How to Use the PowerPoint Template

How to Use the PowerPoint Template

Partnering for Success in EMEA Understand the landscape, know who are the players & be aware of some of the cultural differences. Bart Vanden Abeele - WE JD Edwards Solution Consultant Didier Faure - EMEA JD Edwards Presales Leader Mohamed Elrayes ECEMEA JDE Sales Development Leader Wiaam Tahtouh Senior Pre-sales Consultant Ahmed El-Azzamy Senior Pre-sales Consultant Paolo Moroni Director JDE Business Development Copyright 2015, Oracle and/or its affiliates. All rights reserved. Safe Harbor Statement The following is intended to outline our general product direction. It is intended for

information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracles products remains at the sole discretion of Oracle. Copyright 2015, Oracle and/or its affiliates. All rights reserved. 2 Agenda 1 The JD Edwards Eco System in EMEA

2 Successful Partnering Programs 3 Dos and Donts 4 Q&A Copyright 2015, Oracle and/or its affiliates. All rights reserved.

3 The JD Edwards Eco System in EMEA What is different in Europe, Middle East & Africa http://www.worldatlas.com/cntycont.htm Copyright 2015, Oracle and/or its affiliates. All rights reserved. 4 List of Countries by GDP (nominal) EMEA

Countries 15 out of Top 25 28 out of Top 50 45 out of Top 75 List by the United Nations Source : From Wikipedia, the free encyclopedia Copyright 2015, Oracle and/or its affiliates. All rights reserved. 5 List of Countries by GDP (nominal) Source : From Wikipedia, the free encyclopedia

Copyright 2015, Oracle and/or its affiliates. All rights reserved. 6 The European Union 28 Countries 24 Official Languages (English spoken by 50% of residents) 10 Currencies (EURO adopted in 19 member countries)

Source : From Wikipedia, the free encyclopedia Copyright 2015, Oracle and/or its affiliates. All rights reserved. 7 The JD Edwards Eco System in EMEA What is different in Europe, Middle East & Africa # of countries: ~120 Market definition Each country is a territory on its own Oracle EMEA Partner (and Customers) Language!

JD Edwards Partner Eco System WE: 80 Country Operations from 54 Legal Companies EE&CIS: 27 Country Operations from 26 Legal Companies MEA: 33 Country Operations from 31 Legal Companies Copyright 2015, Oracle and/or its affiliates. All rights reserved. 8 The JD Edwards Eco System in EMEA What is different in Europe, Middle East & Africa EMEA JD Edwards Partner Community If your job is selling, implementing or supporting JDE in EMEA

400 members representing 100 partners Community workspace with regional relevant materials Community blog with focus on EMEA news Where to join: http://www.oracle.com/partners/emea-en/knowledge-zone/applications/jdedwards-1687208.html or contact Hartmut Wiese, EMEA A&C [email protected] French and Italian Solution Factory Portals Focused on pre-sales needs offer materials in Italian and French Maintained by the EMEA Pre-sales Center [EPC] is available to all the EMEA JD Edwards Partner Community Members. For more information you can contact Tudor Cirstea, EPC [email protected]

Copyright 2015, Oracle and/or its affiliates. All rights reserved. 9 Oracle Organization EMEA Alliances & Channels: EMEA organization JDE main contact: Harmtut Wiese Sales: Western Europe & ECEMEA WE: by industry (MSE is defined as an industry) ECEMEA: mix by industry & country cluster Business Development: WE & ECEMEA

WE: All Apps by Country ECEMEA: JDE main contact Mohamed Elrayes Presales: WE: Field presales in selected countries: France, UK, Italy, Spain & Germany WE RegionalTeam: Bart & Didier ECEMEA: by areas (MEA, EECIS, etc) EPC team in Bucharest, supporting WE JDE Product: Partners Support in EMEA Tim Scott, Paolo Moroni

Copyright 2015, Oracle and/or its affiliates. All rights reserved. Western Europe Pre-sales Organization Red: In country Field SC Green: Regional Team Black: EMEA Pre-sales Center 0 3 Regional Team 1

