embracing the exalogic growth story · 2012-04-17 · embracing the exalogic growth story andrew...
TRANSCRIPT
Embracing the Exalogic Growth Story
Andrew Yeong
Director
OFM Alliance and Exalogic Channels
Oracle Fusion Middleware Asia Pacific
© 2012 Copyright Oracle Corporation – Confidential and Proprietary
Agenda
• Engineered Systems : Dawn of a
New Era
• Understanding the market for
Exalogic
• How Our Channels can help WIN
more Exalogic Customers
• Proven ways to sell Exalogic
• Get Ready - Exalogic Specialization
and Certification
• Resources
• Q&A
© 2012 Copyright Oracle Corporation – Confidential and Proprietary
The End of an Era High Touch, High Cost, Low Return
•In-house platforms:
–Design, Develop
–Test, Document
–Procure, Deploy
–Operate, Maintain
•Inhibits growth
•Misdirects innovation
•Wastes time and
resources
© 2012 Copyright Oracle Corporation – Confidential and Proprietary
Data Center Evolution I Paradigm Shift
1950 2011
© 2012 Copyright Oracle Corporation – Confidential and Proprietary
Engineered Systems I Dawn of a New Era
Before Now
© 2012 Copyright Oracle Corporation – Confidential and Proprietary
Horizontal Standardization I The Dream
START Y1 Y2 Y3 Y4
?
© 2012 Copyright Oracle Corporation – Confidential and Proprietary
Horizontal Standardization I Year 2 Reality
? ? ? ? ? ?
START Y1 Y2 Y3 Y4
© 2012 Copyright Oracle Corporation – Confidential and Proprietary
Horizontal Standardization I Year 3 Stall
? ? ? ? ? ? ? ? ? ? ? ?
START Y1 Y2 Y3 Y4
© 2012 Copyright Oracle Corporation – Confidential and Proprietary
Engineered Systems, Private Clouds Standard Platform for Enterprise Applications
• Your platform must:
–Deliver consistently excellent
application performance under
widely varied workloads
–Reduce costs and waste
–Reliably shorten time-to-value
–Support existing applications
–Provide uniform reliability,
availability and serviceability
–Scale on demand
–Be easy to maintain and support
–Come from a reliable provider
Copyright © 2011 Oracle Corporation
Exalogic Configurations I Seamless Upgrade
Eighth
Rack
Quarter
Rack Half Rack Full Rack Multi-rack
4
Compute
Nodes
8
Compute
Nodes
16
Compute
Nodes
30 Compute
Nodes
8-240
Compute Nodes
NEW
1/8 of a Rack
•Not an ODA equivalent
•Single project sale
•Upgradeable
• Expedited time to value
• Easier to manage and upgrade
• Lower cost of ownership
Exalytics Exadata
Database
Machine
Exalogic
Elastic Cloud
Database
Appliance SPARC
SuperCluster Big Data
Appliance
• Reduced change management risk
• One-stop support
• Extreme performance
Engineered Systems I The Family
Complete and Integrated Management
Deploy
Provisioning of Firmware, OS, Middelware, and
Applications
Clone and Scale-out
Test
Functional Testing
Load Testing
Test Management
Maintain
Remote Management - Telemetry
Phone Home - Proactive Support
My Oracle Support Integration
Manage
End-to-End Diagnostics - Service Levels
- Root Cause
Configuration Mgmt - Change Tracking
Patch Automation - Firmware, OS
Monitor
Application-to-Disk
Exalogic Monitoring Integration - System, Compute Nodes, Switch, Storage
Energy Utilization and Impact
Grid Control
OpsCenter
Enterprise Manager
Integrated End to End Monitoring From Application, Datacenter to Support
Exalogic Exadata
Application
Operations
Data Center
Operations
Oracle Support
Grid Control OpsCenter My Oracle Support
Exalogic Elastic Cloud Management Infrastructure From Infrastructure Application to Power Supply
Grid Control
Enterprise Manager
OpsCenter
Applications
Custom Web Applications
Fusion Apps E-Business
Suite Siebel
Database Grid
Application Grid: WebLogic Suite
Shared Services
Process:
BPM Suite Integration:
SOA Suite
Security:
Identity Mgmt
User Interaction:
WebCenter
Virtualization
Operating Systems
Middleware Platforms
Exalogic Elastic Cloud Infrastructure
Exalogic
Exadata
© 2010 Oracle Corporation
© 2012 Copyright Oracle Corporation – Confidential and Proprietary
Target Exalogic Markets
WebLogic
Customers
Exadata
Customers
Systems
Customers
Oracle Apps
Customers Cloud Apps/DC
OFM
Solutions
© 2012 Copyright Oracle Corporation – Confidential and Proprietary
Examples of Channel Sales Plays
•Identify older WL
version install-base
• Attend WLS
Differentiation
training and upskill
to sell WL11GPS3
(Exalogic Ready)
• Identify and
match older WL
version install-base
end customers
• Partner Sales
Plays : “Cloud-in-
a-box”, “Future-
proof Your IT”,
“Bundle Exalogic
with new WL sale”
•Identify Exadata
install-base
customers without
Exalogic machines
and get partners to
be specialized and
certified on entire
Exa stack.
