oracle database appliance - value proposition webcast

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Partner Webcast Jan 2012 for Oracle Database Appliance available at blogs.oracle.com/imc

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Page 1: Oracle Database appliance - Value proposition Webcast
Page 2: Oracle Database appliance - Value proposition Webcast

<Insert Picture Here> <Insert Picture Here> <Insert Picture Here>

Database Partner Activation Plan

Oracle Database Appliance Value Proposition

ECEMEA A&C Partner Business Development

Page 3: Oracle Database appliance - Value proposition Webcast

World’s Most Popular Database

• Database Share

• Database for Data Warehouses

• Database for Enterprise Applications

© 2011 Oracle Corporation

Page 4: Oracle Database appliance - Value proposition Webcast

Oracle Database 11g R2

Eliminate downtime & unused redundancy

Reduce storage costs by factor of 10x

Reduce server costs by factor of 5x

Reduce time & cost of application

Development & Deployment

Improved Security & Compliance

Improve performance by at least 10x

Simplified Database Management Raise DBA

productivity at least 2x

Key enabler for shared computing and/or SaaS delivery model

The Oracle Database 11g Value Proposition Improved levels of service and agility at lower cost

Reduced upgrade costs by a factor of 4x

Considerably simplify your software portfolio

Page 5: Oracle Database appliance - Value proposition Webcast

Lowering IT Costs

• by factor of 5x Reduce server costs

• by at least 10x Improve performance

• by factor of 10x Reduce storage costs

• Eliminate Downtime & unused redundancy

• Considerably Simplify your software portfolio

• by at least 2x Raise DBA productivity

• by a factor of 4x Reduce upgrade costs

The Oracle Database 11g Value Proposition Improved levels of service and agility at lower cost

Page 6: Oracle Database appliance - Value proposition Webcast

Database Options Value Proposition Improved levels of service and agility at lower cost

Security

Governance, Risk Management and

Compliance

Internal and External Threats

Performance & Availability

Consolidation

Data Warehousing

Extreme Performance

Maximum Availability

Storage Optimization

Manageability

Cloud Management

Lifecycle Management

Quality Management

Performance Management

Page 7: Oracle Database appliance - Value proposition Webcast

Oracle Stack

Page 8: Oracle Database appliance - Value proposition Webcast

Enterprise Stack

Page 9: Oracle Database appliance - Value proposition Webcast

Best for Data Warehousing

Best for Database Consolidation

Best for OLTP

Oracle Exadata Database Machine Oracle’s strategic database platform

Page 10: Oracle Database appliance - Value proposition Webcast

Oracle Exadata Database Machine Best Machine for …

“Oracle Exadata can return query results over 20 times faster, enabling better business decisions while simplifying

and reducing data warehousing costs by up to 70%.”

“Oracle Exadata delivers a 10x or greater storage performance improvement

while reducing the total lifecycle cost of managed storage by up to 90%”

Page 11: Oracle Database appliance - Value proposition Webcast

Do you have customers that

Page 12: Oracle Database appliance - Value proposition Webcast

Extreme Simplicity

Page 13: Oracle Database appliance - Value proposition Webcast

Enterprise Stack

Page 14: Oracle Database appliance - Value proposition Webcast

Oracle Database Appliance

Simple. Reliable. Affordable.

Available Now

© 2011 Oracle Corporation

Page 15: Oracle Database appliance - Value proposition Webcast

Oracle Exadata Database Machine

Oracle Database Appliance

Quarter Rack

Half Rack

Full Rack

Engineered Systems for Oracle Database

© 2011 Oracle Corporation

Page 16: Oracle Database appliance - Value proposition Webcast

Agenda

- What is the Oracle Database Appliance ?

- What is it’s importance in Oracle Strategy

- What business problem it addresses (Value Drivers)

- The Oracle Database Appliance Value Proposition

- Where, When and How to Position

- What kind of business partners can build around it

- What competitive advantage partners get from it

- Partner Support and Resources

Page 17: Oracle Database appliance - Value proposition Webcast

Power of Oracle engineered for Extreme Simplicity Power of Oracle engineered for Extreme Simplicity

SimpleSimple Quick Complete Affordable

HA Cluster Database

System in a single box

Customer’s challenges in highly availability

platform?

