Manual for Cloud

Arrow ECS
Dec 2015
Arrow ECS EMEA & Oracle

Agenda
• Channel Model for Cloud
• Prerequisites
• Apply for Cloud Partner Programs
• Resell criteria for that service Cloud Resell
• Pricing model
• Cloud Rebates – OMM program
• How to Get a quote and Order
• Price estimation for PAAS
• Contracts and T&C
• How to play with the Oracle Cloud
• Drive Marketing
• Escalations & help request path
Channel model for Cloud

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5
7
Resale Model
VARs must meet the relevant existing Cloud Resale Criteria

VAD VAR End User

QUALIFIED CLOUD VAD with Resell Rights

Resale Discount + VAD

Discount Resale Discount Cloud Service Invoice

VAD Pays Oracle Partner Pays VAD Customer Pays Partner

Cloud Services Partner’s
Distribution Cloud Services Agreement with
Addendum to VAD Distribution flow down financial
DA Addendum to FUDA terms

OMM program available

Service and Support Delivery
Oracle Cloud Services Agreement
(conveyed by Arrow or Partner to End User)
or OMA with Schedule C
Prerequisites

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Proposed New OPN Program Structure
• $9,995
• Competency Criteria: 30 Specializations + 10 Advanced
Specializations (includes Ready/Optimized/OVI) Cloud Premier
• Business Criteria: Revenue/Business Commitments
• Competency Criteria    
• $9,995 • Business Criteria $$$$$
• Criteria: 5 Specializations/Optimized/ Ready / OVI /
Applications on Oracle Cloud Marketplace

• $2,995 Cloud Select

• Access to full product portfolio
• Access to OVI, Optimized, Specialization Ready • Competency Criteria  
• Differentiate Cloud with Fixed Scope Offerings/Oracle Cloud
Marketplace Apps & Services • Business Criteria $$

• $500
• Oracle Cloud Marketplace
• 1-Click on-premise
• Access to OPN Cloud Business Builder

• No fee
• Cloud Referrals
• PaaS / IaaS Resale (Entry level Only)
• OPN Logo

• No fee
• 1-Click via VADs Only
 New OPN Program Structure
Progressive Opportunities to Differentiate
Cloud Elite
Available on 1st February

Cloud Premier
NEW
DESIGNATIONS
(Coming Soon)
Cloud Select

Requirements
Cloud Standard Cloud Specializations,
Fixed Scope Offerings &
Cloud Marketplace Listings

Revenue and Demand

NEW Generation Activities
LEVEL
Customer Go Lives &
Resources
Apply for Cloud Partner Programs

Apply Now Online Apply in November Apply in February NEW

 Cloud Interoperability Online Online DESIGNATIONS

(Coming Soon)

 Social Interoperability  Cloud Registered Level  Cloud Designations

 Demonstration Services  2 Year OPN Master  Standard
 Cloud Service Distribution Agreement**
 Select
Cloud Services
Distribution Schedule  Premier
Apply Now Offline  Elite
 ISV Amendment to Cloud
Services Agreement
(offline)*

*Offline Programs contact your local Partner Business Center

**T&C’s supporting Cloud Programs
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OPN Distribution Agreements - Definition

Reseller & System Integrator Independent Software Vendor

Full Use Distribution Agreement ISV Master Agreement

(FUDA) (ISV MA)
• Least restrictive, grants end user full rights • Designed for ISVs who can work under many distribution types
• Executed online via OPS • Executed online via OPS

Cloud Services Distribution Proprietary

FUDA ASFU ESL Application
Addendum Addendum Addendum Addendum Hosting
(CSDA) Addendum
• Least restrictive • License is restricted • Restricted license for • For ISVs who also
license offered by to use with a specific Oracle technology do hosting of their
Oracle and grants application package, that is fully own applications
the end user full per the partner’s embedded in the
rights to develop Application Package partner’s application
custom applications Registration Form package – requires
(APRF) an APRF
Resell criteria

1. OPN 2. FUDA 3. Cloud 4. Public 5. Resell

Addendum Sector Rights
Full Use
OPN registration CSDA – Cloud Services
SI Distribution Distribution Addendum
PSADD to CSDA to Cloud Resell Rights
Cloud Select, Premier, FUDA enrollment
Elite or Gold Level Agreement to FUDA
(FUDA)

OPN registration ISV MA FUDA- ISV MA CSDS – Cloud Services

PSADD to CSDS to ISV Cloud Resell Rights
Full Use Distribution Distribution Schedule
ISV Cloud Select, Premier,
Elite or Gold Level Agreement Addendum to ISV MA FUDA
MA FUDA enrollment

