Oracle has declared its intention to generate more than 50 per cent of its revenues from applications within five years in order to maintain growth in line with analysts? expectations.
As a result, from 1 June, the start of its new financial year, the company will have implemented a new sales structure to provide the right infrastructure to do so.
Nimish Mehta, Oracle?s senior vice president of industry application management, said: ?The fact that applications are significant is not because the database isn?t important. Analysts expect the business to grow to between $5.8-5.9 billion this fiscal year, but it has become very difficult to grow database revenues that much because there?s not that much out there. As we get higher in the foodchain, we need to be less of a components vendor and more of an applications supplier. When you sell an application, you drag a lot of database and tools sales with it.?
The reorganisation will include the formation of an new vertical sales division. This will service the largest 50 global customers in consumer packaged goods, financial services, telecommunications, energy, government, health and industry, which includes the motor trade.
Jean-Claude Sainctavit, former vice president of Digital Equipment's corporate communications industry division, has now been appointed to the newly-created role of European head of Oracle's telecommunications unit.
While most of these applications and application bundles are already in place, Oracle is currently developing a healthcare offering, which comprises healthcare financials, a clinical data system and electronic medial records package. This is due to ship in the US in September and should follow in Europe by January next year.
Oracle will continue to sell direct to its large accounts in other markets, but companies of less than $750,000 in turnover will be handled via the organisation?s third party channel.
The firm has just hired Michelle Fitzpatrick, former regional vice president for the UK and France at the Santa Cruz Operation, as vice president of distribution in Europe. She takes over part of Steve Garnett?s role as European vice president of alliances and marketing.
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