CLOUD IaaS & PaaS PLAYBOOK IaaS & PaaS PLAYBOOK INTRODUCTION – ... A PARTNER OPPORTUNITY

Modern industry leaders are constantly looking for ways to create innovative business models that will disrupt their market through digital technologies, but many enterprises are hindered by a lack of agility that is vital to their ongoing success. The new norm for creating and deploying a business service is in days or weeks, not months and years anymore.

As part of a fully integrated Cloud offering, Oracle’s Platform and Infrastructure as a Service enable your Customers’ to have increased flexibility, automation and a more cost-effective control over their entire IT stack, for development and deployment. Oracle is leading the new era of coexistence between On-Premise systems and Cloud systems with a solution that enables you to move any workload between the two at ease.

Jean-Marc Gottero EMEA A&C Vice President In order to be successful and thrive in this new way of doing business, we need to fully grasp the opportunities that the Oracle Cloud Platform creates. More Cloud than ever, 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. To facilitate this very essential step of getting ourselves in the new model, we saw the need for a reference document that will consolidate in one place everything you need and want to know about Platform and Infrastructure as a Service with Oracle. This is our PaaS and IaaS guide, the second volume of our Cloud handbook. It is now ready and available; we are making a commitment to keep updating it so it stays as the ultimate place for education. I cannot emphasize enough how this is a must-have for all of us to be successful in the current Cloud era. 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 Other 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 / 49 IaaS & PaaS PLAYBOOK CONTENTS

IaaS & PaaS WHY ORACLE? THE IaaS GO TO MARKET GO TO MARKET YOUR DEFINITIVE READY TO LEARN OPPORTUNITY ACCELERATE YOUR OFFERING? WITH IaaS WITH PaaS GUIDES MORE? JOIN US FOR PARTNERS BUSINESS ON THIS JOURNEY The Cloud Opportunity Go to Market with IaaS PaaS 4 SaaS PaaS: Empowering The Value of IaaS & PaaS… the Digital Transformation Accessing Demo Oracle Cloud Migrate Oracle Development Cloud Cloud Adoption Oracle Cloud Solution Environments Applications to the Integrate. Accelerate. Complete infrastructure Document Cloud Cloud Adoption: Oracle Overview Cloud Lead – Meet Your Open Market Model – for Enterprise The Driving Force Business Modernisation Platform Register Opportunities Setting Partners Up Workloads Move Oracle for Success with Oracle Iaas & PaaS Market for Success with Oracle & Data Management Oracle IaaS – Forecast Non-Oracle workload Cloud PaaS for Dummies Partner Business Centre Commerical What’s Unique to the Cloud – EMEA Partner The Market is Growing Propositions A Guide to an Business Center Fast – (PaaS) Oracle Ravello Integrated Approach to Today's Issues Join the Oracle Cloud Oracle Cloud Iaas & Migrate VmWare or Platform Partner Paas KVM to the Cloud Community

3 / 49 IaaS & PaaS PLAYBOOK

IaaS & PaaS OPPORTUNITY FOR PARTNERS

 4 / 49 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 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 GROWTH COMPETITIVE ADVANTAGE Empower line of business and improve the speed 2010 CLOUD of decision making without CapEx investments. $77B GROWTH

5 / 49 CLOUD ADOPTION: THE DRIVING FORCE TOP 10 BUSINESS REQUIREMENTS DRIVING CLOUD ADOPTION

MULTI-SYSTEM/CLOUD NEW PROJECT CONNECTED INFRASTRUCTURE ON-PREMISE UPGRADE RATIONALIZATION PILOTS COLLABORATION INVESTMENT AVOIDANCE AVOIDANCE

GLOBAL SHARED SERVICE ACQUISITIONS & SUBSIDIARY NEW MARKET EXPANSION INITIATIVE DIVESTITURES STRATEGY ENTRY

6 / 49 IaaS & PaaS MARKET FORECAST CLOUD: EXPECTED GROWTH OF IAAS & PAAS MARKET

IAAS & PAAS MARKET FORECASTS, $B

35.2B

13.4B 14.6B 5.8B

2015 2019 18.7B 49.7B IaaS PaaS

Source: IDC WW Semiannual Public Cloud Services Tracker – H1 2015; Gartner Public Cloud Services, WW, 2013-2019, 3Q15 update

7 / 49 THE MARKET IS GROWING FAST (PAAS)

ACROSS THE GLOBE, PAAS ADOPTION IS ON FIRE!