Plug-n-Go

Plug the power & network

One Button Install

Sub-capacity Pricing

Start low…

Pay as you grow

Oracle engineered HA platform

Critical systems availability & Business success

Complexity Multiple components to integrate

High bar for CAPEX and OPEX

High risk building

Page 18: Oracle Database appliance - Value proposition Webcast

Reducing Complexity

Reducing Cost

Reducing Risk

Oracle Database Appliance

Best System for …

The Power of Oracle’s Highly Available Database engineered for The Power of Oracle’s Highly Available Database engineered for

Page 19: Oracle Database appliance - Value proposition Webcast

4-Rack Unit Chassis

Shared Disk – 20 x 600GB: 12TB RAW, 4 TB usable – 4 x 73GB: 292 GB Solid State Storage

(Flash Disks) for redo logs

2 x dual-socket Server Nodes – X86 Intel Xeon processor (X5675) – 2x 12: 24 cores - enabled on demand – 2 x 96:192 GB main memory

Networking – Redundant 1Gb internal private network – Supports 1Gb and 10Gb public networks

RAS features – Redundant power and cooling – Hot-serviceable components – Triple-mirrored storage

FRONT VIEW

REAR VIEW

Oracle Database Appliance

Solution – Hardware: Cluster in a Box

Page 20: Oracle Database appliance - Value proposition Webcast

Oracle Database Appliance

Solution – Software: Full Oracle Stack

• Oracle Linux

• Oracle 11gR2 Database EE

– RAC or RAC One Node

– DB EE Option up-sell

• Oracle Grid Infrastructure 11g Release 2

– Oracle Clusterware

– Oracle Automatic Storage Management (ASM)

• Oracle Enterprise Manager Database Control

• Oracle Appliance Manager software

– Oracle Automatic Service Requests (Phone home)

– One Button Automation for Provisioning, Patching, Diagnostics,

and Storage Management

Page 21: Oracle Database appliance - Value proposition Webcast

Oracle Database Appliance

Rapidly Deploy a Database Cluster

Appliance Manager Software

– Plug in the power

– Plug in the network

– Wizard-driven install

Single Instance (Oracle Database Enterprise Edition)

• Runs on one node

• Automatic restart

Active – Passive (RAC One Node)

• Runs on one node

• Passive failover on failure

Active – Active Cluster database (RAC)

• Active failover on failure

• Load balancing

Page 22: Oracle Database appliance - Value proposition Webcast

Easy to Deploy, Manage, and Maintain Reduced Installation and Administration Effort

