İş Ortakları Tarafında Son Durum ve Ortak Hedeflerimiz Ahmet Sarı

İş Ortakları Tarafında Son Durum ve Ortak Hedeflerimiz Ahmet Sarı

İş Ortakları Güncelleme
Toplantısı
11 Aralık 2013
Ahmet SARI
İş Ortakları Satış Yöneticisi
Ajanda
Oracle İş Ortaklığı Programı ve Portal “OPN”
OPN Sözleşmeleri ve Dağıtım Anlaşmaları
OPN Incentive Program ve Open Market Model
Oracle Partner HUB
Gelecek Dönem Etkinlik Planı ve Duyurular
Oracle Financing
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• OPN Portalı
• İş Ortaklığı Programı, “OPN Specialized ”
Oracle Partner Network (OPN)
İş Ortaklığı programı yönetim platformu
Global İş Ortakları topluluğu
Portal
http://opn.oracle.com
http://partner.oracle.com
Program
Portal
Partner Business Center
Community
OPN Program Benefits
OPN Portalı
http://partner.oracle.com
OPN Specialized
*
*
Differentiation in OPN
Programs Designed For Each Partner Business Model
SIs & VARs
150+ Available
Specializations
ISVs
8 Available
Ready
3 Available
Optimized
20 Available
Validations
Uzmanlaşmak için gerekli kriterler
Specific to Specialization – Globally consistent
Örnek Uzmanlaşma Kriteri
Criteria
Required
Business Criteria
Customer References
Transactions
3
Resale
2
Co-Sell
Referral
Competency Criteria
Sales Specialist
2
Pre-Sales Specialist
2
Implementation or Developer Specialists
(or Certified Professionals)
Support Specialist
3
1
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“OPN Sözleşmeleri ve
Dağıtım Anlaşmaları”
Sözleşmeler ve Dağıtım Anlaşmaları
Partner sözleşmeleri
OPN – Oracle Partner Network ,
FUDA – Full Use Distribution Agreement,
ISV anlaşmaları
ISV-MA – ISV Master Agreement
PSADD – Public Sector Addendum
ISV-FU – Full Use DA
FDA – Field Delivery Addendum
ISV-PSADD – ISV PSA
Dağıtım anlaşmaları
FUDA – Full Use Distribution Agreement,
ASFU – Application Specific Full Use
ESL
ISV- ASFU - ISV ASFU
ISV-ESL – ISV Embedded Software
Licence & Royalty
SaaS Licencing
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“Open Market Model (OMM) ve
OPN Incentive Programı
OMM Nedir?
OMM (Open Market Model) İş Ortaklarımız tarafından oluşturulan
Oracle fırsatlarının, Oracle tarafından ilgili İş Ortağı adına kayıt altına alınması
ve satışa döndüğünde satış marjı üzerine programda belirtilen oranda
“rebate” geliri aktarılmasıdır.
Oracle
Closing transactions - Resale Initiative
SELL
OMM OPS
VAD
Reseller
Customer
OPS
Opportunity
Database
Neden OMM kullanılmalı?
• Şeffalık ve fırsat eşitliği politikası
• Açıklık ve partnerların ödüllendirilmesi, “rebate”
• Kanal üzerinden oluşturulan pipeline takibi
• Anlaşmazlıkların engellenmesi
Registration
Oracle
Partner
Accept / Decline
Assistance
Deal
Customer
OPN Incentive Program Amacı
Single Rebate Program
Software and Hardware
Focus on
Registered
Broad Market
opportunities
Focus on
Oracle
Strategic
Products
Include Oracle
Premier Support
OPN Incentive Program Özeti
Resell Transaction / ASFU&ESL are not eligible for OPN IP
Broad Market Rebate:
3%
Strategic Product
Rebate: 5%
• Broad Market Account
• Registered = registered + approved *
• Include Support
• Broad Market Account
• Include Support
* IMPORTANT: VAD must include Opportunity ID in order booking
FY14 OPN Incentive Program
In FY14 we continue
rewarding partners for
their focus on:
NEW
FOR
FY14!!