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Apply for Cloud Partner Programs
Apply CSDA for FUDA and PSADD
Complete CSDA via Click wrap from the Partner Store
– Navigate to the Oracle Partner Store > MEMBERSHIPS > Distribution Agreements

– Click on the 'Apply for New' button

– Select the FUDA by clicking on the ENROLL button

– Respond to the application questions:

– For US, Canada, and LAD partners: VDL requirement and information will be presented

– Select HW and/or Oracle Program VAD

– (3) Company Info questions (describe your business model, Oracle license revenue from last 12 months and for the next 12 months)

– Code of Conduct question – confirm or update COC responses from when they were last submitted *Partners whose last COC responses were submitted in
GCM will be forced by the system to re-enter their COC responses here. This will only happen the first time they are required to respond to COC in OPS.

– Associates will see the question asking if they would like to be covered under their WW’s agreement - this option will only be available if the WW already has
the current and active agreement

– If the associate chooses to be covered under their WW’s agreement, the application will skip the agreement page and go straight to the Review page

– Select online or offline acceptance of the agreement

– Submit the application

– PSADD has to be request to Cristian Guira: cristian.giura@oracle.com

Cloud Interoperability & Social Interoperability Addenda
Cloud Services Interoperability Addendum Program
Use Cloud Services environments to develop cloud integrations to Oracle Cloud Services and participate in the Oracle Cloud Marketplace
Cloud Services Social Interoperability Addendum Program
Allows partners to access Social Cloud environments for integration and testing

1. Select Here

2. Select Here

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Demonstration Services Addendum
Partner Demonstration Services Addendum Program
Access to demonstration environments, demonstration materials and training content to qualified partners for both Cloud and On
Premise. It permits partners to use and customize the demonstration materials to provide demonstrations to their prospects

1. Select Here

2. Apply for demo products once

the Addendum is approved

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 Cloud Services Distribution Addendum
Cloud Services Distribution Addendum Program
Partners who have a Gold level or higher membership and a valid OPN Full Use Distribution Agreement (FUDA) with a Cloud Services
Distribution Addendum to the FUDA (CSDA), may resell those Cloud Services that are designated as available for Resell in the Oracle Cloud
Knowledge Zone located at http://partner.oracle.com for which the partner meets the applicable reselling criteria

1. Select Here

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 Cloud Services Distribution Schedule
Cloud Services Distribution Schedule Program
For ISV distribution of Cloud Services the Partner must have a valid OPN ISV Master Distribution Agreement, a Full Use Distribution
Addendum to ISV Master Distribution Agreement, and a Cloud Services Distribution Schedule to Full Use Distribution Addendum to ISV
Master Distribution Agreement

1. Select Here

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2 Year OPN Master Agreement (Coming in November to Oracle Partner
Store)

Benefits
• Partners will not have to engage
legal teams each year to review
the terms of the OPN Agreement
OPN Agreement Term is 2 years or any associate addenda
OPN Membership must be renewed annually
• Oracle’s distribution agreements
have a two-year term, time all of
your renewals to happen
concurrently if you’d like

• Reminder - OPN membership is a

one-year membership. Renewal
will still be required annually.
Renew after 1st year You will not have to execute a
new agreement or addenda each
year

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Cloud Registered Level (Coming in November to Oracle Partner Store)
Cloud Registered Level Program
New entry level in OPN for new-to-OPN cloud partners. Join OPN at the Cloud Registered level prior to May 31, 2016 and receive a one
year membership with no fee. This level is available only to partners that are new to Oracle PartnerNetwork.
Take advantage of this opportunity now by
preregistering and indicating your interest in
the Cloud Registered Level.

1. Apply after November 9

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Resell criteria for that service Cloud
Resell

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 Apply for Resell PAAS
1. Visit:
http://www.oracle.com/pa
rtners/en/products/cloud-
solutions/paas/resell/secur
e/index.html

2. Request Resell
Authorization

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Resale Competency Criteria
Unmetered and Metered

Mail confirmation
 Apply for Resell SAAS
1. Visit:
http://www.oracle.com/pa
rtners/en/products/index.
html
2. Select Cloud Solution

3. Request Resell
Authorization
Get Resell Authorized
SAAS

Prerequisites:
1. Sales Certification
2. Presales Certification
3. Technical Certification
4. Support Certification
Pricing model

