CLOUD IaaS & PaaS PLAYBOOK

IaaS & PaaS PLAYBOOK

INTRODUCTION – ORACLE CLOUD... A PARTNER OPPORTUNITY

Modern industry leaders are constantly looking for ways to create innovative business models that will disrupt their market through digital
technologies, but many enterprises are hindered by a lack of agility that is vital to their ongoing success. The new norm for creating and
deploying a business service is in days or weeks, not months and years anymore.

As part of a fully integrated Cloud offering, Oracle’s Platform and Infrastructure as a Service enable your Customers’ to have increased flexibility, automation
and a more cost-effective control over their entire IT stack, for development and deployment. Oracle is leading the new era of coexistence between On-Premise
systems and Cloud systems with a solution that enables you to move any workload between the two at ease.
Jean-Marc Gottero
EMEA A&C Vice President In order to be successful and thrive in this new way of doing business, we need to fully grasp the opportunities that the Oracle Cloud Platform creates. More
Cloud than ever, we all need to educate ourselves and get access to relevant content sooner. We need to learn from what is working and accept it as the new order,
the new continent. To facilitate this very essential step of getting ourselves in the new model, we saw the need for a reference document that will consolidate
in one place everything you need and want to know about Platform and Infrastructure as a Service with Oracle. This is our PaaS and IaaS guide, the second
volume of our Cloud handbook. It is now ready and available; we are making a commitment to keep updating it so it stays as the ultimate place for education.
I cannot emphasize enough how this is a must-have for all of us to be successful in the current Cloud era. It all starts here. Good training, good selling!

Jean-Marc is driving the solutions development, recruitment
and enablement of Cloud Partners across the entire ecosystem.
He is responsible for creating and driving Cloud sales strategy
and programs as well as the engagement model to accelerate
Oracle, and Partners’ success in the Cloud. With a rich history
and experience in the IT industry, Jean-Marc is recognized as a
thought leader on the topics of Cloud, partnering and channel
development as well as go to market models.
Jean-Marc reports to David Callaghan EMEA A&C SVP and is
a member of both management teams EMEA A&C, led by
David, and EMEA SaaS Board led by Alain Blanc, EMEA
Applications SVP.
Gottero joined from Cisco, where he was most recently
Managing Director for the Strategic Partners organization across
EMEA, driving more than 2B$ of business. He incubated in 2011
the Cloud business and set up the first Cloud GTM/team.
Other responsibilities at Cisco included head of strategy
for the Partner organization, sales leader for the financial
service industry and consulting leader in the Internet Business
Solutions Group.
Before joining Cisco, Gottero was founder and Partner of
Andersen Business Consulting in France, driving Financial
Services practice and enterprise transformation for 10 years.

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IaaS & PaaS PLAYBOOK

CONTENTS

IaaS & PaaS WHY ORACLE? THE IaaS GO TO MARKET GO TO MARKET YOUR DEFINITIVE READY TO LEARN
OPPORTUNITY ACCELERATE YOUR OFFERING? WITH IaaS WITH PaaS GUIDES MORE? JOIN US
FOR PARTNERS BUSINESS ON THIS JOURNEY
The Cloud Opportunity Go to Market with IaaS PaaS 4 SaaS PaaS: Empowering
The Value of IaaS & PaaS… the Digital Transformation
 Accessing Demo
Oracle Cloud Migrate Oracle Development Cloud
Cloud Adoption Oracle Cloud Solution Environments
Applications to the Integrate. Accelerate.
Complete infrastructure Document Cloud
Cloud Adoption: Oracle Overview Cloud Lead – Meet Your Open Market Model –
for Enterprise
The Driving Force Business Modernisation Platform Register Opportunities
Setting Partners Up Workloads Move Oracle Database
for Success with Oracle
Iaas & PaaS Market for Success with Oracle & Data Management
Oracle IaaS –
Forecast Non-Oracle workload Cloud PaaS for Dummies Partner Business Centre
Commerical What’s Unique
to the Cloud – EMEA Partner
The Market is Growing Propositions A Guide to an
Business Center
Fast – (PaaS) Oracle Ravello Integrated Approach to
Today's Issues Join the Oracle Cloud
Oracle Cloud Iaas & Migrate VmWare or
Platform Partner
Paas KVM to the Cloud
Community

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IaaS & PaaS PLAYBOOK

IaaS & PaaS

OPPORTUNITY
FOR PARTNERS


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THE VALUE OF CLOUD ADOPTION

CLOUD MARKET TRENDS

THE MOVE TO Companies of all sizes are moving to the PUBLIC CLOUD SERVICE MARKET
THE CLOUD Cloud for its many benefits:
The overall Cloud computing growth rate is 5x more than the overall IT growth rate!
RAPID INNOVATION
Rapidly build, deploy and manage rich new
applications and extend SaaS apps with
custom code.

STANDARDIZATION & EFFICIENCY

Run workloads in the Cloud for instant value, 2016
$210B
productivity and efficiencies.

