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Partner Ordering Brown Bag External Session

 Agenda

• Introduction to Quote to Order Mission Statement

• Review of Oracle’s Partner Agreements and Ordering
Documents
• Submitting Orders to Oracle
• Online Ordering Systems
• Review of Booking, Invoicing and Shipping Processes
• Acquisitions
• Resources and Contact Information
• Q&A

2
Quote to Order Team

Mission Statement
Enable Oracle Sales, Partners, and Customers to easily order
Oracle products and associated services through continual
process and system improvements

3
 Quote to Order Focus Areas

• Mergers and acquisitions integration

• Work with acquired company, Oracle A&C, Global BP on
establishing ordering processes for acquired partner community
• Partner order automation
• Work with AppsIT, Partner Community, Global A&C on
establishing online ordering systems
• Establish simplified ordering practices such as 1-Click Ordering
• Establish internal finance system readiness for offline orders
• Training of global Order Administration teams
• Create/modify order booking processes to support business
practice requirements and policies
• Resolution point for issues in Partner Ordering area
• Where a process or a system is not working effectively

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 When to engage the Quote to Order
team:
• When you face any process or system related issue
• New business process where ordering practice has not been
established or;
• Established business process where issues have resulted in
booking delays, order hold ups
• Online Ordering systems related issues
• Questions related to a acquisition ordering process
• To engage our team of for general order booking related
questions please work through your Channel Manager

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Review of Partner Agreements &
Ordering Documents

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 Agreements, Amendments, Addenda

• Full Use Distribution Agreement

• ASFU/ESL Distribution Agreement

• Apps Addendum, Public Sector Addendum, Linux

Addendum, etc….

• Legacy Partner Agreements from Acquired companies

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 Agreements, Amendments, Addenda

• Full Use Distribution Agreement

• ASFU/ESL Distribution Agreement

• Apps Addendum, Public Sector Addendum, Linux Addendum,

etc….

• Legacy Partner Agreements from Acquired companies

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Full Use Distribution Agreement
(FUDA)
• Standard distribution terms and conditions
• Upon approval, allows Partners to distribute Full Use programs
• Covers technology products only
• Requires approval to resell applications (addendum, business plan)
• Two year standard term
• Partners must execute VAD Designation Letter (VDL) – NAS specific
• OPN Membership and FUDA must be current to distribute
• Partner/VAD sells first year technical support
• Oracle provides technical support directly to End Customer
• Oracle renews technical support directly with End Customer
• End user must sign an agreement with Oracle
• OLSA or existing Oracle SLSA
• Partner/VAD must quote 2nd Year Support Fee to End Customer
• Transactional order submission
• 90 day quote protection
• Oracle ships directly to End Customer, if physical shipment required

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 Agreements, Amendments, Addenda

• Full Use Distribution Agreement

• ASFU/ESL Distribution Agreement

• Apps Addendum, Public Sector Addendum, Linux Addendum,

etc….

• Legacy Partner Agreements from Acquired companies

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ASFU/ESL Distribution Agreements
• Standard distribution terms and conditions
• Upon approval, allows Partners to distribute ASFU or ESL programs
• Limitations are documented in an Application Package Registration Form, which the
partner completes
• Covers technology products only
• Two year standard term
• OPN Membership and ASFU/ESL Agreement must be current to distribute
• Partner sells first year technical support
• Partner provides front line technical support to End Customer
• Oracle provides second line support to the partner
• Oracle renews technical support directly with Partner
• Monthly reporting
• 90 day quote protection
• No shipment obligation
• End user must sign a sublicense agreement with the Partner
• End Customer details not required for Embedded Device licensing

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 Agreements, Amendments, Addenda

• Full Use Distribution Agreement

• ASFU/ESL Distribution Agreement

• Apps Addendum, Public Sector

Addendum, Linux Addendum, etc….

