Monday Oct 07, 2013

OMM Policy Update

September 1st 2013 - Oracles Open Market Model program announces changes to its public sector customer policy across EMEA, Asia Pacific and Japan. Learn more about how these changes affect Oracle Partners (OPN Portal access required).

Thursday Feb 07, 2013

In Touch (February 2013): David Callaghan's Review

In Touch

Welcome to In Touch

In my role as leading the Alliances & Channels organisation for Oracle in EMEA I am keen that we take every opportunity to share our experiences, be clear about our direction and build mutual success from which our customers may benefit.

This brand new In Touch quarterly newsletter accompanies the last In Touch PartnerCast (aired on Friday 11th January), and contains the latest key focus areas and regional highlights from Oracle EMEA to ensure that we make the most of our partnership and generate increased growth and positive impact in the market.

Now that 2013 is well underway it’s a good time to not only focus on the new initiatives and opportunities that are being created but also to reflect on our joint successes and best practice. For example, the Europe South region performed very well recently, and in this edition you’ll learn their tips for success.

As I review our recent performance, my top ‘take-aways’ are:

  • The 'Apps to Disk' momentum is getting stronger, let’s keep it going!
  • Engineered Systems have become a clear channel success story.
  • Sparc systems are flourishing with T4 being the fastest growing Sparc product ever.
  • OMM adoption is up by 170% this year, thank you! The more you use OMM, the more your reach with Oracle increases.
  • Partners are truly at the centre of Oracle’s growth strategy, and with so many opportunities in the EMEA market, now is the time to capitalise!

Finally, Cloud is an extremely high interest area for our customers and a priority growth area for Oracle, and our Cloud Partner Program helps you engage in a way appropriate for your business. I strongly encourage you to get involved and be an active partner in the rapidly evolving Cloud business.

I'd like to take this opportunity to say thank you for your exceptional contribution, your innovation, and for your commitment to delivering high customer value through Oracle-based solutions and services.

David Callaghan
David Callaghan
Senior Vice President, Oracle EMEA Alliances & Channels

PS. Don’t forget you can tweet #DCpickme, browse for more In Touch news or send your questions into emea-intouch_ww@oracle.com.

In Touch (February 2013): Secrets of Success in Europe South

Johan Doruiter
Johan Doruiter

Oracle SVP Technology Southern Europe
Eric Fontaine
Eric Fontaine

Head of Oracle Alliances & Channels in Europe South

What does the Oracle Europe South region do to perform so well with their partners? David Callaghan caught up with Johan Doruiter, Oracle Senior Vice President Technology Southern Europe and Eric Fontaine, Head of Oracle Alliances & Channels in Europe South to find out.

David Callaghan David: Eric, the partner business in Europe South is performing very well so far this year. In which specific countries and solutions areas did you see the major growth?
Eric Fontaine Eric: I’m happy to say that all countries performed consistently well. The hardware business felt the impact first and this has 100% supported our objective to drive ‘Apps to Disk’.
David Callaghan David: What specific factors helped you to achieve this impact?
Eric Fontaine

Eric: It’s mainly due to the new simplified Oracle Alliances & Channels model, which generated good results in all areas, and has really increased our footprint and our presence in the partners.

On top of that, we leveraged all the European resources available, and we focused all our activities on four key cross-LoB priorities:  Engineered systems, Cloud-Application, Hosting, and Transformation deals.

In Engineered systems we really saw the benefits of our investment, with more than 65% of our Engineered systems being now sold by our partners, who are truly part of our ‘One Red Team’. Plus, we’ve now doubled the number of boxes sold with the partners.

David Callaghan David: Johan, what’s your take on this? What do you attribute this accomplishment to, particularly in Engineered Systems, bearing in mind the regional context?
Johan Doruiter

Johan: Partners were absolutely instrumental in the success of Engineered systems in our region.

The results are, thanks to the time we spent right from the start, evangelising the benefits of Engineered systems with specially selected partners.

In terms of the economic context and the challenges faced by partners, there’s a simple answer: Oracle and its partners are there to make it happen! You have to go after the right industries, where customers are willing to invest in innovation and are looking to cut their costs.
David Callaghan David: Eric, can you explain how the strategic partners are impacting the success of Exadata?
Eric Fontaine

Eric: It’s quite simple - we focus on transformational deals and large hosting deals with the large alliances, and a coverage model with the channel partners.

Last quarter we saw good traction with transformation deals and success with some very high profile business. The strategic integrators add huge value through their vertical knowledge and by providing complete solutions, from Apps, to BI, to Exalytics to Hardware.  For instance, I can mention a large tax project in the Netherlands and a large manufacturing customer who launched a new BI project.

Hosting is very strong in Europe South. Due to the tough economy, a lot of companies are working with partners to update their IT environment and it’s a unique opportunity for us to introduce our technology and to reduce the cost of ownership by an integrated approach.

