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Oracle OPN Resources and Tools to Help You Sell

Steve Hoodmaker
Worldwide Alliances and Channels
January 10, 2007
 Agenda

• Finding Leads
• Registering Leads/Opportunities
• Partner Sales Guide
• Recorded iLearning Courses
• Sales Calls
• Demo to Prospect or Existing Customer via ADS Server
Environments
• Pricing Information
• Oracle Financing
• Closing the Deal
• Additional On-Line Applications Sales Recording Replays to
Consider
 Finding Leads

• Review OPN iLearning recording replay on “How to find a

Lead/Opportunity”
• Leverage OPN Solution Catalog for lead generation
• The Solutions Catalog is a membership benefit for all active Oracle
PartnerNetwork members, allowing partners to profile their
company's solutions, software, and services to extend their
marketing reach, target new customers, and drive revenue.
• Partners must update their own profile information
• Partner Solution Catalog profile is searchable by prospects and
existing customer
• Securely manage your leads within Solutions Catalog
• Branded partner profile URLs: searchable in engines such as
Oracle.com, Google, & Yahoo
 Finding Leads Continued

• OPN Solutions Catalog at http://solutions.oracle.com

Finding Leads Continued

• OPN Solutions Catalog

 Registering Leads/Opportunities

• Reseller/VARs/influencers register leads with Oracle via

PRM
• For an overview on the lead registration process and tool demo
access the PRM Overview reply
• Attributes of PRM
• Referral Management
• The ability by the partner to refer business to Oracle and receive a
percentage of the revenue
• Deal Registration “First In Lead Registration”
• Register ALL leads for resale via PRM
• Net new and install base opportunities
• Enables partners to submit opportunities and once accepted, receive
support from Oracle for the partner on the deal
• First in and accepted lead determines which partner Oracle supports on
the opportunity
Registering Leads/Opportunities
 Partner Sales Guide

• Partner Sales Guide provides valuable insight the Oracle

application sales cycle.
• The Partner Sales Guide has been designed to support your
Oracle sales potential. Extensive research in the form of one-to-
one interviews has been carried out with Oracle Certified Partners
to identify where Oracle can support your sales efforts.
• You will find expert advice on sales techniques, from account
planning to closing recommendations. These tools should provide
you with assistance to develop your Oracle business.
Partner Sales Guide
Partner Sales Guide
 iLearning Courses

• iLearning courses are available to learn more about

product and product agnostic sales, presales and
implementation topics.
• Both On-line iLearning and Instructor Led Courses (ILT) available
• On-line iLearning course replays are ‘free’ to OPN Partners
• AGSS Apps Unplugged Oracle Sales recordings
• Product and product agnostic sales and presales training iLearning
Guided Learning Paths
iLearning Courses – Access from OPN
iLearning Courses – Education Page
iLearning Courses – Sales Page
 Sales Calls

• OPN has collateral to help partners run and conduct sales cycles
• Much of the sales and event specific application assets are only
available to certified partners (CP) or certified advantage partners
(CAP)
• Small and Medium Business CP and CAP partners can access
consolidated sales assess via the Oracle Small and Medium Business
Applications (Certified Level) dashboard on OPN
• Sales and Marketing Collateral and Tool includes and not limited to:
• Reusable Sales Kits
• Reusable Event Kits – to run own events
• Competitive Intelligence Information
• Reusable collateral SMB Industry solutions
 Sales Calls – SMB Apps Certified OPN
Dashboard Sales and Marketing Assets
• OPN SMB Apps Dashboard Eligibility
• Partner must join the SMB Applications Go-to-Market initiative
(GTMi) and be approved to gain entry into OPN SMB Apps
Dashboard or your partner manager request that you be granted
access to the dashboard.
• To Qualify
• OPN Member in Good Standing
• Already member of an Applications Product Focus (i.e. JDE E1,
EBS, JDE World, Siebel, PeopleSoft Enterprise)

• Introduction to Oracle OPN SMB Application Dashboard

replay reviews the portal in detail
Sales Calls – SMB Apps Certified OPN
Dashboard Sales and Marketing Assets
Sales Calls – SMB Apps Certified OPN
Dashboard Sales and Marketing Assets
Sales Calls – SMB Apps Certified OPN
Dashboard Sales and Marketing Assets
Sales Calls – SMB Apps Certified OPN
Dashboard Sales and Marketing Assets
Sales Calls – SMB Apps Certified OPN
Dashboard Sales and Marketing Assets
Sales Calls – SMB Apps Certified OPN
Dashboard Sales and Marketing Assets
Sales Calls – SMB Apps Certified OPN
Dashboard Sales and Marketing Assets
Sales Calls – SMB Apps Certified OPN
Dashboard Sales and Marketing Assets
Sales Calls – Marketing Page Assets
 Demo to Prospect or Existing Customer
via ADS Server Environments
• Applications Demonstration Services (ADS) is offered to CP and CAP
level partners
• ADS is a hosted Oracle supported demo servers
instances/environments that can be regional or dedicated deal server
demo access
• Partners can setup demo specific data on dedicated deal server
• Partner signs-in and runs prospect demos on Oracle ADS server
• Partner environments currently available for Oracle E-Business Suite
and JD Edwards EnterpriseOne only
• Must apply for and be grant access to ADS environments
• Talk to individual partner managers to apply for access via Regional OPN pages
• If accepted, Partner must sign ADS Partner Addendum and Attend ADS training
• Access to ADS will be granted and link exposed from OPN – Sales page
Demo to Prospect or Existing Customer
via ADS Server Environments
 Oracle Pricing

• Oracle offers very competitive pricing bundles and

offerings
• Learn more about Oracle pricing via the OPN – Sales
Page, navigate to the Pricing Information link
 Oracle Financing

• Do not forget to leverage Oracle Financing when trying to

close a software deal
• Oracle Financing offers very competitive and flexible
financing options that partner can offer their customers
during the Oracle application and/or technology sales
cycle
• Learn more about Oracle Financing via the OPN – Sales
Page, navigate to the Offer Financing to Your Customers
link
Oracle Pricing and Financing Info. on OPN
 Close the Deal

• Work with your Oracle Applications Sales Manager and/or

Partner Manager to Close the Deal or finalize the
influencer deal
• Finalize prospect opportunity in PRM and indicate the deal
closer
 Additional On-Line Applications Sales
Recording Replays to Consider
• Oracle Reseller Sales 101
• Selling Applications as an SMB Applications Reseller
• InfoMentis Overview
• Oracle SMB Industry Solutions
• Introduction to Oracle OPN SMB Application Dashboard