Ajanda. Oracle İş Ortaklığı Programı ve Portal OPN. OPN Sözleşmeleri ve Dağıtım Anlaşmaları. Oracle Partner HUB

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İş Ortakları Güncelleme Toplantısı

11 Aralık 2013

Ahmet SARI

İş Ortakları Satış Yöneticisi

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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 ”

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Oracle Partner Network (OPN)

İş Ortaklığı programı yönetim platformu

Global İş Ortakları topluluğu

Portal

http://opn.oracle.com http://partner.oracle.com

Community Portal

Program

Partner Business Center

http://partner.oracle.com

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OPN Program Benefits

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OPN Portalı http://partner.oracle.com

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OPN Specialized

*

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Differentiation in OPN

Programs Designed For Each Partner Business Model

SIs & VARs ISVs

150+ Available Specializations

8 Available Ready

3 Available Optimized

20 Available Validations

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Uzmanlaşmak için gerekli kriterler

Specific to Specialization – Globally consistent

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Criteria Required Business Criteria

Customer References

3

Transactions Resale

2

Co-Sell Referral

Örnek Uzmanlaşma Kriteri

Competency Criteria

Sales Specialist

2

Pre-Sales Specialist

2

Implementation or Developer Specialists

(or Certified Professionals) 3

Support Specialist

1

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“OPN Sözleşmeleri ve

Dağıtım Anlaşmaları”

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Partner sözleşmeleri

OPN – Oracle Partner Network ,

FUDA – Full Use Distribution Agreement,

PSADD – Public Sector Addendum

FDA – Field Delivery Addendum

Sözleşmeler ve Dağıtım Anlaşmaları

ISV anlaşmaları

ISV-MA – ISV Master Agreement

ISV-FU – Full Use DA

ISV-PSADD – ISV PSA

FDA – Field Delivery Addendum Dağıtım anlaşmaları

FUDA – Full Use Distribution Agreement,

ASFU – Application Specific Full Use

ESL

ISV-PSADD – ISV PSA

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

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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.

Closing transactions - Resale Initiative

Oracle

Closing transactions - Resale Initiative

OPS

Opportunity Database

OMM

OPS

VAD Reseller Customer

SELL

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Neden OMM kullanılmalı?

• Şeffalık ve fırsat eşitliği politikası

• Açıklık ve partnerların ödüllendirilmesi, “rebate”

• Kanal üzerinden oluşturulan pipeline takibi

• Anlaşmazlıkların engellenmesi

Oracle Partner

Registration

Deal

Accept / Decline Assistance

Customer

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OPN Incentive Program Amacı

Single Rebate Program Software and Hardware Single Rebate Program

Software and Hardware

Focus on Registered

Focus on Registered Focus on

Oracle Focus on

Oracle Registered

Broad Market opportunities

Registered Broad Market

opportunities

Include Oracle Premier Support

Include Oracle Premier Support Focus on

Oracle Strategic Products Focus on

Oracle Strategic Products

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• Broad Market Account

• Registered = registered + approved *

• Include Support

• Broad Market Account

• Registered = registered + approved *

• Include Support

Broad Market Rebate:

3%

OPN Incentive Program Özeti

Resell Transaction / ASFU&ESL are not eligible for OPN IP

• Broad Market Account

• Include Support

• Broad Market Account

• Include Support

Strategic Product Rebate: 5%

* IMPORTANT: VAD must include Opportunity ID in order booking

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FY14 OPN Incentive Program

In FY14 we continue rewarding partners for their focus on:

• Sales to the Broad Market

• With Oracle Premier Support

•Deal Registrationvia OMM

FY14OPN Incentive Program VAR Rebates:

NEW NEW FOR FOR FY14!!

FY14!!

•Deal Registrationvia OMM

•StrategicProduct sales

And now we extend additional rebate opportunities to partners for:

• Selling Oracle on Oraclesolutions Over the past 2 years, Oracle has paid over $60M in rebates to EMEA Channel partners through incentive programmes.

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> 30M$

^paid

out to EMEA Partners in Rebates

3%

• Broad Market

Customer (*)

• Oracle Premier Support

5%

• Strategic Hardware Product (**)

Open Market Model (OMM)

Deal Registration

Partners in Rebates

& OMM Fees in FY13

5%

Product (**)

2%

• Oracle on Oracle

• Same quarter and customer

• Strategic HW + SW or Server + Storage

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

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“Oracle Partner HUB”

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Oracle Partner HUB

Unique and Efficient Partner Infrastructure

We share our skills to maximize your revenue !

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Oracle Partner HUB Benefits

For Partners

Partner Academy

Dedicated courses, exclusive to Oracle

ISV Migration Center

Free migration & upgrade support for Oracle

Technologies

Partner Studio

Organize events at Studio for customers and exclusive to Oracle

partners at special rates

Support and additional benefits for Specialization

program

Technologies

Labs equipped with the latest hardware technology

Support for the ISV ExaStack Program

for customers and prospects

Access to a wide range of sales and marketing

support

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Oracle Partner HUB

Years Training man/day

FY’09 849

FY’10 1.356

FY’11 2.122

In the last 5 years @ Partner Academy

FY’11 2.122

FY’12 2.491

FY’13 2.138

FY’14 1.108

Total 10.064

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Upcoming Trainings

Training Name

Training Name ^{Start Date}^{Start Date} ^Duration^Duration ^Language^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

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Oracle Partner HUB

ISV Migration Center: # of ISV application migrations

& Adoption from competetive products : 25

265 man-days workshop with partners

Partner Studio: # of Studio events: 21

DB12c, DaaS, SaaS, Fusion SaaS activities took place at Studio

sevgi.emul@oracle.com

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Java Summer School

Oracle Partner HUB Turkey has staged the 4

^th

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.

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FY14 ExaStack Validation Program

Partner Solution Name

Exadata Ready

Exadata

Optimized Exalogic Ready

Exalogic Optimized

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 ++

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Katma değerli distribütörlerimiz

Demo Donanım Parkı

Oracle Exadata ES

Oracle Database Appliance

Spark T5 Series

X Series

Demo Donanım Parkı

Oracle Exadata ES

Oracle Exalogic ES

ZFS Storage Appliance 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

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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

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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.

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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

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PLUS Dergi ve İş Ortakları Başarı Öyküleri

• http://www.bilgicozumleri.com/genel-sektordeki-ilk-ruei-projesi-banvitte- gerceklesti/

•http://www.bilgicozumleri.com/ovm-petrol-ofisi-goldengate-ile-kesintisiz- raporlama-beklentilerini-karsiladi/

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Pusula Dergisi

“Engineered Systems”

sayısı

gokce.ilsever@oracle.com

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“Oracle Financing”

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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

How can Oracle Financing help your customers?

PARTNER BENEFITS

How can Oracle Financing help your business?

Reduce up-front costs and improve cash Larger deals and bigger margins

LEARN MORE: www.oracle.com/financing or OracleFinancing_ww_grp@oracle.com

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 decision- makers

Mitigate risk around credit and collections

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Let’s Optimize Your Sales

Over 20 years of experience

More than 12,000 customers

More than 60 countries

Oracle Financing

More than 60 countries

Fortune 1000 to small and midsize

All major global industries

Commercial and government

USD 2.5 bn financing (FY12)

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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

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Q&A

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