Why to become SOA Specialized? An interview with Torsten Winterberg from Opitz Consulting
By JuergenKress on Dec 01, 2010
Recognized by Oracle, Preferred by Customers.
We had the great opportunity to interview Torsten Winterberg, Director Strategy and Innovation - Head of Competence Center SOA and Oracle ACE Director from our SOA Specialized Partner Opitz Consulting.
Why did Opitz decide to become SOA Specialized?
" Specialization was key for Opitz to become preferred by the customer and recognized by Oracle
The marketing, sales and education benefits are key for Opitz to grow our SOA business"
Can you describe the marketing activities with Oracle?
" With SOA Specialization Opitz used the Oracle Marketing Services for Partners (OMS4) to create a SOA enterprise architecture road-show. As part of this road-show we demonstrated jointly with Oracle our knowledge and skills to our joint customer base. We used the OPN marketing services to create SOA references cases which are key in a SOA solution sales process. Or SOA offering flyers are available at the Oracle Customer Visitor Centers. And our SOA services, events and website is promoted by Oracle google adwords campaigns as one of the SOA Specialization benefits. As a SOA Specialized partner we also present at the Oracle BPM11g launch events."
How did you team with Oracle around the sales activities?
"The leads we generated by our joint marketing activities, we registered in the Oracle Open Market Model (OMM). As part of the OMM process we aligned our sales forces. Together with the Oracle Sales and Pre-Sales team we demoed the customer SOA suite by using the Oracle online advances demo systems."
Did you get Oracle support to train your consultants in the Oracle SOA Suite?
"With the Enablement 2.0 SOA boot camps we did train our consultants as well as consultants from other partners as a delivery 2.0 partner. We certified our team by using the SOA sales, presales and implementation assessments available in the Oracle competence center. As part of our Opitz Oracle SOA training initiative we trained more than 30 Opitz consultants. As an ACE Director SOA/FMW I am also connected with the Oracle Productmanagement, so information is always fresh and fast to get."
Why did the customer decide for the Opitz SOA offering?
"Key for the customer was that Opitz did proof SOA Specialization to the customer in the bid process by the SOA assessment certifications & Oracle SOA references. In a joint meeting with the customer Opitz and Oracle did proof the partnership. As a SOA Community partner we work with Oracle on a daily base and get support of the Oracle SOA product and development team by being a member of the SOA Partner Advisory Council.
SOA Specialization was key to grow our Oracle middleware revenue by more than 200% and our services business even more in the last fiscal year."
What are the next steps for Opitz?
"As a Oracle platinum partner Opitz continues to specialize in additional middleware focus areas like Business Intelligence and Application Grid. The Specialization program will be key for us to differentiate from our competition and to generate more joint business with Oracle.
To summarize it with SOA Specialization we jointly win more happy customer and generate more joint business!"
Make sure that you read our “Specialization Guide SOA & Application Grid How to become Specialized”. This ebook will support you in all the steps and show you the value of Specialization. Read more.