For independent software vendors (ISVs), growth or even survival hinges on selling and running their software using a cloud-based model. And that’s true whether the ISV is a born-in-the-cloud startup or an established company that has been successfully selling mission-critical, on-premises solutions for decades.
“The question in their minds is how they can do cloud, not if they will,” says Dan Miller, Oracle senior vice president of Oracle's ISV and OEM business. “And every conversation we have with them is about enabling them to take advantage of cloud in the market.”
Oracle has a decades-long history of helping ISVs use Oracle technology to thrive, and today it is helping ISVs succeed in the cloud, using Oracle Cloud Platform.
More than 10,000 ISV apps are ready to run on Oracle Cloud. Why Oracle Cloud? These are the reasons Miller says he hears most often from ISV leaders.
1. ISVs have great faith in Oracle technology.
Many ISVs have been using Oracle technology on-premises for years—sometimes for decades. From the development environment, database, and middleware to Oracle’s on-premises applications and now its SaaS offerings, “they’ve come to know and trust Oracle technologies to run their applications as well as their businesses internally,” Miller says. That faith is essential: picking a cloud platform is a high-stakes decision for an ISV, because the entire customer experience depends on the cloud platform’s performance.
“ISVs’ software—their intellectual property—is their business, so the platform has to run, and it has to run well,” Miller says. (Watch the video to learn more about Oracle's Cloud Platform Ready offering.)
2. ISVs have built huge competency in Oracle technology.
In addition to trusting Oracle’s own technology depth and breadth, ISVs themselves have developed tremendous competency around Oracle technology, from the Java programming language to Oracle Database and from engineered systems to services. “They know our software and associated products and services as well as anybody,” Miller says.
Oracle lets ISVs continue to drive value from that knowledge and experience. Because Oracle Cloud Platform runs on the same Oracle technology as their on-premises software, ISVs don't need to rewrite applications running on Oracle technology in order to migrate them to the cloud. This is a very fundamental business choice for ISVs that want to maximize their investment while offering customers both current solutions and next-generation cloud solutions.
When they move to Oracle Cloud, “they’re leveraging their investment—they’re capitalizing and scaling on their investment,” Miller says. “They don’t have to rearchitect or fork what they’ve developed over many years.”
3. ISVs see opportunity in selling to Oracle’s 425,000-plus customer base.
Oracle’s base of more than 425,000 customers has always been a prime market for ISVs. They’ve often teamed with Oracle to reach those customers, because Oracle needs ISVs to meet the diverse needs of enterprise customers. “Most of our partners are providing mission-critical, scaled, robust applications into the enterprise,” Miller says.
Oracle Cloud Marketplace magnifies this opportunity by providing an online market through which enterprises of any size, around the world, can find and access cloud applications. The marketplace also makes it possible for ISVs to automate the buying process, so a customer can buy without interacting with sales or support employees, and allows them to reach international customers without a global sales or implementation team.
“With cloud, they can access the Oracle customer base with a scale and a reach they haven’t had before,” Miller says. (Read the story of two such ISVs.)
4. ISVs can focus on innovation, not operations.
By running on Oracle Cloud, ISVs can focus resources on their own innovation and on how to add value to their products and for their customers, while letting Oracle take care of patching, security, backup, and other elements involved in running a cloud application.
Having Oracle’s resources,competency, and reputation behind their cloud applications is a huge plus, especially for smaller ISVs trying to win the confidence of large enterprise customers.
Miller notes that all these reasons touch on both the technology and business factors driving an ISV’s cloud platform choice.
“You put the two of those together—Oracle's business experience and the best technology—and that becomes a very compelling proposition for ISVs to continue to partner with Oracle, or if they’re new to Oracle, to start working with Oracle,” Miller says.