• Partner Sales
Plays :
“Maximizing
Exadata
investments with
Exalogic”,
“Standardization/Pr
ovisioning using
both Exadata and
Exalogic”
•Identify older third
party servers, Sun
servers in
customer’s install-
base that may be
reaching EOL and
ready for
Technology
Hardware Refresh
• Partner Sales
Plays : “Tech
Refresh using
Exalogic”, “Getting
ready for next
generation DC”
•Identify which
customers who
have Oracle Apps
or OFM Solutions
without Exalogic
•Partner Sales
Plays : “Faster
Applications”,
“IDM-in-a-box”,
“Faster Migration /
Integration /
Provisioning”, :
“Improved
Performance
Benchmarks using
ED/EL”, “Lower
TCO”, “EECS2.0”
Exalogic – Top Areas of Adoption
• SOA
• WebCenter
• IdM
• Data Integration
• Siebel
• EBS
• PeopleSoft
• JD Edwards
• ATG
• Custom Applications
• Java Applications
• ….and many more…
Top 3 Reasons Customers Buy Exalogic
1. Fix an application performance / scalability issue
2. Oracle on Oracle, single vendor solution
3. Reduced system cost: cost of software and hardware
combined
Large volume growth
(experienced or expected) Upgrades
Performance pains Net New Project Rollout
TRIGGERING EVENTS
Lessons Learned from Selling Exalogic
•Strategy: Middleware license reduction
•Customer Value prop: Lowest TCO
1. Java and Middleware Performance
•Strategy: Oracle on Oracle
•Customer Value prop: Application Service Levels and Peace of Mind
2. Oracle Applications
•Strategy: Performance or Scalability Pain (today) or Fear (tomorrow)
•Customer Value Prop: Application Service Levels, Lowest cost scalability
3. Exalogic and Exadata for Application Performance
•Strategy: Recreate the way you do IT
•Customer Value Prop: IT Rationalization, Project Performance, Application Performance
4. Business Transformation (all three sales plays)
1. Java / MW Performance
• Key Value Prop
– Middleware license reduction / control and lowest overall TCO
• Applicable to – Middleware customer
– Apps customer where middleware licenses are required
• Impact – Hard savings in S/W licenses and hardware
• Supporting facts – Exalogic is the most efficient system for running Java and Oracle Fusion Middleware
– Tests reveal 2x improvement in throughput = ½ hardware and ½ software licenses
• Key technology differentiators – Exabus technology in Exalogic
– Exadata as a backend DB for database –tier of Middleware/ packaged application
– Oracle VM and hard partitioning (Exalogic 2.0 and 2.1) to enable license management
• Best Practice – Lowest TCO of Exalogic Elastic Cloud Software + Middleware licenses + Exalogic hardware
when compared to the cost of Middleware licenses + competitive hardware
2. Oracle Applications
• Key Value Prop
– Peace of Mind and better Service Levels
• Applicable to – Apps customer
– Apps customer that hasn’t purchased hardware for their production environment, apps
customer upgrading versions to latest
• Impact – Hard savings in reduced hardware and middleware footprint
• Supporting facts – Exalogic Oracle Applications benchmarks
– Oracle’s strategy of Engineering Application-level functionality around Exalogic and Exadata
• Key technology differentiators – Exabus technology in Exalogic
– Exadata as a backend DB for database –tier of Middleware/ packaged application
• Best Practice – Highlight Improved time to market
– Highlight Improved Application Response Times
– Focus on Oracle on Oracle – we can optimize the infrastructure and Apps together – who else
can?
