Modernized Oracle PartnerNetwork€¦ · 20Copyright © 20 Oracle and/or its affiliates | Authorized OPN Partner Only. Build Service License & Hardware 21 Sell Copyright © 2020 Oracle

Modern Oracle PartnerNetwork

日本オラクル株式会社

アライアンス統括

June 2020

2020/6/3時点

変更がある可能性をご了承ください

最新情報は弊社サイトでご確認くださいCopyright © 2020 Oracle and/or its affiliates | Authorized OPN Partner Only

Safe harbor statement

The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, timing, and pricing of any features or functionality described for Oracle’s products may change and remains at the sole discretion of Oracle Corporation.

Statements in this presentation relating to Oracle’s future plans, expectations, beliefs, intentions and prospects are “forward-looking statements” and are subject to material risks and uncertainties. A detailed discussion of these factors and other risks that affect our business is contained in Oracle’s Securities and Exchange Commission (SEC) filings, including our most recent reports on Form 10-K and Form 10-Q under the heading “Risk Factors.” These filings are available on the SEC’s website or on Oracle’s website at http://www.oracle.com/investor. All information in this presentation is current as of September 2019 and Oracle undertakes no duty to update any statement in light of new information or future events.

Copyright © 2020 Oracle and/or its affiliates | Authorized OPN Partner Only

http://www.oracle.com/investor


Webhttps://www.oracle.com/partnernetwork/program/

(https://www.oracle.com/jp/partnernetwork/program/)


5 Copyright © 2020 Oracle and/or its affiliates | Authorized OPN Partner Only


Oracle PartnerNetwork








Expertise(Expertise)

ツールセット

BUILD

SERVICE

SELL

LICENSE & HARDWARE

OPN MEMBER

11

ENABLE Go To Market EXPAND



Marketing & Sales

PROGRAM TRACKS

SELLBUILD LICENSE & HARDWARE

$3,000/

SERVICE

12

$3,000/ $3,000/ $3,000/


Expertise

•

•

•

•

- Technical Validation (Build)

- – CLI Score (Service)

- Public Sector Due Diligence (Sell)

(License & Hardware)

•

Cloud, License & Hardware

Examples

APAC

ASEANANZChinaIndia

EMEA

AfricaCISIberiaNordics

LAD

APUBBrazilColombia & EcuadorMexico

Japan Japan

NAS North America

Examples

HCMGlobal HRWorkforce Rewards Talent Management

SCMProcurement Order to Cash

CXMarketingEngagement

IaaS & PaaS

Oracle Cloud PlatformBusiness AnalyticsOracle Database Migration

License & Hardware

PeopleSoft PeopleToolsExadata Database MachineZFS Storage

13 https://www.oracle.com/partners/preview/regional-markets-5601321.pdfCopyright © 2020 Oracle and/or its affiliates | Authorized OPN Partner Only

最新情報は弊社サイトでご確認くださいCopyright © 2020 Oracle and/or its affiliates | Authorized OPN Partner Only14

Expertise

BUILD EXPERTISE

SELL EXPERTISE

SERVICE EXPERTISE

LICENSE & HARDWARE EXPERTISE

Powered by Oracle Cloud

Powered by Oracle Autonomous Database Cloud

Integrated with Oracle Cloud

Oracle Cloud Platform

Oracle CX Sales Cloud

Oracle ERP Cloud

Oracle Cloud Platform Business Analytics

Oracle E-Business Suite Applications to Oracle Cloud

Oracle HCM Payroll Cloud

Oracle Exastack Ready (Build)

Oracle Enterprise Manager 12c (Service)

Exadata Database Machine (Sell)


Expertise

Service ExpertiseOracle Cloud Platform Business AnalyticsNorth America

Build ExpertisePowered by Oracle Autonomous Database Cloud

Sell ExpertiseOracle ERP CloudAfrica

Service ExpertiseOracle E-Business Suite Applications to Oracle CloudNordics

License & Hardware Service ExpertiseOracle Exadata Database Machine


OPN Member

• Oracle 1-Click Products

• 1-Click Products /

•

• ( )

