Académique Documents
Professionnel Documents
Culture Documents
Alison Derbenwick-Miller, VP, Worldwide Alliances & Channels Kevin Riley, Vice President, Sales Stuart Dunsmore, Senior Director, Development, Oracle UPK and Tutor
Disclaimer
The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracles products remains at the sole discretion of Oracle.
Confidential Information
The information contained in these slides is intended for Oracle PartnerNetwork member and authorized GKS partner use only. The information contained herein is considered Oracle confidential and can be used only in connection with the potential licensing, distribution or implementation of Oracle programs to end users by an authorized Oracle partner, an authorized GKS partner, or Oracle.
Agenda
Welcome Global Knowledge Software Market Opportunity / Value Proposition UPK Solution Overview Partner Resources / Next Steps Q&A
Prebuilt Content
Oracle Applications
Agenda
Welcome Global Knowledge Software Market Opportunity / Value Proposition UPK Solution Overview Partner Resources / Next Steps Q&A
Market Drivers
Upgrade Cycles
Customers invest in training and simulation tools during application upgrade cycles. Recent and planned upgrades of Siebel, E, E1 and EBS are driving demand With next generation of applications (Fusion), customers expect the application to provide a self-learning experience to the user, minimizing training costs
New installations
New application installations should include UPK to ensure rapid end user adoption of the software application Wedge applications or snipe strategy should look to UPK as a standard offering with the new software
Market Opportunity
Important Issue to Customers Represents Large Opportunity Area
Significant problem that customers are trying to solve
High historical enterprise application deployment failure rates associated with ERP implementation hurdles 76% of end users have failing or sub-standard understanding of new systems (Source: AMR Research, 2005) End user adoption is the #1 reason for failed implementations (Source: Meta Group, 2003)
Significant customer base demonstrates the products success within Oracle Applications
2,000+ Oracle Applications customers use the UPK product
% of Install Base
< 9%
< 19%
< 7%
< 1%
0%
0%
< 5%
< 3%
< 1%
< 7%
Drive user adoption and productivity Accelerate user adoption through application training Enhance user competency and compliance with multiple learning methods Increase user productivity with just in time support
Reduce Costs associated with software implementations Rapidly create and deploy documentation, simulations, and performance support materials
with a single authoring session Accelerate time to deployment with out-of-the box pre-built content on Oracle Apps Reduce help desk costs with in-application performance support
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Resellers
Increase resale revenue beyond applications Support surround sales strategy Extend into significant Oracle Apps customer base portion not yet penetrated
System Integrators
Maximize project ROI; mitigate risk Extend value as a key influencer and leverage the product to sell into Oracle and non Oracle applications projects Increase revenue in business process/change management projects Increase customer satisfaction & retention
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Agenda
Welcome Global Knowledge Software Market Opportunity / Value Proposition UPK Solution Overview Partner Resources / Next Steps Q&A
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Source: Neochange
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Prebuilt Content
Oracle Applications
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Prebuilt Content
Oracle Applications
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YES NO
Dont wait until the end
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People to People
User Productivity Kit Professional
Interactive online & paper based outputs Pre & post go live applications training In-application performance support Learning path creation
People to System
Employees key go-live question: How do I do my job using these new Applications?
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Large Library of Prebuilt Content for Oracles Applications Jumpstart Content Creation
UPK Content for EBS R12
31 modules on the price list covering Financials, HR, Procurement, SCM-Distribution, SCM-Manufacturing and
Applications Technology 22 modules in production now for R12.1 adding to HR, Procurement, Projects, SCM-Distribution, SCMManufacturing, and now covering SCM-Planning and CRM There will be 53 modules for EBS R12.1
Procedure
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Products are available on the following Oracle Global Component price lists:
Oracle E-Business Suite Applications Price List
License Metric Remain Unchanged: UPK Developer | UPK User | UPK Employee
***When UPK pre-built content is licensed, customer is required to license at least one UPK Developer (UPK or UPK Pro) and their audience (Named Users or All Employees)
PeopleSoft Enterprise Applications Price List JD Edwards Applications Price List Siebel Applications Price List
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Agenda
Welcome Global Knowledge Software Market Opportunity / Value Proposition UPK Solution Overview Partner Resources / Next Steps Q&A
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Managed by Regional A&C Local relationship development Joint events, OPN Days Leverage deep customer relationships Key triangulation targets
WW A&C Managed Low-touch, online enablement OPN IC Engagement Velocity sales Leverage VADs for increased penetration
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Next Steps
Access the OPN Portal at partner.oracle.com
Login to OPN Or Join OPN today Click OPN Program to discover OPNs education, development, support, sales, and marketing benefits and resources Enter a Knowledge Zone for product info - connect and collaborate with peers - participate in social networks If you have questions, Contact OPN
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For more information, contact your Oracle representative or the OPN Interaction Center (partner.oracle.com > contact us)
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Next Steps
Where Can I Find UPK Resources? And New Opportunities?
The Engage with Oracle page contains Product Focus Areas and Initiatives
9 My Company Initiatives section lists only the initiatives a partner is approved to access
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Next Steps
Join an Applications Product Focus Area
Product Focus Area: Enablement resources for partners to sell UPK Product info News & Information Specialized Product & Sales Training / Education Development & Support Marketing Sales Facilitates successful sales, deployments & delivery of a complete solution Allows ISVs and others to use UPK to manage their own products 9 Customers can search Solutions Catalog by Product Focus = valuable exposure and lead generation for partners
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Partner Training
Sales Readiness: Demystifying User Productivity Kit (UPK)
http://ilearning.oracle.com/ilearn/en/learner/jsp/rco_details_find.jsp?srchfor=1&rcoid=231065007
Additional Sales, Pre-Sales Courses & Guided Learning Paths coming soon
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Get started with OPN (if you have not already) 9Join an Applications Product Focus Area
utilizing OPN and Oracle University 9 Use the UPK/GKS Partner Sales Playbook to help you plan
3 Drive additional revenue in applications deals; leverage UPK
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Questions
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