Professional Documents
Culture Documents
Dale Weideling
Vice President, VAR/VAD Technology Sales North America Technology Channels
Why Oracle?
Market Leading Products + Best of Breed Acquisitions =
Increased Value for Customers
The Most Complete Solutions
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Breadth of technology Database, Middleware, Apps Marketing leading functionality Standards-based products Extensible you can build on it Unified product stack App to Disc
Middleware
Open
Database
Integrated
Infrastructure
TECHNOLOGY
*
Banking Industry Utilities Industry Insurance Industry Project Portfolio Mgmt Cross Industries
*
Database
Systems Management
Applications
Middleware
Database
Infrastructure
80,000+
Application Grid
Business Intel & Publishing SOA Suite Enterprise 2.0 & BPM
40,000 30,000
BPEL Process Manager
Content Management
Identity Management
Application Server
10,000
0
Q104 Q204 Q205 Q305 Q405 Q106 Q206 Q306 Q406 Q107 Q207 Q307 Q407 Q308 Q109 Q209 Q309
Customer Growth
Brand New Release of Fusion MW Suite Brings together Oracle & BEA Functionality
2,900+ new features Best of Breed Products expands New Sales opportunities Seamless Suite Integration drives Cross-Sell opportunities Combination of products drives Consolidation opportunities
235,000 Customers
48.6% RDBMS market share*
Emerging Market segmented sales support resources National Accounts Geo reps Enterprise Cover the subs Vertical expertise
Remarketer Program
New zero barrier to entry program enables SMB sales
Remarketer
Annual Membership Fee
QuickStart
Partner
Certified Partner
$1995
$0
$300
$1995
Remarketer Program
New class of Oracle reseller, not directly affiliated with Oracle No OPN Fees/No OPN benefits Able to resell Oracle SE1/SE products Standard Terms, Conditions & Pricing Remarketers leverage VAD for all support, training, etc.
QuickStart program
Access to limited OPN benefits and products
http://competencycenter.oracle.com
Who is Ironworks?
Ironworks is a project-based consulting company with one mission never fail a client . We measure our success by the success of our clients.
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Why Ironworks?
The Right Size
We are large enough to provide depth, experience and expertise, yet small enough to provide the intimacy and agility to be responsive to your needs.
Experienced Resources
Our teams include senior, experienced program managers, designers, information architects, developers, and engineers we dont sell with the A team, then staff the job with the B team.
This integration means that our strategies are practical, our applications are highly usable, and our technical solutions are expandable and maintainable.
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WEB SOLUTIONS (Fusion E2.0) Web Strategy Web Design and Usability Portals
Service-Oriented Architecture (SOA) Strategy and Implementation Business Intelligence Application Integration
Enterprise Search
Application Management
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Representative Clients
Healthcare Government Financial Services Associations Mfg/Retail/Dist Other
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Professional services vs. license sales/reselling Going it alone versus working with partners (> 5%, < 80%) Recognize its a two way street Lead and opportunity sharing is the bottom line Evolution of Ironworks and Oracle relationship:
BEA
Oracle Fusion
Enterprise Partnership expansion of Oracle product stack Involvement of Ironworks in Oracle sales verification program:
Help clients achieve business objectives through technology and services Expand client base and footprint within clients (licenses and services) leverage our ability to go wider and deeper in accounts. Mutual executive commitment to success of relationship Strong working relationships between Oracle Account, Services, and Channel teams and Ironworks professionals Joint account relationships and joint account planning Alignment of our services capabilities to Oracle Product Stack Results Oracle has demonstrated by its actions and leads provided that they are committed to this partnership.
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www.ironworks.com
Richmond 4121 Cox Road, Suite 205 Glen Allen, Virginia 23060 804.967.9200
DC Metro 8133 Leesburg Pike, Suite 650 Vienna, Virginia 22182 703.506.3964
Research Triangle Charlotte www.ironworks.com 11000 Regency Parkway, Suite 404 10405 Toringdon Way, Suite 205 Cary, North Carolina 27518 Charlotte, North Carolina 28277 919.462.2092 704.848.8889 27
Technology and industry leadership Cross-sell and upsell opportunities Ease of doing business
Visit www.oracle.com/partners Engage your VAD Visit the Oracle Booth