$9.30B $4.99B $2B $723M 17% 17.2% 17.9% 22% CAGR CAGR CAGR CAGR

$4.99B $ 3.12B $1.2B $329M

2014 2018 2014 2018 2014 2018 2014 2018

NAS PaaS EMEA PaaS APAC PaaS LAD PaaS MARKET GROWTH MARKET GROWTH MARKET GROWTH MARKET GROWTH

Source: Gartner “Survey Analysis: Geographic Differences Among Buyers – Cloud Services Planning, Adoption and Strategy, 2015,” Feb 27, 2015

8 / 49 ORACLE CLOUD IaaS & PaaS COMPETITIVE DIFFERENTIATORS

SEAMLESS PORTABILITY OF HETEROGENEOUS WORKLOADS COMPLETE & OPEN CLOUD INFRASTRUCTURE AND FROM PREMISES & CLOUD PLATFORM TECHNOLOGY  Simplifies Migration for large Enterprises – Unix, VMWare, KVM,  Enables large and mid-size Enterprises to standardize for a variety of Docker, Linux, Windows different workloads

COMPLETE AUTOMATION LOWERS MANAGEMENT COSTS BEST PERFORMANCE AND SCALABILITY FOR CUSTOMERS  Breakthroughs in Engineering Design provides differentiated Performance & Scale  Lowers Run and Manage Costs by more than 30% compared to other Clouds PRE-INTEGRATED WITH ORACLE’S BROAD SAAS APPLICATIONS PORTFOLIO  Extend and Integrate SaaS Applications using IaaS & PaaS

9 / 49 IaaS & PaaS PLAYBOOK WHY ORACLE? ACCELERATE YOUR BUSINESS

 10 / 49 IaaS & PaaS THE ORACLE CLOUD SOLUTION

PaaS  IaaS 

ORACLE DATA CENTER COMPUTE STORAGE NETWORK YOUR DATA CENTER ORACLE CLOUD ORACLE CLOUD MACHINE

11 / 49 ORACLE OVERVIEW ONE PLATFORM, MANY USES

EXTEND SAAS TO SIMPLIFY SHARE DOCUMENTS BUSINESS INTELLIGENCE SUPPORT UNIQUE ENTERPRISE IN THE CLOUD IN THE CLOUD REQUIREMENTS MOBILE CONNECTIVITY

SOCIAL DATABASE JAVA DEVELOPER MOBILE DOCUMENTS NETWORK BIG DATA ANALYTICS MESSAGING PROCESS INTEGRATION

MOVE DEV AND TEST MOVE PRODUCTION ANALYZE BIG DATA INTEGRATION AND TO THE CLOUD WORKLOADS TO IN THE CLOUD HYBRID CLOUD THE CLOUD MANAGEMENT

12 / 49 SETTING PARTNERS UP FOR SUCCESS GETTING STARTED

TRANSFORMATIVE CLOUD PROGRAMS FOR OPN MEMBER DIFFERENTIATION AND RECOGNITION CLOUD ELITE

Customers are looking for the right Partners to deliver solutions to help streamline and grow their businesses. New Oracle PartnerNetwork (OPN) Cloud designations offer Partners the opportunity to showcase expertise, skills and investment in the Oracle Cloud. Mapped to the model in which CLOUD PREMIER you engage and the maturity of your Cloud business, these designations complement existing OPN program levels to provide you with varying levels of recognition and benefits.

Click here to learn more about how to differentiate with Oracle Cloud and Oracle PartnerNetwork. CLOUD SELECT

CLOUD STANDARD

13 / 49 SETTING PARTNERS UP FOR SUCCESS DIFFERENTIATE YOUR OFFERINGS

See business innovation Test-drive a wide range of Oracle in action Cloud services

Watch how Oracle Cloud drives The best way to see what Oracle business innovation in your Cloud services can do for you is to business. From sales to supply try them. chain, from database to social networks, see how it works. Click here to go to Oracle’s free trials Click here to go to Oracle Cloud demos

Are you ready to dive in and start? Reimagine your business at Oracle CloudWorld Let an Oracle Cloud expert help you quickly get on your way What if technologies like Cloud, mobile, social, big data and Click here to contact an Oracle analytics were native to your representative business operations? You could re- envision your business model and processes.

Click here to go to Oracle CloudWorld events

14 / 49 COMMERCIAL PROPOSITIONS RESELL ORACLE CLOUD IAAS & PAAS

STEP 1 STEP 2 STEP 3 Review Available Products Check Criteria Apply to Distribute

Step 1: Click here to review available products Step 2: Click here to view the full criteria Step 3: Click here to apply

15 / 49 IaaS & PaaS PLAYBOOK

THE IaaS OFFERING?