© 2011 Oracle Corporation

Oracle Database

Appliance

Build Your Own

Tim

e

Oracle Appliance Oracle Appliance ManagerManager

Installation Installation ExpertiseExpertise

Optimization Optimization ExpertiseExpertise

Network Network AdministrationAdministration

Storage Storage AdministrationAdministration

System System AdministrationAdministration

Database Database AdministrationAdministration

Savings

Co

st

Page 23: Oracle Database appliance - Value proposition Webcast

Oracle Database Appliance

Simplicity Equals Savings

Dell/HP Build Your Own

Labor Requirements

Database

Appliance

Labor Savings

(OPEX) Over 3

Years

Initial

Deployment

Sizing, ordering, researching

best practices, assembling,

installing, patching,

configuring, testing unique

configuration, resolving

issues

Order

Database

Appliance

and run one

command

$13,860

Maintenance Research patch

dependencies, locate

patches, test unique

configuration

Run one

Command

$41,160

Support Troubleshoot configuration

with support, locate log files,

file SR

Run one

Command

$12,600

~ 70K OPEX savings per system

Page 24: Oracle Database appliance - Value proposition Webcast

Oracle Database Appliance

System Pricing

• Hardware

$50,000 List

Discount category U - maximum 30% discount

• Software

Standard Database licensing applies

Sub-Capacity Licensing

Customers may choose to enable and license from a minimum of

4 Cores to a maximum of 24 Cores

Customers & Oracle can both audit how many cores the customer

is & has actually been using including high water-mark

Page 25: Oracle Database appliance - Value proposition Webcast

Oracle Database Appliance

‘Pay-as-you-Grow’ Database Licensing

• Purchase single hardware configuration

• Start with minimum of 2 processor core licenses

• Scale to maximum of 24 processor core licenses

• No hardware upgrades required

• License database software just for the cores you

enable

Oracle DB EE Standalone

Oracle High Availability

Page 26: Oracle Database appliance - Value proposition Webcast

Oracle Database Appliance

Low Entry Cost To High Availability

• 24 processor cores

• Manual configuration & installation

• Multiple-vendor support contracts

• Minimum 24 processor core licenses

HP Oracle Database Appliance

• 24 processor cores

• One-button configuration & installation

• Single-vendor support contract

• Minimum 2 processor core licenses

Page 27: Oracle Database appliance - Value proposition Webcast

HW CAPEX Savings

HP Dell Oracle

Database

Appliance

System

Configuration

2 x DL 380

G7 & P2000

storage array

2 x R710

MD 32000 &

MD 1200

storage array

Single SKU

List Price $ 52,026 $ 48,404 $ 50,000

Street Price $ 40,580 $ 39,691 $ 35K – 40K

hardware CAPEX is a wash

Page 28: Oracle Database appliance - Value proposition Webcast

Software CAPEX Savings

HP Dell Oracle

Database

Appliance

System

Configuration

2 x DL 380

G7 & P2000

storage array

2 x R710

MD 32000 &

MD 1200

storage array

Single SKU

List Price $ 896,000 $ 896,000 $ 191K – 896K

Street Price $ 543K* $ 543K* $ 119K* – 543K*

subcapacity pricing can result in significant software savings

* assume EE + RAC at 40% sw discount

Page 29: Oracle Database appliance - Value proposition Webcast

Perf

orm

an

ce

Capacity

HIG

HE

R

HIGHER

Oracle Database Appliance Pay As You Grow for Oracle DB EE

Small – 4 Cores

4 Cores Active

DB License $95K Hardware $50K

Medium – 8 Cores

ACTIVATE 4 Additional Cores

Total DB License $ 190K

No Additional Hardware or Services Required

High – 12 Cores

ACTIVATE 4 Additional Cores

Total DB License $285K

No Additional Hardware or Services Required

Installation & Setup

Automated License Expansion

Page 30: Oracle Database appliance - Value proposition Webcast

Perf

orm

an

ce

Capacity

HIG

HE

R

HIGHER

Oracle Database Appliance Pay As You Grow for High Availability

Small – 4 Cores

4 Cores Active

High Availability

DB + RAC License $141K

Hardware $50K

Medium – 16 Cores

ACTIVATE 12 Additional Cores

High Availability

Total DB + RAC License $ 564K

No Additional Hardware or Services Required

High – 24 Cores

ACTIVATE 12 Additional Cores

With High Availability

Total DB + RAC License $846K

No Additional Hardware or Services Required

Installation & Setup

Automated License Expansion

Page 31: Oracle Database appliance - Value proposition Webcast

Value Proposition

Simple High Availability Database

• Easy to Implement – One Box: server, storage, networking

– One Button Install of SW

• Easy to manage & maintain – One button patching

– Self-managing storage

– Auto-detects and auto-corrects

• Easy to diagnose and support – Automated Service Request filing (phone home)

– Relevant logs gathered and packaged for support

Page 32: Oracle Database appliance - Value proposition Webcast

Oracle DB Appliance

For Partners

Page 33: Oracle Database appliance - Value proposition Webcast

ODA

Key questions

Battle cards

Products mapping

Learning Path

References

Useful Resources

Oracle Database Appliance Value Proposition

Page 34: Oracle Database appliance - Value proposition Webcast

KEY BUSINESS REQUIREMENTS

Standardization in Order to Reduce Complexity

Consolidation and Rationalization

Hardware Refresh

Scale and Grow Without Impact

Cost of Monitoring, Maintaining, and Supporting the IT Infrastructure

Page 35: Oracle Database appliance - Value proposition Webcast

What challenges are you facing with your current Database systems? •Describe how you select, deploy, and support your database environments. How many

people/resources are required? •Describe any platform standardization efforts and why you consider these to be important. •Describe any near term hardware refresh plans. •Describe any difficulties dealing (implementation, management, support, etc…) with multi-vendor solutions. • What will be the impact to your business if the systems are down because of hardware failure?

• Are your Database systems aging? Do you have any plans to upgrade these environments? • In regards to your databases and related applications - describe the current service levels (formal or informal) set by the business. How often and why are they breeched? • Is it difficult to get approval for new budgets when you need to grow infrastructure? • Do you find that your administrators are stretched to cover knowledge domains they

weren’t trained in?

•Have you planned new projects such as DR or Data Warehouse environments but

haven’t had the time and resources to make it happen?

