partner webcast - cloud business opportunities for partners with enterprise manager 12c - 07 march...

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Title, Company Name

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Partner Briefing: Oracle Cloud Solutions & Business Opportunity for Partners

Patrick Rood Manager, Partner Strategy & Sales

Oracle EMEA Enterprise & Cloud Management

7 March 2013


Programme Agenda

Challenges & Business Drivers

Cloud Computing – The Momentum & Oracle’s Play

The Partner Business Opportunity

Oracle Cloud Solutions in Partner Ecosystem

Case Stories & Supporting Resources


Challenges & Business Drivers


What’s Driving The Cloud

GLOBALIZATION

Internet saturation

growing at 8%

annually

RISE OF

MOBILITY

Smartphone

shipments to top

1B annually by

2016

SOCIAL IS

BUSINESS

13+ million

business pages on

Facebook

MODERNIZE TO

SURVIVE

Productivity costs

up 70-75% w/

legacy within 7

years

Sources: United Nations / International Telecommunications Union, internetworldstats.com. IDC/EMC 2011 Digital Universe Study, 2010 Digital Universe Decade Study, Data rEvolution Sept 2011, CSC's Leading Edge Forum

Portio Research Mobile Factbook 2012 Facebook Director of Global SMB Markets Dan Levy, BIA/Kelsey’s Interactive Local Media West Conference

IDC: “Time for Change: Optimizing Datacenter Infrastructure with Technology Refresh”

DATA

EXPLOSION

4300% data

generation

increase by 2020

IT Operations Datacenter Challenges Cloud Computing

• Empower business users

Simplicity, pro-active IT

• Maintain IT control

Cost of Downtime, Agility, Quality of Service

• Drive business value

Business-driven SLAs

Operational Costs

Agility

Quality of Service

Risk

CO

LLIDIN

G IT P

RESSU

RES

Copyright © 2012, Oracle and/or its affiliates. All rights reserved. | 8

Customer Change #1 Focus is Shifting from Capacity to Efficiency

What we view

as headroom..

.. the CxO sees

as waste

Utilization

Automation and virtualization reduce headroom (“waste”). Additional computing with less hardware and software.

Avoid using CapEx to fund headroom. Utilize manufacturing concepts to minimize fixed costs and associate as much variable to production as possible.

Multi-tenancy & consolidation

Fixed

Fixed

Variable

Technical Efficiency

Financial Efficiency


Customer ‘X’ Example:

Customer Change #2 Reduce Latency | Increase Agility | Improve the Speed of Business

Design

Acquire

Build

Test

Deploy

Design

Prototype

Deploy

Adjust

Approval (2 weeks)

Purchase HW

(4 weeks)

Shipping & Receiving (4 weeks)

Provision OS

(2 weeks)

Provision DB

(2 weeks)

Fourteen weeks to test the first line of code.

Instagram: Fourteen months to create $470Mil in value

1.000 500

30

Απρ 8, 2008 Απρ 1, 2008 Φεβ 1, 2007


Customer Example: Apple

Customer Change #2 (cont’d) Reduce Latency | Increase Agility | Improve the Speed of Business

Design

Acquire

Build

Test

Deploy

Design

Prototype

Deploy

Adjust

Apple has an enterprise agreement with Oracle. However, they also

want access to Oracle Cloud. The reason is that they can then

avoid delays associated with getting hardware to host the database.

Colorado VC:

“To start a new company, what used to take me a month (negotiate

licenses, acquire hardware, provision) has been reduced to a day with

Cloud. I no longer have heavy upfront costs.”

Setup time

reduced from 1

month to 1 day

Option 1: Reorganize/Improve Classic Waterfall Option 2: Eliminate Time/Delays


• To achieve the efficiencies in change 1 and 2, many

companies are categorizing their applications:

• Applications not viewed as strategic or unique are

candidates to move to the cloud

• Why Cloud?

CIOs wants to move whatever they can to an

environment that is more efficient and agile. Finance and

agility drive the decision – generally not technology.

Customer Change #3 Concentrate on the Core

Selection

Unique

General

Core

Retain Core Migrate to Cloud


Cloud Computing The Momentum & Oracle’s Play

13 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.

