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Oracle EMEA Partners

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Oracle FY20 Global Partner Kickoff

Oracle's FY20 Global Partner Kickoff was a huge success. A number of key executives took us through our collective strategy for a continued successful partnership with Oracle, the competitive advantages of Oracle technology, as well as channel go-to-market strategy for all partner business models.

If you missed the live show or want to revisit a particular topic, we encourage you to watch the replay.

To those of you who tuned in this week, thank you. Your viewership and enthusiasm are inspiring. We look forward to achieving even greater results with you in FY20.

The Oracle PartnerNetwork Team

c82-green-awards-group-photo.jpgAre you working with a customer that is using any Oracle product to help with their sustainability initiatives?


Nominations are due Monday June 21 for the Oracle Sustainability Innovation Awards. These global awards go to select customers and their partners who use any of Oracle products to reduce their environmental footprint while improving their operational efficiencies. Examples include using Oracle Cloud solutions to drive down power consumption, Oracle Cloud Infrastructure to lower storage requirements and save energy using advanced compression, or one of many other products.


Either a partner, the customer, or Oracle representative can submit the nomination form on behalf of the customer. Oracle Executive Vice Chairman of the Board Jeff Henley will present these global awards to the winning customers and their partners at a special executive session at Oracle OpenWorld in San Francisco.


Questions? Send an email to:



Thank you to those partners that attended Oracle OpenWorld 2018 in person or followed along online. Even with the conference over, you can continue to make the most of the Partner Experience

at OpenWorld.


Check out the keynote replays and partner session presentations to get caught up on the latest news out of this year’s conference.


Learn More.

img-br-exec-523633-487x447.jpgIf you’ve had the chance to work in partnership with an Oracle Value-Adding Distributor when building and executing deals with your customers, you’ll already know how helpful they can be. But, there’s a lot more to them than just their Oracle expertise and the scale they’re able to operate at.


Over the coming months a series of informative communications will be shared with you, helping you understand and unlock the full value that Oracle VADs can bring to your deals and operations across EMEA.

This series of communications will cover:

» The deep local expertise of VADs
» The commercial and financing options enabled and extended by VADs
» How VADs support your marketing efforts
» How you can use VADs to help get your customers to the Cloud faster


Whether you’re already working closely with a VAD or you’ve never engaged with one before, these communications will help you understand all of the ways they can help you sell smarter, sell faster, and sell more.


Find below the communications shared with you and check regularly the The Value of Working with Oracle EMEA VADs page for updates (OPS membership required to view):


» Unlock the full value of Oracle Value-Adding Distributors (16 October 2018)

» Make Marketing Simple with Your Local Oracle VAD (13 November 2018)

» Transact and Close your On-Premise and Cloud Deals Quickly with Your Local VAD ( December 2018)

» VADs Deliver Total Payment Flexibility (January 2019)

» Oracle VADs Are Your Trusted Local Experts (February 2019)

» Oracle VADs: Here to Help You Hit Your Targets for Oracle Q4 Close and Beyond (March 2019)

Great new Cloud solutions from Oracle Partners in EMEA ready to be implemented within joint Customers and prospects!





From Cloud ready infrastructure and implementation to monetization and digital transformation, Oracle 'In Touch' PartnerCast is the essential guide supporting you on your Cloud transformation journey.


If you missed any of the episodes or, simply want to relive the journey, the entire season is available now on demand.


This is a great resource for many Partners finding the tips, tricks, and detailed information shared on our commercial programs and models to be invaluable for their business success.


Full details of each episode can be found below.


As we venture into our new financial year, do keep an eye out for our brand-new content announcements coming soon.


