Monday Jul 18, 2016

EMEA Big Data Analytics Market and Sales Strategy

Partners can REPLAY this webcast and download the presentation from Mike Connaughton (Big Data Leader EMEA, originally on 13 July 2016) to bring partners up to date on Oracle’s FY17 Big Data & Analytics Go-to-Market (GTM) and Sales strategy. The Oracle Big Data business in EMEA has been growing at more than 3x Market CAGR and 70% of our business is won with Partners.

The objective of the webcast is to share our GTM strategy to help you align with our Sales teams. The strategy encompasses Business Transformation, Data Labs, Analytics and Data Management in the cloud and on-premise. The agenda includes an overview of our GTM strategy, sales plays, customer proof points and the latest sales and technical collateral available to Partners to assist with your own business development working alongside Oracle.

Wednesday Jul 13, 2016

Sales Campaign to Promote Partner Solutions using Visual Analytics and BI in the Cloud

Partners play a central role covering the market and working with our Oracle sales reps, focusing on the business-value proposition from using Visual Analytics and BI in the Cloud. Therefore we have a strong focus on partners in our Sales Campaign plan for this FY17, with a campaign to “promote partner solutions”, to execute jointly or with partner own resources.

As such we invite you to collaborate with us, promoting your business solutions (built with DV / OBI / BICS). To discuss and progress this, join one of these web-conferences where we will inform you about the campaign plan and possible ways of collaboration.


Speaker: Carmen del Campo – EMEA BA Sales Programs Manager

Oracle Business Analytics GTM Strategy FY17
Speaker: Gherardo Infunti – EMEA BA Cloud Solution Director

Oracle Business Analytics H1 Campaign Plan.
Speaker: Andrea Zengin – EMEA BA Business Development Director

Do not miss this opportunity to learn how we can collaborate and register now for:

- WEB-CONFERENCE ON July 20th, 2016 - 09:30 am CET / 8.30 am UK - Duration: 45’

- or WEB-CONFERENCE ON September 6th, 2016 - 09:30 am CET / 8.30 am UK - Duration: 45’

or contact

As part of this sales campaign it is important we have full details about your Partner Solutions you have built using Visual Analytics and BI in the Cloud, so please review this article on How to Sell your Partner BICS Solution Offer with the Oracle Sales Team.

You can also replay on demand this Partner Webcast: about Adding value to your current offering with Oracle Data Visualisation Cloud Service, and if needed, attend the Partner Training 4-day Workshops on Business Intelligence Cloud Service (BICS) and Data Visualization.

AND Remember to Tell Your Customers about Data Visualisation, and get all of your clients to Download DVD from OTN (and see the Documentation).

Tuesday Jun 07, 2016

Oracle Data Visualisation License Pricing

I guess by now you have already downloaded your own copy of Data Visualisation Desktop (DVD) – having seen my recent post @ New in May 2016 Data Visualisation Desktop.

If you now have some customers who wish to buy it, I just wanted to clarify for you the Oracle Data Visualisation License Pricing:

- On premise, customers can buy ONE (1) Named User License, or more, for Data Visualisation.

- You do not need any other product with DVD – it can access most data and cloud sources (e.g. OBI is not required, nor is Oracle DB – although DVD obviously works well with these).

- The Oracle Data Visualisation License fee is $1250 per named user (minimum lowered to 1), and for this, customers receive both DV for OBI12c and Data Visualisation Desktop (DVD) – the price list can be downloaded @ US Oracle Technology Commercial Price List (PDF)

- When OBI12c and DV are licensed by processor, customers get 80 licenses of DVD per processor, again at no extra charge.

- Data Visualisation is embedded into both of the cloud services, the BI Cloud Service (BICS @ $250 pu/m) and in Data Visualization Cloud Service (DVCS) for $150 / Named User / Month.

- DVD is packaged at no extra cost with DVCS and BICS, so customers who subscribe to those services receive a matching number of DVD licenses at no extra charge. 

