Wednesday Jan 04, 2012

Partners Earn more Margin by Registering BI & EPM deals

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.

For more information on OMM and to access the OPS system to register a deal, see OPS Training and Support Documents: and be sure to check the details of the Open Market Model.

3% Rebates

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.

5% Referral

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.


Resale Initiative

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.

Thursday Dec 08, 2011

How To Work with the Oracle BI & EPM Sales Teams

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.

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