Oracle is developing a program to help partners deliver its cloud software, platform, and infrastructure services to customers worldwide.
The new Oracle PartnerNetwork (OPN) Cloud Program is open to the company's 25,000 current OPN partners, including consultants, integrators, and value-added resellers, as well as to new partners. Benefits to partners include access to Oracle Cloud demonstration environments, Oracle expertise, and joint marketing, while for Oracle the program will bring increased scale and speed to market, as well as local and industry-specific know-how. The cloud program should also help Oracle, known for serving large enterprise customers, move further downstream to small-midsize businesses.
"Partners have never played a more important role in our global economy," says Shawn Price, Oracle senior vice president of cloud. Partner services are moving from "implementation to specification," he says.
Partners participating in OPN Cloud Program can, for example, help customers get more out of their Oracle SaaS (software-as-a-service) investments with additional capabilities developed using Oracle PaaS (platform as a service). Or partners may start with a core "pillar"—cloud HR applications, for instance—and take a customer through to cloud financial applications. Those two sets of apps in particular share a range of "touch points," Price notes.
Oracle CEO Safra Catz, speaking in Mumbai, India, earlier this month to announce company plans to build a new state-of-the-art campus in Bangaluru and open nine regional incubation centers in the country, talked about the critical role of Oracle's partners in transitioning joint customers to the cloud.
Under the old model, she said, companies accumulated custom-built on-premises software and myriad silos of data over decades, and they must avoid making the same mistakes in multiple clouds. "That's a challenge that most of us in this room will have to tackle together," Catz told an audience that included many Oracle partners.
Partners qualify for—and derive benefits from—OPN Cloud Program according to four membership tiers that reflect their level of expertise and investment in deploying Oracle Cloud services, as well as the "annual recurring revenue" they generate, says Penny Philpot, Oracle global vice president, worldwide A&C partner services.
Philpot emphasizes that Oracle will be "constantly evolving this program" and encourages partner feedback.
When it comes to offering cloud services, Oracle isn't "opportunity—or engagement—constrained," says Dave Callaghan, Oracle senior vice president of EMEA alliances and channels. "That's why we need partners."