Cloud Computing The Momentum

Market Facts & Drivers

•Cloud is HOT: Top priority* for CIOs

•IT Management #4 in same priority list

•$35bn in 2011 to $150bn by 2020**

•Enable customers to adopt cloud as the business requires*** - 37% have private clouds today; 28% increase from 2010 -2011

- 21% use public clouds today; Almost 50% increase from 2010 - 2011

* = Gartner, ** = Forrester *** = IOUG ResearchWire member studies on Cloud Computing,

conducted in Aug-Sept 2010 and Aug-Sept 2011

Is Cloud all about…

• Virtualization & Consolidation

• On-demand self-service

“The problem with cloud computing is that some

people are using it as an abrogation of responsibility.

They’re saying ‘Infrastructure is all the same, we will

stick it all in the cloud and it will come right’.”

Kevin O’Connor, CIO at NYSE Euronext

…Or is it more than just Self Service?

• Virtualization & Consolidation

• On-demand self-service

“Most U.S. IT decision makers are taking a modular approach to

private cloud implementations. The bulk of organizations have

targeted self-service provisioning solutions as the cornerstone of

heir initial private IT cloud management initiatives, but only a small

minority are using more sophisticated, application-aware automation

and monitoring solutions to create dynamically optimized

environments. The rest are missing out on opportunities to

significantly reduce operations costs, improve governance,

and enhance business agility."

• Resource pooling

• Rapid elasticity

• Measured service

• Service models

Source: http://www.idc.com/getdoc.jsp?containerId=230188


Reduced Delivery Time

Higher Server Utilization

Less Power and Space

More Results, Same Resources

The Results

Oracle Enterprise Manager 12c: Realising the Cloud Benefits


Cloud Computing Summary: The Momentum & Oracle’s Play

Oracle Strategy

• Provide customer choice of private and public clouds

• Deliver complete, integrated offerings spanning SaaS, PaaS and IaaS

• Enable customers to adopt cloud as the business requires***

- 37% have private clouds today; 28% increase from 2010 -2011

- 21% use public clouds today; Almost 50% increase from 2010 - 2011

Market Facts & Drivers

• Cloud is HOT: Top priority* for CIOs

• IT Management #4 in same priority list

• $35bn in 2011 to $150bn by 2020** • Enable customers to adopt cloud as

the business requires*** - 37% have private clouds today;

28% increase from 2010 -2011 - 21% use public clouds today;

Almost 50% increase from 2010 - 2011

Oracle Offerings

Private Cloud Solutions • Applications on a shared platform • Database & Middleware for PaaS • Hardware & Systems for IaaS Public Cloud Solutions

• Oracle Cloud Services • Oracle on 3rd party public clouds • Powering 3rd party public clouds Management, Security, Integration

• Spanning private and public clouds

* = Gartner, ** = Forrester *** = IOUG ResearchWire member studies on Cloud Computing,

conducted in Aug-Sept 2010 and Aug-Sept 2011


Partner Business Opportunity Margin, Services & Thought Leadership Optimisation

Oracle Partners speed up the delivery of well-integrated, automatically provisioned,

OPEX-based infrastructure stacks for ‘as-a-service’ consumption that serve a wide

range of markets and customer applications.

Oracle in Partner Cloud Business Why?

Margins & Differentiate

• Automate manual, repetitive, error-prone tasks in all phases of Lifecycle - Implementation / Development - Deployment / Delivery - Manage / Operate

• Reduce costs (CAPEX to OPEX) and time to each service means greater margins; admin. overhead

Making Cloud to Work for Business

• Plan, Build, Test, Run, Manage, Maintain, etc. complex cloud environments against low TCO

• Holistically manage IT componentry within clouds through a ‘single pane of glass’

Service & (New) Revenue

• Expand customer base by ‘cloud-enabling’ applications. Easy setup and extended service portfolio

• Keep IT central, Keep IT simple

Oracle Partners speed up the delivery of well-integrated, automatically provisioned,

OPEX-based infrastructure stacks for ‘as-a-service’ consumption that serve a wide

range of markets and customer applications.

Oracle in Partner Cloud Business Why?