• Describe your perception of how timely IT is at delivering new business applications especially when a database is required. •Is platform standardization important in your organization? Describe why it is important. •How do IT upgrades and outages impact your business and applications? How often do outages occur? •How does the use of multiple platform vendors impact your business and applications? •Describe you perceptions of ITs ability to support your database/applications environment. Describe your perceptions of database skills that IT possesses. • What would be the impact to your company? Are you able to put a dollar cost on the impact of 1 hour’s downtime during core business hours.

Key Questions – Oracle Database Appliance

CxOs Business people

Architect

Head of DBAs and Development

Page 36: Oracle Database appliance - Value proposition Webcast

PAIN POINTS

• Inability to quickly gain access to new or upgrade existing business applications

and responding to changing business needs.

• Too many applications and systems that don’t function with each other, reducing agility

• IT is seen as a business inhibitor not as an asset

• Dealing with an IT culture that defends why they can’t do something instead of enabling the business

• Too much of the IT budget is spent maintaining the status quo and not innovating

CxO/LOB

• Difficulty finding skilled database experts

• Finger–pointing among server and software vendors

• Time and expense of custom configurations and integration as the business changes and grows

• Spends too much time maintaining current environment, need to know too much in order to maintain the IT environment properly

• Aging hardware that needs to be refreshed.

IT Director

Page 37: Oracle Database appliance - Value proposition Webcast

Primary Business Opportunities

•Lower the bar for required IT skills

•Lower the cost of running an HA system – CAPEX and OPEX

•Lower the risk associated with building/running HA databases

Sell Oracle DB Appliance as a simple, affordable, low risk high availability

database system

•Customers have a built-in growth capability from 2 to 24 cores

•Customers can pay (for software) only for the cores they need

Sell Oracle DB Appliance as a pay-as-you-grow

database system

•Minimize underutilized servers

•Better departmental consolidation than VMWare

Sell Oracle DB Appliance as a consolidation

platform for running many small databases

Page 38: Oracle Database appliance - Value proposition Webcast

Oracle Database Appliance Sales Play #1

Simple, Pay As You Grow Database System

• Target: Oracle Database installed base

• Use cases:

– HW refresh of competitive systems

• How to win:

– Sub-capacity licensing provides

lowest cost entry point for

Oracle Database, easy mapping to

budgets and budget cycles

– Opportunity for RAC/RAC One Node

upgrades

• Partner services:

– Upgrade, data migration, consolidation

Oracle 45%

IBM 21%

Microsoft 20%

Other 14%

IDC 2011

2010 Database Market Share

© 2011 Oracle Corporation – Proprietary and Confidential: Authorized Partners Only

Page 39: Oracle Database appliance - Value proposition Webcast

• Target: Oracle Database installed base

• Use cases:

– Databases that should be HA, but aren’t

– Databases with 3rd party cluster solutions

– Align with upgrade or HW refresh cycles

• How to win:

– Easy of deployment, maintenance, support

– Lowest cost entry-level HA Oracle Database

• Partner services:

– Architecture/blueprint/strategy, upgrades, migrations, HW

refresh/consolidation

© 2011 Oracle Corporation – Proprietary and Confidential: Authorized Partners Only

Oracle Database Appliance

Sales Play #2

Simple High Availability Database

Page 40: Oracle Database appliance - Value proposition Webcast

• Target:

– New mid-market accounts

– Oracle Database installed base

• Use cases:

– Mid-market or vertical focused apps

(with high cost of downtime)

– New deployments or refresh

• How to win:

– Ease of deployment, maintenance,

support

– Lowest initial acquisition cost

• Partner services:

– Architecture/blueprint/strategy

© 2011 Oracle Corporation – Proprietary and Confidential: Authorized Partners Only

Micros, AGFA (MPAX), INFOR, AMDOCS

(ChangingWorlds), SunGard Higher Ed (Banner),

Intergraph (GeoMedia), Alcatel-Lucent, Ericsson, Pyro

Networks Pvt. Ltd., Neusoft Corporation, Huawei

Technologies Co. Ltd, Eserv Global, GEMALTO, Smartsoft, Samsung SDS, ABB, Kingdee

Software(China), Cisco Systems, Accanto (Italy)

Oracle Unbreakable Database Appliance

Sales Play #3:

