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Modernized Oracle PartnerNetwork FAQ

 

 
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  • What are highlights of the modernized Oracle PartnerNetwork program?

    The modernized OPN program lets you choose how to engage and invest with Oracle by selecting one or more tracks that align with how you go to market. In the cloud path, you can choose the Build, Service, or Sell track. Or you can choose the License & Hardware track to support your on premises license and hardware business. Each track provides a set of targeted enablers to help you accelerate your growth, including environments, technical assistance, skills transfer, and more. Consistent with our commitment to a customer-centric approach, recognition and extensive enablement is provided as the foundation of the go-to-market model. Partners can achieve "Expertise" across each of the cloud tracks as well as in the license and hardware track. Partners are recognized and provided additional benefits in the modernized Oracle PartnerNetwork based on earned Expertise.


  • What is the timeline for the modernization of the Oracle PartnerNetwork program?

    Oracle announced the enhanced Oracle PartnerNetwork (OPN) Program on September 16, 2019. General operational availability is scheduled for December 1, 2019. After the operational rollout, current partners and new partners will be able to renew and join the transformed program.

    Existing OPN Members can find important information on the timeline, what this means to your current membership, and how your current investments will map to the modernized program by visiting the modernized OPN Site.


  • My company has subsidiaries or Associate entities. Are there opportunities for Associate entities to engage in a Worldwide/Associate model?

    The modernized OPN program structure supports multiple associates tied to a Principal Member. Built on simplicity as a core tenet, the program makes it easy for your company to do business with Oracle and for our joint customers and prospects to recognize an Expertise by regional market(s). Associate entities will join as an OPN Member tied to their Principal Member, each paying the $500 membership fee. The Principal Member will purchase the track on behalf of the entire company. Instructions on how to add Associates will be available when membership enrollment becomes available.


  • Is the enhanced Oracle PartnerNetwork program only focused on cloud?

    No, Oracle maintains strong support and enablement for its hardware and software business via the License & Hardware Track. As a partner, you have the option to support your current solution and service in the on premises license and hardware space, fully invest in the cloud tracks, or extend into the hybrid model by joining one or more cloud tracks and the License & Hardware track.


  • For existing partners, how does this announcement impact partner branding?

    New partner branding will be available for partners who upgrade to the modernized OPN program when it’s available on December 1st, 2019


 
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  • What are enablers?

    Enablers are tools and resources designed to assist partners in their journey to achieve Expertise and build core capabilities to serve their end customers. When selecting a track, partners receive access to a set of enablers (specific to each track), including access to environments, skills transfer, technical assistance, sales and marketing resources, and more.


  • What is the difference between the 3 cloud tracks: Build, Sell, and Service?

    The Build, Sell, and Service Tracks within the modernized Oracle PartnerNetwork all focus on enablement with Oracle Cloud, but with a different focus across the customer value chain. The Build Track is best suited to partners that develop commercially available software or service solutions that are built on or integrated with Oracle Cloud technologies. Enablers are provided to the partner to facilitate this development and identify and select solutions based on our joint customers’ needs. The Sell Track provides targeted enablement for partners who resell Oracle Cloud products and address customers’ needs to purchase Oracle Cloud products. Finally, the Service Track is for partners that specialize in any aspect of a customer's cloud adoption lifecycle, ranging from assessment, implementation, migration, and upgrade to ongoing management, operation and continuous optimization of cloud-based services. Partners are encouraged to join one or more of these tracks based on their business model.


  • What are the requirements to select the Build Track?

    There are no requirements to participate in the Build Track other than paying the track fee. However, there are recommended trainings and certifications by role that enhance a partner’s ability to develop commercially available software or service solutions that are built on or integrated with Oracle Cloud technologies.


  • What are the key enablers of the Build Track?

    In addition to the core OPN Member benefits, the Build Track provides several enablers designed to help a partner go-to-market with their software or service solution built on or integrated with Oracle Cloud technologies. These enablers include access to Oracle Cloud environments for testing, development and demonstration purposes. In addition, partners in the Build Track will receive exclusive access to an OPN Technical Assistance Community Forum for development and integration partners, along with extensive skills transfer opportunities including role-based learning paths via Oracle University Cloud Learning Subscriptions (CLS).