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Oracle’s Entire Cloud Portfolio Available for Resell
Two Cloud Subscription Models
Metered Pre-Paid Subscription Model (Cloud Credits)
Oracle Cloud Metered Pre-Paid Subscriptions are a way for
customers to purchase a pool of funds that can be flexibly deployed Applies to:
based on need • Certain PaaS Oracle Cloud Services:
• 1 Oracle Cloud Metered Pre-Paid Subscription priced at 1 USD  Database Cloud Service
• Burned down over the term of an agreement  Java Cloud Service
• Unused credits at the end of the term are forfeited • Certain IaaS Cloud Services:
• Resale of Cloud Metered Pre-Paid Subscriptions available to  Compute Cloud Service
 Storage Cloud Service
partners at a discount
SaaS and Non-Metered Subscription Model
Oracle Cloud SaaS and Un-Metered Subscriptions are a way for customers Applies to:
to subscribe to a Cloud Service based on a volume Tier • All SaaS Cloud Services
• Subscription price is based on a unit per month and discounted for • PaaS & IaaS Cloud Services including:
higher volumes  Documents and Business Intelligence
• Subscriptions are invoiced quarterly; billed in arrears for some Public  Integration and Messaging
Sector (Highly Managed)  Database Schema and Backup

• Standard Subscription Terms are One or Three Years  Storage Schema

• Subscriptions to SaaS and Un-Metered Cloud services available to

partners at a discount
Metered VS Non-Metered
Metered
• Very Flexible
–Only charged for actual usage
–Adjust for Seasonality
• Access to all services in that
family
–Let projects dictate what you
need vs which specific license
you have
• Agile
– Change as you go. Add a
service or shut down a service
Download Public Cloud Service Description
Non-Metered
• 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
Pricing & VAR Discount Schedule

• Cloud Services Pricing - Resources for Partners

• VAR Cloud Services Discount Schedules
Cloud Rebates
OMM program - Deal Registration in Oracle
Partner Store (OPS)

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 FY16 OPN IP Cloud Rebates

3%VAR
7%
VAR
Registration Emphasis
Rebate Product
Rebate

Important!
• Rebates effective June 1, 2015. Initial payments upon system implementation
• Rebates are earned & paid only on 2-tier resale business
• Confidential to Oracle Partner Network members
Oracle Open Market Model
OMM Resale Initiative
• OPN Partner registers deal that they intend to
resell and close
• Valid distribution agreement and resell rights
required
• Partner’s sales investment protected should
opportunity go direct
• Fee of 10% of net revenue paid (excluding
Public Sector)
• Partner must remain actively engaged in the
sales cycle.
• Broad Market Customers only
• Provides 3% OPN Incentive Program registration
rebate when purchased through VAD
• Provides 7% OPN Incentive Program rebate when
Emphasis Product (Cloud) is sold through VAD
OMM Referral Initiative
• OPN partner registers deal with the intention
that Oracle will pursue
• Partner receives referral fee on closed deal
• Fees vary by product, region and selling channel
(Oracle direct or through another Oracle partner)
and are either 5% or 10% of net revenue to
Oracle
• Oracle Managed Cloud Services referral fee 5% -
cap $25K
• Oracle Cloud Services referral fee 10% - cap $50k
• Public Tender and RFP opportunities excluded
• Public Sector customers prohibited
Cloud Rebate Payments
Year 1
Day 1 Deal 1 Metered Pre-Paid Subscription Example
1-year
$2M total Year 2 Replenish
Day 1 Deal 2
Invoice - $2M
$200K VAR rebate Replenish
Year 3
Day 1 Deal 3
Invoice - $2M
$200K VAR rebate

Invoice - $2M
$200K VAR rebate

Un-Metered Subscription Example

Renewal Invoice 2 - $2M
Year 1 Year 2 Year 3
$200K VAR rebate
Day 1 Invoice 1 - $1M Day 1 Day 1 Year 1 Day 1 Year 3 Day 1
3-year deal @ $2M
Per year. First
6 months free
$5M total
$167K VAR rebate Month 7
Day 1 Invoice 2- $2M Invoice 3 - $2M Invoice 1 - $2M Year 2 Day 1 Invoice 3 - $2M
$167K VAR rebate $167K VAR rebate $200K VAR rebate $200K VAR rebate

Rebates paid upon provisioning, and for multi-year deals,

annually thereafter
Partner Financial Model – Examples
Oracle Database Cloud Service – Enterprise Edition High Performance – General Purpose 2 instances for 12 months

