FY16 Sales Plays: Oracle Cloud Platform Think …...Oracle Cloud Platform and New Services Launch Comprehensive Integrated Marketing Influence Marketing •Analyst Relations •Partner

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |

FY16 Sales Plays: Oracle Cloud Platform Think Differently to Succeed In FY16

Ed Zou, Vice President, Product Management Joel Borellis, Group Vice President, Partner Enablement Tara Palmieri, Sr. Manager, NAS Partner Programs Juergen Kress, Sr. Manager, EMEA Partner Programs June 2, 2015

Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |


Welcome to FY16! The Best Year for Middleware


Agenda

• Welcome to FY16 – Cloud Adoption Is on Fire!

• What’s New and Coming in FY16?

• How to Win with PaaS?

• What Are the Sales Plays for FY16?

• How Do I Beat the Competition?

• What Are Upcoming Partner Enablement Activities?

• What Are NAS Partner Program and Activities?

• What Are EMEA Partner Program and Activities?

• Q&A’s


Across the Globe, PaaS Adoption is on Fire!

*Source: Gartner “Survey Analysis: Geographic Differences Among Buyers – Cloud Services Planning, Adoption and Strategy, 2015,” Feb 27, 2015

2014 2018

$4.99B

$9.30B 17%

CAGR

NAS PaaS Market Size

2014 2018 2014 2018

$3.12B

$4.99B 17.2% CAGR

EMEA PaaS Market Size

2014 2018

$1.2B

$2B 17.9% CAGR

APAC PaaS Market Size

2014 2018

$329M

$723M 22%

CAGR

LAD PaaS Market Size


New Brand: Oracle Cloud Platform

5 Oracle Confidential – Internal/Restricted/Highly Restricted

Line of Business

BUSINESS ANALYTICS

CONTENT AND

COLLABORATION

Architects & IT Ops

ENTERPRISE MANAGEMENT

INTEGRATION

Developers & DevOps

MOBILE

APPLICATION DEVELOPMENT

DATA MANAGEMENT


• June 22nd Redwood Shores • Live In-Person event, webcast and on-demand • Regional promotion post event – standalone online activities, press • Promotion at OpenWorld LAD – June 23 - 25

Oracle Cloud Platform and New Services

Launch

Comprehensive Integrated Marketing

Influence Marketing

• Analyst Relations

• Partner marketing

• Developer program

Oracle Cloud Platform: Huge Marketing Air Cover Larry Ellison to Launch PaaS

Rich, Targeted Content

• Thought leadership

• Multiple buying stages

• Multiple new References

Classic Marketing

• Public Relations

• Advertising

• Search Engine

Multi-touch, Multi-Channel

• Worldwide event series

• Nurture campaigns

• Persona based

• Social media


What the Analysts Say

1 John Rymer, Forrester, in Cloud-based Java Development: Choosing the Right PaaS, developer.com, 2015 2 Platform as a Service: Empowering Digital Transformation, IDC, 2015 3 Tim Jennings, Ovum, “Fusion Middleware at the Heart of Oracle PaaS” 2014 4 James Governor, Principal Analyst, Redmonk., March 9, 2015, Twitter

Oracle uses the same standards, architecture, and

products in public and private clouds. This capability benefits customers looking for enhanced portability of workloads in a hybrid architecture.2

“

“

“ “

Oracle stands out from competitors in the ease with which administrators can automatically create Java EE (Enterprise Edition) servers, a key step in the application deployment process.1

Strong integration capabilities & ease of use will make this a popular choice for Oracle customers.3

“ “

ON PROVISIONING

ON PORTABILITY

ON DEVELOPMENT

ON INTEGRATION

Another Oracle briefing which left me impressed by the

company’s increased engineering commitment to the modern developer.

“ “

4


What’s New and Coming in FY16?

8

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | 9

Oracle Cloud Platform: Strategy

Data as a Service

Software as a Service

Platform as a Service

Infrastructure as a Service

Bring Oracle’s leading Database and Middleware Technology Software to customers and partners anywhere in the World through the Internet


Oracle’s Cloud Services: IaaS and PaaS with Choice of Deployment

Deployment Choice Public or Private

Cloud

High Performance, Scalable & Elastic Infrastructure (IaaS)

Compute, Storage & Network Services

One Platform (PaaS) for All On-premise, Cloud & Mobile Innovations

Automated Management

Development & Deployment Services Content, Analytics &

User Engagement Services

Integration Services

Security & Identity Services

Self Hosted/ Managed On Premise

(Private Cloud)

Provider Hosted/ Managed

(Public Cloud)

