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Extending Your Markets
Opportunities in North America
Kristen Brown
Vice President, NAS Channels
&
Marie Hayes Gordon
Senior Director, GEH Channels
NAS ISV Numbers and Proposition
1,200+ ISVs in Oracle Partner Network / 500 who resell
 Dedicated ISV channels teams
 Oracle is not a one stop shop – we need ISVs to
complete solution footprints
 Promotion of ISVs’ solutions to our field
 Promotion of ISV’s solutions to our customers
–
–
–
Solutions Catalog
MDF through OPN
Demand Generation Campaigns
NAS Feet on the Street
FY05 goal of $1B new license
revenue.
~900 quota-carrying sales
personnel
 ~550 field sales
 ~350 telesales
 ~125 telemarketing
~700 sales consultants
 ~450 field
 ~150 tele
~80 channel sales
 ~25 quota-carrying ISV
account managers
 ~30 channel managers
Market Segmentation & Coverage
Total SME IT Spending
$47.7 Billion
NASA
$1B+
1000+
employees
$250M-$1B
500-1000
employees
GEO
Enterprise
Large
28%
Upper
Mid-Market
16%
Upper
Mid-Market
33%
SUPERGEO
$100M-$250M
100-500
employees
$20M-$100M
10-100
employees
31%
Mid
Mid-Market
Mid
Mid-Market
21%
45%
Lower
Mid-Market
Lower
Mid-Market
18%
$1-$20M
1-10
employees
8%
Small Business
% Contribution to
GDP
IT Spending*
Source AMI Consulting, 2003.
NAS Marketing Campaigns
Tech Campaigns
Apps Campaigns
Business Integration
Business Intelligence
(Joint Apps & Tech)
Developers
Consumer Products – Maximizing
Brand Value
Grid Computing
Financial Services
ISVs
Human Resources
Mid-Market
Standardize on App Server
Technology Upsell
Lean Enterprise - Mfg:
- Automotive
- High Tech
- Industrial
- Medical Devices
Mid-Market
Go To Market ISV Partners
Banking
Retail
Telco
GEH*
EBS Competitive
Mid-Market
Verticals
Small Business
Marketron, Digital Dispatch, SeeCommerce, Solid Earth
20 Industry “Practices”
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Aerospace & Defense
Automotive
Communications
Consumer Products
Chemicals
Education & Research
Engineering & Construction
Financial Services
Healthcare
High Technology

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
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Industrial Manufacturing
Life Sciences
Media & Entertainment
Natural Resources
Oil & Gas
Professional Services
Public Sector
Retail
Travel & Transportation
Utilities
Industries by Software Spend and Anticipated 5-Yr. CAGR
12%
Healthcare
High Tech
Projected 5 Year CAGR
10%
8%
Government
Retail
Wholesale
Chemicals
Banking
Life
Sciences
CPG
Professional
Services
6%
Utilities
AMC
Communications
Trans.
4%
Higher Ed
Industrial Mfg.
2%
0%
$0
$2,000
$4,000
$6,000
Total Software Spend, 2003
Source: Gartner Global Industries Worldwide Forecast, Sept. 2003,
$8,000
$10,000
Industry Solutions ISVs
Financial
Services
Retail
Branch
Automation for
large retail
banks
Loans &
Deposits,
Core Banking
solution
Consumer
Lending, Core
Banking
Merchandise
& Inventory
Optimization,
Store Ops,
SCM
Associate &
Inventory
Optimization,
Store
Management
Business,
Store,
Inventory &
Customer
Management
Customer
Management
and Billing
Customer
Billing, Rating
& Mediation
Billing &
Customer
Care
Modeling
Solution &
Collaborative
Environment
Global Trade
Management
Global Trade
Management
Data Sharing
for Exploration
& Field
Development
Upstream
Production
Volume &
Asset Mgmt.