Margins & Differentiate

• Automate manual, repetitive, error-prone tasks in all phases of Lifecycle - Implementation / Development - Deployment / Delivery - Manage / Operate

• Reduce costs (CAPEX to OPEX) and time to each service means greater margins; admin. overhead

Making Cloud to Work for Business

• Plan, Build, Test, Run, Manage, Maintain, etc. complex cloud environments against low TCO

• Holistically manage IT componentry within clouds through a ‘single pane of glass’

Service & (New) Revenue

• Expand customer base by ‘cloud-enabling’ applications. Easy setup and extended service portfolio

• Keep IT central, Keep IT simple

Private Cloud Public Cloud Hybrid Cloud

• Reselling Oracle Cloud, Building Private Clouds, deliver value-added services,

develop new cloud capabilities

• Partner enablement programme for Partners to meet customer demand for public,

private and hybrid cloud solutions.

• Grow Partner business in the cloud through five Cloud Partner Programmes

Enabling Partners to Unlock the Potential of the Cloud

Speed time to market with new cloud-based services and solutions

Oracle Cloud Builder Specialization

• Enterprise Manager (EM) 12c

Oracle Enterprise Manager Sales Specialist | Guided Learning Path | Certification

Oracle Enterprise Manager Pre-Sales Specialist| Guided Learning Path | Certification Oracle Enterprise Manager Certified Implementation Specialist | Guided Learning Path | Certification

• EM Application Quality Management (AQM)

Oracle EM AQM Sales Specialist | Guided Learning Path | Certification Oracle EM AQM Pre-Sales Specialist | Guided Learning Path | Certification Oracle EM AQM Certified Implementation Specialist | Guided Learning Path | Certification

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Register Opportunity

Refer Customers Receive Compensation


Referral Programme

Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 12 27

By Partner Type

Managed Service

Provider

System Integrator

Independent

Software

Vendor


Cloud Services Specializations with RapidStarts for SIs

SIs

• Cloud Services Specializations with RapidStart

• Get Customers Up and Running

• Leverage Oracle Expertise

Deliver integrated private, public and hybrid cloud solutions built on

Oracle technologies. Including consolidation & virtualization!

• Provide methodologies and technology expertise for IT transformation projects

• Build any cloud architecture to address infrastructure constraints and to fit into existing data centers

• Build clouds meeting end customer requirements by addressing their service workload profiles

Application developers and architects of customer-facing applications

• Optimize Margin & Time-to-Value - Automate manual, repetitive tasks in Development / Implementation phase

(configuration scripts, testing scripts, cloning, etc.)

• Model application topology graphically

• Define all dependencies and deployment constraints

• Package applications in form of application assembly

• Upload assemblies in the centralized software library in Enterprise Manager for self-service deployments

System Integrators


Resale Program

• Technical and Business Expertise with Specialists

• Solution Sales and Implementation

• Lifecycle Management

VARs SIs Resell

Program

Losing Sales Opportunies (Lack of) cloud-enabled solutions as per customer demand*

Secure Optimal Performance & Quality of Service Business-driven Service Level Management in

Infrastructure & Application Services

Experience excessive service delivery costs Margin Pressure – Operational Costs (Delivery):

70% of IT budget is spent on ‘keeping things running’**

Managed Service Providers

* = Cloud Convergence Council, ** = Forrester, Application Modernization and Migration Trends 2009 – 2010..

Business

Demand

IT Traditional

Response

Platform Services for ISVs

• Industry Leading Technology Platform

• Industry Leading Application Development Platform

• Now Available as a Service for ISVs

ISVs

ISV Opportunity

• Expand customer base & Increase sales through cloud offering

• Deploy & Manage applications quickly on the cloud: pre-packaged components

Bundle Oracle cloud lifecycle management into distribution

• Deploy custom, customer-facing applications in cloud (‘cloud-enable’ offering)

• Differentiate offerings while guaranteeing performance levels and increasing customer satisfaction

• Delivers information on key metrics via customized reporting and realtime dashboards

Application developers and architects of customer-facing applications

• Automate manual, repetitive tasks in Development / Implementation phase

(configuration scripts, testing scripts, cloning, etc.)