Metered Prepaid Subscriptions Non-metered Subscriptions

$4,000/OCPU per month $2,000/Hosted Environment
Metered Metered

List Price $96000 List Price $48000

Discount 0% Discount 15%
Final Customer Price $96000 Final Customer Price $40800

VAR Revenue $96000 VAR Revenue $40800

VAR Cost $86400 VAR Cost $36000

VAR Margin $9600 VAR Margin $4800

VAR Rebate $8208 VAR Rebate $3420

Total VAR Margin $17808 Total VAR Margin $8220

Total VAR % 19% Total VAR % 20%

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Value based Project Registration –
New Option for Registration in EMEA
 Registration at the customer project level
 Available for Broad Market and select OPN IP
Exempt (Europe)
 Approval based on net-new AND partner’s
value-add
 Commercial business. Public sector not
eligible
Benefits for Partners
 Recognition by Oracle sales and
Alliances/Channel sales as the value
partner on approved projects
 Other partners prevented from
obtaining OMM Resale Deal
Registration approval on transactions
related to the value partner’s project
 Inclusion in Oracle sales account
planning activities on approved
projects through early teaming in the
sales cycle
 Availability of registration and OPN IP
rebates for select OPN IP Exempt
Accounts ( Europe)
Deal Registration Approval Process
Net-new = Opportunity not currently
represented in Oracle pipeline system

Registration
approved if Registration Registration
Partner submits information is becomes active Notification valid for 180
Review by accurate and days.
registration in complete and
opportunity in sent to Oracle
OMM Team
OPS opportunity is Oracle pipeline sales team Covers one
net-new to system transaction.
Oracle

Registrations processed in less than three business days

OMM on PAAS solution Metered cannot includes SAAS , un-metered or On premise solution
Value-based Project Registration
Easy Two-Step Process
Submit Value-based
Project Registration for
defined project
Engage with Arrow or Oracle
Alliance/Channel Rep up front
Submit OMM Resale
Deal Registrations for
each transaction
Reference approved
Value-based Project Registration ID on each
submittal
OMM - Enter Deal Registrations with your Smartphone
and Tablet

ABC Inc.

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OMM - Register OMM in OPS
https://partnerstore.oracle.com

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43
OMM - Guidelines for Cloud Services Registrations

– Referral registration
available for new contracts
only
– Resale registration available
for new or expansion
contracts
– For expansion, partner must
have sold original contract

– Original contract opportunity

ID or sales order number
required

– Minimum contract length = Enter Total $ Amount as Annualized Recurring

12 months Revenue (ARR), not Total Contract Value (TCV)
OMM – How to submit a Product Update
– Open an approved resale deal registration and click Request Product Changes

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OMM - Submit a Product Update
– Navigate to the Products section

Save changes when all

updates are complete

Select Add Product for new

products on registration

Update
quantity Click drop down to
update revenue on
Add short justification existing product

46
OMM - Submitting a Product Update

– Return to main Deal Registration page and Submit Product Changes

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OMM – How to submit an Opportunity Update
– Open a resale opportunity from the Deal Reg Opportunity List

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OMM - Submit an Opportunity Update
Update any of the
editable fields

Win Loss Reason not

available for opportunities
in Open status

Click arrow to open

Competitor selection list

Add short explanation of

changes

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OMM - Registered Resale Opportunity Updates –
Submit opportunity update to request registration extension

– Adjust close date to request

extension to original 180-day
term. Registration extended
by 180 days.

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OMM - Deal Registration Contact Information
Deal Registration Questions
Europe, Middle East, Africa
emea-omm_uk@oracle.com
OMM Payments Questions
Europe, Middle East, Africa
OMMPayment-EMEA_RO@oracle.com
OPS Access Issues
Europe, Middle East, and Africa
partnerordering-emea_ww@oracle.com

Oracle Confidential - Restricted

How to Get a quote and Order

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Resell Process for PaaS and SaaS: Key points

1 2 3 4 5
Sizing and Arrow Team Arrow sends out
Validation from a
configuration with Request sent Offer and
Oracle pre sales is Quote and terms
Sales Rep or to Arrow ECS Amended
required approval initiation
Channel Manager CSA/OMA

9 8 7 6

Arrow’s booking VAR

Customer receives
Invoicing details for Cloud Team Returns signed OD
Portal and CSA/OMA to
Order Processing ISS
Price estimation for PAAS

