CX

EPM

ERP
HCM

SaaS PLAYBOOK
SaaS PLAYBOOK

INTRODUCTION
Cloud SaaS is undeniably becoming the norm of enterprise software in many areas. As this transformation occurs, the addressable market
is getting bigger and bigger, as organizations that previously found it too complex to adopt packaged solutions no longer find it so.

Cloud is changing the buying behavior of our customers who are now increasingly looking for fast rollout, configurable solutions, and regular/continuous
upgrades. It is a new game for all service players in that market who aspire to lead this massive market transition.

At Oracle, we have now achieved the transition of our very large existing software catalog to a full SaaS world. We now offer a complete set of SaaS suites
Jean-Marc Gottero spanning from HR, ERP and Customer Experience. These suites have both best of breed components as well as common user interface for easy adoption and
EMEA A&C Vice President roll out. They can be quickly extended by our Platform as a service, with advanced mobile, BI or social features. Not a surprise that more than 25,000 customers
Cloud
are already using our SaaS offerings globally.

The new release of the SaaS Playbook for partners has been updated and considerably extended for implementation of best practices. As we want world
class customer advocacy, it will provide a sound place to firm up your SaaS practices with Oracle to achieve the top position in this new exciting world!
Happy selling and implementing.

Jean-Marc is driving the solutions development, recruitment
and enablement of Cloud Partners across the entire ecosystem.
He is responsible for creating and driving Cloud sales strategy
and programs as well as the engagement model to accelerate
Oracle, and Partners success in the Cloud. With a rich history
and experience in the IT industry, Jean-Marc is recognized as a
thought leader on the topics of Cloud, partnering and channel
development as well as go to market models.
Jean-Marc reports to David Callaghan EMEA A&C SVP and is
a member of both management teams EMEA A&C, led by
David and EMEA SaaS Board led by Alain Blanc, EMEA
Applications SVP.
Gottero joined from Cisco, where he was most recently
Managing Director for the Strategic Partners organization across
EMEA, driving more than 2B$ of business. He incubated in 2011
the Cloud business and set up the first Cloud GTM/team.
Others responsibilities at Cisco included head of strategy
for the Partner organization, sales leader for the financial
service industry and consulting leader in the Internet Business
Solutions Group.
Before joining Cisco, Gottero was founder and Partner of
Andersen Business Consulting in France, driving Financial
Services practice and enterprise transformation for 10 years.

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SaaS PLAYBOOK

CONTENTS

THE CLOUD: THE MAXIMISING THE SETTING CLOUD SERVICES YOUR DEFINITIVE READY TO LEARN
PERFECT BUSINESS ORACLE CLOUD PARTNERS UP HCM Cloud
GUIDES TO CLOUD MORE? JOIN US ON
OPPORTUNITY FOR CUSTOMER FOR SUCCESS Ovum:
OUR JOURNEY
Key Trends in
SUCCESS FY17 Focus Areas
ERPM Cloud
Digital Advice Free Cloud Training
Cloud Technology Oracle SaaS Offerings CX Cloud and Specialization
Getting Started Digital & Social Ebook
Customers Need Maximising the Digital Transformation for Oracle Partners Partner Project Acceleration
Commercial Propositions
Cloud Expertise Opportunity from Oracle Consulting
SaaS for Dummies
Unprecedented Partner Why Oracle? Customer Success
IDC: CloudView Survey
Opportunities: Year on Year Growth
Oracle University
Focus and Expand
Oracle Cloud for
Accessing Demo
The Customer Journey End-to-End digital
Environments
Partners Drive Growth Oracle Cloud
Join the Implementation
and Customer Value Implementation
Communities
Partner
Business Centre

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SUB HEADING
SaaS PLAYBOOK

HEADING

THE CLOUD:
THE PERFECT
BUSINESS OPPORTUNITY

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THE CLOUD: THE PERFECT BUSINESS OPPORTUNITY

KEY TRENDS IN CLOUD TECHNOLOGY

FROM HOSTING TO HYBRID IT

MOVING FROM TRADITIONAL HOSTING TO
NEW VALUE PROPOSITIONS
TRANSFORMATIONAL CLOUDIFICATION,
NEXT GENERATION MANAGED HOSTING,
WITH CLOUD SERVICE PROVIDERS
PRIVATE CLOUD AND MANAGED CLOUDS

