Oracle Nordic Advisory Board - PAB Meeting

Memo
Oracle Nordic Advisory Board
Mikko Toikkonen / 2008-05-20 / 3 (4)

Oracle Nordic Advisory Board - PAB meeting

Place: Oracle office Ballerup, Denmark

Time: May 20th 2008-05-20; 10 am to 2 pm CET

Present: Kim Andersen TietoEnator Chairman

Kim Wellendorph Accenture

Espen Remman NSA

Hans Petter Olsen Bouvet

Morten Steiner TIA 11 – 12 am

Mikko Toikkonen TietoEnator Secretary

Kimmo Vilén Oracle

Michael Zink Oracle

Flemming Raebild Oracle

Absent Magnus Berglund Kentor

Sune Nilsson Sigma

Jukka Tarkiainen Logica

1 Opening and introductions

Kim Andersen opened the meeting and explained what the purpose of the PAB is. There was active discussion about targets and objectives so that the Board doesn’t end up just being a coffee club.

- Do we target to cover all Oracle partner areas like SI, ISV, VAR, VAD? => Most members represent SI’s and a few ISV’s and some both so it was decided to concentrate to those 2 areas.

It was decided not yet to proceed with country PAB’s. We first want to get this Nordic PAB up and running and see if there is a need for country level ones.

Where to market the PAB

- It was decided that PAB will be marketed as an influencing channel to all partners and suitable occasions like Oracle Open World’s Nordic event, Nordic OPN Day and country level partner events are events suitable for bringing up this message. OPN Day is an event where can be collected a country level partners to a joint discussion.

- In Open World all Oracle executives are present so there is a possibility to arrange meetings between PAB and key Oracle execs.

Þ Oracle/ Kimmo V checks the possibility to get free OOW conference passes to PAB members

- Oracle promised that PAB can utilise Oracle Nordic’s partner marketing resources Susan and Gustav. Requests must be sent to Kimmo V or Michael Z.

2 Forming Nordic PAB organisation

After discussion round Kim Wellendorph accepted to take the first chairmanship. It was decided that chairmanship will last a term which length will most likely be 1 year. Everyone will hold the position at own term.

Mikko Toikkonen was nominated as secretary of the PAB.

- PAB will create a standard agenda template for meetings and set up clear objectives and targets for the outcomes for the PAB work.

- Permanent Oracle members represent Partner organisation but when necessary other Oracle business lines will be invited to meetings.

3 Discussion and feedback to EMEA PAB and Oracle

Partnering Excellence:

- Topic is owned by Alfonso di Ianni and it was discussed that we could invite him to give a presentation to a coming PAB meeting (video conf?) and explain for example Oracle Consulting strategy

- Discussion how PAB can influence on Oracle organisations and persons measures. Michael told that there are some measures that can be discussed even for the next FY.

- Oracle Consulting competition against partners

· Bouvet has faced the situation twice in a month

· Others have also experiences

- Oracle consulting manager should be measured based on partner revenue

· In place in some countries but not in Nordics

· Planned for Nordics but no decisions yet

Due the large amount of acquisitions Oracle’s structure is very complicated

- Customers don’t know what to do and neither do partners which give us hard time to be reliable in customer’s eyes.

- Oracle should publish a streamlined message after each acquisition how the existing partnership will continue

· Seems to differ especially with Tech and Apps acquisitions

· Partners must know how long they can rely on existing agreements

· Concerning BEA Flemming is the contact point for PAB

- Competence development is challenging for us. Although Oracle does a lot we need more. => We need to discuss more where to focus.

· In France Oracle has sponsored a competence development program for hiring and training new resources. Michael and Kimmo said that they are willing to have deeper discussion concerning similar type of model for Nordic partner needs.

- Flemming mentioned Oracle’s possibility to arrange conference calls with Oracle Development.

Road map for development tools is needed. Will anything be published and addressed in OOW?

License Sales through partners:

- SI’s don’t do much

- Technology licenses in Nordic about 60 % by partners, about 15 % of the Apps licenses.

- It was brought up that risk in Apps when mainly Oracle sells licenses is the similar development as in SAP world that consultancy business is moving towards brokers which themselves don’t bring any value add. Customers buy licenses from SAP and consultancy from independent consultants.

Detailed question from Morten: Application server version 10.1.3 doesn’t support Forms. This is and will be a problem with many customers.

Rolf Schwirz and Loic de Guisqet should participate at least once a year the EMEA PAB meeting

Kim A should ask from EMEA PAB when we can expect feedback for issues raised to that forum.

4 Next meeting

Next meeting will be held as conference call August 14th 10 – 11.30 am CET (11 – 12.30 EET).

- Kim A: Update from EMEA PAB in June

- This meeting action list follow up

- All provide input concerning PAB work and issues to discuss beforehand to Kim W and Mikko