FLEXIBILITY
Scale easily to quickly meet business demands.
5X
CLOUD
GROWTH

2010
COMPETITIVE ADVANTAGE
Empower line of business and improve the speed
of decision making without CapEx investments.
$77B GROWTH

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CLOUD ADOPTION: THE DRIVING FORCE

TOP 10 BUSINESS REQUIREMENTS DRIVING CLOUD ADOPTION

MULTI-SYSTEM/CLOUD NEW PROJECT CONNECTED INFRASTRUCTURE ON-PREMISE UPGRADE

RATIONALIZATION PILOTS COLLABORATION INVESTMENT AVOIDANCE AVOIDANCE

GLOBAL SHARED SERVICE ACQUISITIONS & SUBSIDIARY NEW MARKET

EXPANSION INITIATIVE DIVESTITURES STRATEGY ENTRY

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IaaS & PaaS MARKET FORECAST

CLOUD: EXPECTED GROWTH OF IAAS & PAAS MARKET

IAAS & PAAS MARKET FORECASTS, $B

35.2B

13.4B 14.6B
5.8B

2015 2019
18.7B 49.7B IaaS
PaaS

Source: IDC WW Semiannual Public Cloud Services Tracker – H1 2015; Gartner Public Cloud Services, WW, 2013-2019, 3Q15 update

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THE MARKET IS GROWING FAST

PLATFORM AS A SERVICE (PAAS)

ACROSS THE GLOBE, PAAS ADOPTION IS ON FIRE!

$9.30B $4.99B $2B $723M

17% 17.2% 17.9% 22%
CAGR CAGR CAGR CAGR

$4.99B $3.12B $1.2B $329M

2014 2018 2014 2018 2014 2018 2014 2018

NAS PaaS EMEA PaaS APAC PaaS LAD PaaS

MARKET GROWTH MARKET GROWTH MARKET GROWTH MARKET GROWTH

Source: Gartner “Survey Analysis: Geographic Differences Among Buyers – Cloud Services Planning, Adoption and Strategy, 2015,” Feb 27, 2015

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ORACLE CLOUD IaaS & PaaS

COMPETITIVE DIFFERENTIATORS

SEAMLESS PORTABILITY OF HETEROGENEOUS WORKLOADS COMPLETE & OPEN CLOUD INFRASTRUCTURE AND
FROM PREMISES & CLOUD PLATFORM TECHNOLOGY
 Simplifies Migration for large Enterprises – Unix, VMWare, KVM,  Enables large and mid-size Enterprises to standardize for a variety of
Docker, Linux, Windows different workloads

COMPLETE AUTOMATION LOWERS MANAGEMENT COSTS BEST PERFORMANCE AND SCALABILITY

FOR CUSTOMERS  Breakthroughs in Engineering Design provides differentiated
Performance & Scale
 Lowers Run and Manage Costs by more than 30% compared to other
Clouds
PRE-INTEGRATED WITH ORACLE’S BROAD SAAS
APPLICATIONS PORTFOLIO
 Extend and Integrate SaaS Applications using IaaS & PaaS

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IaaS & PaaS PLAYBOOK

WHY ORACLE?
ACCELERATE
YOUR BUSINESS


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IaaS & PaaS

THE ORACLE CLOUD SOLUTION

PaaS

IaaS



ORACLE DATA CENTER COMPUTE STORAGE NETWORK YOUR DATA CENTER

ORACLE CLOUD ORACLE CLOUD MACHINE

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ORACLE OVERVIEW

ONE PLATFORM, MANY USES

EXTEND SAAS TO SIMPLIFY SHARE DOCUMENTS BUSINESS INTELLIGENCE

SUPPORT UNIQUE ENTERPRISE IN THE CLOUD IN THE CLOUD
REQUIREMENTS MOBILE
CONNECTIVITY

SOCIAL
DATABASE JAVA DEVELOPER MOBILE DOCUMENTS NETWORK BIG DATA ANALYTICS MESSAGING PROCESS INTEGRATION

MOVE DEV AND TEST MOVE PRODUCTION ANALYZE BIG DATA INTEGRATION AND
TO THE CLOUD WORKLOADS TO IN THE CLOUD HYBRID CLOUD
THE CLOUD MANAGEMENT

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SETTING PARTNERS UP FOR SUCCESS

GETTING STARTED
TRANSFORMATIVE CLOUD PROGRAMS FOR OPN
MEMBER DIFFERENTIATION AND RECOGNITION
CLOUD ELITE

Customers are looking for the right Partners to deliver solutions to help
streamline and grow their businesses. New Oracle PartnerNetwork (OPN)
Cloud designations offer Partners the opportunity to showcase expertise,
skills and investment in the Oracle Cloud. Mapped to the model in which
CLOUD PREMIER
you engage and the maturity of your Cloud business, these designations
complement existing OPN program levels to provide you with varying
levels of recognition and benefits.

Click here to learn more about how to differentiate with Oracle Cloud and
Oracle PartnerNetwork. CLOUD SELECT

CLOUD STANDARD

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SETTING PARTNERS UP FOR SUCCESS
DIFFERENTIATE YOUR OFFERINGS
See business innovation
in action
Watch how Oracle Cloud drives
business innovation in your
business. From sales to supply
chain, from database to social
networks, see how it works.
Click here to go to Oracle Cloud
demos
Are you ready to dive in and start?
Let an Oracle Cloud expert help
you quickly get on your way
Click here to contact an Oracle
representative
Test-drive a wide range of Oracle
Cloud services
The best way to see what Oracle
Cloud services can do for you is to
try them.
Click here to go to Oracle’s free
trials
Reimagine your business at Oracle
CloudWorld
What if technologies like Cloud,
mobile, social, big data and
analytics were native to your
business operations? You could re-
envision your business model and
processes.
Click here to go to Oracle
CloudWorld events
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COMMERCIAL PROPOSITIONS

RESELL ORACLE CLOUD IAAS & PAAS

STEP 1 STEP 2 STEP 3

Review Available Products Check Criteria Apply to Distribute

Step 1: Click here to review available products Step 2: Click here to view the full criteria Step 3: Click here to apply

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IaaS & PaaS PLAYBOOK

THE
IaaS
OFFERING?


