rising to the cloud performance zone - ad valoremkonferenciak.advalorem.hu/uploads/files/2017 vad...

Copyright © 2016, Oracle and/or its affiliates. All rights reserved. |

Rising to the cloud performance zone

June 7th & 8th , 2017Budapest - Hungary

Confidential – Oracle Internal & Value Added Distributors Only

Jean-Marc GotteroVice President EMEAOracle EMEA Digital & Cloud Partner GTM

https://www.linkedin.com/in/jeanmarcgottero/

Copyright © 2016, Oracle and/or its affiliates. All rights reserved. |Copyright © 2016, Oracle and/or its affiliates. All rights reserved.

Collaboration

Advocacy

Cloud 1st


FY17 reaching

new Cloud high


Grazie

ありがとう

Copyright © 2016, Oracle and/or its affiliates. All rights reserved.


95%

Cloud…The perfect

business opportunity…



Cloud…The perfect

business opportunity…

…for PARTNERS


Customers need Cloud expertise



Success is a matter of

a 30 Second Leap

Best car Best teamExecution for

extremeperformance

Success is a matter of

a 30 Second Leap

Copyright © 2016, Oracle and/or its affiliates. All rights reserved. | Confidential – Oracle Internal & Value Added Distributors Only 16Copyright © 2016, Oracle and/or its affiliates. All rights reserved.

GAAP revenues, global numbers Paas and Saas, US dollar

+34% +34%

+57%+66%

+77% +81% +73%

Q1 FY16 Q2 FY16 Q3 FY16 Q4 FY16 Q1 FY17 Q2 FY17 Q3 FY17


* Future of Trade 2016 , North Bride

Oracle Confidential – Internal and Authorized OPN Partners Only 17

Customer Intimacy

Service vs. Product

Position Cloud-Ready

environments

Migrate – Modernize –

Manage

Accelerate the

transformation

Born in Cloud Credibility

As Cloud become mainstream, the role of the Partners becomes more critical


Public Cloud


Private Cloud

On premise apps

DatabaseSecurity

blueprint

Converged

infrastructure

Applications

extensibility

Digital

transformation

Migrate

to CloudCo-existence

ORACLE

CLOUD

PLATFORM

ERP

CXEPM

HCM

Cloud Machines Iaas

Paas


Engagemen• Best-in-breed, as well as a

unified suite of SaaS apps

• Common set of tools for data, BI and business processes

• Delivered through a modern, multi-device UI

• Deep industry specific and global functionality



Oracle SaaS

Modern HRSupply Chain ERP / EPM ServiceMarketing Sales

• Best-in-class modern cloud apps for modern business demands• Complete suite spanning every business category• Connected processes, connected people, connected anything across the enterprise


Commerce

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Digital Commerce Platform Financial Corporate PerformanceManagement Solutions

Cloud HCM Suites

Talent Mgmt suites CRM customer engagement center Transportation Management Systems


• New category of apps that transform businesses using decision science and ML

• Intelligent: Derive insights to deliver accurate outcomes through AI

• Adaptive: Learn from user behavior, then react, change and optimize in real time

• Outcomes: New business value

Smart Offers & Actions

Best-Fit Candidates

Best-Value

Freight

CX Cloud HCM Cloud SCM Cloud

Web-Scale Data

Outcomes

Decision Science

Optimized Payment

Terms

ERP Cloud

Machine Learning


Adaptive Intelligent Apps


WORK LIFENext Best Offer

Recruiting Best Candidates

Fraud Detection

Supply Chain Automation

Predictive Maintenance

Optimize Payment Terms

Boost Data Center Efficiency

Personalized Shopping

Personalized Medicine

Personalized Entertainment

Precision Agriculture

Improved Navigation

Self-Driving Cars

Virtual Assistants


New Possibilities

Oracle Cloud Platform

Business Analytics

Application Development

Big Data

Compute

DataIntegration

Data Management

Engineered Systems

Enterprise Integration

Security

Networking

IoT

Management

Storage


Squeezing the Old:

Standardization, Migration

Catching the New:Digital innovation, Data driven, Next-gen excellence

Technology buyer =TCO, ROI

Business buyer = ROV


Moving the Mountain – The Install Base

Confidential – Oracle Internal/Restricted/Highly Restricted 26

Consolidate DB 12c

Apps unlimited

Oracle DB

Non oracle workloads

Back up, DR,…


Transformation

Build new apps

Connect and extend apps

• Rapid innovation/lowcode

• Bots• API• Paas for saas

Develop Data insights

• Entreprise analytics• Visual analytics• Big data• Big data lake

Secure and manage hybrid cloud

• SOC• Data security / GDPR• Hybrid identity• Modern system

management


Modern Cloud Infrastructure• Bare metal servers in minutes• Raw performance without hypervisor overhead• Pay for what you use• Integrated compute, storage, database services on

their own, low-latency private network• Enterprise-level governance• High availability for traditional and modern apps• All features usable via console or API

First-generation IaaS (e.g. AWS, Azure)

• Adding capacity takes minutes• Only pay for what you use

On-premises or Managed Hosting (e.g. Rackspace, Softlayer)

• Raw iron performance• Dedicated hardware

Launching Iaas 2.0 Bare metal cloud services


Availbility Domain 1

Availability Domain 2


Region 1Availability Domain 1






Region 3

Region 2

• Regions serve different geographies, provide Disaster Recovery

• Availability Domains provide a High Availability foundation in a Region

< 100µs RTT latency, 10Gb/s bandwidth

Region / Availability Domain Topology


Oracle IaaS Customer Reference Program

• A no cost program that provides customers with opportunity to share their success story with the industry and enhance their industry presence.

