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Open Market Model (OMM)

Frequently Asked Questions

Overview
This FAQ document provide partners with information they may need to register deals with Oracle. Please refer to Oracles Open
Market Model (OMM) Policy for specific information on each OMM Deal Registration Initiative.
The FAQs include Oracles current Open Market Model policies , however, Oracle policies are subject to change. Therefore, while you
are encouraged to use these FAQs as a reference, you should always check the Oracle Partner Network
website for Oracles current policies and information.
After reviewing the FAQ document, if you have additional questions, please contact your Channel Manager or your regional OMM
Team alias for more information:

Asia Pacific

ommapac_ww@oracle.com

Europe, Middle East, and Africa

emea-omm_uk@oracle.com

Japan

OMM-OFFICE_JP@oracle.com

Latin America

omm-lad-operations_br@oracle.com

North America

prm-nas_us@oracle.com

Frequently Asked Questions Deal Registration on OPS


Where do I go to submit a Deal Registration?
You can submit a Deal Registration on the Oracle Partner Store.

How do I get access into the Oracle Partner Store?


If your company is new to OPS, the first thing you need to do is request an account. Use the Request an Account link located on the
OPS Homepage in the upper right corner.

I already use OPS; do I need a new access to submit a registration?


If you already have an OPS Account, then no further action is required.

Open Market Model (OMM)


Frequently Asked Questions

How can a partner add additional users?


Any person requiring access to the Oracle Partner Store to submit a Deal Registration must contact their OPS Administrator. The
Administrator can access using the path of: My OPS> User Management> Create New User
I am pretty sure my company has an OPS account, but I dont know who the administrator is. What should I do?
Partners can contact the OPS support aliases (see below) to inquire about who their OPS administrators are.
Are there any special system requirements?
The tool is supported on the following browsers:
Internet Explorer 8 & 9
Firefox 10 and 15
Safari 5
Where can I go for training?
Access Oracles Deal Registration training calendar for information about monthly training sessions. Additional training materials can
be found in the OPS training center.
Who do I contact for support?
For technical support or system issues:

Americas

partnerordering-amer_ww@oracle.com

Asia Pacific

partnerordering-apac_ww@oracle.com

Europe, Middle East, and Africa

partnerordering-emea_ww@oracle.com

Japan

partnerordering-japan_ww@oracle.com

LAD

partnerordering-lad_ww@oracle.com

Who should the partner contact for questions regarding a registration?

Asia Pacific

ommapac_ww@oracle.com

Europe, Middle East, and Africa

emea-omm_uk@oracle.com

Japan

OMM-OFFICE_JP@oracle.com

Latin America

omm-lad-operations_br@oracle.com

North America

prm-nas_us@oracle.com

Open Market Model (OMM)


Frequently Asked Questions

If a partner has registrations in the older Deal Registration system, can they see them in the new system in OPS?
Registrations from the older system are not visible in your OPS Deal Registration list, however, there is a link at the top of the listing
page.
How can I check the status of my Deal Registration?
On the main registration listing page, there is a Status column. Check here to see if your registration is pending approval, approved,
returned for changes, etc.
Are partners notified when registrations are approved, returned, etc.?
Yes. Partners receive email notifications regarding the status changes of their Deal Registrations.
What is the difference between a Registration ID and an Opportunity ID?
A Registration ID is the number created when a Deal Registration is created. When a registration is approved, an Opportunity ID is
created. The Opportunity is the important number. It should be used on orders, ADR requests, etc.
How can a partner escalate an issue with the Top/Broad Market flag in OPS?
All escalations should follow the procedures for escalations listed above.
I cannot access OPS and I have an urgent registration.
If you are having issues accessing OPS, please contact OPS support for your region.
Another option is for the partner to request their VAD submit a registration on their behalf.