  • What are the requirements to select the Service Track?

    There are no requirements to participate in the Service Track other than paying the track fee. However, to unlock the go-to-market benefits of the track, partners must first achieve Expertise to ensure they have the necessary skills and certifications to successfully architect, implement, and manage Oracle Cloud solutions that deliver on their customers’ needs.


  • What are the key enablers of the Service Track?

    In addition to the baseline OPN Member benefits, the Service Track provides several enablers in the areas such as cloud environment/licensing, skills transfer, technical assistance, sales and marketing tools, and joint partner success initiatives designed to facilitate the go-to-market initiatives for our joint customers’ implementation, deployment and managed services for Oracle Cloud. These enablers include access to Oracle cloud environments for testing, development and demonstration purposes. In addition, partners in the Service Track will receive exclusive access to an OPN Technical Assistance Community Forum for development and integration partners, along with extensive skills transfer opportunities including role-based learning paths via Oracle University Cloud Learning Subscriptions (CLS).


  • What happens if I also focus on services for on premises license or hardware products?

    Partners who focused on services for the software license and hardware portfolio are well suited to join the License & Hardware Track, with enablers intended to support partners’ ability to support their current business. As partners’ and our joint customers’ business evolves to focus more on cloud, License and Hardware track provides access to cloud environments as well.


  • What are the requirements to select the Sell Track?

    There are no requirements to participate in the Sell Track other than paying the track fee. However, to unlock the go-to-market benefits of the track, partners must first achieve Expertise to ensure they have the necessary skills and certifications to successfully resell Oracle Cloud solutions that address their customers’ needs. Each Sell Track Expertise has its own unique set of qualifiers as outlined in the Expertise Catalog.


  • What are the key enablers of the Sell Track?

    In addition to the core OPN Member benefits, the Sell Track provides several enablers in the areas of environment/licensing, skills training, technical assistance, sales and marketing, and partner success designed to facilitate the go-to-market process for reselling Oracle Cloud.


  • How can I resell Oracle cloud products in the modern Oracle PartnerNetwork program?

    The ability to achieve cloud product resell rights in the modern program is tied to the Cloud Sell Expertise achievement. Besides executing the Master Distribution Agreement (MDA) with the Cloud Services Distribution Addendum (CSDA), partners are required to attain a Cloud Sell Expertise in order to distribute the respective products tied to that Expertise. Expertise in the Cloud Sell Track is achieved in a cloud service pillar by completing a series of qualifiers including Oracle Sales and Solution Engineer Specialists, certified professionals, customer successes, showcase of external commitment to Oracle and attainment within a specific regional market, among others.

    Examples of Cloud Sell Expertise:

    • Sell Expertise: Oracle Cloud Platform - North America
    • Sell Expertise: Oracle ERP Cloud - Benelux
    • Sell Expertise: Oracle HCM Cloud - Japan

  • What happens if, in addition to cloud, I also resell software licenses or hardware products?

    Partners who wish to focus on reselling the license and hardware product portfolio in addition to cloud are encouraged to select both the Cloud Sell Track and the License & Hardware Track. The enablers provided as part each track would ensure partners are set up for achieving the requisite expertise based on their customer's needs.


  • Why should I select the License & Hardware Track?

    Oracle recognizes that many of our partners and our joint customers have yet to embrace cloud fully for their enterprise needs. For such partners that continue to invest and serve their customers’ needs in on premises software license and hardware business as their primary area are encouraged to join the License & Hardware Track. In addition, License & Hardware track includes some Universal Cloud Credits as an Enabler for partners that are looking to transition to cloud gradually. However, partners who are interested in expanding focus on Oracle Cloud portfolio are encouraged to join one of the cloud tracks (Cloud Build, Cloud Service and/or Cloud Sell) in addition to License and Hardware track to take full advantage of key benefits and enablers to help customers with their cloud adoption.


