionary use– Test, improve and drive development
ISVs build Eco-Systems– Direct & Indirect Sales Channels– Influencers and Implementation Partners
Oracle in EMEAISV
3920+ ISVs are registered in OPN in EMEA 460+ new ISV partnerships in last 12 month 550+ commercially available partner
applications on the Linux/Oracle platform 185+ migration projects in progress in FY04 520+ ISVs on Oracle Application Server (100+
% increase in 12 month) 100+ ISVs with RAC certification
Business Opportunities:
The ‘Oracle Market in EMEA’ is wide open for ISVs
Business Opportunities
Technology &Technology &Products LeadershipProducts Leadership Strong Brand
GTM: Sales,GTM: Sales,Marketing, Marketing,
A&CA&C
Enterprise & Enterprise & MidMarketMidMarketStrengthStrength
ISVISV
Business OpportunitiesThe preferred choice
#1 RDBMS on all leading modern platforms (Unix, Windows, Linux) - 43%.
Growth on Linux is 361%, double that of the Linux RDBMS market (158%).
69.1% market share on Linux!
SME Research Study
Prepared for:Oracle EMEAOctober 2003
0% 20% 40% 60% 80%
Oracle
Microsoft SQL Server
IBM DB2
IBM AS/400 & OS/400
SAP
Progress
Informix
Microsoft Access
Other
29%
23%
14%
9%
3%
3%
3%
3%
15%
Business Opportunities
SME - Standardised DB Platform?
Percentage of Respondents*
Overall Sample: 278Overall Sample: 278
0% 20% 40% 60% 80%
Oracle Database
Microsoft SQL Server
IBM DB2
IBM AS/400 or OS/400
Other
Don't know
33%
25%
12%
6%
19%
10%
Business Opportunities
SME - Preference for purchase?
Percentage of Respondents*Overall Sample: 442Overall Sample: 442
Business OpportunitiesSME - Key Findings
Oracle in EMEA is market leader among SMEs that have standardised on a single database platform
If all database products were equally priced, SME organisations would want to buy Oracle technology because it is perceived as being:
– Robust– Scalable– Rich in functionality– An “Enterprise quality product”
Bussiness OpportunitiesEMEA ISV Strategy - Overview
Address the core business needs of ISVs– Professional Software Development– Effective Sales & Marketing of SW Solutions– Support and Maintainance
ISV Solution Mapping by Industry by Product by Geo Boost success via international ISV relationships Broker relationships for ISVs with other Oracle
partners (HW, SI, ...) Deliver competitive benefits Dedicated, experienced and committed ISV Team
Oracle ISV StrategyNew Business Opportunities ISVs are integrated in ALL Dimensions of Oracle
FY05 Demand Generation Programs (GTMi‘s)– Industry: Solution Maps; Solution Catalogue– Product: EAP; New Product Launches– Geography: Direct Marketing & Lead Gen Events
ISVs have access to MDF (Market Development Funds) to drive own Demand Generation and leverage Oracle‘s Demand Generation Infrastructure
Business OpportunitiesMidMarket (the ‚E space‘)
Partner centric Oracle Technology focus (DB, AS) Supported by OracleDirect
Major Marketing Campaign
Key Alliances: (see Dell and FSC)
Business OpportunitiesHow to engage - ScoreCard
Your value prop Your competitive positioning Your GTM strategy
– country priority
Your specific value prop to Oracle– Uniqueness– Oracle Tech adoption (DB, AS, CS, eBS)– Complement Oracle GTMi
Business OpportunitiesHow to engage
OpenWorlds– London, United Kingdom : 6-8 September – Amsterdam, The Netherlands : 22-24 September – Milan, Italy : 26-28 September – Munich, Germany : 5-7 October
ISV Forum– London, United Kingdom : 7 September
Oracle ISV Application Server Roadshow OPN Days
– Starting in Q1 CY05
Business OpportunitiesHow to engage
At Oracle OpenWorld, London, September 7th, 2004
Call to action
Keep your ISV profile up-to-date on OPN Ensure your solutions are listed in the Partner
Solution Catalogue (Oracle.com) Focus on Oracle Middleware Adoption Understand Oracle GTM initiatives in EMEA Help us understand the specific value YOUR
solution adds to our GTM initiatives Engage & partner with us for growth Stay tuned: EMEA ISV Newsletter