• Legacy Partner Agreements from Acquired companies

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 Amendments and Addenda
• Applications Addendum
• This addendum enables partners to resell Oracle Applications
• To engage with Oracle’s Product Focus Areas: http://www.oracle.com/partners/engage-
with-oracle
• Public Sector Addendum
• Separate documents for FUDA/ESL/ASFU
• Enables partners to distribute to public sector end users
• Required for any partner executing off of V10092008 of Dist Agreement and selling into
PS space
• PS Order Docs:http://www.oracle.com/partners/sell/transaction/global/public-sector-
order-doc.html
• PS Addendum Information:
http://www.oracle.com/partners/home/legal/global/auth/references/distr_olsa_agrmnt.ht
ml
• Enterprise Linux and Oracle VM Support Addendum
• Separate documents for FUDA/ESL/ASFU
• Provides the terms under which a Partner/VAD can distribute Oracle's Enterprise Linux
and Oracle VM support services.
• http://www.oracle.com/partners/home/legal/global/auth/references/supp_resale.html

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 Agreements, Amendments, Addenda

• Full Use Distribution Agreement

• ASFU/ESL Distribution Agreement

• Apps Addendum, Public Sector Addendum, Linux Addendum,

etc….

• Legacy Partner Agreements from

Acquired companies

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Legacy Agreements from Acquired
Companies

• Unless otherwise noted in the Change in Control and Transition

documents, Partners are allowed to place orders referencing valid
and unexpired legacy agreements after LEC
• All orders must be placed offline using POD/VOD/Royalty
Reporting Template
• Not eligible for online automation
• Non-Standard Orders are submitted via your Channel Manager for
drafting by the Oracle Contracts Team

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 Ordering Documents
• Ordering Documents:
• Partner / VAD Ordering Document (POD/VOD) for Full Use Orders
• APPS POD for Full Use Application Orders
• Oracle 1-Click Ordering Document
• Public Sector Ordering Document
• All available on OPN http://www.oracle.com/partners/sales
• or from your Channel Manager

• STANDARD orders use standard POD/VOD template

• Drafted by the Partner/VAD and submitted to Oracle Order Administration via
email/fax queue located on
OPN:http://www.oracle.com/partners/home/legal/global/auth/fu/fulluse_na.html

• NON STANDARD orders are worked through Oracle Contracts teams

• Non standard Contract requests should be submitted to your channel manager
who will obtain necessary approvals and submit via GCRA tool or via Oracle
Quoting with valid Opportunity ID
• Common drivers: Language, License Migration, Hosting, New End Customer Price Hold

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 ASFU/ESL Reporting

• ASFU/ESL Royalty Reporting Template available on OPN

• Unless otherwise specified in Agreement, reports are to be
submitted on monthly basis – even when there are no end user
sales to report

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Submitting Orders to Oracle

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 Order Submission Methods
Order Type Submission Notes
Method
Offline Email/Fax •Standard Orders are email/faxed to OA teams for
processing
Full Use
•Non-Standard Orders are submitted to Oracle
Contracts for drafting and OA teams for processing
Offline Emailed/Imaged •Partner submits monthly Royalty Report to Royalty
to Royalty Team Reporting Team in Order Administration or to their
ASFU/ESL
Channel Manager if requested

POP Online •24 hour order submission capability (ASFU, ESL, Full
Use)
•Online Order Tracker for orders placed online or any
offline mechanism
•Access to Agreement renewal information, related
customer information, customer support team
XML B2B •Limited Roll out - Requires mutual IT engagement

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 Partner & Distributor Eligibility For POP
Classification Eligible Not Eligible
Partners, Distributors with valid Oracle OPN & FUDA

Partners, Distributors selling off legacy agreements

Partners, Distributors quoting products & pricing NOT on the current commercial
Technology Pricelist
Partners, Distributors selling off the current Commercial Technology Pricelist

1-Click

Full Use – Standard Pricing

Full Use - Discount Only (standard ebiz + incremental discounts)

Full Use – T’s and C’s modification

Linux Orders
*Coming Soon – Q3FY09

Price Hold Orders – Existing

*Note only one discount can be applied per order. Multiple discounts across product lines cannot be submitted