  • If my company wants to participate in the Sell Track, can we implement the solution we are selling without joining the Service Track?

    Yes, a partner can implement their solution without participating in the Service Track, however, we will actively promote partners that have attained Service Expertise. Additionally, customers will be more inclined to select a partner with Service Expertise in order to mitigate their risk and increase the probability of having a positive implementation experience.


  • Do I need to select a track? What are my options if I join as an OPN member?

    There are no requirements to select a track within the modernized Oracle PartnerNetwork. However, by selecting a track, partners get access to additional Enablers to accelerate execution of their go-to-market strategy. By being an OPN member without joining a track is typically the beginning of a partner’s journey with access to essential benefits that includes the ability to resell Oracle 1-Click products, eligibility to publish listings of their Oracle Cloud application or solutions in the Oracle Cloud Marketplace, access to Oracle 1-Click Product demonstration and development licenses, and discounts on Oracle University products and services, among others. For a complete list, please see the Oracle PartnerNetwork Benefits page.


 
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  • What is an Expertise and how do I qualify?

    Expertise may be achieved in a product family, cloud service or use case deployment scenario by completing a series of qualifiers which include Oracle Specialists, certified or accredited professionals, customer successes, and showcasing external commitment to Oracle, among others. In order to qualify for Expertise, partners are required to select a track (Build, Sell, Service, or License & Hardware). Expertise qualifiers will be specific to each track and may include attainment within a specific regional market.

    Examples of Expertise:

    • Cloud Build Expertise: Powered by Oracle Autonomous Cloud
    • Cloud Sell Expertise: Oracle Cloud Platform - North America
    • Service Expertise: Oracle ERP Financials Cloud - Nordics
    • License & Hardware Service Expertise: Oracle Exadata Database Machine

  • What is an Advanced Expertise and how do I qualify?

    For certain cloud services within the Build and Service Tracks, partners may attain Advanced Expertise by completing incremental qualifiers such as a number of go-lives, higher customer satisfaction ratings, and revenue thresholds or number of transactions, among other elements.


  • What are the benefits of achieving an Expertise and/or Advanced Expertise?

    Expertise allows partners to demonstrate and showcase their skills and customer success around their products and services focus, which in turn unlocks incremental access to go-to-market benefits to further differentiate themselves from the competition. Expertise is achieved in a product family or cloud service by completing a series of qualifiers which include Oracle Specialists, certified or accredited professionals, customer successes, and showcasing external commitment to Oracle, among others. Expertise qualifiers are track-specific and may include attainment within a specific regional market. Also, resell rights are a benefit associated with Expertise attainment in both the Cloud Sell Track and the License & Hardware Track.


  • Will previous program accreditations and certifications count towards the Expertise qualifiers?

    Yes, applicable previous accreditations and certifications are considered towards meeting new qualifiers within the modernized Oracle PartnerNetwork program. However, some Expertise have additional defined qualifiers in the modernized Oracle PartnerNetwork that partners are required to meet, such as additional accreditations and certifications along with the other elements.


  • What is a regional market?

    Regional markets are designations which include a country or group of countries and are used for attainment and recognition of Expertise and Advanced Expertise in the Cloud Service Track and Cloud Sell Track. Partner entities in countries that share the same regional market may pool resources to meet Expertise qualifiers, so long as they are all Associates of the same Principal entity. Additionally, once an entity earns an Expertise, other entities within the same regional market may inherit the Expertise. See the full list of regional markets in this document.


  • What is the difference between a Pre-Sales Specialist and a Solution Engineer?

    To align with the modernized OPN program and industry best practices, we have renamed the Pre-Sales Specialist role to Solutions Engineer. All existing Pre-Sales Specialist badged resources will be updated to reflect the new naming convention.


  • What are the requirements of the Project Manager role?

    Quality Project Management is a critical factor in a successful cloud implementation, therefore, in order to attain Cloud Service Expertise, a partner must have qualified project management resources that hold specific industry standard project management accreditations or have completed the Oracle Cloud Project Management Assessment (available November 1st, 2019). Please review the qualifiers for the Cloud Service Expertise you are interested in attaining in order to prepare to meet them.


