Judson Althoff Blog

Hello, this is José Fernandez-Stoll. I'm responsible for Oracle's VAD Remarketer Program from a global perspective. Now that we've closed out another fiscal year I'd like to share with you some of the program highlights and plans for 2010.

Let's tackle the highlights first.

As of May 31st, 2009 the program had over 1700 Remarketers having closed over 2400 deals via a network of Remarketer Authorized Value Added Distributors (VADs) (since June 2007). This year alone over 1300 Remarketers closed 1800 deals - that's an increase of more than 250% over the programs first year. Not only did the number of Remarketers jump but so did the number of VADs participating in the program. We went from 28 VADs at the beginning of the year to over 50. That's a tremendous amount of work by a relatively small team (global and regional).

Congratulations on a job well done!

Cultivating Success from the Ground Up

We continue to leverage our VAD relationships to help identify, cultivate and grow new partners. This is absolutely true with respect to the Remarketer Program. The program will always be focused on making it EASY to start selling Oracle products but at the same time we will be working much closer with the regional teams to help take Remarketers to the next level. That next level could be product specialization, joining OPN, or simply working closer with their VAD to help uncover more profitable opportunities more often. It's that simple.

Positive Feedback

Our colleagues have been following the Remarketer Program closely. P.J. Jakovljevic, of TEC, has recently written a 2 part blog talking about "Partner-Friendly" Oracle. In part 2 he writes this about the program:

"The transparency and clarity about the prices, terms and conditions is commendable. Another side benefit of the program could come for Oracle from dispelling some competitors' rumors (or wishful thinking) about Oracle neglecting its acquired products. Namely, some of the abovementioned products are former Stellent and BEA Systems products. So much for letting acquired products languish, when they are even tuned up for seeding the entry-level customers."

Please read P.J. Jakovljevic's blog entries here - Part 1 & Part 2.

The positive feedback from VADs, analysts, and Remarketers alike continues to drive our team to greater heights. In 2010 the program will be more tightly integrated with our recruitment efforts at the VAD and regional team levels. We will also continue to develop and distribute sales and marketing information that resonates with our VADs and Remarketers.

I appreciate the time you've spent reading this entry. Please feel free to send our team your comments and suggestions, we value your feedback.

You can also learn more by listening to an OPN PartnerCast.

Thanks for your support and Good Selling!

José Fernandez-Stoll

What happens in Vegas, Stays in Vegas so it’s a good thing FY10 Partner Kickoff lasts much longer than that Las Vegas hangover.  Nearly 6000 sessions have been viewed on the Oracle Red Network as a part of our FY10 Partner Kickoff and we encourage you to take advantage of the education available to you as a part of our first ever online kickoff. 

Completed that curriculum? Great, then you’re ready for a series of live briefings to get you up to speed on Fusion Middleware 11g and Oracle Database R2.  The Fusion Middleware 11g Partner Executive and Technical Briefings are happening in North America through the end of the month and the dates for the Database 11g R2 Briefings are being released soon.

Make your plans now to join us on October 11th in San Francisco for OPN Forum.  You’ll hear vision and strategy directly from Oracle executives; network with Oracle and your peers; and gain valuable insights, contacts, and resources in specialized breakouts geared toward helping you build your business with Oracle. Stay tuned - OPN Forum registration information is coming soon.

Now that is what we call a crash course in the latest partner education offerings.  Need the cliff notes?  Listen to this message from Ted Bereswill, Senior Vice President North America Alliances & Channels, for a quick recap.

See you at the Forum!

The OPN Communications Team

Forum [fawr-uhm] – noun - the center of business affairs and a place of assembly for the people.

Oracle PartnerNetwork Forum [awr-uh-kuhl pahrt-ner net-wurk fawr-uhm] – noun – the must attend event for partners to hear vision and strategy directly from Oracle executives.

Now that we’ve defined it, mark your calendars to attend it.  This year’s Oracle PartnerNetwork Forum is being held Sunday, October 11th in San Francisco at Moscone South and registration is going live soon.  Don’t miss your chance to get first hand information about some exciting news about the OPN program.

Recognize the value of your membership and register to attend the Oracle PartnerNetwork Forum today.

We caught up with Judson and captured his thoughts on the upcoming OPN Forum.

Register Soon and we'll see you at the Forum!
The OPN Communications Team