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Infrastructure as a Service

Cross-Sell/Upsell
Linda Moore/Maureen Slavin
Partner Enablement
Systems/Infrastructure as a Service

February 2016
Copyright 2016, Oracle and/or its affiliates. All rights reserved. |

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, and timing
of any features or functionality described for Oracles products
remains at the sole discretion of Oracle.
This document is not warranted to be error-free, nor is it subject to
any other warranties or conditions, whether expressed orally or
implied in law, including implied warranties and conditions of
merchantability or fitness for a particular purpose. Estimations
shown here can be inaccurate or subject to changes.
Competitive information contained here is confidential. It is meant
for Oracle employees and authorized Oracle partners only.
Copyright 2016, Oracle and/or its affiliates. All rights reserved. |

Learning Objectives
Upon completion you will be able to:
Articulate how Oracle IaaS products solutions impact the sale of
products from other lines of business (Middleware, Applications,
Database, Server and Storage, Engineered Systems, and
Industries).
Oracle Products that address the same needs
Complementary products
Alternatives of the product

Describe how Oracles products and solutions from Cloud and


throughout the Red Stack provide a unique differentiator for selling
our solutions
Articulate reasons customers should choose Oracle brand
recognition, the red stack
Copyright 2016, Oracle and/or its affiliates. All rights reserved. |

Public Cloud

Copyright 2016, Oracle and/or its affiliates. All rights reserved. |

Oracles Cloud
Strategy
Software as a Service
Platform as a Service
Infrastructure as a
Service

Bring leading
Infrastructure,
Technology, Business
Applications,
and Information to
customers and partners
anywhere in the world
through the Oracle
Cloud

Copyright 2016 Oracle and/or its affiliates. All rights reserved. |

Oracle Integrated Cloud

HUMAN
HUMAN CAPITAL
CAPITAL
MANAGEMENT
MANAGEMENT

ENTERPRISE
ENTERPRISE
PERFORMANC
PERFORMANC
E
E
MANAGEMENT
MANAGEMENT
ENTERPRISE
ENTERPRISE
RESOURCE
RESOURCE
PLANNING
PLANNING

ORACLE
APPS

SUPPLY
SUPPLY CHAIN
CHAIN
MANAGEMEN
MANAGEMEN
T
T
CUSTOMER
CUSTOMER
EXPERIENCE
EXPERIENCE

Copyright
2016
Oracle and/or
affiliates.reserved.
All rights reserved.
Copyright 2016 Oracle and/or
its
affiliates.
Allitsrights
|

Oracle Integrated Cloud


INTEGRATIO
INTEGRATIO
N
N
APPLICATI
APPLICATI
ON
ON
DEVELOP
DEVELOP
MENT
MENT

CONTENT
CONTENT AND
AND
COLLABORATION
COLLABORATION

PaaS
VISUAL
VISUAL
ANALYTICS
ANALYTICS

DATA
DATA
MANAGEMEN
MANAGEMEN
T
T
IT
IT OPERATIONS
OPERATIONS
MANAGEMENT
MANAGEMENT

MOBIL
MOBIL
E
E

Copyright
2016
Oracle and/or
affiliates.reserved.
All rights reserved.
Copyright 2016 Oracle and/or
its
affiliates.
Allitsrights
|

Oracle Integrated Cloud


NETWORKI
NETWORKI
NG
NG

STORAGE
STORAGE

IaaS

SECURIT
SECURIT
Y
Y

COMPUT
COMPUT
E
E
Copyright
2016
Oracle and/or
affiliates.reserved.
All rights reserved.
Copyright 2016 Oracle and/or
its
affiliates.
Allitsrights
|