With the channel partners it’s all about coverage. With their wide knowledge of the broad market, we’re engaging them to cover this marketplace, and incentivising them with the Open Market Model (OMM)* rebate program.

David Callaghan David: Johan, what do you see as the growth areas in the market for Oracle partners?
Johan Doruiter

Johan: Oracle’s full stack is definitely where partners should base their growth plans, either in the whole stack or in parts of it. Analysis demonstrates that selling across the Oracle stack increases the chance to win a project.

Oracle Red Stack
  • Win rate with 1 layer – 33%

  • Win rate with 2 layers – 41%

  • Win rate with 3 layers – 50%

  • Win rate with 4 layers – 69%


Based on Oracle FY12 results

Cloud is a huge opportunity, so partners should also invest in combining our Engineered systems with their Cloud approach. Oracle has made a lot of announcements around Cloud aiming to provide value in public and private clouds, as well specific partner cloud programs tailored to their business. Eric has launched a Europe South Cloud Task Force which will help us to engage with partners in the Cloud application business. We’ll see a strong impact in the coming quarters.

In addition, now that the Oracle Alliances & Channels organisation is streamlined, partners have a great opportunity to cross-sell across the product suite. It’s low hanging fruit where partners can grow revenue straight away. Database Options are an obvious further growth area, enabling partners to upsell and differentiate themselves from the competition.

David Callaghan David: Eric, what is your strategy to capitalize on these opportunities?
Eric Fontaine

Eric: We’ve invested to help partners in each country get specialized and develop their proof of concept, so we can demonstrate the value of our portfolio customer by customer. It already generated a lot of business and now we need to leverage this.

We’ve created an engagement plan for marketing, lead generation, and enablement with selected Cloud application partners, which will deploy this month, and you will see Oracle very present in the cloud arena, with significant growth.

We’ll then work with a joint approach with the Oracle field to support these partners to make the most out of this opportunity.

Overall, our approach is to work with selected partners who have trust in Oracle, engage with our strategy and are willing to invest in us.

Finally I’d stress that the OMM* program will also help partners capitalise on the opportunities in the market. By referring or registering their deals they can benefit from increased margin from Oracle. Every partner should use it!

David Callaghan David: Johan, as a final thought from you, what message, above all, would you like to see Oracle partners embracing for the rest of this FY13?
Johan Doruiter Johan: I'd be delighted if partners continue in the same way they are now. Partners are really important to us, and they are why we had so much success in Europe South. It’s all based on trust, so if they leverage on the success they have achieved by continuing to invest into Oracle and offering great solutions to customers, we’ll repay that trust by investing in them.

* The Open Market Model is Oracle’s referral and rebate program for partners. OMM policies can be found here (PDF).

Monday Mar 05, 2012

OMM (Open Market Model) Knowledge Building Webcast Series

Weekly Sessions for 30 minutes or less @ 1pm CET

In support of Oracle EMEA A&C's strategy to strengthen the value you deliver to Oracle, grow and protect your business in the Broad Market and recognize your contribution, it is important that you understand the fundamentals of Oracle's Open Market Model (OMM) and the benefits it can deliver to your business.  OMM is a comprehensive channel engagement strategy which is open to Silver level OPN Partners and above.

The EMEA OMM Team will be running a new series of webcasts to build your knowledge on OMM and to allow a forum for any questions to be answered.  The webcasts have been designed so they can be attended as standalone sessions to gain knowledge on specific topics, or as a complete, in-depth learning path on the OMM program.

Webcasts will be held each Thursday for 30 minutes or less and will take place at 1pm CET as follows:

OMM Webcast Calendar

Webcast Session Name

Date

Web Conference and Audio Details

OMM Policy
Details of the rules governing the global OMM policy

8th March 2012 – 1pm CET

Join Webcast
(audio will play over your computer speakers or headset)
And/OR
Dial-in: Intercall
http://www.intercall.com/oracle/access_numbers.htm
Conference Code: 7899301
Security Passcode: 333111

OMM Pre-Requisites and Criteria
How to get started and required criteria for registration

15th March 2012 – 1pm CET

Join Webcast
(audio will play over your computer speakers or headset)
And/OR
Dial-in: Intercall
http://www.intercall.com/oracle/access_numbers.htm
Conference Code: 7899301
Security Passcode: 333111

OMM Registration Creation
How to create and submit an OMM registration using the PRM system

22nd March 2012 – 1pm CET

Join Webcast
(audio will play over your computer speakers or headset)
And/OR
Dial-in: Intercall
http://www.intercall.com/oracle/access_numbers.htm
Conference Code: 7899301
Security Passcode: 333111

OMM Registration Hints and Tips
How to ensure a smooth registration submission

29th March 2012 – 1pm CET

Join Webcast
(audio will play over your computer speakers or headset)
And/OR
Dial-in: Intercall
http://www.intercall.com/oracle/access_numbers.htm
Conference Code: 7899301
Security Passcode: 333111