10


Broad, Deep & Integrated Portfolio of Cloud Platform Services

Documents Cloud

Process Cloud

Sites Cloud

Social Cloud

CONTENT AND COLLABORATION

Big Data Preparation

Cloud

Big Data Discovery

Cloud

Business Intelligence

Cloud

Internet of Things

Cloud

BUSINESS ANALYTICS

Mobile Cloud

MOBILE

NoSQL Database

Cloud

Big Data Preparation

Cloud

Database Backup Cloud

Database Cloud

Big Data Cloud

Exadata Cloud

Big Data SQL Cloud

DATA MANAGEMENT

Node Cloud

Developer Cloud

Mobile Cloud

Java Cloud

Application Builder Cloud

APPLICATION DEVELOPMENT

Integration Cloud

SOA Cloud

GoldenGate Cloud

Internet of Things

Cloud INTEGRATION

Application Performance Monitoring

Cloud

Log Analytics

Cloud

IT Analytics

Cloud

ENTERPRISE MANAGEMENT


FY16 FY15

H1 • Java SE Cloud

• SOA Cloud

• Internet of Things Cloud

• Application Builder Cloud

• Big Data Preparation Cloud

• Compute Cloud - Dedicated Compute

• Storage Cloud – Archive Storage

• Storage Cloud – Cloud Data Transfer

• Cloud Service for Node.JS

• Sites Cloud

• Cloud Services on Exalogic

H2 • IDM Cloud

• Golden Gate Cloud

• Coherence Cloud

• Many more…

With Many Differentiated Services Available Now, Many More Coming in FY16…

• Java Cloud

• Messaging Cloud

• Developer Cloud

• Documents Cloud

• Business Intelligence Cloud

• Integration Cloud

• Process Cloud

• Mobile Cloud

• MW Upper Stack Certification on JCS

• Storage Cloud – Object and Block Storage


What’s New and Upcoming in FY16: Oracle Cloud Platform for Application Development

^Dev CS = Developer Cloud Service

WLS, Coherence, RAC Integration, OTD

Lifecycle: Clone, DR, T2P, P2T

Integration: DevCS, APM, Log Analytics

Java Cloud Service Coherence Cloud Service

Caching and Datagrid for cloud apps

Lifecycle: Backup, Patch, Scale

Service, Data and Geo Fault Tolerance

Application Platform: Java SE, Node.JS,

Platform for native, lightweight apps

Lifecycle: Scale, Upgrade, Clone



Integration Cloud Service

SaaS and On-Premise Application Integration: Rich Connectivity

API Management – Discovery, Curation, Lifecycle Management

Events, Messaging, B2B, MFT – broad capabilities for any requirement

SOA Suite Cloud Service

Pre-built SaaS and PaaS Integration

Rich Adapters – run-ready integration from Oracle and partners

What’s New and Upcoming in FY16: Oracle Cloud Platform for Integration

Recommendations for faster and higher quality integrations

Developer Productivity – Wizard based designer, templates, mapper, Rid IDE tools

Ease of use: - Elevated Web-based user experience


Mobile Application Framework

Mobile Device Management

Integration with OAM Admin

Complete OMSS+MAF Int.

Mobile Security

Support for More Oracle Apps

Tight Integration with MCS

First Class JavaScript Dev Support

New Mobile Platform Support

Testing Automation

What’s New and Upcoming in FY16: Oracle Cloud Platform for Mobility

Mobile Cloud Service (New Product)

Cloud Mobile Backend Services

API First for Mobile

Mobile Analytics

Zero Coding on-line App Dev


Process Cloud Service

Embedded OSN / Collaboration

Access to multiple DOCS accounts

Documents Presenter Mobile App

Documents Cloud Service Sites Cloud Service

Cloud based web experience management for microsites

OMSS integration

Simplified Business Automation

Actionable Insight

Rapid Iteration

What’s New and Upcoming in FY16: Oracle Cloud Platform for Content and Collaboration


Infrastructure-as-a-Service

Common Storage Foundation

Compute Catalog Metering Quota

Management Tiered Memory &

IO Bandwidth Monitoring &

Administration 22

Integrated IaaS Compute Foundation

General Purpose Compute

High Performance Compute

Engineered Compute Dedicated Compute

What’s New and Upcoming in FY16: Oracle Cloud Platform for Compute



Common Storage Foundation

Storage Catalog & Namepsace

Non-Erasure Encoding

Mirroring & Redundancy

Encryption Monitoring & Administration

22

Integrated IaaS Storage Foundation

Object Storage Block

Storage

High Performance

Storage

Archive

Storage Cloud Data Transfer

Services

What’s New and Upcoming in FY16: Oracle Cloud Platform for Storage


CAF & Exalogic Data Integration Identity Management

What’s New and Upcoming in FY16: Fusion Middleware Continued Investments in On-Premise Offerings

•WebLogic Multitenancy Option

•WebLogic Continuous Availability Option

•Dynamic Clustering •Oracle Cloud PaaS

(JCS, ICS) on Exalogic •Oracle Compute

Cloud Service on Exalogic

•ODI for Big Data •GoldenGate for Big

Data •Active Data Guard for

DR •Golden Gate for

Active/Active HA •GoldenGate Zero

Outage Upgrade

•Converged Attestation •New Self Service UI

Management UI •Mobile Device

Management •Mobile Access

Gateway •Pinless 2FA for Mobile

Auth •Mobile Oauth

Application & Service Integration

•API Management •Stream Explorer • Integration Insight •Cloud Adapters • JavaScript/End2End

REST •SOA In-Memory •Resiliency: Circuit

Breaker


What’s New and Upcoming in FY16: Fusion Middleware Continued Investments in On-Premise Offerings

•ADF: JSON , Resp UI, WCAG 2.0

•Cloud web and mobile dev for non tech users

•Tight integration between MCS and MAF

•New Mobile Platform Support for MAF

•MAF Testing Automation

• Jdev integration w/DCS

WebCenter BPM Development Tools

•Sites/Marketing Cloud Integration

•Portal Framework Folder Upgrade

• Improved Digital Asset Management UI

•Quality & Stability •User Experience

Modernization •Native Mobile App

Enterprise Manager

•Hybrid Cloud Management

• Integrated Hardware Management & Patch Orchestration for Exalogic

•Deeper Diagnostics across FMW

•Centralized Administration


How to Win with PaaS?