•

• OPN

•Silver

17

1-Click Products

MDA/FUDA TrackCopyright © 2020 Oracle and/or its affiliates | Authorized OPN Partner Only

https://www.oracle.com/partners/en/040393.pdf

https://www.oracle.com/partners/index.html

Copyright © 2020 Oracle and/or its affiliates | Authorized OPN Partner Only18


Build Service

License & Hardware

20

Sell


Oracle IaaS PaaS SaaS

KE

Y E

NA

BL

ER

S

KE

Y B

EN

EF

ITS

KE

Y B

EN

EF

ITS

•

•

•

• &

•

•

•

• BuildExpertise &

•

•

•

•

OPN MEMBER

21

Build


Sample Journey for Powered by Oracle Cloud

POWERED BY ONGOING

Commercially Available

Application

1

Public Support

EXPERTISE EARNED

1

Commercially Available

Application

22

SelectBuild Track

Journey to Earn Expertise

Public Support

ReceiveMemberBenefits

ReceiveEnabler

Cloud Build Track Expertise


23

Oracle

Sell

KE

Y E

NA

BL

ER

S

KE

Y B

EN

EF

ITS•

•

•

• &

•

•

•

•

• Sell Expertise&

OPN MEMBER


IaaS/PaaS/SaaSに再販権(Expertise)が設定されています。再販していただく際には必須となります。詳しくはExpertise Catalogをご参照ください頒布するためにはMDA/CSDA締結が必要となります。公共機関向けへの販売には追加契約が必要となります。

SalesSpecialist

1 Solutions Engineer

1

SKILLS BY CLOUD SERVICE

CLI Score

ONGOING

Public Support

Transactions

>8

2B

Y R

EG

ION

AL

MA

RK

ET

SelectSell Track

24

Sample Journey for Oracle Cloud PlatformSlight Differences by ExpertiseJourney to Earn Expertise

EXPERTISE EARNED

Architect

1ReceiveMemberBenefits

ReceiveEnabler

Cloud Sell Track Expertise

ImmersionTraining


25

Oracle

Service

KE

Y E

NA

BL

ER

S

KE

Y B

EN

EF

ITS

KE

Y B

EN

EF

ITS

•

•

•

• &

•

•

• ServiceExpertise &

• Managed Service Expertise

•

•

•

•

OPN MEMBER


CertifiedImplementatio

n Specialist

2 OCI Cloud Architect

1

Project Manager

1Support

Specialist

1

SKILLS BY CLOUD SERVICE/USE CASE CUSTOMER SUCCESS ONGOING

Public Support

BY

RE

GIO

NA

L M

AR

KE

TGo-Live

CLI Score

>8

2Go-Live

CLI Score

>8

2EXPERTISE EARNED

26

Select Service Track

Journey to Earn ExpertiseSample Journey, May Have

Slight Differences by Expertise

ReceiveMemberBenefits

ReceiveEnabler

Cloud Service Track Expertise


27

Oracle

License & Hardware

KE

Y E

NA

BL

ER

S

KE

Y B

EN

EF

ITS•

•

•

•

• &

•

•

•

•

• Sell Expertise&

OPN MEMBER

Base portfoliohttps://www.oracle.com/partnernetwork/base-portfolio/



Specialization Service Expertise

Oracle Exastack Optimized Exastack Optimized Build Expertise

Resell Rights Sell Expertise

Oracle Exastack Ready Exastack Optimized Build Expertise

Oracle Validated Integration Oracle Validated Integration Build Expertise

29

License & HardwareExpertise

https://www.oracle.com/partners/preview/secure/expertise/mapping/index.html


30

クラウドファースト

パフォーマンスに基づく

相互投資

専門性の目標設定

実績に基づくインセンティブ


トラック選択に向けて




再販ビジネスご検討の場合Sell



再販ビジネスをご検討の場合

再販ビジネスをご検討の場合On Premise Products

OPN MEMBER LICENSE & HARDWARE TRACK

• Oracle Database Standard Edition 2• Oracle Analytics Server Edition• MySQL Perpetual Licenses• Oracle 1-Click Ordering Programs• Oracle 1-Click Ordering Desktop

Programs• Oracle Crystal Ball• Oracle Database Appliance• Oracle Linux Support• Oracle University Learning Credits• Oracle VM Support• Oracle VM VirtualBox• WebLogic Server Standard Edition