DIGITAL TRANSFORMATION JOURNEYS FLEXIBILITY AND CHOICE

THE NEED FOR GUIDANCE TO OPTIMIZE INDIVIDUAL WORKLOADS DRIVING IT DECISIONS

Source: Key message on key trends in cloud technology study undertaken by IDC, Summer 2016

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THE CLOUD: THE PERFECT BUSINESS OPPORTUNITY

CUSTOMERS NEED CLOUD EXPERTISE

CUSTOMERS ARE LOOKING FOR EXPERTISE TO MIGRATE TO THE CLOUD

Cloud migration requires an assessment of the

Data and workload

Hybrid capabilities
"Lack of resources Security policy

and expertise has Implementation specialization

replaced security as the

#1 Cloud challenge"

Source: Cloud computing trends 2016 State of Cloud survey

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THE CLOUD: THE PERFECT BUSINESS OPPORTUNITY

UNPRECEDENTED PARTNER OPPORTUNITIES: FOCUS AND EXPAND

MODERNISE CREATE DRIVE

INFRASTRUCTURE INTEGRATED INNOVATION
TO CLOUD DIGITAL PLATFORM AT SPEED

END-TO-END DIGITAL TRANSFORMATION

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THE CLOUD: THE PERFECT BUSINESS OPPORTUNITY

THE CUSTOMER JOURNEY

INTEGRATE EXTEND SAAS NEW

SAAS SAAS / ON TO SOCIAL, APP
PREMISE MOBILE DEVELOPMENT

CONTENT
MOBILE
PAAS AND SECURITY
APP
PROCESS
DIGITAL
TODAY LEADERSHIP
PRODUCTION BIG
IAAS DEV / TEST HIGH DATA
AVAILABILITY MANAGEMENT

HIGH PUBLIC
ES
SYSTEMS AVAILABILITY CLOUD INSIDE
CONSOLIDATION
CLOUD ARCHIVE FIREWALLS

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THE CLOUD: THE PERFECT BUSINESS OPPORTUNITY

PARTNERS DRIVE GROWTH AND CUSTOMER VALUE

CREATE UNIQUE & VALUE INCREASE WIN RATES
ADDED SOLUTIONS DRIVE BUSINESS
TO DRIVE CUSTOMER LOYALTY TRANSFORMATION
AND INCREASED SALES

SHORTEN SALES CYCLE LEAD BIGGER DEALS

THROUGH INDUSTRY EXPENSE & STRATEGIC WINS
PROMOTE THE ORACLE
CLOUD PORTFOLIO

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SaaS PLAYBOOK

MAXIMISING THE
ORACLE CLOUD
FOR CUSTOMER SUCCESS

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MAXIMISING THE ORACLE CLOUD FOR CUSTOMER SUCCESS

ORACLE SAAS OFFERINGS

SUPPLY CHAIN ERP/EPM MODERN HR MARKETING SALES SERVICE

Best-in-class modern cloud apps for modern business demands

Complete integrated suite spanning every category that unlocks business value and performance

Shift engagement models from systems to people

Build preference, empowerment, and interaction across all channels

Improve operation efficiency; insights into action

To learn more about Oracles SaaS offerings, click here

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MAXIMISING THE ORACLE CLOUD FOR CUSTOMER SUCCESS

MAXIMISING THE OPPORTUNITY

MIGRATION
Data Migration
Code Migration 20% 15% BLUEPRINT AND
ROADMAP SERVICES
Test harnesses MIGRATION ARCHITECTURE
Regression test
User acceptance test FOR $1 OF
Change management RESALE A
CUSTOMER WILL
RUN & MAINTAIN SPEND ADDITIONAL
Logging trouble tickets
$8 TO $11*
Upgrades 25% 10% RESELL HARDWARE
AND CLOUD SERVICES
Patching RUN & MAINTAIN RESELL
Backup
Performance tuning
Capacity planning
SOLUTION DEVELOPMENT
Process improvement Analytics
30% Integration Disaster recovery
SOLUTION Security Change management
Mobility Training
*Industry average

