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Five-Minute Interview
Penny Philpot, Director, ISV Partners, Oracle EMEA
What is your role at Oracle?
My role is to identify key strategic ISV partners operating on a pan-EMEA basis, and develop Oracle's relationship and sales opportunities with those vendors.
What is your background?
I have been working in IT sales for 17 years in all, much of it in channel sales. For ten of those years I have been with Oracle, starting out in the UK organisation where I created and developed the two-tier distribution model. I then moved to an EMEA role, responsible for managing the Oracle partner programme across EMEA, including marketing, business practices and country channel management.
When Oracle moved to create tailored programmes for individual partner types, I took on the leadership role for the EMEA ISV community - which now comprises more than 4,000 vendors, and am now responsible for developing and managing mutually supportive and profitable relationships with the most strategic ISV partners.
In your experience, what are the hallmarks of a good partnership?
A good partnership is based on loyalty and trust on both sides. The basis of any good partnership is shared investment and shared risk for shared gain. In my experience the more each side puts into a partnership, the more each side benefits, which is why Oracle's relationships with highly committed partners like Temenos (see main article) are so rewarding for all concerned.
What advice would you give to ISVs not currently partnering with Oracle?
It's no coincidence that the majority of market-leading ISVs are today working with Oracle - we offer the most powerful, scalable, open, secure and resilient technology platform on the market, and with the new Oracle 10g platform, ISVs can make their solutions more powerful yet more cost-effective than ever before. There is a huge market demand for Oracle-based solutions, and we can help ISVs to address the market opportunity across the EMEA region. ISVs should definitely investigate what we have to offer.
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A benchmark test (PDF) conducted in June 2004 demonstrated the potential of the joint platform to transform the banking industry. In a simulation of a typical end-of-day banking process - daily accruals across 13 million customer accounts - the joint solution achieved a record-breaking speed of 16,250 transactions per second. This makes the TEMENOS-Oracle-hp platform four times faster than TEMENOS's nearest competitor in the core banking systems market.
The benchmark test not only underscores the ability of modern internet-based systems to outperform mainframes for transaction processing, but it also demonstrates the unmatched power and speed of the Oracle Database 10g.
"Using the Oracle Database 10g on HP hardware has effectively enabled TEMENOS to outperform its competitors by a factor of four," says James Jewiss, ISV partner manager for Oracle EMEA. "This is a very positive proof point for TEMENOS, which is currently experiencing heavy demand for its T24 software from banks keen to move to a modern systems environment."
Commitment to Partnering
It is not just Oracle and HP technology that is helping TEMENOS to address the needs of its 620-strong installed base of retail and investment banks. Oracle's sales, partnering and Industries organisations are all fully committed to the three-way partnership.
"TEMENOS is a strategic pan-EMEA ISV partner for Oracle, and we are putting a huge amount of effort into the relationship," says Penny Philpot, director of ISV partners for Oracle EMEA (see profile). "All across Oracle there is the recognition that to be successful in specific industry markets, we must partner with and support the leading ISVs in those industries. Conversely, vendors like TEMENOS know that there is a lot to be gained from partnering with the world's leading vendor of relational database technology, and are prepared to put as much into the relationship as we do."
Together with hp, Oracle and TEMENOS have embarked upon a wide array of mutually supportive sales and marketing activities across EMEA, aimed at bringing "new world banking technology" to the attention of all three companies' installed bases.
The high-speed hp-Oracle-TEMENOS (branded HOT for short) platform can be viewed and tested by customers at the Oracle/hp competency centre in the UK and the TEMENOS competency centre in Geneva, and the three companies have also put together a raft of promotional literature including a joint brochure and details of the benchmark test.
Joint Events Generate Leads
Mutual support at industry events is another core element of the partnership. At a recent Oracle-organised banking industry event in Nairobi, Kenya, 11 hot sales leads generated by the joint solution were passed directly to TEMENOS. TEMENOS will also host a session in the Financial Services industry track at the forthcoming Oracle OpenWorld London conference, during which Standard Bank will present on its experience of running TEMENOS T24 on Oracle.
A series of 13 joint workshops across the region is also in plan, while a supplement in The Banker magazine co-sponsored by Oracle, TEMENOS and HP will shortly highlight the benefits of the joint proposition to the publication's worldwide readership.
Joint Services Proposition
Going deeper, the three companies are also formulating a joint services offering, starting with a joint service from Oracle and HP to help customers migrate to the HOT platform. "Oracle's close partnership with HP provides ISVs like TEMENOS with a highly useful "one-stop shop" for the management and delivery of major projects like customer migrations," says Paul Thompson, alliances and channels manager, Oracle EMEA. "The ability to turn to a trusted pair of partners who can work together in tandem on major projects provides great benefits to the ISV in terms of reduced costs and reduced risk."
The HOT partnership is an example of what can be achieved when three strategic partners work in harmony. "The TEMENOS alliance with HP and Oracle provides customers with experience, expertise, global reach, financial stability and product leadership," says André oustau, chief technology officer for TEMENOS. "As a single solution provider, this partnership enables non-stop computing in a massively scalable, resilient and performance-focused environment."
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Oracle invites you to attend the inaugural EMEA Oracle Partner Network ISV Forum, on 7th Sept in London | 
Juan Rada explains Oracle's strategy for Industry Markets and how ISVs can get involved | 
We talk to Christian Peter, Alliance and Channel Manager, Oracle Iberica, about how Oracle and Spanish ISVs work together locally | 
Digital mapping pioneer Tele Atlas has seen the future of geo-spatial applications - and it's based on Oracle 10g | 
Oracle, TEMENOS and HP alliance ushers in the age of super-speed banking |