Reseller News

Oracle calls on Ingram to reach SMEs

Oracle has appointed Ingram Micro as its first local distributor as it attempts to make a bigger play for smaller sized customers.

The distributor will focus on Oracle’s Standard Edition products, which are lower-featured and priced-down versions of its database, middleware and business intelligence suites designed to woo mid-sized businesses.

These are now available from Ingram Micro through Oracle’s Remarketer Programme, which allows resellers to start selling the vendor’s software without having to build an Oracle business practice or joining its PartnerNetwork.

Fred King, Oracle’s technology alliances and channels director for Australia and New Zealand, says the time is now ripe for a local relationship between the company and a broad-based distributor such as Ingram Micro. “We now need the broader reach of Ingram to grow the breadth and depth of our reseller base in New Zealand.”

King says while Oracle has traditionally been perceived only as an enterprise player, its work in the mid-market has gained a lot of momentum. Ingram Micro will allow it to further extend its reach in this market, he adds. “We’ve had good penetration – the perception is we are not very strong in the mid-market, but the reality is that we are really quite strong.”

Ordering through the Remarketer Programme enables resellers to sell Oracle software without any upfront financial obligations, says King. “It is specifically designed to help us in the mid-market sector. The idea is to make it easier for resellers to start without any real investment.”

The Standard Edition products will attract resellers as they are easy to implement, feature attractive margins and represent services revenue opportunities, says King. “There are very good services opportunities and the margin opportunities are better with Oracle products than they are with a lot of competitor products,” he claims.

Ingram Micro solutions group general manager Scott Cowen says the distributor plans to broaden Oracle’s offering to the channel, which has been narrow to date. “We will work with Oracle to expand their channel through our licensing team and the experience they have with tier-one corporate resellers. We believe we will be adding value to those partners.”

Ingram Micro sees opportunities to offer bundles comprising Oracle software and IBM hardware, says Cowen. “Oracle is best of class in the space they represent. We are seeing how that can complement our IBM business – there are some bundling opportunities.”

Oracle is the second major software brand Ingram Micro has secured locally. Last month it became the second distributor for IBM software, alongside Express Data.

The local Oracle and Ingram Micro distribution agreement is an extension of a relationship established in the US in 2005.