1-Click Portfolio Base Portfolio Sell Expertise

• Technology• Middleware• Selected Applications• Selected IT Infrastructure

• Applications• Engineered Systems• IT Infrastructure• Industries

- Communications- Communications Applications- Construction and Engineering- Health Sciences- Utilities- Oracle Financial Services

Expertiseなし

Expertiseなし

Qualifiers by Expertise and Regional Market


再販ビジネスをご検討の場合Cloud Services

OPN MEMBER

• IaaS/PaaS- Oracle Cloud Platform

• SaaS- Oracle CX CPQ Cloud- Oracle CX Sales Cloud- Oracle CX Service Cloud- Oracle CX Field Service Cloud- Oracle CX Marketing Cloud B2B- Oracle EPM Cloud- Oracle ERP Cloud- Oracle HCM Cloud- Oracle SCM Cloud



CLOUD SELL TRACK

Sell Expertise

• Industries- Construction and Engineering- Communications- Health Sciences- Utilities- Hospitality for Hotels & Resorts- Food & Beverage

Sell Regional Markets


ANZ

Africa

Individuals Count for Country they Reside In

38 Copyright © 2020, Oracle and/or its affiliates | Authorized OPN Partner Use Only

インプリビジネスご検討の場合Services


インプリビジネスご検討の場合

インプリビジネスご検討の場合On Premise Products


Service Expertise

• Applications• Engineered Systems• Industries

- Communications- Communications Applications- Construction and Engineering- Health Sciences- Utilities- Oracle Financial Services



Hardware Installation Expertise

• Engineered Systems• IT Infrastructure

Qualifiers by Expertise and Country

インプリビジネスご検討の場合Cloud Services

OPN MEMBER

• Digital Agency• CX• EPM• ERP• HCM• SCM• Cloud Platform• Cloud Infrastructure• Industries



CLOUD SERVICE TRACK

Service Expertise

• Managed Service

Managed Service Expertise

自社アプリケーションご活用の場合Build & Integrate



自社アプリケーションご活用の場合

自社アプリケーションご活用の場合On Premise Products



Build Expertise

• Validated Integration• Ready• Optimized

Qualifiers by Expertise

1-Click Portfolio

Distribution Agreements• ASFU

Base Portfolio

Distribution Agreements• ASFU• ESL

Application Hosting• PAH Application Hosting

• PAH

自社アプリケーションご活用の場合Cloud Services

Qualifiers by Expertise


CLOUD BUILD TRACK

Build Expertise

OPN MEMBER

Oracle Cloud Marketplace

• Powered By- Oracle Cloud- Oracle Autonomous Database Cloud- Oracle Exadata

• Integrated With- Oracle Hospitality OPERA Cloud- Oracle Cloud- Oracle Talent Management Cloud- Oracle Cloud Infrastructure FastConnect- Oracle Simphony Cloud

• Publisher• Paid Listing(米国のみ)

Oracle Cloud Hosting

• ISV Amendment to the CSA

Copyright © 2020, Oracle and/or its affiliates | Authorized OPN Partner Use Only46

Find Your Path to Marketoracle.com/opn ➔ Go-to-Market

トラック年会費のROI



Marketing & Sales

PROGRAM TRACKS

SELLBUILD LICENSE & HARDWARE

$3,000/

SERVICE

48

$3,000/ $3,000/ $3,000/


SELLTRACK

SELL TRACK

Return on Investment


Investment in Track Fee $3,000

Return in Key Track Enablers $16,660

Universal Cloud Credits

Credits for test/dev/demo $3,000

List Price Discount (Burn Rate) 55%

Effective List Price Environment Value $6,667

Oracle University

Unlimited Cloud Learning Subscriptions (CLS) 1

List Price Value (1x) $8,995

Effective Total for 1 CLS Value $8,995


5 : 1

特典の2項目のみで

参考: Track料金 ¥360,000/UC環境利用可能額 ¥800,040/UCLS ¥1,079,400 (2020/6/8現在)