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THE CLOUD OPPORTUNITY

CLOUD TRANSFORMATION IS JUST GETTING STARTED

PORTION OF SERVER SHIPMENTS TO PUBLIC CLOUD VENDORS

60M servers shipped in last 5 years


5 years is the optimal server

lifespan
13.6 6-7% of these shipments to Cloud

11.6 12.3
9.7 10.5 vendors
Server shipments increasing at

~9-10% YoY

2011 2012 2013 2014 2015 Server shipments to Cloud


providers increasing at 35-42% YoY

X86 SERVER SHIPMENT (M) SERVERS RUNNING PUBLIC CLOUD INFRA

93+% OF WORLDWIDE WORKLOADS YET TO MOVE TO THE CLOUD

IN < 5 YEARS – 40-50% SERVER SHIPMENTS WILL HAPPEN TO THE CLOUD VENDORS

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THE CLOUD OPPORTUNITY

WHY IAAS SHOULD MATTER TO ORACLE AND OUR PARTNERS

IAAS & PAAS MARKET FORECASTS, $B

 IaaS is very important for Oracle’s Partners and Customers

 IaaS is very important strategically to Oracle, a great chance for

the channel

 Additional Partner business as IaaS is a very profitable and low

Customer churn business

35.2B

13.4B 14.6B
5.8B

2015 2019
18.7B 49.7B

IaaS PaaS

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ORACLE CLOUD

WHY IS IAAS STRATEGICALLY IMPORTANT?

ORACLE PARTNERS  Help Customers to shut down their data centers, move workloads to the Cloud, and see
CAN: IaaS & PaaS as a unified solution to move their workloads

 Advise their Customers to work with as few Cloud Vendors as possible to streamline
their devops, operational, and contracting processes

 Differentiate themselves towards Customers as they do not want to use a Cloud that
only supports one software vendor’s technology stack

 Grow their business as IaaS is a very large, very profitable, low Customer churn market;
an Oracle must win market

 Lead the combination of IaaS & PaaS – a critical combination to succeed; you cannot
win one without the other

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ORACLE CLOUD
BENEFITS OF IAAS
Provide Customers with a Software
Defined Virtualized Data Center with
cost effective Compute, Storage, and
Network Resources
Differentiate with Predictable
Performance & Isolation, Ease of
Workload Migration, Visibility & Control
for CIOs, & Hybrid Deployment
Supporting Mission Critical Workloads
with differentiated Scalability, Reliability,
and Security
Saving Customers cost of Data Centers,
Servers, Storage, Networking, and Labor
by making hardware programmable
(Oracle IaaS removes upwards of 30% of
comparable On-Premise Infrastructure
costs)
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COMPLETE INFRASTRUCTURE FOR ENTERPRISE WORKLOADS
ORACLE INFRASTRUCTURE AS A SERVICE
ORACLE COMPUTE CLOUD SERVICE FOR PARTNERS
At competitive costs, this platform provides access to the same servers and
infrastructure used to deploy and run Oracle’s Public Clouds, along with SaaS
applications and PaaS tools. IT staff can make the most of complete network
isolation and exclusively assigned servers to maximize performance.
BUSINESS BENEFITS:
• Speed up innovation and agility by spinning up virtual-machine instances
in minutes through an on-demand, self-service portal that’s based on your
business demands
• Utilize precision performance by using a predefined, isolated environment to run
legacy Oracle or third-party workloads
• Achieve enterprise-grade security that doesn’t compromise performance or
high-availability (HA) capabilities
• Securely access your IT through a dynamic firewall that safeguards your virtual-
machine instance and SSH keys from fraudulent activities
Click here to learn more
ORACLE STORAGE CLOUD SERVICE FOR PARTNERS
With zero capital expenditure, Oracle Storage Cloud delivers easy-to-use storage
capacity to IT professionals, allowing them to store and retrieve files and data in
Oracle’s secure and highly scalable Public Cloud whenever and wherever they wish.
BUSINESS BENEFITS:
• Take advantage of a highly available storage solution that scales with your
company growth
• Gain an industry-leading IaaS platform with zero upfront hardware expenditure
or investment
• Access data simply and securely, anytime anywhere, across any device
• Regulate who has read and write access to your business-critical documents,
thanks to granular access control
• Provide efficient archival storage for application and workloads that require
long-term retention
Click here to learn more
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COMPLETE INFRASTRUCTURE FOR ENTERPRISE WORKLOADS
ORACLE INFRASTRUCTURE AS A SERVICE
ORACLE NETWORK CLOUD SERVICE FOR PARTNERS
A secure, high-performance, high-bandwidth solution, Oracle Network Cloud
Service empowers enterprises to freely connect any On-Premises Data Center to
Oracle Cloud. It includes site-to-site VPN service and FastConnect offerings to cater
for both latency-sensitive and data-heavy applications.
BUSINESS BENEFITS:
• Safely and securely extend your on–premises network to your dedicated Oracle
Compute zone through site-to-site VPN
• Gain high-bandwidth connections between your data center and Oracle Cloud
Services thanks to FastConnect
• Simplify your processes to create a robust yet easily accessible VPN gateway
and connection in just a few steps
• Enhance security and performance by using symmetric key encryption
Click here to learn more
ORACLE RAVELLO CLOUD SERVICE FOR PARTNERS
Oracle Ravello Cloud Service simplifies taking VMware applications to Public
Clouds. What’s more, it automatically discovers, preserves and runs multiple VMs
and networking topology in the Cloud, eliminating the need for time-consuming
modifications and enabling businesses to scale and accelerate their journey to the
Cloud.
BUSINESS BENEFITS:
• Simple lift and shift of VMware applications to the Cloud without requiring and
modifications
• Diminish CapEx and OpEx thanks to simple and fast migration of applications
from On-Premises to the Public Cloud
• Improve productivity by using familiar tools and skill sets from On-Premises
applications
• Easily scale with on-demand large deployment in all geographic locations
Click here to learn more
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ORACLE IaaS

WHAT’S UNIQUE

SCALE BUSINESS AND

PERFORMANCE ACCELERATE CLOUD
TRANSFORMATION

RELIABILITY

SECURITY & GOVERNANCE

CHOICE

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SUB &
IaaS HEADING
PaaS PLAYBOOK

HEADING

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siminum comnis quis aut qui que liquuntia doles sinctur?