• Model application topology graphically

• Define all dependencies and deployment constraints

• Package applications in form of application assembly

• Upload assemblies in the centralized software library in Enterprise Manager for self-service deployments

Independent Software Vendors


Infrastructure

Oracle VM for x86

Oracle Linux Oracle Solaris Oracle VM for SPARC (LDom)

Solaris Containers

Servers

Network Fabric Storage

Ora

cle

Ente

rprise

Manager

Ops C

ente

r

Optimized Solution for Enterprise Cloud Platform Private Cloud Infrastructure Building Blocks


Infrastructure

Oracle VM for x86


Solaris Containers

Servers


Ora

cle

Ente

rprise

Manager

Op

s C

ente

r

Oracle Database, Real Application Cluster, Active Data Guard

Exadata Database Machine

Cloud Application Foundation: WebLogic Server,

Coherence, JRockit, Exalogic Elastic Cloud

Platform

Integration:

SOA Suite

Process Mgmt:

BPM Suite

Security:

Identity Mgmt

User Interaction:

WebCenter

Applications

Oracle Apps 3rd Party Apps ISV Apps

Ora

cle

Ente

rprise M

anager

12c

Optimized Solution for Enterprise Cloud Platform Private Cloud Infrastructure Building Blocks


Infrastructure

Oracle VM for x86


Solaris Containers

Servers


Ora

cle

Ente

rprise

Manager

Op

s C

ente

r

Oracle Database, Real Application Cluster, Active Data Guard

Exadata Database Machine

Cloud Application Foundation: WebLogic Server,

Coherence, JRockit, Exalogic Elastic Cloud

Platform

Integration:

SOA Suite

Process Mgmt:

BPM Suite

Security:

Identity Mgmt

User Interaction:

WebCenter

Applications

Oracle Apps 3rd Party Apps ISV Apps

Ora

cle

Ente

rprise M

anager

12c

Meter &

Charge

Optimize

Manage

Plan

Setup

Build

Test

Deploy

Monitor

Applications and

Business Services

Platform as a Service

Database-as-a-Service

Infrastructure-as-a-Service

Optimized Solution for Enterprise Cloud Platform Private Cloud Lifecycle Management Building Blocks


Physical and Virtual Systems Management

Configuration Management

Lifecycle Automation

Application Performance Management

Application Quality Management

Cloud Management

Meter &

Charge

Optimize

Manage

Plan

Setup

Build

Test

Deploy

Monitor

Applications and

Business Services




Ora

cle

Ente

rprise

Manager

Op

s C

ente

r O

racle

Ente

rprise M

anager

12c

Self-Service IT Simple & Automated

Optimized Solution for Enterprise Cloud Platform Private Cloud Integrated Application to Disk Management







Cloud Management

Meter &

Charge

Optimize

Manage

Plan

Setup

Build

Test

Deploy

Monitor

Applications and

Business Services




Ora

cle

Ente

rprise

Manager

Op

s C

ente

r O

racle

Ente

rprise M

anager

12c

User Experience

Management

Are my customers

happy?

Business Transaction

Management

Why hasn’t the order

shipped yet?

Business Service

Management

Are business SLAs

being met?

Self-Service IT

Cloud Management Overview Whitepaper

Simple & Automated Business-driven

Optimized Solution for Enterprise Cloud Platform Private Cloud Business-driven Application Management

http://www.oracle.com/technetwork/oem/cloud-mgmt/cloudmgmt12c-wp-516612.pdf







Cloud Management

Meter &

Charge

Optimize

Manage

Plan

Setup

Build

Test

Deploy

Monitor

Applications and

Business Services




Ora

cle

Ente

rprise

Manager

Op

s C

ente

r O

racle

Ente

rprise M

anager

12c

User Experience

Management

Are my customers

happy?

Business Transaction

Management

Why hasn’t the order

shipped yet?

Business Service

Management

Are business SLAs

being met?

Self-Service IT

Cloud Management Overview Whitepaper

Simple & Automated Business-driven

Ora

cle

Clo

ud

Bu

ild

er

P

art

ne

r S

pe

cia

lizati

on

TOTAL CLOUD CONTROL

Click for Solution Area for Detail

http://www.oracle.com/technetwork/oem/cloud-mgmt/cloudmgmt12c-wp-516612.pdf


Oracle Cloud Solutions in Partner Ecosystem

Enterprise Manager Specializations

• Enterprise Manager (EM) 12c

Oracle Enterprise Manager Sales Specialist | Guided Learning Path | Certification

Oracle Enterprise Manager Pre-Sales Specialist| Guided Learning Path | Certification Oracle Enterprise Manager Certified Implementation Specialist | Guided Learning Path | Certification

• EM Application Quality Management (AQM)

Oracle EM AQM Sales Specialist | Guided Learning Path | Certification Oracle EM AQM Pre-Sales Specialist | Guided Learning Path | Certification Oracle EM AQM Certified Implementation Specialist | Guided Learning Path | Certification






http://www.oracle.com/partners/en/knowledge-zone/middleware/oem-exam-page-168567.html






http://www.oracle.com/partners/en/knowledge-zone/database/oracle-enterprise-manager/oemaqm11g-exam-page-259213.html

43 | © 2011 Oracle Corporation. Oracle and/or its affiliates. All rights reserved.

