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Partner Ordering through OPN - November 2010

Anne Marie Adao Indirect Ordering Frank Handerhan - Contracts Angelique Dieker Global Support Operations

Agenda
Requirements to Resell under OPN Standard Hardware and Software Ordering Non Standard Hardware and Software Ordering OLSA Proof of End User vs. End User Information Shipping and Handling Delivery Terms Oracle VAD Selling to SPA and OPN Reseller Knowledge Zones Public Sector Support Partner Pricing 2nd Year Support Pricing Quote Continuity
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Requirements to Resell under OPN

EDI XML - B2B Standard Orders

Orders submitted via EDI/XML or B2B do not require a Partner Ordering Document to be drafted. Orders are accepted electronically from direct partners under the basis of their Distribution Agreement with Oracle. Other order package requirements are noted below:

What is Required for HW and SW?

Required Oracle T&Cs
Oracle License and Service Agreement (OLSA) Click wrap Key or Hard Copy can be found on OPN http://www.oracle.com/partners/sell/transaction/global/olsa.html

Reference to the PWD Cart ID/Configuration and Agreement Registry ID

If you do not have your AREG ID please attach/email your FUDA at time of order

Freight charge must be included on your PO if ordering direct from Oracle Other Documentation
Amendments, Approvals (Pricing, Credit, etc.), end user data

NOTE: These items may be provided electronically (via a comments field) or offline via email to the queues provided. Email subject header must note the Partner name and the PO#.

EDI XML - B2B Standard Orders

What is Required for Support?
If Ordering direct from Oracle, EDI/XML Support orders must be submitted under a separate PO and offline/manual
Submit the Service PO containing support calculation methods Hardware line net price, % of support, extended support price Reference HW order #, Serial # and/or HW PO End user details Partner Engagement Model (depicted by the service part) End User Second year support fees PO, and support order documentation should be sent via email/fax queue

B2B Support orders can be submitted together with HW order

Include support lines in the B2B order Same support requirements

Offline Standard HW and Support Orders

Offline orders are defined by those that are not submitted via EDI / XML or Suns B2B tool and require a Partner Ordering Document. Support lines can be included.

What is Required?
Ordering Document (VOD, POD)
Obtain localized versions from your channel manager or on OPN Reference the PWD Cart ID/Configuration in Section A of order doc Reference the Agreement Registry ID in the agreement section If you do not have your AREG ID please attach/email your FUDA at time of order Provide 2nd yr. Support amount quoted to End User for Resell partners only Ensure appropriate support part # is noted (i.e.. Resell, Renewal, Support Provider or Field Delivery) If signature block exists, it must be signed

Purchase Order/other commitment to pay (credit card, check, wire)

PO must be in a non alterable format and include freight charges

Required Oracle T&Cs

OLSA Clickwrap Key or Hard Copy can be found on the OPN sales page

Other Documentation
Amendments, Approvals (Pricing, Credit, etc.)

Standard SW and Support Orders

Can be submitted offline or online

Offline Standard SW and Support Orders

What is Required?
Ordering Document (POD) or via Partner Order Portal
Obtain localized versions from your channel manager or on OPN for offline/manual orders Fill out Order Document in its entirety or fill in POP fields Support lines can be included with SW orders. Provide 2nd yr. Support amount quoted to End User (resell partners) If signature block exists, it must be signed for offline/manual order documents

Purchase Order/other commitment to pay (credit card, check, wire)

PO must be in a non alterable format for offline orders

Required Oracle T&Cs

Oracle License and Service Agreement (OLSA) Clickwrap Key or Hard Copy can be found on OPN http://www.oracle.com/partners/sell/transaction/global/olsa.html

Other Documentation
Amendments, Approvals (Pricing, Credit, etc.)

Ordering through an Oracle VAD

VAD will be placing order directly with Oracle
VAD will fill out order documents or submit via EDI/XML/B2B/POP

Offline Standard SW and Support Orders

Partner provides documentation to the VAD:

Your AREG ID # and FUDA The Knowledge Zones in which you are approved to resell Oracle License and Service Agreement (OLSA) Click wrap Key or Hard Copy Full end user data, if known at time of order Second year support fees quoted to the end user (Resell partners) Partner Engagement Model (Field Delivery, Renewal, Support Provider)

Non Standard Orders - Software Transactions

What is Non-Standard?
Any request, pricing or language, that falls outside the standard language. This applies to Distribution Agreements as well as Ordering Documents.

All Non-std requests must be approved by Oracle before offering to end user.
Level of approval varies from Sales Rep to HQ depending on the complexity of request. Contracts only insert non-std language once approved. Verbal approvals do not apply. Oracle Contracts department only team to draft non-std ordering documents (language).