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derae ex et et estrum aperempore doluptur AM FUGIAM AUT QUATUR? AM FUGIAM AUT QUATUR?

GO TO
sed que pa doloribus autaturest, nossed
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istorepudi veles et odi vent fugitatur? Uga. istorepudi veles et odi vent fugitatur? Uga.

MARKET
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temporibus ut unt re ni rat qui tem quodiatiorro
maion por susam, que volupti aepudit eosa
voles ex et fuga. Ed quistru ptaturenimus
archica tasperem volendae qui quo eum
Cores eaqui utecatin et idel ma voloreicatis
ullor reperum restrume poresti consecto vel
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cor aceperum fuga. Evel ma con coratiossit
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Cores eaqui utecatin et idel ma voloreicatis
ullor reperum restrume poresti consecto vel
expliqui dolor reicillandae nisto blaborum cor
aceperum fuga.

WITH IaaS
expliqui offic to eius dolupta tetur, nus dolorep
ellecuptatem faceaturepre iur, officipis volum
quide dit faccae nes minctas siminimus,
eumento odis et vellitatur?
eumqui debit dolut videnis que cusdaepedit, Evel ma con coratiossit quisquatur sim landion
toresciati vel molorer chilitas ne pa quatet cullabore solorrum id eumqui debit dolut
laborec videnis que cusdaepedit, toresciati vel molorer
chilitas ne pa quatet laborec


24 / 49
GO TO MARKET WITH IaaS

MIGRATE ORACLE APPLICATIONS TO THE CLOUD

ORACLE SOLUTION
CUSTOMER PROBLEM: A PARTNER OPPORTUNITY  Elastic Compute with Multi-OS Support
 Customer/Partner plans upgrade to On-Premise Oracle Application but wants to test  Dedicated Compute for larger Customers
new version first
 Oracle PaaS (Oracle DBaaS for Database Tier,
 Customer/Partner needs Disaster Recovery for Oracle Applications but does not have it Integration Cloud, Mobile Cloud, etc.)
On-Premise
 Customer/Partner wants to migrate to SaaS but wants to step into Cloud by running VALUE PROPOSITION
Apps on IaaS first
 Rapidly provision Oracle Applications with pre-
packaged templates on Oracle Cloud
 Packaged Tools provide complete migration from
I’m mainly My application On-Premise to Cloud
using Oracle server standard  Centralize management with Enterprise Manager
I’m running DB 10g is JBoss I have lots of
Oracle E-Business Oracle Forms
Suite applications OPPORTUNITY IDENTIFICATION
 Test-Dev for Oracle Applications
 Disaster Recovery for Oracle Applications

25 / 49
MIGRATE ORACLE APPLICATIONS TO THE CLOUD

BENEFITS

PERSONAS
PARTNER BENEFITS
 VP Application Development
 Application Architects
 Director IT, DB Admin, Infrastructure Architect
 New services to migrate Apps Cloud

SOLUTION COMPONENTS  Extending IaaS & PaaS services

 Lead: Compute Cloud Service, DBCS, ICS, MCS, BICS, ExaCS  Templates to accelerate project and
differentiate competition
 Add: DB Backup Service, FastConnect
 Opportunity to consolidate Oracle
and non-Oracle workload
TARGET ACCOUNTS
 Manage services in Public Cloud
 All EBS, PSFT, JD-Edwards, Hyperion, Siebel, VCP, OTM Customers and OCM On-Premise

26 / 49
MOVE ORACLE DATABASE WITH ORACLE & NON-ORACLE WORKLOAD TO THE CLOUD

LIFT AND SHIFT TO THE CLOUD

ORACLE SOLUTION
CUSTOMER PROBLEM: A PARTNER OPPORTUNITY  Elastic Compute with Multi-OS Support
 Hardware is getting old, Customer/Partner do not want to invest upgrade to the Cloud  Dedicated Compute for larger Customers
 Customer/Partner wants to migrate to Database Cloud Service but do not want to  Oracle PaaS (Oracle DBaaS for Database Tier,
upgrade and certification Integration Cloud, Mobile Cloud, etc.)
 Customer/Partner wants to move Development & Testing to the Cloud
 Customer/Partner needs Disaster Recovery for Oracle Database but does not have it On- VALUE PROPOSITION
Premise  Predictable performance
 Packaged Tools provide complete migration from
On-Premise to Cloud
I’m mainly My application  Centralize management with Enterprise Manager
using Oracle server standard
I’m running DB 10g is JBoss I have lots of
Oracle E-Business Oracle Forms OPPORTUNITY IDENTIFICATION
Suite applications
 Test-Dev for Oracle Database + Oracle/Non-Oracle
workload
 Disaster Recovery for Oracle Database + Oracle/
Non-Oracle workload
 Hardware refresh
 Consolidation, Transformation

