extending your markets opportunities in north america kristen brown vice president, nas channels...
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Extending Your MarketsOpportunities 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 StreetFY05 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
$1B+1000+
employees
$250M-$1B500-1000
employees
$100M-$250M100-500
employees
$20M-$100M10-100
employees
$1-$20M1-10
employeesSmall Business
LowerMid-Market
MidMid-Market
UpperMid-Market
Large
Market Segmentation & Coverage
Total SME IT Spending$47.7 Billion
33%
28%
21%
18%
LowerMid-Market
MidMid-Market
UpperUpperMid-MarketMid-Market
Enterprise
IT Spending*
8%
16%
31%
45%
% Contribution to GDP
Source AMI Consulting, 2003.
NASA
GEO
SUPERGEO
NAS Marketing Campaigns
Tech Campaigns
Business Integration
Developers
Grid Computing
ISVs
Mid-Market
Standardize on App Server
Technology Upsell
Apps CampaignsBusiness Intelligence
(Joint Apps & Tech)
Consumer Products – Maximizing Brand Value
Financial Services
Human Resources
Lean Enterprise - Mfg:
- Automotive
- High Tech
- Industrial
- Medical Devices
Mid-Market
Go To Market ISV Partners
Mid-MarketVerticals
Marketron, Digital Dispatch, SeeCommerce, Solid Earth
Banking Retail Telco GEH*
EBS Competitive
Small Business
+
Dis
cou
nt
-
ES
L
A
SF
U
F
UD
AFor Example
20 Industry “Practices”
Aerospace & Defense Automotive Communications Consumer Products Chemicals Education & Research Engineering & Construction Financial Services Healthcare High Technology
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
0%
2%
4%
6%
8%
10%
12%
$0 $2,000 $4,000 $6,000 $8,000 $10,000
Banking
ProfessionalServices
High Tech
Higher Ed
Life Sciences
Chemicals
CPG
Healthcare
Retail
Trans.
UtilitiesAMC Communications
Government
Industrial Mfg.
Total Software Spend, 2003
Pro
ject
ed 5
Yea
r C
AG
R
Source: Gartner Global Industries Worldwide Forecast, Sept. 2003,
Wholesale
Industry Solutions ISVs
Financial Services
Retail
Communications
Discrete Manufacturing
Process
Manufacturing
Consumer Lending, Core
Banking
Loans & Deposits,
Core Banking solution
Branch Automation for
large retail banks
Anti-Money Laundering, broker Surveillance,
Fraud Detection, Trade Compliance
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
Fulfillment & Asset
Discovery
Modeling Solution &
Collaborative Environment
Global Trade Management
Global Trade Management
Global Trade Management & Logistics
Exploration & Field
Development, Project Mgmt
* In Progress
*
Data Sharing for Exploration
& Field Development
Upstream Production Volume &
Asset Mgmt.
Plant Data Management
OracleEBS
Corporate Administration
Financial Management Corporate OperationsHuman Resources
Real Estate Management Corporate ComplianceCorporate Performance Management
Core Banking Systems Payment Systems
Wires ACH
Credit Card
Retail Lockbox
Customer Relationship Management
Sales Service
Marketing Interaction Center
Mortgages
Consumer Lending
Retail Banking Oracle - ISV Industry Footprint Map
ISV Partner AppsOracle Tech
Investments & Insurance
Deposits
Branch
Retail Delivery Channel Management
Web
Call Center
ATM
Check and Image Processing
Consumer Lending – iFlex SuperSolutions
OracleEBS
Corporate Administration
Financial Management Corporate OperationsHuman Resources
Real Estate Management Corporate ComplianceCorporate Performance Management
Core Banking Systems Payment Systems
Wires ACH
Credit Card
Check and ImageProcessing Retail Lockbox
Retail Delivery Channel Management Customer Relationship Management
Sales Service
Marketing Interaction Center
Deposits
Investments andInsuranceMortgages
Branch
Web
Call Center
ATM
Consumer Lending
iFlex SuperSolutionsOracle 9i (100%)RAC and 9iAS (100%)
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
SouthEast – AL, MS, GA, FL
ISV PDM – Patrick O’Neil(718) 238-9506
Mid-Atlantic – PA, DE, MD,
VA, WVA, D.C., NC, SCISV PDM – Patrick O’Neil
(718) 238-9506
New England – MA, NH, VT, ME, RIISV PDM – Andres Ceballos(718) 238-9636
