Project RunBook
As an Oracle (Gold Partner) gold membership adds the ability to sell from the entire Oracle portfolio; eligibility for phone-based partner management support; free assessment and exam vouchers; eligibility to publish partner-led events to Oracle.com/events; discounts on Oracle programs licensed for internal use; and more. https://www.techtarget.com/searchitchannel/definition/Oracle-PartnerNetwork
Project Stakeholder(s):
Mission: oracle Gold Partner provides organizations with deep business value in the areas of:
- Digital ( Artificial Intelligence, Machine Learning, AR/VR)
- Data ( Data Warehousing, Reporting & Analytics)
- Cloud (Cloud SaaS, IaaS)
- On-Premise ERP Systems ( Oracle /Peoplesoft)
Services:
- Strategic Planning
- Project Services
- Managed Services
- Consulting Services
- Oracle managed Services
- Cloud migrations
See Call Script below
CRM used: Salesforce
Email system used: Office 365
Email orchestration tool: Replyfly
What seniority will I reach out to? C-suite, VP, Director, SR Manager, Manager
Client provides files to reach out to
What are my target / niche industries:
- University & companies using Oracle
What size companies:?
- Companies that use Oracle tend to be larger in size as Oracle is expensive and geared towards enterprises.
- Colleges and Universities also use Oracle, but a different product called Campus Solutions that is tailored towards them. These can be very larger organizations all the way down to local Community Colleges.
If my initial pitch does not work, secondary selling points that I can pivot to.
- If a company is not receptive to having Oracle Gold Partner provide Oracle Managed Services or Vloud migrations, I offer Staff Augmentations where a member of the team will join there team on a contract basis for as long as they are needed to help them get projects done.
Messaging – For each one of my targets, the angle I should take on messaging to them? What is it about your service that will appeal or trigger interest in a conversation with the team? What is your secret sauce?
For Universities & Colleges:
- Are you still on Campus Solutions 9.1? Peoplesoft
- Is your Oracle hosted in the Cloud today or still on premises
2. For Companies
- 2A you still using Oracle?
- Is your Oracle hosted in the Cloud today or still on-premises?
What are the key phrases, or verbiage that my team should know when talking to the niche targets?
The Oracle Gold Partner is a boutique Oracle managed Services company helping organizations like TPC Group, UT Health San Antonio, DZS, Tropical Shipping, SEGRA, Envision Healthcare, F5, Samsung Clinic, Cherry Creek School District, well-built, Cooper vision run Oracle more effectively on-premises and in the Cloud. We are an Oracle Gold Partner, Cloud Standard and our service delivery processes are ISO 9001.2015 and ISO 270001.2013 certified for the highest quality. We provide white glove on Oracle Cloud Applications, PeopleSoft and other Oracle products, acting as an extension of your IT team through either staff augmentation or managed services engagement.
Product / Offering training –
- https://www.oracle.com/partners/index.html
Oracle SaaS for Dummies PDF
- https://www.google.com/url?sa=t&source=web&rct=j&opi=89978449&url=https://www.oracle.com/a/ocom/docs/applications/saas-for-dummies-3rdedition.pdf&ved=2ahUKEwigncvNs4GFAxXbD1kFHcf1AdkQFnoECBQQAQ&usg=AOvVaw2axzjGXzKcmTqRu8NfHUNq
Cloud Offerings:
- https://www.google.com/url?sa=t&source=web&rct=j&opi=89978449&url=https://www.oracle.com/cloud/&ved=2ahUKEwjU5-ywtIGFAxVeFlkFHRynC3oQFnoECBoQAQ&usg=AOvVaw0ev6vdJ26Vsf63Pg8UThUJ
Value Proposition:
Oracle Cloud Offerings White Paper:
- https://www.google.com/url?sa=t&source=web&rct=j&opi=89978449&url=https://go.oracle.com/LP%253D5599%253FelqCampaignId%253D9778%2526src1%253Dad:pas:go:dg:cc%2526src2%253Dwwmk14057179mpp009%2526SC%253Dsckw%253DWWMK14057179MPP009&ved=2ahUKEwjRl6-WtYGFAxVnEmIAHRH8AD0QFnoECBgQAQ&usg=AOvVaw09rYkCppLTTdbtqqb0t_Uk
Oracle Corporate Overview:
- https://www.google.com/url?sa=t&source=web&rct=j&opi=89978449&url=https://www.oracle.com/corporate/&ved=2ahUKEwjLz8i8tYGFAxWVEGIAHVnjC3kQFnoECC0QAQ&usg=AOvVaw37Uak9BOrMucQ4e7DAPBmd
Quality Appointment / Qualifying Call:
- When appointment is scheduled open up calendar invite WHILE ON THE PHONE with the prospect and set a call for a time that is open for managing Partner/ AE.