3. Exalogic and Exadata for App Performance
• Key Value Prop
– Performance / scalability Pain (now) or fear (future)
• Applicable to – Oracle Apps or Middleware customer
• Impact – ATG: Improving conversion rates from 1.5% to 5% has a $40M revenue upside over 3 years
for a $100M online business
– Utilities: Exalogic and Exadata can deliver the lowest Meter Data Management / Customer
Care and Billing Solution – $1.45 per meter for infrastructure costs (ED/ EL) versus $2.8 for HP
• Supporting facts – Exalogic Oracle Fusion Middleware and Oracle Applications benchmarks
• Key technology differentiators – Exabus technology in Exalogic
– Exadata as a backend DB for database –tier of Middleware/ packaged application
• Best Practice – Focus on the Application tier to drive infrastructure purchase/ refresh decisions either in
hardware refresh cycle or out of cycle where there is a direct performance pain (today) or fear
(future)
– Position price / performance equation not just the cost of the platform
– Lowest costs of scalability
4. Business Transformation
• Key Value Prop – Business and IT Transformation
• Applicable to – Oracle Apps or Middleware customer
• Impact – Reduced Operating Costs
– Improved Project Performance and Improved Application Performance
• Supporting facts – Exalogic Oracle Fusion Middleware and Oracle Applications benchmarks
• Key technology differentiators – Exabus technology in Exalogic
– Exadata as a backend DB for database –tier of Middleware/ packaged application
• Best Practice – C-level engagement and multi-product and multi-project Architectural engagement,
aggregating demand across projects
– Focus on savings from multiple projects all now having consistent, consolidated and shared
platform further up the stack compared to the virtualization layer only
– Focus on the importance of the application layer
– Expand size of deal with Dev/ Test / Pre-Prod Exalogic units
Get Started
1. Get Exalogic certified and specialized by June
1st (start of our new FY13)
2. Attend our free Exalogic Technical Boot Camps
3. Get Exalogic sales-enabled (and use TCO tool)
4. Nominate customer opportunity pipelines (and
leverage on our strong pool of Exalogic
architects ,pre-sales , product management
team and partner solution centers’ experts)
ENABLEMENT
Resources for ISVs Developing on Oracle
READY
Runs Better on the Latest Platform From Oracle
OPTIMIZED
Runs Best on Oracle
• ISV Test Labs
• Upgrade Tools / Migration Kits
• ISV Developer Role for Guided Learning Paths
• Boot Camps
Oracle ExaLogic Ready, Oracle ExaLogic Optimized
and Enablement Resources
VM
EXALOGIC
EXALOGIC
OPN Membership levels Ready Benefits ISV
• Free exam vouchers
• Access to demonstration services
• Free support SRs
• PR / Logos
• And more…
• ExaLogic Ready
(Tested)
• Oracle ExaLogic Ready benefits +
• 1 Oracle Validated Integration
• Eligible for MDF
• Access to contact lists
• Higher visibility on Oracle.com
• Oracle Quotes added to PR
• ExaLogic Optimized
(Coherence ready)
• Platinum level benefits+
• Joint press releases
• Premier partner finder placement
• Promotional video
• And more…
• Multiple Apps optimized
for ExaLogic
Oracle ExaLogic Ready Benefits
Key Benefits of Oracle ExaLogic Ready Program
• Logo
• 50 App /Tech Support SRs
• Qualify for Platinum upgrade
Partner Solution Brief
Press Release
Search on OPN Solutions Catalog
Oracle ExaLogic Optimized
Key Benefits:
• Press Release announcing Optimized
performance and scalability
• Performance Case Study
• Maximum visibility with Oracle field sales
• Logo, Highlighted on OPN Marketplace
• Qualify for Platinum or Diamond
Eligibility Criteria:
• Define Proof-of-Value goals (performance &
scalability)
• Achieve Oracle Exadata Ready or
Oracle Exalogic Ready
• Addendum
• Qualifying deal in pipeline (Minimum 1/4 rack for Resell,
Prop hosting, Development/Test)
Unleash ISV Application Performance on Engineered Systems
Optimization Resources: • Hands on Oracle ExaLogic architects to test and tune to Proof-of-
Value metrics
• Oracle Exadata, Oracle Exalogic machines in Oracle ExaLogic Labs
EXALOGIC
Oracle ExaLogic Optimization Labs
• Premier ISV/OEM technical test facilities for Oracle
Exadata and Oracle Exalogic
• Staffed by seasoned performance and scalability
professionals
• Secure remote network access facilities for Proof-of-
Value testing and tuning
• Hosted in OSC/PSC
– Santa Clara, California USA
– Singapore
– Sydney, Australia
– New Delhi, India
– Beijing, China
– Linlithgow, UK
Achieve Extreme Application Performance
Exalogic Partner and ISV Program http://www.oracle.com/partners/en/opn-program/oracle-exastack/index.html
Program for 3rd
party application
certification on
Exadata and
Exalogic
Special access to
test facilities and
Oracle expert
support
Exalogic TV: YouTube.com/exalogicTV
@ OpenWorld 2011: Exalogic Product Management put together a series of short
3-7 minute videos aimed to deliver core messaging around
the entire Exalogic Elastic Cloud Stack.
ExalogicTV is an ongoing project, videos added regularly.
Please view and share these videos with your customers:
YouTube.com/exalogicTV
Join the Exalogic Community
Twitter twitter.com/OracleExalogic
Facebook facebook.com/Exalogic
Oracle’s Exalogic blog blogs.oracle.com/exalogic
LinkedIn linkedin.com/groups/Oracle-Exalogic-Elastic-Cloud-3764186
Exalogic TV www.youtube.com/exalogictv
APAC Exalogic Channels Contact : Andrew Yeong
+65 81133919 / +65 64361339
© 2012 Copyright Oracle Corporation – Confidential and Proprietary
•Extreme Performance for JAVA Applications
•Extreme Performance for Oracle Applications
•Engineered System with
Best ROI
Oracle Exalogic Easier to Buy, Easier to Own, Easier to Operate
Copyright © 2011 Oracle Corporation