embracing the exalogic growth story -...

Embracing the Exalogic Growth Story

Andrew Yeong

Director

OFM Alliance and Exalogic Channels

Oracle Fusion Middleware Asia Pacific

© 2012 Copyright Oracle Corporation – Confidential and Proprietary

Agenda

• Engineered Systems : Dawn of a

New Era

• Understanding the market for

Exalogic

• How Our Channels can help WIN

more Exalogic Customers

• Proven ways to sell Exalogic

• Get Ready - Exalogic Specialization

and Certification

• Resources

• Q&A

Engineered Systems :

Dawn of a New Era


The End of an Era High Touch, High Cost, Low Return

•In-house platforms:

–Design, Develop

–Test, Document

–Procure, Deploy

–Operate, Maintain

•Inhibits growth

•Misdirects innovation

•Wastes time and

resources


Data Center Evolution I Paradigm Shift

1950 2011


Engineered Systems I Dawn of a New Era

Before Now


Horizontal Standardization I The Dream

START Y1 Y2 Y3 Y4

?


Horizontal Standardization I Year 2 Reality

? ? ? ? ? ?

START Y1 Y2 Y3 Y4


Horizontal Standardization I Year 3 Stall

? ? ? ? ? ? ? ? ? ? ? ?

START Y1 Y2 Y3 Y4


Engineered Systems, Private Clouds Standard Platform for Enterprise Applications

• Your platform must:

–Deliver consistently excellent

application performance under

widely varied workloads

–Reduce costs and waste

–Reliably shorten time-to-value

–Support existing applications

–Provide uniform reliability,

availability and serviceability

–Scale on demand

–Be easy to maintain and support

–Come from a reliable provider

Copyright © 2011 Oracle Corporation

Exalogic Configurations I Seamless Upgrade

Eighth

Rack

Quarter

Rack Half Rack Full Rack Multi-rack

4

Compute

Nodes

8

Compute

Nodes

16

Compute

Nodes

30 Compute

Nodes

8-240

Compute Nodes

NEW

1/8 of a Rack

•Not an ODA equivalent

•Single project sale

•Upgradeable

• Expedited time to value

• Easier to manage and upgrade

• Lower cost of ownership

Exalytics Exadata

Database

Machine

Exalogic

Elastic Cloud

Database

Appliance SPARC

SuperCluster Big Data

Appliance

• Reduced change management risk

• One-stop support

• Extreme performance

Engineered Systems I The Family

Complete and Integrated Management

Deploy

Provisioning of Firmware, OS, Middelware, and

Applications

Clone and Scale-out

Test

Functional Testing

Load Testing

Test Management

Maintain

Remote Management - Telemetry

Phone Home - Proactive Support

My Oracle Support Integration

Manage

End-to-End Diagnostics - Service Levels

- Root Cause

Configuration Mgmt - Change Tracking

Patch Automation - Firmware, OS

Monitor

Application-to-Disk

Exalogic Monitoring Integration - System, Compute Nodes, Switch, Storage

Energy Utilization and Impact

Grid Control

OpsCenter

Enterprise Manager

Integrated End to End Monitoring From Application, Datacenter to Support

Exalogic Exadata

Application

Operations

Data Center

Operations

Oracle Support

Grid Control OpsCenter My Oracle Support

Exalogic Elastic Cloud Management Infrastructure From Infrastructure Application to Power Supply

Grid Control

Enterprise Manager

OpsCenter

Applications

Custom Web Applications

Fusion Apps E-Business

Suite Siebel

Database Grid

Application Grid: WebLogic Suite

Shared Services

Process:

BPM Suite Integration:

SOA Suite

Security:

Identity Mgmt

User Interaction:

WebCenter

Virtualization

Operating Systems

Middleware Platforms

Exalogic Elastic Cloud Infrastructure

Exalogic

Exadata

© 2010 Oracle Corporation

Understanding the Market

for Exalogic

Exalogic Sales Growth I A New Oracle Record

GA

(Actual) (Actual and Forecast)


Target Exalogic Markets

WebLogic

Customers

Exadata

Customers

Systems

Customers

Oracle Apps

Customers Cloud Apps/DC

OFM

Solutions


Examples of Channel Sales Plays

•Identify older WL

version install-base

• Attend WLS

Differentiation

training and upskill

to sell WL11GPS3

(Exalogic Ready)

• Identify and

match older WL

version install-base

end customers

• Partner Sales

Plays : “Cloud-in-

a-box”, “Future-

proof Your IT”,

“Bundle Exalogic

with new WL sale”

•Identify Exadata

install-base

customers without

Exalogic machines

and get partners to

be specialized and

certified on entire

Exa stack.