Oracles Channel Sales team will assist Direct Partners with completing their nonstd requests
If ordering through a VAD, the VAD would make the request to CM Requests should be stated and justified in the Executive Summary template.

Examples of Non-Std Requests:

New price holds Non standard Delivery, Warranty, Shipment Non standard IP Contingencies Non standard payment terms

Non-Standard discount requests HW Transactions

Discounts Only
Direct Partner follows std process by creating a HW configuration in Partner Webdesk. Direct Partner obtains freight charge via email bounce back process Direct Partner prepares the initial quote on own paper Additional Discount requests Direct Partner works directly with Channel Mgrs to request non-std discount via Oracle approval tool, GDMT. Once request is approved the additional discount is submitted to the Direct Partner . Direct Partner prepares End user quote & End User accepts quote. Direct Partner follows standard process to book order however the Partner MUST include the GDMT number (from approval) in order for package to be accepted.

Non-Standard requests Distribution Agreement changes

Partners will need to work directly with Channel Managers on non-standard terms to the Distribution Agreement. Channel Mgr will complete and submit the Indirect Executive Summary through the approval chain for consideration and sign off.
If approval is not granted, Channel Mgr will engage Partner to discuss.

Once approvals are obtained, Channel Mgr will inform Partner & the Oracle Contracts department so that Contracts can begin drafting non-std terms into an addendum to the FUDA. Channel Mgr will present addendum to Partner for review and signature. Once signed, Contracts will set up the new Distribution agreement with addendums in Oracle systems to allow Partner to place orders against agreement.

Non-Standard HW requests - Terms & Conditions

Direct Partners will need to work directly with Channel Managers on non-standard terms and conditions for transactions. Channel Mgr will work with Deal Manager to submit non-std approval request through internal approval system, GDMT, for consideration.
If approval is not granted, Channel Mgr will engage Direct Partner to discuss.

Direct Partner follows HW quote configuration process in Partner Webdesk BUT will need a Partner ordering document drafted by Oracle Contracts department. Once approvals are obtained, Channel Mgr will inform Direct Partner & the Oracle Contracts so Contracts team can begin drafting non-std terms into a Partner ordering document. HW Quote will be attached to Ordering Document and both documents required for complete contract. Channel Mgr will present ordering document to Direct Partner.

OLSA
OLSA is required on every HW and SW transaction
OLSA available online or off line/physical copy

Online OLSA (available in most countries)

Partner goes into online OLSA system, linked on OPN and inputs information End User agrees online and passes the OLSA Key to the Partner Partner provides the OLSA key to Oracle

Offline OLSA
Available to download from OPN Signature from End User required Partner includes OLSA as part of their off line order package or separate via email if using automated ordering Email queues will be posted on OPN Please include Partner name and order submitters PO# if submitting separate than order package

Existing End User License Agreement

If a customer has an existing OLSA with Oracle, it may be referenced and linked to the HW terms, however certain levels of approval may be required
HW Terms are linked with the date of the existing OLSA

HW terms exhibit is not designed to work with an existing SLSA Please work with your channel manager for all cases

Proof of End User vs. End User Data

Proof of End User (POEU)
POEU is required for every SW order over local country threshold, in addition Oracle has the right to request Proof of End User at any time for HW transactions 200K USD in many regions Check with your channel/account manager for your specific country Local country exceptions exist (i.e LAD), contact your channel manager Acceptable forms of POEU are: A PO between the Partner and end user with confidential and pricing information blacked out or hidden. End user information should not be hidden The partners agreement with the end user

End User Data

Is required on EVERY transaction where the end user is known and must be provided at the time of order, and include: Legal name and full address Phone number Main contact name and email address Technical contact name and email address required on Partner Ordering Document OLSA version and date, online OLSA key or name of existing approved agreement between Oracle and the end user

Shipping & Handling Delivery Terms

Freight charges apply to ALL product categories (discount categories A-Z) Partner Bounceback Process
Partners can receive a quote for the freight charge that they will be charged by sending an email to freight_charge_ww@oracle.com The subject header must begin with the words 'FREIGHT QUOTE' (case sensitive) Additional text can be added after 'FREIGHT QUOTE' but there cannot be any additional text prior to it. For example: FREIGHT QUOTE: PO1234567 For PWD quotes FREIGHT QUOTE: CartID # The Freight Charge Bounce Back program runs every 5 minutes on the hour and an email will be sent back to the submitter with the charge

