Sales Distribution Model

Simon Maskrey

OU EMEA Strategic Programmes Director

4/3/2014 (C) 2014 Cadman Europe 1

4/3/2014 (C) 2014 Cadman Europe 2

Company Business: Hardware, Software & SaaS Education Business Model: P&L & Cost Recovery EMEA Education HC: Large (>50) EMEA Education Revenue: Large (>$10M) EMEA Offerings: ILT, LVC, SSC (e-Learning), Training On Demand (Streaming Video ) & Certification Technical & End User Apps

Sales Distribution Models

4/3/2014 (C) 2014 Cadman Europe 3

License/Product Sales Services Sales Inside Sales Education Sales Partner Sales

License/Product Sales

4/3/2014 (C) 2014 Cadman Europe 4

• Not goaled on training • Compensation: Learning Credit SPIF

Reps – 1% Sales Manager – 0.25%

• Corporate wide program driven & promoted by OU • Challenges

Mind set/buy in Seen as adding to the cost / complexity Credibility Being involved early

4/3/2014 (C) 2014 Cadman Europe 5

OU Value Proposition

Service Sales

4/3/2014 (C) 2014 Cadman Europe 6

• Not goaled or compensated on training • Customer Services Lead Generation Programme

“Spot Bonus” • Customer Learning Credit Support Contract Renewal

Promotion • OU drives awareness & articulates value • Challenges

Awareness Mind set – “renewal focused” Training Portfolio intimidates “What’s in it for me?”

4/3/2014 (C) 2014 Cadman Europe 7

OU Value Proposition

• Better trained users means better return on investment in Oracle products

Benefit 1: Optimise Oracle Investment

• Customer can buy training & support at the same time.

Benefit 2: Streamlined procurement

• 20% discount on Training 90 days before & 30 days after expiration date of Support Contract

• TOD Learning Paths that map to Customer Technology requirements

Benefit 3: Discounted & personalised training offer that fits the Customers needs

Benefits for YOUR Customer

4/3/2014 (C) 2014 Cadman Europe 8

OU Value Proposition

Benefits for YOU

• Provide a solution, not just a product • Customers need appropriate skill level to be successful with their Oracle

solution

Benefit 1: Increase Customer Satisfaction

• Generate more leads to increase your chances of earning a SPOT Bonus

based on volume of leads generated

Benefit 3: SPOT Bonus

• A trained customer that is successful with his solution will continue to use it.

Benefit 2: Have a solution for Cancellation Avoidance

Inside Sales

4/3/2014 (C) 2014 Cadman Europe 9

• 1/3 OU Sales team Dublin Call Centre Bucharest Call Centre In-country

• Compensation Model 50/50 Bookings Qtr & Annual goals

• Mass Market / territory focus

Inside Sales

4/3/2014 (C) 2014 Cadman Europe 10

• Challenges Recruiting & “On boarding” fast enough Aligning to Corporate goals/objectives Keeping up to speed on the OU portfolio Using & updating CRM to support

management visibility Providing new leads to generate pipeline

Education Sales

4/3/2014 (C) 2014 Cadman Europe 11

• 2/3 OU Sales team • In Country based • Compensation Model

50/50 Bookings Qtr & Annual goals

• Key & Named Account focus

Education Sales

4/3/2014 (C) 2014 Cadman Europe 12

• Challenges Recruiting & “On boarding” fast enough Aligning to Corporate goals/objectives Keeping up to speed on the OU portfolio Using & updating CRM to support

management visibility Developing new leads / prospecting

Partner Sales

4/3/2014 (C) 2014 Cadman Europe 13

• Partner Sales Programmes OAER - Reseller discount OAEP - Royalty Fee WDP - Kit model

• Top Partners Partner Manager Partner Plan – agreed targets / marketing

• Rest • Reactive support • Judged on growth/value

Partner Sales

4/3/2014 (C) 2014 Cadman Europe 14

• Challenges Focusing sales outside their delivery

footprint Partner reps often not comp’ed on 3rd

party products Margin levels Keeping up to speed on the OU portfolio Avoiding competing on accounts/deals Visibility on focus/activity OU’s ability to react/respond

Q&A