Frequently Asked Questions OMM Deal Registration


Initiatives
Resell Initiative
What type of opportunities can be registered in the Resale Initiative?
The Resale Initiative is open to all eligible Oracle Partner Network members to register net-new opportunities for Oracle programs,
hardware, and services and/or license levels for which the partner has current resale rights under a valid Oracle distribution
agreement, including any applicable addenda and/or amendments to end users outside of the Oracle 2000 list. In Europe, Middle
East and Africa only, a partner may register the consulting service element of a deal within the Resale Initiative where that partner is
actively pursuing a license sale that he has registered and that has been accepted within the Resale Initiative for the same end
customer.
Do you have to be an Oracle PartnerNetwork (OPN) member to participate in the Resale Initiative?
Yes, the Resale Initiative is open to all eligible OPN members to register net-new opportunities. You must be an OPN Silver, Gold,
Platinum or Diamond partner with a valid Oracle distribution agreement and resale rights for the Oracle hardware, programs, services,
and/or license levels you include in the registration. Please see the OPN Benefits Table Details web page for additional information.

Open Market Model (OMM)


Frequently Asked Questions

How do you register a Resale opportunity?


Effective November 19, 2012 the Deal Registration submission process moved to the Oracle Partner Store.
Please see above for more details about OPS. You must enter all of the required data elements accurately and submit the Deal
Registration for approval. Based on the region, the registrations are then assigned to an OMM representative for processing. The
OMM representative will communicate acceptance or rejection of the opportunity to the partner, and if accepted, will notify the
appropriate Oracle sales team. Oracle will make a reasonable effort to respond to the partner with Oracles acceptance or rejection
within one to two business days of the date the registration was submitted.
How does Oracle evaluate whether an opportunity on a Resale Deal Registration is net-new?
Each Oracle division has a dedicated regional resource to manage the qualification process as well as all partner communications.
The OMM representative will qualify the opportunity for Resale by (i) determining if the registration is eligible under OMM by checking
if the end user is outside of the Oracle 2000, (ii) verifying that the partner has a valid Oracle distribution agreement and applicable
resale rights, and (iii) establishing whether the opportunity is net-new to Oracle and not an existing opportunity. The OMM manager
will then communicate acceptance or rejection of the opportunity to the partner, and if accepted, will notify the appropriate Oracle
sales teams. Oracle will make a reasonable effort to respond to the partner with Oracles acceptance or rejection within one to two
business days of the date the deal registration was submitted.
What is the process for qualifying Resale opportunities including consulting services? (Available in Europe, Middle East,
and Africa only.)
In Europe, Middle East and Africa only, partners may register the consulting service element of a deal at the same time that they
register the license Resale deal, or may register a consulting services deal separately if they have previously registered a directly
related license Resale opportunity for the same end user and Oracle has accepted the Resale registration and that opportunity is still
being actively negotiated.

The consulting deal that the partner registers must not already be registered as an active opportunity within Oracle's internal
applications, and Oracle must not have knowledge of a pre-existing formal agreement with a different partner to address this
customer account.
The option to register an opportunity including consulting services only applies if the end customer is also located in Europe,
Middle East or Africa.
By registering the consulting deal within OMM, the partner must accept additional terms outlined in the OMM policy.
Can public tenders or solicitations be registered in the Resale Initiative?
Where a customer offers a project for public tender or solicitation, Oracle will treat the registration on a case by case basis.
Prior to accepting the registration, Oracle will verify that the partner is engaged with the customer, is adding value in the sales cycle,
and is a differentiating factor in actually making the customer chooses the Oracle solution.
What if Oracle closes the deal directly despite my approved Resale opportunity?
Where Oracle closes a deal for hardware, programs and/or services that was registered and accepted under the Resale Initiative, the
registered partner will qualify for a Resale fee from Oracle that is 10% of the value of the opportunity. Additional guidelines are
outlined in the Resale Initiative section of the OMM policy.

Open Market Model (OMM)


Frequently Asked Questions

How long is a registration of a Resale opportunity valid?