Oracle Cloud: Most Complete Suite of


Cloud Services Software as a Service
Sales
Sales

Marketing
Marketing

Service
Service

Commerce
Commerce

Configure,
Configure,
Price,
Price, and
and
Quote
Quote

Global
Global Human
Human
Resources
Resources

Talent
Talent Mgmt
Mgmt

Enterprise
Enterprise
Planning
Planning

Financial
Financial
Reporting
Reporting

Financials
Financials

Project
Project Portfolio
Portfolio
Mgmt
Mgmt

Procurement
Procurement

Value
Value Chain
Chain
Execution
Execution

Product
Product Value
Value
Chain
Chain

Social
Social
Marketing
Marketing

Social
Social
Engagement
Engagement &&
Monitoring
Monitoring

Social
Social Data
Data &
&
Insight
Insight

Social
Social Network
Network

Platform as a Service
Database
Database

Java
Java

Documents
Documents

Social
Social Network
Network

Process
Process

Integration
Integration

Cloud
Cloud
Marketplace
Marketplace

Database
Database
Backup
Backup

Developer
Developer

Mobile
Mobile

Big
Big Data
Data

Business
Business
Intelligence
Intelligence

App
App Perf
Perf
Monitoring
Monitoring

IT
IT &
& Log
Log
Analytics
Analytics

Infrastructure as a Service
Storage
Storage

Compute
Compute

Network
Network

Messaging
Messaging

Identity
Identity

Copyright 2016 Oracle and/or its affiliates. All rights reserved. |

Elastic Compute: PaaS Attach Use-Cases


Elastic
Compute

Compute

1. Migrate Mid-Tier Workloads for Data


Warehouse Environments

Set up DBaaS for Data Warehouse DB


Set up Compute for ETL Mid-Tier (eg: Informatica)
Set up Compute for Reporting Mid-Tier (eg:
BOBJ/MSTR/COGNOS/Tableau)

2. Migrate Mid-Tier Workloads for OLTP


Environments

Set up DBaaS for OLTP DB


Set up Compute for Mid-Tiers (eg: C, C++, WebSphere
App Server etc.)

3. Migrate Mid-Tier Workloads for Applications


Unlimited Environments

Set up DBaaS for OLTP DB


Set up Compute for Apps Unlimited Mid-Tiers (EBS, PSFT,
JD-Edwards)
Copyright 2016, Oracle and/or its affiliates. All rights reserved. |

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Private Cloud

Copyright 2016, Oracle and/or its affiliates. All rights reserved. |

Expanding Your Opportunity


Private Cloud is Growing! This is Why We Have the
Secure Cloud Infrastructure Sales Play
67 Billion

Worldwide IT
Infrastructur
e Spending
in 2015
21.7 Billion
11.7 Billion

Private CloudPublic Cloud


Non-Cloud
IT Infrastructure
IT Infrastructure
IT Infrastructure
Source: IDC: http://www.idc.com/getdoc.jsp?containerId=prUS25732415, July 2015
Copyright 2016, Oracle and/or its affiliates. All rights reserved. |

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Positioning Private Cloud versus Public cloud


Public Cloud

?
?
?
?

Private Cloud
Privacy / Control
Governance / Security
Reliability/Availability
Integration
Elasticity
Rapid Deployment
Charge/Show for Usage
Shift to OPEX from CAPEX
Lower IT Costs
Copyright 2016, Oracle and/or its affiliates. All rights reserved. |

13

Secure Cloud Infrastructure Sales Play


Highlights
Opportunity for Private Cloud Build Out
Upgrade SPARC install base: Tell the SPARC M7 SWiS story
to existing customers
Displace competitors systems in Oracle DB/MW accounts
Sell the value of Oracle Solutions for Private Cloud

ACS
+
OCS

MIGRATIONCUSTOMER
DISCOVERY
SPARC M7+OOS ECI+STORAGE

Copyright 2016, Oracle and/or its affiliates. All rights reserved. |

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Oracle and the Red


Stack

Copyright 2016, Oracle and/or its affiliates. All rights reserved. |

Red Stack Up Sell/Cross Sell


Opportunity
Better Value from the Complete Stack of Hardware, Software &
Services
Cross-Sell Benefits of Oracle Portfolio

and the Red Stack


Oracle Servers and Storage include servers and storage designed

and tested together with the Red Stack to provide optimal


performance in any business solution
Oracle Virtual Networking dynamically connects any server to any

Network/Storage
Oracle Storage optimized to work with SPARC servers
Oracle DB and Oracle Applications tested and certified with all

Oracle HW systems
Oracle Services (Financial & Migration) to further assist with your

customers business and financial goals


Oracle Optimized Solutions - Ease of implementation and time to

deployment

Copyright 2016 Oracle and/or its affiliates. All rights reserved. |

Key Takeaways
When learning about your customers business
needs, dont limit yourself to only discussing
Infrastructure as a Service opportunities
Understanding your customers requirements enables you
to align your solution to their business priorities
The more information you have, the better you can
differentiate yourself from your competitors and you
have an opportunity to Cross-Sell and/or Upsell other
Oracle solutions

Public Cloud PaaS or SaaS, Private Cloud and the


Red Stack are all tools in your Sales Portfolio from
Oracle
Copyright 2016, Oracle and/or its affiliates. All rights reserved. |

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Integrated Cloud, Applications &


Platform Services

Copyright 2016 Oracle and/or its affiliates. All rights reserved. |

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End