 16 / 49 THE CLOUD OPPORTUNITY CLOUD TRANSFORMATION IS JUST GETTING STARTED

PORTION OF SERVER SHIPMENTS TO PUBLIC CLOUD VENDORS

 60M servers shipped in last 5 years  5 years is the optimal server lifespan 13.6  6-7% of these shipments to Cloud 11.6 12.3 9.7 10.5 vendors  Server shipments increasing at ~9-10% YoY  2011 2012 2013 2014 2015 Server shipments to Cloud providers increasing at 35-42% YoY

X86 SERVER SHIPMENT (M) SERVERS RUNNING PUBLIC CLOUD INFRA

93+% OF WORLDWIDE WORKLOADS YET TO MOVE TO THE CLOUD IN < 5 YEARS – 40-50% SERVER SHIPMENTS WILL HAPPEN TO THE CLOUD VENDORS

17 / 49 THE CLOUD OPPORTUNITY WHY IAAS SHOULD MATTER TO ORACLE AND OUR PARTNERS

IAAS & PAAS MARKET FORECASTS, $B

 IaaS is very important for Oracle’s Partners and Customers

 IaaS is very important strategically to Oracle, a great chance for the channel

 Additional Partner business as IaaS is a very profitable and low Customer churn business

35.2B

13.4B 14.6B 5.8B

2015 2019 18.7B 49.7B

IaaS PaaS

18 / 49 ORACLE CLOUD WHY IS IAAS STRATEGICALLY IMPORTANT?

ORACLE PARTNERS  Help Customers to shut down their data centers, move workloads to the Cloud, and see CAN: IaaS & PaaS as a unified solution to move their workloads

 Advise their Customers to work with as few Cloud Vendors as possible to streamline their devops, operational, and contracting processes

 Differentiate themselves towards Customers as they do not want to use a Cloud that only supports one software vendor’s technology stack

 Grow their business as IaaS is a very large, very profitable, low Customer churn market; an Oracle must win market

 Lead the combination of IaaS & PaaS – a critical combination to succeed; you cannot win one without the other

19 / 49 ORACLE CLOUD BENEFITS OF IAAS

Provide Customers with a Software Supporting Mission Critical Workloads Defined Virtualized Data Center with with differentiated Scalability, Reliability, cost effective Compute, Storage, and and Security Network Resources

Differentiate with Predictable Saving Customers cost of Data Centers, Performance & Isolation, Ease of Servers, Storage, Networking, and Labor Workload Migration, Visibility & Control by making hardware programmable for CIOs, & Hybrid Deployment (Oracle IaaS removes upwards of 30% of comparable On-Premise Infrastructure costs)

20 / 49 COMPLETE INFRASTRUCTURE FOR ENTERPRISE WORKLOADS ORACLE INFRASTRUCTURE AS A SERVICE

ORACLE COMPUTE CLOUD SERVICE FOR PARTNERS ORACLE STORAGE CLOUD SERVICE FOR PARTNERS At competitive costs, this platform provides access to the same servers and With zero capital expenditure, Oracle Storage Cloud delivers easy-to-use storage infrastructure used to deploy and run Oracle’s Public Clouds, along with SaaS capacity to IT professionals, allowing them to store and retrieve files and data in applications and PaaS tools. IT staff can make the most of complete network Oracle’s secure and highly scalable Public Cloud whenever and wherever they wish. isolation and exclusively assigned servers to maximize performance.

BUSINESS BENEFITS: BUSINESS BENEFITS: • Speed up innovation and agility by spinning up virtual-machine instances • Take advantage of a highly available storage solution that scales with your in minutes through an on-demand, self-service portal that’s based on your company growth business demands • Gain an industry-leading IaaS platform with zero upfront hardware expenditure • Utilize precision performance by using a predefined, isolated environment to run or investment legacy Oracle or third-party workloads • Access data simply and securely, anytime anywhere, across any device • Achieve enterprise-grade security that doesn’t compromise performance or • Regulate who has read and write access to your business-critical documents, high-availability (HA) capabilities thanks to granular access control • Securely access your IT through a dynamic firewall that safeguards your virtual- • Provide efficient archival storage for application and workloads that require machine instance and SSH keys from fraudulent activities long-term retention

Click here to learn more Click here to learn more

21 / 49 COMPLETE INFRASTRUCTURE FOR ENTERPRISE WORKLOADS ORACLE INFRASTRUCTURE AS A SERVICE

ORACLE NETWORK CLOUD SERVICE FOR PARTNERS ORACLE RAVELLO CLOUD SERVICE FOR PARTNERS A secure, high-performance, high-bandwidth solution, Oracle Network Cloud Oracle Ravello Cloud Service simplifies taking VMware applications to Public Service empowers enterprises to freely connect any On-Premises Data Center to Clouds. What’s more, it automatically discovers, preserves and runs multiple VMs Oracle Cloud. It includes site-to-site VPN service and FastConnect offerings to cater and networking topology in the Cloud, eliminating the need for time-consuming for both latency-sensitive and data-heavy applications. modifications and enabling businesses to scale and accelerate their journey to the Cloud.

