Partner Program for Oracle Planning and Budgeting Cloud Service (PBCS) Jeff Flores, Oracle Worldwide Alliances & Channels June 2013 1
Contents Oracle PBCS Partner Program Overview PBCS Partner FAQ 2
Oracle Cloud Partner Programs Comprehensive Array of Programs for the Oracle Public Cloud Referral Program Enterprise-Ready Breadth of Solutions Depth of Technology Specializations Resale Program 3
Hyperion Planning Specialization Changes for PBCS Oracle Hyperion Planning Specialization Added PBCS to existing Hyperion Planning Specialization resulting in one umbrella Specialization Includes Business and Competency Criteria In Hyperion EPM Knowledge Zone http://www.oracle.com/partners/en/products/applications/hyperion/get-started/index.html 4
PBCS Certification for Existing Partners Hyperion Planning now includes PBCS Certification - New Cloud Service Specialist Role Fulfill Cloud Specialist Role Requirements: Minimum 2 individuals Cloud Specialist GLPs Assessment Test Passed Once Cloud Specialist requirements are fulfilled, there is no additional requirement to apply for PBCS Certification Existing Oracle Hyperion Planning Specialized Partner Cloud Specialist (5 GLPs & Assessment Test) Oracle Hyperion Planning On-Premises and Cloud Services Specialized Partner http://www.oracle.com/partners/en/products/applications/hyperion/get-started/index.html 5
PBCS Specialization for New Partners New Partner Interested in Oracle Hyperion Planning Specialization Join OPN Join EPM Hyperion Knowledge Zone Review Specialization Criteria Check Company Status Specialization Requirements: Competency Center Sales (10 GLPs & Assessment Test) Pre-Sales (10 GLPs & Assessment Test) Implementation (8 GLPs and Proctored Exam) Support (10 GLPs & Assessment Test) Cloud Specialist (5 GLPs & Assessment Test) Fulfill Specialization Requirements Apply For Specialization Oracle Hyperion Planning On-Premises and Cloud Services Specialized Partner 6
OPN Competency Center Sales, Presales, Implementation, Cloud, and Support Guided Learning Paths and Assessments Hyperion Planning Specialization covers both on-premises and PBCS Hyperion Planning Specialization is required for PBCS resell Specialization Requirements: Hyperion Planning Sales (GLPs & Assessment Test) Pre-Sales (GLPs & Assessment Test) Implementation (GLPs and Proctored Exam) Support (GLPs & Assessment Test) Cloud Specialist: New Business and Competency (Technical and Implementation) PBCS Guided Learning Path: 5 pre-recorded sessions (1 hour or less each) PBCS Assessment test (~80 questions) 7
PBCS Resell / Refer Program Details 1. PBCS can be resold by Partners via Cloud Resell Program a) Visit the Planning and Budgeting Cloud Services (PBCS) Knowledge Zone b) Check the PBCS Partner Resell Criteria c) Apply for PBCS Partner Distribution Rights 2. List Price: $120 / user / month / application with minimum of 10 users Every PBCS subscription includes one production and one pre-production environment 3. Partner PBCS Discount Schedule published to be published on OPN 4. Minimum subscription: 12 months 5. Watch Now (08:57) minute video on Cloud Referral and Resale programs* * Please visit the Planning and Budgeting Knowledge Zone for the most recent updates on PBCS Partner Resale Requirements 6. Register & Order at Oracle Partner Store system - OPS Training and Support Documents 8
Considerations for Building Fixed Scope Offering Target Timeframes: 4-10 weeks Due to customer expectations for cloud deployments Opportunity for partners to Innovate Deliver purpose-built templates and content (horizontal / vertical) Consider creating multiple offerings (e.g. bronze, silver, gold) which vary based on # of forms, reports, task lists, dimensions, calculations etc. 9
Oracle Cloud Resale Transaction Overview Oracle Cloud Resale Transaction Overview Oracle Inv oices Partner CLOUD SPECIALIST PARTNER Partner Inv oices Customer End User Partner Pays Oracle Cloud Serv ices Distribution Addendum to FUDA Customer Pays Partner Partner s Agreement with flow down financial terms Serv ice and Support Deliv ery Oracle Cloud Serv ices Agreement 10 2 2011 Oracle Corporation Proprietary and Confidential
Oracle Cloud Portal Access Customer must grant Cloud Portal access to Partner Customer can either share login credentials or create separate account(s) for partner Oracle Cloud Service Agreement (OCSA) grants this right to end user CLOUD SPECIALIST PARTNER Administrator Sub Administrator Customer Enables Both Partner and Customer perform Administrative Functions Sub Administrator Allows partner to manage on behalf of customer All assigned PBCS seats including those to partners count toward the total amount that the customer has purchased 11
How Partners Provide Support to Customers Oracle Cloud Resale Transaction Overview Customers must allow partner as their agent for partner to engage in support process End User must share login details with partner or create separate account(s) for partner Partner may submit SRs on behalf of End User All assigned seats including those to partners count toward the total amount that the customer has purchased. Tier 2 & 3 CLOUD SPECIALIST PARTNER END USER 12 2 2011 Oracle Corporation Proprietary and Confidential
Partner Internal Use Purchasing Program Partners have the opportunity to purchase their own internal-use Planning and Budgeting Cloud Service subscription license at the Partner-Only PBCS Promotion discount (50%) for a 10 seats/application and 12 month subscription. Benefits Partners can utilize their internal-use subscription as a sandbox for testing and development always with the latest version of the software Partners can create their own Quick Start go-to-market offerings tested in both Cloud and on-premises Partners can optionally implement their own Planning and Budgeting application for internal use For more information and purchasing please contact your Oracle Partner Manager 13
