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18 MARCH 2013


Oracle EMEA VADs


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OPN PartnerCast
New OMM Hardware Business Initiative

Dear VAD

The end of the fiscal year is approaching and we need to maximize revenue growth.

Oracle Value-Added Distributor

To better leverage our partner network, a new OMM Hardware Business Initiative has been launched with the objective of driving growth in incremental Hardware revenue in the broad market during Q4FY13.

The main goals of this initiative are to:

  • Accelerate pipeline progression and win-rates
  • Boost pipeline creation.

We will achieve these goals by increasing the motivation of our partners to be actively engaged in finding, progressing and closing Hardware business. To support partners in driving this incremental revenue, a process change has been approved:

  • A 'Broad Market' deal registration will now be accepted, even if there is an open opportunity, as long as the opportunity sales channel is Direct and the win probability is below 40%.
  • The existing opportunity will be closed in Fusion by the OMM team and a notification will be sent to the impacted sales representative with the relevant new opportunity information.

Your help to communicate and support your partners during Q4 in this important revenue generating initiative is highly appreciated.

Please contact your VAD Manager for any queries on the initiative.


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