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MAXIMISING THE ORACLE CLOUD FOR CUSTOMER SUCCESS

WHY ORACLE? YEAR ON YEAR GROWTH

+79%

+61% +68%

+39%
+38%

Q1 FY16 Q2 FY16 Q3 FY16 Q4 FY16 Q1 FY17

Source: Non GAAP revenues, global numbers, constant currency

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MAXIMISING THE ORACLE CLOUD FOR CUSTOMER SUCCESS

ORACLE CLOUD FOR END-TO-END DIGITAL

PRIVATE CLOUD PUBLIC CLOUD

APPLICATIONS DIGITAL ERP HCM

EXTENSIBILITY TRANSFORMATION EPM CX
SECURITY
DATABASE
BLUEPRINT

ORACLE
CONVERGED
INFRASTRUCTURE
CLOUD
PLATFORM

MIGRATE
TO CLOUD CO-EXISTENCE PaaS

CLOUD MACHINES IaaS

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MAXIMISING THE ORACLE CLOUD FOR CUSTOMER SUCCESS

ORACLE CLOUD IMPLEMENTATION

EXPERTISE + CAPACITY = CUSTOMER SUCCESS

To learn more about working with our Customer Success Team, please click here

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SaaS PLAYBOOK

SETTING
PARTNERS
UP FOR SUCCESS

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SETTING PARTNERS UP FOR SUCCESS

FY17 KEY STRATEGIC FOCUS AREAS

CLOUD CUSTOMER IMPLEMENTATION TEAMWORK AND

FIRST ADVOCACY EXCELLENCE COLLABERATION

ORACLE
INCREASED CUSTOMER FREEDOM TO CLOUD AN ORACLE NEW STRUCTURE
PARTNER PROFIT TRANSITION AT THEIR OWN SOLUTION FOR TO HELP YOU
OPPORTUNITIES SPEED EVERY NEED SELL MORE

STRATEGIC TECHNOLOGY LAYERS

1 2 3
SaaS PLATFORM CONVERGED SYSTEMS
PaaS, IaaS PUBLIC, PRIVATE, HYBRID CLOUD

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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

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SETTING PARTNERS UP FOR SUCCESS

COMMERCIAL PROPOSITIONS

ORACLE CLOUD SERVICES ORACLE CLOUD SERVICES ORACLE CLOUD SERVICES

REFERRAL PROGRAM
Referral Compensation for closed
subscriptions to Oracle Cloud
Any Oracle Partner Network Member
Easy and Simple: Refer by registering
deals at Oracle Partner Store
Got Questions? Click here
RESALE PROGRAM
Recurring revenue from on-going
Cloud Service Subscription
Own the relationship; add-on, upgrade
and renew the service
Expertise through Cloud Service
Specialization
For more details on the Oracle Cloud
resell program click here
PARTNER STORE
Register opportunities on the Oracle
Partner Store (OPS) and leverage key
benefits including:
Engagement with Oracle's sales
organization
Rebates on eligible transactions and
compensation for referring business
to Oracle

NEXT STEPS
1. Learn more about the Open Market Model here 3. Open Market Model FAQ

2. How to submit Deal Registrations 4. New OPN Incentive Program Cloud Rebates

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SUB HEADING
SaaS PLAYBOOK

CLOUD
SERVICES

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HCM CLOUD

FY17 HCM SALES PLAYS FOR PARTNERS

TARGETS FULL HCM TRANSFORMATION TALENT ACQUISITION

Key Drivers Digital Workforce Experience The war for talent is won by treating the employee as Customer. Oracle rethinks employee experience and delivers contextually meaningful
experience on the preferred device and leverages social and gamification to improve engagement and efficiency.
Universal Insight To make the right decisions, you need full visibility of your HR data and of all meaningful data from other sources and systems. Only Oracle can deliver the
full picture for the past, present and future, and provide real time and sophisticated intelligence mixing data from our solution and external sources.
Agile HR Cloud With a unified HR platform in the Cloud, everyone in your organization can enjoy a consistent user experience with a system that is simple, flexible, and
intuitive. The flexibility and depth of our solution optimize your operational efficiency and allows you to extend your experience at every layer of the Cloud.