In all regions, registration of a Resale opportunity will be valid for 365 days from date of acceptance by Oracle and they are good for
one transaction. Partners may request an extension to these terms. Oracle will review the status of the deal and the registration may
be extended at Oracle's discretion with Oracle's approval.
What is the process if multiple partners register the same opportunity?
If more than one partner registers the same Resale registration, the first completed registration that is reviewed and approved by
Oracle will be accepted.
After I register an opportunity, what are the next steps?
The partner will be notified by Oracle usually within one to two business days whether the registration has been accepted or rejected.
If accepted, Oracle will also notify the appropriate Oracle sales teams.

Referral Initiative
Do you have to be an Oracle PartnerNetwork (OPN) member to participate in the Referral Initiative?
Yes. The Referral Initiative is open to all OPN members who have knowledge of an end user who is interested in obtaining Oracle
hardware, program licenses and/or services. Please refer to the OMM policy for additional criteria.
What is the benefit to the partner of the Referral Initiative?
The Referral Initiative provides partners who do not distribute Oracle hardware, program licenses and/or services or who may not be
contractually allowed to distribute certain products, a way to earn money working with Oracle. ISVs who prefer to let their customers
select and purchase their own database can earn a Referral fee by referring the opportunity to Oracle. Similarly, partners who can
distribute technology program licenses but not application program licenses can earn a Referral fee by referring opportunities to
Oracle.
How do you register a Referral opportunity?
Partners can submit referral registrations on the Deal Registration site on the Oracle Partner Store (OPS).
Can an opportunity that has offered for public tender or solicitation be registered in the Referral Initiative?
Projects offered by a customer for public tender or solicitations are not eligible for the Referral Initiative.
How does Oracle evaluate whether my Referral opportunity is net-new?
The OMM manager will qualify the Referral by determining whether the Referral qualifies as a net-new opportunity or is already
registered as an active opportunity within Oracle's internal applications. The OMM manager will then communicate acceptance or
rejection of the Referral to the partner, and if accepted, will notify the appropriate Oracle sales teams. Oracle will make
a reasonable effort to respond to the partner with Oracle's acceptance or rejection within 1-2 business days of the date the Referral
was submitted.
How long is a registration of a Referral opportunity valid?
In all regions, registration of a Referral opportunity will be valid for 365 days from date of acceptance by Oracle. Partners may request
an extension to these terms. Oracle will review the status of the deal and the registration may be extended at Oracle's discretion with
Oracle's approval.

Open Market Model (OMM)


Frequently Asked Questions

How do the Referral payment procedures work?


Except for registrations of Sun x64 and x86 products, upon successful closure of the opportunity transaction, Oracle will pay a fee to
the approved referring partner following receipt of payment from the end user. Partner invoices, purchase orders, or other documents
may be required in certain regions. The partner who referred the opportunity will be notified of the proposed payment and must
confirm acceptance of the payment via a standard Acknowledgment Letter prior to payment.

What is the process if multiple partners register the same opportunity?


If the first qualified opportunity submitted will be accepted and will be eligible for the Referral fee. Second and subsequent
registrations will be rejected.

Additional Practices
What is the process if multiple partners register the same opportunity under different OMM Initiatives?
The first qualified registration submitted would earn approval. For example,, if partner A submits a registration for
Resale and partner B submits a registration for Referral on the same opportunity, then the first qualified opportunity submitted will be
accepted. In addition, in some countries (not including the U.S. and Canada), when an opportunity is accepted under the Referral
Initiative and routed to a partner for Resale execution, a Referral fee may still be paid to the partner who registered the Referral
opportunity. More information on multiple partners submitting registrations is available in the Multi Partner Table section of the Open
Market Model policy.
Can transactions registered under OMM be considered towards Specialization?
Transactions may be considered toward a partners specialization transaction criteria. Please see the Number of Transactions
Validation section on the Detailed Information on Criteria Validation web page on the Oracle PartnerNetwork for additional details.

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