Our Journey to the Cloud is well underway, catch up on the journey so far:


Episode 10: Legendary experiences from Modern CX 2018

Episode 9: Why Cloud is integral to Digital Transformation

Episode 8: Building the Business Case for Oracle's Complete Cloud Platform – Part 2
Episode 7: Building the Business Case for Oracle's Complete Cloud Platform – Part 1

Legendary experiences from Modern CX 2018
A round-up of the key announcements from Modern CX, and what these mean for you

Why Cloud is integral to Digital Transformation
How Oracle'ssustainable Cloud offering addresses digital transformation needs and increases business value

Building the Business Case for Oracle's Complete Cloud Platform – Part 2
How Oracle's frameworks address security and compliance requirements within cloud environments

Building the Business Case for Oracle's Complete Cloud Platform – Part 1 - most popular
Discover opportunities to develop value-added services leveraging Oracle’s BYOL commercial model to PaaS and Autonomous Database
Episode 6: Go Beyond

Episode 5: A 5* Review

Episode 3: Win. Win…with Cloud Ready Infrastructure

Episode 2: Show Me the Money – Monetization of the Cloud

Go Beyond
Accelerate customer engagement with Oracle's VAD network and 'Go Beyond' initiative

A 5* Review
Find out how to become a Cloud Excellence Implementer

Win - Win..with Cloud Ready Infrastructure
Key sales play for taking the first steps towards cloud transformation

Show Me the Money -
Monetization of the Cloud

A masterclass on monetizing the cloud

Best regards,

Oracle 'In Touch' Team

To be successful in business, social media can help you to identify new opportunities, profile new contacts, monitor a market or territory. It is a great time and resource saver.


This new Digital Tools for Sales and Marketing eBook shares our experience in using social media tools. It will help you to create your toolbox and define your daily business routine as a salesperson or marketer. You can:


Research - Tools to identify market trends, content, contacts

Explore - Tools to profile contacts and engage in conversations with insights

Manage - Tools to monitor, measure and improve the use of social media


We already shared training videos to learn how to use LinkedIn/Twitter and released an eBook to share new digital & social practices in creating impactful content, engaging events or programmatic campaigns.


Let us be more connected and interact more often. This transformation journey will offer a new partnering experience.


Download the Digital Tools for Sales and Marketing eBook!


We encourage you to share the eBook with your peers, discuss with your Oracle partner manager and tell us about your own practices to inspire each other.


Best regards,


Oracle EMEA Partner Sales Digital Transformation Team


On January 8th, Oracle launched Oracle Sales Central for Oracle PartnerNetwork members, giving them access to the same portal as Oracle sellers, including the vast majority of assets sellers are privy to, anywhere, anytime.


How do I get started using Sales Central?

  1. Connect.  Go to, and bookmark it for future use
  2. Learn.  Click on the video “How Sales Central can help you”, and watch a short 5-minute overview.
  3. Log-in.  Click on “Go to Sales Central”, and use your OPN credentials to log in.
  4. Access Content. Download something you need. Pick a category of Platform, SaaS or Converged Infrastructure, explore Sales Plays, Product Content and Industry Solutions, then select a selling tool such as a battle cards or a customer presentation to download.


O_PartnerDays_clr.png?a=1510930183239Oracle Partner Day is the foundation to building a better future with you, our valued Partner. No matter where you are on your journey to the Cloud, Oracle Partner Days will provide all the tools you need to take that next step as you:

  • ENGAGE with our A&C Leaders to discover how we can help you on your journey to the Cloud
  • LEARN how to consolidate your business in the Cloud
  • SHARE success stories with our wider Partner Network


Oracle Partner Days are just around the corner and we look forward to seeing you there! Spaces are limited. Secure your place and register now by selecting an event in the Oracle calendar below.