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MOVE ORACLE DATABASE WITH ORACLE & NON-ORACLE WORKLOAD TO THE CLOUD

BENEFITS

PERSONAS
PARTNER BENEFITS
 VP Application Development
 Application Architects
 Director IT, DB Admin, Infrastructure Architect
 New services to migrate Oracle &
Non-Oracle workload to Cloud
SOLUTION COMPONENTS
 Extending IaaS & PaaS services
 Lead: Compute Cloud Service, DBCS, ICS, MCS, BICS, ExaCS
 Templates to accelerate project and
 Add: DB Backup Service, PaaS differentiate competition
 Opportunity to consolidate Oracle &
TARGET ACCOUNTS non-Oracle workload
 All Oracle DB + FMW Customers /Partners  Manage services in Public Cloud &
 Any application (non-Oracle) connects to Oracle DB OCM On-Premise

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ORACLE RAVELLO

MIGRATE VMWARE OR KVM TO THE CLOUD

ORACLE SOLUTION
CUSTOMER PROBLEM: A PARTNER OPPORTUNITY  Use Ravello to transparently lift and shift VMWare
 Customer /Partner has large VMWare or KVM footprint for test-development and and KVM Workloads to the Cloud without any
production systems changes
 Customer/Partner wants to shut down Data Center but cannot migrate VMWare/KVM to  Combine with DBaaS for their Database
any Cloud easily
VALUE PROPOSITION
 Lift and shift VMWare and KVM workloads without
any changes
 40-60% cost savings vs. VMware On-Premise
I’m mainly My application  Agility & Scalability
using Oracle server standard
I’m running DB 10g is JBoss I have lots of
Oracle Forms
OPPORTUNITY IDENTIFICATION
Oracle E-Business
Suite applications  Customer with large pool of Virtualized Servers
running VMWare or KVM
 Customers struggling to migrate VMware based
applications to AWS, Azure

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MIGRATE VMWARE OR KVM TO THE CLOUD

BENEFITS

PERSONAS
 CIO/VP of IT, CTO/Infrastructure Architect
 VP Application Development
 Director IT of Infrastructure
SOLUTION COMPONENTS
 Lead: Ravello
TARGET ACCOUNTS
 National, Enterprise Customers
 Customers/Partners running lots of VMs
PARTNER BENEFITS
 No risk and no extra costs of
migration to the Cloud
 Extending new services using IaaS
& PaaS
 Open opportunity to consolidate
Oracle and non-Oracle workload
 Manage services in Public Cloud
and OCM On-Premise

 SMB or ISV Customers/Partners

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SUB &
IaaS HEADING
PaaS PLAYBOOK

HEADING

SIDE BAR TITLE Il minctum faceatis eaqui re qui ommos utatur? Quibusandel ma sequam et volescitas aut liquodi gendia conessit ari vid exeri nita
siminum comnis quis aut qui que liquuntia doles sinctur?

Agnihil latuscia pedia cusamet ipsapel ibusante XIM ESTIS NONSEQUISQUE DOLUPICIL ETUR XIM ESTIS NONSEQUISQUE DOLUPICIL ETUR
derae ex et et estrum aperempore doluptur AM FUGIAM AUT QUATUR? AM FUGIAM AUT QUATUR?

GO TO
sed que pa doloribus autaturest, nossed
magnimillaut ressit aut ium, sediora Ihiciaes expeleniasi alit liam harumqu Ihiciaes expeleniasi alit liam harumqu
istorepudi veles et odi vent fugitatur? Uga. istorepudi veles et odi vent fugitatur? Uga.

MARKET
Lam sin culparibus ipsunt mo voloribusto
temporibus ut unt re ni rat qui tem quodiatiorro
maion por susam, que volupti aepudit eosa
voles ex et fuga. Ed quistru ptaturenimus
archica tasperem volendae qui quo eum
Cores eaqui utecatin et idel ma voloreicatis
ullor reperum restrume poresti consecto vel
expliqui dolor reicillandae nisto blaborum
cor aceperum fuga. Evel ma con coratiossit
quisquatur sim landion cullabore solorrum id
Cores eaqui utecatin et idel ma voloreicatis
ullor reperum restrume poresti consecto vel
expliqui dolor reicillandae nisto blaborum cor
aceperum fuga.

WITH PaaS
expliqui offic to eius dolupta tetur, nus dolorep
ellecuptatem faceaturepre iur, officipis volum
quide dit faccae nes minctas siminimus,
eumento odis et vellitatur?
eumqui debit dolut videnis que cusdaepedit, Evel ma con coratiossit quisquatur sim landion
toresciati vel molorer chilitas ne pa quatet cullabore solorrum id eumqui debit dolut
laborec videnis que cusdaepedit, toresciati vel molorer
chilitas ne pa quatet laborec


31 / 49
PaaS 4 SaaS

EXTEND, INTEGRATE AND MOBILISE YOUR SAAS APPLICATIONS

53% of organisations have seen innovation hindered due to an inability to integrate systems they have and other Clouds they use.

HOW MANY SAAS APPLICATIONS DO YOU OWN TODAY?