Anti-Money Laundering,
broker Surveillance,
Fraud Detection, Trade
Compliance
Communications
Discrete
Manufacturing
Process
Manufacturing
Fulfillment &
Asset
Discovery
Global Trade
Management
& Logistics
*
Exploration &
Field
Development,
Project Mgmt
* In
Progress
Plant Data
Management
Retail Banking
Oracle - ISV Industry Footprint Map
Retail Delivery Channel Management
Customer Relationship Management
Branch
Call Center
Sales
Service
Web
ATM
Marketing
Interaction Center
Core Banking Systems
Deposits
Consumer Lending
Payment Systems
Check and Image
Retail Lockbox
Processing
Wires
Mortgages
Investments & Insurance
ACH
Credit Card
Corporate Administration
Financial Management
Human Resources
Corporate Operations
Real Estate Management
Corporate Performance Management
Corporate Compliance
ISV Partner Apps
Oracle Tech
Oracle
EBS
Consumer Lending –
iFlex SuperSolutions
Retail Delivery Channel Management
Customer Relationship Management
Branch
Call Center
Sales
Service
Web
ATM
Marketing
Interaction Center
Core Banking Systems
Deposits
Mortgages
Payment Systems
Consumer Lending
Check and Image
Processing
Retail Lockbox
Wires
ACH
Investments and
Insurance
Credit Card
Corporate Administration
Financial Management
Human Resources
Corporate Operations
Real Estate Management
Corporate Performance Management
Corporate Compliance
iFlex SuperSolutions
Oracle 9i (100%)
RAC and 9iAS (100%)
Oracle
EBS
Success Story
Micros Fidelio and Oracle
Partner at Wyndham Hotels
Success Story
Aldata and Oracle Partner
at Trader Joe’s
Engagement
Next Steps
1. Sign-up for Oracle Partner Network
2. Design & Migration plan with DIY Migration or Partner
Technical Services in your region
3. Joint engagement in NAS through OPN, PRN, or ISV
Channels team
– Training
– Marketing
– Sales engagement
ISV Partner Development Manager Coverage
Adrienne Siegfried
Andres Ceballos
Western Canada, BC, AB,
MAN, SAS
ISV PDM-Julie Lisle
(905) 501-2192
Patrick O’Neil
Julie Lisle
Jennifer Hawkins
NE, KS, MO
ISV PDM Julie Lisle
(905) 501-2192
Great Lakes- No. OH, IN, MI
ISV PDM – Jennifer Hawkins
(416) 882-6401
East Canada – Ontario, Quebec
ISV PDM – Jennifer Hawkins
(416) 882-6401
North Central – IL, WI
ISV PDM – Jennifer Hawkins
(416) 882-6401
New England – MA, NH, VT,
ME, RI
ISV PDM – Andres Ceballos
(718) 238-9636
IA, MN, ND, SD
ISV PDM- Julie Lisle
(905) 501-2192
714-438-4547
72PaNeiPl
Northwest – WA, OR, UT, ID
0 330 8885PAn
ISV PDM- Adrienne Siegfried
Chris Andres
(650) 633-4015
972-401-5829
N. California
ISV PDM- Adrienne Siegfried
(650) 633-4015
Tri State/SuperGeo - CT,
NYC, Named NJ
ISV PDM – Andres Ceballos
(781) 238-9636
S. California
ISV PDM- Adrienne Siegfried
(650) 633-4015
NY/NJ
ISV PDM – Andres Ceballos
(781) 238-9636
Rocky Mountain – CO, AZ, NM, NV
ISV PDM- Adrienne Siegfried
(650) 633-4015
Mid-Atlantic – PA, DE, MD,
VA, WVA, D.C., NC, SC
ISV PDM – Patrick O’Neil
(718) 238-9506
South Central – TX, AR, OK, LA
ISV PDM Julie Lisle
(905) 501-2192
So. OH, KY, TN
ISV PDM – Jennifer Hawkins
(416) 882-6401
SouthEast – AL, MS, GA, FL
ISV PDM – Patrick O’Neil
(718) 238-9506
General Questions? Call the NAS PRN Support Line 1 (800) 323-7335
Oracle Partner Sales Resources
Sales Dashboard
Partner database
• First Stop for Field Reps
• Info on all Partners (ISVs,
SIs, VARs, etc)
•Includes ASM-TSM
Partner Tool Kit
• NAS Partner news & info
• NAS Channels teams for
ISVs, SIs, MSPs, HW
OEMs, and VARs each
have content area
Detailed ISV & SI
database
• Premier Partners
• Worldwide coverage
• Internally searchable only
• Available externally to
anyone, including
customers, prospects
• Updated & maintained
internally.