SERVICETRACK

SERVICE TRACK








Oracle University





15 : 1




BUILDTRACK

BUILD TRACK








Oracle University





15 : 1




Full List of Program Enablersoracle.com/opn ➔ Get Enabled




•(Cloud and/or License & Hardware)

•

• Expertise( )/

Call to Action


( )

1. Modern Oracle PartnerNetwork

Modern OPNhttps://www.oracle.com/partnernetwork/program/

(https://www.oracle.com/jp/partnernetwork/program/)

Expertise

2. Expertise Dashboard

Partner Administrator OPN Competency Center(https://competencycenter.oracle.com/opncc/) Expertise Dashboard

Expertise


Expertise Dashboardについて

https://competencycenter.oracle.com

Copyright © 2019 Oracle and/or its affiliates.




( )

3. Expertise

Expertise DashboardExpertise

4. ExpertiseExpertise Modern

OPN Expertise

5. Modern OPNOPN Modern OPN


https://www.oracle.com/partners/ja/most-popular-resources/opns-information-078648-ja.htmlCopyright © 2020 Oracle and/or its affiliates | Authorized OPN Partner Only60

oracle.com/partnernetworkhttps://www.oracle.com/jp/partnernetwork/program/


Expertise


Expertise( )

ExpertiseBuild Service Sell License &

Hardware

Expertise

Expertise

• Build Expertise: Powered by Oracle Autonomous Cloud

• Service Expertise: Oracle ERP Financials Cloud - Nordics

• Sell Expertise: Oracle Cloud Platform - North America

• Service Expertise: Oracle Exadata Database Machine


Member

: https://www.oracle.com/partnernetwork/program/sell/


https://www.oracle.com/partnernetwork/program/sell/

OPN(Member)


Expertise

Expertise

Expertise


Expertise( )

Expertise

Expertise


Expertise( )

Expertise


上記の場合、And条件は同一の方が取得していただく必要がございます。例: Sales SpecialistのOracle Cloud Infrastructure 2019 Sales SpecialistとOracle Data Management Cloud Sales 2020 Specialistは[email protected]が取得

mailto:Specialistは[email protected]

Expertise( )

Expertise


Expertise( )

Expertise ( : )

1. Expertise

Expertise Expertise

: Expertise

2. Expertise OPN Primary Administrator Expertise Dashboard(https://competencycenter.oracle.com/opncc/)

Partner Assistance<https://partnerhelp.oracle.com/app/home>



2019/9/16

Oracle Open World

2019/12/1

Modern OPN

ORACLE PARTNERNETWORK AGREEMENT

Modern OPN


Partner Assistance

https://partnerhelp.oracle.com/app/ask


PartnerHelp Portal

https://partnerhelp.oracle.com/app/home


FAQ

新しいOracle PartnerNetworkに関するFAQ

https://www.oracle.com/jp/partnernetwork/program/faq/

<https://www.oracle.com/partnernetwork/program/faq/>


前ページのPartnerHelp Portalもご活用お願いいたします。


Modern OPN ( )

Master DistributionAgreement

ORACLE PARTNERNETWORK

AGREEMENT( )

EmbeddedSoftwareLicense

Addendum

Full UseDistributionAddendum

PublicSector

Addendum

Cloud Services

DistributionAddendum

Demonstration

ServicesAddendum

InstallationServices

Addendum

Field DeliverySupport ProviderSchedule

SupportRenewalSchedule

PublicSector

Attachment

Agreement ( )

Addendum ( )

Schedule ( )

ORACLE CLOUD SERVICES AGREEMENT

CSP AMENDMENT

ISVAMENDMENT

Applications IntegrationValidation

Addendum

ExastackOptimizedAddendum

ASFU Distribution Addendum

Support Provider Schedule

Proprietary Application

Hosting (PAH)

Addendum

Schedule to PAH

Addendum to MDA

Cloud Interoperabil

ity Addendum

Subject to Change


Modern OPN ( /Member)



AGREEMENT( )


Addendum


PublicSector

Addendum

Cloud Services


Demonstration

ServicesAddendum


Addendum



PublicSector

Attachment

Agreement ( )

Addendum ( )

Schedule ( )


CSP AMENDMENT

ISVAMENDMENT


Addendum





Hosting (PAH)