Delivery Terms
The FUDA agreements points to Oracles Order and Delivery policies which states these policies apply to orders for hardware from Oracle. Delivery terms are in accordance with Incoterms 2000 and apply to deliveries to the country specified as the deliver to country on the order placed with Oracle, unless otherwise specified in your order Invoicing will occur at time of shipment from Oracle

Oracle VAD selling to SPA and OPN VARs

As Oracle is in the process of transitioning all partners from SPA to OPN, VADs will be able to sell to both SPA and OPN partners The partner drives the price list and parts
SPA partner orders under A-T; this does not require additional approvals OPN partner orders under U-Y

The partner drives the order requirements

SPA partners provide what the legacy contract requires OPN partners must abide by OPN ordering policies

Knowledge Zones
The standard FUDA allows for the resell of Database & Middleware product only To resell Hardware or other SW offerings, partners can go to the Knowledge Zone section of OPN, pick the KZ and view the Sell tab To apply for approval to resell, click the Check the criteria and apply now link and apply now button

Public Sector Orders

All partners selling to Public Sector end users must sign the Public Sector addendum to the FUDA Public Sector Ordering Documents should be used by all partners when placing an offline/manual order for products and services for distribution to public sector end users. End user agreement does not have to be an OLSA - there are 2 additional choices available
1) The OLSA where Oracle is replaced with the Partner and Oracle is added as a third party beneficiary to the OLSA (OLSA is signed by the partner and PS end user) 2) The partner's agreement with the end user provided this agreement includes the terms set forth in Section 5 of the PS Addendum (which have been referenced as the "25 Points").

A-T pricing and products are still available to those who are contractually bound under their master agreement. All Partners are required to quote 2nd year support to end users regardless if the end user is a commercial end user or a public sector end user (Resell partners)

Support Partner Pricing

Partner Type
Reselling Partners

% of Net
22% 12% 8% 22% 12% 8% 22% 12% 8% 22% 10% 8%

Service Part Number and Description

A97163 Software Update License & Support B58121 Oracle Premier Support for Systems B58123 Oracle Premier Support for Operating Systems B35470 Software Update License & Support - Renewal Partner B58179 Oracle Premier Support for Systems Renewal Partner B58181 Oracle Premier Support for Operating Systems - Renewal Partner A97168 Software Update License & Service Partner Support B58182 Oracle Premier Support for Systems - Service Partner B58184 Oracle Premier Support for Operating Systems - Service Partner A97168 Software Update License & Service Partner Support B58653 Oracle Premier Support for Systems Field Delivery Partner B58184 Oracle Premier Support for Operating Systems - Service Partner

Renewal Partners

Help Desk Partners

Field Delivery Partners

Note: this pricing approach, excludes pricing for spares to co-delivery partners in indirect countries.

2nd Year Support Pricing

Pricing for both Software and Hardware Support
Simplified consistent approach with a percentage uplift on second year Reseller Partner Quotes End User year 2 at POS
Net VAR Support x 1.10 (10% uplift)

Renewal Partner - Upon Renewal Oracle Quotes Partner year 2, automated by service level & in OKS
Net VAR Support x 1.07 (7% uplift)

Support Provider/Field Delivery Partner**

Net VAR Support x 1.03 (3% uplift=IAR)

**Note: For Field Delivery Partners, first Year Support is 10% Net Hardware, 8% for Premier Support for Operating System and excludes pricing for spares to co-delivery partners in indirect countries

Quote Continuity
To facilitate business continuity as Oracle completes the transition of partners from the Sun partner program to the Oracle PartnerNetwork, Oracle agrees to honor valid pricing quotes issued by Oracle to Sun partners for distribution of Sun hardware and first year support through December 31, 2010, subject to the following: (1) any such quotes must have been issued prior to the later of October 15, 2010 or the expiration or termination of a Sun Partner Advantage agreement; and (2) the partner must have joined the Oracle PartnerNetwork, signed an Oracle distribution agreement, and obtained hardware resale rights from Oracle prior to placing an order with Oracle against such quote. In addition, Oracle agrees to honor valid pricing quotes created by a Sun partner with a valid Sun Partner Advantage agreement for distribution of Sun hardware and first year support through December 31, 2010, subject to the following: (1) any such quote was created prior to the later of October 15, 2010 or the expiration or termination of the Sun Partner Advantage agreement; and (2) the partner have must joined the Oracle PartnerNetwork, signed an Oracle distribution agreement, and obtained hardware resale rights from Oracle prior to placing an order with Oracle against such quote. The above does not apply to quotes issued for the renewal of technical support services.

Q&A

Anne Marie Adao Indirect HW and SW Ordering anne.marie.adao@oracle.com Angelique Dieker Sun Support Offerings Support-Partner-Questions_ww@oracle.com