Oracle has unveiled a new authorised reseller programme targeted at the general business market as it pursues a mission to generate half its sales through the channel.
The Oracle Authorised Reseller scheme, announced today at the database supplier's Open World user conference in Los Angeles, is aimed at achieving a 50:50 direct:indirect sales ratio. It will do this by creating an indirect sales structure that can tackle the 'middle market' of general business customers. These are companies that have annual revenues of less than $500 million.
Oracle president Ray Lane said, at the firm's recent partners conference, that he ideally wanted to see a 50:50 split - approximately one-third of Oracle's $1 billion annual revenue currently comes from partners.
Gail Ennis, vice president of marketing for Oracle's worldwide alliances and technology division, said that the company had not always been good about its channels thinking. "The AR programme is us finally stepping up to make a significant investment in the channel," she said.
The programme is currently being rolled out in the US with the intention to expand it to the UK, France, Italy and Germany in the next few months. The European roll-out will be managed by Michelle Fitzpatrick, vice president of global business markets, from the company's UK offices.
Different countries may implement the scheme in slightly different ways, but there are a number of prerequisites for involvement in the programme. In the US, these include the need for resellers to have an annual licence revenue of $1 million or more, staff who are trained by Oracle and agreement to mount at least one Oracle-promoting marketing camaign a year.
But surprisingly there is no requirement for resellers to deal exclusively in Oracle software, although Ennis said that typical participants were unlikely to have the resources to manage relationships with more than one supplier.
In addition to the new scheme, Oracle also released details of a new online service intended to help the company's 8,000 partner companies to sell through Oracle products. Alliance Online has a series of sections to provide useful advice and information, including ones entitled 'Expanding Your Market Potential' and 'Reselling Oracle'.
Running in tandem will be another service called Solutions Online, which will give customers direct access to 11,000 business applications and services from partner firms. Customers can use a search engine to find Oracle-based applications using queries based on vertical markets, operating systems, application type and geographic constraints. Alliance Online can be found at http://alliance.oracle.com and Solutions Online at http://solutions.oracle.com.
Microsoft seizes control of phishing sites linked with Russian state hackers
Fitness trackers over-estimate the number of steps their users take, analysis of 67 research reports suggests
Everything we think we know about the imminent Apple iPhone 9, iPhone 11 and iPhone 11 Plus launches
All the latest rumours about Apple iPhone Displays, CPUs, launch dates and even prices
Nvidia brings Turing microarchitecture into the high-end gaming segment