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Inside the cloud-centric Oracle channel

Inside the cloud-centric Oracle channel

More than 2,600 unique partners have joined the Oracle PartnerNetwork (OPN) Cloud Program within 18 months

Oracle is placing partners at the heart of its cloud strategy going forward, as the tech giant leverages the channel to claw back ground against industry rivals.

Since launching in February 2016, more than 2,600 unique partners have joined the Oracle PartnerNetwork (OPN) Cloud Program, with cloud resell revenue from the channel increasing 105 per cent year over year.

Designed to accelerate the growth of Oracle Cloud business through technical and go-to-market support, the program allows partners to showcase platform expertise, vertical market offerings and success with customers through new tiers of recognition.

Specifically, program qualifications are based on critical cloud performance metrics to include the partners’ cloud specialisations, applications on the Oracle Cloud Marketplace, Cloud Fixed Scope Offerings, successful go-live implementations, customer success stories, alongside dedicated resources and expertise.

“Oracle continues to deliver the programs and enablement resources that help our partners to grow and thrive in the cloud,” Oracle cloud business group executive vice president Dave Donatelli said.

“Through Oracle PartnerNetwork, we work in tandem with partners to provide customers with the solutions and services needed to take advantage of Oracle’s state-of-the-art cloud platform.”

According to Donatelli, nearly half of all partners in the OPN program today implement, develop and sell in the cloud with Oracle.

Partner play

And as Oracle continues to expand its cloud reach through the cloud, Donatelli cited independent software vendors (ISVs) as central to future market success.

“ISVs and application developers must balance the requirements of their current businesses and implementations with the need to invest in innovative new architectures, modern cloud capabilities, and flexible deployment models,” he said.

Through platform-as-a-service (PaaS) and infrastructure-as-a-service (IaaS) services, Donatelli said Oracle is delivering a portfolio of cloud services and capabilities for developers, alongside programs, resources and commercial models.

“From start-ups to enterprise application providers, hundreds of partners worldwide are realising the many benefits of migrating their applications and customers to Oracle Cloud Platform and Infrastructure,” Donatelli added.

Furthermore, Donatelli said Oracle is investing in new services and capabilities with Docker and Kubernetes, with both "capturing the attention" of cloud application developers.

Through the Oracle Cloud Marketplace, partners can expand the visibility of applications to 425,000+ Oracle customers and partners.

“There is a breadth of opportunity for all partners—regardless of partner type—to expand your solution portfolios with Oracle Cloud,” Oracle group vice president of worldwide channels and alliances Penny Philpot added.

“Our primary focus is working together with partners to transform our customers’ businesses and support their growth in the cloud.”

Cloud excellence

Revealed on the eve of Oracle OpenWorld in San Francisco, the tech giant also outlined its channel credentials through the launch of Oracle Cloud Excellence Implementer (CEI) program, recognising and rewarding partners that continually demonstrate expertise through software-as-a-service (SaaS) implementations.

“The cloud continues to represent a tremendous opportunity not only for our customers, but also for our partner community,” Oracle vice president of worldwide strategic alliances Camillo Speroni said.

“As such, we remain committed to providing the intelligence and resources both parties need to make this transition as smooth and successful as possible.”

According to Speroni, the CEI program was developed to provide customers with a view of partner qualifications for implementing Oracle SaaS solutions.

Through the OPN Solutions Catalog, customers are now able to identify and engage with partners that best align to specific project needs, in a bid to reduce implementation risk.

From a channel perspective, partners can qualify for CEI status with individual Oracle cloud service module(s) within defined geographies, and must meet a "rigorous" set of entry and ongoing engagement criteria in order to remain in the program.

Speroni said partners that achieve CEI status will be able to further differentiate themselves in the market and receive the highest level of benefits and deeper engagement with Oracle.

“The CEI program was designed to recognise and support those partners that not only offer a marked expertise in Oracle Cloud solutions, but also a commitment to excellence in ensuring successful customer experiences and outcomes throughout the entire implementation process,” Speroni added.

The application process opened on June 28, 2017, with partners from Australia and New Zealand already on the approved CEI list in time for the 1 October program launch.

Specifically, they include Computer Sciences Corporation; CRM Now; CRMIT Solutions; Dimension Data; Ideqa; Infosys; Presence of IT; SDS Group and PrimeQ.

Susan Searle travelled to Oracle OpenWorld as a guest of Oracle.


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