Transcript FY06 Q2 QBR - XChange Events

Why Oracle? Why Now?
Dale Weideling
Vice President, VAR/VAD Technology Sales
North America Technology Channels
Why Oracle?
Market Leading Products +
Best of Breed Acquisitions =
 Increased Value for Customers
 The Most Complete Solutions
Increased Opportunity for Partners
Opportunities Across the Market
<Insert Picture Here>
Customers:”Out of the box” Integrated Solutions
 Complete
Applications
–
–
Middleware
 Open
–
–
Database
Standards-based products
Extensible – you can build on it
 Integrated
–
–
Infrastructure
Breadth of technology
 Database, Middleware, Apps
Marketing leading functionality
Unified product stack
“App to Disc”
58 Oracle Acquisitions: FY’05 - Present
APPLICATIONS
Enterprise
Deals
TECHNOLOGY
Enterprise
Deals
Manufacturing
Industries
*
Performance
Management
Retail
Industry
Identity
Management
Comms
Industry
*
Content
Management
Banking Industry
Middleware
Management
Utilities Industry
Insurance Industry
Database
Project Portfolio
Mgmt
Systems
Management
Cross Industries
*
*Transaction has not closed yet.
*
Oracle Fusion Middleware
Applications
Middleware
Database
Infrastructure
5
Analyst Recognized Leadership
Leader in 16 Forrester Waves
Composite App Infrastructure
New Systematic Applications
Backend Integration Projects
Enterprise Application Server
Horizontal Portal Products
Business Intelligence Platforms
Corporate Performance Mgmt.
Web Access Management
Burton Group
“Short List”
User Provisioning
6
Customer Growth & Product Strategy
90,000
80,000+
Application Grid
80,000
70,000
60,000
Business Intel &
Publishing
50,000
SOA Suite
Enterprise 2.0 &
BPM
40,000
BPEL Process
Manager
30,000
Development Tools
20,000
Content
Management
Identity
Management
10,000
Application Server
0
Q104 Q204 Q205 Q305 Q405 Q106 Q206 Q306 Q406 Q107 Q207 Q307 Q407 Q308 Q109 Q209 Q309
Customer Growth
7
Oracle Fusion Middleware 11gR1
Oracle’s Most Important Release – Ever
 Brand New Release of Fusion MW Suite
 Brings together Oracle & BEA Functionality
 Significant New Product Functionality
–
–
–
–
2,900+ new features
Best of Breed Products – expands New Sales opportunities
Seamless Suite Integration – drives Cross-Sell opportunities
Combination of products – drives Consolidation opportunities
8
Oracle Database 11g Lowers IT Cost
World’s #1 Relational Database
235,000 Customers
48.6% RDBMS market share*
Comprehensive security
Higher availability
Easier to manage
Lower cost of ownership
*Source: Gartner Group
Right Products for Mid-Market
 Oracle Database 11g easy to:
–
–
–
Install
Develop
Manage
 Streamlined SMB Package
–
–
One CD for Windows
One CD for Linux
Oracle’s Strategy Drives Growth in a
Challenging Economy
 Oracle strategy paying
off in down economy
–
–
–
FY09 earnings up 3%
Profit up 11%
Q4 quarterly cash
dividend
 Partner sales continue
to grow
Partnering Priorities for FY10
 Specialization: Fusion Middleware “Pillars”
–
App Server, Portal, SOA, BI, Content Management, Security
 Specialization: Grid Computing
–
Modernization, server consolidation, high availability, virtualization
 Market Coverage: Aligning Resources to You
–
–
–
–
Emerging Market segmented sales support resources
National Accounts “Geo” reps
Enterprise “Cover the subs”
Vertical expertise
Partner Sales Support
Open
Market
Model
Remarketer Program
New zero barrier to entry program enables SMB sales
Remarketer
Annual
Membership
Fee
$0
QuickStart
$300
Partner
Certified
Partner
$1995
$1995
Certified
Advantage
Partner
$1995
Partner’s Benefits -- Oracle’s Commitment
• Remarketer Program
•
•
•
•
•
New class of Oracle reseller, not directly affiliated with Oracle
No OPN Fees/No OPN benefits
Able to resell Oracle SE1/SE products
Standard Terms, Conditions & Pricing
Remarketers leverage VAD for all support, training, etc.
• QuickStart program
• Access to limited OPN benefits and products
• Full OPN Membership
• Full access to all resources and resale for Tech products
How do I get trained?
OPN Competency Center
 Start by taking a pre-assessment and build a
customized Guided Learning Path
 Save your Guided Learning Paths as projects and
work on them over time
 View and manage your complete Oracle training
history
 Collaborate by sharing your opinion on content
 Access Solution Kit materials available on OPN
http://competencycenter.oracle.com
Profile of a Successful ORCL SI/VAR
 Solution focused
 Balanced resale of software, services and/or hardware
 Establishes “brand” with local Oracle sales teams
 Engages the resources available
Scott Walker
CEO
Ironworks
Who is Ironworks?
Ironworks is a project-based
consulting company with one mission
– never fail a client . We measure our
success by the success of our clients.
20
Why Ironworks?
 The “Right Size”

