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Stein SurlienSVP EMEA Alliances and Channels

Specialization with Oracle: Evolution and Opportunity

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“Partnership for Growth”

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Oracle Acquisitions

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InnovationInnovation MatterMatter

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Exadata / Exalogic

66

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High Impact

Dedicated by Solution and aligned with regions/

communities

Volume &Coverage

Selfsufficient VADs and VAR’s leveraging

Hardware & Software

Oracle DirectTelesales for accelerating partner sales

Partner Business

Development

Integrated development approach

Engagement, Enablement, Solutions, Demand

Generation

Specializedpartners

Partner Revenue readiness

Extend the reach by deligation

Strategy

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Specialization Pays Off• Close alignment with product and solution portfolio• Strong commitment to specialized partners• Seamless integration with direct sales at Oracle

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60 + Specializations

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PartnerEngagement

Engaging the prefered partners

• OPN Days Program

• C-level exsite events

• Executive Comms

• Targeted Comms

• Partner Specialization marketing

PartnerDem. Gen.

PartnerSolutions

PartnerEnablement

Marketing Programs “through” and “with” partners to end customers

Partner Training Programs

Driving partner Specialization communities

• Go-to-market initiatives for the roll-out of Global programs

• EMEA regional specific programs

• Support of key partner activities

• Field Mktg. and OD leverage

• ROI Tracking

• Sales Trainings

• Presales Trainings

• Implementation Bootcamps

• VAD TTT PIBs

• ISV Validation Bootcamps

• EMEA Community events

• Drive EMEA Communities

EMEA Partner Business Development Model

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Oracle EMEA Partner TrainingExecution Model

Sales

Specialization Day

Sales Boot Camps

Sales Campaign Training

GB Sales University

GB Partner Induction Bootcamp / VAD TTT

Presales

Specialization Day

Presales Boot Camp

Community Briefings

Hand On Trainings

GB Web Seminars

Implementation

Delivery Partner Boot Camps

Oracle University Bootcamps

Live Virtual Class

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Spain Best Practices for EMEA – ImplementationCampaign

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Spain Best Practices for EMEA – On Line Campaign

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Oracle & Partner Demand Generation

Oracle Partner

Oracle-ledActivities

Oracle runs activity

Partner supports:- Keynotes- Booths- Sponsorships…

Joint Activities

Jointly run activity

Oracle:- Mktg. Expertise- Content- Shared budget…

Partner:- Solution expertise- Customer Base- Shared budget…

Partner-ledActivities

Partner runs activity

Oracle supports:- OMS4P Marketing

Kits- Agency support- Partner Event

Publisher- Co-financing…

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• Focused on Exadata

• Specialization delivering clear education, marketing and sales benefits

• 21 certified consultants

Partners Succeeding With SpecializationAbast Group and Nucli, Spain

• Focused on Tech, Apps and HW

• More than 7 Specializations running

• 34 Certified Consultants

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CALL TO ACTIONCALL TO ACTION

Recognize the Opportunity in Our Portfolio

Get Specialized

Engage

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Profitable Revenue

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