Price Hold Orders – New

International orders for which the Ship To country is the same as the Bill To country

International End users (partners selling into different countries)

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 Offline: Order Package Requirements
Complete Order Package includes:
•Ordering Document (VOD, POD, Royalty Report)
•Obtain localized versions from your channel manager
•If signature block exists, it must be signed
•Purchase Order/other commitment to pay (credit card, check, wire)
•PO must be in non alterable format
•Required Oracle T&C’s
•OLSA Clickwrap Key or Hard Copy can be found on OPN
http://www.oracle.com/partners/sell/transaction/global/olsa.html
•Existing Oracle SLSA
•Few exceptions for acquired legacy agreements
•Other Documentation
•Migrations worksheet, Amendments, Approvals (Pricing, Credit, etc.)
•Proof of End Customer (per country threshold – e.g., $200K Net L for US)
•Obtain local country thresholds from your channel manager
•Acceptable POEU forms include the PO between end user and partner or the
contract/ordering document between end user and partner

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Order Booking and Invoicing

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 Internal Validations

 Complete, accurate, and executed ordering document

 PO reflects products, technical support, fees due, payment terms, etc.
 Delivery method (EPD, media pack(s), no shipment required)
 All VAD and/or Partner Agreements are current (OPN and FUDA)
 Or valid legacy acquired agreement
 Executed and current VDL (if applicable)
 Oracle T&C’s passed along to End Customer
o OLSA Clickwrap Key
o OLSA Hard Copy
 User minimums met for applicable products
 2nd Year Support Fee quoted/calculated correctly if applicable
 Business approvals – if applicable
 Credit Approvals – if applicable
 Proof of End Customer – if applicable

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 Top Reasons for Order Suspension

Partner’s OPN Membership and/or FUDA needs to be

renewed
Expired or invalid legacy acquired agreement
Expired or missing OLSA (hard copy)
End Customer Name on OLSA does not match Ordering
Document
2nd Year Support fee miscalculated
User minimums not met

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 Order Booking

• Validated orders are entered and booked into Oracle Order

Management system
• Creates license and support records
• Sets up Bill To / Ship To information on invoice
• Customer Support Identifier (CSI#) established
• Issued to End Customer via email welcome letter email to enable
access to technical support (Metalink/Orion, or acquisition legacy
support application prior to cutover to Oracle systems)
• Existing End Customer CSI# can be referenced in VOD/POD for
incremental/add-on orders
• CSI# validity tied to technical support term (start/end date)

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 Invoicing and Shipment
• Upon OM order booking, order details flow into Oracle
AR, Oracle Shipping, Oracle Installed Base and Oracle
Service Contracts

• Oracle AR:
• Invoice is generated and is sent to the partner
• Oracle Shipping
• Any shippable line items (i.e. Media Kit) interface into Shipping
applications for pick release and shipping
• Oracle Installed Base:
• License and Support details flow into Installed Base create/establish
license ownership in the system, create next years Support Renewal
Contract, Support entitlement in Metalink/Orion
• Oracle Contracts (OKS)
• Sets up Contract for support/maintenance renewals

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Resources & Useful Links

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 Resources & Links

• How to request a POP account

• Visit the Partner Ordering Landing Pad on OPN:
• http://www.oracle.com/partners/sell/transaction/global/pop/partne
r-ordering-portal.html

• How to contact your Channel Manager

• For North America
• http://www.oracle.com/partners/sales - Channel Manager
Maps link
• Outside of North America
• http://partner.oracle.com/jsp/prn/prnLocation.jsp

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 Resources & Links
• Online Training and Partner Ordering Guide:
• OPN>SALES>Sales Transactions Resources:
• Order via POP
• Ordering Full Use Licenses
• Where to submit orders:
• http://www.oracle.com/partners/home/legal/global/auth/fu/order-
package-oracle.pdf
• Instructions for filling out a POD
• http://www.oracle.com/partners/home/legal/global/auth/fu/fulluse
_na.html

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Q&A
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