Value Prop Modernize HR to have a global view on the workforce, deliver digital HR processes, develop talent, engage employees and build a culture of collaboration and
innovation

Target LOB: CHRO, VP of HR HRIS Cater to business needs and provide value
Audience
IT: CIO / VP of IT / VP of Applications Source, recruit, develop, retain employees in Cloud-based portal, addressing talent scarcity
Engage, respond to employees through social tools that mimic their personal experience, including transparent
sharing of communications
Streamline processes, manage benefits, conduct workforce planning in the Cloud
Transform people management through proactive, predictive use of big data, analytics

Products Lead with the Full HCM Suite: Core HR, Talent Management & Payroll
Fall back with Talent Acquisition
Pull in: ERP Cloud, Workforce Planning (EPM Cloud), Helpdesk, PaaS for SaaS for extensions and integration

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HCM CLOUD

HCM CLOUD SALES BEST PRACTICES

SALES TACTICS IN B2B SCENARIOS SALES TACTICS IN B2C SCENARIOS

Avoid IT : Talk and sell to business lines
If existing legacy HCM solutions
Articulate the SaaS Business Case (maintenance vs. subscription)
and Time to Market
Position innovations (e.g. Social Collaboration, Mobility,
Embedded Multi-dimensional Analytics, etc...) and flexibility at a
lower cost
Talk time to deploy public Cloud and related quick ROI
Leverage IT : Sell to Business but dont underestimate the IT role
and potential support
Talk Business Strategy & Adaptation, then innovation,
integration, open standards, performance,
Think forward: Engage with speed & agility, speed of
implementation, ability to embrace more value propositions, stop
loosing time & money with upgrades, refocusing from maintenance
workload
Oracle Cloud suits very well any existing application blueprint

Start small, choose a pilot for quick wins

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HCM CLOUD

HCM WANT TO KNOW MORE?

Knowledge Zones are solution-focused pages designed to jump start your path towards Specialization while guiding you to detailed
information on how to develop, sell, and implement Oracle solutions. Dive into the Oracle Knowledge Zones today and discover the

?
potential opportunity for your business.

Oracle Global Human Resources Cloud Service helps organizations
achieve operational excellence and increase agility with a single
global human resources instance that aligns common HR processes
while supporting local compliance and process needs across multiple
countries.
Oracle Talent Management Cloud is an end-to-end system for superior
Talent Management. Oracle's Talent Management Cloud helps HR attract
and motivate top talent and builds a lasting culture of performance.
Visit the Knowledge Zone for more information.

Visit the Knowledge Zone for more information.

Click here to view and join the HCM community.

ORACLE
KNOWLEDGE
ZONES

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ERPM CLOUD
FY17 ERPM SALES PLAYS FOR PARTNERS
TARGETS SUPERCHARGE YOUR SPREADSHEETS
Value Prop "Supercharge your Spreadsheets with Oracle EPM
Cloud PBCS", addresses the challenges of the many
organizations who are still making cumbersome
adjustments to plans and forecasts in spread-sheets,
and who therefore need a better tool to aid efficient
collaboration and workflow among many planners.
Click here to super-charge your Partner business with
effective PBCS Demonstrations and Sales Tools
Target CFO / Controller, VP of Finance
Audience
CMO / Sales Marketing and Sales
HR Execs
Products Oracle Planning and Budgeting Cloud Service (PBCS)
Click here to find out more
MODERN FINANCE FOR THE DIGITAL AGE
MODERN CAPABILITIES
Complete: One Cloud for companys entire business.
Oracle ERP Cloud is a complete, integrated and modern
Cloud application suite
Insight: consistent process. Navigating across Oracle
Cloud services deliver the right information the right
way to improve decision making. Powerful capabilities to
roll-up, drilldown, slice-and-dice, and pivot data for fast
and intuitive multi-dimensional analysis.
Global, Digital, Personalized, Connected, Secure
CFO / Controller, VP of Finance
CIO, VP of IT, VP of Applications
ERP Financials
ERP Procurement (indirect)
EPM Planning & Budgeting
EPM Account Reconciliation
EPM Narrative Reporting
And ERP Project Portfolio Mgt in Prof. Services or
Project-centric organizations
TRANSPORTATION FOR EVERYONE
Proven Success: Optimize transportation to lower costs,
improve service, and logistics process maturity
Modern & Complete Solution: Best Cloud TMS solution;
greatest functional breadth and depth, no need to trade
off functional benefits with Cloud benefits
Simple & Reliable: Easy to implement, low risk, quick
ROI. Supports the simplest to the most complex
deployments. OTM grows with requirements
Chief Supply Chain Officer
VP Logistics
VP Transportation
Oracle Transportation Cloud
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ERPM CLOUD

