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).

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