New Application Deployments

Page 41: Oracle Database appliance - Value proposition Webcast

• Target:

– Oracle Database installed base

• Use cases:

– Customers running many underutilized departmental databases

– Customers who are suffering from “VM sprawl”

– Consolidation of Tier 2 (and below) databases

• How to win:

– Ease of deployment, maintenance, support

– Lowest initial acquisition cost

• Partner services:

– Consolidation

© 2011 Oracle Corporation – Proprietary and Confidential: Authorized Partners Only

Oracle Unbreakable Database Appliance

Sales Play #4:

Database Consolidation

Page 42: Oracle Database appliance - Value proposition Webcast

Value to the Customer Value to the Customer

Simple Business Continuity Simple Business Continuity

Fast Deployment & Simple to Manage

Fast Deployment & Simple to Manage

Lower costs of High Availability Lower costs of High Availability

Increased Satisfaction Increased Satisfaction

Immediate ROI Immediate ROI

World’s #1 Database

Future-proof investment

World’s #1 Database

Future-proof investment

Value to the Partner Value to the Partner

Increase solution competitiveness Increase solution competitiveness

Easy to diagnose and support with Reduced Risk

Easy to diagnose and support with Reduced Risk

Improved Time-to-Benefit Improved Time-to-Benefit

Out of the box benefits & Simplified Support

Out of the box benefits & Simplified Support

Increased recurring revenues Increased recurring revenues

Oracle Database Appliance Value Proposition

Page 43: Oracle Database appliance - Value proposition Webcast

Oracle Database Appliance

Best System for …

• Reducing Complexity

• Reducing Cost

• Reducing Risk

The Power of Oracle’s Highly Available Database engineered for

Extreme Simplicity

The Power of Oracle’s Highly Available Database engineered for

Extreme Simplicity

Page 44: Oracle Database appliance - Value proposition Webcast

Oracle Database Appliance

• Simple

– Complete, plug-and-go hardware and software

– Easy to implement, manage and maintain

• Reliable

– Highly available database cluster configured in minutes

– Advanced management features and single vendor support

• Affordable

– Capacity on pay-as-you-grow basis

– Consolidation platform for small databases

Highly Available Database System in a Single Box

© 2011 Oracle Corporation

Page 45: Oracle Database appliance - Value proposition Webcast

Battle Card Oracle Database Appliance

Target Audience

• Oracle Database customers

looking to refresh hardware or

expand databases

Job Roles: IT director, DBA

• Customers using or planning to

implement Oracle applications and

needing a high-availability

database to underpin them

Job Roles: CIO

• Database consolidation

customer s with several small

Oracle and/or non-Oracle

databases

Job Roles: IT director

Size of Organizations:

Midsize, $100-500M annual revenue

and 300-1500 employees

Target Audience

CIOs and management in midsize

organizations

Client needs

1. Best-of-breed high-availability

solutions

2. Speed to Market for new services

3. Application performance and quality of

service.

4. Efficient use of computing resources

5. Business continuity

6. Faster time to ROI when business

changes and IT must deliver new

solutions

Value Proposition / Key messages

Simple, reliable and affordable high availability database

- all in a single box

• No single points of failure

• DB failover

• Three copies of data

Easy to Implement

• One Box: server, storage, networking

• One Button Install of SW

Easy to manage & maintain

• One button patching

• Self-managing storage

• Auto-detects and auto-corrects

Easy to diagnose and support

• Automated Service Request filing (phone home)

• Relevant logs gathered and packaged for support

The Oracle Database Appliance delivers high availability

database services for a wide range of applications. It offers

customers unique pay-as-you-grow software licensing to

seamlessly scale from 2 to 24 processor cores, without the

cost and downtime usually associated with hardware

upgrades. This lets customers save from $10K to $60K

compared to competitors’ solutions. And, all hardware and

software components are supported by a single vendor –

Oracle.

Business problems

1. Low business satisfaction for

price/performance of the IT department

• Poor database performance

• Inability to scale on demand

• Inefficient systems

• Very high hardware costs and under-

utilization of hardware

2. Long deployment time of IT solutions -

Complexity of building own HA

solutions

3. High costs of administrating IT

systems

4. Cost of downtime & Need to protect

data

Page 46: Oracle Database appliance - Value proposition Webcast

Key Questions – Exadata Database Machine

• What is the impact of downtime for your key business critical applications?