So please Tell Your Customers about Data Visualisation, and get all of your clients to Download DVD from OTN (and see the Documentation).

Monday Apr 18, 2016

Partner Webcast: Adding value to your current offering with Oracle Data Visualisation Cloud Service

Watch the recorded Webcast (originally on 19th May) – or share it with a colleague.


“This is a superb tool for gaining the interest of key business executives in our customers, from which further business expansion opportunities will arise.”

What we will cover

Oracle Data Visualisation Cloud Service (DVCS) is a powerful user friendly tool which can complement your existing offerings and help you to maximize the value for your customers of your solutions with powerful visual analytics and storytelling. A business user can easily connect to Oracle SaaS Applications & Databases and ‘mash-up’ Excel files to provide them with the ability to gain valuable business insight.

It’s a very simple and easy, yet powerful way of being seen to add value without complexity to your customers, whilst being very cost effective at $150 / Named User / Month, 5 user minimum.

This session will explore how DVCS can help complement the value of your offerings through:

Delivering powerful visual analytics accessible to your business users

  • Quickly uncovering and sharing hidden patterns and actionable insights
  • Visual storytelling. 100% self-service on every device
  • Exploiting the data in your solution via the connectors to Oracle SaaS Applications, Databases & Excel Files

The session will include both presentation and live demo and will give you the capability to develop simple business related offerings relevant to your customers and talk them through its benefits.


This session is aimed at all Oracle Partners - To register for this event please click here.

And please Tell Your Customers about Data Visualisation

And access collateral from the DVCS Sales Campaign tools – Partner Folder *

(*To download, you need to gain access to the Emea Analytics Partner shared folder. If you do not already have access granted (e.g. the link above does not work), then send to your logon-ID, and I will add you.)

Tuesday Apr 12, 2016

How to Sell your Partner BICS Solution Offer with the Oracle Sales Team

Internal to Oracle, we have a portal repository for the use of the global Oracle Business Analytics Sales Team, so they can easily find Analytics Cloud Partner Solutions (the “Analytics Cloud Partner Solutions Portal”).  This is private within Oracle to protect any partner ideas and confidential information: although it can of course also include any public information too (such as URLs to your web-site).

The portal holds details of all BICS & DVCS offerings from Partners that wish to collaborate with the Oracle sales team; and you can input and update your information to this portal. These Partner solution offerings can be, for example, quick start implementation services, and provide some pre-built content or “Apps”, built in BICS or DVCS, maybe with connectors to applications (ERP, CRM, HR...) that partners can implement to provide customers with a fast path to value.

Oracle Sales people select an area (e.g. EMEA from the regions menu) ... And then filter on multiple values including things such as Country, Industry, Data sources and so on.... These Oracle Sales people can then contact the partner to approach customers and to do joint marketing campaigns.

So, if you want to sell your Partner BICS Solution Offer with the Oracle Sales Team, then download this Partner Cloud Solutions Portal - Info Needed Guide.pptx * and send us your solution offers in the templates provided, and our sales team can then find you and introduce you to their customers.

* To download, you need to gain access to the Emea Analytics Partner shared folder. If you do not already have access granted (e.g. the link above does not work), then send to your logon-ID, and I will add you.

Tuesday Jan 26, 2016

OBI 12C Modernisation Sales Campaign for Partners

Your clients will want to upgrade quickly to OBI 12c to get the enhancements across the entire platform, as well as getting the new add on Data Visualization capabilities for business users – see more at OBI 12c Major Release is Available.

  • Replay Webcast and Download Presentation here – to replay and download the presentation for the webcast for OBI partners (originally on 16 Feb 2016) ) to hear how you can take advantage of our OBI 12c Modernisation Campaign, working with our sales team on the opportunity to upgrade and up-sell to your clients.

