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Cloudplaybook CLOUD PLAYBOOK CLOUD PLAYBOOK INTRODUCTION Market disruptions and innovative models are linked together. Technology transitions require innovative models to fly, expand and scale, to accelerate migrations and changes. Cloud is all about a complete new way of accessing, consuming and developing technologies. It is about outputs and impacts more than features, wrapped in a new financial model. Such a disruption only happens every 10 years or so and it’s driving a secular growth opportunity for all of us. In order to be successful and thrive in this new way of doing business, we need to start with people; it always starts with and through people. We all need to educate ourselves and get access to relevant content sooner. We need to learn from what is working and accept it as the new order, the new continent. Jean-Marc Gottero To facilitate this very essential step of getting ourselves in the new model, we saw the need of a reference document that will aggregate and consolidate in EMEA A&C Vice President one place everything you need and want to know about the Cloud with Oracle. This is our Cloud guide, our Cloud bible. It is now ready and available; we Cloud are taking a commitment to keep updating it so it stays as the ultimate place for Cloud education. I cannot emphasize how this is a must-have for all of us to invest the time into getting Cloud ready and to dramatically expand our relevancy in the current and future market. It all starts here. Good training, good selling! Jean-Marc is driving the solutions development, recruitment Jean-Marc reports to David Callaghan EMEA A&C SVP and is Others responsibilities at Cisco included head of strategy and enablement of Cloud Partners across the entire ecosystem. a member of both management teams EMEA A&C, led by for the Partner organization, sales leader for the financial He is responsible for creating and driving Cloud sales strategy David, and EMEA Saas Board led by Alain Blanc, EMEA service industry and consulting leader in the Internet Business and programs as well as the engagement model to accelerate Applications SVP. Solutions Group. Oracle, and Partners’ success in the Cloud. With a rich history and experience in the IT industry, Jean-Marc is recognized as a Gottero joined from Cisco, where he was most recently Before joining Cisco, Gottero was founder and Partner of thought leader on the topics of Cloud, partnering and channel Managing Director for the Strategic Partners organization across Andersen Business Consulting in France, driving Financial development as well as go to market models. EMEA, driving more than 2B$ of business. He incubated in 2011 Services practice and enterprise transformation for 10 years. the Cloud business and set up the first Cloud GTM/team. 2 / 48 CLOUD PLAYBOOK CONTENTS THE Cloud WHY ORACLE? CLOUD YouR DEFINITIVE READY to LEARN MORE? OPPORTUNITY AccELERATE YOUR SERVICES GUIDES to Cloud JOIN US ON FOR PARTNERS BUSINESS THIS JOURNEY HCM Cloud Total Cloud: What does The Market is growing fast Oracle Cloud complete look like for Oracle? Oracle University Solutions Overview ERP Cloud The Value of Partner Cloud Differentiate with Cloud Adoption Evolving Service EPM Cloud Success Guide Specialization Delivery Models What does this mean CX Cloud SaaS for Dummies Open Market Model for Partners? Setting Partners up for Success PaaS Oracle Cloud Partner Business Centre Adapting and Evolving Solutions Overview Business Models? Digital Transformation Oracle PartnerNetwork Cloud Business Builder 3 / 48 SCUBLOUD HEA PLDAINYBGOO K HEADING SIDE BAR TITLE Il minctum faceatis eaqui re qui ommos utatur? Quibusandel ma sequam et volescitas aut liquodi gendia conessit ari vid exeri nita siminum comnis quis aut qui que liquuntia doles sinctur? Agnihil latuscia pedia cusamet ipsapel ibusante XIM Estis NONSEQUISQUE DOLUPICIL ETUR XIM Estis NONSEQUISQUE DOLUPICIL ETUR derae ex et et estrum aperempore doluptur AM FUGIAM AUT QUATUR? AM FUGIAM AUT QUATUR? sed que pa doloribus autaturest, nossed magnimillaut ressit aut ium, sediora Ihiciaes expeleniasi alit liam harumqu Ihiciaes expeleniasi alit liam harumqu THE CLOUD istorepudi veles et odi vent fugitatur? Uga. istorepudi veles et odi vent fugitatur? Uga. Lam sin culparibus ipsunt mo voloribusto Cores eaqui utecatin et idel ma voloreicatis Cores eaqui utecatin et idel ma voloreicatis temporibus ut unt re ni rat qui tem quodiatiorro ullor reperum restrume poresti consecto vel ullor reperum restrume poresti consecto vel maion por susam, que volupti aepudit eosa expliqui dolor reicillandae nisto blaborum expliqui dolor reicillandae nisto blaborum cor voles ex et fuga. Ed quistru ptaturenimus cor aceperum fuga. Evel ma con coratiossit aceperum fuga. OPPOarchica tasperemR TUvolendae qui quo eumN