ERP EPM HCM TALENT

CUSTOMER
SALES CPQ SCM
SERVICE

SOCIAL RELATIONSHIP MANAGER

EXTEND SaaS WITH PaaS
 Rapidly build new functionality
 Quickly create new mobile apps
 Securely share SaaS related documents
For more information visit here
INTEGRATE SaaS WITH PaaS
 Simplify connections and processes
 Innovate faster with less cost
 Manage all connections in one place
 Zero learning curve for hybrid integrations
ANALYSE SaaS WITH PaaS
 Blend SaaS data with other Enterprise Data
 Blend SaaS data with older on prem Apps
 Data Visualisation for line of business users
 Analytic mash-up for line of business users

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PaaS 4 SaaS

QUESTIONS TO ASK YOUR CUSTOMER

CUSTOMER PROFILE
 Customers who have purchased and deployed multiple SaaS products
 Customers who have requirements to Extend/Integrate/Analyse their existing service
 Customers who want to do more with their SaaS services

1. Do you have multiple SaaS solutions?
2. Are you replicating data across different SaaS solutions?
3. Do you find users entering the same data on multiple
SaaS applications?
4. Do you want to add functionality to SaaS applications but
find it difficult to do so?
5. Are you under pressure to make SaaS services available
on mobile devices?
6. Have you found traditional integration solutions complex
and expensive?
7. Would you like to empower business users to integrate
Apps the way that works for them?
8. Would you like to unlock and use your data both
On-Premise and in the Cloud?
9. Does the business want access and be able to mash-up
data across all platforms?
10. Can you stand in front of your Board and show data TARGET IT OPS AND LOB
visually from all your applications?

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DEVELOPMENT CLOUD

TEST AND DEVELOPMENT ON PAAS

Savings of up to 59% compared to running development environments On-Premise. REMEMBER... THESE NUMBERS ONLY
TELL HALF OF THE STORY...
Consider ALL of the costs involved in the setup and running of a development environment. In addition to cost savings, consider agility
and speed, and you will see a huge reduction in the number of steps taken to provision a database. The comparisons shown here only
demonstrate the time and effort relating to
provisioning without any troubleshooting.
ORACLE CLOUD PLATFORM: CORPORATE IT AND DBAs In reality, steps don’t always execute first
time round so you’d need to budget time
RAPID PROVISIONING AND ECONOMICS and money to fix issues. Oracle Cloud has
COST PROVISIONING preprogrammed capabilities with drag and
drop functionality – allowing an integration
connection, mobile application, business
process, to name but a few, to be created in
OPERATIONS just a few clicks.
VALUE
CREATION

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For more information visit here

SOFTWARE
STEPS STEPS
HARDWARE

FACILITIES

ON-PREMISE ORACLE CLOUD ON-PREMISE ORACLE CLOUD

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DEVELOPMENT CLOUD
QUESTIONS TO ASK YOUR CUSTOMER
1. How long does it take you to provision a T&D
environment?
2. What percentage of your current On-Premise estate is for
T&D?
3. Do you currently use any other Cloud services for T&D
and do they allow you to easily transfer between Cloud
and On-Premise?
4. According to surveys, the operational elements (backup,
patching, upgrading etc) of running a DB environment
represent 59% of the total cost – would this be true for
you?
5. Would it be advantageous to you to only pay for the time
your T&D is running?
6. Does the business feel that you (IT) respond quickly to
requests for services?
7. What would it mean to you to be able to fail (or succeed)
quickly?
8. Do you understand why a Platform approach secures
your future better than an Infrastructure approach?
9. Do you need a continuous delivery platform?
10. Would it be beneficial to be able to build applications
directly on the Database without coding Java?
TARGET DEV OPS AND IT OPS
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DOCUMENT CLOUD

DOCUMENT AND FILE MANAGEMENT ON PAAS

61% of employees confess they do not delete confidential documents (in violation of company policy), or
accidentally forward files or documents to unauthorized recipients. Document Cloud is the next-gen Cloud- WHAT IS IMPORTANT TO YOU?
based content collaboration solution, built for the enterprise with robust security, application integration and
mobile enablement.  Offline access?
 Access from any device?

ONEDRIVE 4  Web access as well?

BOX IBM DROPBOX ORACLE*
BIZ (MSFT)  Hybrid sharing?
Complete Cloud (Public, Private, hybrid)  Multi-user co-authoring?

User Experience  Collaboration with Partners?

 Revision control?
Data Sync
 Be able to integrate with other products?
Integration with Oracle Cloud Apps

Security
REMEMBER...
Integration with Vendors Information Worker Suite

Single Vendor Accountability (IaaS, PaaS, and SaaS) Oracle Cloud provides breadth and depth of services across
SaaS, PaaS, and IaaS offerings. As an Oracle PaaS offering,
Developer Community Oracle Documents Cloud services such as Process Cloud.
Centralized Cloud Management And, the developer platform lets you integrate your custom
applications through embeddable user interfaces and REST
Mobile Clients and Integration APIs.
Partner Ecosystem
For more information visit here

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DOCUMENT CLOUD
REASONS FOR DOCUMENT CLOUD ON ORACLE PAAS
1. Work offline and sync later when you are connected
2. Store any type of file – document, audio, video,
photo etc.
3. Securely share files with internal and external colleagues
4. Access from any device, desktop, web, iPhone, iPad and
Android
5. Multi-user co-authoring and document rating
6. Full text search across documents both On-Premise
and Cloud
7. Enterprise class encryption, auditing, permission
controls, secure links and auto backups
8. Create links to documents with automatic expiry dates or
with access code requirements
9. Seamless integration with Desktop for simple file
management in a familiar format
10. Powerful APIs to integrate with other Oracle or non-
Oracle Cloud apps. Brilliant opportunity to integrate with
PCS and MCS
TARGET LOB AND IT OPS
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BUSINESS MODERNISATION

USE PAAS TO MODERNISE YOUR BUSINESS

78% OF EMEA Organizations using PaaS have reported operational savings of up to 50% compared to having individual development teams
BUSINESSES manage their own siloed technology stacks.

SURVEYED STATED WHY DO THEY LOVE PAAS?