OBIC_Business_Calendar_detailed.pngEvents Calendar


ClusterCountryLocationDateLanguageInformation & Registration
ECEMEA74947-flag-south-africa-1958194.jpg South AfricaJohannesburgOctober 26, 2017English See photos from the Event
Western Europe1843734.jpg FinlandHelsinkiOctober 31, 2017FinnishSee photos from the Event
ECEMEA74947-flag-nigeria-1958197.jpg NigeriaLagosNovember 3, 2017EnglishSee photos from the Event
ECEMEA74947-flag-uae-1922920.jpg UAEDubaiNovember 14, 2017EnglishSee photos from the Event
Western Europe1843736.jpg GermanyFrankfurtNovember 14, 2017GermanSee photos from the Event
ECEMEAivory-coast-flag-2623519.png Ivory CoastAbidjanNovember 14, 2017FrenchSee photos from the Event
Western Europe1843731.jpg DenmarkCopenhagenNovember 15, 2017DanishSee photos from the Event
ECEMEA74947-flag-kenya-1958198.jpg KenyaNairobiNovember 16, 2017EnglishSee photos from the Event
Western Europe1843756.jpg SpainMadridNovember 21, 2017SpanishSee photos from the Event
Western Europe1843758.jpg SwedenStockholmNovember 22, 2017SwedishSee photos from the Event
Western Europe1843748.jpg NorwayOsloNovember 30, 2017NorwegianSee photos from the Event
Western Europe1843735.jpg FranceParisJanuary 16, 2018FrenchSee photos from the Event
ECEMEA74947-flag-lebanon-2185402.jpg LebanonBeirutFebruary 6, 2018EnglishSee photos from the Event
Western Europe

1843743.jpg Italy

MilanFebruary 13, 2018ItalianSee photos from the Event
Western Europe1843746.jpg NetherlandsAmsterdamMarch 20, 2018DutchSee photos from the Event
ECEMEA74947-flag-romania-1906742.jpg RomaniaBucharestMarch 21, 2018EnglishSee photos from the Event
ECEMEA1843763.jpg TurkeyIstanbulApril 12, 2018EnglishSee photos from the Event
ECEMEA1843755.jpg RussiaMoscowApril 17, 2018RussianSee photos from the Event





Follow us to get the latest news from EMEA Oracle Partner Days: OBIC_Social_Facebook_detailed.png OBIC_Social_Twitter_detailed.png OBIC_Social_LinkedIn_detailed.png

If your personal Oracle account is not linked to your company’s Oracle account. This means you are missing out on important, secure Oracle PartnerNetwork (OPN) assets and tools not available for public viewing.
We strongly encourage you to update and link your individual account to your company account. By badging to your company ID, you will be able to access OPN secure content, opt-in to OPN Knowledge Zones through the Oracle Partner Store or subscribe to your topics of preference in the new Subscription Center. This will allow you to receive customized product & solution-specific communications aligned to your areas of interest.


bulletProduct updates & enhancements
bulletUpcoming partner enablement focused webinars and live events
bulletOPN certification testing and secure training information
bulletDevelopment & demo licenses
bulletEligibility for Specialization, Exastack Ready, and Validated Integration
bulletOPN program updates and Oracle Partner Store policy updates
bulletHere is a complete list of available benefits.














If your individual profile is not mapped to your company membership ID, or if you do not have access to, follow these two simple steps:


bulletCreate an account or sign in from the Get Started section of the OPN Portal
bulletLink your account to your company ID in Oracle Partner Store (If you don’t know your OPN Company ID or need further assistance, contact your local Oracle Partner Business Center)


Having trouble creating an account? This 5-minute video will guide you through the process.

If you're in an admin role, it is critical to your company’s relationship with Oracle. As a reminder, among core responsibilities like managing the OPN membership & agreements and acting as Oracle’s “go-to” for critical communications, you are also responsible for managing your company’s users and access levels.


We know that employees come and go in the corporate world, so we want to emphasize how vital it is that you continually keep your company’s users up to date to ensure Oracle updates always reach the right contacts in your company.


Please follow the below 2 simple steps and validate your company's users:


  1. Identify & Evaluate your company’s usersoffer
    • Access Oracle Partner Store
    • Select: ‘Accounts’
    • Click: ‘User Management’
    • Filter company users by ‘Active’ status
  2. Update company user role and/or end-date as needed
    • Click: ‘View Details’ to update user
    • offerClick: ‘Contact Role’ and select a different role if needed. (See User Access Roles for detailed information about the different roles.)
    • Enter a date to the: ‘Role End date’ if the user is no longer with the company or they are only allowed role access for a period of time. (For example, if a user is no longer with the company, enter the date you are making the change. Or, if a user is only allowed assigned role access for a period of time – i.e. one year – add the end date accordingly.)

