By Mike.Hallett@Oracle-BI&EPM on Jan 04, 2012
Specialist Oracle partners are earning more margin by registering their BI & EPM deals on the OPS (Oracle Partner Store) system. This comes from resale protection, referral and rebate margins: the article below is just a summary reminder of how you can take advantage of these.
The “OPN Incentive Program” offers to authorized Oracle resellers, who are transacting through participating authorized Oracle value added distributors (VADs), a 3% rebate on deals “Registered” to the “Broad Customer Base” (outside of the Oracle 2000 List).
For more information, see the global OPN Incentive Program.
In summary, to benefit from a rebate, partners must:
Register their opportunities under the Oracle Open Market Model (OMM),
Sell into the “Broad Customer Base”,
Include Oracle Premier Support with the Oracle product order,
Place their order through an authorized Oracle VAD.
Partners who wish to pass a referral opportunity to Oracle may do so using an OMM Registration in the Oracle Global PRM application, and can earn 5% (see table below and policies) on those accepted by Oracle.
The Resale Initiative is open to all eligible OPN members to register (here) a net-new opportunity for which the partner has current resale rights under a valid Oracle distribution agreement. You as the resell partner then earn your normal margin based on your resell price and the partner discount from your Oracle distribution agreement. Additionally you are eligible for the 3% Rebate if your order meets those criteria, and you are compensated should the customer choose to purchase direct from Oracle.
Oracle will always respect the customer's purchasing choice and the customer will always be the final arbiter of which company sells or implements the Oracle based solution. Oracle does not guarantee that the customer will purchase from the registered and accepted partner. However, where Oracle closes a deal for hardware, programs and/or services that was registered through OMM and accepted under the Resale Initiative, the registered partner will qualify for a resale fee from Oracle that is 10% of the value of the opportunity.
In all regions, registration of an opportunity for resale will be valid for 365 days from date of acceptance by Oracle. However, partners may request an extension to these terms.