- AE, managing partners email address
- Send internal invite via Google email, chat
- Include notes from the call that led to the appointment attaching to invite
- Send external invite to prospect, use the phone number and pass code from internal invite. Put basic meeting agenda in the notes section
1. Introductions,
2. Client Overview
3. Prospect (situation)
4. Next Dyeps
What are materials you can send to prospect?
- White Paper
- Oracle Cloud Offerings
- Oracle Corporate Overview
Current Oracle customers:
University 9f Volorado, Bellevue University, Florida State University, University of Minnesota, Alabama State University, Fl9rida A&M Universit6
Oracle (Gold Partner Script)
Intro: Hi, this is Tony with Oracle (be quick with this part)
Do you handle any Oracle applications at _________ your company?
_________ is an Oracle Gold Partner —- focusing on Migrations, managed services, upgrdes, staff augmentations, really anything Oracle.
*** Your introductions should be quick and precise. Do not pause to give them a chance to speak. The key is to get to your questions without them pushing you off the phone.***
1st Question: What do you have on your Oracle Roadmap coming up for the next year?
What has been put on hold? What were you planning?
**Perfect/ Awesome – I would like to talk with you about how we can help – How does (DATE & Time)
How do you manage Oracle?
If they say inhouse;
What do you have coming up on your Oracle roadmap?
If they day they have any kind 9f Oracle project coming up immediately pivot towards a meeting. Let the prospect know we specialize in that and would like to give them more information on how we can help. Immediately ask for availability.
IF THEY OUTSOURCE: (using 3rd party company/ vendor)
What’s the biggest obstacles with them?
2nd Question: What is the next Oracle Project ypu have coming up in the near future?
If they have a project. Great. Oracle specializes in Staff Augmentation for specific projects Luke yours. BOOK MEETING
3rd Question: Are your applications stored on-premises or in the cloud?
If in the cloud, Confirm all their applications are in the cloud
– if they still have some applications on-premises: Have you talked about moving these applications as well?
Explain Oracle has extensive experience with Oracle-to-the-Cloud migrations (Oracle Cloud Premier Partner, Oracle Cloud Applications, (SaaS) BOOK MEETING
–if all applications are in a cloud
What cloud are you in?
If they are in a private cloud, would it make sense to have some applications in a public cloud for that Scalability? ( if interested)
Explain: Oracle partnership and experience with Oracle Cloud. BOOK MEETING
Are you having any issues with your hosting provider?
-if they are in a Public Cloud that is NOT Oracle.
What is the biggest obstacles with your. current provider ?
Explain to them we have the ability to move them to Oracle Cloud or SaaS.
** Side note; Oracle GP has a strong background with Oracle SaaS as well. Remember, regardless of their hosting status, if they are having issues Oracle GP has the ability to host them anywhere else. It is your job to put that idea in their head**
STRATEGY:
You only have a few seconds to get your next question after they finish answering your previous question. The people I have spoken with do not have the oatience to wait around for you to talk. Be aggressive. Know where you are going before they finish talking. Have a notepad open because once you get them to start spilling, there will be alot of things to write down.
JOB POSTONGS SCRIPT
Hi (Contact Name),
My name is Tony with Oracle.
I’m reaching out to you in regards to a job posting for the Oracle position. Do you handle that?
Great, _________we are an Oracle Gold Partner that does Staff Augmentations for these specific job descriptions. Are you looking for domeone full time or something temporary?
If temporary: great,, We can provide you with qualified Oracle employees to help. Let’s chat on (Enter Daye and time) to scope out the position and go through our options.
If full time longer term : Great, we offer a contract to hire Oracle for these type of positions. If possible, I would like to scope out the position and see how we can help fill it. How does ( enter time and date) sound?
Background about Oracle Gold Partner
Founded in 2013, OGP is a leading management and IT enterprises services company. Our team consists of highly talented individuals with unrivaled practical experience in solving enterprise and business challenges. We serve organizations ranging from medium sized businesses to fortune 500 companies in the public sector, Healthcare, education, and commercial sectors.
https://www.oracle.com
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