Professional Documents
Culture Documents
Tim Dwyer
Director-Cloud Go To Market
Programs
World Wide Alliances and Channels
September, 2016
Program
Agenda Agenda
1
Program Overview
Partner Engagement
to drive incremental
revenue via registration
to sell stack-based
solutions, and implement
them on Oracle
Infrastructure and Platform
Cloud services.
Copyright 2016, Oracle and/or its affiliates. All rights reserved. | Confidential Oracle Internal & Value Added Distributors Only
On Premise
Revenue
Past
3 years ago
Future
Copyright 2016, Oracle and/or its affiliates. All rights reserved. |
On Prem
Revenue
Past
Today
Copyright 2016, Oracle and/or its affiliates. All rights reserved. |
Future
7
oracle.com/partners/goto/cloud-program
Copyright 2016, Oracle and/or its affiliates. All rights reserved. |
Referral
Program
Co-Sell
Implementation
Resale
Program
Comprehensive array of
programs designed to meet
partners needs based on
resources, skills and experience
10
Resale
Recurring revenue from on-going Cloud Service Subscription
11
CUSTOMER
12
Requirements
Refer
Select the Resell tab and scroll down and click to the specific Cloud
Service to view resell criteria for that service Cloud Resell
Review the available products
Criteria requirements vary by Cloud Service Complexity
Complete the resell criteria training
Apply for resell rights
14
15
Oracle Cloud SaaS and Un-Metered Subscriptions are a way for customers to
subscribe to a Cloud Service based on a volume Tier
Subscription price is based on a unit per month and discounted for higher volumes
Subscriptions are invoiced quarterly; billed in arrears for some Public Sector (Highly Managed)
Standard Subscription Terms are One or Three Years
Subscriptions to SaaS and Un-Metered Cloud services available to partners at a discount
16
NON-Metered
Very Flexible
Only charged for actual usage
Adjust for Seasonality
Very Specific
Buy exactly what you need
One to One when comparing with existing
environment
Less Expensive
Priced lower due to less flexibility
Known service
Know exactly what service they have and what
they can use
17
Integrated Group
Traditional Sales
Integrated Sales
Cloud Sales
19
20
21
Fixed-price Implementation
Custom Integration Services
Bespoke Applications
Administration
Project Management & Planning
Assessment Tools
End User Training & Support
New Opportunities
Demand Generation
Marketing Campaigns
Extended Relationship Maps
Proven, Repeatable Solution
22
Monetize !
Value Add Services
$$$
$$$
$$$
Rebates
Resell Margin
Renewal
Partner Drives
Consumption for Renewal
Front-End Margin on Renewal
Rebates thru VAD*
Recurring Revenue
(ARR)
Initial
Transaction
* Rebates may vary by Cloud Service and are subject to change; Public Sector
transactions do not qualify for rebates.
Copyright 2016, Oracle and/or its affiliates. All rights reserved. | Oracle Confidential Internal and Partners Only
Cloud Rebates
3%
7%
Registration
Rebate
Emphasis
Product Rebate
Important!
o Initial Transaction
o Rebates are earned & paid only on 2-tier resale business
o Confidential to Oracle Partner Network members
Copyright 2016, Oracle and/or its affiliates. All rights reserved. |
Non-metered Subscriptions
$2,000/Hosted Environment
Metered
Non-Metered
List Price
Discount (No Street Price)
$96,000
List Price
Non-Metered
$48,000
0%
15%
$96,000
$40,800
VAR Revenue
$96,000
VAR Revenue
$40,800
VAR Cost
$86,400
$36,000
VAR Margin
$9,600
VAR Margin
$4,800
VAR Rebate*
$8,208
VAR Rebate*
$3,420
$8,220
$17,808
19%
Total VAR %
Renewal
20%
List Price
Metered
$48,000
$96,000
15%
0%
$40,800
$96,000
VAR Revenue
$40,800
$96,000
VAR Cost
$36,000
$86,400
$4,800
$9,600
VAR Margin
VAR Rebate for PaaS Metered Only
N/A
$8,208
$4,800
$17,808
10%
19%
Replenishment
Replenishment
Replenishment
Year 4
After 4 Years
Invoice - $500K
$50K margin
+
$45K New Sale rebate
Invoice - $500K
$50K margin
Invoice - $500K
$50K margin
Invoice - $500K
$50K margin
$245K in
ARR
New Sales
Replenishment
Replenishment
Invoice - $500K
$50K margin
+
$45K New Sale rebate
Invoice - $500K
$50K margin
Invoice - $500K
$50K margin
New Sales
Replenishment
Invoice - $500K
$50K margin
+
$45K New Sale rebate
Invoice - $500K
$50K margin
Year 1
Year 2
Year 3
$500K in new
ARR sold
$500K in new
ARR sold
Cloud Rebates
$500K in new
ARR sold
Cumulative Revenue
$680K
New Sales
$500K in new
ARR sold
Invoice - $500K
$50K margin
+
$45K New Sale rebate
Build your Annual Recurring Revenue (ARR) through your partner portfolio
Copyright 2016, Oracle and/or its affiliates. All rights reserved. |
oracle.com/cloudconnection
oracle.com/partners/goto/cloud
cloud.oracle.com
Copyright 2016, Oracle and/or its affiliates. All rights reserved. | Oracle Confidential Internal/Restricted/Highly Restricted
32