BUSINESS BENEFITS: BUSINESS BENEFITS: • Safely and securely extend your on–premises network to your dedicated Oracle • Simple lift and shift of VMware applications to the Cloud without requiring and Compute zone through site-to-site VPN modifications • Gain high-bandwidth connections between your data center and Oracle Cloud • Diminish CapEx and OpEx thanks to simple and fast migration of applications Services thanks to FastConnect from On-Premises to the Public Cloud • Simplify your processes to create a robust yet easily accessible VPN gateway • Improve productivity by using familiar tools and skill sets from On-Premises and connection in just a few steps applications • Enhance security and performance by using symmetric key encryption • Easily scale with on-demand large deployment in all geographic locations

Click here to learn more Click here to learn more

22 / 49 ORACLE IaaS WHAT’S UNIQUE

SCALE BUSINESS AND PERFORMANCE ACCELERATE CLOUD TRANSFORMATION

RELIABILITY

SECURITY & GOVERNANCE

CHOICE

23 / 49 SUBIaaS &HEADING PaaS PLAYBOOK 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 GO TO 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. MARKETarchica tasperem volendae qui quo eum quisquatur 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 WITHquide dit faccae nes minctas IaaS siminimus, laborec videnis que cusdaepedit, toresciati vel molorer eumento odis et vellitatur? chilitas ne pa quatet laborec

 24 / 49 GO TO MARKET WITH IaaS MIGRATE ORACLE APPLICATIONS TO THE CLOUD

ORACLE SOLUTION CUSTOMER PROBLEM: A PARTNER OPPORTUNITY  Elastic Compute with Multi-OS Support  Customer/Partner plans upgrade to On-Premise Oracle Application but wants to test  Dedicated Compute for larger Customers new version first  Oracle PaaS (Oracle DBaaS for Database Tier,  Customer/Partner needs Disaster Recovery for Oracle Applications but does not have it Integration Cloud, Mobile Cloud, etc.) On-Premise  Customer/Partner wants to migrate to SaaS but wants to step into Cloud by running VALUE PROPOSITION Apps on IaaS first  Rapidly provision Oracle Applications with pre- packaged templates on Oracle Cloud  Packaged Tools provide complete migration from I’m mainly My application On-Premise to Cloud using Oracle server standard  Centralize management with Enterprise Manager I’m running DB 10g is JBoss I have lots of Oracle E-Business Oracle Forms Suite applications OPPORTUNITY IDENTIFICATION  Test-Dev for Oracle Applications  Disaster Recovery for Oracle Applications

25 / 49 MIGRATE ORACLE APPLICATIONS TO THE CLOUD BENEFITS

PERSONAS PARTNER BENEFITS  VP Application Development  Application Architects  Director IT, DB Admin, Infrastructure Architect  New services to migrate Apps Cloud SOLUTION COMPONENTS  Extending IaaS & PaaS services  Lead: Compute Cloud Service, DBCS, ICS, MCS, BICS, ExaCS  Templates to accelerate project and differentiate competition  Add: DB Backup Service, FastConnect  Opportunity to consolidate Oracle and non-Oracle workload TARGET ACCOUNTS  Manage services in Public Cloud  All EBS, PSFT, JD-Edwards, Hyperion, Siebel, VCP, OTM Customers and OCM On-Premise

26 / 49 MOVE ORACLE DATABASE WITH ORACLE & NON-ORACLE WORKLOAD TO THE CLOUD LIFT AND SHIFT TO THE CLOUD

ORACLE SOLUTION CUSTOMER PROBLEM: A PARTNER OPPORTUNITY  Elastic Compute with Multi-OS Support  Hardware is getting old, Customer/Partner do not want to invest upgrade to the Cloud  Dedicated Compute for larger Customers  Customer/Partner wants to migrate to Database Cloud Service but do not want to  Oracle PaaS (Oracle DBaaS for Database Tier, upgrade and certification Integration Cloud, Mobile Cloud, etc.)  Customer/Partner wants to move Development & Testing to the Cloud  Customer/Partner needs Disaster Recovery for Oracle Database but does not have it On- VALUE PROPOSITION Premise  Predictable performance  Packaged Tools provide complete migration from On-Premise to Cloud I’m mainly My application  Centralize management with Enterprise Manager using Oracle server standard I’m running DB 10g is JBoss I have lots of Oracle E-Business Oracle Forms OPPORTUNITY IDENTIFICATION Suite applications  Test-Dev for Oracle Database + Oracle/Non-Oracle workload  Disaster Recovery for Oracle Database + Oracle/ Non-Oracle workload  Hardware refresh  Consolidation, Transformation

27 / 49 MOVE ORACLE DATABASE WITH ORACLE & NON-ORACLE WORKLOAD TO THE CLOUD BENEFITS

PERSONAS PARTNER BENEFITS  VP Application Development  Application Architects  Director IT, DB Admin, Infrastructure Architect  New services to migrate Oracle & Non-Oracle workload to Cloud SOLUTION COMPONENTS  Extending IaaS & PaaS services  Lead: Compute Cloud Service, DBCS, ICS, MCS, BICS, ExaCS  Templates to accelerate project and  Add: DB Backup Service, PaaS differentiate competition  Opportunity to consolidate Oracle & TARGET ACCOUNTS non-Oracle workload  All Oracle DB + FMW Customers /Partners  Manage services in Public Cloud &  Any application (non-Oracle) connects to Oracle DB OCM On-Premise