OMM Registration Status + Notes
What stage is your registration at and how to view notes

5th April 2012 – 1pm CET

p>Join Webcast
(audio will play over your computer speakers or headset)
And/OR
Dial-in: Intercall
http://www.intercall.com/oracle/access_numbers.htm
Conference Code: 7899301
Security Passcode: 333111

OMM Registrations for Public Sector
Policy details for registrations specific to the public sector and public tenders

12th April 2012 – 1pm CET

Join Webcast
(audio will play over your computer speakers or headset)
And/OR
Dial-in: Intercall
http://www.intercall.com/oracle/access_numbers.htm
Conference Code: 7899301
Security Passcode: 333111

FAQ Resale
Answers to frequently asked questions specific to the OMM Resale initiative

19th April 2012 – 1pm CET

Join Webcast
(audio will play over your computer speakers or headset)
And/OR
Dial-in: Intercall
http://www.intercall.com/oracle/access_numbers.htm
Conference Code: 7899301
Security Passcode: 333111

FAQ Referral/Co-Sell
Answers to frequently asked questions specific to the OMM Referral and Co-Sell initiative

26th April 2012 – 1pm CET

Join Webcast
(audio will play over your computer speakers or headset)
And/OR
Dial-in: Intercall
http://www.intercall.com/oracle/access_numbers.htm
Conference Code: 7899301
Security Passcode: 333111

FAQ General
Answers to frequently asked questions around OMM

3rd May 2012 – 1pm CET

Join Webcast
(audio will play over your computer speakers or headset)
And/OR
Dial-in: Intercall
http://www.intercall.com/oracle/access_numbers.htm
Conference Code: 7899301
Security Passcode: 333111

OMM Payments
OMM fees payable to partners and the payment process

10th May 2012 – 1pm CET

Join Webcast
(audio will play over your computer speakers or headset)
And/OR
Dial-in: Intercall
http://www.intercall.com/oracle/access_numbers.htm
Conference Code: 7899301
Security Passcode: 333111

Minimum requirements and set up for watching an Oracle University Web Conference.

  • This Webcast is using WebEx, although WebEx software will automatically be set up when you join, you can save time by setting up WebEx Meeting Centre before the session. 
  • Disable popup blockers to allow the web conference to launch. Popup blockers can be disabled by pressing the Ctrl key when you click the join conference button.

Thursday Feb 02, 2012

Open Market Model - An Essential Foundation For A&C And Partners In EMEA

Dear partner

In support of Oracle EMEA A&C's strategy to strengthen the value you deliver to Oracle, grow and protect your business in the Broad Market and recognize your contribution, it is important that you understand the fundamentals of Oracle's Open Market Model and the benefits it can deliver to your business.

Oracle's OMM policy consists of three distinct initiatives designed to recognise you for bringing business to Oracle:

  • OMM Resale - selling a net-new indirect deal to the broad market
  • OMM Referral - referring an opportunity to Oracle
  • OMM Co-Sell - assisting Oracle in closing a transaction with an end user directly
Click here
to read more on OMM Policy.

We have seen an increase in the number of partners recognising the value of registering deals under OMM, which has made a significant contribution to the EMEA pipeline. The number of OMM registrations has increased as follows:

  • During H1FY12* over 1,300 EMEA partners registered over 10,000 deals.
  • Registrations have been made across all product lines, including Technology, Hardware, Applications and Engineered Systems
  • The Hardware registrations alone increased by a huge 2,500% over FY11.

*(June 1st, 2011 to December 1st, 2011)

I encourage you to continue this upwards trend and use OMM to grow your business in the broad market. By using OMM, you can receive many benefits such as:

  • Compensation: OPN IP registration rebate, OMM resale compensatory fees and OMM referral fees
  • Deal Protection: 365 day protection on your broad market deal
  • Recognition: Incremental Revenue Contribution, Co-Sell Revenue Contribution, Transaction Credit towards your OPN Specialisation
  • Transparency: OMM creates transparency and allows your Alliance & Channel Manager to view the deals that you are working on exclusively

What do partners say?

For Inserve, Oracle´s success in the marketplace is critical. We are learning how and when to register cases in OMM and how to escalate them when necessary. The rebate program initiated 6 months ago indicates to us Oracle's strong commitment to its partners. Through OMM our cooperation with Oracle direct sales is improving.

Matts Agélii, CEO
Inserve Technology AB

More partner testimonials

To help you get involved, we have promoted a series of innovative programs in EMEA such as: Leave your Footprint, Extra Mile Incentive, Spring Break VIP Treat, WE Alliance Specialization Days.

To find out more and get details on the next "EMEA Partner - Getting Started on OMM" training date please contact the Oracle Partner Business Centre or your Partner Manager.

Best regards

Dermot O'Kelly

Senior Vice President, EMEA Alliances & Channels

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