ITquisquaturY sim landion cullabore solorrum id expliqui offic to eius dolupta tetur, nus dolorep eumqui debit dolut videnis que cusdaepedit, Evel ma con coratiossit quisquatur sim landion ellecuptatem faceaturepre iur, officipis volum toresciati vel molorer chilitas ne pa quatet cullabore solorrum id eumqui debit dolut FOquideR dit faccae P nesA minctasR siminimus,TN ElaborecR S videnis que cusdaepedit, toresciati vel molorer eumento odis et vellitatur? chilitas ne pa quatet laborec 4 / 48 THE MARKET IS GROWING FAST THE CLOUD OPPORTUNITY IDC FORECASTS PUBLIC IT CLOUD SERVICES SPENDING WILL REACH $127 BILLION IN 2018 AS THE MARKET ENTERS A CRITICAL INNOVATION STAGE Among the factors driving public IT Cloud services growth is the adoption of "Cloud first" strategies by both IT vendors expanding their offerings and IT buyers implementing new solutions. More importantly, IDC believes the Cloud services market is now entering an "innovation stage" $107.2B that will produce an explosion of new solutions and value creation on top of the Cloud. Many of these new solutions will be in industry-focused platforms with their own innovation Worldwide Public IT Cloud communities, which will reshape not only how companies operate their IT, but also how they Services Revenue in 2017 compete in their own industry. Click here to view the full press release. Source: IDC, Worldwide and Regional Public IT Cloud Services 2013-2017 Forecast, doc #242464, August 2013 Source: IDC November 2014 5 / 48 THE VALUE OF CLOUD ADOPTION CLOUD MARKET TRENDS THE MOVE TO Companies of all sizes are moving to the PUBLIC CLOUD SERVICE MARKET THE CLOUD Cloud for its many benefits: The overall Cloud computing growth rate is 5x more than the overall IT growth rate! RAPID INNOVATION Rapidly build, deploy and manage rich new applications and extend SaaS apps with custom code. STANDARDIZATION & EFFICIENCY Run workloads in the Cloud for instant value, 2016 productivity and efficiencies. FLEXIBILITY $210B Scale easily to quickly meet business demands. 5X G ROWTH COMPETITIVE ADVANTAGE Empower line of business and improve the speed 2010 CLOUD of decision making without CapEx investments. $77B GROWTH 6 / 48 what DOES THIS MEAN FOR paRTNERS? ORacLE CLOUD PARTNER STRategY Enable Oracle Partners with a comprehensive set of programs and commercial models – across the full breadth of our Cloud application, platform and infrastructure offerings. APPLICATIONS VIRTUAL MIDDLEWARE MACHINE DATABASE SERVERS OPERATING STORAGE CHOICE SYSTEM THROUGH ALL ROUTES TO MARKET ISV VAR, VAD, MSP SI OEM AGENCY, BPO DIRECT o o o o o o 7 / 48 what DOES THIS MEAN FOR paRTNERS? THE CLOUD IS DRIVING REAL REVENUE IN THE CHANNEL 27% 41% Average Partner revenue Expected Partner revenue related related to Cloud in 2014 to Cloud by 2016 8 / 48 what DOES THIS MEAN FOR paRTNERS? SOFtwaRE-as-A-SERVICE APPLicatioN ORacLE has THE most COMPLETE AND INtegRateD GlobAL HUMAN TALENT ENTERPRISE FINANCIAL SOFtwaRE-as- RESOURCES MANAGEMENT PLANNING REPORTING A-SERVICE APPLicatioNS ENTERPRISE RESOURCE MARKETING SALES SERVICE PLANNING cloud.ORACLE.COM 9 / 48 WHAT DOES THIS MEAN FOR PARTNERS? ORACLE SAAS AND PAAS FOR PARTNERS WHAt’s in OraCLE SAAS FOR PARTNERS? WHAt’s in OraCLE PAAS FOR PARTNERS? Secure Share of Wallet by delivering Customer Agility, Gain Market Share with fast ROI approach Flexibility and faster ROI Turn opportunities into Sales Be first to position SaaS as the "Why Not Cloud?“ approach Broadest SaaS offering to further integrate Minimum Customer up front investment Best Development Platform for you to deliver Services Ongoing lower maintenance cost and Add-ons portfolio of your own Flexible Services tuned for Customer evolving needs Mobile development possibilities Social extension Become expert of Packaged Fixed Scope Implementations Promote your Services portfolio online on Marketplace Promote your own sets of applications on Oracle Marketplace Innovative own-developed industry-specific SaaS extensions Benefit from attractive Partner Programs Develop your own Cloud mobile and social solutions Training for consultants, sales and legal profiles Build strong pipeline through co-funded Demand Drive joint programmatic Campaigns £ Generation 10 / 48 o ADAPTING AND evoLVING BUSINESS MODELS? YOUR saas BUSINESS TRANSFORmatioN JOURNEY WHERE ARE YOU Now? START Profile your Benchmark Decide what Build and test Redefine end Find new Review New Killer Metering usage Explore new Customers for winning SaaS type of SaaS finance model to end sales Ecosystem resource matrix SaaS Value to sell more and export SaaS players you are process Partners skills Proposition markets How many from What are What type of Have you built What are the Have you What are your Cloud and SaaS Can help you Have you your existing
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