28 / 49 ORACLE RAVELLO MIGRATE VMWARE OR KVM TO THE CLOUD

ORACLE SOLUTION CUSTOMER PROBLEM: A PARTNER OPPORTUNITY  Use Ravello to transparently lift and shift VMWare  Customer /Partner has large VMWare or KVM footprint for test-development and and KVM Workloads to the Cloud without any production systems changes  Customer/Partner wants to shut down Data Center but cannot migrate VMWare/KVM to  Combine with DBaaS for their Database any Cloud easily VALUE PROPOSITION  Lift and shift VMWare and KVM workloads without any changes  40-60% cost savings vs. VMware On-Premise  I’m mainly My application Agility & Scalability using Oracle server standard I have lots of I’m running DB 10g is JBoss OPPORTUNITY IDENTIFICATION Oracle E-Business Oracle Forms Suite applications  Customer with large pool of Virtualized Servers running VMWare or KVM  Customers struggling to migrate VMware based applications to AWS, Azure

29 / 49 MIGRATE VMWARE OR KVM TO THE CLOUD BENEFITS

PERSONAS PARTNER BENEFITS  CIO/VP of IT, CTO/Infrastructure Architect  VP Application Development  Director IT of Infrastructure  No risk and no extra costs of migration to the Cloud SOLUTION COMPONENTS  Extending new services using IaaS  Lead: Ravello & PaaS  Open opportunity to consolidate TARGET ACCOUNTS Oracle and non-Oracle workload  National, Enterprise Customers  Manage services in Public Cloud  Customers/Partners running lots of VMs and OCM On-Premise  SMB or ISV Customers/Partners

30 / 49 SUBIaaS &HEADING PaaS PLAYBOOK 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 GO TO 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. MARKETarchica tasperem volendae qui quo eum quisquatur 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 WITHquide dit faccae nes minctas PaaS siminimus, laborec videnis que cusdaepedit, toresciati vel molorer eumento odis et vellitatur? chilitas ne pa quatet laborec

 31 / 49 PaaS 4 SaaS EXTEND, INTEGRATE AND MOBILISE YOUR SAAS APPLICATIONS

53% of organisations have seen innovation hindered due to an inability to integrate systems they have and other Clouds they use.

HOW MANY SAAS APPLICATIONS DO YOU OWN TODAY?

ERP EPM HCM TALENT

CUSTOMER SALES CPQ SCM SERVICE

SOCIAL RELATIONSHIP MANAGER

EXTEND SaaS WITH PaaS INTEGRATE SaaS WITH PaaS ANALYSE SaaS WITH PaaS  Rapidly build new functionality  Simplify connections and processes  Blend SaaS data with other Enterprise Data  Quickly create new mobile apps  Innovate faster with less cost  Blend SaaS data with older on prem Apps  Securely share SaaS related documents  Manage all connections in one place  Data Visualisation for line of business users  Zero learning curve for hybrid integrations  Analytic mash-up for line of business users For more information visit here

32 / 49 PaaS 4 SaaS QUESTIONS TO ASK YOUR CUSTOMER

CUSTOMER PROFILE

 Customers who have purchased and deployed multiple SaaS products  Customers who have requirements to Extend/Integrate/Analyse their existing service  Customers who want to do more with their SaaS services

1. Do you have multiple SaaS solutions? 6. Have you found traditional integration solutions complex and expensive? 2. Are you replicating data across different SaaS solutions? 7. Would you like to empower business users to integrate 3. Do you find users entering the same data on multiple Apps the way that works for them? SaaS applications? 8. Would you like to unlock and use your data both 4. Do you want to add functionality to SaaS applications but On-Premise and in the Cloud? find it difficult to do so? 9. Does the business want access and be able to mash-up 5. Are you under pressure to make SaaS services available data across all platforms? on mobile devices? 10. Can you stand in front of your Board and show data TARGET IT OPS AND LOB visually from all your applications?

33 / 49 DEVELOPMENT CLOUD TEST AND DEVELOPMENT ON PAAS

Savings of up to 59% compared to running development environments On-Premise. REMEMBER... THESE NUMBERS ONLY TELL HALF OF THE STORY... Consider ALL of the costs involved in the setup and running of a development environment. In addition to cost savings, consider agility and speed, and you will see a huge reduction in the number of steps taken to provision a database. The comparisons shown here only demonstrate the time and effort relating to provisioning without any troubleshooting. ORACLE CLOUD PLATFORM: CORPORATE IT AND DBAs In reality, steps don’t always execute first RAPID PROVISIONING AND ECONOMICS time round so you’d need to budget time and money to fix issues. Oracle Cloud has COST PROVISIONING preprogrammed capabilities with drag and drop functionality – allowing an integration connection, mobile application, business process, to name but a few, to be created in just a few clicks. OPERATIONS VALUE CREATION For more information visit here

SOFTWARE 726 37 STEPS STEPS HARDWARE

FACILITIES

ON-PREMISE ORACLE CLOUD ON-PREMISE ORACLE CLOUD

34 / 49 DEVELOPMENT CLOUD QUESTIONS TO ASK YOUR CUSTOMER

1. How long does it take you to provision a T&D 6. Does the business feel that you (IT) respond quickly to environment? requests for services?

