How To Work with the Oracle BI & EPM Sales Teams
By Mike.Hallett-Oracle on Dec 08, 2011
If you could see into the future, you could obviously do rather well.
To help us do just that, specifically in terms of us collaborating as Partner and Oracle Sales teams, it really helps if we can get visibility of each other’s sales forecast and pipeline. We all get many benefits from this to help us coordinate scarce resource on key deals, to ensure we anticipate skills needed to ensure client success, and to efficiently go to market in a joined up way. We can also work more effectively in joint marketing initiatives, such as the "Test Drives", by tracking the sales leads we get together.
You of course can additionally benefit from referral fees, our rebate programme and help protect your resell pipeline. Even if you do not plan to resell, registering your “co-selling” opportunities puts you consistently in front of the Oracle sales teams as a pro-active partner; highlighting your profile to maximise sales collaboration. We call this the “Open Market Model” (OMM).
For example if you need to get access to an Exalytic system for a pilot / proof-of-concept for one of your clients, then we need this opportunity to be flagged up in our sales forecast by you to “create a registration” by submitting this as a new opportunity in the Global PRM portal.
So, make the most of being a Specialised BI/EPM Partner by registering all of your OMM opportunities as soon as possible, both re-sell and co-sell, using the global Partner Relationship Management (Global PRM) system. Already have access? - then login to Global PRM and select “Create Registration” to submit a new opportunity.
If you are new to the Open Market Model (OMM), it is a comprehensive OPN channel engagement strategy designed to provide you with maximum opportunities to earn revenues with Oracle: see here for more on how to register leads with Oracle.