What You Really Want to Know: What are these key new and existing apps? What are their

HA requirements? Which DB version do they use on what OS/HW platform? Do they have a

ULA in place? Who are key business owners of those apps?

• What issues do you have in architecting, deploying and managing HA databases?

What You Really Want to Know: How complicated and costly is it to manage their HA DB

systems? Do they have the expertise and in-house skills to setup and manage HA DB? What

impact does a heterogeneous stack have on their operation and support?

• Are you currently experiencing challenges in meeting SLAs due to quality of service

issues on your DB servers?

What You Really Want to Know: Are they running business critical DBs on systems that are

3+ years old? Are there performance issues that might be solved by reduced downtime or

greater capacity and more powerful systems? Are they putting off upgrades because replacing

HA data services is complicated and/or risky? How do they measure cost of planned and

unplanned downtime?

• Can you expand Oracle Database services quickly enough to meet the business

requirements?

What You Really Want to Know: Have they missed deadlines to deliver new application

services due to hardware upgrade or support issues? How long does this typically take? How

many people/resources are required? Are IT budget constraints limiting ability to deliver on

business needs?

Products

Oracle Database Appliance a complete

package of software, server, storage, and

network that's engineered for simplicity;

saving time and money by simplifying

deployment, maintenance, and support of

database workloads. Including

•Oracle Enterprise Linux

•Oracle 11gR2 Database EE

•RAC or RAC One Node

•Oracle Enterprise Manager

•Oracle Automatic Service Requests

DB EE Option up-sell

Oracle Differentiators

1.Oracle is the only company to provide a complete HA solution on the market in a single platform

2.Complete, integrated software stack of storage, servers, OS and database software 3.Oracle on Oracle reduces TCO through quick deployment, certified configurations, sizing

guides, energy and space efficient technology, simplified administration and support 4.Lower risk: proven solutions offer higher security, greater availability and more predictable

performance and scaling. 5.Oracle’s unique “pay as you grow” strategy allows you to delay up to $705K in licensing costs

of comparable server until you actually need the capacity.

Battle Card Oracle Database Appliance

Page 47: Oracle Database appliance - Value proposition Webcast

PE

RF

OR

MA

NC

E

CAPACITY

HIG

HE

R

HIGHER

Exadata Quarter Rack

24 Database Cores

3 Exadata Storage Servers

72 TB Storage

1.1 TB Smart Flash Cache

Smart Scan

Hybrid Columnar Compression

Fully Expandable

DB Appliance 4 core

DB Appliance 24 core

Engineered for Performance

Engineered for Simplicity

DB Appliance

4 to 24 Cores

Cores can be disabled

12 TB Storage

292 GB Flash for Redo Logs

One Command Deployment, Patching, and Support

Oracle Database Systems Family

Page 48: Oracle Database appliance - Value proposition Webcast

Oracle Database Appliance

Looking for Opportunities…

Opportunity Look for…

Simple HA database Customers running critical single instance databases

who are afraid of HA

Customers running 3rd-party failover in need of HW

refresh

Customers deploying critical databases to remote

locations with limited expertise (i.e., retail locations)

Pay as you Grow Database Customers deploying a new application that will grow

over time

Customers deploying a new application who have no

capacity projections

Departmental Consolidation Customers running many underutilized departmental

databases

Departments in enterprises looking for a quick to deploy

solution w/o involvement from Corporate IT

Page 49: Oracle Database appliance - Value proposition Webcast

Oracle Database Appliance

Objection Handling • “I use Enterprise Edition, but I don’t need to upgrade to RAC.”

In an increasingly networked and mobile world, virtually all data is becoming critical to daily business

operations. When your database is down, you face lost productivity, lost revenue and loss of customer

confidence. The Oracle Database Appliance delivers the entire value set of Oracle Enterprise Edition

while providing appliance-like ease of deployment, patching, diagnostics, support, and storage

management - eliminating the time, risk and costs normally associated with building a high-availability

solution.

• “I don’t like to buy “bundles”…I want to buy the best components necessary.”

The Oracle Database Appliance is an engineered solution, using the very best of breed of products, AND

it comes fully integrated so you don’t need to spend the time and money on alternative approaches, or

assume the risk of not designing it correctly. The exclusive Oracle Appliance Manager software provides

unprecedented ease of implementation and management for the Oracle Database Appliance.

• “We’re already invested in HP/Dell servers and can’t afford to migrate to Oracle x86.”