2. What percentage of your current On-Premise estate is for 7. What would it mean to you to be able to fail (or succeed) T&D? quickly?

3. Do you currently use any other Cloud services for T&D 8. Do you understand why a Platform approach secures and do they allow you to easily transfer between Cloud your future better than an Infrastructure approach? and On-Premise? 9. Do you need a continuous delivery platform? 4. According to surveys, the operational elements (backup, patching, upgrading etc) of running a DB environment 10. Would it be beneficial to be able to build applications represent 59% of the total cost – would this be true for directly on the Database without coding Java? you?

5. Would it be advantageous to you to only pay for the time your T&D is running?

TARGET DEV OPS AND IT OPS

35 / 49 DOCUMENT CLOUD DOCUMENT AND FILE MANAGEMENT ON PAAS

61% of employees confess they do not delete confidential documents (in violation of company policy), or accidentally forward files or documents to unauthorized recipients. Document Cloud is the next-gen Cloud- WHAT IS IMPORTANT TO YOU? based content collaboration solution, built for the enterprise with robust security, application integration and mobile enablement.  Offline access?  Access from any device?

ONEDRIVE 4  Web access as well? BOX IBM DROPBOX ORACLE* BIZ (MSFT)  Hybrid sharing? Complete Cloud (Public, Private, hybrid)  Multi-user co-authoring?

User Experience  Collaboration with Partners?  Revision control? Data Sync  Be able to integrate with other products? Integration with Oracle Cloud Apps

Security REMEMBER... Integration with Vendors Information Worker Suite

Single Vendor Accountability (IaaS, PaaS, and SaaS) Oracle Cloud provides breadth and depth of services across SaaS, PaaS, and IaaS offerings. As an Oracle PaaS offering, Developer Community Oracle Documents Cloud services such as Process Cloud. Centralized Cloud Management And, the developer platform lets you integrate your custom applications through embeddable user interfaces and REST Mobile Clients and Integration APIs. Partner Ecosystem For more information visit here

36 / 49 DOCUMENT CLOUD REASONS FOR DOCUMENT CLOUD ON ORACLE PAAS

1. Work offline and sync later when you are connected 7. Enterprise class encryption, auditing, permission controls, secure links and auto backups 2. Store any type of file – document, audio, video, photo etc. 8. Create links to documents with automatic expiry dates or with access code requirements 3. Securely share files with internal and external colleagues 9. Seamless integration with Desktop for simple file 4. Access from any device, desktop, web, iPhone, iPad and management in a familiar format Android 10. Powerful APIs to integrate with other Oracle or non- 5. Multi-user co-authoring and document rating Oracle Cloud apps. Brilliant opportunity to integrate with PCS and MCS 6. Full text search across documents both On-Premise and Cloud

TARGET LOB AND IT OPS

37 / 49 BUSINESS MODERNISATION USE PAAS TO MODERNISE YOUR BUSINESS

78% OF EMEA Organizations using PaaS have reported operational savings of up to 50% compared to having individual development teams BUSINESSES manage their own siloed technology stacks. SURVEYED STATED WHY DO THEY LOVE PAAS? THAT THE ABILITY TO RAPIDLY DEVELOPERS BUSINESSES DEVELOP, TEST, AND LAUNCH NEW BUSINESS APPLICATIONS IS CRITICALLY IMPORTANT TO GREATER SPEED MORE FOCUS ON FASTER TIME INCREASED THE SUCCESS OF AND AGILITY CREATING APPS TO MARKET STANDARDIZATION THEIR BUSINESS

SELF-SERVICE LESS COMPLEXITY NO CAPEX: GREATER PRODUCTIVITY For more information visit here ENVIRONMENTS AND OVERHEAD PAY AS YOU GO AND INNOVATION