  • What does CLI stand for?

    Customer Loyalty Index (CLI) is a metric generated from our joint customers' response to a customer success survey at a particular stage of the lifecycle in each track. The survey, composed of a short questionnaire, gauges a customer’s overall satisfaction throughout the engagement process with the partner


  • What is Oracle's definition of a successful implementation or Go-Live to as required to attain Service Expertise?

    A successful implementation is determined by the customer and recorded via the Customer Satisfaction Survey, where a minimum Customer Loyalty Index (CLI) rating is required. It is based on the customers' direct feedback on their overall experience with the implementation and may involve success metrics or outcomes such as time, budget, sufficient enablement, and successful business outcomes as established jointly by the customer and the partner. Existing OPN partners can view the steps to accelerate your path towards Expertise and submit customer details for go-lives completed in 2019, in order to meet Service Expertise qualifiers.


 
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  • When do existing Oracle PartnerNetwork partners need to upgrade to the modernized program?

    Existing OPN members are strongly encouraged to upgrade to the modernized OPN program as soon as possible after the operational rollout in December 2019 to take advantage of the simplification and access to key enablers, benefits and opportunities for recognition. Review the Upgrade Guidance for Partners for more details regarding impact to existing agreements, current program designations, etc. and to understand how the modernized OPN rollout timeline applies to you.


  • What should I do if my OPN Agreement is up for renewal between now and the operational rollout General Availability of the modernized OPN program?

    The current OPN program will continue to be available for partners to join or renew between now and the operational rollout on December 1, 2019. Review the Upgrade Guidance for Partners to understand the how the rollout timeline applies to you. In the meantime, we encourage existing partners to identify appropriate track interest(s) and review the qualifiers for Expertise based on their business model. Working to meet those qualifiers prior to operational rollout will allow you to more quickly take advantage of the enhanced program.


  • Can my company upgrade to the modernized program now?

    We are thrilled that you are excited about the opportunity to upgrade to the transformed OPN program, however, the program is not available to join until December 1. In the meantime, we encourage you to work with your assigned Oracle Partner Manager and prepare by reviewing the program details and identifying the upgrade path that best aligns with your business needs.


  • Can I remain in the current OPN program and not upgrade to the modern program?

    Partners may maintain their existing OPN Agreement and associated membership in the current program if they do not wish to upgrade right away upon modernized program’s availability on December 1, 2019. However, we strongly encourage partners to upgrade immediately in order to take advantage of all the new features available in the enhanced OPN program


  • What happens with my current program designations such as Cloud Standard/Select/Premier/Elite, Cloud Excellence Implementer, Specialization, Oracle Exastack Ready and Optimized, or Oracle Validated Integration?

    We are committed to protecting our partners' investments and achievements as we provide a path to upgrade to the modernized Oracle PartnerNetwork program. Mapping of program investments to tracks and Expertise can be found on the modernized OPN Site.


  • What happens with my various OPN Agreement Addenda (CEI, Demo Services, etc.)?

    Your company's OPN Agreement addenda will remain valid until you upgrade to the modernized OPN program. When you execute the new OPN Agreement in the modern program, you will be required to execute new addenda, wherever applicable, depending on your business and go-to-market needs.


  • What happens with my existing Distribution Agreements (MDA, FUDA, CSDA, ASFU, etc.)?

    Our intention is to make the transition to the modern OPN program as easy as possible. As such, although you will be required to upgrade and execute a new OPN Agreement upon joining the modernized program, your current distribution agreements and addenda will remain valid until their specific expiration dates. Once your current distribution agreements expire will you be requested to execute new versions.


  • What happens to my existing resell rights and my ability to distribute Oracle products and cloud services if I upgrade to the modern OPN?

    The majority of the qualifiers required for products for resell under the License & Hardware Track will be similar to those existing today, however, we have made some changes to the structure of how cloud products are mapped by Expertise, in the Cloud Sell Track. You will need to meet the updated qualifiers, so please review the relevant Expertise for your business to be sure that you will meet the new qualifiers when you upgrade.