2017 Cloud Partner Programs Guide Details


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Oracle Corporation
Oracle PartnerNetwork Cloud Program

U.S. Headquarters500 Oracle Parkway
Redwood Shores, CA 94065
U.S. HQ phone number18003237355
URLhttp://www.oracle.com
Year Company Founded1987
Executives
CEOSafra Catz and Mark Hurd
Worldwide Channel ChiefPenny Philpot
TitleGroup Vice President, Oracle Worldwide Alliances & Channels
Date Began Serving In This Role5/1/09
North American Channel ChiefBill Swales
TitleGroup Vice President, North America Alliance & Channels Sales
Date Began Serving In This Role7/1/15
North American Cloud Channel Program ManagerKimberly Lasseter
TitleSenior Director, Worldwide Alliances & Channels
Email Addresskimberly.lasseter@oracle.com
Cloud Involvement, Products, And Solutions
Our existing partner program supports our cloud products/services
Our products are sold as a Cloud Service where we (the vendor) are the Service Provider (i.e. SaaS, PaaS or IaaS, HW as a service, network connectivity)
Our products are used to enable off-premise Cloud Solutions
Our products are used to build hybrid Private Cloud Solutions
Year Cloud Channel Program was established2015
Please provide a brief overview of the company's cloud partner program or describe the components of your company's overall partner program that specifically pertains to cloud computing.Oracle PartnerNetwork has evolved to offer new opportunities for partners to transform and accelerate their business with Oracle Cloud. The new Cloud program, with tiered designations, recognizes those partners that engage with Oracle and invest in Oracle Cloud, by offering them incremental and progressive benefits to complement and build on the existing OPN program levels. Cloud Standard The first tier of this transformative Cloud program is designed to help partners begin to differentiate themselves in the market. These partners have developed skills and expertise in Oracle Cloud Services. Cloud Select Partners in this tier receive recognition for proven expertise in Oracle Cloud Services and for designated teams driving their Oracle Cloud business. Achieving specialization and/or developing and selling technology or services that ultimately drive Oracle Cloud business validate their expertise. Cloud Premier These partners are highly invested in Oracle Cloud solutions with a number of Cloud specializations or applications integrated with or built on Oracle Cloud Services, Certified Oracle Cloud Implementation Specialists, multiple customer references, dedicated Oracle Cloud teams, and the ability to drive Oracle Cloud business. Cloud Elite and Global Cloud Elite These partners have demonstrated full investment in a depth and breadth of Oracle Cloud expertise to provide comprehensive Oracle Cloud solutions. They attain their status by driving Oracle Cloud Annual Recurring Revenue (ARR). Once partners attain these tiers, they achieve recognition for their extensive expertise within specific product pillars and are the priority go-to-market partners. Oracle Cloud Managed Service Provider program The Oracle Cloud Managed Service Provider (MSP) program identifies and recognizes partners who have skills, tools and processes to build, deploy, run, and manage Oracle and non-Oracle workloads on Oracle Cloud Platform.
Please outline as many as 3 of the top benefits that specifically pertain to cloud computing that channel partners gain from joining this partner program.The Oracle PartnerNetwork (OPN) Cloud program provides opportunities for partners to quickly build successful businesses around Oracle Cloud. This visionary program enables OPN members to showcase their expertise, skills and investment in the Oracle Cloud as well as differentiate themselves with Oracle's Integrated Cloud Applications and Platform Services. Working with Oracle in the Cloud will significantly support our partners' Cloud business strategy, and this program is the framework to build that success. Key Benefits • Strategic Go-to-Market Engagement • Discounted and Free Cloud Learning Subscription Opportunities • Eligible to purchase Discounted Development, Test and Demo Environments The Oracle Cloud Managed Service Provider Program is available to partners with the skills and expertise to build, deploy, run and manage workloads on Oracle Cloud Platform. Partners can purchase Oracle Cloud Platform products for a specific end-user and package their MSP Service offerings to deliver a complete solution to the customer. Key Benefits • Go-to-Market support and Sales Incentives • Training and enablement resources • Cloud Services support
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?North America = >1,600 Worldwide = >5,000
Please identify those areas in which your company actively promotes its technology components to encourage customers or service providers to build a cloud offering (public, private or hybrid).
Backup/Disaster Recovery
Cloud Applications/SW
Cloud Hosting
Cloud Infrastructure (IaaS)
Cloud Management
Cloud Platforms (PaaS)
Cloud Migration
Cloud Security
Cloud Storage (SaaS)
In what areas does your company currently have a Public Cloud Service?
Backup/Disaster Recovery
Cloud Applications/SW
Cloud Hosting
Cloud Infrastructure (IaaS)
Cloud Management
Cloud Platforms (PaaS)
Cloud Migration
Cloud Security
Cloud Storage (SaaS)
In which of the following ways does your company engage with Channel partners to promote your Cloud-related technologies or services?
We have our own public cloud service or application - we use partners as agents
We have our own public cloud service or application - we use partners as resellers
We have technology components that are used to build private or hybrid cloud infrastructure; we engage integrators or Cloud Builders
We have technology components that are used to build private or hybrid cloud infrastructure; we engage Cloud Service Providers to build datacenters which supply cloud capacity to other entities
We have software components and tools that are used by ISVs and developers to build SaaS applications, either for public, private or hybrid cloud environments
In which of the following types of Channel training and enablement activities does your company invest to assist your Cloud focused partners?
Specialized technical training (face to face)
Specialized technical training (on-line, ILT)
Technical certification (for cloud)
Specialized sales training (face to face)
Specialized sales training (on-line, ILT)
Sales certification (for cloud)
Business transformation training or consulting (focused on financial, organization or sales/mktg. changes required to succeed with the cloud)
Sales transformation training
Field sales mentoring or coaching (between your direct sales
Sharing of service delivery methodologies or IP around cloud solutions (pre or post-sale)
Cloud specific ROI or TCO calculator tools to be used with end-users
Sales playbooks or prospecting guides for cloud solutions
Authorized training center authorization or status for your cloud-focused curriculum
In which of the following ways does your company invest money to assist partners specifically with their shift to selling and /marketing cloud solutions?
Customer Events
Offer them qualified cloud-specific sales leads
Partner Branding assistance (materials and/or funds)
Partner Demand Generation assistance (materials and/or funds)
Specialized local staff to help partners with marketing planning and/or execution
Partner Events
Partner Marketing Training
Co-selling assistance from local cloud-specialist sales or business development staff
What elements of support does you company offer in your Cloud channel program/tier to motivate and support your Cloud partners financially?
Deal Registration
Demo program/Trial Keys
Discounts (training, volume, tiered, etc.)Utility or annuity-based pricing or licensing
Internal-use product or licenses (discounted or free)
MDF/CO-OP
Rebates (specific to cloud sales or deployment success)
Referral programs (for Cloud Agents or influencers)
Compensation and Fees
Does your company offer VARs assistance in compensation of their sales teams on residual revenue programs (maintenance, software or professional services), recurring revenues or annuity streams?Yes
Are partners required to pay a fee to join your the basic or minimum tier of this Cloud Partner Program?Yes
Are partners required to meet specific minimum revenue requirements in order to join the basic or minimum tier of this Cloud Partner Program?Yes
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
Actively transacting partner
Technology specialization
Cloud certification or training from a related vendor’s program
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