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Estimation Process for PAAS
– VAR should define or request their offline configuration via Oracle channel team
– Once the configuration received, visit the Cloud Pricing & Licensing Oracle Portal
– Download the related price list
– Select Metric Monthly or Hourly and Metered/ Non Metered
– Create the estimated offer (example next slide)
Metered Subscription Type (Credits/pay in advanced):
Option 1.- Database 11g: Database Standard Edition Service
Example
General Purpose
Shape: OC4 (2 OCPU´s) 15 GB RAM
Block Storage 1TB
Duration: 12 Months

Option 2.- Database 11g: Database Standard Edition Service

General Purpose
Shape: OC5 (4 OCPU´s) 30 GB RAM
Block Storage 1TB
Duration: 12 Months
Contracts

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Cloud Contracts
Web link
How to play with the Oracle Cloud

3 OPTIONS
1. Cloud.Oracle.com
2. GSE Demo
3. Arrow OASC
Option 1: Visit https://cloud.oracle.com/home

Benefits

• Simple way to test cloud

solutions without pre requisite
• 30 days trial
Option 2 GSE Demos (Global Sales Engineering )
Demonstration Services
Play
Download the tutorial
Learn Visit : Oracle Demonstration Services
Demo

Ready Scenarios with Sample Data

Free, for OPN Gold Members
2-3 weeks DEMO Period
Option 3
OASC Center
Create the Hybrid Architecture – Contact Arrow
CLOUD TEST CENTER

Cloud On-Premise
Option 3 OASC Center
Provides long term environment to demonstrate the Hybrid Cloud architecture

Benefits
• Dedicated Environment
• On Premise@ OASC + Public
Cloud
• Budget for Marketing Activity
• 1 Year* Availability
• Sales Support
• Pre-sales Support
*= Justified Extensions can be Requested
Pre-requisites
1. Gold Level or above OPN Partners
2. Partner Contribution – Yearly Fee
(individually agreed)
3. Common Engagement Plan:
• What? Solution Configuration
• To Whom? Target Customers
• How? Commitment to:
• Promote Solution
• Allocate Sales Team
• Execute Marketing mix
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Drive Marketing

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How to plan Marketing with OASC?

- Define Join In Campaign (Breakfast, Trade show, Telemarketing,

workshop, etc…)

- Contact Arrow ECS BDM (here)

- Sign a Common Engagement Plan
- Execute
- Register OMMs
- Report & Refund
- Collect Orders from End Customers ;)!
Escalations & Help request path

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Switzerland Contacts
Tomasz Iwanciw
Oracle Switzerland Business Unit
Manager
Mobile: +41 791 97 67 73
E-Mail: tomasz.iwanciw@arrow.com
Tamino Fuchs
Oracle Business Development Manager
Tel.: +41 43 222 8 – 432
E-Mail: tamino.fuchs@arrow.com
Roberto Ducceschi
Oracle Business Development Manager
Tel.: +41 79 597 70 75
E-Mail: roberto.ducceschi@arrow.com
Sarah Rezaik
Oracle Business Development Manager
Tel.: +41 79 195 78 67
E-Mail: sarah.rezaik@arrow.com
Yann Aubry Markus Gysel
Oracle Business Development Manager Oracle Pre-Sales Engineer
Tel.: +41 79 124 1611 Tel.: +41 43 222 8 – 433
E-Mail: yann.aubry@arrow.com E-Mail: markus.gysel@arrow.com
Michael Zelenka
Andreas Falkner
Oracle Inside Sales Specialist &
Oracle Inside Sales Specialist
Creative Assistant
Tel: +43 732 75 71 68 – 282
Tel: +41 43 222 8 – 277
E-Mail: andreas.falkner@arrow.com
E-Mail: michael.zelenka@arrow.com
Lukas Mitterlehner
Oracle Inside Sales Specialist
Tel: +41 43 222 8 – 257
E-Mail:lukas.mitterlehner@arrow.com
Marek Schmidt
Oracle Pre-Sales Engineer
Tel.: +41 43 222 8 – 434
E-Mail: marek.schmidt@arrow.com
For more information
Arrow Blog: http://oracle.arrowecs.ch

Cloud Documentation: http://docs.oracle.com/cloud/latest

Oracle Cloud presentation: http://www.oracle.com/partners/en/partner-with-oracle/cloud-business-
builder/overview/index.html
Join the Community: http://oracle.com/cloudconnection
Cloud Partner Program: http://oracle.com/partners/goto/cloud
Cloud Platform Community: https://community.oracle.com/groups/cloud-platform-partner-community
Cloud Products: http://cloud.oracle.com
Arrow ECS & OASC

THE VAD with Capacity to:

– support partner growth
– position partner for the future (Five Years Out)

Thank You
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