You can also See and Try Oracle Data Visualisation to Re-Boot your partner Business and see other resources such as:

You can also download some Sales tools from the BI Modernisation 12c Sales Campaign Partner Folder: to get logon access to this if you do not yet have it, email your Oracle ID to

Please also invite your customers to attend one of these BI Modernisation 12c Webcasts for Customers that we are running from Oracle:



Webcast Language


Registration Link


 12:00 CET


Fabio Lichinchi

Registration Link


 11:00 CET


Juan Diego Ruiz

Registration Link


11.00 UK


John Sherlock

Registration Link


 10:00 CET


David Lefranc

Registration Link

Wednesday Dec 23, 2015

1-Day Sales Workshop for Oracle Partners on Data Visualization and Modern Analytics

9th February 2016 in UK – Click here for more information – Free to all OPN Partners in EMEA

Business users want Self Service data Visualization and analytics where they can quickly mash-up their data with integrated enterprise data from ERP systems and data warehouses and Big Data. Combining this with an explosion in the variety and quantity of data, traditional IT approaches are struggling to keep up with costs and skills.

In this 1-Day Workshop for Oracle Partners we will present and demonstrate how Oracle is successfully selling solutions that rapidly deliver business value, and help our existing customer base to modernise and exploit their current investments in Oracle products and expand into new technologies such as Hadoop.

Partners can seize this great opportunity for self-service Data Visualisation by prototyping and showing visual stories to their clients; convincing them on the agility and depth of analysis the partner can deliver with an integrated Oracle architecture.

Click here for more information – Free to all OPN Partners in EMEA

To prepare yourself you can preview some of the new visualization tools such as:

  1. See and Try Oracle Data Visualisation to Re-Boot your Business
  2. And see Oracle Big Data Discovery Demos
  3. There are also many BICS tutorials @ BI Cloud Service - Oracle Business Intelligence Cloud Service DocumentationVideos and Tutorials.

Friday Feb 13, 2015

How Big Data in Business Will Evolve in 2015

Where should you focus your attention in 2015? According to Oracle’s data experts, there are seven key areas that offer a wealth of opportunity this year. These are the strategies, capabilities, and approaches that will put the benefits of big data more in reach for enterprises that are prepared to take the advantage.

1. Corporate boardrooms will talk about data capital, not big data.

2. Big data management will grow up.

3. Companies will demand an SQL for all seasons.

4. Just-in-time transformation will transform extract, transform, and load (ETL).

5. Self-service discovery and visualization tools will come to big data.

6. Security and governance will increase big data innovation.

7. Production workloads will blend cloud and on-premise capabilities.

For a look at Proven Business Value from Big Data Case Studies and how companies are using big data to improve operations and enhance customer experience, check out these stories.

Wednesday Jul 09, 2014

FY15 BI Modernisation Sales Campaign

Oracle partners have a great opportunity to help their customers to modernise their reporting systems. We propose you work with your clients and engage to help them on this journey to migrate or re-implement their analytic reporting and dashboard needs using our modern strategic BI Foundation Suite tools such as OBI, Essbase, BI-Publisher, Mobile-BI and Scorecards.

Some customers still use older Oracle reporting software tools, such as Discoverer, Oracle-Reports, and Hyperion-Interactive-Reporting (as was BRIO), as well as legacy products from other suppliers. These customers are missing out on the value of the Oracle R&D investment of recent years in Oracle’s strategic BI products. Also, with the rise of Big Data, In-memory Analytics, Cloud and Mobile, the world has changed since customers purchased these older solutions: they need a modern BI technology that can help them meet the challenges of this new world.

If customers retire the older systems, then they can save on higher administration and maintenance costs and support fees, which can be invested in a modern solution delivering much more value to the business.

Tools and Resources for Partners

See on the materials for Better Decisions and Better Productivity.

Being more specific, you can download a guide on why and how to Migrate Reports to BI Publisher, and here is a 3-minute video-demo on the advantages of BIP.

The following conversion tools are available:

  • Oracle Report to BI Publisher Conversion Assistant
  • Actuate Report to BI Publisher Conversion Assistant
  • And the following white paper describes a step by step approach on how to convert a Crystal Report to BIP

Please find the documentation on downloading and using the above tools @ the BI Publisher OTN page.