• Benefits:

– Share case study and blogs and leverage large Oracle media and social audience

– Participate in press and analyst summits and leverage Oracle press coverage

– Present at Oracle events with visibility to thousands

– Network with peers

– Get nominated for Oracle Innovation Awards


Public CloudPrivate Cloud

On premise apps

DatabaseSecurity

blueprint

Converged

infrastructure

Applications

extensibility

Digital

transformation

Migrate

to CloudCo-existence

ORACLE

CLOUD

PLATFORM

ERP

CXEPM

HCM

Iaas

Paas


Cloud Machines

Modernise

infrastructure

to Cloud

Drive

innovation

at speed

Create

integrated

digital platform

END-TO-END DIGITAL TRANSFORMATION


As more and more people are choosing to rent, rather than buy, overall, after several years, we actually get more money but in the very beginning of the transition from selling to renting, it looks like our business is slowing down or getting smaller. It's not the case.“

“

Larry Ellison, Nov 2016

Copyright © 2016, Oracle and/or its affiliates. All rights reserved. | Copyright © 2016, Oracle and/or its affiliates. All rights reserved.

?

Year 1 Year 2 Year 3 Year 5

Revenues

Project basedone-time revenues

As a service recurringrevenues

Cannibalization area

Year 4

In partnership with


Strategy for IT Migration to Cloud

30%Retire Environment

15%Oracle SaaS

Expose in existing PaaSConvert to Oracle PaaSOptimize & move to Oracle IaaSLift and shift to Oracle IaaS

40%

10%Cloud@Customer

<5%Remain on-prem


15%Architecture

*Industry average

10%Resell

20%Migration

25%Run &

Maintain

30%Solution

Blueprint

and roadmap

services

Resell hardware

and Cloud

services

Migration

• Data Migration

• Code Migration

• Test harnesses

• Regression test

• User acceptance test

• Change management

Solution development

• Process improvement

• Integration

• Security

• Mobility

• Analytics

• Disaster recovery

• Change management

• Training

Run & Maintain

• Logging trouble tickets

• Upgrades

• Patching

• Backup

• Performance tuning

• Capacity planning

For $1 of resale a

customer will spend additional

$8 to $11 *


• Customer self service portals• Pre-configured dashboards• Online training• Industry specific apps• Cross & upsell new CS• Expand Cloud offerings across organization & business model

End-to- end Solution (IP)

Packaged solutions including services, technology & IP and addressing an usage

Confidential – Oracle Internal & Value Added Distributors Only38

• Performance monitoring and reporting• On-going optimisation • Service automation / integration• Managed refresh cycle• Mobile device management• Help desk support• Single sign-on management

Managed services

End-to-end lifecycle service delivery including optimisation

• Cloud planning and readiness assessment• Solution analysis, scope and design, Financial (TCO) assessment• Technical (architecture) assessment & Proof of concept• Deployment services• Process redesign• End user training• Integration services

Project

Implementation services


Integration cloud

Security

BI

Mobile New apps

Portals

Iaas lifft and shift

Document cloud

Confidential – Oracle Internal & Value Added Distributors Only39

HCM

ERP

Customer experience


SUCCESS

80 % of SaaS deals include PaaS

3 out of 5 ERP deals include EPM

84 % of Cloud Deals are Net New Customers to Oracle

1 23

SaaS3 YEAR GROWTH

• From 150 to 320 employees

• From 1 to 20+ SaaS implementations

• From EMEA only to US and APAC coverage


SUCCESS

Have created ABACUS & Smart Analytics an End-to-end Cloud Solution, based on DBCS

and BICS offering customers a solution for biometrics identity management, transactional

data processing and analysis.

The Oracle Cloud platform was selected because it offered flexibility, agility, improved

customer engagement and the reduced cost for Innovation

Integrated Platform

GROWTH

• Versatility of options for solution flexibility

• Higher customer acceptance

• 2X speed to market for analytics solution

• X 2 increase in Consultant practice

1 23


ENABLEMENTEXPERIENCE

PERFORMANCE


OPN Cloud program

New enablement framework

Certified implementers

At scale – capacity planning

Sales plays

Qualified partner engagement

Adoption plan – ISM

OCS packages

Customer advocacy

Repeatable,predictable solutions

Managed Services


H1FY18 SaaS Implementation Events: 49 Events / 7359 Seats

Oracle Confidential – Internal/Restricted/Highly Restricted 44

10 Training on Demand (TOD) / 575 Seats30 Workshops / 6124 Seats

6 Cons Skills ToDs / 600 Seats

3 LVCs and InClass Events / 60 Seats

• Knowledge Advanced: In Milan, 17th-18th July

• Commerce/Loyalty Cloud: In Utrecht, 16th-19th October

• Transportation Management: LVC, 12th-16th June .

• Financials Consolidation and Close: Included in PTS Planning & Budgeting Workshops.

• Enterprise Performance Reporting Cloud: Included in PTS BI in Oracle Fusion Apps Workshops.

Enhanced PTS Workshop content


H1FY18 IaaS & PaaS Implementation Workshops 48 Events / 2686 Seats

Oracle Confidential – Internal/Restricted/Highly Restricted 45

24 PRIVATE Inclass workshops / 388 Seats24 REMOTE Workshops / 2298 Seats


ENABLEMENTEXPERIENCE

PERFORMANCE


OPN Cloud program

New enablement framework

Certified implementers

At scale – capacity planning

Sales plays

Qualified partner engagement

Adoption plan – ISM

OCS packages

Customer advocacy

Repeatable,predictable solutions

Managed Services


100%Go LiveCustomer advocacy


Full Speed Ahead


Let us

lead Cloud

together!

#1

rising to the cloud performance zone - ad valoremkonferenciak.advalorem.hu/uploads/files/2017 vad...

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