• Partner Sales

Plays :

“Maximizing

Exadata

investments with

Exalogic”,

“Standardization/Pr

ovisioning using

both Exadata and

Exalogic”

•Identify older third

party servers, Sun

servers in

customer’s install-

base that may be

reaching EOL and

ready for

Technology

Hardware Refresh

• Partner Sales

Plays : “Tech

Refresh using

Exalogic”, “Getting

ready for next

generation DC”

•Identify which

customers who

have Oracle Apps

or OFM Solutions

without Exalogic

•Partner Sales

Plays : “Faster

Applications”,

“IDM-in-a-box”,

“Faster Migration /

Integration /

Provisioning”, :

“Improved

Performance

Benchmarks using

ED/EL”, “Lower

TCO”, “EECS2.0”

Exalogic – Top Areas of Adoption

• SOA

• WebCenter

• IdM

• Data Integration

• Siebel

• EBS

• PeopleSoft

• JD Edwards

• ATG

• Custom Applications

• Java Applications

• ….and many more…

How our Channels can help

WIN more Exalogic

Customers

Top 3 Channel Sales Approaches

1. Infrastructure Sell

2. Solution Sell

3. Architecture Sell

Helping our Channels qualify and sell with

TCO Tool

Dashboard Report (CAPEX/OPEX Business

Case)

Proven Ways to Sell

Exalogic

Top 3 Reasons Customers Buy Exalogic

1. Fix an application performance / scalability issue

2. Oracle on Oracle, single vendor solution

3. Reduced system cost: cost of software and hardware

combined

Large volume growth

(experienced or expected) Upgrades

Performance pains Net New Project Rollout

TRIGGERING EVENTS

Lessons Learned from Selling Exalogic

•Strategy: Middleware license reduction

•Customer Value prop: Lowest TCO

1. Java and Middleware Performance

•Strategy: Oracle on Oracle

•Customer Value prop: Application Service Levels and Peace of Mind

2. Oracle Applications

•Strategy: Performance or Scalability Pain (today) or Fear (tomorrow)

•Customer Value Prop: Application Service Levels, Lowest cost scalability

3. Exalogic and Exadata for Application Performance

•Strategy: Recreate the way you do IT

•Customer Value Prop: IT Rationalization, Project Performance, Application Performance

4. Business Transformation (all three sales plays)

1. Java / MW Performance

• Key Value Prop

– Middleware license reduction / control and lowest overall TCO

• Applicable to – Middleware customer

– Apps customer where middleware licenses are required

• Impact – Hard savings in S/W licenses and hardware

• Supporting facts – Exalogic is the most efficient system for running Java and Oracle Fusion Middleware

– Tests reveal 2x improvement in throughput = ½ hardware and ½ software licenses

• Key technology differentiators – Exabus technology in Exalogic

– Exadata as a backend DB for database –tier of Middleware/ packaged application

– Oracle VM and hard partitioning (Exalogic 2.0 and 2.1) to enable license management

• Best Practice – Lowest TCO of Exalogic Elastic Cloud Software + Middleware licenses + Exalogic hardware

when compared to the cost of Middleware licenses + competitive hardware

2. Oracle Applications

• Key Value Prop

– Peace of Mind and better Service Levels

• Applicable to – Apps customer

– Apps customer that hasn’t purchased hardware for their production environment, apps

customer upgrading versions to latest

• Impact – Hard savings in reduced hardware and middleware footprint

• Supporting facts – Exalogic Oracle Applications benchmarks

– Oracle’s strategy of Engineering Application-level functionality around Exalogic and Exadata



• Best Practice – Highlight Improved time to market

– Highlight Improved Application Response Times

– Focus on Oracle on Oracle – we can optimize the infrastructure and Apps together – who else

can?

3. Exalogic and Exadata for App Performance

• Key Value Prop

– Performance / scalability Pain (now) or fear (future)

• Applicable to – Oracle Apps or Middleware customer

• Impact – ATG: Improving conversion rates from 1.5% to 5% has a $40M revenue upside over 3 years

for a $100M online business

– Utilities: Exalogic and Exadata can deliver the lowest Meter Data Management / Customer

Care and Billing Solution – $1.45 per meter for infrastructure costs (ED/ EL) versus $2.8 for HP

• Supporting facts – Exalogic Oracle Fusion Middleware and Oracle Applications benchmarks



• Best Practice – Focus on the Application tier to drive infrastructure purchase/ refresh decisions either in

hardware refresh cycle or out of cycle where there is a direct performance pain (today) or fear

(future)

– Position price / performance equation not just the cost of the platform

– Lowest costs of scalability

4. Business Transformation

• Key Value Prop – Business and IT Transformation

• Applicable to – Oracle Apps or Middleware customer

• Impact – Reduced Operating Costs

– Improved Project Performance and Improved Application Performance

• Supporting facts – Exalogic Oracle Fusion Middleware and Oracle Applications benchmarks



