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FY14 Primary Focus Areas

FY14-FY15 Partner Program Drive More Business With Partners!!! Nick Moscaritolo NA Channels, Alliance Strategy Director, MDM nicolas.moscaritolo@oracle.com. FY14 Primary Focus Areas. Executive Alignment / Influencer Discovery: Cadence Calls, Strategy Meetings, Discovery, Influence.

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FY14 Primary Focus Areas

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  1. FY14-FY15 Partner ProgramDrive More Business With Partners!!!Nick MoscaritoloNA Channels, Alliance Strategy Director, MDMnicolas.moscaritolo@oracle.com

  2. FY14 Primary Focus Areas Executive Alignment / Influencer Discovery: Cadence Calls, Strategy Meetings, Discovery, Influence Training & Enablement: Webinars, Annual Events, Partner Content, Demo Images Initiative Revenue: Lead/Demand Generation Campaigns/Events Influence (Co-Sell) Revenue: Partner assists Oracle in Closing Deals Target Account Planning: Strategize with Partners/Reps on specific accounts References & Relationships: Partner assists Oracle in generating References for future deals

  3. FAQs • Alliances compensation plan? • 50% - Approx 67% of MDM Rep Quota • 20% - Lead Generation Events (6-8 per quarter) • 20% - Training Events (3-5 events per quarter) • 10% - Meeting Influencers (1-2 per quarter) • Do you have $$$ for marketing events • Yes, must be planned at least 3-6 months in advance • Partner “Field” Marketing can • Create Invite • Create Registration Page • Oracle Client List Pull • Webex Recordings

  4. ERP Alliances & Channels

  5. CRM / CX (Customer eXperience) Alliances & Channels

  6. BI/EPM Alliance & Channels

  7. Internal Marketing for PartnersTO RETIRE QUOTA

  8. MDM Partner – Overview{Partner Name} {Partner Logo}

  9. MDM Partner – Skills / Experience{Partner Name} {Partner Logo}

  10. MDM Partner – Contacts / Relationships{Partner Name} {Partner Logo}

  11. MDM Partner – License Influence/Services Credit {Partner Name} {Partner Logo}

  12. MDM Partner - Client Reference{Client Name} {Partner Logo}

  13. FY14 MDM Partner Reference Matrix

  14. FY14 MDM Partner Skills Matrix

  15. Oracle/Partner TEAM to close business • Partner Skills Matrix • Find Product and Vertical Expertise • Partner Relationships • Connect with Partners who have relationships with accounts • Partners have disclosed: Relationships with 308 Accounts • Partner References • Partners influence over 70% of all MDM deals • Partners are involved in over 75% of all MDM projects • Partners have provided: 128 References & Customer Stories • Partner Sponsored Events • Partners desire to be involved and sponsor many lead generation, sales, training and OOW events

  16. Training & EnablementTO RETIRE QUOTA

  17. Training, Awareness & Enablement • Live Webinars (Recorded) • Products (Sales & Technical) • Strategy (Overviews) • Hands-On Training • Product Based • In-Person or Virtual • Annual Hands-On Partner/SC Training • Discounted Training (OU, Alliances) • Partner Content Websites • Solutions Factory - http://launch.oracle.com PIN: mdm_partners • Oracle by Example - http://www.oracle.com/technetwork/tutorials/index.html

  18. NA MDM Partner Training • NA Master Data Management (MDM) • May 20-22, 2014 – ORACLE HQ • Hands-On Training • Using Amazon EPM image for DRM • Partners and SCs learn together • Over 80+ people attending • KEY TOPICS • MDM Product Updates / Overviews • DRM Workshop All-Day Training Session • EDQ Class • Fusion Product Hub Class NA Enterprise Performance Management (EPM) July 14-17, 2014 – ORACLE HQ • Hands-On Training • Using Amazon EPM Image • Partners and SCs learn together • Over 200+ people attended • KEY TOPICS • Latest Information on v11.1.2.3+ • Full Day Hands-On Exercises • Product Roadmaps