FY14 OPN Incentive Program VAR Rebates:
• Sales to the Broad Market
• With Oracle Premier Support
• Deal Registration via OMM
• Strategic Product sales
And now we extend additional
rebate opportunities to partners
for:
• Selling Oracle on Oracle solutions
Over the past 2 years, Oracle has paid over $60M in rebates to
EMEA Channel partners through incentive programmes.
Open Market Model (OMM)
Deal Registration
3%
• Broad Market
Customer (*)
• Oracle Premier
Support
> 30M$ paid
out to EMEA
Partners in Rebates
& OMM Fees in
FY13
5%
2%
See all details for OMM conditions that apply on oracle.com pages, through your VAD or sales contacts
(*) Broad Market can be validated through your VAD or Oracle PBC Partner Business Center
(**) Product list www.oracle.com/partners/secure/sales/opn-incentive-prg-strgc-pro-list-422308.pdf
• Strategic Hardware
Product (**)
• Oracle on Oracle
• Same quarter and
customer
• Strategic HW + SW
or Server + Storage
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“Oracle Partner HUB”
Oracle Partner HUB
Unique and Efficient Partner Infrastructure
We share our skills to maximize your revenue !
Oracle Partner HUB Benefits
For Partners
Partner
Academy
Dedicated courses,
exclusive to Oracle
partners at special rates
ISV Migration
Center
Free migration & upgrade
support for Oracle
Technologies
Partner Studio
Organize events at Studio
for customers and
prospects
Labs equipped with the
latest hardware technology
Support and additional
benefits for Specialization
program
Support for the ISV
ExaStack Program
Access to a wide range of
sales and marketing
support
Oracle Partner HUB
In the last 5 years @ Partner Academy
Years
Training
man/day
FY’09
849
FY’10
1.356
FY’11
2.122
FY’12
2.491
FY’13
2.138
FY’14
1.108
Total
10.064
Upcoming Trainings
Training Name
Start Date
Duration
Language
Oracle 11g Database Administration - I
Dec, 16
5 days
TR
Exadata Technical Boot Camp
Dec, 25
3 days
TR
Oracle Business Intelligence Suite Enterprise Edition 11g Implementation
Jan, 06
5 days
TR
Oracle WebLogic Server 12c Implementation Specialist
Jan, 14
4 days
ENG
Oracle Unified BPM Suite 11g Implementation
Jan, 21
4 days
ENG
Oracle Enterprise Manager 12c Implementation
Jan, 27
2 days
TR
Oracle SOA Suite 11g Extensibility
Jan, 30
2 days
ENG
Oracle Access Management Suite Plus 11g Implementation Specialist
Feb, 03
5 days
ENG
Oracle WebCenter Sites 11g Implementation
Feb, 18
3 days
ENG
RAC 11g Implementation
Feb, 24
3 days
TR
Oracle Partner HUB
ISV Migration Center: # of ISV application migrations
& Adoption from competetive products : 25
265 man-days workshop with partners
sevgi.emul@oracle.com
Partner Studio: # of Studio events: 21
DB12c, DaaS, SaaS, Fusion SaaS activities took place at Studio
Java Summer School
Oracle Partner HUB Turkey has staged the 4th year Java Summer School
for over 40 students. It was run in joint collaboration with the Oracle
Partner Academy and Oracle partner OBSS.
The 40 participants were selected from over 1.000 students from 80
universities who applied for the Java training.