38 / 49 BUSINESS MODERNISATION QUESTIONS TO ASK YOUR CUSTOMER

1. How much are you currently spending to maintain your legacy Oracle environments?

2. What would the cost implications be to your business if you suffered issues such as legislative non-compliance?

3. How quickly can your current systems respond to business/industry demands & trends?

4. How quickly are your competitors reacting to business/industry demands & trends?

5. Are you under pressure from the business to deliver projects quicker?

TARGET IT OPS AND LOB

39 / 49 DATA MANAGEMENT CLOUD DATA MANAGEMENT ON PAAS

THE RIGHT DATA All Customers need to understand the types of data they have and IN THE RIGHT the value it holds for their business. Why pay for the highest spec for everything? When data is smartly segregated costs can be significantly LOCATION AT THE reduced whilst maximizing the ease of access. Big Data RIGHT COST Cloud Big Data BENEFITS OF STORING DATA IN THE ORACLE CLOUD SQL Exadata Cloud Cloud Easy, cost effective solutions and services with:  Same: Architecture, software and skills – On-Premise or Cloud DATA  Secure: Enterprise-grade data protection and privacy Big Data MANAGEMENT  Scalable: Eliminate storage hardware planning with capacity Preparation Database on-demand Cloud Cloud  Reliable: Redundancy policies that ensure your data is highly available Database NoSQL  Simple: Manage data through a RESTful Web Service or Java library Backup Database Cloud Cloud

For more information visit here

40 / 49 DATA MANAGEMENT CLOUD QUESTIONS TO ASK YOUR CUSTOMER

QUESTION ANSWER

Do you currently use tape to backup or Oracle ? Database Backup Service

Do you have structured data < 2TB in size that needs to be frequently accessed? Database Cloud Service

Do you have structured data that meets any of the following criteria:

1. Greater than 2TB and less than 168TB in size and needs to be frequently accessed? Exadata Service 2. Mission critical to business? 3. Has high performance non-functional requirements?

Do you have structured or unstructured data that is infequently accessed e.g. kept mainly for Archive Service regulatory reasons?

Do you have unstructured data that you are looking to store? Object Storage Service

TARGET ARCHITECTS AND Do you have significant volumes of unstructured data that you are looking to analyse in-depth? Big Data Cloud Service IT OPERATIONS

41 / 49 SUBIaaS &HEADING PaaS PLAYBOOK

DEFINITIVE GUIDES

 42 / 49 PaaS: EMPOWERING DIGITAL TRANSFORMATION & INTEGRATE. ACCELERATE. LEAD YOUR DEFINITIVE GUIDES

PLATFORM AS A SERVICE: EMPOWERING DIGITAL INTEGRATE. ACCELERATE. LEAD – MEET YOUR PLATFORM TRANSFORMATION FOR SUCCESS

Cloud adoption is growing rapidly and has evolved from application software delivered Innovation, business agility, a better Customer experience—the potential benefits of Cloud as a service to infrastructure delivered as a service. In parallel, mobile devices and have made it a key component in enterprise IT strategies, with more than 90 percent of applications and the emergence of open source development tools and resources have companies adopting Cloud computing to some degree. But with so many disconnected changed the landscape of IT development and operations, requiring a variety of new skills. Clouds floating around the enterprise, you could be missing out. That's why Oracle Cloud As IT organizations strive to keep up with the changing IT landscape, they are also under Platform provides all the benefits of Cloud with complete, integrated, secure solutions at continuous pressure to enhance the agility of the businesses they serve. PaaS delivers every layer of the technology stack. agility to both DevOps and the businesses that employ DevOps, allowing IT to adapt legacy applications and deliver new applications to emerging audiences and devices at an Organizations are finding, that by using With the industry’s #1 database (Oracle unprecedented pace. Platform as a Service to develop and deploy Database) and #1 application server (Oracle applications, they are eliminating the cost WebLogic Server) at the core, Oracle Cloud This IDC white paper, sponsored by Oracle, and complexity of managing multiple Platform offers flexible enterprise Cloud looks at the situation that businesses Click here for the full underlying application platforms and have services that open the door to new business currently face in regards to application industry report reported savings of 50% compared to using opportunities you never before imagined. development and testing and the ongoing siloed technology stacks. digital disruption that is happening in the market, and how Oracle PaaS can help to This Oracle guide showcases the vast alleviate these troubles. It also looks at key range of benefits that organizations gain by Click here for the full PaaS features and offerings from Oracle implementing the Oracle Cloud Platform, industry report and provides a Customer case study to from faster development of applications to show how these PaaS offerings can be enhancing overall employee productivity. implemented and the benefits that were gained.