21


FAST CLOUD

LOW RISK GO-LIVE

START SMALL

80% USE CASE IMMEDIATE VALUE

SIMPLE TO USE & CONSUME

TRANSPARENT PRICING

APPS & PARTNERS INTEGRATED KNOW MY BUSINES–POV

BEST PRACTICES

New Market Expectations of a Cloud Provider


How You Need to Think Differently

HELP REPS TO HELP YOU

PAAS FIRST, SUBSCRIPTION CULTURE

ENGAGE NEW BUYERS

LEVERAGE APPS & SAAS TO SELL PAAS & IAAS

MONTHLY CLOSE


Focus on

ARR, Subscription, Usage

Lead with PaaS conversations PaaS is the best way to protect on-prem business & compete

PaaS delivers Oracle software as subscription/Opex

PaaS shows Oracle’s vision/roadmap

Provides confidence which prevents prospect/customers moving off on-prem

PaaS is the most effective way to compete

Against open source, niche players & established vendors


Cloud Leadership Requires Broad Transformation Customer Engaging Is Changing

Old Model Cloud Model

Engage IT

Focus = Products, Features

Discovery calls

Middleware expert

Limited involvement in Implementation

Big Q4 close

Iterative Pricing Negotiations

Engage IT, App Dev & LOB

Focus = Business Outcomes

Have a POV. You are the expert & guide

Know my business and my industry

Accountable for Deployment & Consumption

Partner with me and not vanish after the sale

Monthly cloud deal

Frictionless: Contract to Provisioning


Revenue Consumption Renewal $ Customer Success Managers

• Service activation & provisioning = Revenue!

• Use cases & projects = Service Consumption!

• Project milestones = Successful On Boarding!

• Customer satisfaction = Reference!

• Replenishment = Better Chance for Renewal!

Strategic Customer Program

• Development & PM Support for Cloud projects

• Drive consumption and reference with strategic Customers

Consumption is Critical in Cloud Business Fully Leverage CSM and SCP for Sustained Success


Greater Volume, shorter sales cycles, higher ASPs

Drive Towards Monthly Close

Create monthly deadlines/incentives

for prospects

More chances to close and trial close

Spread effort and resources to close across 3 months vs. 1 month

Keep quote expiration dates within the month

Reduces quarter end “Hockey Stick” by having 3 milestones


IT Architects & Operations

Application Development

•Leads business strategy for growth and profitability

•Drive IT prioritization to align with business strategy

• Increasingly, with larger technology spends

28

Line of Business

•Rapidly build applications based on business requirements

•Lead new technology adoption and innovation

•Technologies selected move into production

•Reduce IT expenses through consolidation to fund innovation

•Standardize IT and architecture and governance

•Reduce Run costs to free up budget to deliver innovation

Who do you Sell To? New Audiences to Target


50% % of IT budget spent by LOB

38%

LOB Becoming Key IT Purchase Decision Maker

Source: Gartner AADI December 2014

Today

By 2017


OMNI CHANNEL

SECURITY AND IDENTITY

INTEGRATION

IMMEDIATE REACTIONS

BUSINESS AGILITY

Engage with LOB on Enabling Digital Leadership


SaaS Applications

On Premise Applications

PaaS Industry Solutions – Target Industries and Use Cases

Database Java Documents Process Integration

Big Data Business Intelligence

Mobile

• Industrial Mfg. & High Tech

• Real Time Connected Service

• Banking/ Financial Services

• Customer 360 for Agile interactions and Recommendations

• Retail

• Modern Customer Experience with Proximity marketing

• Telco, Hospitality - coming soon

31


Development Drives most Technology Decisions

• Development’s technology choices move into production

• Development Executives have their own budgets and can make decentralized/faster purchase decisions

• LOB working directly with Development and skipping IT

• Development’s success drives Deals that are ‘sticky’ and usually result in follow-on investment

Developers are influencers, Development Execs are Decision Makers


• Increase PaaS adoption for prospects

• Drive consumption for customers who purchased

• Key features:

– Developer-focused Cloud content portal

– Solutions-based blueprints

– Tutorials and code samples

– Social integrations

– Community & evangelism

Oracle Cloud Platform: Developer Program


Extend SaaS applications (custom flows, mobile interfaces, …)

Integrate SaaS to SaaS, SaaS to On-Premise

Analyze by blending external data with SaaS content for better insight

Platform for sharing documents

PaaS for SaaS => More dollars Leveraging SaaS and Apps Opportunities for PaaS and IaaS


IaaS helps take larger share of Customer wallet

Use Cases for Oracle & non-Oracle workloads

• Dedicated compute with predictable performance and network isolation

• Simplified archive and object storage management

• Oracle Cloud environments for non-java workloads

• Oracle Cloud environments for legacy Oracle and 3rd party technology (LAMP stack)

• Storage service for Policy based Replication, Global Namespace, and Cloud NAS Virtual Appliance

STORAGE CLOUD SERVICE

COMPUTE CLOUD SERVICE

H1FY16

•Dedicated Compute

Future

•General Purpose Compute

•High Performance Compute

•Engineered Compute

Now

•Object and Block Storage

H1FY16

•Archive Storage

•Cloud Data Transfer Services

Future

•High Performance Storage


** Specialized partners have deep product expertise **

Partners Can Help You Win and Grow

Drive Customer Success and service utilization

Accelerate Cloud Services sales with quick start service packaging

Sell to LOB with industry solutions

1

2

3

Drive PaaS purchase with apps on Oracle Cloud Marketplace 4

www.oracle.com/specialized

Reps Are Encouraged to Engage Partners Significant impact on customer success and usage/adoption

http://www.oracle.com/specialized


Changing Analyst Perceptions

Developer Program

Targeted Engineered Sales Plays

How We Achieve Success in FY16

Marketing Air Cover

Customer Success

Partner Program

16 New PaaS Offerings


Oracle Cloud Platform: Customer Momentum

Communications

Financial Services

Retail

Higher Ed

Mfg & Logistics

Government

38


What are the Sales Plays to lead with for FY16?