ERPM SALES BEST PRACTICES

SALES TACTICS IN B2B SCENARIOS SALES TACTICS IN B2C SCENARIOS

Avoid IT: Talk and sell to business lines
Listen to Customers business needs and describe Journey to
Cloud
Implement Cloud incrementally from starting with a single process
to improve or rework a complete business function or refine a
complete end to end business process or you might implement a
transformation of Customers business with ERP/EPM/HCM...in a
modern Cloud
If existing legacy ERP solutions (SAP, Microsoft, NetSuite,
QuickBooks, Epicor, Infor, Lawson, Sage, etc...)
Leverage IT: Sell to Business but dont underestimate the IT role and
potential support
Talk Business Strategy & Adaptation, then innovation,
integration, open standards, performance,
Think forward: Engage with speed & agility, speed of
implementation, ability to embrace more value propositions,
eliminate costly upgrades, customizations and hardware
Oracle Cloud suits any existing application blueprint
Start small, choose a pilot for quick wins

Articulate the SaaS Business Case (maintenance vs. subscription)

and Time to Market

Position innovations (e.g. Social Collaboration, Mobility,

Embedded Multi-dimensional Analytics, etc...) and flexibility at a
lower cost

Highlight the configuration to best practices, accuracy and

integrity of data
Talk time to deploy public Cloud and related quick ROI

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ERPM CLOUD

ERPM WANT TO KNOW MORE?

Knowledge Zones are solution-focused pages designed to jump start your path towards Specialization while guiding you to detailed
information on how to develop, sell, and implement Oracle solutions. Dive into the Oracle Knowledge Zones today and discover the

?
potential opportunity for your business.

Oracle Planning and Budgeting Cloud Service (PBCS) helps Find valuable resources about the most complete Oracle ERP Cloud
organizations adopt world-class planning with the simplicity of the offering on the market. Covering ERP Financials Cloud, ERP Procurement
Cloud. Cloud and ERP Project Portfolio Management Cloud.

Visit the PBCS Knowledge Zone for more information. Visit here for more information.

Click here to view and join the ERP community and here to view and join the EPM community.

ORACLE
KNOWLEDGE
ZONES

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CX CLOUD
FY17 CX SALES PLAYS FOR PARTNERS
TARGETS MODERN MARKETING TRANSFORMING
THE ENTERPRISE
Value According to Gartner, 89% of CMOs say delivering
Proposition great Customer experiences across channels is
central to their long-term competitive differentiation
and the top priority cited by their CEOs. Despite that
lofty goal, only 3% of marketers say theyre happy
with the Customer experience they provide today.
Customers notice, with nearly 80% saying they get
a fragmented experience as they move between
channels (Accenture).
The Oracle Marketing Cloud provides one place
for marketers and advertisers to connect relevant
data, create engagement, and orchestrate individual
Customer experiences based on Customer behavior.
Target CMO Chief Marketing Officer
Audience CDO Chief Digital Officer
Products Marketing Cloud / Eloqua
CAMPAIGN-TO-ORDER
Digital has completely transformed todays buying
process, with so much of a buyers opinion and
choice influenced before engaging with a sales rep.
Sales professionals need every advantage to
engage early, understand the buyers context and
accelerate the sales cycle to close. Else a more
nimble competitor will outmaneuver them and take
the business.
Oracles integrated Marketing, Sales and CPQ Cloud
solutions provide all necessary capabilities to
engage and control the buyers path-to-purchase.
CMO Chief Marketing Officer
CSO VP of Sales
CDO Chief Digital Officer
Marketing Cloud / Eloqua
Sales Cloud
CPQ Cloud
ENGAGE AT THE EDGE
Today Customers expect Customer Service on their
terms. They want to be free to choose channel and
time they will interact with the company. Companies
struggling with operational costs and challenge to
fulfill KPIs. That's why they evolve its Call Center into
Contact Center to serve all Customers regardless
channel they interact from to provide smooth and
consistent Customer experience. The Channels are of
course Web, Voice, Mail, but also chat, Social, Video
and IoT.
Oracle is the only vendor to offer Customers an
Omni channel capability with a proven track record
and a proven ROI.
VP of Customer Service
CDO Chief Digital Officer
Oracle Service Cloud
Oracle Field Service Cloud
Oracle IoT Cloud
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CX CLOUD
CX SALES BEST PRACTICES
KEY FACTS
Oracle is the only Cloud vendor covering all end-to-end critical
business processes: Marketing, Sales, Service, Field Service, CPQ,
Social and Commerce
Oracle has the broadest industry coverage: Communications,
Financial Services, CPG & Retail, Automotive, High Tech &
Manufacturing
Oracle CX Cloud named as a Leader in 20 analysts quadrants in
the last 24 months
Faster delivery: 3-4 releases per year with automatic upgrades
Integrated: Pre-packaged integration flows on ICS
SALES TACTICS
Talk and sell to business lines rather than to IT
Think forward: Engage with speed & agility, ability to embrace more
value propositions, eliminate costly upgrades, customizations and
hardware
Start small, offer a pilot that will deliver quick wins, then expand
With legacy CRM solutions (Siebel, PSFT, SAP, Microsoft, SFDC, etc.)
Customers articulate the SaaS Business Case (TCO) and Time to
Market. Position innovations (e.g. Mobility, Social CRM, IOT Cloud,
etc.)
With Green Field accounts: discuss time to deploy, flexibility and
quick ROI combined with innovation
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CX CLOUD