For more information on how to manage memberships, please review the training at the OPN Information Center. (See “Partner Administrator Roles and Responsibilities” video in the “Manage Membership” section).


Thank you in advance for keeping us all up-to-date.

Hosted by Brian Hamel, Senior Vice-President Converged Infrastructure Sales, this years’ VAD appreciation reception took place on October 3rd at the restaurant  Le Colonial, with over 150 participants.


Bharath Natarajan, Ravi Sundaramurthy and Randy Batterson

Dedicated to VADs across the globe, this well established annual event is a welcomed opportunity for VADs to meet and network with their peers and Oracle stakeholders.

Restaurant Le Colonial

The relaxing French colonial Vietnamese ambiance and exquisite cuisine supported networking and discussing the latest announcements from Open World, and gave us the chance to thank our honored VAD community in person for their huge contribution to Oracle’s business success.

As a very exclusive by invitation only event, the Global VAD Executive Forum took place on 4th October - luncheon is the perfect format for the VAD senior management to network and liaise.

Hosted by Brian Hamel, Senior Vice-President Converged Infrastructure Sales, this high-level event took place on October 4th at the Golden Gate Yacht Club.

With 40 VAD executives globally and Oracle senior management including the regional VAD sales leaders Al Patel(EMEA), Dale Weideling (North America), Francislaine Muratorio(LAD) and Lalit Malik (JAPAC), the meeting was to transfer just top key messages during a short presentation.

View of the Golden Gate Bridge

The welcome and introduction to the rich history of the America’s Cup by Norbert Bajurin, Commodore of the GGYC, the stunning view from across the Golden Gate bridge and seated luncheon made this an enjoyable and successful meeting in a very exclusive atmosphere.

VAD Impressions from Oracle OpenWorld 2017

VADs at Oracle OpenWorld 2017: Impressions by Denis Ferrand – Senior Director, Global Vendor Management, ArrowLunch with the VAD Team

Lunch with the VAD Team

ICOS Top management in meeting with Oracle VAD team

Arrow team meeting with Al Patel to maximise our joint opportunity across the board

Arrow team meeting with Al Patel to maximise our joint opportunity across the board

Our fantastic Russian and CIS VADs turning up in force at OOW

Our fantastic Russian and CIS VADs turning up in force at OOW

ECEMEA VAD Executives at the Golden Gate Yacht Club

ECEMEA VAD Executives at the Golden Gate Yacht Club

Our Great VAD Axis covering ZA and SADC (left) and Tech Data EMEA with Paul Thompson already working at 7 in the morning (right)

Our great VADs LinkPlus and Artim from Turkey

Our great VADs LinkPlus and Artim from Turkey

Jacques@Axiz with Oracle SouthAfrica GM, Niral Patel

Jacques@Axiz with Oracle SouthAfrica GM, Niral Patel

By Ulla Strobel, EMEA VAD Marketing Manager


Episode 1: Why Now, Why Oracle

Date: Thursday 27th July 2017 at 10.30am UK/11.30am CET
17 minutes

Host: David Callaghan - Senior Vice President, Oracle EMEA Alliances & Channels

Description: The first in the new look Oracle ‘In Touch’ season. SVP, EMEA Alliances & Channels, David Callaghan explores the Oracle Partner Strategy for the coming year. Supported by Top Tips from the EMEA A&C Leadership team, and launching the Cloud Excellence Implementation programme, ‘Why Now, Why Oracle’ provides everything you need to know to build a bright future in Partnering with Oracle. Available NOW on-demand.


Watch on demand

Episode 2: Show Me the Money

Date: Wednesday 30th August 2017 at 10.30am UK/11.30am CET
25 minutes

Host: Jean-Marc Gottero - Vice President, Digital and Cloud GTM Oracle EMEA A&C

Description: Join Vice President, Digital and Cloud GTM Oracle EMEA A&C, Jean-Marc Gottero for a masterclass in Monetization of the Cloud. This is your opportunity to hear from those Partners adept at adapting their business model for the growing Cloud market and learn more about the Oracle programmes available to support your Cloud growth. Register now and join us on 30th August.