1 2 5 0 Didier Faure Paris Bart Vanden Abeele - Amsterdam 3 2 6

Copyright 2015, Oracle and/or its affiliates. All rights reserved. 11 ECEMEA JDE Practice Leaders Orchestrating Partners enablement in ECEMEA Enabling new partners ( eg RUCIS, TR, MEA) Supporting building JDE community in the region Supporting the customers with recommendations and advisory actions Supporting customers in getting

the required information in the right time Recommend the best fit partner to the business and find variety of options Guzel Fayzullina Mohamed Elrayes JDE Sales Dev & Strategy Leader Wiiam Tahtouh Alex Belenchi Mohamed Abdou

Ahmed El Azzamy Michel Itotia Collin Nkosi Cole Molapisane Copyright 2015, Oracle and/or its affiliates. All rights reserved. 12 EMEA Market Data and GTM Strategy Pipeline by Partner (Total 153 Partner) UP 56%

vs FY13 FY14 Top Revenue Contributor Countries vs Total EMEA JDE Licenses Sales Sweden made the top 5 thanks to a very large exceptional deal Copyright 2015, Oracle and/or its affiliates. All rights reserved. Western Europe MSE Partners By Country 2 More than 50 partners working closely with Oracle on MSE in Western Europe

7 8 9 9 5 1 13 Copyright 2015, Oracle and/or its affiliates. All rights reserved. 14

Major JDE Partners in Western Europe Copyright 2015, Oracle and/or its affiliates. All rights reserved. 15 Major JDE Partners in ECEMEA Copyright 2015, Oracle and/or its affiliates. All rights reserved. 16 Partner Landscape Partners driven by Country!

Regional and Global partner presence varies by country: IBM in France and Benelux not elsewhere. L&T Infotech in Nordics, UK and France Complex Oracle A&C organization. Differences: Number of Partners/Size of Partners Sales Autonomy Industry / Geography Focus Oracle Presales presence or not. Copyright 2015, Oracle and/or its affiliates. All rights reserved. 17

Differences in Culture, Economy , Size in each country will impact the sales cycle and the resources you will need to involve. Copyright 2015, Oracle and/or its affiliates. All rights reserved. 18 Competitors Copyright 2015, Oracle and/or its affiliates. All rights reserved.

19 Partnering for success Partner enablement Presales Partner Program Presales Skills Partner Communications Sales Enablement Copyright 2015, Oracle and/or its affiliates. All rights reserved. Partnering for success Go to Market Inititatives

JD Edwards in a Box Joint Marketing Campaigns SaaS at Partner OVI Oracle Validate Integration Copyright 2015, Oracle and/or its affiliates. All rights reserved. 21 Partnering for success Opportunity support Local/Regional Oracle Presales Local Oracle Sales EMEA Presales Center

Copyright 2015, Oracle and/or its affiliates. All rights reserved. 22 EMEA Successes Copyright 2015, Oracle and/or its affiliates. All rights reserved. 23 Dos and Donts When engaging in an international opportunity with EMEA divisions Engage with EMEA team early

Hartmut A&C for EMEA Bart, Didier WE Mohamed A., Wiaam, Ahmed, Collin, Cole - MEA Alexandru, Guzel ECE Mohamed E.- ECEMEA Paolo, Tim JDE product team for EMEA

Identify Important Differences Cultural Competition Localization & Language Oracle / Partner Organization Copyright 2015, Oracle and/or its affiliates. All rights reserved. 24

OPN JD Edwards EnterpriseOne Knowledge Zone Copyright 2015, Oracle and/or its affiliates. All rights reserved. BE INFORMED, STAY CONNECTED @OracleJDEdwards TheOracleJDEdwards JD Edwards Professionals My Oracle Support Communities

JD Edwards [email protected] Copyright 2015, Oracle and/or its affiliates. All rights reserved. Be Informed, Stay Connected Copyright 2015, Oracle and/or its affiliates. All rights reserved. Questions & Answers Copyright 2015, Oracle and/or its affiliates. All rights reserved.

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