39


FY16 Sales Plays to Lead With

Cloud Applications Development & Deployment

Cloud & On-Premise Integration

Mobile Applications

Prime Reps

Unified Access Management

Compliance & Controls

Directory Consolidation

IdM Reps

External Web Sites and Intranet Portals

Automate Business Processes

Collaboration in the Cloud

WebCenter/BPM Reps

Load/Replicate Data to the Cloud

DI for Big Data and Data Warehousing

DI for Continuous Availability

DIS Reps

Extend SaaS with PaaS

IaaS


Negotiate and Close

Using the Sales Plays in the Sales Cycle

Learn how to create opportunities:

• What is the Market Opportunity?

• What are the Business Challenges?

• Where to hunt , target personas?

• What is the Oracle Solution?

• How have customers benefited?

• How to handle objections?

• Who are the competitors?

Showcase Solution and Value Qualify and Discover

Craft a tailored value proposition using:

• Demonstrations

• Proof of Concepts

• ROI Calculator

• Benchmarks

• Customer References

Know your numbers and close the deal:

• Pricing and Packaging

• What does a typical deal look like ?

• Best Practices


FY16 Sales Plays for FMW Prime Reps Cloud & On-Premise

Integration

Value Proposition

• Continuous delivery platform for web/mobile/cloud apps

• Polyglot programming for all popular styles of app development

• Integrated Compute/Storage for bespoke apps

• Lowest run and manage costs for Applications Infrastructure and Maintenance

• Deployment choice public or private (Exalogic)

Cloud Applications Development &

Deployment

Mobile Applications

Oracle Products

PaaS: • Database CS • JCS/JCS-SX • JCS SE,Node.js • MCS • Developer

PaaS: • ICS • SOA CS • API Management • Cloud Adapters

PaaS: • MCS (includes MAF) • ICS

Customer Problem

• Costly dedicated platform/infra for web, mobile and cloud apps

• Long app release cycle • Need to reduce TCO (applications

Infra and Maintenance costs)

• Fast application development across platforms with built-in push, notifications

• Easy integration with backend • Increase adoption & engagement

through insight into usage • No infrastructure to install,

entirely done in the cloud

Customer Target

• Customers with Oracle/3rd party or SaaS app

• CIO, VP of IT, LOB SaaS Apps IT, VP Enterprise Architecture

• Customers with WebLogic,/other app servers, Oracle/non-Oracle SaaS

• VP Eng / CTO

• Customers with Oracle/3rd party or SaaS app

• CIO, VP App

• Disconnects between SaaS and on-premises apps and data

• Disorganized integrations • Inflexible, tech-heavy on prem

infrastructure

Sales Cycle • 3-6 months • Small-Medium Deal Size

• 3-6 months • Small-Medium Deal Size

• Integrate Oracle SaaS to Oracle or non-Oracle SaaS, or on-prem apps quickly

• Do not need programmer skillsets

• Agility with one consistent integration platform


• App Builder IaaS: • Compute • Storage Exalogic

Average $100K ARR Significantly larger with Exa

$84K ARR for base package Add’l capacity packs avail.

Average $250K ARR Up to: $2M

On-Prem: • SOA Suite

• Complex to integrate mobile backends

• Lack of insight to in-app usage • Slow addition of key features –

offline, push notifications • Build cross platform apps (iOS,

Android, Windows)

Extend SaaS with PaaS

Lead with PaaS: • Database CS • JCS/JCS-SX • MCS • ICS

• Need extensions to SaaS • Hard to integrate multiple SaaS

apps, on-premise apps • Fragmentation of analytics across

SaaS , on-premise apps

• Oracle/non-Oracle SaaS • CIO, VP of IT • LOB (VP Sales, VP HR, …)

• DoCS • BICS IaaS: • Compute • Storage

• Extend easily with custom web and/or mobile apps connecting to SaaS

• Easy integration in the cloud for SaaS and on-premise apps

• Analytics delivering insight with blended data from outside SaaS

• Simple, secure document sharing across organizational boundaries


$100K ARR

• Compute Cloud Service - Dedicated Compute

• Storage Cloud Service –Archive & Object Storage

• Customers with legacy Oracle, 3rd party tech/apps

• Existing Oracle customers with large tape libraries

• CIO, IT Developers, IT Operations,

IaaS

• Unpredictable performance, noisy neighbors, no network isolation

• Lack of long-term record retention tools in regulated industries

• 3-6 months • Medium-Large Deal Size

• Dedicated compute with predictable performance & network isolation

• Simplified archive and object storage management

$600K+ (Compute) $50K+ (Storage)


