Oracle Sales Play Flashcards
Why excited about Oracle?
- As NewCo, we are one of the largest Oracle Systems Integrators globally.
- NewCo is striving to be Oracle’s number one Cloud partner, and our capabilities position us well to make it happen.
- Our advisory, implementation, and managed service solutions address client needs across the entire Oracle portfolio.
What does DXC Oracle play mean to clients?
- Optimize the investment in their Oracle estate
- Free up cash for driving future strategy
- Provide applications and platforms across the full Oracle technology stack
- Enable the digital transformation of business processes
- Provide tools for a journey to cloud-based architecture
Can DXC provide digital transformation across full stack?
DXC is the only Oracle partner positioned to help clients with their digital transformation across the full Oracle Stack:
Infrastructure
Platform
Software as a Service
Solution Cat 1: Infrastructure and Platforms
Managed Platform as a Service
Oracle Managed Platform as a Service Oracle Public, Private, or Hybrid Cloud Migration Services Platform/Middleware as a Service Database, Application & Testing MaaS IOT/Mobility as a Service Industries: Insurance, Banking, A&D, Public Sector
Solution Cat 2: Software and Applications
Business Enabled SaaS
Oracle Cloud ERP
Industries: A&D, Manufacturing
Oracle Cloud Customer Experience
Industries: Retail, Hotel & Leisure, Communications
Apps Upgrade & Cloud Platform
Industries: A&D, Manufacturing, Healthcare/LS
Cloud Enabled Red Industry Solutions
Industries: Beverage, Campus, Engineering, Retail/Consumer
DXC Qualifications
Trusted partner
30+ year partner with Oracle
Largest engineered systems support capability of any systems integrator
Numerous awards
Engineered Systems Partner of the Year in 2016
Oracle Middleware Partner of the Year in ’13, ’14, and ‘16
Skilled experts
16,000+ global experts serving 200,000+ clients
Includes 2.6 million users on 100,000+ databases
10+ years average experience of Oracle experts
18 Oracle Centers of Excellence worldwide
3700+ Oracle certifications and 100+ Oracle specializations
Oracle expected business outcomes
Lower total cost of ownership
Reduce platform and services costs up to 30%
Achieve a constant innovation cycle
Reduce business and technical risk
Generate business intelligence to boost productivity gains up to 15%
Shift CapEx to OpEx
Enable clients to scale spending to business requirements
Provide consistent end-customer experiences
Increase share of wallet
Improve Net Promoter Score (NPS) score
Improve quality of service
Increase operational availability of data
Improve customer service (accurate billing, data availability, service response time)
New capabilities from HPSE
Global delivery centers World-leading Digital Center of Excellence One of the world's largest WebCenter implementations Influence on Oracle’s trials and roadmap Industry expertise: Retail Communications Financial services Public sector Travel and transportation Consumer goods
Accenture: Global Cloud Elite partner status
Provides a digital center capability
Fast implementation across the full stack
Access to the wider partner ecosystem network
Proven comprehensive advise, implement, and support services for strategic partners
Deloitte: Market leader in applications (not platform)
Leading expertise in e-commerce, call center, and in-store technologies
Invested in customer experience design capability
Access to the wider partner ecosystem
Stronger in infrastructure and platform space
More flexible and adaptable as a provider
Both Cloud and Managed Service Provider (MSP) partner status
Indian Pure Plays: Generally lower prices
Diverse service engagement options – on-shore, regional, and local
Strong public sector security accreditation
Boutique audit partners
Local and regional solution providers
Generally lower prices
Specifically tailored niche expertise
Close ties to the Oracle Corporation (often paid by Oracle)
Strategic capability to address multiple business needs
Robust diagnostic scripts that look deeper into data and therefore provide richer insights
Access to broader NewCo portfolio
Local delivery of independent view yet validated by Oracle
Key Takeaways
The Oracle play helps clients move their estate to the cloud, streamline business processes, and accelerate business transformation
NewCo’s qualifications include:
- Breadth of experience with 16,000+ global experts
- Largest engineered systems support capability of any systems integrator (SI)
- Global leader of Oracle’s Cloud Managed Service Provider Program
- NewCo’s combined portfolio provides full-stack and prepackaged industry solutions to address enterprise-wide Oracle needs
- NewCo’s competitive advantages include robust advise, implement, and support services with strategic partners
Oracle opportunity indicators
Some of the most common indicators of a Oracle opportunity are when clients want to:
- Improve customer experience
- Expand the business
- Manage a merger, acquisition, or divestiture
- Reduce perceived excessive IT spend, and
- Gain clarity on compliance and license management
Oracle Estate Optimization
Analyzes the Oracle estate through automated scripts and manual inspection that produces a client roadmap for reducing costs and instilling solutions such as cloud migration, hardware refresh, and security upgrades
Key phases:
Review the client’s Oracle landscape (assess infrastructure, environment, security, and licensing)
Report findings (annotate issues and provide insights into estate performance)
Discuss the action plan (optimize usage, minimize audit liability, and address security issues)
