Pssst...Channel Partners: Want to Grow Your Business? IBM Says Help Your Customers Deploy Comprehensive, Integrated Solutions

by Jim Lein | Sr. Principal Product Marketing Director | Oracle Midsize Programs | @JimLein

We asked our friends at IBM to provide their perspective on what issues are important to their midsize customers.

Chako Thomas, IBM's Go To Market Leader-Transformational Programs for Oracle JD Edwards in North america, sums it up for us in this blog post, "Emerging Mid Market Growth Trends for Business Partners". I've known Chacko for years and--funny thing--the conversation I remember best was at an Oracle sales kickoff years ago at which his company sponsored the escalator handrail decals in the conference center. I was overly impressed because I hadn't seen that before. Kind of a "President George H.W. Bush being amazed by the supermarket checkout scanners" moment. 

But I digress...

In his post, Chacko provides his perspective on opportunities for technology partners catering to midsize clients based on his many years of experience. Of note, he points out that the biggest opportunities for partners is in delivering services (73% of the market and growing at 4.1%). No big surprise, yet that statistic does beg the question, "What type of services?"

From Chacko's perspective, the opportunity for Oracle partners exists in guiding the delivery of a comprehensive integrated industry specific solution to their customers.This aligns tightly with what we learned from a recent independent report, commissioned by Oracle, and published by Dynamic Markets, "Cloud for Business Managers in Midsize Organisations: the Good, the Bad & the Ugly". This report documents that, although many midsize organizations are moving some activities to the cloud, they are failing to realize the optimal level of benefits due to integration issues with other solutions.

More on that report in my next post.



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