FY16 Sales Plays for Identity Management Rep

Compliance & Controls

Value Proposition

• SSO across On-Premise apps, Cloud Apps, PCs, Smartphones, tablets

• Centralized Security Policies , strong authentication • Easy to use Self Service Portal • Social Identity integration, handle B2C volumes

Unified Access Management

Directory Consolidation

Oracle Products

• Access Management Suite Plus • Mobile Security Suite & API Gateway

• Identity Governance Suite • Directory Services Plus

Customer Problem/

• Authentication across many more applications on-prem, cloud, mobile, social

• Consolidate user accounts into one scalable, performant directory

$200K - $750 Average Deal Size $100k - $350k Average Deal Size $500k - $1M Average Deal Size

Customer Target

• Organizations in highly regulated verticals

• Enterprise Architect • Compliance Officer • CISO

• Chief Information Security Officer • VP of Sales or Marketing for eCommerce

• Organizations with multiple directories • Network Architect • Lead Apps Developer • CTO, CISO • Security Officer

* Estimated

• Identity fragmentation • No Complete view of User Access Rights • Difficult to meet compliance requirements • Manual or Legacy User Management • Limited Auth Capabilities

• Multiple Data Stores/directories drive up application development costs

• Older directories cannot handle increased loads

Sales Cycle • 3-6 months • Medium – Large Deal Size

• 6-9 months • Large Deal Size

• Centralize on-boarding, account management

• Automated user access remediation • Audit all user access/deliver compliance • Centralized access policy for all apps



FY16 Sales Plays for WebCenter and BPM Co-Prime Reps Automate Business Processes

• Single platform to enable marketers to deliver audience targeting & personalization, site authoring, content mgmt

• Consistent experience between external marketing sites and self service properties

• Integrated social interactions

External Web Sites / Internal Portals Collaboration in the Cloud

On-Prem / BYOL on JCS: • WebCenter Sites • WebCenter Portal

• Documents Cloud Service • Process Cloud Service

• Lack of personalization and targeting • Lack of self-service capabilities for customers • Customer experience across channels is different

• Simple, secure document sharing across employees, partners & customers

• Automated backup and versioning • Synchronize & execute business processes

across web, mobile, tablet • Easily define & analyze business processes

$350K - $500K ASP $60K - $125K ARR $200K - $300K ASP

• LOB: VP for AP, HR, Customer Loyalty

• IT: VP of IT and App IT Manager

• LOB: CMO, VP of Sales and Customer Svcs

• IT: VP of IT, Info, knowledge and enterprise architects

• LOB: SaaS App owners, LOB Exec, VP of Customer Services / Sales

• IT: App IT managers, CIO, VP of IT

• Hard to automate business processes without IT involvement

• Rigid and manual processes • No insight into the effectiveness of processes

• Hard to share documents inside and outside organizations

• Lack of security and control for documents • Challenging to version control, backup

documents

• 6-9 months • Med-Large Deal Size

• 4-6 months • Med-Large Deal Size

• Digitize and automate key business processes such as AP, employee on boarding, incident mgmt, customer services, loan origination, claim processing, etc.

• Agility for LOB without IT dependence

• 3-6 months • Med Deal Size (with 5x PaaS Comp)

Value Proposition

Oracle Products

Customer Problem/

Customer Target

Sales Cycle

On-Prem: • Webcenter Content

PaaS: • PCS

On-Prem: • BPM Suite • WebCenter Content/Imaging,

Capture, OFR, Adapters


FY16 Sales Plays for Data Integration Co-Prime Reps

DI for Big Data

Value Proposition

• Fastest high volume data loading and synchronization for Database CS

• Automated, scalable and repeatable data movement mechanisms

Load/Replicate Data to Cloud

DI for High Availability

Oracle Products

Customer Problem

• Load/replicate data to cloud • Sync data from on-prem to cloud apps • Manage data quality and consistency

$100k ASP Up to: $1m

$270k ASP Up to: $4m

$180K ASP Up to: $3m

Customer Target

• CIO, Enterprise Architect • CTO, Chief Data Officer • VP BI/ETL/DW


• Time to value for Analytics too long • Cost of DW too high for IT • Difficult to leverage new types of data

(Logs & Social) in DW

Sales Cycle • 3-6 months • Small-Medium Deal Size

• 3-6 months • Small-Large Deal Size

• Move data from various sources into a data warehouse or Hadoop based data lake

• LOB gets faster access to Analytic Data • Access New Types of Data for Analytics

• 3-6 months • Medium-Large Deal Size

• Oracle GoldenGate • Oracle Active Data Guard

• HA support for both legacy (Sybase, Informix, DB2, NSK, MF) and new databases (Oracle, mySQL, SQLServer, noSQL)

• Zero data loss protection at any distance • Zero or near-zero downtime maintenance


• Unacceptable levels of downtime due to database outages or planned maintenance

• Data loss during unplanned outages

PaaS: • Big Data Prep CS

On-Prem: • ODI • Golden Gate

PaaS: • Big Data Prep CS

On-Prem: • ODI • Golden Gate • Enterprise Data Quality


How do I beat the competition?