  19. Partner Software Demo/Development Images • Amazon Web Services - Fees • $0 to Oracle • $1.50/hour for usage (via partners Amazon EC2 account) • $15.00/month for storage (via partners Amazon EC2 account) • Partners MUST • Be an OPN Partners in good standing (any level) • Have submitted new or updated Partner Guide (and be approved) • Provide Amazon ID: (9999-9999-9999)

  20. Generate Deals with PartnersTO RETIRE QUOTA

  21. Leverage Partners to Generate LeadsSTEPS to SUCCE$$ PRE-APPROVAL • (Nick) Understand what’s available to you (I can help) • (ASM) Define your target audience, solution description & value prop • (Nick) Seek partners with matching credentials • (Nick) Find Client willing to speak (via partner) • Seek Co-Prime Sales Management Approval POST-APPROVAL • (Team) Generate Invites (Title/Description - NON-Product based) • (Nick) Send to Prospects (Leverage Partner Marketing & BDMs) • (Nick) Collect Registrants – GMAM!!! • (Team) Generate Content (PPT, White Paper) • (Team) Execute INTERNAL & EXTERNAL webinars (Recorded) • (Nick) Collect Attendees • (Team) Ongoing Lead/Demand Generation Status Calls • (ASM) Sales Process

  22. Campaign Name: Vertical: Account Rep: • OBJECTIVE & RATIONALE (Measurable & Bound by Time) • Generate $XXM in Pipeline in FY14 QX • BUSINESS VALUE • TITLE: • THEME: • LEAD GENERATION DETAILS • PARTNER: • CLIENT SPEAKER: • EVENT TYPE: Webinar or Hospitality • TARGET CRITERIA & AUDIENCE • INSTALL BASE: • COMPANY SIZE: • TITLES:

  23. Campaign Name: Vertical: Account Rep: • WEBINAR INFORMATION • Internal Oracle Webinar (w/ Oracle & Partner) • DATE & TIME • Build Invite (Need Title & Description) • Send Calendar Invite • Create PPT • External Webinar (w/ Oracle, Partner & Client) • DATE & TIME • Build Invite (Need Title & Description) • Get Speaker Dial In • Send Calendar Invite • Create PPT

  24. Campaign Name: Vertical: Account Rep: Involved Parties

  25. Campaign Name: Vertical: Account Rep:

  26. Lead Generation Events – FY14

  27. Co-Sell (Influence) Scoring

  28. How can I help?TO RETIRE QUOTA

  29. Hey Reps….. How can I help?FAQs • Can you help me find a partner who…….. • Reference “Partner Skills Matrix” first • You are in an account and need info on partner • Provide me any names/departments you have • I can reach out and understand who they are • I don’t know how to start working with partners • I can be the match maker • Need to discuss needs / expectations • Can I offer suggestions? • YES!!! Lets sit down and discuss YOUR territory and strategize • Can you help me add to my pipeline? • Leverage partners to drive business together

  30. Hey Partners….. How can I help?FAQs • Can you help me find the rep who covers an account • YES!! Need Account Name, Vertical and Location • You are in an account and need help • Lets Talk. I connect you to the rep who owns the account or the product development lead if it is an active deal. • I don’t know how to start working with reps • Drive Leads!!!! • We need to discuss your strong points and leverage • Understand CO-PRIME vs PRIME reps • Who get compensated on what!!!! • Can I offer suggestions? • YES!!! Lets sit down and discuss YOUR goals • Proper Influence Credit • My group will score and provide credit for deals

  31. FY15 Goals • Focus on PIPELINE, CO-SELL, SERVICES • Focus on Lead Gen Events to help Build Pipeline • Focus on Co-Sell to help with Existing Deals • Focus on Service Engagements to help Drive References • Connect with Influencers • Find people within larger partners that influence decisions • OOW • MDM Dinner - Expand to 140 partner/rep/client seats • Set up strategic meetings with management • EPM / MDM Partner Training Events • Continue to build these events to foster strong community • Fusion, Apps Unlimited – Webinars / In Person

  32. Key Take AwaysTO RETIRE QUOTA #3 #1 Executive & Partner Alignment #2 Training & Enablement Initiative Revenue

  33. Q & A Nick MoscaritoloNA Channels, Alliance Strategy Director, MDMnicolas.moscaritolo@oracle.com

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