oracle omm registration rebate scheme for...

Accelerating Your SuccessTM

Oracle OMM Registration Rebate Scheme for Partners

Avnet Technology Solutions

Oracle Business Unit


Objectives

Outline the OMM registration Scheme from Oracle

Explain the requirements for OMM registration

Benefits of working with Avnet

OMM Registration Example

FAQ

Summary

Q&A

Contact Details


Oracle's OPN Incentive Program

The global OPN Incentive Program has been designed to shift Oracle’s investment into

broader markets and extend its reach through partners.

This will be achieved by providing prescriptive rebates to partners, reducing the complexity

for partners by creating a unified hardware and software program and rewarding partners

when Oracle premium support is attached to hardware and/or software sales


Oracle's OPN Incentive Program

Generate incremental margin for your Oracle business through earning a maximum

of 8% rebate on hardware and 3% rebate on software.

To qualify partners must:

Sell into the Broad Customer Base (outside of the Oracle 2000 List)

Include an order for Oracle Premier Support with every Oracle product order

Register opportunities under the Oracle Open Market Model (OMM) - registered by

the partner or on behalf of the partner by Avnet Technology Solutions (VAD)

Sell identified strategic Oracle products


Requirements

Avnet Template available to capture end user, product, qty, project

details, timescales etc, enabling chance of greater success rate for first

time approvals through Avnet.



Follow the URL below:

https://partnerstore.oracle.com

Once logged in, click the “Deal Registrations” link:



Select “New Registration”


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OMM Registration Example Main Form

Select “Resale” from the drop-down

menu Select the Icon to set a close

date

Select the approximate

Budget

Enter the “Project/Solution Description” – As

detailed as possible!

To be discussed

shortly…

Enter the Departments

Impacted

Enter the Marketing Initiative

(Enter “None” if unknown)

Confirm if the opportunity is the result of a RFP or

Public Tender etc.


OMM Registration Example Add Reseller


OMM Registration Example Add End User


OMM Registration Example Add New End User

Enter full end

user contact

details


OMM Registration Example Add Products

Select the

Product

Category

“Add”

Product


OMM Registration Example Product Qty & Value

Back on the main Registration Page…

Enter the Quantity

Enter the Total Amount (Net-License)

Remember to Save your registration! (Top of the page)


OMM Registration Example Submission & Confirmation

Once all fields have been populated, click

“Submit Registration”

You should then receive email confirmation:


Key Considerations

Oracle Global 2000 list exempt from scheme – Avnet can advise

Resell transactions only applicable

First come first served basis for deal registration – early notification key!

VAD transactions only – “Direct on Oracle” transactions are exempt from

scheme

Avnet can assist with OMM deal registration process

Successful deal registrations earn 3% rebate against net license (software)

value on Oracle post transaction.

Oracle to reconcile partner rebates through the VAD within 90 days following

Oracle Qtr ends (May, Aug, Nov & Feb)

Strategic hardware products attract additional 5% rebate (list reviewed half

yearly by Oracle). Avnet can advise at point of registration.

Must include 1st year Oracle premium support


Frequently Asked Questions

Do we have to be a member of the Oracle Partner Network (OPN) to register deals?

Yes, you must hold Silver (or higher) Partnership with a valid distribution agreement and resale rights for the registered

product set.

How does Oracle decide whether my registration is net-new?

Each Oracle division has a dedicated regional resource to manage the qualification process. The OMM manager will

qualify the opportunity for Resale by (i) determining if the registration is outside of the “Oracle 2000”, (ii) verifying that the

partner has a valid Oracle distribution credentials and (iii) establishing whether the opportunity is net-new to Oracle and

not an existing opportunity.

Can public tenders be registered?

Oracle will treat the registration on a case by case basis to 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 choose the Oracle solution before

accepting the registration.

What if Oracle closes the deal directly even though I have had a registration approved?

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.

How long is a registration valid for?

All registrations are valid for 365 days from acceptance and can be extended upon request.

I’m having problems with the Deal Registration portal, is there anyone that can help?

Avnet can help in the first instance (as we can handle common error issues), but we can also provide details of the OMM

manager to escalate problems to…

http://www.ts.avnet.com/uk/vendors/oracle/


In Summary

Deal Registration provides partner protection

Avnet can assist with deal registration

Deal registration & rebate is only eligible through the VAD

Rebate 3% standard + strategic products 5% = possible 8%

incremental rebate

Paid from Oracle within 90 days of end of the Oracle quarter



Questions and Answers



Contact Us

For further details:

Sandeep Patel

[email protected]

01925 856 978

Oracle Team

[email protected]

01925 856 999

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