Oracle MDF utilization by channel partners has been declining for years and there is no longer a dedicated Oracle MDF Program Manager in ANZ.
In 2018-19 Oracle outsourced the management of $150K of MDF to NEXTGEN with responsibility to gather partner funding requests, execute activities when required, then manage the submission of POEs.
48% of total budget was executed by NEXTGEN’s internal marketing team, and delivered 88% of total pipeline value
$4.95mil total pipeline value
Leading cloud identity SaaS vendor Okta was looking for regional support to drive end user demand in conjunction with key partners.
Leveraging intent, audience and engagement data, oSpace identified in-market prospects then provided targeted sales augmentation to qualify opportunities and set appointments on behalf of key Okta partners.
297 new companies reached
24 MQL leads
9 booked meetings
149% pipeline target achieved
SAP ECC is being phasing out and won’t be supported after 2025.
Successfully transitioning to SAP HANA takes time – but how to motivate customers to act given the deadline seems so distant?
Bang designed a highly engaging direct mail pack that was sent to DXC’s ECC customers in tranches over 6 months based on monitored activity in Bombora. Recipients were then called by DXC’s inside sales team.
200 mail packs dispatched
99.9% engagement rate
$96mil pipeline against a target of $5mil
Commvault were under pressure to enter into a new 3-year license term (annual in advance) while also rebating a considerable sum to the partner. The net amount on the swap over would have created a negative revenue figure for Commvault for at least 12 months.
Leveraging Orbus flexible finance enabled the partner to pay for the 3-year license up front while also accommodating fixed monthly managed service agreement payments from their end customer.
$10mill bill paid up front and in full by Orbus NEXTGEN and Commvault able to recognize revenue immediately
Orbus integrated into the Partner’s monthly fixed costs
Oracle Partner Magia Solutions had an opportunity for Oracle Chat Bots at the University of Tasmania. They needed rapid access to an environment and resources to run a live POC for the prospect over the Christmas quiet period.
Through STRATUS we launched a live Oracle Chat Bot environment and guided the partner through set-up and deployment for the customer site. The POC ran live for 45 days proving the ease and benefits of the technology.
<2 MONTHS from POC to PO
$40K ARR Cloud Spend
In order to move their Oracle environments to AWS Cloud, HES member CSIRO first needed to understand the economics of the migration, including costs and find a trustworthy partner capable of moving the workloads.
Optima helped HES deliver a Cloud Economics Business Case to the CSIRO. When the business case was approved Optima introduced Blue Crystal, an experienced ecosystem partner to move the workloads.
>$5K USD MRR AWS resell spend
>$500K ARR AWS pipeline
>$50K Partner services revenue
+1 New logo for the partner