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How to Grow Your Business in the Mid Market

How to Grow Your Business in the Mid Market. Patrick King Sean Callahan Oracle Corporation Oracle Corporation. Agenda. Why Target the Mid Market? How to Grow Your Business in the Mid Market Next Steps. Why Target the Mid Market?.

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How to Grow Your Business in the Mid Market

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  1. How to Grow Your Business in the Mid Market Patrick King Sean Callahan Oracle Corporation Oracle Corporation

  2. Agenda • Why Target the Mid Market? • How to Grow Your Business in the Mid Market • Next Steps

  3. Why Target the Mid Market? Large Market Opportunity …. “2003 SMB Worldwide IT Addressable Spend Opportunity = $141B. Growing 10+% Per Year to $275B in 2006” Source: Gartner, 2004

  4. Why Target the Mid Market? Growing Rapidly …. “The highest growth area in 2003-2004 will be in the Mid-Market….” Source: Gartner, 2003

  5. Why Target the Mid Market? …. And Oracle is Committed • An Established Mid Market Player Today • Packaged Solutions for Mid Market Including • EBS Special Edition • Standard Edition One • Further Improving Mid Market Partner Programs • Heavy Marketing Investment in the Mid Market

  6. Agenda • Why Target the Mid Market? • How to Grow Your Business in the Mid Market • Next Steps

  7. How to Grow Your Business in the Mid Market • Identify Profitable Mid Market Opportunities • Package Solutions for Mid Market • Extend Your Value Proposition • Make it Easy to Buy • Make the Most of Your Oracle Partnership

  8. Opportunity Prioritization Framework Profitable Segment Economics Unprofitable Disadvantaged Competitive Position Advantaged Source: Marakon Associates, 2004 DO: Identify Profitable Mid Market Opportunities Don’t: Assume that a mass market approach will be effective • Need to Segment, Not a Homogenous Market • Target Segments Where You Have Differentiation

  9. Do: Package Solutions for Mid Market Don’t: Take a One Size Fits All Approach • Tailored Solutions • Industry/Geography/LOB Functionality • Affordable, Easy to Own Solutions • Low Risk, Proven Solutions Source: AMR, Gartner, AMI, Oracle Interviews

  10. Do: Extend Your Value PropositionDon’t: Expect to enter the mid market with the same offering • Position your products for the Mid Market • Accelerated implementation • Simplified upgrade path • Minimize complexity • Leverage Oracle integration tools and technologies • Resources to assist with integration to Oracle • Joint solution development opportunities

  11. Do: Make it easy to buyDon’t: Expect to see immediate sales results • Increase awareness opportunities • ISV solutions listed in Oracle Solutions Catalog • Offer a self-running or free trial demo • Package your products and services • Preloaded or preinstalled • Provide a detailed financial justification, ROI, TCO • Offer financing options

  12. Do: Make the Most of Your Oracle PartnershipDon’t: Forget about all the advantages available through OPN • Make your Oracle alliance part of your overall mid market business strategy • Set both short term and long term mid market goals • Leverage Oracle PartnerNetwork

  13. Do: Make the Most of Your Oracle PartnershipDon’t: Forget about all the advantages available through OPNGo To Market Opportunities for technical ISVs • Database re-engineered for ISV integration requirements • Competitive price point for growing customer segment • Awareness and demand generation activities • Leverage Oracle brand

  14. Make the Most of Your Oracle PartnershipDon’t: Forget about all the advantages available through OPNGo To Market Opportunities for application ISVs • Simplified integration via E Business Suite APIs • Competitive price point for growing customer segment • Awareness and demand generation activities • Leverage Oracle brand

  15. SummaryHow to Grow Your Business in the Mid Market • Identify Profitable Mid Market Opportunities • Package Solutions for Mid Market • Extend Your Value Proposition • Make it Easy to Buy • Leverage your Oracle Partnership

  16. Agenda • Why Target the Mid Market? • How to Grow Your Business in the Mid Market • Next Steps

  17. Next Steps • Identify new areas for go to market engagement through Oracle PartnerNetwork business development initiatives • Create your alliance and business development plan Online • Integrate your applications through integration services or customer data hub • Update your Solutions Catalog profile for marketing • Leverage demand generation to promote joint solutions • Use the new Oracle PartnerNetwork branding • Manage your ISV alliance via the Oracle PartnerNetworkhttp://partner.oracle.com

  18. Q & A

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