Addendum

Schedule to PAH

Addendum to MDA

Cloud Interoperabil

ity Addendum

Subject to Change

79

MEMBER


Modern OPN ( /Sell)



AGREEMENT( )


Addendum


PublicSector

Addendum

Cloud Services


Demonstration

ServicesAddendum


Addendum



PublicSector

Attachment

Agreement ( )

Addendum ( )

Schedule ( )


CSP AMENDMENT

ISVAMENDMENT


Addendum





Hosting (PAH)

Addendum

Schedule to PAH

Addendum to MDA

Cloud Interoperabil

ity Addendum

Subject to Change

80

SELL MEMBER


Modern OPN ( /License & Hardware)



AGREEMENT( )


Addendum


PublicSector

Addendum

Cloud Services


Demonstration

ServicesAddendum


Addendum



PublicSector

Attachment

Agreement ( )

Addendum ( )

Schedule ( )


CSP AMENDMENT

ISVAMENDMENT


Addendum





Hosting (PAH)

Addendum

Schedule to PAH

Addendum to MDA

Cloud Interoperabil

ity Addendum

Subject to Change

81

MEMBER

License&

Hardware


• 2019/9/16(US ) Modern Oracle PartnerNetwork

• ?→ 4

→

→Associate Member

• Modern OPN 2019/12/1

• ORACLE PARTNERNETWORK AGREEMENT Modern OPN

• Modern OPN Expertisehttps://www.oracle.com/partners/preview/secure/plan-your-upgrade/index.html


https://www.oracle.com/partners/preview/secure/plan-your-upgrade/index.html

Modern OPNMember/Track


Member/Track承認後について(抜粋)

Member承認後MDA + FUDA締結可能

Sell Track承認後MDA + CSDA、公共向け販売契約締結可能

License & Hardware Track承認後公共向け販売契約締結可能

OPN Member向けサイトhttps://www.oracle.com/opnにて情報をご確認可能です。

例:Go to Market -> Sellersタブ

#Sell Track/License & Hardware Track承認後に販売契約締結は可能ですが、再販をしていただくにあたり、Expertise(再販権)をクリアしていただく必要が#あるサービス/製品がございます。詳細はExpertise Catalog<https://www.oracle.com/partnernetwork/expertise>をご確認ください。


https://www.oracle.com/opn


Expertise DashboardよりPublish(PrincipalのPartner Administratorの方が実施)

Track承認後にExpertise DashboardのTrackタブのステータスが

変わります(選択分のみ)

例:




ステータス変更後にStatusがEligibleのExpertiseにPublishボタンが

出現します




Publishボタンを押下していただくことによりパートナー検索サイト

にてパートナー様のExpertiseが公開されます




Publishしていただくと下記表記となります



再販権(Sell Trak/L & H Track、PrincipalのPartner Administratorの方が実施)

Resell Rights acceptedをしていただく必要がございます。




再販権についてはResell Rights欄に表記が追記されます




PartnerHelp Portalでもご確認可能です

91

https://competencycenter.oracle.comCopyright © 2020 Oracle and/or its affiliates | Authorized OPN Partner Only92


The preceding is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, timing, and pricing of any features or functionality described for Oracle’s products may change and remains at the sole discretion of Oracle Corporation.

Statements in this presentation relating to Oracle’s future plans, expectations, beliefs, intentions and prospects are “forward-looking statements” and are subject to material risks and uncertainties. A detailed discussion of these factors and other risks that affect our business is contained in Oracle’s Securities and Exchange Commission (SEC) filings, including our most recent reports on Form 10-K and Form 10-Q under the heading “Risk Factors.” These filings are available on the SEC’s website or on Oracle’s website at http://www.oracle.com/investor. All information in this presentation is current as of September 2019 and Oracle undertakes no duty to update any statement in light of new information or future events.

Safe Harbor


http://www.oracle.com/investor

Copyright © 2020 Oracle and/or its affiliates | Authorized OPN Partner Only v19

Documents

Modernized Oracle PartnerNetwork€¦ · 20Copyright © 20 Oracle and/or its affiliates | Authorized OPN Partner Only. Build Service License & Hardware 21 Sell Copyright © 2020 Oracle