500+ Partners

• Enterprise Management

Specialization

• Application Quality Management

Specialization (brand new)

New Extensibility

Development Kit and

Partner-Built Plug-Ins

Oracle Enterprise Manager Partner Ecosystem


Customer Proof Points


Challenges

Complex Dev/Test environment setup

Very long release cycles (2+ months)

High CapEx, lack of usage accountability

Solution

Siebel running on virtualized shared env

Self-Service provisioning

Metering and chargeback

Application-As-A-Service

GE Healthcare Provider of Medical Technologies in Over 100 Countries

100+ times Faster to Deploy – Usage Accountability – Better Compliance


Challenges

Sprawl of non-standard databases

Delayed rollout of new services

Sub-optimal hardware for variable loads

Solution

DBaaS using EM 12c and Exadata

Single click provisioning in minutes

Database-As-A-Service

HDFC Bank India’s Leading Bank

10X Fast App Rollout – Rapid Consolidation – Easier Management


Proof of Value: 10X Faster Provisioning Multi-Customer Study By Crimson Consulting

With Oracle Enterprise Manager 12c we cut the

time required to provision our RAC systems in

half. Oracle DBA, telecommunications firm

“ ”

Main point

Standardized builds based on Enterprise

Manager templates are a massive plus…you get

fewer errors, lower downtime, fewer

infrastructure issues, and faster application

development.

”

“

Oracle DBA, broadcast and telecommunications firm

I can give a set of business resources to a

business segment and they can be responsible

for the capacity that they stand up.

“ ” Infrastructure team manager, computer tech firm

0

50

100

150

200

250

300

Provisioning Time Before EM12c (hrs)

Provisioning Time With EM12c (hrs)

DBaaS DBaaS +

MWaaS

Full App

Stack

Hours


Tools, Resources & Support


EMEA Enterprise & Cloud

Management Partner Community


Supporting Resources

Monthly News Blog Webcasts

Workspace Social Media

Community Events (April 23 – 24, Vienna)




Channel Growth Initiatives



Opportunity Exploration

Channel Sales Kit

Partner Marketing Campaign





Specialist (Pre-) Sales Team








Video’s & Collateral



Accenture – Oracle Enterprise Manager 12c for Large

Scale Deployments

Fujitsu: Cloud Building with Oracle VM and Oracle

Enterprise Manager 12c

Sogeti: On-Premise / Cloud-Based Testing & Quality Assurance

Apps-to-Cloud with Enterprise Manager & OPN Specialized…

Nvision Group: Cloud Building and Management Using Oracle

Enterprise

Accenture – EM & Fusion Middleware: The Secret Sauce

http://www.youtube.com/watch?v=csxtCvJHj5Q

http://www.youtube.com/watch?v=7zw-uWZhT5M

http://www.youtube.com/watch?v=lJkyu68Z5Bg

http://www.youtube.com/watch?v=T6el-Iw3Dgo

http://www.youtube.com/watch?v=Eill2MIyHT0

http://www.youtube.com/watch?v=ic293huWrjk






Video’s & Collateral

Dedicated indirect business ‘owner’



http://medianetwork.oracle.com/video/player/1642825584001


Questions?


Oracle Enterprise Manager 12 Total Cloud Control

Complete Cloud Lifecycle Solution Manage all phases of the cloud lifecycle

Applications and Business Services

Middleware as a Service



Meter &

Charge

Optimize Plan

Setup

Build

Test

Deploy

Manage

Monitor

Unified and Automated Management Across the entire cloud stack, and across all

cloud services - from a single product

Business-Driven Clouds Application-aware clouds that automatically

adapt to business services and activities


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Title, Company Name

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