46


Oracle Cloud Platform for Application Development

Oracle Cloud Platform for Integration

Oracle Cloud Platform for Mobile

Competitive Landscape

Oracle Cloud Platform for Content & Collaboration

Oracle Cloud Platform for Business Analytics

Oracle Cloud Platform for Enterprise Management


• Broadest, Integrated PaaS & IaaS for all Enterprise Class Applications

• Full Functionality of Oracle Database & Middleware Products

• RAC, Data Guard, Identity, SOA, BI etc

• Complete Deployment Choice as Public and Private Cloud

• Transparent Workload Portability across Public and Private cloud

• Easy to Use & Zero Learning Curve for Developers, IT and LOB

Oracle’s PaaS and IaaS


What are Upcoming Partner Enablement Activities?

49

Joel Borellis, Group Vice President, Partner Enablement


OPN Enablement and Communications Services

OPN Competency Center

Certification Programs

Boot Camp Events (Live/Virtual)

Weekly Solution Trainings (Virtual)

Specializations

Partner Summits/Boards

Training Engagements

Communications Services


OPN Cloud Partner Programs

Oracle Cloud Marketplace

Market your cloud services & applications

Referral Program

Resale and referral registrations via OMM

Business Process Services

Deliver business process services based on Oracle Cloud

Resale Program

Maximize return through recurring revenue

Specialization & Cloud Builder

Provide value add implementation services


Q1FY16 Global Webcast and Enablement

https://eventreg.oracle.com/profile/web/index.cfm?PKWebId=0x2203822997

https://eventreg.oracle.com/profile/web/index.cfm?PKwebID=0x22186440cd&varPage=home






What Are Key NAS Partner Programs and Activities?

53

Tara Palmieri, Sr. Manager, NAS Partner Programs


Introductions

Tina Powers

Tara Palmieri

Tom LaRocca

Rich Geraffo


•Diamond/GSI Partner Engagement & Cloud

•PaaS4SaaS

Joint Hybrid Transformational Wins

•National Sales Partner Solution Program

•Mobile Cloud Services

•Specialized: DX/DoCs & Securing the Cloud

Repeatable Partner PaaS Solutions & Services

•FMW Growth

•#1 market for PaaS

•PaaS Partners key to growth/scale

SMB Partner PaaS Solutions & Services

Commercial PaaS NAS Org & Partner Strategy by Market

Enterprise/KAD

Named

General business

SMB

Dick Davis

Don Knepper

David Laker

Ric

h G

era

ffo

Chris Donato

Named: >$1B

General Business:

$200m- $1B

SMB (NEW!) <$200m

Enterprise Sales

National Sales

30% Commercial Cosell Attach Rate, 80% Public Sector Resell Attach Rate


Upcoming NAS FMW PaaS Partner Events

6/23-6/24

• NAS Partner KO, SF, CA

6/26

• NAS FMW PaaS PAC, SF, CA

June

• Launch Monthly PTS Live/Virtual Technical Training & Online FMW PAC Jive Community, Online

August

• 8/24 OEA Partner Training, SF, CA

• 8/25-8/28 FMW PaaS PTF, SF, CA

October

• WW FMW PAC, SF, CA

Invitation-Only Partner Events


Next Steps

LOB & Cloud Products NAS A&C Lead

Commercial PaaS SIs [email protected] & [email protected]

Public Sector SIs & Resellers [email protected]

Commercial Java Cloud, Developer Cloud, Integration Cloud, SOA & FMW Overall

[email protected]

Commercial SI PaaS & PaaS4SaaS Repeatable horizontal & industry Solutions

[email protected]

Commercial Mobile Cloud, Mobile, IoTCS, IoT [email protected]

NAS WebCenter, DoCS & Process Cloud, BPM [email protected]

NAS Identity Management [email protected]

Commercial Exalogic [email protected]

NAS Data Integration / DIS [email protected]

Commercial BI Cloud, PBCS [email protected]

Asks of Partners:

1. work with A&C to drive net new joint pipeline

2. Work w/ A&C Leads to package repeatable PaaS FMW solutions, services & wins

3. Engage A&C leads EARLY in deals, no deal is too small!

Key NAS A&C Contacts:

mailto:[email protected]












What Are Key EMEA Partner Programs and Activities?

58

Juergen Kress, Sr. Manager, EMEA Partner Programs


Create Your Partner PaaS Consulting Service offering!


• Analyze & Customize & Secure PaaS platform, SaaS & on-premises App Integration. Details here

Cloud CoE

PaaS CoE and customer workshops for Cloud & Mobile integration and IoT! Details here

PaaS for SaaS

Extend, Customize, Mobilize and Integration Oracle Cloud Applications with PaaS. Details here

PaaS & Hybrid Cloud

Oracle PaaS Cloud & Hybrid Integration at location of Customers choice. Details here

Cloud

Integration

Cloud

CoE

PaaS for

SaaS

Private &

Hybrid

Cloud

Post Your Partner Cloud offerings at www.solutions.oracle.com & https://cloud.oracle.com/marketplace

http://ipt.ch/angebot/cloud-service-integration-mit-oracle-ics/

http://ipt.ch/angebot/cloud-service-integration-mit-oracle-ics/

http://www.hcltech.com/enterprise-application-services/oracle-overview


http://www.certus-solutions.com/

http://www.certus-solutions.com/

http://www.eproseed.com/project/eproseed-cloud/

http://ipt.ch/wp-content/uploads/2015/05/Cloud-Services-Integration-mit-Oracle-ICS.pdf


http://www.solutions.oracle.com/

https://cloud.oracle.com/marketplace

https://cloud.oracle.com/marketplace

http://www.eproseed.com/project/eproseed-cloud/


Middleware Partner Communities

“Well they too have communities, the Oracle Partner Network, OPN have them for different areas and the blueprint for the best of them is the SOA & BPM Community with over 5,000 members run by Jürgen Kress.”