Watch on demand

Episode 3: Win-Win…with Cloud Ready Infrastructure

Date: Wednesday 27th September 2017 at 10.30am UK/11.30am CET

Duration: 25 minutes

Host: Havovi Yazdabadi, Oracle EMEA Systems Channel Sales Leader

Description: Not ready to make the jump to Cloud just yet? Not to worry, EMEA Systems Channel Sales Leader, Havovi Yazdabadi is here to guide you through the first step on your journey towards Cloud transformation. Learn about key sales plays and Partner programs,  engage with regional team leaders to discover this years’ top priorities, and share best practices for success in Partnering with Oracle.


Watch on demand


We really do value your post-cast comments and feedback. Please share your opinions by using the hashtags #OracleInTouch and #EMEAPS. Or email to us at


We look forward to hearing from you!


Best regards,
Oracle 'In Touch' Team

On Tuesday Accenture released new benchmark results on Oracle Cloud Infrastructure: Enterprise Workloads meet the Cloud!


“Companies should be ready to consider moving their Oracle mission-critical workloads to the Oracle Cloud - and reaping the benefits of greater flexibility and more manageable costs.”


Accenture at Oracle OpenWorld 2017


Accenture also launched their Cloud Suite for Oracle to accelerate moving clients to the Cloud.


These releases came on top of an already very packed and successful Oracle OpenWorld 2017 for Accenture. There has been a great partner commitment with more than 70 participants from 16 countries in EMEA. Accenture is a Grande sponsor of the event, with a fantastic and very busy booth and presenting 25 keynote speeches incl. many presenters from our EMEA core team such as Julian Dontcheff and Sergio Peris.


Accenture received the Global Specialized Partner of the Year award for HCM Cloud as well as the Largest Revenue Deal award at the MSP Global Council meeting.


In addition, Oracle team had a number of pre-meetings at Redwood Shores, Accenture participation in Infrastructure Tour, MSP Summit, PaaS Advisory Council and Oracle Cloud Platform Partner Advisory Council.


After Oracle OpenWorld, Oracle team will host the Accenture EMEA team at our Redwood Shores Exec Briefing Center on October 5th, to kick off their new fiscal year. Our results so far have been great, our ambitions for the Alliance much higher.


By Jeroen van Boven, Senior Director, Accenture Alliance

More than 100 Oracle Cloud Managed Service Provider (MSP) partners gathered on Friday 29 October at the Oracle HQ Conference Center in Redwood Shores, for the very first Global Cloud MSP Council.


Penny PhilpotPenny Philpot, GVP, Worldwide Alliances& Channels, hosted the full-day event, opened by Thomas Kurian, President Product Development, with his keynote on Oracle’s Cloud strategy and Oracle OpenWorld 2017  main messages.


MSP GroupAndy Bird, InoappsThis highly interactive business-focused event had Oracle executives presentations as well as key EMEA partners such as Capgemini, Inoapps and Reply sharing their successes and best practices.   


In the workgroup discussions, MSP’s had the opportunity to share business ideas on how to grow the MSP business and make the MSP Program even better - and presented the outcome of these workshops to the Oracle Corporate executives.


Recognized Managed Service Providers


Alistair hopkinsFinally, Alistair Hopkins, Vice President, EMEA & APAC Cloud MSP Sales, and Rich Geraffo, Senior Vice President, North America Technology Division, delivered MSP recognitions to Capgemini in France (1st Global Go-Live), Reply in Germany (1st Order, Lift and Shift Apps Unlimited to Cloud Machine), Accenture in the US (Biggest Total Contract Value Booked), Infosys in APAC (Most Deals Booked) and Inoapps in the UK (Most Innovative).

Congratulations to them!


Learn more on the Oracle Cloud Managed Service Provider (MSP) Program.