CX WANT TO KNOW MORE?

Knowledge Zones are solution-focused pages designed to jump start your path towards Specialization while guiding you to detailed
information on how to develop, sell, and implement Oracle solutions. Dive into the Oracle Knowledge Zones today and discover the

?
potential opportunity for your business.

Oracle Sales Cloud provides technology that allows reps to sell more, CPQ Cloud extends sales automation to enable sales personnel to easily
managers to know more, and companies to grow more. configure and price complex products.

Visit the Sales Cloud Knowledge Zone Learn more at the CPQ Knowledge Zone

Drive lead generation and Customer retention through data Modern Customer Service organizations focus on a strategy with big
management and marketing transformation. impact: Engage Customers, Empower Employees, Adapt Quickly.

Visit the Marketing Cloud Knowledge Zone Visit the Knowledge Zone

Click here to view and join the CX community.

ORACLE
KNOWLEDGE
ZONES

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CLOUD SERVICES

BUSINESS TRANSFORMATION IN A DIGITAL WORLD

HORIZON 1: CLOSING THE GAP

HORIZON 2: LEADING THE INDUSTRY

HORIZON 3: EXPLORING THE UNKNOWN

RAISING THE LEVEL OF DIGITAL CAPABILITIES ADDRESSING TRANSFORMATIVE EXPLORING FUTURE BUSINESS MODELS
AND PLATFORMS AVAILABLE WITHIN THE OPPORTUNITIES REDEFINING THE WAY BEYOND INDUSTRY AND MARKET
ORGANIZATION. THE INDUSTRY WORKS. BOUNDARIES.

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CLOUD SERVICES

KEY CAPABILITIES OF A DIGITAL PLATFORM

Connects physical assets for monitoring, CUSTOMER Contains the main Customer-facing elements,
optimisation, control and monetisation. EXPERIENCE such as Customer portals, multichannel
Capabilities include connectivity, analytics commerce and Customer apps.
and integration to core and IOT systems.

DATA,
IOT / SENSOR ANALYTICS, INFORMATION Supports the back office and operations,
SYSTEMS ALGORITHMS SYSTEMS such as ERP and core systems.

Contains information management and

Supports the creation of, and connection ECOSYSTEMS analytical capabilities. Data management
to, external ecosystems, marketplaces and programs and analytical applications
communities. API management, control fuel data-driven decision making, and
and security aare its main elements. algorithms automate discovery and action.

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CLOUD SERVICES

DIGITAL TRANSFORMATION WANT TO KNOW MORE?

Treat Digital as business as usual. If not you are in danger of WANT TO KNOW MORE?
falling behind
Visit www.oracle.com/digital for
Seek to exploit Digital technologies in every area not just UX,
more information
Social, Mobile or IoT

Pay close attention to the value of Data

Start organising your systems to leverage your first party data
Instil a culture of Data Capital in your organisation

