By "Jim Lein, Oracle Midsize-Oracle" on Jul 01, 2015
Rod Johnson is group vice president of Oracle's Application Business Group. He is responsible for defining Oracle's go-to-market strategy and driving business value into all customer interactions.
Q: How did your tenure at AMR Research influence the way you and your team develop go-to-market strategies?
RJ: As an analyst, you spend half your day talking with vendors of all different shapes and sizes about their product, strategies, and go-to-market plans. And you spend the other half of the day talking with end users and buyers, learning what resonates with them and what does not. You sit at the intersection of both worlds with a bird’s eye view. It’s probably the best learning experience you can have when it comes to understanding the drivers of success across all software sectors. Consequently, at Oracle I’m thinking less about how Oracle has traditionally gone to market and more about how to leverage what I’ve learned about those keys to success.
Q: Buyers today are inundated with content and promotions touting the benefits of cloud applications. What Oracle differentiators enable you and your team to break through all that noise?
RJ: Our ultimate vision is to deliver value to our customers now while not saddling them with applications that will slow them down later. Every vendor is out there with the promise, “Just put everything in the cloud and miracles will happen.” In reality, all my customer interactions have taught me that they’ve become much more sophisticated. Oracle breaks through the noise by helping customers realize that—with our solutions—they can address near term business challenges quickly with our easily adoptable, best in class applications while not sacrificing on the power of standardization, a common data model, unified business intelligence, integration, and a single security model.
Q. How do large enterprises adopt cloud differently than growing midsize companies?
RJ: Universally, everyone is frustrated that they can’t get functional, usable, and helpful technology and software in their business lives similar to what they get in their personal lives. We’ve all been spoiled by apps stores via which we can easily and immediately download useful apps to our smartphones. However, large enterprises tend to have larger IT organizations and more business complexity because they tend to operate on a global scale in lots of different markets. And they’re large because they’ve learned how to get economies of scale. So they have the added set of criteria for evaluating cloud offerings to assess if any give solution can be deployed to thousands of users globally and not just a few users within a single geography.
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