Debra Lilley Certus Solutions

www.oracle.com/goto/emea/soa

https://blogs.oracle.com/soacommunity/


5000+ Members in the SOA & BPM Partner Community

50+% SOA Specialized Partners are based in EMEA Nr.1 Middleware Specialization

Partner Community

Middleware Specialized Partners: 4853 EMEA from 8793 Global Partners June 2015


6.000+ twitter followers @soaCommunity 3.000+

members in our SOA & BPM LinkedIn Group

Web 2.0

100.000+ hits at our SOA Community Blog


Marketing

Host a PaaS preview event for your customer base to generate customer leads!

Marketing Services: • Campaign kits • Events.Oracle.com • Solutions Catalog • Cloud Marketplace

New Marketing Campaigns • PCS pre-view events • ICS pre-view events • Integration Success Workshop


Partner Sales Kits

Sales Content • Golden Pitch “Cloud Platform for Digital Business“ • Sales plays & cheat sheets • Presentations (ppt format) • Live demos – virtual box / hosted demo system • Oracle Customer Visitor Centers

Call to Action:

• Align with EMEA Oracle Middleware sales team • Register your opportunities in the Open Market Model


Pre-Sales

Integration Success Workshops • Goal: Discover new Paas & hybrid opportunities at your customers • Call to Action: Run at all your existing customers • Available today http://tinyurl.com/soaISW

GSE Demo System • Cloud PaaS Platform Demos

Java Cloud Service Integration Cloud Service Process Cloud Service

• Call to Action: Get your GSE access http://tinyurl.com/opnDemo

http://tinyurl.com/soaISW

http://tinyurl.com/opnDemo




Enablement

Free Trainings for OPN partners • OFM Summer Camps 2015

http://tinyurl.com/ofmSummerCamps2015 • PaaS for SaaS trainings

https://blogs.oracle.com/opnenablement/

Call to Action: • Attend a local Middleware & PaaS Bootcamp • Contact local Enablement Team & PTS Team [email protected] agree on a training plan

http://tinyurl.com/ofmSummerCamps2015



https://competencycenter.oracle.com/

Copyright © 2015 Oracle and / or its affiliates. All rights reserved. 67

Join the SOA & BPM Partner Community www.oracle.com/goto/emea/soa

Use our sales plays to create a PaaS cloud consulting service offerings

Host a Hybrid Cloud event for your customer base

Register for the Summer Camps 2015 www.tinyurl.com/ofmSummerCamps2015

Contact Your Oracle Partner Manager for a joint business plan to action

call EMEA

Copyright © 2015 Oracle and / or its affiliates. All rights reserved. 68

EMEA team

Jürgen Kress

Fusion Middleware Partner Adoption [email protected] www.linkedin.com/in/kress Twitter @soacommunity oracle.com/goto/emea/soa

Your Local Partner Manager

Contact the OPN team to identify your partner manager http://tinyurl.com/opnContact

Stephane Broquere

PaaS & IaaS Partner Programs Director [email protected] ch.linkedin.com/in/sbroquere Twitter @sbroquere

Kevin Li Platform Product Director [email protected] nl.linkedin.com/in/kevinckli Twitter @KevinCKLi


http://www.linkedin.com/in/kress

http://twitter.com/soacommunity



http://www.oracle.com/goto/emea/soa






http://tinyurl.com/opnContact


https://ch.linkedin.com/in/sbroquere

https://ch.linkedin.com/in/sbroquere

https://twitter.com/sbroquere

https://twitter.com/sbroquere


https://nl.linkedin.com/in/kevinckli

https://nl.linkedin.com/in/kevinckli

https://twitter.com/KevinCKLi

https://twitter.com/KevinCKLi


2015 ORACLE FUSION MIDDLEWARE INNOVATION

• PaaS Cloud

• Mobile Platform

• Big Data and Business Analytics

• Security

• Oracle Exalogic Elastic Cloud

• Oracle Cloud Application Foundation

• Oracle Service-Oriented Architecture

• Oracle WebCenter

• Oracle Business Process Management

BE A 2015 AWARD

WINNER!

ARE YOU USING ORACLE FUSION MIDDLEWARE TO DELIVER UNIQUE BUSINESS

VALUE?

Deadline: Friday, July 31st, 2015

NOMINATIONS NOW OPEN

Win a FREE pass to Oracle

OpenWorld 2015

For nomination forms and additional information: www.oracle.com/awards [email protected]

http://www.oracle.com/awards





Call to Action

Build and go to market with Cloud “quick start” offerings and industry solutions

Have a conversation with your customers to plan for Cloud adoption

Get trained and develop expertise on Oracle Cloud Platform

Reach out to partner managers to engage in partner program

Help customers be successful on Oracle Cloud – References!!!


