Guest post from David Callaghan: Oracle PartnerNetwork Kick-Off FY15: “Engineered for Success; Oracle and Partners Winning Together”
By Steve Walker on Jul 03, 2014
David Callaghan is SVP, Alliances and Channels, Oracle EMEA. Here, he brings us his perspective on the recent Oracle PartnerNetwork (OPN) Kick Off event for Oracle's Fiscal Year 2015:
As Mark Hurd declared at the annual kick-off event, the theme for FY15 is “Engineered for Success; Oracle and Partners Winning Together.” We have over 14,000 partners in our EMEA Partner Network who live and breathe this mantra, not only working with us but with each other. This collaborative mindset is what makes our healthy partner ecosystem an instrumental part of the Oracle business.
The Oracle PartnerNetwork community now consists of over 25,000 partners across the world, all of whom play a role that is absolutely integral to the success of the company. After a hugely successful FY14, we look forward to an FY15 that will see our robust product portfolio get even stronger. There’s never been a better time to be an Oracle Partner.
OPN Strategy in FY15
After a tough economic time the EMEA market is finally starting to heat up again, with FY15 shaping up to be a year of significant opportunities for our partners.
Our FY15 OPN strategy is broken down into two key areas: selling a wider range of the Oracle portfolio, and building our SaaS portfolio.
The idea behind broadening portfolio sales is that for every product there’s a “buddy” product that complements it, helping us to provide solutions that make the most of technologies that work best when packaged together. The traction has been fantastic, with 10 percent of revenues in Q4 having been driven by these combos. This "Oracle-on-Oracle" drive will be a cornerstone for the channel programme going forward.
Our Q4FY14 results revealed that Oracle is now the world’s second biggest SaaS provider. We want to keep that great momentum going and are definitely on track. In EMEA, our partners have seen success with a number of our SaaS cloud applications, including Fusion HCM, our CX proposition, and now ERP – which will be a big opportunity market for partners in the next fiscal year. To add to this, newly acquired products like Eloqua are starting to help us gain traction in new markets.
Improvements to partner programmes
When it comes to our partner programs, we’ve received a great deal of positive feedback over the past year, so we’re not planning to make any dramatic changes. That being said, we have made a number of improvements for the benefit of the OPN community:
- Strategic Partner Selling: We are enhancing the way in which our OPN Incentive Program pays partners rebates. The program, which offers partners rebates on select Oracle technologies and rewards them for investing in areas strategic to Oracle, is moving from quarterly to monthly payments and significantly shortening the cycle time it takes to process payments.
- Oracle Cloud: A new two-tier distribution program for the Oracle Cloud portfolio has been announced, engaging the value added distributor (VAD) network to extend Oracle’s reach in the broad market and scale its network of Oracle Cloud resellers. Through the program, Oracle will work with VADs to identify and enable partners best-suited to deliver customer value in cloud implementation and managed services.
- Oracle Engineered Systems: OPN is extending the Oracle Exastack program to include Oracle Database Appliance and Oracle Big Data Appliance Ready and Optimized options.
- Enhanced OPN Solutions Catalog: At the Partner Kick-off, we officially unveiled the new mobile-enabled OPN Solutions Catalog, opening the door to a more flexible experience for the more than 30,000 customers that use our catalog monthly. Going mobile has made it even easier for customers to search for our OPN partners anytime, and from anywhere.
There’s no doubt that our OPN strategy has been consistent over the last several years, and that our partners have been integral to our steady success. We’d like to thank every member of the OPN community for its ongoing support, and look forward to working together with everyone to capitalize on the big opportunities FY15 has to offer.
By the way, you can relive the kickoff and learn more details about these initiatives by watching the on demand replay video.