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Oracle Commercial options for ISV’s in Ireland

Ronan Kelly / Carol Dorris / Patrick Fogarty

Conrad Hotel – 29th January 2015

Oracle ISV Lunch

Go To Market Models

• Outline of Oracle’s ISV Licensing Models

• Co Sell

• Full Use Resell

• Application Specific Full Use (ASFU)

• Embedded Software License (ESL)

• Outline of restrictions for each of the above

• Proprietary Application Hosting – SaaS licensing

model for ISV’s.

© 2006 Oracle Corporation – Proprietary and Confidential 2

Benefits of reselling

• Complete, turnkey solution:Be able to offer a complete solution from a single vendor. Customers can reduce cost of integration & dependencies on third parties

• Faster, cheaper deployment:Install an “engineered system” rather than a bespoke configuration

• “One-stop” support:Deliver superior support to customers by becoming their single point of contactDeliver superior support to customers by becoming their single point of contact

• Lock out the competition

Other partners cannot compete with an application specific solution sale

• Significant new revenue stream

Incremental revenue from database, middleware, options, hardware & support. If you only sell your app, you leave money on the table for another party.

Partner Sales options

ISV and Oracle

each sell directly

to end-user

Unaltered, unrestricted

programs with all

CoSell

Full UseResell

ApplicationSpecific

.

ISV and Oracle

Price their

own productsPartner E-Business

Discount Schedule,

based on volume

30% Discount

60% Discount

to partners

programs with all

functions intact that

a partner resells to

the end-user Restricted license type

sold by an ISV in

conjunction with its

Application Package.

Restricted license type

sold by an ISV embedded

in its Application Package.

Specific.

ASFU

Embedded

ESL

80% Discount

to ISV

Oracle licenses for ISV’s

CharacteristicsCharacteristics ESLESL ASFUASFU Full UseFull Use

Does your company sell preDoes your company sell pre--packaged, packaged,

commercially available applications?commercially available applications?

Are customizations required for end users?Are customizations required for end users?

Do end users / customers expect to have access to Do end users / customers expect to have access to

the Oracle Programs to modify the data schema?the Oracle Programs to modify the data schema?

Does more than one Application Package run on Does more than one Application Package run on

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the Oracle Programs?the Oracle Programs?

All updates for the Oracle Programs delivered via All updates for the Oracle Programs delivered via

updates to the partner solution / applicationupdates to the partner solution / application

Partner provides technical supportPartner provides technical support

Does Oracle need to assist the partner with the Does Oracle need to assist the partner with the

endend--user sale?user sale?

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Outline ISV discount structure

License type Restrictions Discount

License

Support

Price

Full Use None.

License owned by end user customer

Oracle provides technical support

30% 30% discount

ASFU License owned by end user customer

Restricted to use by Registered Application

Partner must provide technical support

60% 19% of Net

Embedded License owned by end user customer 80% 19% of NetEmbedded License owned by end user customer

Restricted to use by Registered Application

Must conform to embedded charter

Partner must provide technical support

80% 19% of Net

Proprietary

Application

Hosting

Restricted to use by Registered Application

License owned by ISV / Partner

For providing hosted services.

For one-to-many Software as a service model

20% 20% discount

Exadata hardware ISV ‘s can resell Exadata hardware

Delivered as a turnkey engineered system

20% Not available

© 2006 Oracle Corporation – Proprietary and Confidential 6