Modernization of

Oracle PartnerNetwork
January 2020

Bruno Kaarna
A&C Partner Enablement Specialist
 Most Competitive Ecosystem

Oracle
Platform
Customers
Listening
to Everyone
Oracle Oracle
Applications
Partners
Infrastructure
Teams

2 Copyright © 2019 Oracle and/or its affiliates | Authorized OPN Partner Only
 Oracle PartnerNetwork Transformation

CUSTOMER CENTRIC

Accelerate
SUCCESS DRIVEN
Cloud Growth
SIMPLIFIED ENGAGEMENT

3 Copyright © 2019 Oracle and/or its affiliates | Authorized OPN Partner Only
 Clear, Defined Partner Journey
Extend
Advanced
Select Track(s) Achieve Expertise
Expertise
BUILD Track(s) Fee

OPN MEMBER
SELL 
SERVICE
EXPAND
EXPERTISE EARNED BENEFITS
Member Fee
To Join & Receive LICENSE &
ENABLERS BENEFITS
To qualify partners Engagement
Baseline Benefits HARDWARE Go-to-Market

4 Copyright © 2019 Oracle and/or its affiliates | Authorized OPN Partner Only
Program Tracks and main Enablers
BUILD SELL SERVICE LICENSE &
TRACK TRACK TRACK HARDWARE
TRACK
$3,000 Credit in UC OR SaaS
$3,000 Credit in UC $3,000 Credit in UC Demo Instance $1,500 Credits in UC
SaaS Demo Discount SaaS Demo Discount SaaS Demo Discount Continue to Benefit From
Existing Investments to
Technical Assistance Sales Demo Environments Technical Assistance Build, Sell and Service
Marketing & Sales Marketing & Sales Marketing & Sales Exam vouchers
OU CLS & Discount OU CLS & Discount OU CLS & Discount

Annual Fee Annual Fee Annual Fee Annual Fee

$3,000 $3,000 $3,000 $3,000

Resell, Develop and Demo Basic Technical

1-Click Products Discounted Training Assistance Marketing & Sales

5 Copyright © 2019 Oracle and/or its affiliates | Authorized OPN Partner Only
 Oracle PartnerNetwork – Perceived value
Enablers & Benefits Classic (Level) Build Sell Service License & HW
OPN membership OPN Gold $2,995 OPN Member fee + track OPN Member fee + track OPN Member fee + track OPN Member fee + track
$3,500 $3,500 $3,500 $3,500
OU CLS 25% OU CLS Discount 60% OU CLS Discount + 60% OU CLS Discount + 60% OU CLS Discount +
5 OUCLS free 1 OUCLS free 5 OUCLS free
Vouchers 2 OPN vouchers + 5 OU vouchers 1 OU voucher 5 OU vouchers 2 OPN vouchers +
2 additional if specialized 2 additional w/
approved Expertise
Universal Credits $300 UC Free trial $3K Universal Credits $3K Universal Credits $3K Universal Credits OR $1,5K Universal Credits
SaaS instance
Discount Discount Discount GSE
GSE
Test/dev instances 55% Gen 2 credits 55% Gen 2 credits 55% Gen 2 credits Developer Downloads
Developer Downloads
75% SaaS 75% SaaS 75% SaaS
Perceived value based
on benefits $600 $26,250 $7,650 $26,250 $1,800

Sample Payment PV based on benefits Reference

OU CLS purchase Voucher purchase
OPN Member + Sell Track + License & HW Track $6,500 $9,450
Today: R$18K Today: R$450
OPN Member Gold level $2,995 $600 OPN2020: R$9.5K OPN2020: R$450
 OPN Member

• Resell Oracle 1-Click Products

• 1-Click Products Demo and Development Licenses
• Oracle University Discount
• Limited Technical Support
• Partner Logo
• Access to OPN Portal
Similar to current
• Partner Newsletter
Silver Level

Copyright © 2019 Oracle and/or its affiliates.

 Sample Journey for
Journey to Earn Expertise Powered by Oracle Cloud

POWERED BY ONGOING

Select Commercially
Build Track Available
Application Commercially Public
Public Available Support
Application
1 Support
EXPERTISE
EARNED 1

Cloud Build Track Expertise

Copyright © 2019 Oracle and/or its affiliates.

 Sample Journey
Journey to Earn Expertise Slight Differences by Expertise

SKILLS BY CLOUD SERVICE ONGOING

Select
Sell Track Sales
Specialist Public
Support
*OCI Cloud
Transactions
BY REGIONAL MARKET Architect
2 Solutions CLI
Engineer 2
1 EXPERTISE Score

EARNED >8
*PaaS & 2
IaaS only

Cloud Sell Track Expertise

Copyright © 2019 Oracle and/or its affiliates.

 Sample Journey, May Have
Journey to Earn Expertise Slight Differences by Expertise

SKILLS BY CLOUD SERVICE/USE CASE CUSTOMER SUCCESS ONGOING

Select
Service Track Certified
Implementatio Public
n Specialist Go-Live Support
Project Go-Live
CLI
BY REGIONAL MARKET

2 OCI Cloud
Manager
2 Score CLI
Architect EXPERTISE 2 Score
1 >8 EARNED >8
1 Support
Specialist

Cloud Service Track Expertise

PROJECT MANAGER CRITERIA: Partner needs 1 of the following:
PMI Project Management Professional (PMP)
Certified Scrum Master (CSM)
Prince2 Certified Practitioner
Copyright © 2019 Oracle and/or its affiliates.
Oracle Cloud Project Management Assessment (available Jan 31, 2020)
 License & Hardware Track
Partner Journey
Build, service or sell with Oracle software licenses or hardware products

• Apps On Premise
• Cloud Environments • Resell Rights (JDE, EBS)

KEY BENEFITS
HW (Eng. Systems, IT
KEY ENABLERS

• Software Licenses • Joint Customer Success •

OPN • Skills Transfer Promotion Infrastructure)
MEMBER • Best Practices • Joint Marketing Activities • Industries (Primavera)

• Sales & Marketing • Sales Demo Environments

Resources • Sell Track Expertise Logo Technology &
& Press Release Middleware will
• Eligible for Incentives continue to have no
requirements to resell.

11 Copyright © 2019 Oracle and/or its affiliates | Authorized OPN Partner Only
 Resource

Modernized OPN Preview (dedicated to partners interested in upgrade)

https://www.oracle.com/partners/preview/secure/index.html

Modernized OPN (dedicated to Customers & Prospects)

https://www.oracle.com/partnernetwork/

Partners who have already upgrated to Modernized OPN

www.oracle.com/opn

Copyright © 2019 Oracle and/or its affiliates.

Copyright © 2019 Oracle and/or its affiliates.