Oracle PartnerNetwork Modernization
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Learn about Oracle PartnerNetwork program modernization, launched in December 2019. The enhanced framework offers partners the opportunity to engage with Oracle based on their unique business needs and go-to-market strategy to build, sell or provide services.
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Oracle PartnerNetwork Modernization
- 1. Modernization of Oracle PartnerNetwork Pablo Hanono Senior Manager, A&C Programs Oracle PartnerNetwork May 2020
- 2. Accelerate Cloud Growth Oracle PartnerNetwork Modernization CUSTOMER CENTRIC SIMPLIFIED ENGAGEMENT SUCCESS DRIVEN 2 Copyright © 2020 Oracle and/or its affiliates
- 3. Oracle PartnerNetwork Modernization 3 Copyright © 2020 Oracle and/or its affiliates
- 4. Oracle PartnerNetwork Modernization Simplified fee structure based on go-to-market Environment, Skills, Technical Assistance, Sales & Marketing Driven by customer outcomes Performance-based, skills & customer success Based on partner business modelsProgram Structure Partner Tracks Benefits Incentives Program Fees 4 Copyright © 2020 Oracle and/or its affiliates
- 5. Clear, Defined Partner Journey Member Fee To Join & Receive Baseline Benefits Select Track(s) Achieve Expertise Extend Advanced Expertise ENABLERS BENEFITS Go-to-Market EXPAND BENEFITS Engagement Track(s) FeeBUILD SERVICE SELL LICENSE & HARDWAR E OPN MEMBER 5 Copyright © 2020 Oracle and/or its affiliates
- 6. Oracle PartnerNetwork Modernization Resell, Develop and Demo 1- Click Products DiscountedTraining BasicTechnical Assistance Marketing & Sales PROGRAM TRACKS SELL TRACK BUILD TRACK LICENSE & HARDWARE TRACK $3,000 Credit in UC SaaS Demo Discount Skills Transfer Technical Assistance Marketing & Sales $3,000 Credit in UC SaaS Demo Discount Skills Transfer Sales Demo Environments Marketing & Sales $1,500 Credits in UC Continue to Benefit From Existing Investments to Build, Sell and Service Annual Fee $3,000 Annual Fee $3,000 Annual Fee $3,000 SERVICE TRACK $3,000 Credit in UC OR SaaS Demo Instance SaaS Demo Discount Skills Transfer Technical Assistance Marketing & Sales Annual Fee $3,000 6 Copyright © 2019 Oracle and/or its affiliates | Authorized OPN Partner Only
- 7. Introducing… Expertise Earned Through Achievements • Certified/Accredited Professionals • Customer Successes • External Commitment to Oracle • Track Specific Qualifiers: - Technical Validation (Build) - Successful Go Lives – CLI Score (Service) - Public Sector Due Diligence (Sell) - Customer References (License & Hardware) • Ongoing qualifications Cloud, License & Hardware Qualifiers Regional Market (Sell and Service) Examples APAC ASEAN ANZ China India EMEA Africa CIS Iberia Nordics LAD APUB Brazil Colombia & Ecuador Mexico Japan Japan NAS North America Examples HCM Global HR Workforce Rewards Talent Management SCM Procurement Order to Cash CX Marketing Engagement IaaS & Oracle Cloud Platform Business Analytics Oracle Database Migration License & PeopleSoft PeopleTools Exadata Database Machine ZFS Storage 7 Copyright © 2020 Oracle and/or its affiliates
- 8. Expertise Examples BUILD EXPERTISE SELL EXPERTISE SERVICE EXPERTISE LICENSE & HARDWARE EXPERTISE Powered by Oracle Cloud Powered by Oracle Autonomous Database Cloud Integrated with Oracle Cloud Oracle Cloud Platform Oracle CX Sales Cloud Oracle ERP Cloud Oracle Cloud Platform Business Analytics Oracle E-Business Suite Applications to Oracle Cloud Oracle HCM Payroll Cloud Oracle Exastack Ready (Build) Oracle Enterprise Manager 12c (Service) Exadata Database Machine (Sell) 8 Copyright © 2020 Oracle and/or its affiliates
- 9. Expertise Examples Service Expertise Oracle Cloud Platform Business Analytics North America Build Expertise Powered by Oracle Autonomous Database Cloud Sell Expertise Oracle ERP Cloud Africa Service Expertise Oracle E-Business Suite Applications to Oracle Cloud Nordics License & Hardware Service Expertise Oracle Exadata Database Machine India 9 Copyright © 2020 Oracle and/or its affiliates
- 10. Build the Most Competitive Partner Ecosystem CLOUD-FIRST EMPHASIS ON PERFORMANCE MUTUAL INVESTMENT TARGETED ENABLERS PERFORMANCE-BASED INCENTIVES 10 Copyright © 2020 Oracle and/or its affiliates
- 11. oracle.com/partnernetwork 11 Copyright © 2020 Oracle and/or its affiliates
- 13. Our mission is to help people see data in new ways, discover insights, unlock endless possibilities.