THAT THE ABILITY
TO RAPIDLY DEVELOPERS BUSINESSES
DEVELOP, TEST,
AND LAUNCH
NEW BUSINESS
APPLICATIONS
IS CRITICALLY
IMPORTANT TO
GREATER SPEED MORE FOCUS ON FASTER TIME INCREASED
THE SUCCESS OF AND AGILITY CREATING APPS TO MARKET STANDARDIZATION
THEIR BUSINESS

SELF-SERVICE LESS COMPLEXITY NO CAPEX: GREATER PRODUCTIVITY

For more information visit here ENVIRONMENTS AND OVERHEAD PAY AS YOU GO AND INNOVATION

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BUSINESS MODERNISATION

QUESTIONS TO ASK YOUR CUSTOMER

1. How much are you currently spending to maintain your legacy Oracle environments?

2. What would the cost implications be to your business if you suffered issues such as legislative
non-compliance?

3. How quickly can your current systems respond to business/industry demands & trends?

4. How quickly are your competitors reacting to business/industry demands & trends?

5. Are you under pressure from the business to deliver projects quicker?

TARGET IT OPS AND LOB

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DATA MANAGEMENT CLOUD

DATA MANAGEMENT ON PAAS

THE RIGHT DATA All Customers need to understand the types of data they have and
IN THE RIGHT the value it holds for their business. Why pay for the highest spec for
everything? When data is smartly segregated costs can be significantly
LOCATION AT THE reduced whilst maximizing the ease of access. Big Data
RIGHT COST
Cloud
Big Data
BENEFITS OF STORING DATA IN THE ORACLE CLOUD SQL Exadata
Cloud Cloud
Easy, cost effective solutions and services with:
 Same: Architecture, software and skills – On-Premise or Cloud DATA
 Secure: Enterprise-grade data protection and privacy MANAGEMENT
Big Data
 Scalable: Eliminate storage hardware planning with capacity Preparation Database
on-demand Cloud Cloud
 Reliable: Redundancy policies that ensure your data is highly
available Database NoSQL
 Simple: Manage data through a RESTful Web Service or Java library Backup Database
Cloud Cloud

For more information visit here

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DATA MANAGEMENT CLOUD

QUESTIONS TO ASK YOUR CUSTOMER

QUESTION ANSWER

Do you currently use tape to backup or Oracle Databases? Database Backup Service

Do you have structured data < 2TB in size that needs to be frequently accessed? Database Cloud Service

Do you have structured data that meets any of the following criteria:

1. Greater than 2TB and less than 168TB in size and needs to be frequently accessed? Exadata Service
2. Mission critical to business?
3. Has high performance non-functional requirements?

Do you have structured or unstructured data that is infequently accessed e.g. kept mainly for
Archive Service
regulatory reasons?

Do you have unstructured data that you are looking to store? Object Storage Service

TARGET ARCHITECTS AND

Do you have significant volumes of unstructured data that you are looking to analyse in-depth? Big Data Cloud Service
IT OPERATIONS

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SUB
IaaS &
HEADING
PaaS PLAYBOOK

DEFINITIVE
GUIDES


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PaaS: EMPOWERING DIGITAL TRANSFORMATION & INTEGRATE. ACCELERATE. LEAD

YOUR DEFINITIVE GUIDES

PLATFORM AS A SERVICE: EMPOWERING DIGITAL INTEGRATE. ACCELERATE. LEAD – MEET YOUR PLATFORM
TRANSFORMATION FOR SUCCESS
Cloud adoption is growing rapidly and has evolved from application software delivered Innovation, business agility, a better Customer experience—the potential benefits of Cloud
as a service to infrastructure delivered as a service. In parallel, mobile devices and have made it a key component in enterprise IT strategies, with more than 90 percent of
applications and the emergence of open source development tools and resources have companies adopting Cloud computing to some degree. But with so many disconnected
changed the landscape of IT development and operations, requiring a variety of new skills. Clouds floating around the enterprise, you could be missing out. That's why Oracle Cloud
As IT organizations strive to keep up with the changing IT landscape, they are also under Platform provides all the benefits of Cloud with complete, integrated, secure solutions at
continuous pressure to enhance the agility of the businesses they serve. PaaS delivers every layer of the technology stack.
agility to both DevOps and the businesses that employ DevOps, allowing IT to adapt
legacy applications and deliver new applications to emerging audiences and devices at an Organizations are finding, that by using With the industry’s #1 database (Oracle
unprecedented pace. Platform as a Service to develop and deploy Database) and #1 application server (Oracle
applications, they are eliminating the cost WebLogic Server) at the core, Oracle Cloud
This IDC white paper, sponsored by Oracle, and complexity of managing multiple Platform offers flexible enterprise Cloud
looks at the situation that businesses Click here for the full underlying application platforms and have services that open the door to new business
currently face in regards to application industry report reported savings of 50% compared to using opportunities you never before imagined.
development and testing and the ongoing siloed technology stacks.
digital disruption that is happening in the
market, and how Oracle PaaS can help to This Oracle guide showcases the vast
alleviate these troubles. It also looks at key range of benefits that organizations gain by Click here for the full
PaaS features and offerings from Oracle implementing the Oracle Cloud Platform, industry report
and provides a Customer case study to from faster development of applications to
show how these PaaS offerings can be enhancing overall employee productivity.
implemented and the benefits that were
gained.