43 / 49 PaaS FOR DUMMIES & A GUIDE TO AN INTEGRATED APPROACH TO TODAY'S ISSUES YOUR DEFINITIVE GUIDES

PaaS FOR DUMMIES A GUIDE TO AN INTEGRATED APPROACH TO TODAY’S ISSUES

In the current market organizations are facing constant pressure to drive down costs Digital developments are forever shaping the way we work, bringing new innovations through economies of scale and superior IT automation. As a result of this, industry through our office doors almost every day. These high-demand technologies have leaders are looking to Platform as a Service an an ever-increasing pace in order to drive increased expectations, with organizations now having to drive business agility at cost efficiencies and create and exploit new business opportunities. Organizations can unprecedented levels. lead the transformation of their business and industry with digital technologies like social and mobile services, big data, and the Internet of Things (IoT). The key to enabling this Although we’re presented with enormous opportunity, we also face new obstacles that transformation is empowering organizations with a modern PaaS that accelerates the can block the path to success; obstacles such as the need to innovate quickly, keep costs creation of new products and services for Customers, employees, and Partners — and down, and actively respond to competitive pressures. As a result, staying ahead in today’s delivers capabilities never before imaginable. markets is becoming increasingly difficult. In order to succeed, you need to free yourself from the IT-infrastructure shackles that restrict you and your company’s growth. Public PaaS For Dummies, Oracle Special Introducing Infrastructure as a Service: Edition, explains how PaaS enables Click here for the full the fastest growing segment of the Cloud organizations to embrace the efficiency, industry report Click here for the full speed of service, and information (compared to other segments SaaS, PaaS industry report availability that Cloud computing offers, and DaaS). Enterprises are moving their and in a way that delivers to today’s workloads to the Cloud infrastructure growing business demands. This book also and retiring their datacenters. Around explores key PaaS use cases, describes 80 percent of today’s CIOs now deem what to look for in a PaaS solution, IaaS an infrastructure option, with 10 examines some real world PaaS success percent already considering it their default stories, and reveals best practices to infrastructure choice,1 which volumes about help you succeed with PaaS in your the potential its solutions can deliver. organization!

44 / 49 SUBIaaS HEADING& PaaS PLAYBOOK

READY TO LEARN MORE? JOIN US ON THIS JOURNEY

 45 / 49 ACCESSING DEMO ENVIRONMENTS ORACLE DEMONSTRATION SERVICES

Oracle Demonstration Services provides demonstration If your company has already completed Step 1 you will environments to qualified Oracle PartnerNetwork (OPN) be able to get access today, if not you need to find out members, allowing Partners to leverage the competitive who your Company PRM is. advantages of Oracle's products. Environments are offered for the purpose of delivering demonstrations Contact your Partner Business Centre (PBC) Team for and training on Oracle's technology, applications, and support to find that person in your company and to start Cloud products. the process.

Here are some of the exciting things you can do on For further details, please see also the "how to" navigate Oracle’s Demo Central just by completing Step 1 in the the Demo Systems access process PDF “How to Get Started” section at this Link: To learn more about Oracle Demonstration  Access the latest available Oracle Product Versions Environments, click here  Visit the Demo Store to view scripts, click thru demos, training, videos, etc.  Access High Level Quick-Tours and Click-Thru Demos  Access Shared Sandbox Environments for many Cloud Services  Complete Step 2 to be able to book a dedicated configured Environment for your Sales Opportunity

46 / 49 OPEN MARKET MODEL REGISTER OPPORTUNITIES WITH ORACLE

Register opportunities on the Oracle Partner Store (OPS) NEXT STEPS and leverage key benefits including: 1. Learn more about the Open Market Model here  Engagement with Oracle's sales organization 2. How to submit Deal Registrations  Rebates on eligible transactions and compensation for referring business to Oracle 3. Open Market Model FAQ

4. New OPN Incentive Program Cloud Rebates

47 / 49 PARTNER BUSINESS CENTRE EMEA PARTNER BUSINESS CENTER

70 TEAM MEMBERS COVERING OVER 130 EMEA COUNTRIES SUPPORTING OVER 10,000 PARTNERS IN THE REGION

 Assist new Cloud Partners joining OPN USEFUL LINKS

 Assist Partners renewing their OPN membership Contact Us

 Assist Partners with Specialization Solutions Catalog

 Run Cloud business development campaigns for the Partners OPN Benefits Table

 Assist Partner to sign Cloud Distribution Agreements and attain Oracle Partner Portal the necessary Resell Rights PaaS Knowledge Zone  Answer any Cloud Partnership-related queries IaaS Knowledge Zone

48 / 49 JOIN THE ORACLE CLOUD PLATFORM PARTNER COMMUNITY GET ENABLED!

ORACLE WORKSHOPS ORACLE PARTNERNETWORK CLOUD BUSINESS BUILDER The Oracle team is pleased to invite you to a series of Cloud Implementation workshops including Platform-as-a-Service, Visit the new single-source to help build your Cloud business Infrastructure-as-a-Service and Software-as-a-Service. These with Oracle and monetise your Oracle PartnerNetwork (OPN) hands-on workshops are delivered by Oracle Development membership. Learn more about developing and deploying at no cost to Partners. Each workshop consists of live Webex applications on PaaS or get the scoop on referring deals to presentations, demos and hands-on laboratory exercises. Oracle or reselling PaaS and SaaS Services.

For more information visit here To find out more visit here

MARKETING KITS AND REFERENCE Or to learn more about the PaaS product offerings visit here

Click here to get access to marketing kits, reference guides, CLOUD PLATFORM PARTNER COMMUNITY webcast material and presentations. Oracle Cloud Platform Partner Community is a collaborative and informational communication channel to learn about Oracle’s latest Cloud Services.

Click here to visit the community portal.

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