• Best Practice – C-level engagement and multi-product and multi-project Architectural engagement,

aggregating demand across projects

– Focus on savings from multiple projects all now having consistent, consolidated and shared

platform further up the stack compared to the virtualization layer only

– Focus on the importance of the application layer

– Expand size of deal with Dev/ Test / Pre-Prod Exalogic units

Get Ready – Exalogic

Specialization and

Certification

Get Started

1. Get Exalogic certified and specialized by June

1st (start of our new FY13)

2. Attend our free Exalogic Technical Boot Camps

3. Get Exalogic sales-enabled (and use TCO tool)

4. Nominate customer opportunity pipelines (and

leverage on our strong pool of Exalogic

architects ,pre-sales , product management

team and partner solution centers’ experts)

ENABLEMENT

Resources for ISVs Developing on Oracle

READY

Runs Better on the Latest Platform From Oracle

OPTIMIZED

Runs Best on Oracle

• ISV Test Labs

• Upgrade Tools / Migration Kits

• ISV Developer Role for Guided Learning Paths

• Boot Camps

Oracle ExaLogic Ready, Oracle ExaLogic Optimized

and Enablement Resources

VM

EXALOGIC

EXALOGIC

OPN Membership levels Ready Benefits ISV

• Free exam vouchers

• Access to demonstration services

• Free support SRs

• PR / Logos

• And more…

• ExaLogic Ready

(Tested)

• Oracle ExaLogic Ready benefits +

• 1 Oracle Validated Integration

• Eligible for MDF

• Access to contact lists

• Higher visibility on Oracle.com

• Oracle Quotes added to PR

• ExaLogic Optimized

(Coherence ready)

• Platinum level benefits+

• Joint press releases

• Premier partner finder placement

• Promotional video

• And more…

• Multiple Apps optimized

for ExaLogic

Oracle ExaLogic Ready Benefits

Key Benefits of Oracle ExaLogic Ready Program

• Logo

• 50 App /Tech Support SRs

• Qualify for Platinum upgrade

Partner Solution Brief

Press Release

Search on OPN Solutions Catalog

Oracle ExaLogic Optimized

Key Benefits:

• Press Release announcing Optimized

performance and scalability

• Performance Case Study

• Maximum visibility with Oracle field sales

• Logo, Highlighted on OPN Marketplace

• Qualify for Platinum or Diamond

Eligibility Criteria:

• Define Proof-of-Value goals (performance &

scalability)

• Achieve Oracle Exadata Ready or

Oracle Exalogic Ready

• Addendum

• Qualifying deal in pipeline (Minimum 1/4 rack for Resell,

Prop hosting, Development/Test)

Unleash ISV Application Performance on Engineered Systems

Optimization Resources: • Hands on Oracle ExaLogic architects to test and tune to Proof-of-

Value metrics

• Oracle Exadata, Oracle Exalogic machines in Oracle ExaLogic Labs

EXALOGIC

ExaLogic Elastic Cloud X2-2 Technical Boot Camp

Oracle ExaLogic Optimization Labs

• Premier ISV/OEM technical test facilities for Oracle

Exadata and Oracle Exalogic

• Staffed by seasoned performance and scalability

professionals

• Secure remote network access facilities for Proof-of-

Value testing and tuning

• Hosted in OSC/PSC

– Santa Clara, California USA

– Singapore

– Sydney, Australia

– New Delhi, India

– Beijing, China

– Linlithgow, UK

Achieve Extreme Application Performance

Exalogic Partner and ISV Program http://www.oracle.com/partners/en/opn-program/oracle-exastack/index.html

Program for 3rd

party application

certification on

Exadata and

Exalogic

Special access to

test facilities and

Oracle expert

support

Resources

Exalogic TV: YouTube.com/exalogicTV

@ OpenWorld 2011: Exalogic Product Management put together a series of short

3-7 minute videos aimed to deliver core messaging around

the entire Exalogic Elastic Cloud Stack.

ExalogicTV is an ongoing project, videos added regularly.

Please view and share these videos with your customers:

YouTube.com/exalogicTV

Join the Exalogic Community

Twitter twitter.com/OracleExalogic

Facebook facebook.com/Exalogic

Oracle’s Exalogic blog blogs.oracle.com/exalogic

LinkedIn linkedin.com/groups/Oracle-Exalogic-Elastic-Cloud-3764186

Exalogic TV www.youtube.com/exalogictv

APAC Exalogic Channels Contact : Andrew Yeong

[email protected]

+65 81133919 / +65 64361339

http://www.youtube.com/exalogictv

mailto:[email protected]

mailto:[email protected]


•Extreme Performance for JAVA Applications

•Extreme Performance for Oracle Applications

•Engineered System with

Best ROI

Oracle Exalogic Easier to Buy, Easier to Own, Easier to Operate

Copyright © 2011 Oracle Corporation

embracing the exalogic growth story -...

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