Additional Resources

https://cloud.oracle.com/home

Oracle.com | OTN

Blogs | Newsletters

Social Media

http://www.oracle.com/partners/index.html FY16 Sales Plays – OPN Marketing Kits (Coming Soon)

http://oracle.com/

http://www.oracle.com/technetwork/index.html

http://www.oracle.com/us/corporate/newsletter/samples/fusion-middleware-168889.html

https://blogs.oracle.com/FusionMiddleware/

http://www.facebook.com/FusionMiddleware

http://www.linkedin.com/company/oracle

http://twitter.com/OracleMiddle

http://www.youtube.com/oraclefusionmiddle

http://www.oracle.com/partners/index.html

http://www.oracle.com/partners/en/partner-with-oracle/market-and-sell/marketing-kits/secure/index.html





Appendix: What’s New and Upcoming by Product Pillar


Oracle Cloud Platform for Application Development


SOA Cloud Service

GoldenGate Cloud Service

Oracle Cloud Platform for Integration

Oracle Cloud Platform for Mobile

Mobile Cloud Service

Internet of Things Cloud Service

Java Cloud Service

Cloud Service for Node.JS

AppBuilder Cloud Service

Developer Cloud Service

What’s New and Upcoming in FY16: Oracle Cloud Platform

Coherence Cloud Service


Oracle Cloud Platform for Content & Collaboration

Big Data Preparation Cloud Service

Big Data Discovery Cloud Service

Business Intelligence Cloud Service

Oracle Cloud Platform for Business Analytics

Oracle Cloud Platform for Enterprise Management

Application Performance

Monitoring Cloud Service

IT Analytics Cloud Service

Log Analytics Cloud Service Internet of Things Cloud Service

Documents Cloud Service

Process Cloud Service

Sites Cloud Service

Oracle Social Network

What’s New and Upcoming in FY16: Oracle Cloud Platform


What’s New and Upcoming in FY16: Cloud

Expanded Commercial Model

Enterprise Developer Use Cases

Cloud Developer Program

Industry Solutions

Developer Program & Industry Solutions

More Services Eligible to Burn Down Pre-Paid Subscriptions

BYOL & License Certified Products on Java Cloud

PaaS Reps Comp’ed on “PaaS with SaaS”

10+ New Services in H1

Java SE, Node, SOA, IOT, Sites

App Builder, Big Data Prep, IDM

JCS & ICS on ExaLogic


What’s New and Upcoming in FY16: Oracle Cloud Platform for Application Development

^Dev CS = Developer Cloud Service

WLS, Coherence, RAC Integration, OTD

Lifecycle: Clone, DR, T2P, P2T


Java Cloud Service Coherence Cloud Service

Caching and Datagrid for cloud apps

Lifecycle: Backup, Patch, Scale

Service, Data and Geo Fault Tolerance

Application Platform: Java SE, Node.JS,

Platform for native, lightweight apps

Lifecycle: Scale, Upgrade, Clone




SaaS and On-Premise Application Integration: Rich Connectivity

API Management – Discovery, Curation, Lifecycle Management

Events, Messaging, B2B, MFT – broad capabilities for any requirement

SOA Suite Cloud Service

Pre-built SaaS and PaaS Integration

Rich Adapters – run-ready integration from Oracle and partners

What’s New and Upcoming in FY16: Oracle Cloud Platform for Integration

Recommendations for faster and higher quality integrations

Developer Productivity – Wizard based designer, templates, mapper, Rid IDE tools

Ease of use: - Elevated Web-based user experience


Mobile Application Framework


Integration with OAM Admin

Complete OMSS+MAF Int.

Mobile Security

Support for More Oracle Apps

Tight Integration with MCS

First Class JavaScript Dev Support

New Mobile Platform Support

Testing Automation

What’s New and Upcoming in FY16: Mobility Mobile Cloud Service

(New Product)

Cloud Mobile Backend Services

API First for Mobile

Mobile Analytics

Zero Coding on-line App Dev


WebLogic Multitenancy Option

Multi Data Center

Active-Active

99,999% Availability

WebLogic Continuous Availability Option

Exalogic PaaS on premise

Public Cloud services on premise

Simplified Private Cloud

Decreased TCO

50% less servers

Accelerated Deployment

Simplified Infrastructure

What’s New and Upcoming in FY16: CAF and Exalogic



Same as Oracle Public Cloud

Full lifecycle automation

DevOps friendly

Java Cloud Service Integration Cloud Service


Integrate with on premise apps

Easy for developers to use

Full lifecycle automation Full surface of WebLogic in PaaS


Solid foundation for PaaS

DevOps friendly

Ephemeral/non-ephemeral VMs

What’s New and Upcoming in FY16: Exalogic

#1 V

alu

e

Compute Storage

Identity Network Integration Java


Cloud

Sites/Marketing Cloud Integration

Portal Framework Folder Upgrade

Improved Digital Asset Management UI

WebCenter BPM

Quality and Stability

User Experience Modernization

Native Mobile Application

New Process Cloud Service (now)

DOCS release (adds OSN) (Q1)

New Sites Cloud Service (Q2)

New and Upcoming in FY16: WebCenter/BPM


Identity Governance


Secure Mobile Workspace

Mobile Access Gateway

Mobile Security Access Management

Pinless 2FA for Mobile Auth

Cloud Access Management Agent

Native Adaptive OTP options

Mobile Oauth Integrated into IDM stack

Converged Attestation Functions

Windows Session Recording

New Self Service UI

Intelligent access request

What’s New and Upcoming in FY16: IDM


DI for Cloud

ODI for Big Data

Golden Gate for Big Data


DI for Big Data DI for Continuous Availability

Active Data Guard for DR

GoldenGate for Active/Active HA

GoldenGate Zero Outage Upgrade

ODI and EDQ on JCS


GoldenGate Cloud Service

What’s New and Upcoming in FY16: Data Integration Solutions