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PaaS FOR DUMMIES & A GUIDE TO AN INTEGRATED APPROACH TO TODAY'S ISSUES

YOUR DEFINITIVE GUIDES

PaaS FOR DUMMIES A GUIDE TO AN INTEGRATED APPROACH TO TODAY’S ISSUES

In the current market organizations are facing constant pressure to drive down costs Digital developments are forever shaping the way we work, bringing new innovations
through economies of scale and superior IT automation. As a result of this, industry through our office doors almost every day. These high-demand technologies have
leaders are looking to Platform as a Service an an ever-increasing pace in order to drive increased expectations, with organizations now having to drive business agility at
cost efficiencies and create and exploit new business opportunities. Organizations can unprecedented levels.
lead the transformation of their business and industry with digital technologies like social
and mobile services, big data, and the Internet of Things (IoT). The key to enabling this Although we’re presented with enormous opportunity, we also face new obstacles that
transformation is empowering organizations with a modern PaaS that accelerates the can block the path to success; obstacles such as the need to innovate quickly, keep costs
creation of new products and services for Customers, employees, and Partners — and down, and actively respond to competitive pressures. As a result, staying ahead in today’s
delivers capabilities never before imaginable. markets is becoming increasingly difficult. In order to succeed, you need to free yourself
from the IT-infrastructure shackles that restrict you and your company’s growth.
Public PaaS For Dummies, Oracle Special
Edition, explains how PaaS enables Introducing Infrastructure as a Service:
Click here for the full
organizations to embrace the efficiency, the fastest growing segment of the Cloud Click here for the full
industry report
speed of service, and information (compared to other segments SaaS, PaaS industry report
availability that Cloud computing offers, and DaaS). Enterprises are moving their
and in a way that delivers to today’s workloads to the Cloud infrastructure
growing business demands. This book also and retiring their datacenters. Around
explores key PaaS use cases, describes 80 percent of today’s CIOs now deem
what to look for in a PaaS solution, IaaS an infrastructure option, with 10
examines some real world PaaS success percent already considering it their default
stories, and reveals best practices to infrastructure choice,1 which volumes about
help you succeed with PaaS in your the potential its solutions can deliver.
organization!

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SUB
IaaS HEADING
& PaaS PLAYBOOK

READY TO LEARN MORE?

JOIN US ON THIS
JOURNEY

45 / 49
ACCESSING DEMO ENVIRONMENTS

ORACLE DEMONSTRATION SERVICES

Oracle Demonstration Services provides demonstration
environments to qualified Oracle PartnerNetwork (OPN)
members, allowing Partners to leverage the competitive
advantages of Oracle's products. Environments are
offered for the purpose of delivering demonstrations
and training on Oracle's technology, applications, and
Cloud products.
If your company has already completed Step 1 you will
be able to get access today, if not you need to find out
who your Company PRM is.
Contact your Partner Business Centre (PBC) Team for
support to find that person in your company and to start
the process.

Here are some of the exciting things you can do on For further details, please see also the "how to" navigate
Oracle’s Demo Central just by completing Step 1 in the the Demo Systems access process PDF
“How to Get Started” section at this Link:
To learn more about Oracle Demonstration
 Access the latest available Oracle Product Versions Environments, click here
 Visit the Demo Store to view scripts, click thru
demos, training, videos, etc.
 Access High Level Quick-Tours and Click-Thru Demos
 Access Shared Sandbox Environments for many
Cloud Services
 Complete Step 2 to be able to book a dedicated
configured Environment for your Sales Opportunity

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OPEN MARKET MODEL

REGISTER OPPORTUNITIES WITH ORACLE

Register opportunities on the Oracle Partner Store (OPS) NEXT STEPS

and leverage key benefits including:
1. Learn more about the Open Market Model here
 Engagement with Oracle's sales organization
2. How to submit Deal Registrations
 Rebates on eligible transactions and compensation for
referring business to Oracle 3. Open Market Model FAQ

4. New OPN Incentive Program Cloud Rebates

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PARTNER BUSINESS CENTRE

EMEA PARTNER BUSINESS CENTER

70 TEAM MEMBERS COVERING OVER 130 EMEA COUNTRIES SUPPORTING OVER 10,000
PARTNERS IN THE REGION

 Assist new Cloud Partners joining OPN USEFUL LINKS

 Assist Partners renewing their OPN membership Contact Us

 Assist Partners with Specialization Solutions Catalog

 Run Cloud business development campaigns for the Partners OPN Benefits Table

 Assist Partner to sign Cloud Distribution Agreements and attain Oracle Partner Portal
the necessary Resell Rights
PaaS Knowledge Zone
 Answer any Cloud Partnership-related queries
IaaS Knowledge Zone

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JOIN THE ORACLE CLOUD PLATFORM PARTNER COMMUNITY
GET ENABLED!
ORACLE WORKSHOPS
The Oracle team is pleased to invite you to a series of Cloud
Implementation workshops including Platform-as-a-Service,
Infrastructure-as-a-Service and Software-as-a-Service. These
hands-on workshops are delivered by Oracle Development
at no cost to Partners. Each workshop consists of live Webex
presentations, demos and hands-on laboratory exercises.
For more information visit here
MARKETING KITS AND REFERENCE
Click here to get access to marketing kits, reference guides,
webcast material and presentations.
ORACLE PARTNERNETWORK CLOUD
BUSINESS BUILDER
Visit the new single-source to help build your Cloud business
with Oracle and monetise your Oracle PartnerNetwork (OPN)
membership. Learn more about developing and deploying
applications on PaaS or get the scoop on referring deals to
Oracle or reselling PaaS and SaaS Services.
To find out more visit here
Or to learn more about the PaaS product offerings visit here
CLOUD PLATFORM PARTNER COMMUNITY
Oracle Cloud Platform Partner Community is a collaborative
and informational communication channel to learn about
Oracle’s latest Cloud Services.
Click here to visit the community portal.
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