We are large enough to provide depth, experience and expertise, yet small enough
to provide the intimacy and agility to be responsive to your needs.
 Experienced Resources

Our teams include senior, experienced program managers, designers, information
architects, developers, and engineers – we don’t sell with the “A” team, then staff
the job with the “B” team.
 Integrated Strategy, Design and Development

This integration means that our strategies are practical, our applications are highly
usable, and our technical solutions are expandable and maintainable.
21
Our Service Offerings
BUSINESS CONSULTING





Program
Management Office
IT Strategy and
Roadmap
Vendor and Tool
Selection
Business
Process Improvement
Compliance

WEB SOLUTIONS
(Fusion E2.0)
Web Strategy

Web Design and
Usability

Portals

Enterprise
Content Management

Web Analytics

E-Commerce

Enterprise Search

Application
Management
SYSTEM INTEGRATION
(Fusion SOA)

Service-Oriented
Architecture (SOA)
Strategy and
Implementation

Business Intelligence

Application Integration
22
Representative Clients
Healthcare
Government
Financial
Services
Associations
Mfg/Retail/Dist
Other
23
How The Partnership Got Here
 Evolution of Ironworks partnership expectations and model:
Professional services vs. license sales/reselling
 “Going it alone” versus working with partners (> 5%, < 80%)
 Recognize it’s a two way street
 Lead and opportunity sharing is the bottom line
 Evolution of Ironworks and Oracle relationship:

Stellent
Fuego
BEA
Plumtree
BEA
Oracle
Fusion
 Enterprise Partnership – expansion of Oracle product stack
 Involvement of Ironworks in Oracle sales verification program:

E20 (approved) and SOA (in process)
24
Why is This Partnership Working?
 Complementary missions and objectives – relationship “fit”:
Help clients achieve business objectives through technology and
services
 Expand client base and footprint within clients (licenses and
services) – leverage our ability to go wider and deeper in
accounts.
 Mutual executive commitment to success of relationship
 Strong working relationships between Oracle Account, Services,
and Channel teams and Ironworks professionals
 Joint account relationships and joint account planning
 Alignment of our services capabilities to Oracle Product Stack
 Results
 Oracle has demonstrated by its actions and leads provided that
they are committed to this partnership.

25
www.ironworks.com
Richmond
4121 Cox Road, Suite 205
Glen Allen, Virginia 23060
804.967.9200
DC Metro
8133 Leesburg Pike, Suite 650
Vienna, Virginia 22182
703.506.3964
Research Triangle
Charlotte
www.ironworks.com
11000 Regency Parkway, Suite 404
10405 Toringdon Way, Suite 205
Cary, North Carolina 27518
Charlotte, North Carolina 28277
919.462.2092
704.848.8889
27
Summary and Actions
 Right time to do business with Oracle
–
–
–
Technology and industry leadership
Cross-sell and upsell opportunities
Ease of doing business
 Learn more about Doing Business with Oracle
–
–
–
Visit www.oracle.com/partners
Engage your VAD
Visit the Oracle Booth