Monday Aug 05, 2013

New Exalytics In-Memory Software License Change

In the latest Oracle Engineered Systems Price List, there are some changes to the licenses for Oracle software products running on the Exalytics in-Memory system.

· There is a new “Exalytics In-Memory Software” product which is now mandatory for all valid configurations of OBI and EPM software running on Exalytics (but not for Endeca only configurations). This Exalytics In-Memory Software includes the software-specific enhancements created and enabled on Exalytics including Summary Advisor, hardware accelerations for OBI Server and Essbase and enhanced BI-Publisher bursting.

· If licensing by Named User Plus (NUP), the minimum is now 20 NUP licenses per Customer. The licensing prerequisites for Exalytics In-Memory Software are Business Intelligence Foundation Suite, or Business Intelligence Foundation Suite for Oracle Applications, or Business Intelligence Suite Enterprise Edition Plus or Business Intelligence Suite Enterprise Edition Plus for Oracle Applications and / or Essbase Plus and / or Hyperion Planning Plus.

Friday Jul 05, 2013

Updated Processor sub-capacity License Policy for Exalytics

Until now the policy for Oracle Processor sub-capacity licensing on trusted partitions (Oracle Virtual Machine with Oracle Enterprise Manager) for Exalytics was “socket bound”. The prior policy was that sub-licencing could only be in multiples of 5 “processors”: this has now changed.

Oracle Processor licenses for Exalytics can now be procured as increments of two physical cores (one physical core is counted as the equivalent of two virtual CPUs in OVM). As the Exalytics comes with Intel processors and our current “core factor” for Intel Processors is 0.5, the customer can now buy in increments of one “Oracle Processor license”. Note: this change has no impact on named user “NUP” licensing.

Thursday Feb 21, 2013

Partner Resell Exams for Exalytics In-Memory Machine

The examinations are now available for Oracle Partners to take on-line, so that they can add Exalytics resell rights to their OPN distribution agreements.

Check the criteria and apply now to distribute Exalytics In-Memory Machine Knowledge Zone products.

In order to apply to distribute Exalytics In-Memory Machine Knowledge Zone products, you must meet the following criteria:

  • Be an active member of the Oracle PartnerNetwork in good standing with a valid OPN Agreement.
  • Have confirmed acceptance from Oracle into the Exalytics In-Memory Machine Knowledge Zone.
  • Have a valid Full Use Program Distribution Agreement (FUDA) with Oracle, or be in the process of applying for one.
  • Have met the resale competency criteria set forth below, by passing these on-line exams:

Exalytics In-Memory Machine X2-4 Sales Specialist

2

Exalytics In-Memory Machine X2-4 Presales Specialist

1

Exalytics In-Memory Machine X2-4 Support Specialist

1

Wednesday Dec 05, 2012

Great new Million Dollar Question videos for ENDECA

Traditional BI can tell you what your sales $ revenue looks like, but may struggle to answer the “Million Dollar Questions” of why are they trending that way and what can I do about it ?

Try this short Business focused video to find out how customers can start Answering the Million Dollar Question with Oracle Endeca.

Meanwhile, for IT and partners, you might want to know a little more about how this technology fits together, and how you can start Changing the Game with Oracle Endeca Information Discovery.

Thursday Sep 06, 2012

BI-Applications Special Price Promotion for Partners

Partners should keep in mind the “Midsize Market” pricing promotion for BI-Applications solution packages, with reduced minimums applicable to Oracle's Business Intelligence Products, and a pre-approved 50% discount.

·       Partners additionally get their normal e-business reseller discount.

This now makes it most attractive to offer the pre-built BI-Applications such as Manufacturing Analytics, Financial Analytics, Procurement and Spend Analytics, Project Analytics, and Human Resources Analytics, to both customers newly implementing Oracle ERP, and for the many existing Oracle ERP (eBusiness suite, Peoplesoft and JDE) customers.

To answer any questions, and to get the partner document with further details of this offer, or to work with us on our local sales campaigns targeting existing ERP customers, please send your query to Mike.Hallett@Oracle.com or jacques.senchet@oracle.com: or discuss it with your local Oracle Sales or Channel representative for Applications to Midsize Enterprises. 

This promotion is ONLY for End Customers whose organisations have an Annual Revenue (or Public Sector Budget) below $500 million, and who are based in Europe, the Middle East or Africa.

For more information see the orginal article, “New fy13 BI-Applications Price Promotion for MIDSIZE CUSTOMERS”  and send your query to Mike.Hallett@Oracle.com.

Friday Feb 24, 2012

Partner Sales Playbooks for Endeca Information Discovery

We have produced some "Partner Sales Playbooks" to help you learn about Endeca Information Discovery and Endeca Web Commerce product positioning and functionality. These playbooks equip you to sell, identify and qualify opportunities, pursue specific sales plays, and deliver competitive differentiation. Find out where you should plan to focus your resources, and how to broaden your offerings by leveraging this OPN Specialized enablement content for your organization:

Tuesday Feb 21, 2012

Partners can Resell Oracle Endeca Information Discovery

As an OPN Partner you can resell Oracle Endeca Information Discovery under your normal FUDA Agreement, if you are a member of the Oracle BI Foundation Knowledge Zone.  Under the "Sell" tab, you can view a complete list of programs included in the Database and Middleware Knowledge Zones that are available for resale, and you will now see Endeca listed.

Pricing is also downloadable from OPN in the Oracle Technology Global Price List (PDF).

For links to more material read the following article:  Agile Analytics and Information Discovery with Oracle Endeca, and see the Partner Webcast - Oracle Endeca Information Discovery – 22 Feb. 2012.

 

Tuesday Jan 31, 2012

SaaS or Rental: What is the difference ?

In these days of cloud computing there is much talk of flexible commercial models to match the potential from more flexible technology architectures.  Software as a Service (SaaS), Rental or Managed Services are among the many labels variously applied to potential commercial models offered to customers: so how can you as an Oracle BI / EPM Partner best respond when your client asks for this kind of approach ?

In many cases when I get into this conversation, I find most customers are very happy when I explain they can rent Oracle software, for example, for one year.  It is really simple.

If you want to find out more, then download this BI & EPM Partner Guide to renting Oracle software

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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