FY14 ExaStack Validation Program
Partner
Solution Name
Agito
AIMS
Asseco See Teknoloji
InAct
Idea
Vision Plus
Infotech
Infomobil
Minerva
Plantum - ERP
PiWorks
PIWeb
PI SON Suite
ANO
Sampas
AKOS Municipality
Sisoft
Sisohbys (Sisocare)
Smartsoft
Ocean
TTG Uluslararası
North-I Perf Mng
Vizyoneks
Insurance
Vizyoneks SAT
Exadata
Ready
Exadata
Optimized
+
+
+
+
+
+
+
+
+
+
+
+
+
+
+
Exalogic
Exalogic Ready Optimized
+
+
+
+
+
+
+
+
+
+
+
+
Katma değerli distribütörlerimiz
Demo Donanım Parkı
Oracle Exadata
ES
Oracle Database Appliance
Spark T5 Series
X Series
ZFS Storage Appliance
Demo Donanım Parkı
Oracle Exadata ES
Oracle Exalogic ES
Oracle Exalytics ES
Oracle Database Appliance
Spark T4&T5 Series
ZFS Storage Appliance
StorageTek SL 150 Modular
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“Gelecek Dönem Etkinlik Planı
ve Duyurular
Önümüzdeki Dönem Etkinlik Planı
• Müşterilere Yönelik Etkinlikler
• 13 Şubat 2014 – Oracle Finans Zirvesi
• 13 Mart 2014 – Oracle Sigorta Sektörü Zirvesi
• Nisan 2014 – Orta Katman Ürünleri Zirvesi
• Sponsorluk için Selma Levent ile irtibata geçebilirsiniz.
• İş Ortaklarına Yönelik Etkinlikler
• Nisan 2014 – Oracle Partner Day
selma.levent@oracle.com
Ödüllü İş Ortaklarımız
Infotech,
Oracle OpenWorld 2013
etkinliğinde düzenlenen
“2013 Oracle Excellence
Awards” kapsamında,
“Oracle ADF, Application
Development Framework
(Fusion Development)”
kategorisinde “Fusion
Middleware İnovasyon
Ödülü” ne layık görüldü.
Ödüllü İş Ortaklarımız
Kora – Bozlu Holding
IDC Büyük Data ve İş
Zekası Forum 2013
Holding kategorisindeki
“En İyi İş Zekası Projesi”
Bozlu Holding adına
Enterprise IT Manager
Altuğ Özdamar
Kora adına Satış Müdürü
Onur Aruz
PLUS Dergi ve İş Ortakları Başarı Öyküleri
• http://www.bilgicozumleri.com/genel-sektordeki-ilk-ruei-projesi-banvittegerceklesti/
•http://www.bilgicozumleri.com/ovm-petrol-ofisi-goldengate-ile-kesintisizraporlama-beklentilerini-karsiladi/
Pusula Dergisi
“Engineered Systems”
sayısı
gokce.ilsever@oracle.com
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“Oracle Financing”
Total Financing solution for Partners
Helping you to make the sale
By offering affordable payment plans, Oracle Financing can help your customers
acquire the IT solutions they need
CUSTOMER BENEFITS
PARTNER BENEFITS
How can Oracle Financing help your customers?
How can Oracle Financing help your business?
Reduce up-front costs and improve cash
flow
Preserve credit lines and conserve capital
Optimize IT budgets with flexible payments
Adapt quickly to changing business
climates
Larger deals and bigger margins
Shorter sales cycles and more control over
your sale
Greater access to financial decisionmakers
Mitigate risk around credit and collections
LEARN MORE: www.oracle.com/financing or OracleFinancing_ww_grp@oracle.com
Let’s Optimize Your Sales
Oracle Financing
Over 20 years of experience
More than 12,000 customers
More than 60 countries
Fortune 1000 to small and midsize
All major global industries
Commercial and government
USD 2.5 bn financing (FY12)
Benefits to Partners and VADs
Increase sales and reduce risk
Payment plans can help you:
Preserve and enhance credit lines
Expand customers’ purchasing power
Mitigate your credit and collections risk
Reduce time, cost, and resources spent seeking invoice settlement
Receive payment from Oracle within 30 days while customer pays over time
Payment solutions are available for Oracle hardware, software, eng.systems & implementation
Q&A