Obtaining Specialization and Reseller Status Step 1 Step 2 Complete specialization for Hyperion Planning (On-Premises) Obtain Add-on Specialization for PBCS Study GLP Training material for PBCS Specialization Create Fixed Scope Offering - Best Practices Review Cloud Services Distribution Addendum (CSDA) * Review Cloud Services Reseller* and Referral Programs Take Specialization Assessment Test (2 individuals) Review Partner Resale Criteria* Execute CSDA prior to first resell* Apply for Reseller Rights Order PBCS from Partner Store* (Must have Reseller Rights) * For PBCS Resell Only 14
Partner Resell/Referral Links PBCS Partner Resell Program: Apply for Distribution Rights through the Planning and Budgeting Cloud Services (PBCS) Knowledge Zone PBCS Partner Referral Program: Join the Oracle Partner Network Join the Hyperion EPM Knowledge Zone Learn more and read the Cloud Program FAQ Learn about Deal Registration at the Oracle Partner Store Review and learn about the Oracle OMM Referral policy 15
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Partner PBCS FAQ (1 of 4) 1. How do Partners become Specialized in PBCS? Partners must join the Oracle Partner Network (OPN) and Oracle Hyperion EPM Knowledge Zone. Partners can can apply for PBCS Specialization under the Get Specialized tab for Oracle Hyperion Planning. 2. I am an existing Hyperion Planning specialized Partner in good standing, how do I become Specialized in PBCS? Once the product is released, a new Cloud Services Specialist role will be created within the Hyperion Planning Specialization Program. Existing Hyperion Planning Specialized Partners can take the Cloud Services Specialist Role Guided Learning Path (GLP) training and pass the Cloud Service Specialist Role Assessment. Two (2) individuals are required to pass the PBCS Specialist Assessment to fulfill the specialization criteria. 3. Are there separate Specializations for Hyperion Planning on-premises and PBCS? Upon PBCS availability, there will only be one umbrella Hyperion Planning Specialization program which will cover both on-premises and Cloud Services. Separate on-premises and Cloud Services specializations are not available. 17
Partner PBCS FAQ (2 of 4) 1. What is the PBCS Cloud Referral Program? The Oracle Cloud Services Referral program is great for partners that are just getting started in cloud: low barrier to entry and low investment allows partners to refer a PBCS deal. Upon Deal Registration approval, Oracle will pay a 10% referral fee for the guaranteed value of the contract 2. Where I can get more information regarding PBCS Reselling and Referral programs? See the Planning and Budgeting Cloud Services (PBCS) Knowledge Zone and Oracle Partner Store Training for more information 3. How do I order PBCS for a partner resell opportunity A partner who has obtained resell rights for PBCS may order the software directly at the Oracle Partner Store or work directly with their Oracle Partner Manager for provisioning 4. What are the steps required for Ordering PBCS through the Oracle Partner Store? Submit a Partner Resell email request on the Oracle Partner Store and follow the instructions received for submitting a Cloud Services Partner Order Document. 5. What is the minimum PBCS subscription for resell or referral? There is a minimum of a 1 year subscription and a minimum of 10 users per PBCS application. Partners are required to pay a minimum 1 year subscription up front to Oracle 18
Partner PBCS FAQ (3 of 4) 1. How do I add additional seats to an existing PBCS application for my customer? Partners can order additional PBCS seats directly at the Oracle Partner Store or work directly with their Oracle Partner Manager for provisioning using the existing customer s information 2. What is the minimum order for additional seats to an existing PBCS application/customer? Once the customer meets the minimum subscription of 10 seats per application/year, there is no minimum for add-on seat orders for the specified PBCS application 3. What is the process for activating PBCS at a customer site? Once a PBCS partner resell opportunity has been approved, the assigned customer contact will receive an email with instructions to activate PBCS. After activation, the customer must assign a partner contact for PBCS administration rights in order for the partner to have access. 4. What is the PBCS discount for reselling? The PBCS partner discount schedule is published on OPN 5. How do partners obtain PBCS demo environments? Please visit the Oracle Demonstration Environments on OPN and review How to Access and Use Planning & Budgeting Cloud Services Environments. 19
Partner PBCS FAQ (4 of 4) 1. Can I choose the location of the Oracle Cloud Services Data Center for a PBCS? Yes, a specific Oracle Data Center location can be requested from a list of available data centers during the PBCS partner ordering process. 2. When a customer assigns a partner a PBCS seat for access and administration rights, does that count towards the total pool of seats purchased by the customer? Yes, all assigned seats including those to partners count toward the total amount that the customer has purchased. 3. Are there free trials? There are no free PBCS trials at this time. 4. Can partner purchase an internal-only use license for PBCS? Yes, partners will be able to purchase an internal-only use license for PBCS for testing, proof-ofconcepts, demonstrations, etc. The license will be offered at a discount (50%) for a 10 seat and 12 month subscription. Please contact your Oracle Partner Manager directly for purchasing. 20
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