Editor's Notes
- We are thrilled to share with you a preview of our efforts in the transformation and modernization of the Oracle PartnerNetwork to align with this cloud-first strategy! The program is built around 3 core tenets: Being 100% Customer Centric Preparing you for success & promoting your performance-based achievements And simplifying how you engage with Oracle as a partner It is critical to have cloud solutions and proven services to assist in the adoption of cloud innovation to stay ahead of the competition!
- The enhanced Oracle PartnerNetwork is a modern, cloud-first program that accelerates partners’ growth and transition to cloud to drive a superior customer experience and business outcomes. As you upgrade your membership and start your journey as an Oracle PartnerNetwork member, YOU will choose how to engage and invest with us. You will select one or more tracks that align with how you go to market. In the cloud path, you can choose from one or more of the Build, Sell or Service tracks. If your customers are still in a hybrid environment, you can also choose the License & Hardware track to maintain your software and hardware business. Each track provides a set of targeted enablers to help you accelerate your cloud strategy, including: environments, technical courses or skills transfer assistance, as well as marketing & sales tools to accelerate and expand your business. Ultimately, these enablers are designed to help you achieve a defined Expertise within a track.
- OPN in 2020… First, the overall program structure is simplified and is better aligned with partner business models Your achievement in a partner track will be based on your firm’s performance, skills, and customer success The enhanced Oracle PartnerNetwork program will also offer streamlined benefits that will enable you to showcase your Expertise as well as facilitate your go-to-market success. Program incentives are driven by customer outcomes And lastly, Oracle PartnerNetwork in 2020 will offer a simplified fee structure based on how you go-to-market
- As a first step, all partners will be expected to join as OPN Members. Your journey continues when you select one or more specific tracks – Build, Sell, Service and/or License & Hardware – that align to your business model. Once you join a track, you will receive a specific set of enablers that will aid you in meeting the qualifiers required to earn an Expertise. Upon qualifying for an Expertise within a track, you will unlock a wealth of powerful go-to-market enablers specifically provisioned for that path and track. For certain cloud solutions, partners may also earn Advanced Expertise by completing incremental qualifiers such as a defined number of go-lives, higher customer satisfaction ratings, revenue thresholds or number of transactions - amongst other elements
- Here’s a quick visual for you to see the Mutual Investments that I have just shared with you in the past 15 minutes! Our transformation of the program and our mutual investment with you does not end here… you will continue to see ongoing improvements based on continuous conversations with our mutual customers and with you. One of the key steps of this new framework as you can see here, is that we are returning your program fees in Cloud Credits! We really want to help you uncover the value of the Oracle Cloud!
- So what is an Expertise? An Expertise is a new component of our modern partner program, that is earned through performance-based achievements. This allows your firm to clearly differentiate your unique skills, successes and offerings around certain Oracle products and services. Expertise may be achieved for Oracle Cloud and also for License & Hardware products and use case deployment scenario by completing a series of qualifiers. Qualifiers include Oracle Specialists, certified professionals, customer successes, and showcasing external commitment to Oracle, amongst others. In order to qualify for an Expertise, you first begin by selecting a track - Build, Service, Sell or License & Hardware . Expertise qualifiers for Sell and Service will be respective to each track, and may require attainment within a specific regional market.
- New program element: Expertise Gives partners a way to differentiate based on performance-based achievement Allows customers to easily identify partners with the skills/experience they need for business outcomes Achieved by each track by completing series of qualifiers, including: Oracle Specialists, certified professionals, customer successes, demonstrating external commitment to Oracle, etc Often requires attainment in a specific region or market Partners promoted by Expertise in Partner Finder - Gives partners ability to convey what they’re good at it, and market it directly and simply to customers (Note: Certifications and accreditations are earned by the individuals, but Expertise is acquired by the Partner with combination of demonstrated product skills and measurable customer outcomes/successes in the regional markets where their professionals/customers are.)
- Let’s take a quick look at some examples of Expertise: - Build Track Expertise Powered by Oracle Autonomous - Service Track Expertise Oracle Applications Migration - Nordics - Sell Track Expertise Project Portfolio Management - North America - License & Hardware Track Service Expertise Oracle Exadata – India
- To wrap up… let’s do a quick summary – Our Oracle PartnerNetwork program transformation goal is simple. To build the most competitive partner ecosystem in the industry. To accomplish this, we are transitioning to a cloud-first model to drive long term recurring revenue streams for our partners, while also maintaining and building upon our partner’s investments in their on-premises business. The program focuses on our partners’ performance-based achievements and demonstrated expertise. This is a major milestone in growing our partner ecosystem to ensure we deliver our joint customers’ success with Oracle Cloud. Oracle PartnerNetwork in 2020 is all about mutual investment. As you continue to build your business with Oracle and demonstrate success, we in turn commit our best resources, targeted enablers, and performance-based incentives to you. In closing, we cannot emphasize enough, the time is now to partner with Oracle. We expect 60% to 70% of our current customer base to move to the cloud in the next four to five years – so our joint success in leading our customers on this journey is paramount. The opportunity for our partners has never been greater, and Oracle PartnerNetwork in 2020 will be the solid foundation to make this happen!
- We’ll be sharing much more about this exciting announcement at Oracle OpenWorld this September but please make sure you follow up on the incoming recommended next steps… So get ready for an exciting new year! Get ready for Oracle PartnerNetwork in 2020!