For the full Oracle BI Foundation Suite, you can download this excellent in-depth Technical White Paper.

You might like to see, as an example, how Oracle Consulting positions its services at:

You might also like to check our current Oracle Lifetime Support Policies, and specifically the Lifetime Support Policy: Oracle Fusion Middleware Products (PDF).

For some specific areas of modernisation see for example these short explanations @

Tuesday Aug 27, 2013

Oracle Business Analytics Partner Sales Workshop

Tuesday, September 10th , 2013 at Oracle Office in Reading, UK

This workshop is to help attendees discover Oracle Business Analytics from a sales perspective. The intended audience is Executives, Sales and presales people from Oracle OPN member Partners only: existing partners selling applications or technology or hardware will all benefit by becoming able to cross-sell Analytics to existing and new clients.

It will help you to find out what is new and what has been enhanced, and understand how this works for an existing Oracle applications or technology customer.

Attendees will understand how Analytics is positioned for the market opportunities from Big Data, Customer Experience, and Cloud and can walk away ready to talk confidently about Oracle BI Foundation 11g, BI-Apps, Endeca, Exalytics and Business Analytics solutions to their clients.

Register here

Friday Jan 25, 2013

Oracle Business Analytics Sales Briefings für German Partners

Seminar für vertriebliche Mitarbeiter, Referent: Björn Ständer

Oracle Business Analytics Sales Briefing in GERMAN language for Sales people within Oracle Partners,

speaker : Björn Ständer – Oracle BI Business Development Manager.

05.02.2013, 13:30-16:30 Uhr – Hamburg – For more information and to register click here.

06.02.2013, 13:30-16:30 Uhr – München – For more information and to register click here.

07.02.2013, 13:30-16:30 Uhr – Düsseldorf – For more information and to register click here.

Die Teilnahme ist ausschließlich Oracle Partnern mit einer gültigen Oracle PartnerNetwork Mitgliedschaft vorbehalten, und unter Beachtung der aktuellen Teilnahmebedingungen, kostenlos.

Die Schwerpunkte des Trainings sind die Positionierung von Oracle BI und BI-Applications, Update zu Oracle BI Foundation Suite for Exalytics In-Memory BI und Endeca Information Discovery.

Folgende Themen stehen dabei im Mittelpunkt:

  • Diskussion von Business Cases für
    • Exalytics In-Memory Business Intelligence
    • BI-Applications
    • Endeca Information Discovery
  • Wettbewerbsvorteile Oracle Business Intelligence

Nutzen Sie die Chance sich aus erster Hand über die Oracle BI Strategie zu informieren und Ihre Fragen mit unseren Experten zu diskutieren. Melden Sie sich jetzt zu dieser kostenfreien Veranstaltung an.

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 or 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

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:

Wednesday Feb 08, 2012

Partner Sales Briefing – OBI-Applications - 23rd March 2012, UK

This briefing will provide an understanding of the OBI-Applications and how such an approach means consultancies can be seen and trusted to deliver success more rapidly, and earn higher margins doing so. Customers are requiring a faster return on their IT investments and the OBI-Applications are able to deliver insightful, pre-built, best-practice, operational BI, quickly.

Audience:   This event will be of interest to Oracle partner individuals in Client Management, Sales, Pre-sales, BI Consultants and Applications Consultants who deal with clients who have Oracle (e-Bus, Peoplesoft, Siebel, JDE, Hyperion) or SAP applications.


  • Why Customers like OBI-Applications, with Reference Case Studies

  • The BI Applications: content areas (Financials, Procurement, HR, Supply Chain, CRM)

  • Live Demonstration

  • High Level Architecture

  • Pricing, Packaging, and Partner Service Opportunity

  • BI Applications and the route to Fusion

Date:  Friday 23rd March 2012.   

Time:  9.00 Registration opens - 9.30 Start - 15.30 Close.

Where: Oracle Office, Level 6, One South Place, London, EC2M 2RB.

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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