• Partners maintain &
update their own
information
Expanding Your Markets
in Government, Education and Health
Marie Hayes Gordon
Senior Director, GEH Channels
Oracle Government, Education and Health
Vertical
 Vertically Aligned to sell to these Customers
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Federal Government
State and Local Government
Higher Education
Health Care
Aerospace and Defense
Canadian Government, Education and Healthcare
Oracle Government, Education, and
Healthcare
 22 Years as Dedicated Vertical With Over $1B
in License and Support
 Covering Federal, State/Local, Higher Ed,
Healthcare, Canada Public Sector, and
Aerospace/Defense Markets
 Portfolios Established in Homeland Security,
Justice and Public Safety, Transportation,
Social Services, K-12 Education, etc.
What the GEH Market Demands
 Senior, Specialized, Knowledgeable Experts
–
People who lived in the customers’ shoes
 Credibility and Referenceability for Integrated
Solutions – Partner and Oracle together
 Enterprise Wide Solutions beyond Tech/ERP to
include niche areas
 Components of Bid Teams Working as One
 Ability to address procurement needs (e.g. terms,
one-stop vehicles, flexibility, etc.)
GEH Market Influences – we can help
 Contract Vehicles
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GSA Schedules – Oracle and Partners
State Schedules – Oracle and Partners
Government Wide Acquisition Contracts
Enterprise Licenses
Campus Licenses
Long-time Oracle Employees
Know the Vertical – experts on selling to them
Why Does Oracle GEH Partner?
 Oracle isn’t all things to all customers
– Fill in Oracle’s Product Gap
 Partners can implement Oracle Applications
 Partners can upgrade Oracle Applications
 Partners provide additional solutions
– Round out Oracle Product Set
 Gain Mindshare in the Market
 Net new revenue from solutions partners
 Further Vertical Expertise
 Access to Partners Customers
Examples of GEH Resources
 Partner Technology Center
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Migration Help
SWAT Team Resources
10g Detailed Workshops
Information Assurance Center
Executive Summits on 10g Security
 Cross-vertical Exhibits (e.g. AppsWorld, OpenWorld)
 Market-Specific Roadshows/Collaboration with Partners
 Sales Resources for Tactical Opportunites
FY 05 ISV Strategy
 Recruit new ISV’s to Oracle
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–
Focused approach to market leaders
Focused approach on ISV’s running on competitive products
 10G Application Server
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Huge push to get ISV’s to adopt IAS
Joint marketing campaigns across GEH Market
 First to generate Oracle Knowledge (internal)
 Then target customers (pipeline building)
 Continue Oracle Stack Enablement
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Increased Oracle Technology in 40 ISV’s in FY04
Currently have 39 projects underway
FY 05 ISV Strategy (con’t)
 Link ISV’s to our key Resellers
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Demand Creation
Order fulfillment
 Expand footprints in Vertical Solutions
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Justice and Public Safety
K-12
Transportation
Social Services
Higher Education
Health
The Importance of Partners to our
Business
 Partner Contribution to Bottom Line:
–
–
56% of Oracle GEH revenue is influenced or resold by
Oracle’s Partners
61% of the transaction volume is through partners
 Government Resellers are Among Largest
Revenue Contributors in Company
 Very Active SI Resell Channel for Integration
Opportunities
GEH Channels
Team
Who to call . . . Channel Managers
 Marie Hayes Gordon, Senior Director, GEH Channels
 Federal Government
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–
–
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Marie Hayes Gordon – [email protected]
703-364-2228
Zebulon Mellett – [email protected]
650-633-4170
ISV and HLS - Tracy Ryan –[email protected]
703-364-2118
Oracle Direct - Ryan Core – [email protected]
703-364-5807
 Aerospace & Defense
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–
Marie Hayes Gordon – A&D Field
Ryan Core – Oracle Direct
State and Local Channel Managers
STATE AND LOCAL GOVERNMENT
Oracle Direct
East, Central and South
Nick Marquis
[email protected]
650-506-0781
Lindsey Hardy
[email protected]
650-633-4118
Paul Mordan
[email protected]
703-364-2714
Oracle Direct WEST
Dawn Willis
[email protected]
650 633 4456
Nicole Carzo
[email protected]
703-364-0071
Who to call . . . Channel Managers
 Higher Education
–
–
Field - Jennifer Pliner- [email protected]
650-633-4231
Oracle Direct - Dawn Willis [email protected]
650-633-4456
 Health Care
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–
Field- Bart Vey – [email protected]
703-364-2555
Elizabeth Diviney – Oracle [email protected] - 781 238 9539
 Canada
–
Field – Dayle Schweiger- [email protected]
905 501 2151
QUESTIONS
ANSWERS