Total cost of ownership is always a key consideration for any solution. That’s why the Oracle Database

Appliance is such a great solution for you. You can reduce your annual OpEx by as much as $70K a year

over similar solutions from HP and Dell, while benefitting from superior ease of management and single-

vendor support.

• “ I currently use Oracle Database Standard Edition, so why do I need ODA?”

Downtime for virtually any application results in lost productivity for high value corporate resources. ODA

includes one-button install and stack management so it is easy to use with only basic skill sets. It also

features self-managing storage, automatic alerts on performance and availability events with auto-correct

failures and automated service request ticketing which provides significant added value for a relatively

small incremental investment.

Page 50: Oracle Database appliance - Value proposition Webcast

Oracle Database Appliance

Objection Handling • We deploy databases on cheap commodity based hardware:

The purchase price of hardware is only a small part of the overall TCO of a Database solution. Oracle’s

Database Appliance is a hardware and software complete, Oracle Engineered System that offers rapid

deployment, simplified management, monitoring, and support from a single vendor reducing overall TCO.

• We have concerns that we’ll outgrow the Oracle Database Appliance:

•The Oracle Database Appliance is ideal for SMBs and as a departmental database solution. The Database

Appliance can leverage the Oracle Database Advanced Compression shrinking the size of database while

increasing performance. In addition Oracle offers other Engineered Systems (Exadata and SuperCluster) in

order to accommodate larger environments.

• We have concerns that performance will diminish over time:

•Unlike commodity servers that require an outage to upgrade processors, or must be purchased with more

head-room then initially required, the Oracle Database Appliance provides a unique pay-as-you-grow

software licensing model to quickly scale from 2 to 24 processor cores without any hardware upgrades or

outages.

• We have concerns about the product roadmap.

•The Oracle Database Appliance is sold as standalone highly available database solution. The servers

utilized for the Database Appliance will continue to evolve and follow the Sun product roadmap.

• We don’t have Oracle databases.

• Every business has database requirements. The Oracle Database Appliance offers customers the World

number one database on an Oracle Engineered System the is simple to deploy, simple to manage, and

simple to support. The Database Appliance offers the ideal platform to take advantage of the Oracle

Database while lowering your overall cost of ownership.

Page 51: Oracle Database appliance - Value proposition Webcast

Useful Material & Resources

• Oracle Database Appliance Announcement Webcast

• PartnerCast: Oracle Database Appliance Product Overview

• Overview of the Oracle Database Appliance - Bob Thome@OOW2011

• PartnerCast: Oracle Database Appliance Partner Value Prop

• PartnerCast: Althoff Highlights Oracle Database Appliance

• Oracle Database Appliance (YouTube)

– YouTube: Introduction to the Oracle Database Appliance

– YouTube :Overview of Oracle Database Appliance by DerelCaro

– By Partner Enkitec

• ODA Comparison to a Traditional Database System

• Don't Leave Your ODA Naked

– By Partner BIAS (PartnerCast: BIAS Speaks to Oracle Database Appliance )

• YouTube: Oracle Database Appliance: Part I Overview

• YouTube: Oracle Database Appliance: Part II Installation

Page 53: Oracle Database appliance - Value proposition Webcast

Oracle Database Appliance

Partner Resell Requirements

• OPN member at Gold+ in good standing

• Acceptance into Oracle Database Appliance Knowledge Zone

• Valid FUDA

– Current FUDA (includes Hardware terms)

– Early FUDA + Hardware Addendum

• NO competency or specialization requirements

© 2011 Oracle Corporation

Page 54: Oracle Database appliance - Value proposition Webcast

PE

RF

OR

MA

NC

E

CAPACITY

HIG

HE

R

HIGHER

Exadata Quarter Rack

24 Database Cores

3 Exadata Storage Servers

72 TB Storage

1.1 TB Smart Flash Cache

Smart Scan

Hybrid Columnar Compression

Fully Expandable

DB Appliance 4 core

DB Appliance 24 core

Engineered for Performance

Engineered for Simplicity

DB Appliance

4 to 24 Cores

Cores can be disabled

12 TB Storage

292 GB Flash for Redo Logs

One Command Deployment, Patching, and Support

Oracle Database Systems Family

Page 55: Oracle Database appliance - Value proposition Webcast

For More Information

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oracle.com/partners/goto/databaseappliance

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