Recognise that Transformation is happening in (at least) three

areas which are converging
Employee/Finance, Digital/Innovation and IT/Cloud

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SUB
SaaSHEADING
PLAYBOOK

DEFINITIVE
GUIDES

33 / 43
SaaS PLAYBOOK

DEFINITIVE GUIDES

OVUM: ORACLE OFFERS DIGITAL ADVICE DIGITAL & SOCIAL EBOOK FOR ORACLE PARTNERS

Organizations pursuing digital transformation initiatives benefit from identifying
strong enablement and delivery partners to assist them with the interlinked
changes to the business models, people, and processes that these strategies
involve.
Over the past two years, beginning in the
EMEA region, Oracle has developed a
strong competency to advise enterprises
on digital strategy, and is rapidly diffusing
this know-how throughout its sales force,
both in EMEA and across other regions
In this article Ovum look at how Oracle
advises clients through discovery
workshops and by taking a consultative
approach by being more business-focused
rather than technology-focused.
Many organizations today are going through transformation and Digital
technologies are enabling innovation, change and disruption to take place.
One focus of the EMEA Partner Sales
organization is to transform the way we
sell and the experience we want to have Click here for full industry report
with our partners, to leverage digital
technologies, tools and social media.
Click here for full industry report
This booklet is an introduction to some
areas where digital helps change how
we communicate, increase awareness,
create impact with content, engage with
our partner community, embrace social
to connect with our audience and build
relationships, how we measure, monitor,
engage in real time, through social and
mobile to become part of the new
normal business world.

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SaaS PLAYBOOK

DEFINITIVE GUIDES

SAAS FOR DUMMIES IDC THINGS TO KNOW

Businesses that invest in new technology are ultimately providing themselves According to results from IDC's 2016 CloudView Survey, more than 56% of
with a solid platform to stand out against their competitors, giving them a huge all large organizations expect that within two years the majority of their IT
advantage. With increasingly powerful implications for businesses, the biggest capabilities will be delivered through some form of Cloud service Public,
and most respected names in technology, including Oracle, are offering amazing Private, or Hybrid. And 87% of large organizations expect to allocate at least
solutions in the Cloud, ranging from sales and marketing to human resources 10% of their IT budget to a Public Cloud. To meet this anticipated demand, every
and finance to Customer service. complex technology vendor has already made, or is currently making, the choice
about how to "service operationalize" its offerings.
Every productive thing we do on our SaaS For Dummies is the optimum tool
computers is done through a software to help get your head in the Cloud, with For Oracle, this demand creates the
application. The concept of software as a content that will give you a feel for the challenge of operating and growing the
service, or SaaS, provides you with the use place youll want to be in the digital world. company midway through a major shift Click here for full industry report
of the software on a subscription basis, With SaaS, the sky is the limit. while at the same time remaining nimble
with the application residing elsewhere, among much smaller competitors in the
loading onto your device when you same transition to cloud-dominated IT. In
launch it. That elsewhere has become this report IDC examines announcements
popularly known as the Cloud, bringing and predictions that were made at Oracle
the application and any necessary data to Click here for full industry report OpenWorld 2016 and looks at the future for
wherever the user might be. Oracle.

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SUB
SaaSHEADING
PLAYBOOK

READY TO LEARN MORE?

JOIN US ON THIS
JOURNEY

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READY TO LEARN MORE? JOIN US ON THIS JOURNEY

FREE CLOUD TRAINING AND SPECIALIZATION

We are pleased to be able to offer you a comprehensive program of SaaS Implementation Being an Oracle Certified Implementation Specialist differentiates you from the
Workshops led by our development team. compeitition and demonstrates a solid knowledge of Oracle products.

All our Workshops are: Why not:

Free Review our Guided Learning Paths by product pillar
Hands On Prepare for an OPN Certified Implementation Specialist exam
Tutored by Development Apply for a Free exam voucher
Available as InClass and/or Online sessions
For more information on Specialization, click here
To view the latest schedule and to learn more about registration, click here

BUILD A WINNING TEAM

THOSE CERTIFIED BELIEVE THAT THEY ARE MORE INNOVATIVE, EFFECTIVE, AND DEDICATED

e
90% 83% 80% 84%
SAY THAT THEIR CERTIFICATION SAY THAT THEY SAY THAT THEY ARE BETTER ABLE SAY THAT THEY'VE REMAINED WITH
ENABLES THEM TO PROVIDE A HAVE BECOME TO TACKLE COMPLEX ISSUES THEIR CURRENT EMPLOYER AFTER
HIGHER LEVEL OF SERVICE MORE PRODUCTIVE AND PROJECTS GETTING CERTIFIED

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READY TO LEARN MORE? JOIN US ON THIS JOURNEY