Tri State/SuperGeo - CT, NYC, Named NJ
ISV PDM – Andres Ceballos(781) 238-9636
NY/NJISV PDM – Andres Ceballos
(781) 238-9636
North Central – IL, WIISV PDM – Jennifer Hawkins
(416) 882-6401
So. OH, KY, TNISV PDM – Jennifer Hawkins
(416) 882-6401
Great Lakes- No. OH, IN, MIISV PDM – Jennifer Hawkins
(416) 882-6401East Canada – Ontario, Quebec
ISV PDM – Jennifer Hawkins(416) 882-6401
Adrienne Siegfried
Andres Ceballos
Patrick O’Neil
Julie Lisle
Jennifer Hawkins
714-438-454772PaNeiPl0 330 8885PAnChris Andres972-401-5829
Northwest – WA, OR, UT, IDISV PDM- Adrienne Siegfried
(650) 633-4015
Rocky Mountain – CO, AZ, NM, NVISV PDM- Adrienne Siegfried
(650) 633-4015
N. CaliforniaISV PDM- Adrienne Siegfried
(650) 633-4015
ISV Partner Development Manager Coverage
Western Canada, BC, AB, MAN, SAS
ISV PDM-Julie Lisle(905) 501-2192
IA, MN, ND, SDISV PDM- Julie Lisle
(905) 501-2192
NE, KS, MOISV PDM Julie Lisle
(905) 501-2192
South Central – TX, AR, OK, LAISV PDM Julie Lisle
(905) 501-2192
S. CaliforniaISV PDM- Adrienne Siegfried
(650) 633-4015
General Questions? Call the NAS PRN Support Line 1 (800) 323-7335
Oracle Partner Sales Resources
Partner databasePartner database
• Info on all Partners (ISVs, Info on all Partners (ISVs, SIs, VARs, etc)SIs, VARs, etc)
• Worldwide coverageWorldwide coverage
• Available externally to Available externally to anyone, including anyone, including customers, prospectscustomers, prospects
• Partners maintain & Partners maintain & update their own update their own informationinformation
Detailed ISV & SI Detailed ISV & SI databasedatabase
• Premier PartnersPremier Partners
• Internally searchable onlyInternally searchable only
• Updated & maintained Updated & maintained internally.internally.
Sales DashboardSales Dashboard
• First Stop for Field RepsFirst Stop for Field Reps
•Includes ASM-TSM Includes ASM-TSM Partner Tool KitPartner Tool Kit
• NAS Partner news & infoNAS Partner news & info
• NAS Channels teams for NAS Channels teams for ISVs, SIs, MSPs, HW ISVs, SIs, MSPs, HW OEMs, and VARs each OEMs, and VARs each have content area have content area
Expanding Your Marketsin Government, Education and Health
Marie Hayes Gordon
Senior Director, GEH Channels
Oracle Government, Education and Health Vertical Vertically Aligned to sell to these Customers 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– 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 GapPartners can implement Oracle ApplicationsPartners can upgrade Oracle ApplicationsPartners provide additional solutions
– Round out Oracle Product SetGain Mindshare in the MarketNet new revenue from solutions partnersFurther Vertical Expertise Access to Partners Customers
Examples of GEH Resources
Partner Technology Center– 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 – Focused approach to market leaders– Focused approach on ISV’s running on competitive products
10G Application Server– 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– 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 – Demand Creation– Order fulfillment
Expand footprints in Vertical Solutions– 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 ChannelsTeam
GEH ChannelsTeam
Who to call . . . Channel Managers
Marie Hayes Gordon, Senior Director, GEH Channels Federal Government
– 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– Marie Hayes Gordon – A&D Field– Ryan Core – Oracle Direct
State and Local Channel Managers
Nicole [email protected]
703-364-0071
Nick [email protected]
650-506-0781
Paul [email protected]
703-364-2714Oracle Direct WEST
Dawn [email protected]
650 633 4456
STATE AND LOCAL GOVERNMENT
Oracle Direct East, Central and South
Lindsey [email protected]
650-633-4118
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– Field- Bart Vey – [email protected]
703-364-2555– Elizabeth Diviney – Oracle Direct-
[email protected] - 781 238 9539
Canada– Field – Dayle Schweiger- [email protected]
905 501 2151
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