how to use the powerpoint template · 2019-06-20 · b/ cisco/netapp c/ hp d/ others confidential...

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318/06/2019 Confidential – Oracle Internal/Restricted/Highly RestrictedCopyright © 2019, Oracle and/or its affiliates. All rights reserved. |

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The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, timing, and pricing of any features or functionality described for Oracle’s products may change and remains at the sole discretion of Oracle Corporation.

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The importance of Oracle’s channel partners in the FY20 ODP systems strategy

Henny van GalenGlobal Oracle Digital VP of SystemsCloud Business Group

RIXOSLIBERTAS – No pswdConfidential – Oracle Internal & VAD Only




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Confidential – Oracle Internal & VAD Only

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Agenda

Hyper/Converged market

Coverage model

Our joint opportunities

Call to Actions



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Hyper/Converged Market



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Evolving Coverage Model for ODP

✓ Growing market space ODP, revenue bar up ✓ Focus on key markets, products✓ Productivity gain✓ Indirect model, need partners



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Our joint opportunities

• HW refresh and trade in programs

• Expand the base with backup and/or DR solutions

• Sell other HW into existing accounts. Up and cross sell

• Where are the SE and EE customer and how do their profile look.

• Sell HW into SW accounts

• Sell journey into the cloud with HW as driver. Clean the house, move the inventory

• ISV market is almost untapped

• Especially ODA is application driven sale

• Most ISV focus on application not on HW and Systems integration

Installed HW base Oracle DB customers ISV’s

➢ 100% Installed Database customers➢ 5.4% ODA installed➢ Over 1500 Systems are older than 3 years➢ 5.1% Exadata installed➢ 89.5% No EXA/ODA installed within DB customer base➢ 74% No Oracle HW installed at all➢ 3% ISV use Oracle HW➢ <90% ISV do not sell the HW and overall system integration



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ISV Recruitment

ISV Application Migration &

Testing

Agree & Sign

ISV Enablement

Demand Generation

Customer seminar

Industry event

Health-check

Webinar

Lunch & Learn

WebinarHands-on workshop

Contest & Quiz

Recruitment days (VAD-led)

Industry event participation

Targeting with VAD/SI/VAR

Migration units

Technical Support

Solution Center

Joint agreement document

• Partnership level• FTE• Marketing• Vertical approach• Enablement

ISV Success model implementation

VAR

VAD

VAD

Db installed base



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Call to action

✓Work with your regional ODP counterparts

✓ Look into upcoming trade in programs

✓Work on up/cross sell opportunities in existing installed HW

✓Analyze the Oracle installed DB base and plan sales campaigns

✓Work on ISV success model and be in the middle of it.

✓Use MDF



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Which of the following HW vendorsdo you see as Converged competitorsof Oracle

A/ Dell/EMC

B/ Cisco/NetApp

C/ HP

D/ Others





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Thank you

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how to use the powerpoint template · 2019-06-20 · b/ cisco/netapp c/ hp d/ others confidential...

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