PARTNER PROJECT ACCELERATION FROM ORACLE CONSULTING

PROACTIVE PPA helps develop partner capability and provides a support framework to allow partners
REMOTE to confidently deliver their first implementations on core SaaS products

ASSISTANCE
FOR PARTNER BENEFITS IN SUMMARY OBJECTIVE

IMPLEMENTATION Schedules contact with Oracle Cloud Experts
OF ORACLE CLOUD Production Go Live Readiness
APPLICATIONS Assistance with Configuations & Set Up
Review of project progress until successful
transition to Production
The objectives of the PPA program is to
ensure capable partners implement to
reduce time to value and ensure long term
Customer success. Working together to
achieve successful high value, complex
implementations and effectively drive
volume business and successful on-time
Go Live

NEXT STEPS: CONTACT YOUR PARTNER MANAGER TO DISCUSS FURTHER

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READY TO LEARN MORE? JOIN US ON THIS JOURNEY

CUSTOMER SUCCESS
The goal of Customer Success CUSTOMER
organization is to manage the business SUCCESS MANAGER
relationship with our Cloud Customers
SOLUTION RESOLUTION RENEWAL USAGE &
to ensure they are realizing the PRESENTATION EXPANSION
economic value of their investments in
the minimum time. By managing the
Oracle resources the Customer Success 4 5 6 5
Team ensures that our customers adopt, ORACLE
grow their business and are delighted SALES TEAM
with their Oracle solutions.
CLOSE / ASSIGNMENT
SOLUTION RESELL/ PROJECT
DEVELOPMENT 3 IMPLEMENT 61 SUCCEED 4 MILESTONES
Click here to learn more about the role & GO-LIVE
of the Customer Success Team
Watch the Customer Success
Webcast here 2 1 2 3
EXPLAIN & PROJECT
DISCOVER DEFINITION

ENGAGE &
ATTRACT
ACTIVATION &
IMPLEMENTATION
PROVISIONING SUCCESS MANAGER

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ORACLE UNIVERSITY

ORACLE CLOUD LEARNING SUBSCRIPTIONS

UNDERSTANDING 24/7 ACCESS FOR 12 MONTHS

On-demand training videos, product demonstrations and practice lab SAAS PRODUCT INTRODUCTIONS, PROCESS OVERVIEWS
ORACLE CLOUD
IMPLEMENTATION END-TO-END TRAINING Hands-on implementation training
Across the entire lifecycle of your Oracle Cloud Application or
Platform Service Administration tasks and processes

EXPERT DELIVERED Step-by-step videos of each task

Created and delivered by Oracle experts
Business Intelligence and Management reporting
CONTINUOUS UPDATES
Regular updates for product enhancements and new releases
Integrating with other Clouds and on-premise applications

FLEXIBLE AND SCALABLE

To meet your business needs

CLOUD OFFERINGS KEEP GROWING

8 Saas Subscriptions; 2 PaaS Subscriptions
More Cloud Learning Subscriptions in development and coming
soon

View "Getting Started to explore. Click here to visit

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ACCESSING DEMO ENVIRONMENTS

ORACLE DEMONSTRATION SERVICES

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

Here are some of the exciting things you can do on Oracles For further details, please see also the Partner Demo Blog and
Demo Central just by completing Step 1 in the How to Get the "how to" navigate the Demo Systems access process PDF
Started section at this link:
To learn more about Oracle Demonstration Environments,
Access the latest available Oracle Product Versions 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

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JOIN THE ORACLE CLOUD PLATFORM PARTNER COMMUNITY
JOIN OUR IMPLEMENTATION COMMUNITIES
ORACLE PARTNERNETWORK
CLOUD BUSINESS BUILDER
Learn more about developing and
deploying applications or get the scoop
on referring deals to Oracle or reselling
SaaS Services.
To find out more visit here
For more information on the pillar communities for HCM, ERPM and CX, please see the relevant Want to Know More section in
the playbook.
CLOUD PLATFORM PARTNER ORACLE PARTNERNETWORK
COMMUNITY CLOUD CONNECTION
Oracle Cloud Platform Partner Explore, learn and engage in the Oracle
Community is a collaborative and Cloud.
informational communication channel
to learn about Oracles latest Cloud Click here to visit the community.
Services.
Click here to visit the community.
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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

Answer any Cloud Partnership-related queries

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